EXIT Prestige Luxury Realty - On-Boarding Training Book 2021 by Tashia McGinn

EXT PRESTIGE LUXURY REALTY

NEW AGENT

ON-BOARDING

2021 1

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You Matter – Trained for Success

EXIT Prestige Luxury Realty

EXIT REALTY TEXT CODES › SUPPORT to 85377 Download Franchise Support’s Mobile Business Card™ for easy access to EXIT’s support team, Monday to Friday, 8am to 6pm ET. Franchise Support is a call or click away.

LISTWITHEXIT to 85377 Use this text code in promotional collateral to allow potential seller clients instant access to EXIT’s Expert Marketing Suite™ video, which demonstrates the power of EXIT’s digital marketing strategy.

EXIT to 85377 Imagine a lawn sign that can capture the lead every time a potential buyer texts EXIT to 85377. EXIT’s Smart Signs™ use geotechnology to provide property details to the potential buyer’s mobile device. And, the EXIT listing agent captures the buyer’s information in order to reply promptly while the buyer is still outside the home.

ACHIEVER to 85377 This text code gives you instant access to the EXIT Achiever, EXIT’s magazine available in digital or print. Completely mobile-friendly, the EXIT Achiever is a must-read for EXIT associates and prospects alike.

APP to 85377 This text code connects you with the EXIT Realty Connect App, putting the key components of EXIT’s technology in the palm of your hand. Invite customers, clients and prospects to download the app to take advantage of the saved search functionality, keeping your contact information a tap away.

LOOKBOOK to 85377 Introducing EXIT’s Look Book, a curated collection of images showcasing EXIT offices across North America.

THINKRESIDUALS to 85377 This text code provides a link to access EXIT’s Residuals Calculator to help evaluate the unlimited income potential of the EXIT Formula.

ELITE to 85377 Use this code to demonstrate to fellow EXIT Associates or potential members the benefits of EXIT’s upgraded Membership Program.

EXITSIGN to 85377 Providethistextcodetopotentialsellerstodemonstrate what a prospective buyer will experience when they use our Smart Sign™ Technology. Our technology leaves no lead behind.

MEMBERSHIP to 85377 Use this code to demonstrate to fellow EXIT Associates or potential members how buyers (and sellers) can view information on nearby properties right from their Enhanced Mobile Business Card™. The Enhanced Mobile Business Card™ is available through EXIT’s Elite Membership Program.

4MM

to 85377

This text code provides immediate access to EXIT’s 4 Minute Million video. Using visuals to explain the EXIT Formula and benefits of sponsoring, the 4 Minute Million video is perfect for opportunities to share the EXIT story on the fly.

PROMPTER

to 85377

Affirmations are short, positive statements written in first person in the present tense. They describe qualities you aspire to, the abundance you wish to attract into your life and so on. Use this code to connect with Prompter!™, an app which will help you habitualize the writing of your daily affirmations.

EXITTV

to 85377

EXIT Realty’s YouTube Channel is just a click away. Display this text code on recruiting materials to give your prospects a visual experience. EXIT’s YouTube channel begins with the 4 Minute Million video and allows your prospect to browse through all of EXIT’s videos, right in the palm of their hand.

EXITPLR

to 85377

Schedule an appointment with the Broker 4

Section 1

The Basics…………………………… 6

Section 2

Connect……………………………… 51

Section 3

Systems.……………………………… 151

Section 4

Database………….………………… 180

Section 5

All About You.….………………… 218

Section 6

Listing/Selling….………………… 307

Section 7

Agent Training….………………… 382

Section 8

Sponsoring………….……………… 396

EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

Section 1 – The Basics

Support…………………………………………………………………………………. 8

Your Welcome Package….........................………………………………………….. 9

Your EXIT Roster Code………………………………………………………………. 10

The EXIT Formula .………………………………………………………………..….. 11

Membership Benefits..………………………………………………………………....13

EXIT’s Resource Center…………………………………………………………...… 20

Your Profile………………………………………………………………………..…... 22

Your Business Plan……………………………………………………………………24

EXIT Training Calendar ………………………………………………………………40

MREC Advertising Rules………………………………………………………………41

Company Marketing Material.…………………………………………………………49

1.1. Support EXIT’s Franchise Support Team T 888.668.3948 D 905.363.4080 support@exitrealty.com 24hr access to Live Chat

Franchise Support is available Monday to Friday, 8 am – 6 pm EST

Text SUPPORT to 85377 to download Franchise Support’s Mobile Business Card™. EXIT PRESTIGE LUXURY REALTY EXECUTIVE STAFF

Principal Broker: Tashia McGinn C: 228.282.5356 tashia@exitbiloxi.com

Biloxi Managing Broker:

Text EXITPLR to 85377

Taco Sanchez C: 850.217.7533 taco@exitbiloxi.com

Accounting

Text TACO to 85377

Georgeanna Montalto C: 228.313.7075

Commercial Regional Director:

accounting@exitbiloxi.com

Mike Madden

Text HAVETOSEE to 85377

C: 228.697.3123 mike@exitbiloxi.com Text EXITCCIM to 85377

Director of Operations: Latrell Price

Pascagoula Managing Broker:

C: 757.218.1089

Chris Suckow

latrell@exitbiloxi.com

C: 228.669.0187

Text PRICELESS to 85377

suckowc@exitbiloxi.com Text MAVERICK to 85377

Brokerage Development:

Pass Christian Office Manager:

Julia Harrington

Joe Piernas

C: 904.316.1457

C: 228.323.2372

julia@exitbiloxi.com

joseph@exitbiloxi.com

Text BOOTS to 85377

Text JOSEPH33 to 85377

EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

1.2. Your Welcome Package

Within about three weeks of joining EXIT, you will receive a Welcome Package at the home address you provided to us on your Associate Profile. This package contains: • A letter from Steve Morris containing your Teal Membership Card, including name and roster code. Franchise Support’s contact info is on the back of the card. • Steve Morris’ book Accelerated Farming • Steve Morris’ book Born to Be Exceptional • An EXIT pin • An EXIT flash drive containing ◦ Born to Be Exceptional – the story of EXIT in Steve Morris’ own words ◦ 4 Minute Million Video – a comprehensive and quick explanation of how sponsoring works ◦ Affirmations Audio Files – ready-made affirmations narrated by Steve Morris ◦ EXIT Commercial – four different versions • EXIT Logo Vehicle Window Decal • Benefits of Membership Flyer • Various Premier Partner Flyers • EXIT Achiever Publication

EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

1.3. Your EXIT Roster Code When you joined EXIT, you were assigned a six-digit roster code. This code will be yours throughout your career with EXIT, even if you change EXIT offices. It is your unique identifier. This code will be included in the welcome email you will receive from our Records team as soon as your associate information has been entered into our MEMO software. MEMO stands for Managing EXIT’s Momentum Online. MEMO was created by EXIT, for EXIT, and it is our robust database, housing all the associate information and production data. It is important for you to remember your roster code as it will provide you with access to EXIT’s tools, programs, and resources.

You must confirm your profile before access is granted into the resource center

EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

1.4. The EXIT Formula The EXIT Formula is a business model, philosophy, and document. As a business model, it is second to none in the industry. The business model allows both the agents and the brokerage to use their respective strengths and help each other succeed. As a philosophy, the EXIT Formula tackles and overcomes the challenges that have plagued the real estate industry, providing financial security not only during your career, but also into retirement, and even past death to help your loved ones. The EXIT Formula’s third income stream of residuals helps bridge the gaps between closings. And finally, the EXIT Formula is a document in your Sales Representative Agreement. It is critical that you have a solid understanding of the EXIT Formula, as it is the foundation of all that EXIT is and stands for. We strongly recommend you attend the EXIT Formula training conducted by Franchise Support (see the Agent Training Calendar) for dates and times.

Listen to Steve Morris, EXIT’s Founder and Chairman, talk about how the EXIT Formula solves the challenges in the real estate industry. 11

EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

1.4. The EXIT Formula

Membership is your gateway to earning sponsoring bonuses and access to all that EXIT has to offer. Your membership maintains, improves, and helps develop tools and technology that you use every day to help your real estate business thrive. EXIT Realty is committed to providing our associates with the most effective tools, technology, training, and coaching in the real estate industry. We firmly believe that good agents are born and great agents are trained. Your continued and ongoing productivity and success is important to us. Your annual membership includes: 

The unmatched and revolutionary EXIT Formula, 10/7/5 single level residuals and absolutely no desk fees.



Access to our dynamic Franchise Support Department, Live Chat and 24/7 online training modules.



Complimentary Mobile Business Card™ with exclusive vanity code for instant branding.



Ability to utilize* EXIT’s geolocation technology Smart Signs™.



Online training webinars and techinars on sales, administration, technology, and lifestyle.



Access to the Resource Center, EXIT’s central communication hub, with one-click links to digital and print marketing tools.



Access to Corporate documents and a media library containing over 300 webinars and videos through the Resource Center.



Access to our reporting tool to track your listings and deals, your recruits and their production through the Resource Center.



Ability to increase your online presence and SEO with a web profile on www.exitrealty.com.



Award consideration for production levels and performance at our annual convention.



Access to corporate marketing and sponsoring pieces and the EXIT Achiever, EXIT’s online publication.



Access to a select group of the industry’s finest companies and discounts for products and services to help increase your productivity and reduce your overhead through EXIT’s Approved Supplier Program.

*Brokerage must be participating in the MLS IDX feed

Questions? We’d love to hear from you. Contact us! support@exitrealty.com

1.888.668.3948

Text SUPPORT to 85377 to download Franchise Support’s Mobile Business Card™

EXIT ELITE

Enhanced Technology / Exclusive Access / Knowledge & Expertise

Enhanced Mobile Business Card™

COMING SOON!

Brand yourself and incorporate more resources into your business card.

Agent Connect App

• Own every real estate sign • Provide potential clients the ability to text-in for ANY listing for sale on the MLS • Generate leads each time a potential client texts-in for ANY listing on the MLS • Capture recipient’s info and property interest(s) • Direct clients to your personal website for full IDX search

• Invite buyers to connect with you via the app • Agent branded experience with all your contact info a tap away • Access to all search history, favorite searches, AND favorite properties created by the buyer • Suggest properties or areas of possible interest • Connect buyer accounts to share favorites, searches, and more with you

Vanity Smart Signs™

Leverage technology to turn ANY real estate sign into an opportunity to engage potential leads via mobile. • Choose a vanity text code and elevate your branding and marketing game • Provide potential clients the ability to text-in for ANY listing for sale on the MLS based upon their location • Generate leads each time a potential client texts-in for ANY listing on the MLS • Capture recipient’s info and property interest(s)

Agent Website with Full IDX Enable consumers with a limitless property search.

• Full IDX allows potential home buyers to search all properties that are for sale within your MLS(s)*

All leads, all branding, all the time!

Training, Events & Exclusive Access Designed to help accelerate your personal and professional growth, year round. • 1 Live VIP Event • 2 Exclusive Virtual Events • Special Access to Partner Offers • Annual Toolbox Delivered to Your Office

$499 USD/year Learn more at joinexitrealty.com/elite

E support@exitrealty.com

P 888.668.3948

Text SUPPORT to 85377 for Franchise Support’s Mobile Business Card (then you can text as well) Live Chat on the Resource Center Franchise Support is available Monday to Friday from 8am – 6pm ET. 14

Agent On-Boarding – Trained for Success

EXIT Prestige Luxury Realty

Elite Membership FAQs What’s included in the Elite Membership? The Elite membership includes: Personalized Geolocation Smart Sign™ technology, full IDX for your EXIT agent website, the Enhanced Mobile Business Card™, annual delivery of the EXIT Toolbox, two (2) Exclusive EXIT Virtual Events, and one (1) Exclusive EXIT Live VIP Event. Can I get a refund if I leave EXIT? No, the upgraded membership is non‐refundable. Can I pay monthly? No, the annual membership must be paid in full. Are there any additional fees for the IDX feed? IDX fees vary by market and while most MLS/Boards do not charge members for IDX, some do. If you happen to be in a market where per agent fees are charged, you will be notified prior to the IDX feature being made live on your EXIT website. What is the Enhanced Mobile Business Card™? The Enhanced Mobile Business Card™ allows potential clients to text‐in to your custom vanity code to see any listing for sale in the MLS, regardless of whether the listing is your listing, an EXIT listing, or a listing with another company. When the potential client texts‐in and allows use of their location via GPS, the Enhanced Mobile Business Card will identify the listing(s) nearest to them and upon clicking on the listing, will generate a lead for you, with that potential client’s phone number and the information on the property they have viewed. I’ve never used my Mobile Business Card™. What is it and how do I use it? The standard Mobile Business Card™ allows you to send ‐ and prospects to receive ‐ your contact information and personalized message via SMS text message. Each time you send your Mobile Business Card™ or a consumer texts‐in for your Mobile Business Card™, you capture their mobile device number. Simply log onto the Resource Center, click the dropdown under your name, and click Mobile Business Card™. You will be able to select a personal vanity code. Approval takes a couple of business days, and then you can begin using your vanity code. What is the EXIT Realty Toolbox? The EXIT Realty Toolbox consists of a package of items shipped to the brokerage where you hold your primary role as recorded in MEMO and contains items designed to aid in both personal and professional growth. Items may include but are not limited to books, branded EXIT swag, and gift cards. The EXIT Toolbox is delivered once a year. What is the personalized Geolocation Smart Sign™ technology? With personalized geolocation Smart Sign™ technology, you have the ability to display your custom vanity code on all your For Sale signs and riders. Potential clients can text‐in, allow use of their location via GPS on their mobile phone, and either see the property they are in front of or a list of nearby listings. When a potential client texts‐in to your custom text code, you will receive a lead with their phone number and the property they have viewed.

EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

Where and when with the EXIT exclusive events be held? Events will be scheduled throughout the year. Members will be notified in advance of upcoming virtual and live events. Can I cancel my subscription at any time? Elite membership is valid for one (1) year from the date of purchase and is non‐cancelable by the associate, non‐transferrable and non‐refundable. How do I sign up? Signing up is easy: simply log onto the Resource Center by going to exitrealty.com > LOGIN, and click the banner ad on the home screen for Elite Membership, then follow the prompts. How much does the Elite membership cost? The cost of the Elite membership is $499 USD/year. How much does the Elite membership cost in Canadian dollars? The membership fee is charged in US dollars. For up‐to‐date currency conversion please visit: http://www.xe.com/currencyconverter/convert/?Amount=1&From=USD&To=CAD. What are the methods of payment? Credit, debit, pre‐paid or EXIT Success Card. Can I also get personalized Smart Sign™ riders? Yes, personalized geolocation Smart Sign™ riders are available for purchase at oakleysign.com/exitrealty in the EXIT Store under the Smart Signs™ and riders section. What if my office isn’t participating in EXIT’s IDX program? Can I still get the IDX feed for my complimentary EXIT Agent website? Yes, you can still get IDX for your complimentary agent website, even if your office is not participating in the IDX program. Paperwork and additional fees may apply, subject to MLS/Board approval. Who should I contact if I have questions or concerns about my membership subscription? For inquiries about any of EXIT’s programs, tools, or resources, please contact Franchise Support at 888.668.3948, support@exitrealty.com, or through Live Chat on the RC, Monday to Friday, 8am to 6pm ET.

EXIT ELITE TECHNOLOGY BEST PRACTICES Our ELITE membership includes a suite of sophisticated tools and resources to drive leads and increase sales. As an EXIT ELITE, you have access to exclusive technology only available through your membership. Here are tips on how to leverage our ELITE technology!

Enhanced Mobile Business Card™ • Customize your vanity code and use it on all digital and print marketing • Include your vanity code in your email signature, voice messages, traditional business cards, print marketing, social media profiles, and in videos and live streams. • Video or live stream in a desirable neighborhood and include your vanity code by showing the audience how it works. Text yourself or have someone with you to text. • Share your Mobile Business Card™ with all your contacts and follow-up on leads immediately! The National Association of REALTORS ® reports that 75% of buyers and sellers interviewed only one real estate agent during their home search. Be the first to respond! Personalized Geolocation Smart Signs™ • Video or live stream on location to demo the power of Geolocation Smart Sign™ technology. Show your audience in real time how easy it is to market the property and receive information by text. The National Association of REALTORS reports that 73% of homeowners say they are more likely to list with a real estate agent who uses video to sell property. • At a listing appointment, text your vanity code to 85377 to showcase how potential buyers will engage with your sign. If there isn’t a property for sale in the area, have the potential seller text ListWithEXIT to 85377. Agent Website with Full IDX • Direct prospects to your agent website with full IDX where they can search homes for sale within your MLS. • Include your website URL on all digital and print marketing materials. • Log into the Resource Center and check the box to have your website URL appear on your Enhanced Mobile Business Card™. EXIT Realty Connect App • Review activity details to better understand how your prospects use the app. • Review your prospects’ search history and favorited homes to better serve them. • Push listings of interest to prospects based on their previous search history. • Collect contact information to reach out to prospects and engage. • Know that prospects are receiving a fully branded and personalized app experience, and that this branding allows you to virtually own every listing in your neighborhood.

E X I T

R E A L T Y C O R P. I N T E R N A T I O N A L H A S P L E D G E D

$5,5OO,OOO T O

C H A R I T Y

A portion of every transaction fee received by EXIT Realty Corp. International is applied to its charitable fund. Through the Spirit of EXIT Dollar-for-Dollar Matching Program, EXIT offices and members can raise money for local, approved, registered charities and apply to EXIT’s head office to have those funds matched from the company’s pledged pool of funds. To date, EXIT Realty Corp. International has pledged more than $5,500,000 to charity. We have sponsored 20 Habitat for Humanity home builds in Canada and the U.S., and participated in a community revitalization project and the Jimmy & Rosalynn Carter Work Project. In addition, we have pledged hundreds of thousands of dollars to benefit those hardest hit by Hurricane Irma and tropical storm, Harvey. Find out more at www.exitrealty.com/spirit.

Many of our members work tirelessly to raise funds for charity in their communities. We believe that by matching the funds they raise, we can have an even greater impact than ever before. The Spirit of EXIT Dollar-for-Dollar Matching Program allows EXIT to touch more lives.” — Tami Bonnell, CEO, EXIT Realty Corp. International

www.exitrealty.com/spirit 18

EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

1.5. The Name EXIT What’s in a name? Everything. And the genius behind the name EXIT is undeniable. The word EXIT hangs above every corporate door in North America. In every retail outlet, every government building, every restaurant, and place of learning. Drive down the highway and you’ll encounter the word EXIT over and over again, guiding you to your destination.

. Even the wealthiest business person could not afford to pay for marketing that is so omnipresent and constant. Just think, EXIT signs are hanging above every door in your competition’s office! As we expand into more and more markets, the word EXIT will become more and more commonplace – that is the genius of the name.

EXIT means safe passage. It literally means moving from one place to another.

Marketing is having a presence even when you’re not present. The first time you get on an airplane and notice the EXIT sign and think of your brand, you’ll understand the power of the name.

EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

1.7. EXIT’s Resource Center Known as the RC, EXIT’s Resource Center is the central hub for you to access all the tools, programs, and resources available to you as an EXIT associate. To log into the Resource Center, go to exitrealty.com and click LOG IN at the top right. Then enter your sixdigit roster code, and your default password. Your default password is the first 4 characters of your last name, followed by #, followed by the last 4 digits of your SSN (US)/SIN (CAN). For example, for Leslie Smith, the default password would be Smit#1234. If your last name is less than 4 characters long, just start using the characters from your first name. For example, for Pat Lee, the default password would be LeeP#1234. Spaces and apostrophes also count as characters.

Last 4 characters of your Last Name Smith#1234

Smith

DeSh#1234

DeShazo

LeeP#1234

(Paul) Lee 20

EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

1.7. EXIT’s Resource Center Once logged in, you can click around to see what’s there, or you can search by key words and phrases such as Mobile Business Card or Listing Presentation. To access popular agent resources, just click the TOP RESOURCES button at the top right for a list of the most popular resources:

EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

1.8. Your EXIT Profile Ensuring you have a public profile contributes to instant credibility. When prospects or clients search for you, your online presence should convey professionalism and presence. Your profile will appear on EXIT’s public site exitrealty.com. Your profile will feature your portfolio headshot, bio, mobile business card and contact information. Think You Have a Great Bio? Think Again! by Key Yessaad. An in-depth video on creating an impactful bio. Watch the video on the EXIT Resource Center.

Agent On-Boarding – Trained for Success

EXIT Prestige Luxury Realty

1.9 Business Plan and Goal Setting

A goal properly set is halfway reached. ~ Zig Ziglar

It has been proven time and time again that the most effective way to achieve any goal is to have a plan. A plan means your efforts can be measured and adjusted to stay on course. Without a means to measure, your plan is nothing more than a dream. Start with a dream, but make it a plan so it can become a reality. To that end, EXIT provides you with two business plans. Agent Business Plan – Expanded The Expanded version of the Agent Business Plan takes into account you, the whole person. At EXIT, we believe bringing the best you to your business will enhance your chances of success. The Expanded version is a holistic approach to planning, incorporating all areas of your life. This plan is customizable to reflect the aspects of life that matter to you. Hands-on exercises help you see clearly which areas of your life need attention to create balance. The business plan then takes you through the numbers, and the challenges that may present themselves along the way.

Agent Business Plan – Abridged The Abridged version of the Agent Business Plan focuses on the numbers. Here you can review last year’s statistics and/or create this year’s production and sponsoring goals. Exercises are included to help you consider accountability and challenges.

Agent Profitability Worksheet - Goal Setting Use this Path to Profitability Worksheet in tandem with your Business Plan to determine the activity you need to complete to reach your profitability goals. You’ll see a sample of a completed worksheet below the blank one. 23

2021 24

THE EXIT COMMITMENT

We are building a company by design that honors production and success. We will stand out as a company of quality, high standards, ever increasing in market share and standings. We are a company of quality over quantity. My commitment as an EXIT Realty agent is to offer my office production, positive contribution, and an optimistic attitude. I attend all meetings and trainings, embrace EXIT’s technology and marketing tools, and network more than any other brand. I defend our brand to all others and promote to my professional community the message “When you join our team, you will do better”. EXIT is a company of entrepreneurs, helping each other build our businesses, become more successful, and have a greater feeling of self-worth. By doing so, together we become mutually vested in our collective goals. This company creates a win/win environment of which we are very proud and I do my best to be part of the successful solutions necessary to excel. It is EXIT’s company goal to be the most productively successful Real Estate Company on earth. Through our training, affiliations, and residual program, EXIT strives to be The Smartest Real Estate Company.

“individually we make a difference; together we win”

EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

Keys To Success: Your success factor in the real estate industry can be broken down easily into the four simple steps you see below. There is no particular order of importance as each one is equally important in your quest for achieving outstanding results this year. 1

GOALS 95% of your success is the reason why you are doing it. Desire ignites your subconscious mind, and your subconscious mind determines your results. The other 5% is how you do it. If your why is big enough, the how is easy.

PLAN Without a “plan of action”, you have no direction, no sense of accomplishment. To successfully drive from one point to another, you need directions, and you refer to these directions consistently to reach your destination. To achieve success in real estate, you need a map to provide you with that sense of direction. And you can follow this map and track your success along the way.

SKILL Having, or developing, experience is par for the course. Whether you’re a new agent or a veteran, improving your skills each year and looking for new ways to become more efficient in your activities contributes to your success. It’s not always about making more money. You are considered successful if you can find new ways to achieve the same results, but in a shorter, more efficient timeframe. Allow yourself to grow through learning and implementing new strategies.

ACTION A vital part of constructing a Business Plan is being able to implement it. Simply creating a Business Plan doesn’t make you successful. Acting on it makes you successful. Do not be a full-time planner and a part-time worker. Plan your work, then work your plan.

Consider, if you will, that these four keys to success are like legs on a table. If you removed one of the four legs, would the table still stand? Of course, but how stable would it be? Moreover, if you leaned on the side with the missing leg, the table would fall, correct? Well, just as in the table example, if you completed three out of the four keys to success, you too would get results in real estate. However, your career would not be stable. If the market changed or the interest rates increased dramatically, it would be like leaning on the table. Your career could fall. To have a strong, stable and successful career, you need to have all four keys in place.

EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

Wheel of Life (exercise) Directions: On the following page is a Wheel of Life. This will be a representation of your life, as of today, not what you want it to be. Each piece of pie represents one of eight areas of life. Rate each area of life on a scale of 0 – 100% (0 being the center, 100 being the outer rim), by sectioning off each piece and shading it in. For example, if your financial life was rated at 50%, then you would draw a curved line halfway up the pie and fill it in. The result would look like a half a piece of pie. If your family life was 100%, then you would simply fill in the whole piece. Remember, this is supposed to be a representation of your life as of right now, not five years from now. Do not sugar coat your life, making it seem better than it truly is. Be honest. You have to know where you’re starting from to know where to go. Feel free to adjust the titles of each pie piece to suit your life.

Visualization (exercise) Directions: Find a quiet location for this exercise and set aside 30-45 minutes without interruptions or distractions. Find a comfortable place to sit that will allow you to keep your back straight (sitting on the floor, on a straight back chair, etc). This allows you to sit comfortably but remain alert. Do not have anything in your hands (notepad, pen, etc). Close your eyes and focus on your life five years in the future. Remove all other thoughts or concerns, and only allow yourself to think about your life five years from today. Dream about how much you’ll be earning; about how your dream home will look; about how much you are worth financially; about your physical being and your health; about your family; and about every other area of life as outlined in your Wheel of Life. This exercise should take exactly 15 minutes, so be prepared to clock it with an alarm. Remember to remove all other thoughts. Once the 15 minutes are up, open this Business Plan to page 7 which is titled, “Where will you be in the next five years?” and write down everything you just visualized in the space provided. Make sure you do this immediately after you visualized it, as you need to record your dreams when they are fresh in your mind. Write down as much detail as possible. The more detail you write, the more you can see it. The more you can see, the easier it is to achieve it. These are your true goals and aspirations for the next few years. Do not lose sight of them. Refer to them often. Make them real.

EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

The Wheel of Life

100%

100% Physical

Spiritual

Contribution

Mental

100%

Social/Fun

Family

Business

Financial

100%

EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

Where will you be in the next five years?

Physical

Family

Business

Financial

Mental

Social / Fun

Contribution

Spiritual

EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

Year in Review Fill in all that you can to track your business from last year.

2020 PRODUCTION RECAP 1

Total Days Worked

Total Days Prospecting

Total Contacts

Total Listing Appointments

Total Listings Taken

Total Listings Expired

Total Listings Cancelled

Total Listings Sold

Total Buyer Sales

Total Price Reductions

Total Closed Transactions

Total Paid Income

Pendings at Year End

Listing Inventory at Year End

Average Sales Price

Average Commission Check

2020 RATIOS 1

Contacts Per Hour

Hours Prospected to an Appointment

Hours Prospected to a Listing Taken

Hours Prospected to a Listing Sold

Hours Showing Property to a Buyer Sold

Hours Prospected to a Closed Transaction

Dollars Earned per Hour while Prospecting

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My New Plan – Business and Personal Goals From your Wheel of Life and Visualization exercises create at least 2 goals you would like to accomplish for each area of life and write them below. For the Business section, list general goals and use the following Business goal chart to break down the numbers.

2021 Personal Goals

Physical

Family

General goals here. Add details in chart on page 10.

Business

Financial

Mental

Social / Fun

Contribution

Spiritual

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2021 Business Goals (See following page on Making It Easy – Breaking Down the Numbers)

Total Days You Will Work

Total Days You Will Prospect

Total Contacts You Will Make

Total Listing Appointments You Will Take

Total Listings You Will Take

Total Listings You Estimate Will Expire

Total Listings You Estimate Will Cancel

Total Listings You Estimate Will Sell

Total Buyer Sales You Will Do

Total Price Reductions You Will Manage

Total Closed Transactions You Expect

Total Paid Income You Expect

Pendings Expected at Year End

Expected Listing Inventory at Year End

Average Sales Price

Average Commission Check

Total Number of Members You Will Sponsor

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Your action plan helps you put into place the 4th Key to Success, as mentioned at the beginning of this plan: Action. Take some time and create an action plan for each goal you listed on pages 9 and 10. EXIT is the Smart Real Estate Company. Make them SMART goals. S

• SPECIFIC

• MEASURABLE

• ATTAINABLE

• RELEVANT

• TIME-BOUND

Some examples: Physical Goal: Exercise every day. Is it a SMART goal? Yes. What is my plan to achieve it? 1. Determine what type of exercise I wish to participate in. 2. Acquire any equipment needed: bicycle, gym membership, tennis racquet, etc. 3. Add exercise time blocks into my daily calendar. 4. Based on my “why”, create daily affirmations to remain focused. Business Income Goal: To earn $100,000 in gross closed commissions. Is it a SMART goal? Yes. What is my plan to achieve it? 1. Calculate the numbers using the “Making It Easy” formula. 2. Set up and consistently maintain a contact database, such as EXIT Promo Shop. 3. Schedule 1.5 – 2 hours of prospecting into my schedule each work day. 4. Schedule training to improve my listing presentation skills. And so on. Do this for each goal and when completed, you will have identified the tasks you need to perform to achieve all your goals. So grab your laptop, tablet, or notepad, and get started!

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ORGANIZE YOUR TIME You can’t really manage time. You can only manage yourself. Creating and maintaining a workable schedule that incorporates all your goal-oriented activities will allow for balance and harmony while making steady progress. A Daily Schedule is important to maintain balance.

DAILY SCHEDULE: Create a simple daily work schedule to support the numbers and goals that you’ve set. Don’t make the schedule so strict you can’t keep it but use it as a guide to keep you focused on the activities you need to complete to achieve your goals. Make it work with your lifestyle and other commitments to family and self. Here are some examples of incorporating business tasks into your Daily Schedule. Time

Task

8:30am – 9:00am 9:00am – 9:30am 9:30am – 11:30am 11:30am – 12:00pm 12:00pm – 1:00pm 1:00pm – 1:30pm 1:30pm – 2:30pm 2:30pm – 5:00pm

Organize the day and write affirmations Review business plan and goals Prospect Return calls Lunch Handle problem files Lead follow up, set appointments, contact past clients/centers of influence Listing appointments, showings, negotiate contracts, continue prospecting

Or Time

Task

8:30am – 9:00am 9:00am – 9:30am 9:30am – 11:30am 11:30am – 12:00pm 12:00pm – 1:00pm 1:00pm – 2:30pm 2:30pm – 3:30pm 7:00pm – 8:00pm 8:00pm – 8:30pm

Kids to school Organize, review business plan and goals, and write affirmations Prospect Lead follow up, set appointments, work database Lunch Listing appointments, showings, negotiate contracts, continue prospecting Pick up kids from school Showings review day, organize for tomorrow

The idea is to ensure you list the tasks necessary to accomplish your goals. A consistent work schedule will create habits that will lead you to success.

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SKILL Review your Action Plan with a critical eye to exactly what you will need to accomplish in order to achieve your goals. Are there areas where you anticipate you will need to improve your skill level? If one of your Physical goals is to complete a five mile/kilometer run, do you need to start a Walk-to-Run program? If you have scheduled two hours of prospecting each day to achieve your ultimate goal of a six-figure income, do you know where to start? Do you want to cold call or door knock or both? EXIT Realty Corp. International offers training to improve your business skills. Your broker and sponsor are also sources of knowledge and experience. They want you to succeed; reach out to them for assistance and advice. For information on trainings offered exclusively for EXIT Associates, login to the Resource Center > Training. Topics include sponsoring, listing presentation, personality profiles and more. EXIT Associates also have access to archived webinars on the Resource Center. These 30-minute sessions can be viewed 24/7 to accommodate all times zones and schedules.

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CHALLENGES & SOLUTIONS: To accomplish the business goals you’ve set, there are going to be certain challenges you’ll face throughout the course of the year. List them specifically with potential solutions throughout each area of life. Here are some examples: 1

Challenge Solution

Remaining focused on this plan Read the plan daily, daily positive affirmations, develop better health and exercise plan

Challenge Solution

Complacency Pre-book FOUR vacations for the coming year

Challenge Solution

Lack of confidence Reach out for training, practice scripts

Challenge Solution

Distractions in the office Get a headset for prospecting, follow the schedule more carefully and don’t participate in office politics

Challenge Solution

Schedule is overwhelming Remain flexible, reprioritize, and rework plan as necessary

List potential challenges you may encounter, and possible solutions: ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________

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AFFIRM YOUR POSITION Be sure to affirm your position in life and in business daily. Affirmations are your blueprints. They are the foundation on which your results are built. Plant the seeds now through affirmations and watch what you’ll grow. Below are samples of some fabulous affirmations you can incorporate into your daily regimen in order to achieve success.

• • • • • • • • • • • • • • • • • • • • • • • • • • • • • • •

I am successful I choose wisely I know exactly what I want, and I am doing everything necessary to get it I am detail-oriented I have excellent perspective I like myself unconditionally I feel wonderful I am healthy, strong and vibrant I have unlimited potential I live my life through deliberate intention I am strong and I am getting stronger I know exactly what to think, say and do in order to get the very best results I am a positive person I am powerful and I use my power wisely I have great insight I am action-oriented I am motivated I have a keen sense of direction I am a winner and I am winning I get everything done in perfect timing I am energetic I have tremendous endurance I always ask effective questions I am focused and committed I know that I know I can because I know I can I follow-up and follow-through perfectly I understand success and how to achieve it I am competent and diligent I use time to my best advantage I am at peace with myself

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NOTES

Plan Your Work – Work Your Plan EXIT Prestige Luxury Realty

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1.10. EXIT Training Calendar A regular schedule – with built-in flexibility – will promote a proactive rather than a reactive work style. Time blocking is a very efficient and effective time management system. Simply break your day into time blocks and assign tasks to them. Remember, your calendar is not set in stone. Your “must do” activities such as prospecting, lead management, and servicing clients must always be priorities, but you pick the time block that works best for you and your lifestyle. And remember, EXIT offers a specially designed training session each month the 30 Minutes to Greatness Agent Webinar, held on the second Wednesday of each month. Be sure to include regular training in your time block calendar.

Click The Training Tab For Additional Training 39

2nd Tues 12PM ET – Business Development Zoom Mtg

2nd Wed 12PM ET – 30 Minutes to Greatness Agent Webinar

3rd Thurs 11AM ET – Professional Recruiters Zoom Meeting 12PM ET – Building Residual Income Zoom Meeting 4th Wed 12PM ET – Techinar

2nd Tuesday 12pm ET – Business Development Zoom Meeting Janice Petteway, Director of Brokerage Development, shares strategies to help grow your successful business.

2nd Wednesday 12:00pm ET – 30 Minutes to Greatness Agent Webinar Peer- or leadership-taught webinars on topics to help agents grow their business. 4th Wednesday 12:00pm ET – Techinar Technology-focused webinars featuring EXIT Associates, VP Technology Engagement, Annette Anthony, special guest speakers and more.

3rd Thursday 11:00 am ET – Professional Recruiters Zoom Meeting – By Invitation Only Janice Petteway, Director of Brokerage Development, leads an open discussion on top recruiting and sponsoring strategies for full-time, professional recruiters. 3rd Thursday 12:00pm ET – Building Residual Income Zoom Meeting Janice Petteway shares tips and strategies you can apply right away to help you sponsor! Take advantage of EXIT Realty’s unique Formula and build your residual income.

At EXIT Realty, we believe that good agents are born and great agents are trained. To that end, we offer several free live training conference calls, Zoom meetings and webinars every month on a variety of subjects. Recordings are available on-demand on the Resource Center. Training sessions on the how to make the most of the Resource Center, Expert Marketing Suite™, EXIT Formula and our New Agent Orientation are available on-demand on the Resource Center. Please refer to the Calendar on the Resource Center for more information. 40

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1.11. MREC Advertising Rules

SUMMARY OF AMENDMENTS TO ADVERTISING RULES AND NEW REQUIREMENTS FOR TEAMS AND TEAM LEADERS EFFECTIVE JULY 1, 2018 ADVERTISING SUMMARY: All advertising must contain the following: *The full name of the Principal Broker or the Brokerage Firm MUST be displayed in a meaningful and conspicuous manner. The advertising MUST include the “Telephone Number” of the Broker or the Brokerage Firm (or Branch Office). *For “comparison purposes” the name of any Licensee or Team which is advertised cannot be displayed in a print (font) which is larger or bolder than the name of the Broker or Brokerage Firm. *For “comparison purposes” the telephone number of any Licensee or Team which is advertised cannot be displayed in a print (font) which is larger or bolder than the telephone number of the Broker or the Brokerage Firm. *The name of the Principal Broker or the Brokerage Firm should appear exactly as the name appears on the Wall License which was issued to establish the Brokerage. Please review Rule 3.3 (enclosed) for a more detailed explanation of the changes. Exemptions to the Advertising Rule are listed at the bottom of this Summary. TEAMS: A Team must consist of at least one Associate Broker and one or more (other) Brokers or Salespersons who: *Are affiliated with the same Principal Broker (or managing broker), work together on a regular basis from the same Brokerage office (Main or Branch), represent themselves to the public as being part of a “single entity” and register with the MREC to designate themselves by a collective name such as "Team or Group." *The name of the Team may NOT contain the phrase(s) "Real Estate," "Real Estate Brokerage," "Realty," or any other term that would lead the public to believe that the Team is offering real

estate brokerage services independent of a Broker. All Team names MUST be approved by the MREC prior to their use in advertising. Registration Forms are available at the MREC. TEAM LEADERS: *Teams must designate a Team Leader who is a Broker Associate with a minimum of one years’ experience as a real estate licensee. *A Team Leader may not (also) be a Principal Broker or a Managing Broker of a Branch Office and neither the Broker nor the Branch Office Manager may delegate their statutorily specific supervisory responsibilities over the other Team Members to the Team Leader. *The Team Leader must provide a list of all Team Members to the Principal Broker or the Branch Managing Broker (where all licenses are displayed) so they can be approved by each and the Team or Group can, afterward approval, be “Registered” with the MREC. *The Principal Broker must register each approved Team, Team Leader, Team Member and unlicensed employee/assistant with the MREC on forms provided by the Commission for that purpose. The Principal Broker/Branch Manager/Team Leader must maintain current copies of all Team Members and report all changes with the Commission within five (5) working days of any addition to or deletion from the original registration. *An advertisement MUST include the name of the Principal Broker/Brokerage Firm and their Telephone Number and MAY include the name of a Team or a Licensee, or BOTH (with or without a telephone number) as long as each is compliant with the Advertising Rule. Please review Rule 3.5 (enclosed) for a more detailed explanation of the changes. DEFINITION OF ADVERTISEMENT: "Advertisement" means any oral, written, visual, printed or electronic media advertisement and encompasses any correspondence, mailing, newsletter, brochure, business card, for sale or for lease signage or sign rider, promotional items, automobile signage, telephone directory listing, radio and television broadcasts, telephone solicitation and electronic media to include e-mails, text messaging, public blogs, social media-networking websites, and/or internet displays. SPECIFIC EXEMPTIONS FROM ADVERTISING RULES: *Individual Name Tags for licensees. *Wearing Apparel including shirts, hats, caps, etc. *Telephone Numbers need not be affixed to Buildings (offices or branches). *Branding Items which do not name a “specific” Broker/Brokerage - car tags. *Promotional/Novelty items – cups, pens/pencils, huggees, magnets, spinners, glasses, toys, etc. *Generic Open House or Directional Signage – no specific names. *E-mail/Text messaging between licensee & individual after establishing Agency Relationship. *“Shared Communications” using electronic media which are beyond the control of a licensee.

MREC – Rule 3.3 Advertising Rules

"Advertisement" means any ORAL REAL ESTATE VIDEOS/LIVE VIDEOS MUST HAVE BROKERAGE NAME AND OFFICE NUMBER Real estate videos/live videos even if labeled with brokerage name and number, still must have in the video brokerage name and number

Text messages and Voicemail MUST include Brokerage name and number EXAMPLES Text:

Hi Mr. Buyer I would be happy to help you find at home. Tashia McGinn EXIT PRESTIGE LUXURY REALTY Office: 228.388.5888 Direct: 228.282.5356

Voicemail:

Hi, you’ve reached Tashia McGinn with EXIT PRESTIGE LUXURY REALTY, I’m currently away from my phone. Your call is very important to me. To reach me you may contact my office at 228‐388‐5888 or for faster response, send me a text. 44

Principal Brokers are required to verify and determine that their name or the name of the Brokerage Firm is prominently displayed on all advertising and that the name of any real estate licensee or any approved real estate Team or Group is situated near the name of the Brokerage Firm. The Broker or the Brokerage Firm must be identified by using the same size or larger print as that of a Licensee or a Team in all advertising. All advertising must include the telephone number of the Principal Broker or the Brokerage Firm.

EXAMPLES

TASHIA MCGINN, REALTOR® Office: 228‐388‐5888 – Direct: 228‐282‐5356

EXIT PRESTIGE LUXURY REALTY TASHIA MCGINN, REALTOR® Office: 228‐388‐5888 – Direct: 228‐282‐5356 45

INCORRECT

TASHIA MCGINN, REALTOR® Office: 228‐388‐5888 – Direct: 228‐282‐5356

OR EXIT PRESTIGE LUXURY REALTY

TASHIA MCGINN, REALTOR® Direct: 228‐282‐5356

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1.12. Company Marketing Material

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Section 2 – Connect

EXIT Realty Connect App….…………………………………………………….......52

Activate Your Mobile Business Card™.……………………………………............55

Activate Your EXIT Website.………………………………………………………….58

Facebook and Social Media…………………………………………………….…….74

Facebook Business Page……………………………………………………….…….77

Facebook Checklist…………………………………………………………….………87

Facebook Tools………….…………………………………………………….………..88 Social Media Engagement .………………………………………………….……......90

Facebook for Real Estate….…………………………………………………….…….99

Marketing Action Plan……..…………………………………………………….…….120 Real Estate Marketing Ideas…………………………………………………….…….141

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2.1. EXIT Realty Connect App The EXIT Realty Connect App is your business-on-the-go, putting the key components of EXIT’s Technology in the palm of your hand! Get lead notifications and connect with them instantly through the Quick Leads feature with compelling touches to help establish a new connection or build on an existing one. Access the Expert Marketing Suite™, your Mobile Business Card™, the Marketplace and key documents. Invite customers, clients and prospects to download the app to take advantage of the saved search functionality, keeping your contact information a tap away

Amplify your reach, leverage every encounter and stay engaged with buyers, sellers and those interested in a career with EXIT. Download the EXIT App from the Google Play Store and Apple App Store today and start connecting.

EXIT Realty Connect App F E AT U R E S & B E N E F I T S Quick Leads – with just a few clicks, send: • Mobile Business Card™ to any prospect including personalized message • Text message or email to potential seller with option to include link to Expert Marketing Suite™ video • Text message or email to potential buyer with option to include Home Search Link • Text message or email to potential recruit with option to include 4MM video, About Me, and the Residual Calculator The Lead Type is added to your Lead Stream and Contacts so you can leverage every interaction!

Lead Stream – notifications alert you to new activity. Lead Stream is a live record of your inbound & outbound lead activities with one-touch navigation to contact info to keep the conversation going.

Office Directory – one-touch navigation to a list of your office colleagues’ public contact info to connect quickly.

Share App – now you can send the app to your prospects – they just enter their email address and they’re connected to you!

EXIT Realty Connect App F E AT U R E S & B E N E F I T S EXIT’s Resource Center features on the go: Marketplace – review current offers by some of our Premier Partners.

Mobile Business Card™ Management – easily navigate to your Mobile Business Card™ screen to request or update your vanity code.

Social Stream – Stay on top of EXIT’s social media presence so you are in the know.

Media Library – make good use of your down time and watch webinars or listen to Leader’s Path podcasts.

To Do List – No paper? No problem! Add tasks easily to your virtual memo pad and check them off as you go.

Profile Management – Update your email address, your photo, and your bio quickly and easily.

Document Library – Access EXIT documents and review Top Broker and Agent Resources.

e-Manuals – EXIT’s on-demand knowledge base to answer your questions on everything that EXIT has to offer.

EXITize Me – access EXIT’s tools and partners easily such as EXIT Promo Shop, EXIT Shoptok, dotloop and more.

Expert Marketing Suite™ in the palm of your hand: Property Marketing – Access property flyers, virtual tour, single property website, social sharing, map pin and more. Lead/Contact Management – Now you can take the Expert Marketing Suite™ everywhere you go. Share and promote your listings to your social media channels or download property flyers to print or send.

Convention – Purchase tickets for convention and review Frequently Asked Questions. Reports – With just a few clicks, access reports on your listings and transactions, and those of your recruits, your earned residuals, tax forms, report card, awards history and more.

AVA I L A B L E N O W F O R I P H O N E A N D A N D R O I D. V I S I T A P P. E X I T R E A L T Y. C O M T O D O W N L O A D.

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2.2 Mobile Business Cards No business card? No problem! While an agent should always have business cards at the ready, EXIT has something special for every associate. Each EXIT Associate has access to a free, customizable, Mobile Business Card™ (MBC). To activate your MBC, click on the dropdown menu under your name in the RC, and click Mobile Business Card. You will have the option to select a personalized vanity code which should be entered into the Choose a Custom Text Code field. Then, add a short message you would like your recipients to see when they download your MBC. Add a few words in the About Me section if you choose to display that section on your MBC.

For Tashia McGinn's Mobile Business Card

Text EXITPLR to 85377 If you have had your website URL approved and it is displayed in the Address and Contact Details section of your RC Profile, you’ll see you have the option to display it on your MBC as well. If you have not had a URL approved and entered into MEMO (feeding through to your RC Profile), you’ll see you have the option to display EXIT’s public website. You can also choose to include a View My Listings section on your MBC as well. Prospects and clients who text your vanity code to 85377 will receive your digital MBC which they can view immediately and/or download your contact information into the contact app on their mobile device. Conversely, you can send your MBC to anyone for whom you have a mobile phone number. 55

MOBILE BUSINESS CARD

™

T EC H N O LO GY

1. Agent MLS

2. Activation on the Resource Center

EXIT’s FREE Mobile Business

Log onto the RC, activate

Card™ technology puts (and

your MBC and choose

keeps) your information right

your unique vanity code.

in the palm of your client or prospect’s hand!

3. Mobile Business Card

™

sent or requested

Invite clients and prospects to text your vanity code to 85377 or send them your MBC from your smart phone. They will receive a text with a link to download your MBC right to their smart phone.

4. Lead received You receive notification on your smart phone and on the RC that someone has requested your MBC and you can follow up right away!

State-of-the-art technology at your fingertips! 56

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2.3. Activate Your EXIT Website

Your complimentary EXIT website provides a beautifully designed, branded, turnkey presence on the internet for instant credibility in your marketplace. Your site is maintenance free and powered by EXIT. Already have a website? Cross traffic with your domains and create another road to you. Use your EXIT site to enhance your recruiting efforts. These beautiful websites feature: • Easy to follow quick start checklist for set up • Admin Dashboard panel with featured listings map, website statistics and settings • Contact info posted prominently • Changeable background pictures and videos to suit your marketplace • Featured properties (your listings if office is participating in EXIT’s IDX feed) including sorting options. • Changeable widgets including an affordability calculator • A Contact Me form for lead capture • A Join EXIT section including a Residual Calculator to aid in your sponsoring efforts • The ability to add user-created custom pages, including meta keywords and description • Embed YouTube or Vimeo videos to display (check out EXIT Realty’s YouTube channel for lots of content)

We have an entire e-manual dedicated to EXIT websites. Visit the Resource Center to access this comprehensive and detailed guide.

AGENT WEBSITES Now every EXIT Associate with the role of Sales Representative, Associate Broker or Broker of Record in MEMO has a complimentary EXIT-branded website included as a benefit of membership with EXIT.

These beautiful websites feature: • Easy to follow quick start checklist for set up • Admin Dashboard panel with featured listings map, website statistics and settings • Your photo and bio, as you have entered them into the My Profile section of the Resource Center • Featured Properties – Your listings will appear if your office is participating in EXIT’s IDX feed (see your admin or broker if uncertain) • Changeable widgets including an affordability calculator • Your contact information including links to your social feed, as entered into the My Profile section of the Resource Center, as well as your MBC vanity code • A Contact Me form for lead capture • A Join EXIT section including a Residual Calculator to aid in your sponsoring efforts • The ability to add user-created custom pages, including meta keywords and description • Embed YouTube or Vimeo videos to display (check out EXIT Realty’s YouTube channel for lots of content) • Changeable background pictures to suit your marketplace To access your complimentary EXIT website, just log into the Resource Center, and click Websites in the dropdown list under your name and select Websites to manage your FREE EXIT Agent Website.

For inquiries about any of EXIT’s programs, tools, or resources, please contact Franchise Support at 888.668.3948, support@exitrealty.com or through Live Chat on the Resource Center, Monday to Friday, 8am – 6pm ET). *Your listings will appear on your website when your brokerage has completed the MLS paperwork to allow us to import IDX data.

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EXIT Websites

Finding the right website can be tough. With consumers constantly online and an overwhelming number of website options, the only thing that’s clear is that every real estate agent needs a website presence. Included as a member benefit to every EXIT associate, is a turnkey, professional website solution, providing you with an online presence to provide you with instant credibility.

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How Do Websites Work? There are several components to a published website. There is the URL that a user would type in a browser bar to go to your website, for example, superstardemosite.com. This is also known as the domain and we’ll use those terms interchangeably in this guide. Then there is the content itself comprised of the website design, text, pages, widgets, photos, videos, fillable forms, etc. All of this has to be housed somewhere on the internet. That’s called hosting. Costs come into play with all three of these components. •

The URL, or domain name, must be purchased from a domain provider

such as GoDaddy. Costs vary, depending on what you want, but typically a domain costs under $10/ year. • The site itself – design, layout – is something you purchase from a website provider such as Top Producer or Market Leader or you can design it yourself. • The hosting costs money. Often, the domain provider or the website provider also provides hosting services. You will need to continually renew your domain name, your contract with your website provider as well as your hosting services, typically once a year or every two years, whatever you determine.

Overview of Website Request Process It’s important to follow the process outlined below in order to ensure the request, creation, and publication of your website goes smoothly. 1. select a domain name (URL) 2. confirm with provider that domain is available 3. ensure domain is approved by franchisee (if agent) or regional owner (if franchisee) 4. request domain approval through Resource Center 5. receive approval email from HQ* 6. purchase domain from provider 7. log into the RC and start designing your website *EXIT Realty Corp. International reserves the right to deny any domain request.

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EXIT Agent Website Features Your complimentary EXIT website provides a beautifully designed, branded, turnkey presence on the internet for instant credibility in your marketplace. Your site is maintenance free and powered by EXIT. Already have a website? Cross traffic with your domains and create another road to you. Use your EXIT site to enhance your sponsoring efforts. These beautiful websites feature: • Easy to follow quick start checklist for set up • Admin Dashboard panel with featured listings map, website statistics and settings • Your photo and bio, as you have entered them into the My Profile Section of the Resource Center • Featured Properties – Your listings will appear if your office is participating in EXIT’S IDX feed (see your admin or broker if uncertain) • Changeable widgets including an affordability calculator • Your contact information including links to your social feed, as entered into the My Profile section of the Resource Center, as well as your Mobile Business Card™ Vanity Code • A Contact Me form for lead capture • A Join EXIT section including a Residual Calculator to aid in your sponsoring efforts • The ability to add user-created custom pages, including meta keywords and description • Embed YouTube or Vimeo videos to display (check out EXIT Realty’s YouTube channel for lots of content) • Changeable background pictures and videos to suit your marketplace

Webinars and Videos Make Your Meta Betta! Improve Your Knowledge and Use of Meta Tags

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How to Request a Domain for your EXIT Website It only takes a few steps to request your domain through the EXIT Resource Center. To log into the Resource Center, you’ll need your 6-digit roster code, which was assigned to you when you joined EXIT. If you’re not sure what it is, check with your administrator or review your Teal Member Card. If you’ve never logged into the Resource Center before, or if your password has been reset, the default password is the first 4 characters of your last name (case sensitive), followed by “#”, followed by the last four digits of your SSN/SIN. If you need help logging into the Resource Center, contact Franchise Support.

Tip: Click on the graphics to enlarge them

Request a Domain for an Agent Website Every EXIT associate with the role of Sales Representative, Associate Broker, or Broker of Record with EXIT (as indicated in our MEMO database) has a complimentary EXIT-branded website as a benefit of membership. Get started with yours today: 1. Click on the dropdown under your name and click Websites

2. Click on Request Domain Approval and enter your desired domain name.

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It’s that simple! It will take at least 3 business days to receive an email confirming or denying your request.

Request a Domain for an Office Website If you hold the role of Franchisee in EXIT (as indicated in our MEMO database), you have a complimentary EXIT Office Website as a benefit of membership. If you are a Franchisee of multiple franchises, you have a website for each of your offices. Get started today: 1. Click on the dropdown under your name and click Websites

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2. Select your office from the list

3. Click on Request Domain Approval and enter your desired domain name.

4. If you have multiple offices, you may group your offices together on a single domain, or you may repeat the domain request for each office. It will take at least 3 business days to receive an email confirming or denying your request.

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How to Redirect Your Domain Name to EXIT When your domain name has been approved, you will receive an email from EXIT Realty Corp. International advising you it has been approved. There are just a few more steps before you have an active website. You now need to point your domain name to the URL where your site is located on EXIT’s server. Here’s how: Contact your domain provider through which you purchased your domain name (e.g. GoDaddy.com) and ask them to do the following: • Set the DNS A Record for your domain name to point to 38.64.166.13 • Confirm that the CNAME Record is configured to handle WWW traffic

Important: You DO NOT want to transfer, mask, or forward your domain. You DO want to point or redirect your domain name.

If you prefer, you can log into your account with your domain provider and set the DNS records as indicated above. Detailed instructions on how to do this yourself are shown below in the SELF HELP section. Once you have redirected your domain name, set your site to “ON” within the website dashboard in the Resource Center, then customize your widgets and content.

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SELF HELP – How to Point/Redirect a URL 1.You will receive an email from EXIT Realty Corp. International indicating that your requested domain name has been approved. Now it’s time to redirect or point that domain to your EXIT website. 2. Make sure your domain is marked “ON” in the website dashboard. 3.Your domain provider is the company where you purchased your domain name, such as GoDaddy.com. To redirect/point your domain name to your EXIT website, sign into your domain provider (sometimes called a registrar) control panel and browse to domain settings. 4.You want to redirect or point your domain name to your EXIT site. You DO NOT want to transfer, mask, or forward your domain name. You DO NOT need extra services like hosting or an email service. 5.It is important to note that what you require is to have the DNS A Record set to 38.64.166.13. You can also confirm that the CNAME Record is configured to handle WWW traffic. 6.The following example is using GoDaddy.com as the domain provider and yourdomain.com as a sample domain name. 7.After signing into the domain provider, browse to My Products to find the list of domains you own. Find yourdomain.com and hit the ‘DNS’ button next to it to enter advanced settings.

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8. In the section called Records please remove any A and CNAME records if they exist, then click “Add”

9. Select “A” value from the dropdown list named “Type:, enter value “@” into the field named “Host”, enter this value: 38.64.166.13. Into the field named “Points to” finally change the value in “TTL” dropdown list to lowest possible.

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10.If no CNAME ‘www’ entries already exist, click “Add” and select “CNAME”. Enter value “www” into the field named “Host”, enter @ Into the field named “Points to” finally change the value in “TTL” dropdown list to lowest possible. 11. After checking all the edits hit “Save” button. 12.It may take 24 – 48 hours to fully propagate. During that time, you may see that your domain displays correctly intermittently. If, after 48 hours, your domain is not displaying consistently, please contact your domain provider’s support desk.

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Search Engine Optimization (SEO) Titles, descriptions, metatags, keywords, SEO. Where to begin?

SEO stands for “Search Engine Optimization.” It is the process of getting traffic from the free, organic, editorial or natural search results on search engines.

Behind the scenes, our team of talented developers have programmed your site according to best SEO practices. What does this mean? It means EXIT has done some of the SEO work for you. But this alone is not enough. You’ve got some work to do as well. And that’s where titles, descriptions, and keywords come in. Here are the areas of your site where you can enter this information: Custom Pages

Static Pages

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Here is a simple guideline of what Google looks for. Enter descriptions and keywords in this order: 1. Who You Are 2. What You Do 3. Where You Do It 4. Who You Do It For

ALL WORDS MATTER Examples of custom page titles: About Me: About Suzy Sells, Realtor, Mesa Arizona Contact Me: Contact Suzy Sells, Realtor, Mesa Arizona Examples of Descriptions to Improve EXIT Website Performance Here are examples of effective content for the sections noted above where you can enter a Description. Please note the Description fields are 320 characters in length, including spaces. These descriptions are examples of content which would be appropriate for that space. The content that is displayed in these sections on your site is pulled from what you entered into the My Profile section of the Resource Center. The information below is not displayed anywhere and is specifically for Google indexing. You don’t need to write in complete sentences or use proper punctuation so you don’t waste characters. About Me Suzie Sells REALTOR serving the Mesa, Gilbert, Chandler, Tempe areas in Maricopa County, Arizona. Residential, horse property and investment properties my specialty. I serve families looking for homes in active communities, clients with equestrian needs, investors looking to increase their portfolio. Call 555.123.4567. Contact Me Contact Suzie Sells, your licensed REALTOR at EXIT XYZ located at 123 Main Street, Anytown, Canada, 1H9 8F6. Can be reached by phone at 555-123-4567, email suziesells@email.com or text SUZIESELLS to 85377. Join EXIT Suzie Sells knows (Your area) professionals looking for a rewarding career are looking to real estate for

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next move. EXIT Realty hiring training real estate professionals serve needs of buyers and sellers in local communities. Thought of a career in real estate? Move over to EXIT Realty. Call 555.123.4567 for details. Featured Properties Current featured listings of Suzie Sells serving neighbors in (name 3 areas). Thinking about selling your home, call me EXIT Realty 123, 555.123.4567 Search Looking for homes in Mesa, Chandler, Gilbert, Tempe communities in Maricopa County, Arizona just clicks away. Come here to define your search. Looking for residential, single family, investment properties? As a full time REALTOR, be assured you get best negotiator, 35 years in real estate experience. (In the example of densely populated areas, include zip/postal codes where you want listings.) Custom Pages The description here will depend on what your pages are about. Just be sure to include in the description your name, the fact that you’re a REALTOR, and where you do business. Suggestions for page content are a neighborhood, city, or community page with articles of interest. These give you the ability to showcase your area expertise. Share why the communities and areas you serve are great for future homeowners. You could also add a testimonial page and an Ask The Expert page. Share how clients you’ve served enjoyed their experience with you. Video testimonials are effective and believable. You have the ability to add a contact form to your custom page(s). Simply select that option when you are creating your page. Once you have your descriptions, the Meta Keywords are easy. Simply take the main words from the description and enter them in the Meta Keywords field for each section.

How to Activate an IDX Feed on Your EXIT Website What is an IDX feed? It is the conduit through which properties in the MLS are fed to your website, allowing visitors to your site to search for properties. Provided that your office is participating in EXIT’S IDX program, you will be able to request an IDX feed be added to your EXIT website. Check with your office administrator or broker to confirm whether or not your office is participating. If not, your administrator or broker can reach out to idx@exitrealty.com to get started. Every associate who joins EXIT is an Associate Member. EXIT Associates can upgrade to the Elite Membership, with substantial benefits. Here is a chart outlining the benefits of membership.

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EXIT Website FAQs Here you’ll find the most asked questions about websites. Don’t see your question here? Contact Franchise Support. I requested the wrong domain name. How can I cancel it? Please email webmaster@exitrealty.com for assistance. I accidentally requested a domain from my office site when I wanted one for my agent site. What do I do?

Please email webmaster@exitrealty.com for assistance. Can I select or promote a specific featured property? Not on the website itself. All properties are displayed under Featured Properties. However, you could create a Custom Page highlighting a particular property. You can feature a specific property through social media channels using the Share button on individual properties. How do I capture leads? You can share specific properties through social media channels to drive traffic back to your website. Anything that will drive traffic back to your site has the potential to be a lead. If you include compelling and specific content through the Custom Pages, you can generate interest. In addition, the Join EXIT page is specifically provided to ensure any traffic to your site who is looking for information on EXIT can find it there and fill out the contact form for more information. The website gives you a solid online presence. It is up to you to promote your site and add valuable content for your market area. Can I set up a landing page where prospects are required to enter contact information? There is no mechanism by which you can force visitors to fill out information before visiting your site. I already have a website. What do I do now? You have several options if you already have an active website. • You can keep your current website and become familiar with your EXIT website. When your current site comes up for renewal, you may then choose to use your URL solely with your EXIT website and cancel your initial website. You would need to redirect your domain name (URL) to your EXIT website. • You can choose to immediately redirect your domain name (URL) to your EXIT website. • You can choose to have both your current website and your EXIT website live. However, you would need a second, unique domain name (URL) for your EXIT site. You cannot use the same URL for more than one live website at a time. • You can just keep your current site live, and review your EXIT website at a later date. I have a Professional or Elite Membership. How do I set up IDX for my website? Click here for information about IDX. 72

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EXIT Websites - 1

Webinars and Videos Make Your Meta Betta! Improve Your Knowledge and Use of Meta Tags (see related document above)

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2.4. Facebook and Social Media

Create a Facebook fan page for your business. A Facebook page must be linked to a personal Facebook profile which you may already have. The help section of Facebook can help you set this up. The graphic above shows EXIT Realty Corp. International’s Facebook page. Use your page to promote your listings, your expertise and experience, community involvement, and other content that will appeal to your customer/ client base. Always keep content professional and friendly. Refrain from engaging in or posting controversial material.

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2.4. Facebook and Social Media Your Company Business Page allows you to do paid advertising, lead capturing, cross positing and more. COMPANY BUSINESS PAGE

Use Company Email.

No Friend Requests Required!

All posts are MREC Compliant

The business page also allows you to schedule future posts, track analytics and promote other business.

YOUR COMPANY BUSINESS PAGE MUST CONTAIN THE BROKERAGE NAME AND BROKERAGE PHONE NUMBER “EXIT” is always capitalized. 75

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2.4. Facebook and Social Media Name is as it appears on your license. Clients, Associates and Vendors can “friend request” you. BUSINESS PROFILE PAGE

Use Company Email.

Must Request, Accept or Decline Friends.

All posts should be set to PUBLIC Privacy Setting.

PERSONAL PROFILE PAGE

Use Personal Email.

Must Request, Accept or Decline Friends.

All posts should be set to FRIENDS ONLY Privacy Setting. (Suggest using middle name or maiden name).

Your name should be slightly different from Business Profile Page. Page consists of Family and Friends who “friend request” you.

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Building a Business Page on Facebook There are many reasons why creating a Facebook Page is beneficial for the success of your business. Facebook Pages allow businesses to develop their brand, grow their audience and start conversations with customers and people interested in learning more. To create a Facebook Page, you'll need to already have a personal profile. This is because only people with profiles on Facebook can create or have a role on Pages. If you're still not sure a Facebook Page is right for you, check out this top list of reasons why businesses should adopt Facebook Pages.

It's free It's free to create a Page for your business. All you need to do is follow the steps for creating a Page and decide how you'd like to use your Page to interact with people and customers on Facebook. Once your Page is created, you can get access to many free features like Messenger, Page Insights, publishing tools and other tools that help you manage your Page.

Your competitors are already using Pages With 65 million businesses using Pages on Facebook, it's likely your competitors are already using Facebook as a marketing tool to grow their businesses and brands.

Humanize your company Creating an online presence for your business helps you build social connections with your audience and drive real business results. With a Facebook Page, you can curate the tone, style and personality of your business. You can also showcase your brand through photos and video through posts or Page Stories, or share personal epithets and engage in one-toone conversations through comments and messaging. Putting a face to your business through a Facebook Page reminds your audience that it's run by real people.

Learn about your target audience As a business, you probably care deeply about your core audience–the customers who care most about what you have to offer. With a Facebook Page, you can learn even more about your audience and find more people like them.

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When you create a Page, you can chat with customers directly through comments on your posts and Messenger. You can also see what customers are saying to each other. Gathering this feedback may help inform your business decisions and the content you share on your Facebook Page. Better yet, you can use your Page's Insights to understand the actions people take on your Page, like how often they like, comment on and share posts. You'll also have access to aggregate data about your audience's demographics, like age, gender and location.

Build your community With a Facebook Page, you have the opportunity to engage your community. You can post about the newest products or services your business is offering, organize contests or run Facebook ads. You may also want to offer incentives or discounts or simply ask your audience to provide reviews or feedback through the comment section of a post. Try posting testimonials from your biggest fans or customers for others to see so they know that real people are out there who also love what your business offers. By sharing endorsements from your audience, you may build authenticity and trust for your brand.

Strengthen customer relationships Growing customer loyalty is key for many businesses. A Facebook Page may help you build and maintain the loyalty you promise to your customers and the loyalty you desire from them in return. With a Facebook Page, you're able to stimulate your community of followers through ads you create, the testimonials you share out and the conversations you facilitate. Further strengthen your relationships with your audience by earning a Very Responsive Badge. Pages also make it easy for customers to book directly with you for all appointments, so you'll be able to communicate and manage business directly with the Appointments on Facebook tool.

Expose your brand Exposing your brand on Facebook helps you increase awareness of your business. Whenever someone likes, comments or shares something from your Page, their friends may see that they engaged with it and may in turn go on to interact with your content or seek out more information about your business. As your brand awareness grows, learn about how much time you'll spend managing your Page..

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Drive traffic A Facebook Page can help you drive traffic to other sites you care about, like your website. You can add your website to your Page's About section and create posts on your Facebook Page with links to relevant pages on your website, like blogs, newsletters and more. Your Page may also be indexed by Google, meaning it can appear in Google's search results when people are looking for your business. To help make sure your Facebook Page is easily findable, link your Facebook account from your website and any other online resources you offer.

Act on insights Once you have around 100 fans on your Facebook Page, you should start monitoring your Page Insights. Page Insights offer a wealth of information about how people interact with your Page and engage with your posts. You'll also get access to demographic info. You can use these Insights to make strategic choices for your business. For example, you can use the information you find to identify the types of posts your audience is most likely to interact with and tailor your message accordingly.

Leverage competitor insights Since Facebook Pages are public, you can view what other businesses are doing on Facebook and the techniques they're using to reach their audiences. In the Insights tab on your Page, you can even add specific Pages you want to watch and see the number of times they're posting each week, the number of likes their Page has and more.

Unlock the power of Facebook advertising Having a Facebook Page is a prerequisite to being able to advertise on Facebook. Facebook Pages are free and provide you with a place to create and manage ads. Facebook ads are a great way to grow your brand and audience on and off of Facebook and within your budget. Facebook ads can appear on Facebook (ex, mobile and desktop News Feeds), Instagram and Audience Network. Where you place your ads, the creative, targeting, budget and schedule of the ads you run is up to you. You'll have access to other Facebook advertising tools to help you understand what you're getting in return from each ad you run. Additionally, Facebook advertising makes it easy to

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optimize your advertising efforts to ensure you're creating quality ads that help you reach even more people as your business grows..

What to do if you created an event, group or profile instead of a Facebook Page Facebook offers many tools to connect with the different communities you care about. We recommend checking out the differences between profiles, Pages, groups and events so you can be sure you're choosing the right option for you. If you accidentally created an event, group or profile for your business, there are some steps you can take to transition to a Page. If you've decided to transition to a Facebook Page and are using another asset, here are some recommendations: 1. Write a status on the profile, group or event you created that says you have a new Facebook Page for your business and ask people to go like the Page to continue receiving updates and information from you. 2. Share your Page to your personal timeline and ask close friends if they'll like and share it. Doing this may help you grow the audience for your new Facebook Page faster. 3. Once you've built momentum, gaining likes and followers on your new Page, deactivate your initial profile, group or event, so your followers go to one place for your business.

Post ideas for Pages Interested in learning more about the amount of time you should spend managing your Page? Review the factors you should consider and additional tips.

There are free ways to keep your Page active even if you don't have a particular promotion or post in mind. The more often you post, the easier it'll become to quickly create posts for your Page. You'll get the most out of Page when your audience sees that you're active and engaging. This means anyone who visits your Page should see a post that is both:

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1. Recent: New and frequent posts tell your audience that you're active, legitimate, and care about them as customers. Old or expired posts could imply your business isn't active or investing the time to drive business value. 2. Personal and meaningful: The more relatable your content is, the more you'll be able to connect to your audience. When potential customers see that you're posting content that matters to them, they could be more likely to become fans of your Page or trust your business. Page posts can include content that's entertaining for your audience, makes them think, or provides value to their lives in some way. No matter what you share, engaging posts perform best. If you're just getting started with a Facebook Page for your business and aren't sure what to post about, the following ideas may help you get started:

Reflect your current Call-to-Action button If you have a Call-to-Action button set on your Page, write a new post that highlights it. For example, if your current CTA is Book Now, you would write a new post letting your audience know that there are still openings available for them to booked and that they can book directly by clicking your CTA. Learn how to add a Call-to-Action button to your Page

Run a contest or giveaway A possible way to encourage more likes, comments and shares is to announce a contest or giveaway that incentivizes people's participation. At the end of the week, pick a winner from the group of people who shared your post and congratulate them in an entirely new post. Consider announcing a future contest or giveaway that your audience should stay tuned for.

Share fan testimonials It can be exciting and uplifting when people say kind words about what you do. Share some in moderation so the rest of your audience can celebrate with you.

Crowdsource feedback One way to generate feedback on your products, services or business in general is to leverage feedback from your Page fans. The added benefit is you might choose to use this feedback to improve your business, generating more transparency and openness with your audience as you create brand trust.

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Ask your audience to make a choice A fun method to engage with your audience when you don't necessarily have something business-specific to share is to ask your audience to make a choice, pick a favorite, or decide between two things. When you set up your fans with a friendly This or That question, you can spark an interest that invites them to respond.

Pose a question A simple way to start a dialog with your audience is to ask them a pointed question, like how they're feeling that day or what weekend plans they're excited for. When your audience relates to the questions you ask and you leverage their interests and needs, they may feel more inclined to respond and generate threads on your posts.

Share industry news Sharing news from your industry will communicate to your audience that you don't just care about promoting your business, but that you also care about keeping your Page fans informed about current topics that are relevant to them.

Celebrate a holiday Holidays, either nationally recognized or trending on social media, are opportunities for your Page to contribute to the celebration with a Page post of your own. Best Friends Day or Pet Day, for example, are all light-hearted openings to celebrate common interests among your audience. These celebrations may vary depending on where you're located. Note: If you're unsure if your post is appropriate for Facebook, check out Facebook's Terms of Service.

Boost your best posts If you posted something to your Page that received a lot of comments, likes and shares, it's likely because it was personal or meaningful to your audience. Try boosting that post to reach a wider audience and connect with potential customers that haven't been to your Page yet. To see how your boosted post is performing, go to the Ad Center tab on your Page to view results.

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The differences between Pages, profiles, groups and events We offer many different tools for people, businesses, groups, organizations and more. Below you'll find information about some of our most popular products, the features available for each and tips for deciding which tool is right for you.

Pages Businesses, organizations, nonprofits, public figures and more connect with their fans and customers through Facebook Pages. Pages are a free tool that help you grow your social media presence. Use Pages to reach new audiences and communicate 1–1 with fans or customers who care about your products, services or community. With Pages, you can also unlock the power of Facebook advertising, which can help you drive real business growth. Why choose a Facebook Page? •

It's a free public presence for your business.

•

You can connect with customers and people interested in your business.

•

You can communicate directly with people through posts you create and Messenger.

•

You can manage communication, learn more about your audience from Page Insights and grow your voice and presence across Facebook.

Top Page features Your Facebook Page is a one-stop shop for all of your business needs. Below are just some of the features you can find on your Page. •

About information: Add information about your business so that people who visit your Page can learn about your business, contact you, get directions and more.

•

Page Insights: Get engagement insights on posts you create, demographic information about your Page's audience, the number of visits to your Page and more.

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Page roles: Give employees access to manage, post and create ads from your Page.

•

Messenger/Inbox: Manage and respond to messages from people and customers who visit your Page.

•

Call to action: Add a call-to-action button to drive people to take actions you care about, like sending you a message or booking a service.

•

Notifications: Get notifications when people interact with your posts or follow your Page.

•

Post management: Use your Page's Publishing Tools tab to publish, schedule and draft posts for your Page so that you're always creating new and engaging content for your audience.

•

Locations settings: If your business or organization has 1 or more locations, you can create a Page for each location, provide localized content on each Page and manage all of your locations from one place.

•

Shop section: The shop section is a tab you can add to your Page that lets you display and sell your products right on your Page. It's ideal for merchants, retail and ecommerce businesses that want to reach customers on Facebook. The shop section is free to use, and we don't take any percentage of what you earn.

•

Facebook ads: After setting up your Page, you'll be able to create Facebook ads. We offer many different types of ads depending on the goals of your business. Ads can be created directly from your Page (look for the boost and promote options) and may show up on Facebook and Instagram✔ Pages are recommended for:

•

Businesses

•

Local businesses

•

Organizations

•

Non-profits

•

Public figures, politicians, etc

Profiles Facebook profiles are intended for personal use and to help you connect with friends, family and your community. Your profile may include a collection of photos, stories, posts and more that tell your story. Why create a profile?

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• • • • •

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You can connect and share information and stories with your friends and family. You can follow and get updates on businesses and organizations you're interested in. You can get access to more features on Facebook, like the ability to create and manage Pages, groups and events. You can get access to Messenger and can use it to start conversations. You can create posts, share photos, upload videos, like and follow businesses, public figures, publications and more.

✔ Profiles are recommended for: •

Individuals looking to connect with their friends, family and peers

Groups Groups provide a space to communicate about shared interests with certain people. You can create a group for your book club, family reunion or anything where you want to connect and get updates from specific people. Why choose a group? • • • •

You can connect and share information with small, select groups of people. You can use groups as discussion forums and to chat about specific topics. You can add events to your group and set up a calendar to stay organized. You can manage and control member access.

✔ Groups are recommended for: •

Small groups of people interested in specific things. Examples: book clubs, study groups, reunions, activist groups, athletic teams and many more.

Events Events let you organize and respond to gatherings using Facebook. You can create events for dinner parties, business promotions, birthdays, fundraisers and more. Anyone can create an event on Facebook. Businesses and organizations can also create events directly from their Facebook Page. Why choose an event? • • •

Events are good for specific gatherings with set dates. You can manage and control access to events or make your events public. You can check whether people have RSVP'd to your event.

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You can easily follow up with and share messages with people about your event.

✔ Events are recommended for: •

Any business, organization, community, group or individual looking to schedule an event, invite attendees and increase event awareness.

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2.5. Facebook Checklist In addition to Facebook, there are other social media channels on which you can create a presence. Twitter, Instagram, and LinkedIn are also viable platforms to promote yourself and your business. Many social media channels make it easy to cross-post your content, and there are also companies who will manage your social content and even post for you.

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2.6. Facebook Tools

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2.7. Facebook Tools

https://www.facebook.com/business/help 89

Concierge Operational and technical support across Facebook Family of Apps and Interfaces

www.facebook.com/business/help

Examples of topics covered. Unsure? Send us a quick chat!

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SOCIAL MEDIA

CONTENT

Ideas

100 IDEAS OF THINGS TO POST ON SOCIAL MEDIA Never run out of social media content ideas again! The following list covers just about everything you could possibly post on social media. From personal, to business-related, to promotional posts, this list of 100 ideas will keep you inspired for a long time. 1. Quotes: Humorous, inspiring or motivational quotes always perform well. 2. Fill-in-the-blank posts (e.g. “If I had $1 million I would _________”) 3. Polls: While Facebook offers built-in polls, I find running them manually works best for boosting engagement (e.g. “Which of these books is your favorite?”) 4. Behind-the-scenes photos: Take candid shots of yourself, your employees, or snap a shot of your office or workspace. 5. Statistics or data: Share new, relevant industry statistics (these perform great in terms of retweets and shares) 6. Post a link to an old blog post: There’s nothing wrong with recycling, and old posts will gain new engagement, extending their life. 7. Questions: Pose simple, basic questions that your followers can answer quickly. 8. Link to a guest post: Share (or re-share) a link to a post you contributed to another site. 9. Post a branded image: Post a funny or inspirational image with your logo or website URL on it. 10.

Infographics: Find an infographic your followers would appreciate.

11. Product photos: Work best on sites like Pinterest or Instagram. Think about how you can add a unique angle to the shots (e.g. an employee actually using the product, a customersubmitted photo, etc.). 12. Photos that have nothing to do with your products or business: Instead, they convey the feeling behind your brand. For instance, how Starbucks shares photos on Instagram to associate their brand with sunshine, warmth, and good friends (not just coffee). 13.

Behind-the-scenes product shots: Photos of your products being manufactured or sourced.

14. Link to a controversial blog post: There’s nothing better for eliciting engagement than a little controversy. 15. Ask for input on your products: Your followers will love giving their thoughts on how to improve your products.

100 IDEAS OF THINGS TO POST ON SOCIAL MEDIA 16. Let Pinterest inspire you: Pinterest is a goldmine in terms of finding beautiful images you can share (particularly images with quotes). Just be sure to give proper credit. 17. Share a helpful resource: If you’re truly concerned about sharing the most useful info with your followers, don’t be afraid to direct them to other people’s valuable content (not just your own). 18. Post a Slideshare presentation: If you want to find one that’s already proven itself to be popular, go to the ‘Trending in Social Media’ section at the bottom of the Slideshare homepage. 19. Link to a case study: Case studies are great for delivering useful info in a way that’s often more palatable and actionable than a standard blog post. 20. Link to an industry-related IFTTT recipe: Haven’t heard of IFTTT (short for If This Then That)? You need to check it out. Then share a link to a recipe your followers would find useful. 21. Ask for reviews or testimonials: Eliciting reviews from fans or followers is one of the best ways to get testimonials you can use as social proof on your website. 22. Fan photos: Search for hashtags related to your business or products, and share a customer photo on Facebook, Instagram or Pinterest. 23. Recommend a tool: Share a (preferably free) tool or resource you think your followers would find useful. 24. Share a favorite book: Similar to #23, share a book recommendation your fans or followers would appreciate. 25. A day in the life post: Give a recap of a typical day in the life of a graphic designer, author, CEO, etc. 26. Recommend your favorite products: If you’re an e-commerce site, share a list of your top sellers or highest-rated products. If you’re a service provider, share a list of the products that help you succeed in your business. 27. Share random tips: Periodically post a random tip or trick your followers would find useful. Hint: using random tip numbers adds interest to your post (e.g. Tip #256: __________) 28. Link to your most popular blog post: Give a brief intro to the post and explain why it’s your most read and shared post. 29. Provide a recommendation: Share the love by recommending a business you’ve worked with successfully in the past.

100 IDEAS OF THINGS TO POST ON SOCIAL MEDIA 30. Share a work/life balance tip: Your social media followers want to know you’re a real person with the same struggles as them. Share a tip you’ve learned for balancing work, life and family. 31. Ask for advice: Pose a hypothetical question and ask your followers what they would do in that situation. 32. Take a trip down memory lane: Share photos of old logos, websites or your very first product. 33. Random posts that show you’re a real person: For instance, what you had for dinner last night or what you’re doing this weekend. 34. Share popular Reddit topic: Visit Reddit’s Trending Subreddit page to find popular and trending topics to post about. 35. Recommend someone else to follow on social media: Share a link to someone else’s social media profile and encourage your fans to ‘like’ or follow them. 36. Share a Pinterest board: If your customers are on Pinterest (hint: if your demographic is educated, high-income females, they probably are), share a Pinterest board via Facebook or Twitter. 37. Share a comic or meme: Getting your customers to laugh with you is a great way to start building relationships. 38. Post a video testimonial: Share a video review; or better yet, ask your social media followers to submit their own video testimonials. 39. Recommend a colleague on LinkedIn: Encourage your connections to reach out to someone who acts as a valuable resource for your business. 40. Hold a photo contest: Ask for photo submissions and then get your fans to vote. Share the winning photos, too! 41. Share a trending Twitter topic: Use Topsy to find content that’s popular and trending on Twitter. 42. Hold a debate on social media: This can go downhill quickly, so be sure to stay on top of it! 43. ‘Caption this’: Post a photo and ask your fans to come up with creative or funny captions. 44. YouTube video: Find a cute or inspirational video and promote it to your fans or followers.

100 IDEAS OF THINGS TO POST ON SOCIAL MEDIA 45. Tag another Facebook page: Generate some good karma by helping to promote another business. 46. Share breaking industry news: Stay on stop of what’s going on in your industry or niche by using Google Alerts. 47. Share country-specific holidays: Wish your followers from around the world happy holidays. 48. Share (and ask for) predictions: For instance, “I predict that Germany will win the World Cup. Who do you think will win?”. 49. Offer a free e-book: Build your email list while generating some goodwill with your fans. 50. Ask for questions: Let your fans ask you anything. 51. Post a controversial view: Play devil’s advocate, but tread carefully. 52. Use Facebook Interest lists for content ideas: See what topics are trending and share them with your fans or use them to generate your own content. 53. Profile an employee: Let your followers know they’re dealing with real people. 54. Post product recall notices: Keep your ear to the ground so you can be the first to share important safety information with your followers. 55. Post a ‘truth or fiction’ question: Let your fans guess whether it’s the truth or a myth. 56. Share a trending Google search: Visit Google’s Top Charts to find out what people are currently searching for; give your own spin on one of these topics. 57. Fan of the month: Acknowledge your brand ambassadors and let them know they’re appreciated. 58. Share industry research: Post a link to and synopsis of research your fans would find useful. 59. Hold a flash sale: Use Snapchat to offer a limited-time coupon. 60. Celebrate odd holidays: For instance, did you know June 17 is Apple Strudel Day? Use a tool like Days of the Year to find out what today’s holiday is. 61. Awards or accolades you’ve received: Just do this carefully…the idea is to build trust, not to brag.

100 IDEAS OF THINGS TO POST ON SOCIAL MEDIA 62. Promote someone else’s sale: Share a link to a coupon or sale from a complimentary (not competing) business. 63. Latest company news: Anything changing in your business? New employee? New hours of operation? New product offering? 64. Share pictures from a recent industry event: Don’t forget to use the event hashtag for maximum exposure. 65. Promote a free download: This could be a plugin, white paper, e-book or anything else that would be useful for your audience. 66. Thank your fans: A simple thank you can go a long way to building connections with your fans. 67. Offer expert insights into a topic: This helps establish you as a thought leader in your field. 68. Do a post series: We do this on our blogs, why not on social media? Share a series of similar posts over a certain number of days. 69. Weekly round up: Post a list of the ‘must read’ articles for the week. 70. Get your employees to guest post: Have your employees take turns posting a ‘fun fact’ on Facebook or Twitter. 71. Create and share a compilation of industry news stories: Flipboard is a great way to do this. 72. Host a Google+ hangout: Promote it through all your social media channels. 73. Encourage your followers to support a cause: Post a link to an online fundraiser (and contribute to it yourself). 74. Post an expert quote: Ask an industry expert a question and post their answer on social media. This is great for getting retweets and shares. 75. Hold a giveaway: This can be as simple as asking your fans or followers to comment to enter. 76. Offer a sneak peek: Whet your fans’ appetites by showing a sneak peek of an upcoming blog post, contest or product launch. 77. Start a conversation with an industry leader: Tag or mention an industry guru in a post (just be aware you might be left hanging!).

100 IDEAS OF THINGS TO POST ON SOCIAL MEDIA 78. Post a photo collage: A tool like PicMonkey can help you create one. 79. Teaser content: Posting a link to a blog post? Don’t reveal the punch line. This will usually increase your clickthroughs. 80. Make an industry prediction: Speculate on what’s in store for your niche or industry. 81. Post a creative or unexpected use for your product: Be sure to also ask your fans for ideas. 82. Link to a blog comment: Have a particularly helpful or controversial comment on your blog? Post a link and get your fans and followers to weigh in. 83. Answer an FAQ: Have a question you get asked a lot? Answer it on social media. 84. Post a link to old newsletters: Recycle your newsletters and gain new subscribers at the same time. 85. Ask your fans for content ideas: Find out which issues or problems your fans need help with. 86. Post a link to a helpful Facebook or LinkedIn group: If you know of a helpful resource on Facebook or LinkedIn, share a link with your fans. 87. Tell a story: Share a funny or interesting anecdote from your life. 88. Find out what your competitors are sharing and do it better: An easy way to do this is by using a tool like Social Crawlytics. 89. Use your website analytics to find content ideas: Take a quick look through your analytics to find out which topics generate the most interest from your audience. 90. Hold a Q&A session: Promote a live Q&A period where you’ll answer fan questions. 91. Share an opinion: Your followers want to know you stand for something; don’t be afraid to take sides on an issue (as long as you can and do stand behind your views). 92. Post a link to an employee bio: If you have bios on your site, post a link to help your fans get to know the brains behind your company. 93. Answer a question from Quora: Find a relevant question on Quora and answer it on social media. 94. Respond to a tag or mention: See who’s been trying to get your attention and respond to them in a post.

100 IDEAS OF THINGS TO POST ON SOCIAL MEDIA 95. Post an excerpt from a blog post: Rather than just posting a link and summary of the post, cut and paste a particularly intriguing excerpt to pique your readers’ interest. 96. Share a chart: Share an interesting chart or graph that’s relevant to your audience. 97. Post a screenshot of a social media conversation (with permission): Add your own thoughts to the conversation. 98. Promote an industry-related event: This can either be a live or online event. 99. Share a funny commercial: Post a commercial that would be appeal to your fans or followers. 100. Promote your products or services: There’s a reason this one is last on the list. There’s a time and a place for self-promotion on social media, but first and foremost, use social media to build relationships, establish trust, and build your reputation as an industry expert. When people do want to buy, who do you think they’ll come to first?

EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

Real Estate Professionals Guide to Success EM B R ACE M O BI LE TO GROW YOU R RE AL E S TAT E BUS I N E S S

Real Estate Professionals Guide to Success

Introduction

KEI TH WAT TS

Head of Industry, Real Estate, Facebook

There’s so much opportunity out there to reach more customers and grow your business. At Facebook, we want to help put more time and power back in your hands, so you can focus on your customers. We’re here to help you get more leads, close more deals and grow your brand. 80% of agents in the US use Facebook to market homes for sale.1 Whether you are an agent, a property manager or a broker, you’ll find tools and resources here to help you effectively market on Facebook. While you can independently advertise across Facebook, you may consider partnering with a Facebook Technology Partner or a brokerage solution to get the best possible results with minimal time and effort on your part. Whether it’s finding new leads, marketing existing listings or farming your networks, these solutions leverage the latest best practices to make it simple and seamless to achieve your business goals. Right now is the time to do more with digital marketing tools. While we recognize that physical distancing has affected business as usual, there are real opportunities in local real estate. The vast majority of the steps in buying or renting a home can already be done online. Even steps that were once in-person only can be brought online, like hosting a digital open house on Facebook Live and Instagram Live. Digital tools can help you win mindshare. That mindshare can turn into market share. Generate leads, build your brand, establish yourself as a local market expert and lean into digital solutions to transform your business. Thanks, in advance, for taking the time to read this. We look forward to helping you grow your business on our platforms and through our partners. - Keith

Source:

Borrell Associates Inc. (2019) “2019 Real Estate Advertising Outlook.”

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Today, people hold the power Like many industries, real estate has been disrupted by digital technology. Just as the scale and convenience of mobile phones disrupted how people shop and travel, mobile has changed how people browse for homes and rentals. Buyers used to let agents control their open house visits. Now, they use the internet to search and discover hundreds of listings on their own—then contact the agent if they’re interested. Similarly, most renters start the search for their apartments online. The search never stops because it doesn’t have to since people now look for homes anytime, anywhere. Your clients still need your services, but they often do much of the initial browsing themselves—on mobile.

Once they make a decision, buyers move fast More than

50%

only talk with one agent before deciding who to work with—highlighting the importance of staying top of mind2

People search for homes and rentals on mobile

79%

of homebuyers surveyed use an online resource at some point in their search3

74%

of renters use their desktop computers to search for homes, 59% use mobile sites and 43% use apps

Since

2014 ,

Source:

homebuyers have used the web or mobile apps to search for home listings more frequently than they’ve contacted real estate agents. The majority of these searches happened on a mobile device.4

76%

of Millennial renters turn to mobile to search— versus 61% of Generation X, 35% of Baby Boomers and 24% of Silent Generation renters5

2. The Zillow Group (2019), “Consumer Housing Trends Report.”; 3. The Zillow Group (2019). “Consumer Housing Trends Report.”; 4. Borrell Associates Inc. (2019) “2019 Real Estate Advertising Outlook.”; 5. The Zillow Group (2016). “The Zillow Group Report on Consumer Housing Trends.”

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Mobile ads matter more than ever When it comes to effective advertising, it’s all about location, location, location. And that means advertising on mobile, where people spend much of their media time. Nearly

1 in 3

hours spent on mobile by US consumers each day6

“media minutes” will be spent on mobile this year7

People use their phones to find local businesses like yours Mobile has evolved into a primary channel for connecting people with agents. It empowers convenience, personalization and autonomy for homebuyers on the go.

Source:

8 in 10

3 in 4

people surveyed interact with local businesses on mobile8

Facebook users in the US visit the Facebook Page of a local business at least once a week9

eMarketer (2019) “US Time Spent with Media 2019.”; 7. eMarketer (2019) “US Time Spent with Media 2019.”; 8. Facebook IQ Sources: Local shopping study’ by Factworks (Facebook IQ-commissioned research study of 1,537 people 18+ across the US, [1,344 monthly Facebook users, 193 non Facebook users] April-May 2017.; 9. Facebook IQ Sources: Local shopping study by Factworks (Facebook IQ-commissioned research study of 1,537 people 18+ across the US, [1,344 monthly Facebook users, 193 non Facebook users] April-May 2017). 6.

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Reach people who matter most to your business When it comes to getting the word out about your listings, you need to reach the people who matter most to your business.

217M

Americans access Facebook every month on mobile—70% of the entire population10

168M

Americans use Facebook every day11

People spend their time on our apps According to eMarketer,12 the average US adult spends a total of 1 hour and 15 minutes on social each day.

Facebook is the platform for real estate shoppers Facebook isn’t just a place to connect or spend time. It’s a dominant shopping platform for real estate and more. People are more likely to buy from a brand they follow on Facebook or Instagram than on 6 other popular platforms combined (i.e., YouTube, Pinterest, Twitter, Snapchat, LinkedIn and Reddit).13 65% of homebuyers say they’re influenced by their online friends’ homebuying posts on social.14

Source:

10. Facebook data, Q1 2020.; 11. Based on Facebook data, March 2020.; 12. eMarketer, (2019) “Time Spent With Media 2019: US Social”; 13. Social Media Today (2019) “New Study Examines How Brand Engagement on Social Influences Purchase Behavior.”; 14. Chicago Agent Magazine (2018) “Social Media Sparks Millennial Interest in Homebuying.”

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Pick the right partner to advertise with ease If you’re looking to scale your business, we recommend that you explore partnerships and native industry tools that can enable you to run sophisticated marketing campaigns with minimal effort required. Many of these solutions are offered either directly through your brokerage, Internet Listing Service (ILS) or with experienced Facebook Technology Partners.

Here are some leading companies that offer Facebook marketing solutions for their networks:

Working with third-party solutions There are also a number of third-party companies that provide tools and services to get the most out of your Facebook advertising while taking out the heavy lifting for you. Those considering any partner’s solutions should evaluate the opportunity with that partner directly. Facebook’s Marketing API allows providers who are not official partners to integrate and provide solutions to real estate agents. Direct the providers you work with to the API documentation. To learn more about what is available, visit Facebook for developers.

• BHHS: Automated Advertising Program • Compass: Marketing Center • EXIT: EXIT Ad Center • Keller Williams: Command • Realogy: Social Ad Engine • Realtor.com: Market Reach • RE/MAX: Megaphone

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Apply best practices to effectively market on Facebook Applying best practices can help you make the most of your marketing on Facebook— whether it’s choosing the right ad objectives or measuring how effective your ads are. A Facebook Technology Partner or a brokerage solution can help.

Select the right objectives for your ads When creating a Facebook ad, you should select the ad objectives that align to your marketing goals. It’s important to know what you want to achieve in order to choose the right objective. Your advertising objective is what you want people to do when they see your ads.

For example, if you want to direct people to your website to learn more, you can create ads using the traffic objective that encourages people to visit your website. If you’re looking to encourage people to watch a walkthrough of the property or generate quality leads, consider using video view, lead ads and web conversions objectives. L EA R N M O R E A B O U T C H O O S IN G TH E R IG H T A D O B J EC TIVE

Explore here

Clearing up some myths Some common myths we hear from real estate professionals include: MYTH

“There’s no way to tell if my Facebook ads are even working.”

REALITY

A key path to marketing success and business growth is to measure what matters. That goes beyond traditional post-campaign measurement to testing what works, focusing on the outcomes that matter to your business and using the insights you’ve learned to inform strategies. We provide solutions and guidance both natively through our Facebook measurement tools and through our network of trusted partners, such as the solutions we mentioned in the previous section.

MYTH

“Status updates and organic posts are as effective as paid ads.”

REALITY

Status updates and organic posts on Facebook may not have the same reach as ads. Typically, they’re seen by less than 3% of a Page’s followers.

MYTH

“Boosting a post is the same thing as an ad.”

REALITY

While boosting a post is still considered an ad, Facebook ads are created through Ads Manager and offer more advanced customization solutions. There are many advertising objectives to help you reach your specific business goals and the audiences you care about most. Facebook ads can give you more reach and advanced targeting potential.

Now, let’s take a look at some tips to connect with customers using Facebook’s different marketing tools, such as Pages, Stories and Marketplace. © Facebook company

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Build on your brand with Facebook Pages With a Facebook Page, you can connect with apartment seekers, homebuyers and home-sellers. Nearly 2 in 3 people who use Facebook across all countries surveyed say they visit the Page of a local business at least once a week.15 L EA R N M O R E A B O UT FAC EB O O K PAG ES

The value of Facebook Pages • Build community value and your real estate brand • Run advertisements to help drive awareness and sales • Create demand by helping people discover your business

Create a Facebook Page or learn more.

• Drive consideration by connecting with qualified leads

Partnering to generate demand A Facebook Technology Partner or brokerage program can help you help people discover and reach your real estate business through your Facebook Page. This includes: Making it easy for people to get in touch with you A partner can add a button— such as Contact Us, Send Message or Send Email—to make it easy for your Page visitors to learn more about your business and inquire about listings. They can also add a Learn More button so it’s easy for people to go directly to your website.

Source:

Giving people updates

Booking appointments

A partner can help you create posts to stay top of mind with people who are interested in your Page. This includes adding visuals—such as photo and video walkthroughs of your properties—to capture your audience’s attention. A partner can also help you promote your posts to reach more people. For example, they could help you post about upcoming open houses, new listings in your portfolio and sales you’ve recently closed.

By setting up appointments on your Facebook Page, a partner can help people book services with your business—to create a more customized and personal experience for your potential customer.

15. “Local shopping study” by Factworks (Facebook IQ-commissioned research study of 10,340 people 18+ across US, DE, FR, UK, IT, ES, PL and CA - 8,878 monthly Facebook users; 1,562 non-Facebook users) April – May 2017

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Drive consideration through lead ads Lead ads allow people on mobile to complete forms with just a couple of taps, making it easy to send you their information. Lead ads can help you learn where people are looking for homes, gather information about your customers’ budgets, understand where customers are in the homebuying process and schedule home showings. Lead ads can be a powerful driver of your business goals by helping you acquire new customers and deepen relationships. You can work with a partner to create lead ads, which enable you to:

Build trust and consideration

Deepen relationships

by telling people about your brand and enabling them to start the conversation about your listings.

by maintaining ongoing contact with current prospects or customers through relevant experiences that engender long-term loyalty.

Acquire high-quality customers

Acquire more leads

who are more likely to be interested in buying or renting a home.

by simplifying lead generation on mobile with pre-populated and easy-to-edit forms—reducing the friction for completing forms.

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Use real estate ads to close deals Brokers and teams can use real estate ads (previously known as dynamic ads for real estate) to get your listings in front of people who have expressed interest in buying or renting a new property. They enable you to show the right properties to interested buyers based on criteria like neighborhood, price, square footage and more. Real estate ads are only available for brokers and teams. The solution is:

Scalable

Cross-device

Promote home listings with unique creative without having to configure each individual ad.

Reach people with ads on any device they use, regardless of their original touchpoint.

Always-on

Dynamically relevant

Set up campaigns once to continually reach people with the right listings at the right time.

Show geographically relevant ads based on your customers’ intent signals with real-time pricing and availability.

Dynamic ads use machine learning to automatically deliver predictive, relevant ad content to people based on their behaviors, interests and intent. Real estate ads are dynamic ads, which leverage cross-device intent signals to dynamically promote relevant listings from your real estate inventory with unique creative on Facebook, Instagram and Audience Network.

L EA R N M O RE ABO UT R EA L ES TAT E AD S

Explore here

Using the Facebook pixel and SDK, real estate ads will build in-market audiences of people who have browsed specific properties on your website or mobile app. Facebook then dynamically matches listings from your catalog to this audience based on price, size, neighborhood and other attributes. For example, a person who has been browsing 3-bedroom houses in Austin, Texas will automatically have relevant listings within their budget retargeted to them, which can drive them to your website to learn about relevant homes or submit a request for more information.

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Bring your listings to life with mobile video Mobile has changed the way that renters and buyers browse for homes and connect with agents. Central to this shift is mobile video. You can create mobile-first video ads and experiences to attract more attention for your listings and bring your digital home tours to life.

Video best practices

Why use video?

Mobile-first video is video that is 15 seconds or less OR vertical aspect ratio (4:5 – 9:16).

• There are an estimated 235.1 million video viewers in the US—nearly 83% of Internet users16

But not all video ads are created equal. In order to capture attention, it’s critical for advertisers to adopt a mobile-first strategy and create video ads that fit seamlessly into the mobile content consumption experience.

• Digital video ad spend in the US will reach $58.39 billion in 2023, growing at double-digit percentages year-over-year during the forecast period17

Boost digital curb appeal Mobile video is growing among real estate consumers. • 86% of prospective homebuyers say they’d use mobile video to learn more about a specific community they’re considering18

Mobile video grows awareness and interest in real estate listings because it delivers visual information in vivid and experiential ways. • There’s a 17% higher conversion rate for static-plus-video campaigns, when compared to static image-only campaigns19

“Video-rich advertising isn’t just a distant possibility on the horizon—the tools and formats agents need to bring interactive, engaging home listings vividly to life are readily available and easy to use today.” — Keith Watts, Head of Industry, Real Estate

EXPLO R E M O R E B EN EF ITS O F VID EO A D S

Learn more Source:

eMarketer (2019) “Q1 2019 Digital Video Trends.”; 17. eMarketer (2019) “Q1 2019 Digital Video Trends.”; 18. AdWeek (2019) “How Social Media is Being Used to Sell Real Estate.”; 19. Facebook IQ (2018) “Creative Considerations for Driving Action.” 16.

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Create immersive real estate experiences with Stories Stories is a mobile-first format that can help you engage homebuyers and renters with immersive experiences. Stories are fast, fun, flexible and have many interactive features. Working with a Facebook Technology Partner or brokerage solution, you can use Stories to make your listings shine.

Why use Stories? Each day,

Source:

20.

Stories are shared across the world and across Facebook apps21

62%

of people who use Stories across Facebook apps said they have become more interested in a brand or product after seeing an ad in Stories20

Stories are created specifically for mobile and vertical orientation—the way people actually hold their phones. And studies show that people care about Stories because the format helps them experience new things, feel closer to friends and feel part of a larger community.

Facebook IQ (2018) “Why Stories is a Format that Can Help Marketers Promote Brands.”; 21. Facebook internal data (2019)

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Succeeding with Stories in real estate A Nielsen Catalina study showed that 56% of a brand’s sales lift can be attributed to the quality of their creative.22 We’ve found that people are most interested in seeing Stories from brands that are quick and easy to understand (52%), feature sales/promos (50%), introduce new products (47%), feel real (46%) and offer tips/advice (46%).23

Creative considerations Turn any existing creative asset into a native ad in Stories or create new content tailormade for Stories. You can customize your ad creative for placements or find help through a Facebook Technology Partner or brokerage solution.

When creating Stories: • Consider keeping attention with speed, creating for Stories first, using multiple scenes and enhancing static with motion • Experiment with capturing everyday moments and mixing/matching video and static • Enhance your existing creative with Stories features like filters, geotags, hashtags, music and GIFs L EA R N M O R E A B O U T S TO R IES

Learn more

Source:

Nielsen Catalina Solutions (Aug 2017), “Five Keys to Advertising Effectiveness: Quantifying the Impact of Advertising on Sales”; 23. Facebook IQ Source: Facebook Stories survey by Ipsos (Facebook-commissioned survey of 1,603 people ages 13-54 in the US), Aug 2018. All participants surveyed reported they use Stories on at least one Facebook-owned app (Facebook, Instagram, Messenger, or WhatsApp) at least once per week.

22.

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Use live video to host an open house or apartment showing You can make the most of Facebook Live and Instagram Live, which are video-first solutions that can help you connect with real estate buyers or renters. These can be especially important when in-person open houses are not an option. By going Live, agents and property managers can take clients on a tour of a listing during a real-time, interactive broadcast—a virtual open house. You don’t need a fancy camera or crew, just a smartphone. A partner can help you make the most of your Live open house. Here are some tips to consider:

BEFORE OPEN HOUSE

LIVE OPEN HOUSE

AFTER OPEN HOUSE

• Send an email blast to your network letting them know when to tune in to your Facebook Page for the Live— include a link to your Facebook Page. Post those same details on your website and your listings.

• Plan your virtual tour like you would an in-person tour. Consider where you will go first and what you will highlight in each room.

• After the Live stream is over, the video becomes on-demand content, which can then be shared, downloaded, edited and re-purposed. It is very likely that even more people will see your Live tour after you’re finished.

• For Facebook Live, use Facebook Events to get your open house on calendars, send updates and reminders. For Instagram, try using the countdown sticker in Stories or posting on your Instagram Feed. • Directly reach out to potential buyers from your open house and invite them.

• Begin by introducing yourself, sharing your credentials and saying what’s great about the home. • People may come in and out, so periodically remind people who you are and what property you’re touring. • Interact with your audience by building in time in each room to pause and answer questions from the comments. • For Instagram specifically, try a Live Q&A. Either ask questions during the stream or use the Questions sticker in Stories to source questions beforehand.

• Use links to the “Live After” video on your listings and send to clients who missed the tour. • Save your Live video to edit. You can use shorter clips to post on your page. Think of these as house highlights. • Use comments from the audience to gauge what type of information they are looking for about the property. Tailor your future messaging based on the comments. • Follow up with your prospects on Messenger. They may eventually be interested in putting in an offer. • For Instagram Live specifically, save your Live video and upload it to Stories.

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Tips and ideas for Live

Consider sharing a video on IGTV

• Test your connection throughout the house so you know if there will be any connectivity issues.

Another way to go deeper with your audience is by sharing longer videos around topics related to your real estate business. IGTV is full screen (vertical or horizontal) and videos can be up to 1 hour long. A partner can set you up with your own channel on IGTV that gives you more opportunity to be discovered by customers. You can engage people by publishing original content, and using sound, editing and graphics techniques to make your IGTV stand out.

• Turn off notifications before you broadcast. • When you’re in rooms, consider placing the phone on a tripod for stability while you speak. • As you are walking or panning through a room, go slower than you think necessary, as fast jerky actions can be disorienting. Consider using a stabilizer. • Have the listing information handy in case you get a question. • Watch some other home tour videos. Note what you like and what you think doesn’t work.

Getting started To go Live with Instagram, swipe right from Feed to open the Stories camera, then tap “Live”, then “Start Live Video.” Here’s instructions for going live with Facebook.

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Rent more properties on Marketplace

With Marketplace, you can get your rental property inventory in front of people where they’re already searching for homes. In fact, 1 in 3 people on Facebook in the US use Marketplace each month.24

How can you list on Marketplace? List directly Directly upload your listings on a manual, one-by-one basis from your phone or desktop using a Facebook Business Page. Automated upload

Why use Marketplace? Millions of people are visiting Marketplace every month to discover and buy items in their local neighborhoods and cities. As a property manager, agent or landlord, you can tap into this growing community by working with one of our listing partners or listing inventory directly, which will help you promote your properties, capture leads and connect with new tenants. By listing your properties on Facebook Marketplace, you can: • Grow your renter base

We work with a range of partners to help property managers, agents and landlords automate listing uploads, inventory management and lead management using their existing workflows.

Marketplace listing best practices • Provide as many high-quality photos as possible •

istings with 15-20 photos tend to perform L better (you can include up to 50)

•

Photo resolution should be 960x720 or greater

• Target browsers on the go with mobile-friendly listings

• Write a complete property description

• Give potential renters useful property information on a detailed listing page

• Respond quickly to rental leads

• Answer renters in real-time with an instant lead form

L EA R N M O R E A B O U T M A R K ETPL AC E

Source:

24.

Facebook data (Sept 2019)

Visit our informational site to learn more about Marketplace for real estate. 114

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Exploring real stories of success with partners Using Facebook ads and marketing tools, digital platforms like CINC and Ylopo partner with local real estate agents to help them achieve their business goals—whether it’s getting more leads or helping close deals. Let’s take a closer look at what they did.

CINC helped a local agent get 385 new leads using Facebook CINC (Commissions Inc.) helps real estate agents capture and manage leads to drive new business growth. CINC wanted to help one of its clients manage leads and shorten the average buying time by keeping potential buyers continually engaged with the client’s real estate website as the leads moved from consideration to purchase. CINC’s ListCast product used Facebook real estate ads (previously known as dynamic ads for real estate) to help its agent clients reach new leads. Real estate ads not only help ensure that potential leads receive listings that they will be interested in—they also inspire existing leads to continually revisit agent websites. For this campaign, CINC first delivered lead ads on Facebook to people who’d already visited the website of one of its clients, but hadn’t registered. These ads continued to reach people over a 30-day period, with the goal of driving them back to the client site to complete the registration form. Facebook real estate ads helped CINC’s client drive more website visits for less money. Between April– September 2019, the campaign achieved:

13.8X

return on ad spend from Facebook real estate ads

385

new lead signups from Facebook real estate ads

RE AD MO R E AB OUT T HE I R SUC C E SS HE RE .

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Ylopo generated high-quality leads for an agent at lower costs Ylopo is a digital marketing technology platform serving real estate agents. Ylopo wanted to generate high-quality prospective homebuyers for its client, a high-performing real estate agent and team leader in New Jersey. When Facebook provided an updated solution to pair dynamic ads for real estate with lead ads, Ylopo jumped on board. Real estate ads show people home listings based on homes they might be interested in, while the lead ad can deliver higher-quality contact information by pre-filling details from the information people have already shared with Facebook, such as name, email address and phone number. By combining these two products, businesses can help capture better leads at a lower price. Ylopo’s March 1–31, 2018 campaign combined the power of real estate ads with lead ads and brought the realtor better leads at a lower price.

Results include:

7.6X return on ad spend

24%

lower cost per lead than lead ads alone

43%

lower cost per lead compared to leads from other display and paid search channels

RE AD MOR E AB O UT T HE I R SUC C E SS HE RE .

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Homesnap finds renters for single-family homes on Facebook Marketplace Homesnap offers lead generation and marketing services to real estate professionals. Real estate professionals share property listings on MLS databases for specific markets so other agents can find them. Homesnap wanted to help its clients get more exposure for the single-family home rental listings in the MLSs since these rentals are not typically posted or prominently featured on traditional rental-property portals. To help agents and brokers reach more renters, Homesnap turned to Facebook Marketplace, a commerce destination visited by millions of people every day. As a real estate listing partner on Marketplace, Homesnap began posting its MLS partners’ rental inventory on the platform, helping agents and brokers tap into a targeted and relevant audience. Homesnap plans to list rental inventory in additional markets on Marketplace, as the commerce platform has proved its extensive reach and value by delivering:

9.8X

average increase in the number of inquiries from potential renters across US markets25

4.3X

increase in rental listing views26

RE A D MO R E AB OUT T HE I R SUC C E SS HE RE .

Source:

25. Data applies to period between July 1–October 30, 2019 and reflects an average increase among dozens of MLSs, comparing 30 days of their Marketplace go-live versus the previous 30 days; 26. Data applies to period between July 1–October 30, 2019 and reflects an average increase among dozens of MLSs, comparing 30 days of their Marketplace go-live versus the previous 30 days.

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BoomTown ROI drives more high-quality, inbound lead calls BoomTown ROI is a leading sales and marketing platform that helps real estate professionals manage their online marketing. To boost inbound calls and close more sales, it hired Invoca, a call intelligence company that provides insights into incoming phone calls and conversations. BoomTown ROI knew it can start a conversion more effectively by immediately taking a call from an interested agent, rather than responding later to a lead form submission. That’s why it wanted to increase the number of calls to its sales team to accelerate its sales process. The company moved its advertising focus to inbound call leads by using video ads to promote its app, BoomTown NOW. It partnered with Invoca, whose integration with the Facebook Offline Conversions API lets businesses see how their Facebook ads are driving call center calls and sales. To reach real estate agents, the team built a Custom Audience of people who had subscribed to the BoomTown ROI blog and submitted forms through its Facebook campaigns from the last quarter of 2016. The 6-month campaign between January–June 2017 brought in more calls and helped BoomTown ROI’s sales reps close more sales faster, resulting in:

63%

increase in total call volume

82%

lower cost-per-call acquisition

35%

increase in won deals from leads that originated as a call

20%

increase in revenue

RE A D MOR E AB O UT T HE I R SUC C E SS HE RE .

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The next step There are a lot of great options for local real estate professionals to grow their businesses with Facebook. By creating compelling digital and mobile experiences, you can market efficiently and effectively to achieve your business goals. With the right partner on your side, more engaged customers, more leads and more deals can be just around the corner.

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MARKETING ACTION PLAN

120

INTRODUCTION Welcome! Before you get started, we thought we’d give a brief overview of what’s to come. With the explosive popularity of social media outlets, marketing has never been more vital to your success nor has it ever been as overwhelming. Consumers are flooded with ads on a daily basis, and separating yourself from your competitors has become more difficult. So how do you make yourself stand out from the herd? This guide will help you define your brand and pinpoint your key messages and value proposition to help lead your marketing efforts. It will also help you budget your efforts and determine which marketing sources work and which should be tossed. Marketing your brand can be huge undertaking, but it does not have to be crushing. Take your time working through this plan, and you’re sure to have a successful year!

Now let’s get started!

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PART ONE: GOALS The first step in any successful marketing plan is to set goals. How will you be able to shape your plan if you don’t know what you’re working towards? Goals help you measure your marketing efforts and make sure you stay on the right track.

Step 1: Short-Term Goals and Actions

Action begets action, so let’s begin by setting some short-term goals. Consider a marketing medium you want to master. What would you like to improve on? What’s a new idea you’d like to implement for the first time? Ask yourself, what activities can I do today, this week, and this month to immediately move towards my long-term goals? When thinking about your goals, keep them measurable and easy to track. Write down at least 3 short-term goals below:

Short-term Goals:

1. 2. 3.

EXAMPLES •Post on Facebook daily and increase engagement by 3%. •Gain at least 30 new followers per week. •Implement a daily time blocking strategy where I will contact 10 people from my Sphere of Influence (SOI) each week. •Find an accountability partner to meeting with weekly to review marketing tasks completed. •Register for marketing-related education on topics such as Facebook, email campaigns, print marketing systems, and more. •Subscribe to a technology or system related to marketing. (These examples are great for short-term goals because they are quickly attainable and measurable). 122

Step 2: Long-Term Goals and Actions

Long-term goals will generally have a financial or transactional value associated with them. While they are “long-term,” they must be reviewed consistently to determine if you are moving in the right direction. Remember to associate with each goal with a marketing objective. These should also be very specific to increase your marketing plans’ effectiveness and tangibility.

Long-term Goals:

1. 2. 3.

EXAMPLES •Build a strong marketing presence to help increase listing leads from farm areas by 25% by this time next year. •Transition into selling luxury properties through new networking and marketing channels. •Within 12 months, consistently generate 15 new buyer leads per month. •Increase SOI network by 20 to 40 new high-quality contacts by attending an additional 2-4 networking and social events.

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PART TWO: KNOWING YOUR BRAND MESSAGE Challenge: Imagine you are standing at a podium, pitching to a room of qualified buyers and sellers. In 30 seconds or less, you have to define your brand. What makes you unique? What would compel them to choose you over other talented and experienced agents? Can you communicate your brand with passion and clarity? Use the exercise below to develop your brand message.

“Your premium brand had better be delivering something special, or it’s not going to get the business.” Warren Buffet

Step 1

Review the descriptive words below and circle the ones that align with your brand. Cross the ones out that don’t. Bold Sincere Honest Exclusive Fearless Brave Trustworthy Respectful Caring Luxurious Chic Elegant Authentic Genuine Direct Outspoken Straightforward Legitimate Devoted

Credible Rational Persistent Dutiful Service Advocate Authority Capable Compelling Persuasive Competent Professional Accomplished Qualified Talented Skilled Responsible Keen Composure

Efficient Reliable Selective Considerate Superior Thoughtful Devoted Principled Dedication Loyal Accurate Dependable Likeable Charming Fun Outgoing Magnetic Passionate Secure 124

Draw from the words on the previous page and use the questions below as inspiration to craft your brand message.

What my clients appreciate about me the most:

My promise to my clients:

What makes me different from other agents:

The most important thing I do for my clients:

Step 2: My Brand Message

There are no rules for writing your brand message and it doesn’t necessarily have to appear on your marketing materials. However, this message is a guidepost for your business and should be a central part of your “Business DNA.” Every time you meet a new prospective customer, this message should be engrained in their experience. EXAMPLE I provide my clients with a highly-personalized, hassle-free home buying or selling experience. This exceptional client service is made possible by an exclusive process I’ve developed over my 15 years of experience as a real estate professional. This process and my sincere devotion to client advocacy ensures my clients have the best possible transaction.

My brand message:

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PART THREE: REVIEWING PAST EFFORTS Get ready to put in some important work during this critical step. Reviewing past successes and failures is crucial as you develop your Marketing Action Plan. If your CRM has this information, great! If not, you’ll want to go back and look at each transaction and note the sources.

Step 1: What Worked?

Are new clients coming to you from the same sources? Do you notice a pattern? (If you’re new to the business, meet with your mentor as you walk through this section.) NOTE: Check out the tracking spreadsheet we’ve create to help you organize your past business sources. It can be found on the webpage where you downloaded this plan.

Use this tracking spreadsheet to identify the marketing sources that worked best for you in the last sales year.

Step 2: What Didn’t Work?

Knowing which marketing techniques to avoid is just as important as knowing which ones work best. Make a list of the marketing activities that you received little or no return on in the past year. You can also use the spreadsheet in the previous step for this assignment.

Marketing activities that did not work:

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PART FOUR: PLANNING YOUR BUDGET Step 1: Start-up Cash

It’s an old but true cliche: You have to spend money to make money. What financial resources will you allocate to marketing and lead generation this year? This step is simple, but your budget isn’t a reality until you put it in writing. Planning your budget ahead of time will keep you from overspending and will allow you to make the most of your money.

How much start-up cash do you have available for marketing?

$ Step 2: Create a Detailed Budget

You can create a detailed budget by downloading the budget spreadsheet that accompanies this workbook or you can use the spreadsheet on the following page to manually fill in your budget.

“The man who stops advertising to save money is like the man who stops the clock to save time.”

After completing your budgeting plan, compare your startup cash amount in the previous step with the overall total in your spreadsheet. Ideally, the totals should be similar. If not, take a look at your budget and make sure you are not allocating resources to channels that did not work in the past.

Thomas Jefferson

127

128

Mon. Tues. Wed. Thurs. Fri. Sat. Sun.

JANUARY

WEEK 1

WEEK 2

WEEK 3

WEEK 4

129

NOTES

MONTHLY GOALS

MONTHLY BUDGET

Mon. Tues. Wed. Thurs. Fri. Sat. Sun.

FEBRUARY

WEEK 1

WEEK 2

WEEK 3

WEEK 4

130

NOTES

MONTHLY GOALS

MONTHLY BUDGET

Mon. Tues. Wed. Thurs. Fri. Sat. Sun.

MARCH

WEEK 1

WEEK 2

WEEK 3

WEEK 4

131

NOTES

MONTHLY GOALS

MONTHLY BUDGET

Mon. Tues. Wed. Thurs. Fri. Sat. Sun.

APRIL

WEEK 1

WEEK 2

WEEK 3

WEEK 4

132

NOTES

MONTHLY GOALS

MONTHLY BUDGET

Mon. Tues. Wed. Thurs. Fri. Sat. Sun.

MAY

WEEK 1

WEEK 2

WEEK 3

WEEK 4

133

NOTES

MONTHLY GOALS

MONTHLY BUDGET

Mon. Tues. Wed. Thurs. Fri. Sat. Sun.

JUNE

WEEK 1

WEEK 2

WEEK 3

WEEK 4

134

NOTES

MONTHLY GOALS

MONTHLY BUDGET

Mon. Tues. Wed. Thurs. Fri. Sat. Sun.

JULY

WEEK 1

WEEK 2

WEEK 3

WEEK 4

135

NOTES

MONTHLY GOALS

MONTHLY BUDGET

Mon. Tues. Wed. Thurs. Fri. Sat. Sun.

AUGUST

WEEK 1

WEEK 2

WEEK 3

WEEK 4

136

NOTES

MONTHLY GOALS

MONTHLY BUDGET

Mon. Tues. Wed. Thurs. Fri. Sat. Sun.

SEPTEMBER

WEEK 1

WEEK 2

WEEK 3

WEEK 4

137

NOTES

MONTHLY GOALS

MONTHLY BUDGET

Mon. Tues. Wed. Thurs. Fri. Sat. Sun.

OCTOBER

WEEK 1

WEEK 2

WEEK 3

WEEK 4

138

NOTES

MONTHLY GOALS

MONTHLY BUDGET

Mon. Tues. Wed. Thurs. Fri. Sat. Sun.

NOVEMBER

WEEK 1

WEEK 2

WEEK 3

WEEK 4

139

NOTES

MONTHLY GOALS

MONTHLY BUDGET

Mon. Tues. Wed. Thurs. Fri. Sat. Sun.

DECEMBER

WEEK 1

WEEK 2

WEEK 3

WEEK 4

140

NOTES

MONTHLY GOALS

MONTHLY BUDGET

EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

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142

143

144

145

146

147

148

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Section 3 – Systems E&O Insurance…………………………………………………………………….......151 Systems Access .………………………………………………………………….…...152 eFAX………………………..………………………………………………….………. 153

G-Suite……………………….………………………………………………….….......154

Email Signature.…………….………………………………………………..…….......157

Ring Central……………………………..……………………………………..............161

Dotloop …………………..........................………………………………...………….162

GCAR………………………..……………………………………………………….….163

Supra..…………………………………………………………………………….……..165

MAR…………………………………………………………………………………….. 174

NAR…………………………………………………………………………………….. 175

REALTOR.COM….…………………………………………………………………… 176

ZILLOW.COM.………….………………………………………………………………177

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Section 3.0 – Systems

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3.1. Systems

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3.2. eFax www.efax.com/myaccount/login eFax Number

password (case sensitive)

2282333334

Exit#2668

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3.3. G-Suite

Tools

Settings to personalize email

154

What is G Suite? Unlike other free consumer software, though, free G Suite users don’t see ads while using the services. Bonus: Google doesn’t use the information stored in G Suite applications and accounts for advertisement purposes.

The G Suite Products Google offers a wide variety of products for both personal and enterprise use. Most are accessible with a Google account (by tapping the menu in the top right corner), though some need to be installed as Google Chrome extensions to gain full functionality.

Gmail Gmail is the G Suite email software. It was released in 2004 and now has over 1 billion users worldwide. With a G Suite plan, businesses enjoy 30GB of storage space, custom company email addresses (yourname@exitbiloxi.com), unlimited Google Group email addresses, 24/7 phone and email support, and compatible add-ons available through the G Suite Marketplace.

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Drive Google Drive is the G Suite cloud storage platform and was launched in 2012. Drive manages all of your company’s content and supports collaboration across your entire organization. It also allows you to view various file formats so you don’t have to download additional software to your devices. Depending on the G Suite plan, businesses enjoy 30GB, 1TB, or unlimited storage per user and audit and reporting insights for Drive content.

Docs, Sheets, and Slides Google Docs, Google Sheets, and Google Slides are the G Suite word processor, spreadsheet, and presentation programs, respectively. They were added to the platform in 2006. These programs allow real-time collaboration, save changes automatically, and track revision history. Users can insert comments, suggest edits, communicate through a built-in chat, and create templates for future use. With a G Suite plan, businesses enjoy unlimited revision history among other perks.

Forms Google Forms is the G Suite web form and survey tool. Also launched in 2006, Forms shares many of the same features as Docs, Sheets, and Slides, such as automatic saving, real-time collaboration, and template creation. To collect data through Forms, users can personalize surveys or quizzes, send respondents the URL, and review the data (that’s automatically collected in Sheets).

Calendar Google Calendar is the G Suite online calendar. It was launched in 2006 and integrates with Gmail to manage schedules, appointments, meetings, and tasks (via Google Tasks). With a G Suite plan, businesses enjoy smart scheduling (where employees can see open windows of time on coworkers’ calendars), calendars for Google Groups, calendars for meeting rooms and shared resources, public calendars so customers can view company events, and easy migration from external calendars (e.g. iCal, Outlook, or Exchange). 156

Google+ Google+ is the G Suite social network. It was launched in 2011, and as of October 2018, Google is planning to sunset Google+ for consumers in April 2019. But, with a G Suite plan, businesses can still enjoy the service as well as restricted communities and enhanced privacy controls.

Sites Google Sites is the G Suite website builder. It was added to the platform in 2008 and allows

users to create websites with little to no coding knowledge or design skills. Landing page and project websites can be created using pre-made templates and published internally or publicly.

Hangouts Google Hangouts is the G Suite communication and messaging tool. Originally launched in 2006 as Google Talk, Hangouts supports text, voice and video conversations (for up to 25 participants) and can be used between desktop and mobile devices. It’s also a common alternative to Slack. With a G Suite plan, businesses enjoy a seamless integration with Calendar, screen sharing for participants, auto focus and intelligent muting features, public livestreams automatically saved in YouTube, and custom administrative controls.

Keep Google Keep is the G Suite note-taking tool. The newest addition to the G Suite platform, Keep can be used to create, organize, and share memos, lists, images and voice notes across multiple devices. It’s available as a Chrome download and mobile application. With a G Suite plan, businesses enjoy a seamless integration with Google Docs among other perks.

157

158

3.3. G-Suite Click and hold your mouse key and highlight picture. PC – Click together Apple – Click together

PC – Click together Apple – Click together Scroll down and hit “Save” at the bottom

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3.3. G-Suite

Email Signature Set-up How to add an email signature into G Suite or Gmail emails

1.Login to your G Suite email account 2.Click the cog “gear” at the top right 3.Click “Settings” in the list which drops down 4.Under the “General” tab (which is usually open by default) scroll down until you see the “Signature” settings 5.Enter your signature here, and ensure “add a signature” is selected 6.Scroll down and hit “Save” at the bottom 7.Open the compose email page and see your signature in action!

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3.4. Ring Central 911 service is not supported by app

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3.5. Dotloop

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3.6. GCAR

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GULF COAST ASSN. OF REALTORS®, INC. DUES SCHEDULE According to NAR rules - Dues are not prorated for returning agents in a board the previous year NAR

NAR AF

MAR

MAR PF

REALTOR

MAR IMF

GCAR

GCAR APP Fee

TOTAL

RPAC - $25 or $99 depending on Member Type and will be added to Total

January

$120.00

$35.00

$161.00

$25.00

$12.50

$91.00

$20.00

February

$110.00

$35.00

$148.00

$25.00

$12.50

$83.42

$20.00

March

$100.00

$35.00

$134.00

$25.00

$12.50

$75.83

$20.00

April

$90.00

$35.00

$121.00

$25.00

$12.50

$68.26

$20.00

$402.33 PRIMARY AFF - RPAC $99 $371.76 LOCAL AFF - RPAC $25

May

$80.00

$35.00

$107.00

$25.00

$12.50

$60.68

$20.00

$340.18 $309.60 DEBIT/CREDIT $279.02 CARD only for REALTOR dues. $247.44 Payments accepted $216.86 through Dashboard only.

June

$70.00

$35.00

$94.00

$25.00

$12.50

$53.10

$20.00

July

$60.00

$35.00

$81.00

$25.00

$12.50

$45.52

$20.00

August

$50.00

$35.00

$67.00

$25.00

$12.50

$37.94

$20.00

September

$40.00

$35.00

$54.00

$25.00

$12.50

$30.36

$20.00

October

$30.00

$35.00

$40.00

$25.00

$12.50

$22.78

$20.00

November

$20.00

$35.00

$27.00

$25.00

$12.50

$15.20

$20.00

December

$10.00

$35.00

$13.00

$25.00

$12.50

$7.62

$20.00

Non-Member

NAR

NAR AF

MAR

MAR PF

MAR IMF

GCAR

$464.50 DR AND NRDR - RPAC $99 $433.92 R & NR - RPAC $25

$185.28 GCAR APP FEE applies to $154.70 all new members and

members returning after 60

$123.12 days TOTAL NON

MEMBER

Processing Fee

January

$120.00

$0.00

$161.00

$25.00

$12.50

$91.00

$20.00

February

$120.00

$0.00

$161.00

$25.00

$12.50

$91.00

$20.00

March

$120.00

$0.00

$161.00

$25.00

$12.50

$91.00

$20.00

April

$120.00

$0.00

$161.00

$25.00

$12.50

$91.00

$20.00

Agents who send in fees without application will pay $429.50 higher fee according to NAR $429.50 rules for Non-Members. NAR Assessment Fee does not apply $429.50 to non-members

May

$120.00

$0.00

$161.00

$25.00

$12.50

$91.00

$20.00

$429.50

June

$120.00

$0.00

$161.00

$25.00

$12.50

$91.00

$20.00

$429.50 Please note: Agents who

July

$120.00

$0.00

$161.00

$25.00

$12.50

$91.00

$20.00

$429.50

August

$120.00

$0.00

$161.00

$25.00

$12.50

$91.00

$20.00

$429.50

September

$120.00

$0.00

$161.00

$25.00

$12.50

$91.00

$20.00

$429.50

October

$120.00

$0.00

$161.00

$25.00

$12.50

$91.00

$20.00

$429.50

November

$120.00

$0.00

$161.00

$25.00

$12.50

$91.00

$20.00

$429.50

December

$120.00

$0.00

$161.00

$25.00

$12.50

$91.00

$20.00

$429.50

AFFILIATE

MAR

MAR PF

MAR IMF

GCAR

GCAR APP FEE

TOTAL

do not turn in an application with their payment will be paid NonMembers and the NATIONAL Fee will not be prorated but will remain $120.00. They also have no benefits.

NOTES MAR P/F

January

$161.00

$0.00

$12.50

$185.00

$20.00

$378.50 $25 MAR Processing Fee only

February

$148.00

$0.00

$12.50

$171.25

$20.00

$351.75

March

$134.00

$0.00

$12.50

$157.50

$20.00

$324.00

April

$121.00

$0.00

$12.50

$143.75

$20.00

$297.25

May

$107.00

$0.00

$12.50

$130.00

$20.00

$269.50

June

$94.00

$0.00

$12.50

$116.25

$20.00

$242.75

July

$81.00

$0.00

$12.50

$102.50

$20.00

$216.00

August

$67.00

$0.00

$12.50

$88.75

$20.00

$188.25

September

$54.00

$0.00

$12.50

$75.00

$20.00

$161.50

October

$40.00

$0.00

$12.50

$61.25

$20.00

$133.75

November

$27.00

$0.00

$12.50

$47.50

$20.00

$107.00

December

$13.00

$0.00

$12.50

$33.75

$20.00

$79.25

applies to new Realtor members or members reinstating after 30days of dropping. (Not Affiliates)

164

165

lllttef T•tftHIOIIIS

�upra

Supra keyboxes have a large key container that can hold several listing keys or gate cards. To prevent possible sticking of the key container, verify all items are positioned well inside the key container before closing. Do not place any keys, cards, or other items on the back of the

Key Container

The iBox BT LE and iBox BT keyboxes use Bluetooth® or infrared technology to communicate with Supra keys. When interacting with the keyboxes, the distance between the key and keybox should be less than three (3) feet when using Bluetooth, or less than one (1 )foot when using infra.red. Direct sunlight can interfere with infrared communication, so you may need to shade the area between the keybox and key.

The iBox BT LE and iBox BT keyboxes can be accessed using Supra eKEY®, XpressKEY™ , ActiveKEY®, or DisplayKEY electronic keys. For information on operation refer to the user instructions provided with the key or go to the Customer Support page on www.supraekey.com.

Supra® iBox BT LE and iBox BT are electronic keyboxes that are placed on listings and hold the listing's keys.

Introduction

User Guide

To close the key container, turn it so the compartment holding the keys is facing you. Insert the key container into the bottom of the keybox and push up on the key container until it clicks and latches.

key container. If you are a listing agent, always make sure you have a spare set of keys before closing the key container.

Figure 1. Supra iBox BT LE

Supra® Bluetooth ® iBox Keyboxes

166

In extremely cold weather conditions, place the keybox where it can be protected from precipitation.

In extremely hot climates, place the keybox in the shade to prevent it from becoming too hot, which may reduce battery life.

The iBox BT LE and iBox BT keyboxes are designed to operate in temperatures ranging from -40°F to 185°F.

Always hang the keybox in a vertical position and place it where moisture from rain or snow cannot run into the key container. Avoid hanging the keybox where sprinklers or faucets will spray the key container.

Keybox Care

When removing the keybox shackle, your key will display the current keybox battery level. The battery level is also sent to the Supra data center and can be viewed on SupraWEB.

You do not need to replace the battery in the iBox BT LE or iBox BT because it uses a long-life lithium battery. No maintenance is required and the battery is designed to last the life of the product — a minimum of six (6) years.

Battery

on the top of the shackle, then pull up on the shackle to completely remove it. To replace the shackle, line up the shackle with the keybox and push down until it clicks into place.

The shackle removes easily in one step. After performing the release

Shackle

P/N 10103303P1 Rev D

This apparatus fully complies with ACMA requirements and is C-Tick marked.

Australia / New Zealand

This Class B digital apparatus conforms to the requirements of the following EU directives: 1. R&TTE Directive (1999/5/EC) 2. WEEE Directive (2002/96/EC).

European Union (CE)

Cet équipement est conforme à la (aux) norme(s) canadienne(s) d’exemption de licence RSS Industry Canada. Son opération est sujette aux deux conditions suivantes: (1) cet équipement ne provoquera aucune interférence et (2) cet équipement doit tolérer toute interférence pouvant provoquer une opération indésirable de l’équipement.

This Class B digital apparatus complies with Canadian ICES-003. Cet appareil numérique de la classe B est conforme à la norme NMB-003 du Canada. This device complies with Industry Canada license-exempt RSS standard(s). Operation is subject to the following two conditions: (1) this device may not cause interference, and (2) this device must accept any interference, including interference that may cause undesired operation of the device.

Canada (IC)

approved by the party responsible for compliance could void the user’s authority to operate the equipment.

This device complies with part 15 of the FCC rules. Operation is subject to the following conditions: 1. This device may not cause harmful interference. 2. This device must accept any interference received, including interference

United States (FCC)

Regulatory Compliance

Supra is a registered trademark of United Technologies Corporation. Other brand and product names are or may be the trademarks of, and are used to identify products or services of, their respective owners.

Supra eKEY® QuickStart

For the latest information, visit us at www.supraekey.com and select the Customer Support tab. For more information on compatible phones and tablets, select the Compatible eKEY Devices List button on the www.supraekey.com home page.

AndroidTM OS

Apple® iOS

BlackBerry® OS

Install eKEY Application

Internet access and a data plan are required to use the Supra eKEY software. For information on compatible phones and tablets, select the Compatible eKEY Devices List button on the www.supraekey.com home page. 1. On the AndroidTM device, select the MarketTM, Google PlayTM, or Play StoreTM icon. 2. Select Search and search for eKEY. 3. Select the Supra eKEY application. 4. Select INSTALL and OK.

Internet access and a data plan are required to use the Supra eKEY software. For information on compatible Apple devices, select the Compatible eKEY Devices List button on the www.supraekey.com home page. 1. On the Apple® device, select the App Store icon. 2. Select Search and search for eKEY. 3. Select the Supra eKEY application. 4. Select the FREE button and then select INSTALL.

Internet access and a data plan are required to use the Supra eKEY software. For information on compatible phones and tablets, select the Compatible eKEY Devices List. 1. On the BlackBerry® device, select the BlackBerry App WorldTM. 2. Search and install the eKEY application. 3. press the Menu button and then Save.

The eKEY icon shows up in the list of applications.

Authorize eKEY Application Obtain a 30-digit authorization code from your organization. 1. Select the eKEY icon to open the application. 2. Select Activate eKEY. 3. Enter the 30-digit authorization code and select Authorize. The device will automatically authorize and update the eKEY application.

Update eKEY Application Update the eKEY software to allow the Android device to access the iBox BT LE, iBox BT, or iBox. The app will automatically update unless the device was turned off, out of coverage, or the Automatic Update setting was not checked. The next time the eKEY application is opened it will attempt to update. An updated eKEY application and the 4-digit PIN code are required to open the key container or remove the shackle.

Manual Update Prior to use, open the eKEY application to automatically update. 1. Verify cell coverage is active. 2. Open the eKEY application. If the eKEY permission is expired and the device is not in active cell coverage, call to obtain an emergency update code. The number of sequential update codes is limited before a wireless update must be performed. Obtain an update code from KIMvoice: 1. Call KIM Voice at 1-888-968-4032. 2. Enter the eKEY serial number and PIN code, followed by the # sign. 3. Press 1 for an update code. Enter the update code: 1. Open the eKEY app. 2. Select the Menu button on the phone or tablet. 3. Select Emergency Update. 4. Enter the update code. 5. Press the Update Key button.

Supra eKEY Fob The eKEY fob allows the eKEY application on the Android device to communicate with an iBox BT LE, iBox BT, or iBox using infrared. A fob is not required for the iBox BT or iBox BT LE which uses Bluetooth® to communicate. Some devices may need to be paired. Pair the Fob: 1. Read and follow the manufacturer’s instructions for the phone or tablet on How to pair devices. 2. Select the fob name to pair (example: SUPRA-K8BS). Tip: On some Androids, tap on the Bluetooth icon and drag to accept the pairing. Enter the 0000 passcode.

Obtain Key 1. 2. 3. 4.

Open the eKEY app. Select the Obtain Key icon. Enter the 4-digit PIN code. For Bluetooth, press up on the bottom of the iBox BT or iBox BT LE to turn it on. For infrared, turn on the eKEY fob and point it at the lens on the iBox. Upon success, press up on the bottom of the keybox to release the key container.

Open Shackle 1. 2. 3. 4. 5. 6. 7.

Open the eKEY app. Select the Open Shackle icon. Enter the 4-digit shackle code. Uncheck the Add to Inventory box, if desired. Select a Reason for shackle release. Select Begin. For Bluetooth, press up on the bottom of the iBox BT or iBox BT LE to turn it on. For infrared, turn on the eKEY fob and point it at the lens on the iBox. Upon success, support the bottom of the keybox and press down on the top of the shackle to release.

Note: An iBox shackle will release automatically.

Authorize eKEY Application Obtain a 30-digit authorization code from your organization. 1. Select the eKEY icon to open the application. 2. Press Activate eKEY. 3. Enter the 30-digit authorization code and select Authorize. The device will automatically authorize and update the eKEY application.

Update eKEY Application Update the eKEY software to allow the Apple device to access the iBox BT LE, iBox BT, or iBox. Open the eKEY application to perform an update. If the device was turned off or out of coverage, the next time the eKEY application is opened it will attempt to update. An updated eKEY application and the 4-digit PIN code are required to open the key container or remove the shackle.

Manual Update Prior to use, open the eKEY application to automatically update. 1. Verify cell coverage is active. 2. Open the eKEY application. If the eKEY permission is expired and the device is not in active cell coverage, call to obtain an emergency update code. The number of sequential update codes is limited before a wireless update must be performed. Obtain an update code from KIMvoice: 1. Call KIM at Voice 1-888-968-4032. 2. Enter the eKEY serial number and PIN code, followed by the # sign. 3. Press 1 for an update code. Enter the update code: 1. Open the eKEY app. 2. Press Update. 3. Select Emergency Update. 4. Enter the update code and press the Update Key button.

Supra eKEY Fob The eKEY fob allows the eKEY application on the Apple device to communicate with an iBox BT LE, iBox BT, or iBox using infrared. Some devices may need to be paired. Tip: the fob. Ignore the request to download. Pair the Fob: 1. Read and follow the manufacturer’s instructions for the Apple device on How to pair devices. 2. Select the fob name to pair (example: SUPRA-K8BS). Note: An eKEY Fob is not required for some newer Apple devices which use Bluetooth® to communicate (iBox BT LE only).

Obtain Key 1. 2. 3.

Open the eKEY app. Press Obtain Key and enter the PIN code. For Bluetooth®, press up on the bottom of the iBox BT or iBox BT LE to turn it on. For infrared, turn on the eKEY fob and point it at the infrared lens on the keybox. Upon success, press up on the bottom of the keybox to release the key container.

Open Shackle 1. 2. 3. 4. 5. 6.

Open the eKEY app. Select the Open Shackle icon. Enter the 4-digit shackle code. Select a Reason for shackle release and press Save. Toggle the Add to Inventory button to Off, if desired. For Bluetooth®, press up on the bottom of the iBox BT or iBox BT LE to turn it on. For infrared, turn on the eKEY fob and point it at the infrared lens on the keybox. Upon success, support the bottom of the keybox and press down on the top of the shackle to release.

Note: An iBox shackle will release automatically.

Important: BlackBerrys with an operating system earlier than OS 4.5 navigate to www.ekeymobile.com to install the eKEY app.

Update eKEY Application Update the eKEY software to allow the BlackBerry device to access the iBox BT LE, iBox BT, or iBox. The app will automatically update unless the device was turned off, out of coverage, or the Automatic Update setting was not checked. The next time the eKEY application is opened it will attempt to update. An updated eKEY application and the 4-digit PIN code are required to open the key container or remove the shackle.

Manual Update Prior to use, open the eKEY application to automatically update. 1. Verify cell coverage is active. 2. Open the eKEY application. 3. Select the BlackBerry Menu. 4. Select Update Key and press the trackpad. If the eKEY permission is expired and the device is not in active cell coverage, call to obtain an emergency update code. The number of sequential update codes is limited before a wireless update must be performed. Obtain an update code from KIMvoice: 1. Call KIM Voice at 1-888-968-4032. 2. Enter the eKEY serial number and PIN code, followed by

the # sign. 3. Press 1 for an update code. Enter the update code: 1. Open the eKEY app. 2. Select BlackBerry Menu button. 3. Select the Emergency Update. 4. Enter the update code and press the trackpad.

Supra eKEY Fob The eKEY fob allows the eKEY application on the BlackBerry device to communicate with an iBox BT LE, iBox BT, or iBox using infrared. A fob is not required for the iBox BT or iBox BT LE which uses Bluetooth® to communicate. Some devices may need to be paired. Pair the Fob: 1. Read and follow the manufacturer’s instructions for the BlackBerry phone or tablet on How to pair devices. 2. Select the fob name to pair (example: SUPRA-K8BS).

Obtain Key 1. 2. 3. 4. 5.

Open the eKEY app. Select the Obtain Key icon from the main eKEY screen. Enter the 4-digit PIN code. Press the trackpad. For Bluetooth, press up on the bottom of the iBox BT or iBox BT LE to turn it on. For infrared, turn on the eKEY fob and point it at the lens on the iBox. Upon success, press up on the bottom of the bottom of the keybox to release the key container.

Open Shackle 1. 2. 3. 4. 5. 6. 7.

Open the eKEY app. Select the Open Shackle icon. Enter the 4-digit shackle code. Uncheck the Add to Inventory box, if desired. Select a Reason for shackle release and select Save. Select Begin on the eKEY app. For Bluetooth, press up on the bottom of the iBox BT or iBox BT LE to turn it on. For infrared, turn on the eKEY fob and point it at the lens on the iBox. Upon success, support the bottom of the keybox and press down on the top of the shackle to release.

Note: An iBox shackle will release automatically.

Delete Bluetooth Pairing After performing an Obtain Key or Open Shackle delete the keybox pairing. 1. Select Bluetooth List. 2. Select the SUPRA KEYBOX from the list of paired devices. 3. Select Delete Device and then select Delete. 167 4. Press the Escape key and Done.

Showing Activity Setup As a listing agent, there are several ways to see who has shown your listings. To view this showing information, the iBox BT LE, iBox BT, or iBox placed on your listings must be in your keybox inventory. Manage the keybox inventory on the eKEY app or at the Supra website, and any changes will be synchronized the next time the eKEY app updates.

Once the keyboxes are in your keybox inventory, showing messages automatically display in the eKEY software whenever a keybox in the inventory is opened.

Manage Keybox Inventory on a Smartphone or Tablet View keybox inventory by selecting the Inventory icon on the main eKEY screen. A list of keyboxes is displayed. Select a keybox from the list to view detailed information. Add or delete keyboxes, view and change their settings, or assign a listing ID to them in using the eKEY app software under the Inventory icon. Add a keybox by selecting the Add Keybox icon or by releasing the shackle on the iBox. To delete a keybox from the inventory, select the Inventory icon, highlight the keybox to delete, and select Delete. Keep reports accurate by making sure the listing ID is current when you place a keybox on a listing or remove it from a listing. To assign the listing ID to an iBox using a phone or tablet, select the Inventory icon, highlight the keybox to edit, and select Edit. Change the listing ID and select Program. Enter the shackle code of the keybox and select Begin. Depending on the phone and keybox type, you may need to point the infrared lens on the eKEY fob at the infrared lens on the iBox to change the settings in the keybox.

Managing your Keybox Inventory at SupraWEB 1. 2. 3.

Go to www.supraekey.com and login to SupraWEB with your SSO and password. From SupraWEB, select LISTINGS and then select Keyboxes to view a list of keyboxes in inventory. To add an iBox BT LE, iBox BT, or iBox select the Add Keybox link and enter the keybox serial number, shackle code, and the MLS number where the keybox is located. To assign a listing to a keybox already in inventory, select the Assign Listing dropdown, choose the keybox and enter the MLS number where it is located.

Viewing Showing Reports at SupraWEB When logged into SupraWEB, the Showings Dashboard displays the showing activity at your listings. To create a report to be printed or emailed, select REPORTS and then the type of report.

Instant Showing Email Have the system send you a real-time email when someone opens one of your keyboxes or sends showing feedback. On SupraWEB select SETTINGS and then General Email to set up this feature. Enter your email address and check each type of notice you want to receive.

Showing Activity Setup & eKEY QuickStart Guide Need help? Call for support 7 days a week 1-877-699-6787

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CBS CODES: CHANGING YOUR KEYBOX'S CBS CODE

Each keybox comes with a randomly generated CBS code. You can change your codes within the Supra E-Key App. The keybox must be in "My Keyboxes" and you must have the shackle code and be near the box to make this change.

First, select the keybox serial number under My Keyboxes, To change the CBS code, tap on the number with your finger. This will place the cursor behind the number. You can edit this number to be any 7 digits you'd like. (We ask that you do not use codes like 1234567, as this makes the keybox access less secure. Do not put CBS codes in listing notes in MLS)

Once you have made the change, select program at the bottom of the screen. You will be prompted to enter the keybox shackle code. Be sure to push up on the bottom of the lockbox to activate the bluetooth and make the red light flash on the front of the box.

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CBS CODES: INPUTING CBS CODE TO OPEN A KEYBOX

Supra E-Key holders with affiliate status (Pest Control Specialists or Home Inspectors) must now have an individual CBS code in addition to their pin number to access Supra keyboxes. CBS Codes are issued by the listing agent. This is what your Supra E-Key will look like when prompted for a CBS code.

Step 1: Select Obtain Key. Be sure the bluetooth on your smartphone is turned on and the bluetooth on the keybox is activated by pushing up on the bottom of the box.

Step 2: Enter in your pin code for your E-Key and the CBS code for the keybox you are opening. You will have to call the listing agent to obtain the CBS code. Your keybox will open as usual once entered.

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CBS CODES:

HOW TO ISSUE CALL BEFORE SHOWING CODES TO AFFILIATE MEMBERS (PEST CONTROL AND HOME INSPECTORS) Supra E-Key holders with affiliate status (Pest Control Specialists or Home Inspectors) must now have an individual CBS code addition in to their pin number to access Supra keyboxes. You can find this code to give to affiliates quickly in your app.

Step 1: Click on "My Keyboxes" in the top left corner. Step 2: Select the serial number of the keybox you need

Step 3: Select Program Keybox. Note: It will

the CBS code for in the list.

be easiest to identify keyboxes if you have them assigned to your listings.

Step 4: View CBS Code located near the bottom of the page.

**Please note: Do not select "require CBS code" as this will require all REALTORS® opening this keybox to call for a CBS code. Affiliate members are automatically prompted to enter the code without you selecting require. Do NOT put CBS codes in listing notes in the MLS.

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SUPRA LOCATION SETTINGS: LOCATION SETTINGS FOR THE SUPRA EKEY APP SHOULD BE SET TO ALWAYS. THIS ALLOWS INFORMATION TO BE TRANSMITTED TO LOCKBOX OWNERS AS QUICKLY AS POSSIBLE.

When downloading and authorizing the Supra eKey App, you will be asked to grant permission for location services. Please be sure to select the "Always" option. This allows the app to access GPS and create a connection between your phone and a lockbox. This is how Supra is able to generate accurate showing reports and notifications for REALTORS® accessing the key and the lockbox owner. If you do not select "Always" it can create delays in ending a showing and the lockbox owners receiving notification of who accessed the lockbox and when. Note: If you forget to end a showing, you will get a notification from Supra prompting you to “end showing”. Please be sure to not ignore these notifications and end all showings. Ignoring these notifications could also create a delay in notifications sent to the lockbox owner.

Additionally, to help the process move more quickly, once you have ended a showing you could also update your eKey app. This will allow notifications to be sent immediately to the lockbox owner, instead of overnight. To manually update your app, click on the update button on the lower menu bar inside the Supra eKey app (looking left to right, it is the 3rd button) Accurate reports and notifications are important for the listing agent to be able to provide prompt and accurate information to the seller.

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HOW TO UPDATE SUPRA LOCATION SETTINGS: LOCATION SETTINGS FOR THE SUPRA EKEY APP SHOULD BE SET TO ALWAYS. THIS ALLOWS INFORMATION TO BE TRANSMITTED TO LOCKBOX OWNERS AS QUICKLY AS POSSIBLE. TURN LOCATION SERVICE ON: ANDROID OS: 1. Tap on the Settings app (or pull down the notification area at the top of the phone screen and tap on the gear icon at the top right). 2. Tap on Security & Location OR Biometrics & Security (if the user just sees Location, skip to step 3). 3. Tap on Location (if they do not see Location yet, tap on Advanced first). 4. Turn "Location" on. 5. If presented with the Location consent screen, tap Agree. 6. If presented with Google Location consent, tap Agree.

NOTE: In the Settings app, you can tap at the top right and type in what you are searching for. ANDROID OS: Using Search in Settings If the above doesn't help, in the Settings app: 1. Tap on the magnifying glass (Search icon) toward the top. 2. In the search box that pops up at the top, enter "location". 3.Tap on the first item that comes up in the results. 4. That will put you on the Location screen. At the top right, switch it on.

TURN LOCATION SERVICE ON: iOS (APPLE: iPhone): 1. Go to the Settings app. 2. Tap on Privacy. 3. Tap on Location Service. 4. Scroll down and find eKEY. 5. Make sure that "Always" is selected to allow eKEY to use Location Services while it is in use (but not running in the background).

Allow Google Maps to Use Location Services If nothing else works: 1. Open Google Maps. 2. If asked to allow Google Maps to use location services, select Allow. 173

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3.7. MAR

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3.8. NAR

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3.9. REALTOR.COM

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3.10. ZILLOW.COM

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3.11. ZILLOW.COM

https://www.zillow.com/agent-resources/agent-toolkit/ 178

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Section 4 – Database

Choose Your Database System………………………………………………….….... 181

EXIT Promo Shop………………………..……………………………………….......... 182

EXIT Promo Shop - Market Leader…….……………………………………….......... 183

EXIT Promo Shop 2.0 Training Links………………………………………..….......... 184

The Importance of Database Maintenance………………………….….…............... 185

Create a Drip Campaign…..…………………………………………………….……... 187

EXIT Attraction Agent……………………………………………………………..…...... 190 EXIT Prospect Form...………………………………………………………………..…. 210 EXIT DAR............……………………………………………………………………..…. 211 EXIT Ad Center……………………………………………………………………..…. 185

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4.1. Choose Your Database System Your database is literally the lifeline for your business. Without leads, prospects and clients, you have no business. Decide which database system you want to use to manage and market to your contact database. EXIT recommends EXIT Promo Shop (EPS), a complete marketing suite designed to market yourself and your listings. EXIT Promo Shop offers: • MLS integration to auto-populate listing information onto your marketing pieces • Video-enabled, mobile-responsive emails for improved readability and deliverability • Showcase properties on email footers and marketing landing pages • Email Quick Text to save and insert frequently used email snippets • Marketing automation features to stay top-of-mind • New HTML email designs that look great on mobile devices • EXITized drip campaigns after which the contact can be auto-added to your monthly e-newsletter list • Annual subscription payable at $24.95 US/month

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EXIT

2.O

AUTOMATE YOUR MARKETING

TARGET THE RIGHT PEOPLE

EXIT-branded, pre-built and customizable automated marketing campaigns allow you to stay top-of-mind with your sphere while spending more time with clients, including a monthly newsletter campaign that never expires!

Segmenting your sphere allows you to get the right message to the right people — and easily save targeted lists for future use.

CONVERT MORE LEADS More effective than email alone, convert leads and generate referrals with unique multi-channel campaigns including: email, direct mail, and phone call reminders.

• • • • • • • •

ELEVATE YOUR BRAND Distinguish yourself as a local expert with an entire library of professionally designed marketing pieces, including EXIT-customized templates and campaigns, to promote yourself and your listings.

MLS integration* to auto-populate listing information onto your marketing pieces Video-enabled, mobile-responsive emails for improved readability and deliverability Showcase properties on email footers and marketing landing pages Email Quick Text to save and insert frequently used email snippets Marketing automation features to stay top-of-mind New HTML email designs that look great on mobile devices EXITized drip campaigns after which the contact can be auto-added to your monthly e-newsletter list Annual subscription payable at $25.95 US/month

Visit the EXIT Resource Center to start your 1-MONTH

FREE TRIAL!

*where available

EXIT Promo Shop’s complete suite of tools helps associates manage three critical areas of their business: generating new leads, engaging with existing clients, and marketing listings. The program’s ease of use means less time spent creating from scratch, resulting in more time spent engaging with clients to convert more business.

ANNETTE ANTHONY Vice President Technology Engagement EXIT Realty Corp. International 182 Powered by Market Leader

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4.2. CRM - Client Relationship Management

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EXIT Promo Shop 2.0 Training Series: Getting Started https://be.exitrealty.com/EXITizeMe/VideoDetail/970

EXIT Promo Shop 2.0 Training Series: Account Profile https://be.exitrealty.com/EXITizeMe/VideoDetail/971

EXIT Promo Shop 2.0 Training Series: Managing Contacts https://be.exitrealty.com/EXITizeMe/VideoDetail/972

EXIT Promo Shop 2.0 Training Series: Importing Contacts https://be.exitrealty.com/EXITizeMe/VideoDetail/973

EXIT Promo Shop 2.0 Training Series: Property Marketing https://be.exitrealty.com/EXITizeMe/VideoDetail/974 EXIT Promo Shop 2.0 Training Series: Campaigns https://be.exitrealty.com/EXITizeMe/VideoDetail/975 EXIT Promo Shop 2.0 Training Series: Monthly Newsletter https://be.exitrealty.com/EXITizeMe/VideoDetail/976

EXIT Promo Shop 2.0 Training Series: Monthly Newsletter - Advanced https://be.exitrealty.com/EXITizeMe/VideoDetail/977

EXIT Promo Shop 2.0 Training Series: Marketing Material - Email https://be.exitrealty.com/EXITizeMe/VideoDetail/978

EXIT Promo Shop 2.0 Training Series: Marketing Material - Print https://be.exitrealty.com/EXITizeMe/VideoDetail/979

EXIT Promo Shop 2.0 Training Series: Prospecting https://be.exitrealty.com/EXITizeMe/VideoDetail/980

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4.3. The Importance of Database Maintenance Once you have decided on a database system, it’s time to carefully and methodically move your contacts from your current various systems – online contacts, mobile phone contacts, business cards – into one, manageable system. If you are currently using a system and plan to stay with it, now is the time to clean up your existing database. Using a system like EPS, which combines a contact manager with a marketing platform, allows you to do the work all in one place. Commit to adding/updating however many contacts you need to in order to complete this work within a week. As you work through your contacts, reach out to each of them individually and let them know you are a real estate agent, or that you’ve recently moved to EXIT Realty. There is a branded drip campaign in EPS alerting existing contacts that you’ve moved to EXIT Realty. Make sure to include in your communication what sets you apart from your competition. Ask them to keep you in mind for their sphere of influence as well. This initial connection begins what will be an ongoing conversation with them whether it be in print, person, via social media, or over the phone. You will always be adding to this database. Make sure to connect with prospects whenever the opportunity presents itself. Do you belong to an association? Do you visit the same auto shop or restaurant regularly? Whenever you come into contact with people, they are potential prospects. Make sure they know you are a real estate agent. Provide them with your business card or Mobile Business Card and get one in return. Any contact information goes into your database. Reach out to your contacts on social media in order to gain maximum exposure and build relationships. Maintaining an active pipeline is crucial to your success. There should be a balance of connecting with existing database contacts and always adding new contacts.

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4.3. The Importance of Database Maintenance

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4.4. Create a Drip Campaign Once you have made the initial connection with your contacts, set up a system for regular “touches”. Whether you do so manually or through automation, make sure you are reaching out to your contacts on a regular basis. EXIT Promo Shop (EPS) contains pre-built drip campaigns that do the work for you. Branded campaigns for prospecting and retention provide beautifully designed marketing pieces. Some campaigns are multi-channel, including emails and activities, while others are email only. Looking for a crash course in all things EXIT Promo Shop related? Check out these short training videos by

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It’s not who you know

it’s who knows you!

Will you the real estate agent you want to be? Why do some real estate agents do really well, while others struggle? What is the secret that agents writing over $750,000 in gross commission income know, that those earning less have not learned? How is it that some agents have vendors knocking down their door to give them listings, while others have to ight hard to win the right to every sale? If you look at the success of key agents and wonder how they do it, then this guide is for you. I’ve interviewed hundreds of real estate agents over the past two years and I’ve noticed something. The good ones don’t cold call. That seems odd doesn’t it? We’ve all been taught that cold calling is an essential in selling real estate. But in my experience, those agents who write over $750,000 in GCI each year use something much smarter. Their businesses do not follow the typical real estate model of shoe leather, cold calling and transactions. Instead, they use a secret that works much better. It’s called the Attraction Business Model.

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The Attraction Business When you are an Attraction Agent, vendors already know about you even if you have never met. When you are an Attraction Agent, vendors have already put you on their shopping list before they list their home. When you are an Attraction Agent, vendors have already decided they will get you in to present to them before you even know they are thinking of selling their home. How do these agents do it? hey do it by making the shift from being an average Joe Transactional Agent to T becoming a Marketing Expert – both for the properties they sell, and for themselves as a personal brand. he key strategy behind their Attraction Business Model is the incredible ability of these T agents to put forward the marketing proposition to a vendor. hese are the agents who clearly understand that the right marketing mix will drive T significantly more buyers to a vendor’s property hese are the agents who clearly understand that the right advertising and promotional T mix shows the marketplace they operate in that they are world class at marketing the homes they sell. These are the agents who use better copywriting, larger print advertisements and better placed online inventory. These are the agents who know the value of excellent photography y understanding the power of a quality marketing mix, something strange then happens B to these agents. They become an attraction business. This means they start attracting other vendors who want to be well marketed as well. But that’s not the best bit. When vendors are attracted to you for your marketing, they’ve already made a few subconscious decisions. When vendors are attracted to you for your marketing, they are already open to the idea that “it’s going to cost me more to go with this agent”.

Hiring a cheap agent to sell a home is like hiring an overweight personal trainer to get fit” And here’s the clincher. They are not going to mind that it is going to cost them more. These are the vendors who have decided they do not want to give their biggest asset to the second best agent.

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Attraction Business

Knocking on doors interrupting strangers who don’t want to speak to you is not the most effective thing an agent can do to get more listings”

Attraction agent business model Stage

GCI

Focus

1,000,000

Attraction + Leverage

Elite Brand Agent

750,000

Attraction

Brand Agent

500,000

Marketing

Superstar

350,000

Up skill

Advance

200,000

Fine Tune

Year 1

150,000

Learn

Beginner

120,000

Start

7 Figure Agent

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You are your brand. You’d better believe it! ne of the extremely powerful things Attraction Agents believe in that Transactional Agents O usually do not, is the power of their brand. Attraction Agents have a huge amount of belief in the power of their brand. Why wouldn’t they? Every day they see the evidence of the power of their brand and the investment it returns to their business with repeat clients, high levels of trust, stress free selling and great prices achieved for vendors. Transactional Agents however frequently make the mistake of thinking spending time, money and energy on brand is a waste. They too reap the return of this thinking with fewer sales, worrying about where the next listing will come from, and how they will find the time to chase it down. Everything you do every day either builds or destroys your brand equity. Attraction Agents understand that they are the CEO of their own brand and invest in it. Your brand is what they are saying about you in the lounge rooms, cafes, schools and community events – even when you are not there!

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Brand = Reputation + Reach Being a great agent is an impeccable aim. Reputation is critical. In real estate TRUST is the commodity we sell. Lose a sale, lose a client, but never lose your reputation. However, there are thousands of agents in Mississippi that have exceptional character that no one really knows about. Vendors don’t know they can trust them because they just don’t know anything about them. That is because they have no reach.

Reputation

By having world class marketing skills, you accelerate your reach and your ability to become an Attraction Agent.

Your brand

Reach

Your brand and trust Word of mouth marketing is the most effective, cost efficient and profitable business you get. Like signboards, word of mouth works 24/7. The business generated from this source comes at a high trust level. And high trust means better fees and a business that is easier and less stressful to run. When people trust you, you can make the occasional slip up and you will be forgiven. But when there is no trust in the relationship, people scrutinise everything you say.

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Attraction Agents are all around the country. Without fail, each of these agents has extremely high trust levels with their clients. And without fail, each of these agents has taken responsibility for managing and investing in their own personal brand. Here are some winning ways to build trust in your brand.

When presenting your business: Make sure your “online” marketing and “offline” marketing are “in line” – a consistent standard of excellence should be demonstrated across your business and you need to understand in detail the power of each medium you recommend. Use quality photography that shows the homes you are selling and your own business in the best light. Understand the power of larger print advertisements and dominate print in your area. Pay attention to the details – in the copywriting talking about your homes, in how those homes are presented, in how your business is presented.

When presenting yourself: Ensure your appearance, voice and behaviour signify professionalism, quality and trust; Make sure your car is spotless; Use hand-written thank you notes; Always be prepared.

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3 key elements of attraction agent branding Social media/blog Active local presence

Print pictorial advertising

Large online inventory on first page of search results

Social media tips for the Attraction Agent Social media is not a lead generator for real estate agents but rather a media that allows you to have an ongoing conversation with people who know you. Below are the best ideas and strategies to use this platform. Be human and real. Share messages as though you are having a cafe conversation. People can detect integrity and respond to it. Unless you’re going to say something useful or interesting – don’t bother saying it at all. Your online profile is no longer private. The last thing you want is for a vendor to find those unpleasant pictures of you from that wild party. Remove them – it’s the safest thing. et real with your Facebook fanpage number. It’s not about the number of people G that like your post – it’s about the number of people talking about you. Pay attention to the visuals. The overall look and feel of the page needs to capture your brand equity. Social media management tools such as HootSuite can be an effective way to blast messages all at once to Facebook, Twitter, and LinkedIn. Finally, my advice is to outsource or have your PA manage your social media. You should be out doing the critical behaviours like having crucial conversations with vendors and meeting prospective sellers. 194

The shift from a transactional to an attraction agent Moving from being a Transactional Agent to an Attraction Agent has three dimensions. When I am coaching agents, this is the training model I use:

What to do

How to do it

Want to do it

A great real estate coach can show an agent “what to do” and “how to do it” but cannot make them “want to do it”. The blue print I use in coaching is:

And here are some additional tips:

1. Role Play

3. Tool Kit

1. Video feedback is the most effective way of coaching a role play; 2. Changing what you believe is critical. It is extremely hard to sell something you don’t believe in;

2. Beliefs (the story you tell yourself)

3. Tool kits are the most powerful things in our business. Every problem or objection you will ever get has already been experienced by someone, so learn from their examples. You’ll find lots in this guide. 195

The power of being prepared A High Impact Marketing Mix – proven to work by the country’s best Attraction Agents - costs money. And it’s money that you need to ask the vendor for. Transactional Agents hate doing this. They don’t want to ask a vendor any question that they feel the vendor won’t like. They just want to always be able to tell the vendor “yes” in the mistaken belief that it will keep a vendor happy. Transactional agents regularly fear that the conversation with a vendor will get out of control. But Attraction Agents are cleverer. Attraction Agents know the best way to keep a vendor happy is for a vendor to feel secure that the actions they are taking will ensure their home is sold for the best price possible. And Attraction Agents know that smart vendors can be made to understand that a quality marketing campaign is a good investment. Attraction Agents know how to manage conversations with vendors. Attraction Agents have done their homework. Attraction Agents have tools and a script for every question and objection a vendor can have. If a vendor controls the listing presentation, they will control the advertising and subsequently the marketing campaign - a recipe for failure!”

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The hidden 10% Attraction Agents understand one key thing that Transactional Agents have not grasped. ttraction Agents know the role of a real estate agent is NOT to sell the property. It is to A get the hidden 10% premium in the market place. They know their mission is not to get the first buyer for their vendor; it is to get the best buyer.

The Formula to get the best buyer is simple: PP = HIA + HIN + BEC + BCB or Premium Price = High Impact Advertising + High Impact Negotiation + Buyer Emotional Connection + Buyer Competition Bidders.

10% Attraction Agents are committed to helping their vendors understand this formula, to building trust and to take all the steps necessary to unlocking that value. They understand that when you are selling someone’s most valuable asset, this is the greatest service they can do for a vendor.

100%

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pre listing kit: The marketing enabler questionnaire Without doubt, the Marketing Campaign Questionnaire remains an agent’s greatest tool in their prelisting kit. You should send it to potential vendors as part of your pre-listing kit prior to the listing presentation. The Marketing Campaign Questionnaire helps the vendor to understand what kind of marketing campaign is needed to meet their sale objectives. It takes the vendor through different advertising options and helps the vendor to understand the difference between online and print advertising individually, and the power of combining them.

Marketing campaign preference

Online only campaign

Online and print campaign

Typically less than $1,000

1% of property value

Widest possible geographic reach of potential buyers Priority is to be lowest cost Priority is to sell your property at the best price in the shortest possible time Minimise any likely discount off the sale price Attract active buyers Best to attract passive buyers High exposure print campaign in your local area Best to increase perceived value of your property Marketing campaign budget Please tick your preferred campaign Reasons for your choice

The vendor ticks their performance and based on their choice, you have an opportunity to discuss the reasons for their decision. 198

High Impact Advertising includes online and print online Online advertising is now a mandatory part of a campaign as industry estimates suggest nine out of ten buyers use the internet as part of their search. Research also shows that 75%* of people never get past the first page of search results. Therefore your vendor needs to invest in the best online inventory to try to be positioned on the first page of search results. Online companies like Zillow have products such as Premiere listings to improve both the prominence of listings and to get them into the first pages of rankings. Attraction Agents understand the power of this new online branding and embrace it. And if the homes you’re selling are always at the back end of the search results, what is that saying about your personal and agency brand? However, online alone will not ensure a high impact advertising campaign. As Frederick Marckini, CEO of US online marketing agency iProspect explains, that if you are not at the top of search results…

You have built a billboard in the woods. No one will find it!” print Even with the best online inventory there is no guarantee of being seen by all potential buyers. If the property is not on the first page of search results you may miss out on seven out of ten potential buyers. Also research shows that 69%** of buyers use a combination of print and online media to research properties. Therefore combining online with print will deliver the most effective high impact advertising campaign for your vendor. Print advertising reaches potential buyers that online doesn’t and is the way for a property to be seen in a busy online world. Remember, for your vendor the family home is the last remaining tax haven in Australia. All the profits are tax free. They don’t have many opportunities like this to increase their wealth. Why risk it by cutting corners?”

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Print differentiates the property and the agent As discussed, print advertising reaches potential buyers that online doesn’t and is the way for a property to be seen in a busy online world. All over North America thousands of homes are sold every week by Attraction Agents who successfully incorporate print into their marketing mix and who use it to differentiate themselves. In the new connection economy, it’s true that a lot of traditional media has disappeared. Lineage classified advertising has been replaced by far more cost effective and efficient real estate websites. If you are actively in the market looking to buy, it’s much easier to type in your search criteria and scroll through the listings that are a match to kick off your home hunt. The National Association of REALTORS® analyzed the effectiveness of the different advertising media in its Media Combination Research. More than 503,000 property transactions across the country were followed over 12 months by NAR. The research looked at where properties were advertised, how long they appeared for, did the property sell, how long did it take to sell and what was the level of discounting? The research statistically proved two things that Attraction Agents have anecdotally known for a long time The research statistically proved that homes for sale that are advertised in BOTH print and online are: 1. More likely to be sold than those that use just one medium. (In some areas it was as high as 34%*); 2. Spend less time on the market; 3. Discount their sale price less than homes that are advertised in just one medium. The days on market, discount size and success rate varied market to market.

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How to handle the most common advertising objections and power phrases Dialogue and language agents use is one of the most vital of the critical behaviours. Most importantly it is about: 1. What you say; 2. When you say it; 3. How you say it. Some powerful phrases to use with vendors: “Investing in marketing your home is not a “cost” it is an “investment” in the profits.” “ The family home has tax benefits, such as homestead exemption. You don’t have many opportunities like this to increase your wealth. Why risk it by cutting corners?” “ Would you like a marketing plan to make you happy or a marketing plan to get you the best price?” “ Your home is on the market in competition not in isolation. And in this market I want to make you shine. So the way I will make you shine is to have your home better priced, better presented and better marketed” “ Taking out an advertising campaign is like taking out car insurance. What you’re insuring is that we don’t under sell the biggest asset that you own” “We refuse to mis-market and apologise later!” “ The first 21 days are crucial. We will never get a second chance at a good first impression” “ Online can get congested. ‘75%* don’t go past page 1 of search results.’ This means that nearly 75% of buyers may miss it. So we have to ensure that we come up as high as possible in the internet search results as well as using offline media to guarantee we get noticed. Marketing is about getting noticed – sales is about closing the sale. We won’t be closing a sale if we don’t get noticed” “ If we over market, all we do is spend a few dollars extra to be on the safe side. If we under market we could be under-selling your home by tens of thousands of tax free dollars.”

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Common objectives Objection: Can we do it on the quiet for two weeks and see how we go? Answer:

can, but I would not do it in the first two weeks. Are you looking for the We first buyer or the best buyer? When we put a new listing on the market, it’s like we are launching a new product and when a company launches a new product they do high level compressed marketing in the first weeks to make sure they get attention. You simply cannot sell a secret.

Objection: Can you just put it on the internet and use your database? Answer:

e can. But 69%* of people agree that they needed a combination of W property websites and newspapers to find their property. Print generally gets less buyer enquiries than the internet. However print gets the passive, emotional and aspirational buyer while the internet gets the active, rational, logical buyer. To get a premium price, we need to attract both.

Objection: The advertising campaign you’re recommending is too expensive. I cannot afford it. Answer:

You cannot afford NOT to take it. One additional buyer could be worth an extra $30,000. NAR believe's you should be investing 1% of the sale price in marketing

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26.

Monthly accountability system Actual January

Listing number

Budget

Office fee $

Actual

Budget

Actual

Budget

Actual

Budget

Actual

Budget

Actual

Budget

Actual

Budget

Actual

Budget

Marketing $

Actual Office fee $

Budget

Marketing $

Actual

Budget

Actual

Marketing $

Actual

Budget

Listing number

Budget

Office fee $

Actual December

Budget

Office fee $

Listing number

Budget

Marketing $

Actual

Budget

Actual

Marketing $

Actual

Budget

Listing number

Actual November

Budget

Office fee $

Actual October

Budget

Office fee $

Listing number

Budget

Marketing $

Actual

Budget

Actual

Marketing $

Actual

Budget

Listing number

Actual September

Budget

Office fee $

Actual August

Budget

Office fee $

Listing number

Budget

Marketing $

Actual

Budget

Actual

Marketing $

Actual

Budget

Listing number

Actual July

Budget

Office fee $

Actual June

Budget

Office fee $

Listing number

Budget

Marketing $

Actual

Budget

Actual Marketing $

Actual

Budget

Listing number

Actual May

Budget

Office fee $

Actual April

Budget

Listing number

Actual March

Actual Office fee $

Actual February

Budget

Budget Marketing $

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8pm - 9pm Exercise

6am - 7am

7am - 8am

8am - 9am

9am - 10am

10am - 11am

11am - 12pm

12pm - 1pm

1pm - 2pm

2pm - 3pm

3pm - 4pm

4pm - 5pm

5pm - 6pm

6pm - 7pm

7pm - 8pm

8pm - 9pm

Exercise

Energised diet

Prospective calls x 10

To do list

6am - 7am

7am - 8am

8am - 9am

9am - 10am

10am - 11am

11am - 12pm

12pm - 1pm

1pm - 2pm

2pm - 3pm

3pm - 4pm

4pm - 5pm

5pm - 6pm

6pm - 7pm

7pm - 8pm

8pm - 9pm

Exercise

Energised diet

Prospective calls x 10

To do list

204 To do list

Prospective calls x 10

Energised diet

7pm - 8pm

6pm - 7pm

5pm - 6pm

4pm - 5pm

3pm - 4pm

2pm - 3pm

1pm - 2pm

12pm - 1pm

11am - 12pm

10am - 11am

9am - 10am

8am - 9am

7am - 8am

6am - 7am

5am - 6am

Wednesday

6. ..............................................

3. ..............................................

Tuesday

5. ..............................................

Monday

4. ..............................................

1. ..............................................

To do list

Prospective calls x 10

Energised diet

Exercise

8pm - 9pm

7pm - 8pm

6pm - 7pm

5pm - 6pm

4pm - 5pm

3pm - 4pm

2pm - 3pm

1pm - 2pm

12pm - 1pm

11am - 12pm

10am - 11am

9am - 10am

8am - 9am

7am - 8am

6am - 7am

5am - 6am

Thursday

To do list

Prospective calls x 10

Energised diet

Exercise

8pm - 9pm

7pm - 8pm

6pm - 7pm

5pm - 6pm

4pm - 5pm

3pm - 4pm

2pm - 3pm

1pm - 2pm

12pm - 1pm

11am - 12pm

10am - 11am

9am - 10am

8am - 9am

7am - 8am

6am - 7am

5am - 6am

Friday

To do list

Prospective calls x 10

Energised diet

Exercise

8pm - 9pm

7pm - 8pm

6pm - 7pm

5pm - 6pm

4pm - 5pm

3pm - 4pm

2pm - 3pm

1pm - 2pm

12pm - 1pm

11am - 12pm

10am - 11am

9am - 10am

8am - 9am

7am - 8am

6am - 7am

5am - 6am

Saturday

3. ..............................................

2. ..............................................

1. ..............................................

To do list

Prospective calls x 10

Energised diet

Exercise

8pm - 9pm

7pm - 8pm

6pm - 7pm

5pm - 6pm

4pm - 5pm

3pm - 4pm

2pm - 3pm

1pm - 2pm

12pm - 1pm

11am - 12pm

10am - 11am

9am - 10am

8am - 9am

7am - 8am

6am - 7am

5am - 6am

Sunday

6. ..............................................

5. ..............................................

4. ..............................................

Top 5 Personal Goals

Top 5 Business Goals

2. ..............................................

Week beginning ..................................................................

Tom Panos 7-Day attraction system

28.

Life by design This is the 7 day Life by Design system that creates the ideal week. It takes 1 hour to complete on a Sunday and creates a world class week by scheduling what is “important” I t includes a tick box area for eating well, exercising, having completed your to do list, as well as doing 10 daily prospecting calls It keeps the focus on dollar productive activity.

Something unimportant done well does not make it important”

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30 Laws of the attraction agent 1.

Do not copy your competitors.

super focused on the customer experience, as every touch point of doing business Be with you is an opportunity to create a raving fan.

you’re in business, you’re in show business. Every minute your performance is If being judged. Give a world class performance every day.

get stunning results, aim for micro improvements daily. In the end it’s the small To changes collectively that make a big difference.

No matter what your position is everyone works in human resources and marketing.

can take you 20 years to build an incredible reputation and 20 seconds of stupidity It to lose it. Don’t think dumb, don’t do dumb.

Right this minute the client is watching you.

Build brand equity. In yourself. Everything you do is either building or destroying your brand.

Change the story you carry with you from self limiting to one that is positive and empowering.

10. Use lists. Write things down. Check them off. fastest way to double your income is to double your rate of learning. Listen to 11. The audio books or podcasts. 12. Stay clear of talk back radio. 13. Look after your staff and they will look after your customers. 14. Risks are far less scary once you take them. 15. Do not care too much about what other people think of you. Care far more of what you think of you.

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16. Do not work for work, work for a result. conversations drive you forward. Avoiding these conversations holds 17. Crucial you back. behaviours are highly average actions that give massive results. 18. Critical Think 80/20. That’s right 20% of your activities will give you 80% of your results. 19. Be up by 5am. 20. Go to bed by 10pm. There is nothing useful you can do from 10pm to midnight apart from becoming world class at Facebook. 21. The people who gossip about others when they are not around are the people who will gossip about you when you’re not around. yoga. With better awareness, you’ll make a better decision which will lead to better 22. Do actions, which will lead to better results. It all starts with your thinking. 23. Learn 3 new things a day. That’s a 1000 a year! 24. Don’t tear people around you down. See the best in people and remind them. 25. Live every day as if it’s your last. One day you will be right. 26. The biggest cause of procrastination is perfection. JDI = just do it. 27. Be who you want to be. 28. It’s so easy to say nice things to people. Why not do it more often? 29. Have a clear 30 second elevator speech about what separates you from your competitors. Say it with passion! forget you have complete control as to how you interpret a situation and what 30. Never your response to that situation is.

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AFFIRMATIONS 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20

passionately one day at a time I live

I LIVE PASSIONATELY ONE DAY AT A TIME

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AFFIRMATIONS 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20

ideas in my consciousness Unlimited

number of

I HAVE AN UNLIMITED NUMBER OF IDEAS IN MY CONCIOUSNESS

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Date: ________________ Agent: _______________

Name: ____________________________________________________________________________ Address: __________________________________________________________________________ City ___________________________State _______________________Zip_____________________ Home Phone: _________________________ Cell Phone: ___________________________________ Email Address: ______________________________________________________________________ __________ Interested in Buying When _________________Price Range____________________________ Area__________________ Type __________________Beds______________ Baths______________ Sq. Ft._________________

__________Interested in Leasing When _________________Price Range____________________________ Area__________________ Type __________________Beds______________ Baths______________ Sq. Ft._________________ ___________Interested in Selling When _________________Price Range____________________________ Area__________________ Type __________________Beds______________ Baths______________ Sq. Ft._________________ ____________Interested in Property Management How did you hear about us? ____________________________________________________________________________________ 210

Day of the Week

02/01/2019

Date

PROSPECTING

Daily Activity Record

Sally Sells From:____________________ To:_____________________ Name:__________________________________ \5 \6

\8 9\

Calls:

\1 \2

Referral Requests

22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 18 20 21

x3 x4

10 11 12 13 14 15 16 17 18 18 20 21

10 Contracts:________ 3 Lead: Buyer________ 1 Lead: Seller________ 1 Future_______ 1 Lender_______ SUMMARY RESTULTS: Dials: ______ 1 Buyer Appointments Set:___________________ Seller Appointments Set:__________________ ABC

SCHEDULE / ACTIVITES 8

Office Work Office Work

Calls Follow-up Team Meeting

Lunch Lunch

Call birthdays, anniversaries, etc.

Send Starbucks Card to the Jones

RESULTS / OPPORTUNITIES / ISSUES/ AD & SIGN CALLS

Appointments Appointments

Ask for referrals

Order Business Cards Get 5 hours CE

Appointments Appointments Social Media Social Media

Referral from Katherine Ross Call Seymore Holems 228-555-5555 Sign Call from Jane McDonald

Lead generation * master of Scripts * DPA = Prospecting/ Selling /Negotiating Summary of Goals for Personal Plan

Appointments Calls Follow-up

1. 2. 3. 4. 5.

Dinner Dinner

Example, # of Vacations, where Trip to Hawaii Financial Freedom College for Kids Raise 30k for Habitat for Humanity

Prospecting Prospecting

Follow up Calls: Note Cards Sent: Homes Previewed: Email Follow Up: B's into drip C's into drip Phone Duty Calls Number of Zero

ABC

Order Closing Gifts

A A

PRIORITIZED TASK LIST

GOAL: TOP 5% in the Market Place 1 /1 1 1 /1 1 1

2 /2 2 2 2 2 2

3 /3 3 3 3 3 3

4 /4 4 4 4 4 4

5 /5 5 5 5 5 5

6 6 6 6 6 6 6

7 7 7 7 7 7 7

8 8 8 8 8 8 8

9 9 9 9 9 9 9

10 10 10 10 10 10 10

20 20 20 20 20 20 20

21 21 21 21 21 21 21

/1 /2 /3

10 11 12 13 14 15 16 17 18 18 20

Number of Fact to Face

10 11 12 13 14 15 16 17 18 18 20

Number of People Attending Open Houses Held Today

10 11 12 13 14 15 16 17 18 18 20

17 YEARLY CLOSED TO DATE_________________

11 11 11 11 11 11 11

12 12 12 12 12 12 12

13 13 13 13 13 13 13

14 14 14 14 14 14 14

15 15 15 15 15 15 15

16 16 16 16 16 16 16

17 17 17 17 17 17 17

18 18 18 18 18 18 18

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22 YEAR TO DATE GOAL_________________

Day of the Week

Daily Activity Record

Date PROSPECTING

From:____________________ To:_____________________ Name:__________________________________

Calls:

10 11 12 13 14 15 16 17 18 18 20 21

Referral Requests

22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 18 20 21

SUMMARY RESTULTS: Dials: ______ Contracts:________ Lead: Buyer________ Lead: Seller________ Lender_______ Future_______ Buyer Appointments Set:___________________ Seller Appointments Set:__________________ ABC

SCHEDULE / ACTIVITES

A A

PRIORITIZED TASK LIST

ABC

Ask for referrals Call birthdays, anniversaries, etc.

9 10 11

RESULTS / OPPORTUNITIES / ISSUES / AD & SIGN CALLS

12 1 2 3

1 4 Lead generation * master of Scripts * DPA = Prospecting/ Selling /Negotiating Summary of Goals for Personal Plan

1. 2. 3. 4. 5. 6.

6 7

Example, # of Vacations, where ample, # of Vacations, where mple, # of Vacations, where le, # of Vacations, where

GOAL: TOP 5% in the Market Place Follow up Calls: Note Cards Sent: Homes Previewed: Email Follow Up: B's into drip C's into drip Phone Duty Calls Number of Zero Number of Fact to Face Number of People Attending Open Houses Held Today

1 1 1 1 1 1 1

2 2 2 2 2 2 2

3 3 3 3 3 3 3

4 4 4 4 4 4 4

5 5 5 5 5 5 5

6 6 6 6 6 6 6

7 7 7 7 7 7 7

8 8 8 8 8 8 8

9 9 9 9 9 9 9

10 10 10 10 10 10 10

20 20 20 20 20 20 20

21 21 21 21 21 21 21

10 11 12 13 14 15 16 17 18 18 20

YEARLY CLOSED TO DATE_________________

11 11 11 11 11 11 11

12 12 12 12 12 12 12

13 13 13 13 13 13 13

14 14 14 14 14 14 14

15 15 15 15 15 15 15

16 16 16 16 16 16 16

17 17 17 17 17 17 17

18 18 18 18 18 18 18

212

YEAR TO DATE GOAL_________________

DIRECTIONS FOR USING YOUR DAILY ACTIVITY RECORD The following serves as a guide to filling out your Daily Activity Record. BY Implementing THE DAILY ACTIVITY RECORD INTO YOUR BUSINESS YOU WILL BE MAKING A COMMITMENT TO MOVE TO THE NEXT LEVEL OF SUCCESS!!

The items in “teal'' below are fields on the form. 1. 2. 3. 4. 5. 6.

Date: Enter today’s date. Day of The Week: Put a slash mark through the day of the week Name: Please print your full name. From: The exact time of day you begin your prospecting session To: The exact time of day you end your prospecting session Calls: You will most likely prospect from the Call Detail Report (800 # leads) and your Sphere of Influence list that has been entered into the database, and the prospects you have developed from your most recent customers. All these calls are accounted for in this box. **Coding Your Calls on your Daily Activity Records:  /= You dialed a telephone number.  X = You spoke to someone .  Seller Lead. Referred to Primary Agent on Seller Information Sheet.  Buyer Lead with Buyer Information Sheet completed .  Lender required and Buyer has been referred .  This is a future lead i.e., "B" or "C" Buyer .  Buyer and Seller. Must sell before they can buy.  Seller Information Sheet to Primary Agent.  Buyer Information Sheet completed. Referred to lender.

7. Summary Results: Count the above marks from the Prospecting section of your Daily Activity Record as well as the information you have noted on your Buyer Information Sheets and Seller Information Sheets and summarize them in the appropriate field on your Daily Activity Record. For Example: Dials: The total number of "Xs" and "/s" is the number of dials Contacts: The total number of "Xs" is the number of contacts Leads: You will need to count your Buyer and Seller Information Sheets you have filled out during today's prospecting session in order to determine the following information: Buyer: The total number of Buyer Information Sheets you have filled out during today's prospecting session is the number of Buyer Leads. Seller: The total number of Seller Information Sheets you have filled out during today's prospecting session is the number of Seller Leads. Lender: The total number of prospects you have referred to a lender during today's prospecting session is the number of Lender Leads.

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Buyer: The total number of Buyer Information Sheets you have filled out during today's prospecting session is the number of Buyer Leads. Seller: The total number of Seller Information Sheets you have filled out during today's prospecting session is the number of Seller Leads. Lender: The total number of prospects you have referred to a lender during today's prospecting session is the number of Lender Leads. Future: The total number of Buyers or Sellers during today's prospecting session that wants to do something beyond 30 days (8 and C Prospects) is the number of Future Leads Buyer Appointments Set: The total number of Buyer appointments set. Seller Appointments Set: The total number of Seller appointments set or Listing Leads given to your Primary Agent on completed Seller Information Sheets.

NOTE: The numbers will not necessary add up. 8. Schedule/Activities: This area allows you to plan your entire day. Usually, we know what our day will entail before it starts. We know from our Ideal Weekly Schedule which recurring events we will transcribe to our Daily Activity Record. We also know that required APPOINTMENTS must be set. APPOTNTMENTS with customers/clients, home inspectors, appraisers, etc. are listed in this box. Allocation of time for prospecting and follow-up calling is listed in this box. Block off time for unanticipated activities in this box. Minimize substituting these "unanticipated" events with recurring events and events you have scheduled that are time sensitive. Finally, make sure you block times for lunch, dinner and other personal items. 9.

Prioritized Task List: This is your "To Do" list. It delineates those tasks you should get done (that must get done) in the course of doing your real estate business. Every entry is not an "A" task. For example, dropping a document off to a seller is more important than ordering a closing gift; consequently, this is an "A" task. These tasks are to be checked off as they are accommodated and accomplished in the "Schedule/Activities" portion of the Daily Activity Record. View the example of a Daily Activity Record, and you will see that ordering closing gifts would likely get checked as a completed task under the "Schedule/Activities" section delineated as "Office Work".

10. Results/Opportun Opportunities/issues: **Results: This is where you note the outcomes of your prospecting calls, follow-up calls, lead follow-up calls, calls in which you were asked to call again or tasks you derived as a result of an appointment you may have had with prospective or actual customers/clients. The example of a Daily Activity Record provides some sample entries. **Opportunities: An opportunity is derived from ALL categories of buyers. You will note an opportunity that is obtained from your prospecting calls, follow-up calls or lead follow-up calls. "A" Buyers represent an opportunity, the Buyer Information Sheet is completed and submitted, and contact is maintained throughout the buying process. Complete the Buyers Information Sheet, accordingly for "B" and "C" buyers that are obtained the same as above.. This allows us to add these potential buyers to our database as future leads. These opportunities may be nurtured by adding these leads to our mailing list or automated MLS email updates. The example on the Daily Activity Record that shows "add to email service" represents an opportunity. **Issues: Notes are made detailing any concerns you have dealing with customers/clients. You make a note that this is a "difficult client" and will require intervention by your Primary Agent; differences between agent and customer/client that may require resolution by our Team Leader at the company level; or some discussion (Scripts To Dialogs) may be required with respect to "closing the deal". **Ad & Sign Calls: Every customer/client we serve does not come to you from nowhere. They are referred or have seen one of your advertisements. Noting this on the Daily Activity Record allows us to keep track of how you are obtaining customers. These notes allow us to identify and quantify your leads. Consequently, we can spend advertising dollars where they gain us the most benefit.

214

11. Summary of Goals for Personal Plan: This is where you want to list your personal goals. By having personal goals established and written down, you will achieve them!! 12. Follow-Up Calls: This block accounts for ANY calls you make that will have resulted from a prospecting call for which you were asked to call again; a lead given you via the Buyer Information Sheet; calls you will make to Team affiliates (lenders, title company, etc.) that assist us in closing the deal; or calls you make as a task per the "Schedule/ Activities" section of the Daily Activity Record. 13. Note Cards Sent: This block accounts for ANY Note Cards you send that will have resulted from a prospecting call that you were asked to follow up with; a lead given you via the Buyer [information Sheet; note cards you send to Team affiliates (lenders, title company, etc.) that assist us in closing the deal; or note cards you send as a task per the "Schedule/ Activities" component of the Daily Activity Record. 14. Homes Previewed: This block accounts for ANY Homes that you have previewed. This would include ALL of your team listings and any homes for potential buyers. 15. Email Follow up: This block accounts for ANY emails you send that will have resulted from a prospecting call that you were asked to follow up with; a lead given you via the Buyer information Sheet; emails you make to Team affiliates (lenders, title company, etc.) that assist us in closing the deal; or calls you make as a task per the "Schedule/Activities" component of the Daily Activity Record. 16. B’s into Drip System: This block accounts for ANY B buyers or B sellers that you have entered into your automated email drip systems. 17. C’s into Drip System: This block accounts for ANY C buyers or C sellers that you have entered into your automated email drip systems.

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Your ads can be set up in minutes using EXIT Ad Center! Get Started Today! Visit exitrealty.com, log in to the RC, select EXITize Me, and click EXIT Ad Center. 216

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EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

Section 5 – All About You Create a Dirty Dozen……………………………………………………………….…...219

The Power of Affirmations Prompter! …………………………………………...........220 Affirmations......................................................................…………………………...221 Do the DISC Personality Profile.……..……………………………………................239

Angle Tucker Flex Training D/I/S/C Personality Profiles…………………….….….280 Path to Profitability Worksheet.…………………………………………….……...…..283 Success Plan…………………………………………………………………………....265 Include Personal Time in Your Calendar……………………………....…………....300 Time Management ……………………….……………………………….…………...301

Things to Do Checklist…………………….……………………………….…………..302

BEFORE CLASS

SHORT TEST

USE ONE OF THE LINKS BELOW TO ACCESS THE TEST

https://discpersonalitytesting.com/free-disc-test/

LONG TEST

https://www.tonyrobbins.com/disc/ 218

EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

5.1. Create a Dirty Dozen

Your Dirty Dozen are a group of people who work on real estate rather than in it. This could be mortgage brokers, lawyers, appraisers, home inspectors. These people have information on different areas of real estate and are a valuable source of information. Each member of your group is typically good for at least two referrals. Be sure to incorporate members at different levels: 30,000 foot view for market trends and information, your MLS area for important local information, and your immediate market area for sharing of information to better serve your clients – and theirs!

• Purchase a traditional planner because you remember what you write down. • Bring your business plan and target hit list to your planning session. • Bring market info to review and use that data to maximize every opportunity to engage. • Determine your Dirty Dozen: A group of people who work on the business, not in it. • For every upcoming appointment/event in the next six weeks, ask yourself: ◦ How can I maximize on every appointment? ◦ To whom should I be speaking? ◦ What do I need to learn? ◦ How should I prepare? ◦ What value can I bring?

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EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

5.2. Prompter! When you truly believe what you tell yourself, your subconscious mind doesn’t know whether it’s real or not, it simply accepts the information as truth. Getting you right is a key component of getting your business right. We recommend you use the Prompter! app to guide you through the process of leveraging the power of affirmations. The brainchild of Steve Morris, Founder and Chairman of EXIT Realty Corp. International, Prompter! is designed to take the guesswork and uncertainty out of learning this valuable new habit. Prompter! will provide you with your own unique set of 12 affirmations to set your deliberate intentions over a 21-day period. Upon completion, Prompter!will send you the next set of 12 affirmations.

Your subconscious mind believes whatever you tell it!

Download 3URPSWHU from the Android or Apple app store and get started today!

Achieve a better life in just 3 minutes a day.

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THE AFFIRMATION PRINCIPLE

YOUR MIND AND THE AFFIRMATION PRINCIPLE Intellectual - Emotional - Physical - Psychological - Spiritual 1. I am strong, healthy & vibrant. 2. I feel great and I look great. 3. I walk tall, with my shoulders, back and chest out and my stomach in. 4. I live passionately one day at a time. 5. I am sincere and dedicated. 6. I know exactly what I want and I am doing everything necessary to get it. 7. I can do anything I choose to do. 8. I make excellent choices. 9. I am effectively decisive. 10.1 think clearly. 11.1 speak clearly. 12.1 am powerful, and I use my power wisely. 13.1 am filled with wisdom and understanding. 14.1 know that I know. 15.1 am capable. 16.1 am dependable 17. I am diligent and competent. 18.1 am filled with knowledge. 19.1 can access all knowledge.

The Affirmation Principle 221

THE AFFIRMATION PRINCIPLE

20.I am an expert in my chosen field. 21. I utilize genius in all I do. 22. I am shrewd in all my business dealings. 23.1 am determined to achieve all my goals. 24.1 have absolute clear vision concerning the achievement of my goals. 25. I am flexible and pliable when necessary. 26.1 pivot, maneuver, adjust and adapt precisely as I should to get the best results. 27.1 am results-oriented. 28. I like and enjoy success. 29.1 accept success into my life totally. 30.1 am at peace with myself. 31.I like myself unconditionally. 32. I accept myself. 33. I am special. 34. I deserve to be here. 35.1 have excellent perception. 36.1 am awake, alert, astute and sharp. 37.1 follow up and follow through effectively. 38.1 am a brilliant negotiator and arbitrator. 39.1 always ask for the order. 40.1 have tremendous initiation and finalization skills.

The Affirmation Principle

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THE AFFIRMATION PRINCIPLE

41. I understand how to develop tremendous momentum. 42. I was born to lead people. 43.1 am systems-oriented. 44.1 feel good about myself and everyone around me. 45. I am self-determined and I allow others the same right. 46.1 am loving and giving. 47.1 have a wonderful imagination. 48.1 am creative and inventive. 49. God helps me in all I do. 50. I am at one with God. 51. God loves me and cares for me and is giving me all good things. 52.1 love God and think his thoughts and I do only what he wants me to do. 53.1 forgive myself. 54. I forgive all my enemies and I release them and let them go forever. 55.1 am forgiving. 56.1 possess tremendous courage. 57.1 am secure in all I do. 58.1 am observant. 59.1 listen closely. 60.1 always gather all pertinent data and come to sound conclusions. 61.1 command respect in all I do. 62.1 have unconditional warm regard for all people at all times.

The Affirmation Principle 223

THE AFFIRMATION PRINCIPLE

63.1 genuinely enjoy my life. 64.1 always have fun. 65.I love to laugh and joke and have a good time. 66.1 always ask effective questions. 67. I relate to people openly and comfortably. 68.1 am comfortable with myself. 69. I trust myself. 70.1 am competitive. 71. I have many friends. 72.1 am original and unique. 73.1 am rational and logical. 74.1 am intuitive. 75. I have perfect memory that I draw upon at will. 76.I easily remember people's names. 77.1 create rapport easily and openly. 78.1 am open and easy going. 79.1 am positive, constructive and creative. 80.1 love life and I support it. 81. My dreams help me in all I do. 82.I accept my dreams into my daily life. 83.1 have tremendous endurance and resilience. 84.1 accept all the challenges of my life.

The Affirmation Principle 224

THE AFFIRMATION PRINCIPLE

85.1 am enthusiastic and optimistic. 86.1 love to talk. 87. I love discourse. 88.1 love monologue. 89.1 have tremendous power of persuasion. 90. I can persuade anyone I choose. 91. I like and enjoy dealing with strangers. 92. I am outgoing and outspoken. 93. I speak up and speak out. 94. I am a majority in any crowd. 95. My power is in the present. 96.1 create my own reality. 97. I am responsible for my own destiny. 98.1 am well focused. 99.1 am always in a good mood. 100.

I can easily take the sting out of any argument.

101.

I find it easy to relax.

102.

I power nap effectively.

103.

I have a perfect sense of timing that I utilize in all I do.

104.

I have understanding.

105.

I am a good person.

106.

I attract good people.

The Affirmation Principle 225

THE AFFIRMATION PRINCIPLE

107.

I receive ample love from my family.

108.

I have love.

109.

I love to hug the members of my family.

110.

I am spontaneous.

111.

I am well motivated.

112.

I can easily motivate anyone I choose.

113.

I know how to put tremendous power behind my words.

114.

I eat and drink precisely what I should for good health.

115.

I drink a lot of water and enjoy it.

116.

I always eat plenty of fruit and vegetables.

117.

I eat meat sparingly.

118.

I am self-disciplined.

119.

I create my own rules.

120.

I easily get the best and the most out of myself.

121.

I am helpful and supportive.

122.

I make friends easily.

123.

l trust life.

124.

I am goal oriented.

125.

I express my emotions openly and completely.

126.

I am well balanced physically, emotionally, intellectually, psychologically

and spiritually. 127.

I sleep restfully each night and always awaken ready for a good day.

The Affirmation Principle 226

THE AFFIRMATION PRINCIPLE

128.

I am well rested.

129.

I have tremendous powers of concentration.

130.

I am well focused.

131.

I am a good worker.

132.

I always get the job done well.

133.

I like and enjoy my work.

134.

I take excellent care of my body.

135.

I love to exercise.

136.

I have an abundant source of energy that I draw upon at will.

137.

I have perfect recuperation.

138.

I have excellent digestion, assimilation and elimination in my bodily

processes. 139.

I am well balanced and coordinated.

140.

I have excellent posture.

141.

I easily reduce and eliminate unnecessary fat from my body at will.

142.

I am persistent in all that I do.

143.

I am thorough.

144.

I am well liked because I am likable.

145.

I know myself.

146.

I understand people.

147.

I relate well with people.

148.

People are my business.

The Affirmation Principle 227

,ilF]l.

THE AFFIRMATION PRINCIPLE

149.

I get close to people because that is where I do my best work.

150.

I work hard, play hard and rest hard.

151.

I like to smile.

152.

I smile when I am talking.

153.

I love to speak to groups of people.

154.

I enjoy being on stage.

155.

I enjoy promoting myself.

156.

I set an excellent example.

157.

I easily create a large following.

158.

I build and stabilize strongly.

159.

I am solid as a rock.

160.

I build my life and my business on sound principles.

161.

I am shrewd.

162.

I have a very strong back.

163.

My veins and arteries are clear of all excess cholesterol build up.

164.

I have excellent circulation.

165.

I circulate openly.

166.

I speak openly with everyone.

167.

I am proud of my accomplishments.

168.

I have a wonderful life and I enjoy it one moment at a time.

169.

I am receptive and open to new ideas.

170.

I solve all problems easily, effectively and quickly.

The Affirmation Principle 228

THE AFFIRMATION PRINCIPLE

171.

I always reinforce.

172.

I never force.

173.

I use the power of suggestion effectively.

174.

I know exactly what to say, think or do to get the best results.

175.

I always reinforce my self-concept.

176.

I do everything right now as it needs to be done.

177.

I am a do-it-now person.

178.

I live a long and prosperous life.

179.

I believe in abundance.

180.

I accept abundance into my life.

181.

Everything I think, say or do helps me to have a more abundant life.

182.

I easily pay off bills in a timely manner.

183.

I know exactly how to pay off all my debts and live debt free.

184.

I easily reduce and eliminate all fear.

185.

My faith displaces all fear automatically.

186.

God divinely outmatches all of my problems.

187.

I believe in myself.

188.

I respect myself.

189.

I respect others.

190.

I respect money.

191.

Money is a good thing and it flows to me like an unending river.

192.

I am deliberate.

The Affirmation Principle 229

THE AFFIRMATION PRINCIPLE

193.

I am amiable.

194.

I am gregarious.

195.

I am thoughtful and caring.

196.

I am filled with the spirit of adventure.

197.

I live my life with gusto.

198.

I am an excellent salesperson.

199.

I can sell anything to anyone.

200.

I sell people the way they want to be sold.

201.

I always do unto others the way they want it done.

202.

I am a champion's champion.

203.

I always do the little things around the house without complaining.

204.

I am good with kids.

205.

I am an excellent teacher.

206.

I always pass down what I have learned.

207.

I know how to help others get what they want.

208.

I am well understood.

209.

I am good with my hands.

210.

I am dexterous.

211.

I define all my goals effectively.

212.

I control my own input.

213.

I select my thoughts wisely because my thoughts are my prayers.

214.

I easily create new positive habits.

The Affirmation Principle 230

B.lT

THE AFFIRMATION PRINCIPLE

215.

I drive my car safely.

216.

I get what I want whenever I show others how to get what they want.

217.

I always attract good business.

218.

I am magnetic and alluring.

219.

People find me irresistible.

220.

I am well spoken.

221.

I use the English language very effectively.

222.

l am filled with excellent business acumen.

223.

I refuse to be shy.

224.

I refuse to be poor.

225.

I refuse to be inhibited.

226.

l hereby release and let go of all guilt forever.

227.

I am not guilty.

228.

I believe in good results.

229.

I radiate positive vibrations to everyone.

230.

I command a large audience.

231.

I project my voice effectively.

232.

l like and enjoy the sound of my own voice.

233.

I reject rejection easily.

234.

I control the environment with my thoughts and words.

235.

I allow others to be themselves.

236.

I am charming and I radiate charisma.

The Affirmation Principle 231

THE AFFIRMATION PRINCIPLE

237.

I love to dress well.

238.

I use money wisely.

239.

I am now building my financial empire with absolute intent.

The Affirmation Principle

232

AFFIRMATIONS 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20

passionately one day at a time I live

I LIVE PASSIONATELY ONE DAY AT A TIME

233

AFFIRMATIONS 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20

ideas in my consciousness Unlimited

number of

I HAVE AN UNLIMITED NUMBER OF IDEAS IN MY CONCIOUSNESS

234

AFFIRMATIONS 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20

find me irresistible people

PEOPLE FIND ME IRRESISTABLE

235

AFFIRMATIONS 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20

like myself

I LIKE MYSELF UNCONDITIONALLY

unconditionally

236

AFFIRMATIONS 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20

dream like a million dollars I walk, talk, and

I WALK, TALK, AND DREAM LIKE A MILLION DOLLARS

237

AFFIRMATIONS 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20

dream like a million dollars I walk, talk, and

I WALK, TALK, AND DREAM LIKE A MILLION DOLLARS

238

Agent On-Boarding – Trained for Success

EXIT Prestige Luxury Realty

5.3.DISC Personality Profile TAKE THE TEST

Part of our culture at EXIT is the recognition and celebration of different personality types. Understanding DISC is a doorway to better relationships with your agents, clients, customers, friends, and family. It also provides insights into your own strengths and challenges, to help you be your best self. .

USE ONE OF THE LINKS BELOW TO ACCESS THE TEST LONG TEST

https://www.tonyrobbins.com/disc/

SHORT TEST https://discpersonalitytesting.com/free-disc-test/

239

Cautious Basic Motivation • • •

Quality Answers Excellence Value

Environmental Needs • • • • •

Clearly-defined Tasks and Explanations Sufficient time and resources to accomplish tasks Team Participation Limited Risks Assignments that require Planning and Precision

Responds Best to a Leader Who • • • • •

Provides Reassurance Maintains a Supportive Atmosphere Provides an Open-door Policy Defines Concise Operating Standards Is Detailed Oriented

Needs to Learn That • • • • •

Total agreement is Not Always Necessary Through Explanations are Not Always Possible Deadlines Must Be Met Taking a calculated Risk can be Profitable There are Varying Degrees of Excellence

Supportive Basic Motivation • •

•

Security Appreciation Assurance

Environmental Needs • • • •

An area of Specialization Identification with a Group Established Work Pattern Consistent, Familiar Environment

Responds Best to a Leader Who • • • • •

Is Relaxed and Amiable Allows Time to Adjust to Change in Plans Serves as a Friend Allows People to Work at Their Own Pace Clearly Defines Goals and Means of Reaching Them

Needs to Learn That • • • • •

Change Provides Opportunity Friendship isn’t Everything Discipline is Good It is All Right to Say “NO” Being a “servant” Does Not Mean Being a “sucker” 240

Inspiring

Dominant

Basic Motivation

• •

•

Recognition Approval Popularity

Environmental Needs • • • • •

Prestige Friendly Relationships Opportunities to Influence Others Verbalize Ideas Opportunities to Inspire Others

Responds Best to a Leader Who • • • • •

Is a Democratic Leader and Friend Provides Social Involvement Outside of Work Provides Recognition of Abilities Offers Incentives for Risk-Taking Creates an Atmosphere of Excitement

Needs to Learn That • • • • •

Time MUST be Managed Too Much Optimism Can Be Harmful Listening is Important Tasks Must Be Completed Accountability is Imperative

• •

•

Challenge Choices Control

Environmental Needs • • • • •

Freedom Authority Varied Activities Opportunity for Advancement Difficult Assignments

Responds Best to a Leader Who • • • • •

Provides Direct Answers Sticks to Business Stresses Goals Provides Pressure Allows Freedom for Personal Accomplishment

Needs to Learn That • • • • •

People are Important Relaxation is Not a Crime Some Controls are Necessary Everyone Has a Boss Verbalizing conclusions Helps Others

241

PERSONALITY PROFILES

242

Personality Interpretation

Active/Task-Oriented "D"-- Dominating, directing, driving, demanding, determined, decisive, doing.

Active/People-Oriented "I"-- Inspiring, influency, inducing, impressing, interactive, interested in people

Active/Outgoing

People

Task

Passive/Reserved

Passive/Task-Oriented "C"-- Cautious, competent, calculating, compliant, careful, contemplative

Passive/People-Oriented "S"-- Steady, stable, shy, security-oriented, servant, submissive, specialist

243

Activity Types

Extrovertive Outgoing Optimistic Involved

lntrovertive Reserved Realistic Withdrawn 244

People vs. Task Orientation

Task Oriented

Peovle Oriented .a.

Plans

Caring

Programs

Sharing

Projects

Relationships

Process

Emotion

245

General Characteristics

Determined

Sociable

Driving

Optimistic

Ambitious

Talkative

Pioneering

Polished

Strong-willed

Enthusiastic

Competitive

Persuasive

Decisive

Warm

Responsible

Poised

Skeptical

T rusting

Logical

Popular

Independent

Verbal Independent

Conservative

Calculating

Loyal

Low-keyed

Cooperative

Stable

Predictable

Dependable

Deliberate

Cautious

Reflective

T raditional

Passive

Neat

Patient

Systematic

Possessive

Accurate

Systematic

Tactful

Resistant to change

Diplomatic

Steady

246

Strengths

Bottom-line organizer

Creative problem solver

Places high value on time

Great encourager

Challenges the status quo

Motivates others to achieve

Innovative

Positive sense of humor

Problem solver

Negotiates conflict; peacemaker

Risk-taker

"People person"

Self-starter; takes initiative

Good salesperson

Makes quick, correct decisions

Great story-telling abilities

Perspective: "The anchor of reality"

Reliable and dependable

Conscientious and even-tempered

Loyal team worker

Thorough in all activities

Respects authority

Defines situations

Good listener; patient and empathetic

Gathers, analyzes, and tests information

Understanding; friendly

Creative thinker

Team player

Ability to organize

Good people skills

Sets long-range goals

Balance

247

Limitations

Oversteps authority

More concerned with popularity than tangible results

Argumentative

Inattentive to detail

Dislikes the "routine"

Short attention span

Self-absorbed

Overuses gestures and facial expressions

Hard to admit he/she is wrong

Too gullible and na'ive

Reluctant to delegate

Impulsive; exaggerates

Too bossy; insensitive

C Need to have clear boundaries Bound by procedures and policies Gets bogged down in details Prefer not to verbalize feelings Will give in rather than argue Remembers negatives; suspicious of others Easily depressed

s Resistant to change Loyal team worker Sensitive to criticism and confrontation Difficulty establishing priorities Difficulty making quick decisions Lacks decisiveness, enthusiasm, energy May sacrifice results for harmony

248

Communication

Speaks freely

Enthusiastic

Good at initiating communication

Stimulating

Good at debating

Can inspire others

Can be sarcastic

Prone to exaggeration

Often not good at listening

C Hesitates to talk until he has thought out precisely what to say Usually a good listener

s Quiet Seldom initiates conversation Can use wit and humor Usually a good listener

249

”

250

Leadership Style as a Leader

D "D" styles tend to take a hierarchal or "autocratic" approach with other people.

I "I" styles take a "democratic" approach and facilitate communication and initiative by others.

• Take control and be-in-charge type

• Inspiring and enthusiastic

• Don't like being told what to do

• Love to lead and influence others

• Can be too pushy and forceful

• Naturally great presenters; tend to talk too much

• Need to control direct and demanding approach to

• Need to listen more and not be so sensitive to

management

rejection

• Need to slow down, be gentle and not as demanding

• Love crowds, but need to be interested in individuals

"C" styles usually leads with a "bureaucratic" approach, delegating authority to others as long as others follow proper procedures.

"S" styles tend to take a "participatory" approach with an emphasis on delegation, listening, and support.

• Competent and compliant

• Sweet, steady, and stable leaders

• Go by the book and want everything just right

• Friendly and loyal , but tend to be too nice

• T horough, detail-oriented

• Need to be more aggressive and assertive

• Too informative and answer questions people are not

• Overly sensitive to their shortcomings

asking

• Need more confidence; hate to take risk

• When optimistic, they are extremely influential

• Miss opportunities because of caution

• Should focus on potentials more than concentrating

• Reliable, relaxed and reserved

on problems

251

Leadership Style as a Follower

• Respect strong leaders

• Follow with their heart

• Want to be part of a winning team

• Tend to be impulsive followers

• Follow with power and authority in mind

• Want opportunities that will make them look good

• Wonder, "Will this action make me more respected

• Talk a lot; they make good first impressions

and/or get the job done?" • Need choices, rather than "get in or get out"

• High egos and ability to persuade often turns them into the leaders in order to rise to the top • Sometimes you don't know who is leading whom

ultimatums • Need opportunities to do their own thing

• "Consumer Report" type followers

• Do not make quick decisions

• Analyze each decision

• Like leaders who are understanding and gentle

• Love research and development

• Want to establish a relationship with a leader who will

• Quality oriented followers

be around for a long time

• Don't like quick or costly decisions

• Concerned about service and stability

• Picky and precise, they follow with their minds, not

• Sensible and slow judgment is their trademark

their hearts

• Like familiar and low-key environments

• Seldom respond positively at first • Want time to think about their decisions • Once convinced, the follow best

252

• Gets to the point

253

Emotional Needs

254

Greatest Fear

Being taken advantage of

Rejection

Being manipulated

Being unpopular

Losing Control

Being bored

Criticism

Loss of security

Being wrong

Sudden changes

Being misunderstood

Confrontation

Compromising standards

255

Ideal Environment

256

sometimes to the detriment of the task.

257

Areas for Growth

Personal Growth Areas

• Strive to be an "active" listener. • Be attentive to other team members' ideas until everyone reaches a consensus.

Personal Growth Areas

• Wei gh the pros and cons before making a decision; be less impulsive. • Be more results oriented.

• Be less controlling and domineering.

• Exerci se control over your actions, words, and emotions.

• Develop a greater appreciation for the opinions, feelings, and desi res of others.

• Focus more on details and facts.

• Put more energy into personal relationships.

• Remember to slow down your pace for other team members.

• Show your support for other team members.

• Talk less; listen more.

• Take time to explain the "whys" of your statements and proposals.

• Consider and evaluate i deas from other team members.

• Be friendlier and more approachable.

• Concentrate on followi ng through wi th tasks.

C Personal Growth Areas • Concentrate on doing the right things, not just doing things right. • Be less critical of others' ideas and methods. • Respond more quickly to accomplish team goals. • Strive to build relationships with other team members. • Be more decisive. • Focus less on facts and more on people. • Take risks along with other team members.

Personal Growth Areas • Be more open to change. • Be more direct in your interactions. • Focus on overall goals of the team rather than specific procedures. • Deal with confrontation constructively. • Develop more flexibility. • Increase pace to accomplish goals. • Show more initiative. • Work at expressing thoughts, opinions, and feelings.

258

Sensitivity to Others

D Because of a high concentration on tasks and goals, "D"s have a tendency to be insensitive to the feelings of others.

C Because they are task-oriented and take a logical approach to feelings, "C"s have a limited supply of sympathy to offer others.

I ''l"s are sensitive to the feelings of others and want everybody to be happy and enjoy life.

s "S"s are very conscious of feelings and make every effort to avoid hurting another person even if that means making personal sacrifices.

259

Relational Characteristics

• Exerts sound leadership • Establishes goals

• Is liked by children's friends • T urns disaster into humor

• Motivates family to action

• Is the circus-master

• Knows the right answer

• Makes friends easily

• Organizes household

• T hrives on compliments

• Has little need for friends

• Envied by others

• Will work for group activity

• Likes spontaneous activities

• Excels in emergencies

• Keeps home in a frenzy

• Tends to overdominate

• Disorganized and forgetful

• Too busy for family

• Doesn't listen to the whole story

• Impatient with poor performance

• Needs to be center stage

• Won't let children relax

• Dominates conversations

• Tends to use people

• Answers for others

• Too independent

• Fickle

• Can't say "I'm sorry"

• Makes excuses

• May be right, but unpopular • Possessive

• Sets high standards • Wants everything done right • Picks up after children • Sacrifices his/her own will

• Makes a good parent • Is not in a hurry • Can take the good with the bad • Doesn't get upset easily

• Encourages scholarship and talent

• Pleasant and enjoyable

• Makes friends cautiously

• Good listener

• Content to stay in background

• Dry sense of humor

• Avoids causing attentions

• Has several close friends

• Unrealistic goals

• Undisciplined and unchangeable

• Too meticulous

• Doesn't organize the home

• Becomes a martyr and sulks

• Takes life too easy

• Lives through others

• Dampens enthusiasm

• Socially insecure

• Stays uninvolved

• Critical and unforgiving

• Indifferent to plans

• Hold back affection

• Judges others

• Antagonistic and vengeful

• Sarcastic and teasing 260

Relating Styles

When relating to "D"s

Be strong, but willing to bend. "D"s will ch allenge and intimidate. Be to the point. Remind them that you're a team.

Be serious. Don't be silly or informal because "D"s are not interested in funny stories. Don't waste time. Demonstrate your plan to solve the problem.

When relating to "l"s

Be enth usiastic and complimentary. "S"s will talk and exaggerate a lot. Listen and don't try to control the converstion or prove your point.

When relating to "S"s

Don't be forceful or speak down. Be sweet. "S"s will judge how you respond. Be sensitive and kind. Appreciate the person's concerns.

When relating to "C"s

Be prepared and specific. Don't use generalities. "C"s want explanation, not debate. "C''s can also be strong if you don't know what you're talking about.

C When relating to "D"s

Be relaxed. Don't be defensive. Get to the "bottom line" and don't bore th e person with lost of facts. Agree on solution based on both perspectives. Be positive.

When relating to "l"s

Be patient and let the person talk. Ask pointed questions that make the person th ink. Get them to talk through to the solutions. Stay on track.

When relating to "S"s

Be loving. Show sincere care for the person. Make them feel you really enjoy what you do. Don't complain. Be optimistic and sure of your plan.

When relating to "C"s

Be precise and accurate. Meet forceful demands with clear answers. Be sure of your facts, but be open to suggestions.

Be a good listener. Don't talk much. Compliment ''l''s and emphasize the good and positive. Smile and agree as much as possible.

When relating to "S"s

Be sensitive. Let "S"s share their feelings. Don't interrupt and let the person finish completely. Stay calm and reinforce your sensitivity.

When relating to "C"s

Be factual and don't try to "snow" a "C". Ask for suggestions and be open and respectful. Give details concerning problems. Be precise and methodical.

When relating to "D"s

Be confident and sure of self. "D"s may be forceful. Show strength. Challenge the person, but not too hard. Don't give in if you're right.

When relating to "l"s

Be interested in what the person says. Don't just listen. Share your thoughts and concerns. Ask them to review what was settled.

When relating to "S"s

Be kind, but don't overdo it. Be strong if necessary. Don't hold back, but be sensitive. Encourage the person to be strong concerning problems.

When relating to "C"s

Be prepared for stress and have your proof ready. The person will pressure you with logic or reason. Be open to what is said. Take the good, leave the bad. 261

Needs to:

262

Learning Styles

I Kinesthetic Learner

Kinesthetic Learner

Wants to FEEL in control of learning. Desires strong, emotion-packed presentation, as opposed to sensitive or silly presentations. Responds best to authority who makes him/her relate personally to the learning.

Wants to FEEL part of the lesson. Desires an emotional tie with the presenter and poi nt of the lesson. Learns best i n a group where his/her feelings can be expressed. Needs heartfelt communication.

Visual Learner

Wants to SEE progress and results. Responds best to action-packed visuals. Learns best when lessons are animated or shown, as opposed to written or spoken. Desires more hands-on, group learning by example.

Wants to SEE the lesson through drama or roll-play. Desires to participate by acti ng out or visualizing the lesson. Learns best when able to picture him/herself i n the lesson. Looks for images that explain the lesson.

Auditory Learner

LISTENS best to challenges and straightforward communication. Wants to hear bottom-line and summarized facts. Doesn't like to listen to long drawn-out stories. Responds best to serious and hard-hitting points. Pays most attention when lessons are direct and demanding.

LISTENS best to exci ti ng and enthusiastic communication. Desi res to hear expressions and word-pictures that make lessons come alive. Needs to hear i nfluenci ng and i mpressive learning that communi cates opti mism. Hears the lesson best through humorous stories.

C Kinesthetic Learner

Kinesthetic Learner

Wants to FEEL the lesson is clear and understandable. Learns best when communicated through rational and emotional means. Desires balance between facts and feelings. Wants to learn through heartfelt, yet intellectual presentations. Needs to feel the lesson is logical.

Wants to FEEL comfortable and secure as he or she learns. Responds best to status-quo type learning, without surprises or challenges. Desires that everyone is learning harmoniously and together as a family. Needs to feel the lesson in a personal and private way.

Visual Learner

Wants to SEE the lesson, as opposed to just hearing about it. Desires visualization of the facts. Learns best when presented with investigated lessons. Needs to have pictures and charts drawn that explain the lesson.

Auditory Learner

LISTENS best to clear and precise words. Desires to hear lessons that explain why, what, when, and how. Wants to hear competent and accurate communication. Is not as interested in the drama, but in hearing the facts. Learns best with thorough explanation.

Wants to SEE the lesson lived-out through the life of the presenter. Learns best by visualizing the lesson as part of a small group, rather than having to be up front presenting. Desires steady and stable visual environments.

Auditory Learner

LISTENS best to sweet and soft presentations. Doesn't like strong or fast-paced communication. Responds best to supportive and security-oriented words. Desires to hear lessons in a small groups. Wants to hear words that make the lesson kind, nice, and caring. 263

“S”

264

Parents Handling Pressure and Stress

265

Parent Response to Conflict

D Natural Response: Want to attack

I Natural Response: Want to expose others

Natural Response: Want to criticize

Natural Response: Want to support or submit

266

Parenting Habits

"D" parents are authority prone and want to run the home like boot camp. They regularly give out orders and can be hard disciplinarians.

"I" parents are very spontaneous, tender-hearted, and loud, but can lack much follow-through in discipline. Women can be screamers.

C "C" parents are perfectionists and can have unrealistic expectations for their children. They discipline fairly, but praise sparingly.

s "S" parents are good parents if they learn to be assertive and confrontational when necessary. They are usually very patient and loving.

267

Children and Parents

D The High "D" Child

From early age they look for jobs to do to win the praise of their parents. They have the highest energy level of all temperaments. If you keep them busy they will be your helpers, if you don't they will get into trouble. They are born leaders with an innate drive to control situations & people. They are opinionated, competitive, and want to be part of decision-making in the family. Parents should

• Affirm them for their achievements. • Be their cheerleader. • Teach the value of honesty over manipulation or winning at all cost. • Teach them to value the opinion of others, even if they don't agree. • Teach them that true leaders aren't bossy or pushy with others. • Allow them to participate in family decisions.

I The High "I" Child

This is the happy-go-lucky, life of the party, who loves fun and people. With the bubble & bounce comes forgetfulness & one who is easily distracted from responsibilities by anything fun or interesting. They dislike routine, boring people, criticism, details, or lofty goals. They need constant approval and praise. They love affection, hugs, kisses, and desperately want acceptance. They can easily "charm" others into doing things their way. As a teen they will be popular & involved in many activities.

Parents should

• Teach discipline without wiping out their joyful spirit. • Make home a fun place, give them plenty of attention, compliment them often. • Not try to force them into being like anyone but themselves.

C The High "C" Child

They are serious from the start and don't like to be jollied up. They desire order and organization. They are sensitive and easily hurt. They tend to have feelings of insecurity & often withdraw to be alone. They need quiet appreciation for their abilities. They need a quiet place they can call their own.

Parents should

• Sit down in a peaceful atmosphere and discuss their inner thoughts. • Handle them with patience and sensitivity to get them involved with family activities. • If possible, give them a bedroom of their own. • Not tell them to "cheer up," or "lighten up.

The High "S" Child

This is the easiest child of all to raise. By nature they want to please others & not cause trouble for anyone. They can be "picked on" by more aggressive siblings or children. They are easily intimated, but don't like to complain. They often have a dry, low-key sense of humor. They can fall through the cracks in the family because they don't demand attention like others do. They tend to be single-interest type people.

Parents should

• Be sure to pay attention to this quiet child so their self worth won't be harmed. • Help this low motivated person find direction. • Help expose them to new opportunities to discover their interests.

268

Step Parenting Styles

I "D" Step-Child

"D" Step-Child

Gain child's respect and trust before trying to control him/her. Child will naturally challenge. Give choices, not commands.

Control your emotions. Child will test your feelings. Show child you can be serious, but don't lecture him/her. Give child opportunity to speak.

"I" Step-Child

Praise child f or successes. Don't try to make child more serious. Motivate child through positive reinforcement and encourage child more than challenge.

Don't compete for attention. Let child share his/her feelings and don't interrupt. Teach child how to respond calmly when under pressure.

"S" Step-Child

First become the child's close f riend. Be patient with child's slow responses. Don't demand aggressiveness. Be sensitive and patient.

Don't force child to be more outgoing. Spend time with child on an individual basis. Give child time to adjust and accept you.

"C" Step-Child

Expect child to question and doubt. Don't criticize. Be logical and explain thoroughly. Create positive atmosphere. Let the child think.

Be patient with child's questions. Appeal to the child's logic. Give child detailed instructions. Don't expect child to always be optimistic.

C "D" Step-Child

"D" Step-Child

Don't push child to do everything perfectly. Get to the point when explaining things. Don't be rigid. Look for the good in what is done.

Establish early your authority. Child will try to dominate you. Show strength and decisiveness. Determine the limits and stick to them.

"I" Step-Child

Go out of your way to be positive and encouraging. Overlook much of child's disorganization. Praise child. Don't be sarcastic. Be cheerful and excited.

"S" Step-Child

Be kind an sweet. Don't try to correct everything. T he child wants to please, but needs to trust you first. Build loving relationships.

"C" Step-Child

Child is just like you and will judge everything you do. Show child how competent, yet caring you can be. Don't over analyze. Stimulate child's thinking.

Be excited about child's accomplishments. Show enthusiasm. Don't try to calm the child. Be more expressive and active with the child.

"S" Step-Child

Child is much like you. He/she will take time to know. Take it slow and steady. Build a security-oriented environment.

"C" Step-Child

Be consistent with your approach. Explain the "why" questions. Teach child to be more positive and outgoing by your example.

269

Dating

D "D"s tend to be demanding and decisive in relationships. They like to dominate and often determine what to do and where to go. They can be too "bossy," but are confident and aggressive, often succeeding where others fail. "D"s make great leaders, but under pressure, they can become unbending and forceful. They must constantly remember to be more gentle and kind when things don't go their way.

C "C"s are cautious and calculating. They seem to be "moody" when they are quiet and contempla tive. They don't like having to make quick deci sions and prefer to investigate the options be fore deciding. "C"s tend to be opinionated, but what they say is often insightful. They can be come too realistic and miss out on exciting opportunities. "C"s need to "let their hair down" more often and enjoy life, rather that just endure it.

I ''l"s are inspiring and influencing types. They constantly talk and express feelings. Emotional and enthusiastic, they are full of fun and sponta neity. They often say things that are silly, but can talk their way out of most everything. ''l"s need to listen better. They love attention, but should learn how to share the limelight. They must always remember that others have feelings too. ''l"s are the most friendly, but sensitive personality type.

s "S"s prefer steady and stable environments and don't like surprises. They make the best friends and most loyal partners, but are also often let others take advantage of them. "S"s seem to go along with whatever others want. They need to be more assertive and expressive. Normally gentle and kind, they must practice "tough love" being lovingly strong with difficult people. "S"s should also be more decisive and demanding.

270

Team Building

When relating to "l"s...

When relating to "D"s...

Support their opinions. ideas. and dreams

Support their goals and objectives • • • •

Keep your relationship businesslike Argue facts, not personal feelings, when you disagree Recognize their ideas- not themselves personally Provide alternative actions with brief supporting analyses to influence decisions • Be efficient, well-organized, & get to the point Above all: Be efficient and competent

C When relating to "C"s...

Support their organized. thoughtful approach • • • • •

Demonstrate with actions rather than words Be precise, systematic, exact, & organized List the advantages & disadvantages of any plan Provide solid, tangible, factual evidence Provide guarantees that actions cannot backfire

Above all: Be thorough and well-prepared

• • • • •

Be enthusiastic, but do not hurry the discussion Try not to argue (you seldom can win) Agree on the specifics of any agreement Summarize in writing who, what, when, where Use testimonials & incentives to affect decisions

Above all: Be interested in them

s When relating to "S"s... • Assume they will take everything personally • Discuss personal feelings when you disagree • Support their feelings by showing Be pleasant, allow them time to trust youpersonal interest • Move along in an informal, slow manner • Assure them that actions will involve minimal risk

Above all: Be warm and sincere

271

Value to the Team

D "D"s are good at... ... Overcoming obstacles ... Seeing the big picture ... Pushing the group ahead ... Accepting challnges without fear ... Maintaining focus on goals ... Getting results ... Providing leadership ... Handling several jobs at the same time

"l"s are good at... ... Speaking persuasively ... Responding well to surprises ... Expressing ideas ... Accepting new people ... Creating enthusiasm ... Working wll with others ... Having a sense of humor ... Keeping a psitive attitude

While Analyzing Information "D"s may ignore potential risks and not weigh the pros and cons. They may not consider others' opinions. "D"s offer innovative and progressive systems and ideas.

While Analyzing Information "D"s may lose concentration, interrupt, and miss important facts and details. They are also creative in problem solving.

Positive Characteristics While Working in Teams "D"s are autocratic managers who are great in a crisis. They welcome challenges without fear and are able to overcome obstacles. "D"s are innovative in getting resluts. They can see the big picture and maintain focus on goals. "D"s can handle multiple projects and function well with heavy workloads. They provide direction and leadership and push the group toward decisions. "D"s are willing to speak out and accept risks. They are also generally optimistic, self-reliant, specific, and direct.

Positive Characteristics While Working in Teams 'T's are participative managers who motivate the team and influence and inspire. They are instinctive communicators and create an atmosphere of well being. ''l''s are spontaneous and agreeable, and they repsond well to the unexpected. They express their ideas well and make good spokespersons. 'T's accomplish goals through people and work well with others. They will offer their opinions and can be persuasive. 'T's are enthusiastic and have a positive attitude and a good sense of humor. They are also very good in brainstorming sessions.

"C"s are good at... ... Working systematically ... Begin conscientious ... Maintaining their focus ... Analyzing obstacles ... Striving for logical results ... Organinsing material ... Thinking logically ... Evaluating situations

"S"s are good at... ... Showing sincerity ... Being even-tempered ... Emphasizing loyalty ... Building relationships ... Seeing an easier way to do things ... Providing dependablility ... Being a team player ... Making others feel accepted

While Analyzing Information "C"s may become overly cautious and conservative. They may get too bogged down in the details and avoid or postpone decisions, especially if they perceive a risk. "C"s are able to be effective troubleshooters.

While Analyzing Information "S"s may be openly agreeable, but inwardly unyielding. They may internalize their concerns and doubts and hesitate to share feedback during presentation. "S"s will slow down the action and provide valuable support for team goals.

Positive Characteristics While Working in Teams "C"s are "do it yourself" managers who create and maintain systems. They are instinctive organizers and strive for a logical, consistent environment. "C''s evaluate the team's progress, ask important questions, and maintain focus on tasks. They think logically and work systematically. "C"s offer conservative approaches and emphasize quallity. They are conscientious, diplomatic, and will strive for consensus. They will also share risks and responsibilities.

Positive Characteristics While Working in Teams "S"s are participative managers who accomplish goals through personal relationships. They are instinctive relaters and make others feel like they belong. "S"s buy into team goals and identify strongly with the team. They provide stability and specialized skills and consider the elements of a total project. "S"s are sincere, practical, realistic, dependable, loyal, and even-tempered. They are focused and intuitive about people and relationships. "S"s show patience with others and strive to build relationships.

272

Diet and Exercise

Attitude to Adopt Guard your strong optimism and count the cost more.

Attitude to Adopt Great attitude, but be more realistic and cautious.

Dieting "D"s are often too busy to take the time to diet and are easily sidetracked by "more important" things. Once committed, they are determined and disciplined. "D"s tend to start strong, but lack follow-through. They need accountability and regimentation and do best when challenged.

Dieting 'T's are often extremely conscious of how they look. They want to impress others, but compensate for overeating by being the life of the party. Eating and socializing are important to 'T's, but should be done in moderation. 'T's need to discipline their lack of control and their desire to feel good by overeating.

Exercising "D"s wants independence and power to work alone. They are motivated by challenge and the need to be strong. "D"s are serious and determined, but often fall short of their potential. They do best as a leader or example.

Exercising Initially enthusiastic, 'T's often lack follow-through. They love to exercise with a group and are at their best when they are able to influence others. 'T's need to stick with it, even when it's not fun any more.

Attitude More serious type, but avoid being too "pushy".

Attitude to Adopt Very easygoing, but needs to be more confident.

Dieting "C"s are very conscious of weight. They often worry about being overweight, but are likely to act on it. "C"s can get easily discouraged and give up too soon. They need to be more optimistic about possibilities and begin dieting immediately. They shouldn't spend too much time researching every diet plan.

Dieting "S"s can be consistent and yet, unmotivated. They are often insecure with dieting and slow getting started. "S"s can be influenced by a close friend, but need to be more self-motivated. They do best once routine and sure of method of dieting is established .

Exercising "C"s are very calculating and studious. They want the best plan and can be too serious and regimented. "C"s need to relax and have more fun. They can be too hard on themselves. "C"s are often best at knowing what to do, but have a poor attitude about doing it.

Exercising "S"s don't need a lot of hype. They are content to work alone, but do best with a friend. "S"s don't push the limits as much as they should, but are good at the long haul. They are steady and regimented, but need to control interruptions.

273

Balancing Your Health

Your active/task oriented lifestyle makes you a determined doer and driver type. You tend to eat to live, not live to eat. You are often "too busy" to take better care of yourself.

Your active/people-oriented lifestyle causes you to constantly be on the go. You're prone to eat on the run. You enjoy meal time best when it becomes a social event.

Think it over

Control your motivation to be constantly busy. Determine to take care of your health and fitness. Discipline you time and energy so that you exercise and eat well. Guard against being constantly on the go. Schedule time to "stop and smell the roses." Don't let your need to stay busy keep you from rest.

• Let your motivation to impress and inspire others influence how you eat. • Discipline cravings by reminding yourself how poor overeating will make you look. • Keep nutritional low-fat energy snacks available for when you become hungry. • Resist fast foods. • Avoid grocery shopping when you're hungry.

C Your passive/task-oriented lifestyle makes you more calculating and competent. You can be "picky" about what you eat, but can become de feated by discouragement and give in to your cravings.

Your passive/people-oriented lifestyle makes you a submissive, sensitive, and soft spoken type person. You tend to be more consistent with your diet, whether it be a good or bad diet. You don't like change.

Think it over

• Control your emotions and don't let difficulties cause you to give-up on eating well. Let your analytical thinking decide what is best to eat and how to exercise. Get excite about looking good and feeling better. Don't accept the status quo, if change is necessary. Challenge yourself through wise reasoning to take better care of your body. Don't' think that preserving your mind is more important than taking care of your body.

• Be careful you don't get into the rut of eating the same unhealthy foods all the time. • Avoid your reluctance to change. • Don't let other people decide what you should eat. • Be different when others want greasy fast foods. • Be assertive and order or cook healthy foods. • Develop a healthy diet and exercise program that you will stick to no matter what your friends do.

274

Laugh at Yourself...We do!

You know your "D" is too high when ...

You know your "I" is too high when ...

... you are walking around a lake & decide to walk across it for a change of pace.

... you try to impress your garbage collector by placing odor devices in your garbage cans.

You know your "C" is too high when ...

You know your "S" is too high when ...

... you run out of gas on purpose to find out exactly how far your car can go on a gallon of gas.

... you listen for 30 minutes to a snow plow salesman & you live in Florida.

275

Bumper Stickers

"Just do it!"

"Are we havingfun yet?"

"Ifit is worth doing, it is

"Don 't sweat the small stuff!"

worth doing right!"

276

: Lion

: Goldfish

: Short and to the point

Animal

Animal : Dog

277

Restaurant Habits

"D"s eat fast, often talk while chewing their food, and seldom vary their order.

"I' s eat everything in sight, enjoy talking, and are the last to look at the menu.

"C"s are picky eaters and take a long time to decide what to order, but when the food arrives they savor every bite.

Deliberate eaters, "S" s are typically the last ones to finish eating, and this usually helps them control their weight.

278

Shopping Habits

...are not fond of shopping, especially men. When they need something, they go, get what they want and leave.

. .. are not price conscious, but buy by visual satisfaction. They are drawn to color and marketing.

...are deliberate and decisive shoppers who compare prices and quality very carefully. They often carry coupons when shopping.

... enjoy shopping, especially women. They shop long, slow, and are frugal. Often return shopping because they didn't get enough the first trip.

279

Agent On-Boarding – Trained for Success

EXIT Prestige Luxury Realty

INTRODUCTION TO DISC – “D” AND “I” TYPES 1. The emotions of both the “D” and the “I” type change very 2. The letter “D” stands for

3. “D” types are outgoing and

oriented.

4. The challenge word for “D” is

5. The basic needs of a “D” are

, challenge, and

6. “I” types are outgoing and

oriented.

7. The basic needs of an “I” are

and

8. “I” types are great with

and motivating others.

TEST QUESTIONS 1. “D” types have very flowy and animated hand movements. True

False

2. The letter “I” stands for

3. Both “D” and “I” types become bored very easily. True 4. “D” Types are about

False % of the population.

5. Both “D” and “I” types are motivated by

6. Both “D” and “I” types want

and

information.

7. “I” types are very shy people. True

False

Food for Thought: Understanding personality types explains the “why” behind the way people think, feel, and act. 280

Agent On-Boarding – Trained for Success

EXIT Prestige Luxury Realty

INTRODUCTION TO DISC – “S” AND “C” TYPES

1. The letter “S” stands for

2. “S” types are reserved and

oriented.

3. The challenge word for an “S” is 4. “S” types are _

. communicators.

5. The letter “C” stands for 6. “C” types are

. and task oriented.

7. “C” types love to use charts,

, and

8. “C” types are programmed to be

TEST QUESTIONS 1. “S” types get their feelings hurt easily. True

False

2. What are the basic needs of an “S” personality? 3. “C” types are motivated by what two things? 4. “C” types love to live spontaneously. True

False

5. Both “S” and “C” types speak more _

6. Both “S” and “C” types have limited or no hand gestures. True 7. Both “S” and “C” types believe in

False instead of quantity.

Food for Thought: If you don’t work well with a specific personality and still choose to work with them, it’s no longer about doing what’s best for the customer. 281

EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

5.4. Path to Profitability Worksheet Use this Path to Profitability Worksheet in tandem with your Business Plan to determine the activity you need to complete to reach your profitability goals. You’ll see a sample of a completed worksheet below the blank one.

https://be.exitrealty.com/EXITizeMe/VideoDetail/966 282

Agent On-Boarding – Trained for Success

EXIT Prestige Luxury Realty

Agent Path to Profitability Worksheet Number of Transactions Required to Reach Desired Profitability Average Sales Price of homes in your area

$ %

X average % sales commission per end/side of = average sales commission in your area

Average sales commission in your area per end/side (1)

X your split of

(1)

)

Minus average Regional Development Fee

)

Minus standard expenses (if any, e.g. E&O)

= your average net

(2)

Average monthly overhead expenses (advertising, dues, etc)

(3)

Add Desired Monthly Profit

(4)

Subtotal (add 3 and 4)

(5)

Divided (5) by your net per end/side (2) for number of ends/sides required per month to reach desired profitability

======================

Minus average Transaction Fee

Residual Income Average sales commission in your area (line 1)

X 10% residual

(6)

Desired residual income per month

(7)

Divide (7) by (6) for number of sides/ends needed finalized by your sponsored members per month

(8)

Average number of closings per month per agent (board data)

(9)

Divide number of sides/ends (8) you need for desired residual income by (9) .

======================

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Breaking Down the Activities

To determine the annual net income you want to generate, multiply line 5 of the Path to Profitability Worksheet by 12 to get your desired annual income. Use the calculations below to give you an idea of the activities you need to complete to reach your goal. Substitute figures as they relate to your market and goals. Sample:

Average Sale Price: $300,000.00 @3% commission (one side only) = $9,000.00 X 70% (Agent’s split) = $6,300.00 Minus expenses and fees of $300 = Approx $6,000 net

$100,000.00 in Earnings (Goal). - @$6,000.00 per transaction = 16 Transactions (sides/deals/ends, etc.) -Since taking more listings is the recipe for success in Real Estate the ratio should be:

60 / 40 (Listings taken / Buyer sales) = 9 Listings Sold / 7 Buyer Sales -(2/1) This ratio means for every 2 listings you take, you’ll sell 1. Therefore, to sell 9 listings, you’ll need to take 18 listings. -(2/1) This ratio means for every 2 listing appts you go on, you’ll list 1. Therefore, to take 18 listings, you’ll need to go on 36 listing appointments. -(5/1) This ratio means for every five leads you generate, you’ll get an appointment. Therefore, to book 36 appts, you’ll need to generate 180 leads - (12/1) Means for every 12 people you talk to (contacts), you’ll get a lead. Therefore, to generate 180 leads, you’ll need 2,160 contacts. Based on the fact that I will take four (4) weeks of vacation this year, one per quarter, that leaves 11 months left for business. Also, since there are approx. 20 working days in the month (no weekends) that leaves 220 working days for the year (11 months x 20). When you divide the 2,160 contacts into the 220 working days, that equals 10 CONTACTS /

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2021 EXIT PRESTIGE LUXURY REALTY

SUCCESS PLAN 285

INTRODUCTION Welcome Before you get started, we thought we’d give a brief overview of what’s to come. This guide is about the numbers: How much money you want to make and how much business you’ll have to do to make it happen. You’ll start by figuring out what it costs to pay your bills each month and each year. You’ll use that information to set some goals for how much money will actually end up in your bank account. With those goals in hand, we’ll guide you through a little math (simple stuff, don’t worry!) to figure out target values for your Gross Commission Income and Sales Volume. Eventually you’ll discover how many leads you’ll have to generate to make those goals a reality.

When you’ve completed the guide, you’ll have all the important facts and figures on that one page. Then you can post it above your desk, or fold it up and put it in your wallet, or stick it on the refrigerator next to your kid’s report card. Got it? Cool.

Now let’s get started! 286

PART ONE: Set your sights on a target. In this section you’ll analyze your personal spending, and then use that information to determine a goal for your annual take-home income.

Step 1: Determine your monthly personal expenses. This step is about the the essentials: mortgage or rent, car payments, insurance, utilities, etc. In the box to the right, fill in each field as a per-month value. We’re not mind readers, so if there’s an important personal expense that we didn’t list, use the other fields near the bottom of the chart. At the end, add up the total. That figure is what you need to pay your bills each month. It’s the bare minimum.

Step 2: Determine your annual cost of living.

Mortgage/Rent Car Payment Car Gas Car Maintenance Car Insurance Car Payment Electric Gas Cable Internet Phone Water Food/Entertainment Travel Child Care Savings Health Insurance Cell Phone Credit Card Misc. Other Other Other

MONTHLY TOTAL

So you know how much money it takes to get through one month. Now let’s figure out what you need to pay the bills for an entire year. Take your total monthly expenses and multiply by 12. EXAMPLE: Your average monthly expense are $3,000

$3,000

x 12 =

$36,000

Now plug in your own monthly expenses from the previous section.

x 12 = 287

Step 3: But how much do you really want to make? You know how much money it takes to get through each month, and you know how much you need to make in an entire year. But you want to do more than just get by, right? Think about vacations, and sports cars, and early retirement, and sending your kids (and your kids’ kids) to college. Use your annual cost of living as a baseline, and write down a goal for how much money you want to bring in each year after taxes. This is your target take-home income. Target Take-Home Income

Step 4: Don’t forget about Uncle Sam. Everything you’ve worked on so far is take-home income. It’s time to figure out your taxable income — the amount of money you’ll have to actually make to be able reach your takehome goal after federal and state income taxes are withdrawn.

EXAMPLE:Your targeted take-home income is $90,000 and you estimate your tax rate to be 30%

/ 100 =

.30

Target Take-Home Income

$90,000

$128,571

WHAT IT MEANS: At a 30% tax rate, you’d have to make about $130,000 in order to bring home $90,000. Now give your own numbers a try.

288

/ 100 =

B 1Target Take-Home Income

So there it is.

You know how much money you want to make. Now we’ll figure out how much business you’ll have to do to make it happen.

PART TWO: What’s your GCI? Your taxable income is what’s left after transaction fees, commission splits, business expenses, and other costs are deducted from your Gross Commission Income (GCI). To avoid getting too complicated, we’re only going to focus on commission splits and fixed business expenses. We’ll work backwards, filling in the gaps between your target taxable income and a target GCI.

289

Step 1: Your broker gets a cut. A portion of your commission income is going to go to your broker. It may be a straight commission split based on a percentage of you GCI, or it might be capped at a certain value. It really varies from broker to broker. We’ll go over a few different scenarios.

EXAMPLE: Your target taxable income (final step in previous section) is about $130,000. Your broker gets 20% of your Gross Commission Income. Commission Split Percentage

/ 100 =

Taxable Income

$130,000

$162,500

$140,000

WHAT IT MEANS: You’d need to earn $162,500 to have $130,000 in taxable income after a 20% commission split. But what if the broker has a cap, such as $10,000? Capped Commission Split

Taxable Income

$130,000

$10,000

WHAT IT MEANS: An agent would have to earn $140,000 in order to have $130,000 in taxable income after his/her broker takes a $10,000 capped commission split. Now turn the page and use your own numbers (and remember, only use one of the described methods).

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THE FOLLOWING WORKSPACE IS FOR A COMMISSION SPLIT. Commission Split Percentage

/ 100 =

Income Before Commission Split

Taxable Income

HERE’S A WORKSPACE FOR A CAPPED COMMISSION: Income Before Commission Split

Capped Commission Split

Taxable Income

If you’re a new agent and you’re not sure about your commission split, you can speak with a mentor to get a good estimate: Income Before Capped Commission Commission Split Split Estimate Taxable Income

Board Dues Board Application MLS Fees MLS Application Desk Fees License Application License Renewal E&O Insurance Education Other Other

Step 2: Running a business costs money. Each year you’ll have Annual Business Expenses that are necessary to operate. These include board dues, application fees, and other services, such as technology costs. Use the chart on the following page to estimate your expenses. Remember to total these up as a yearly cost, as opposed to the monthly costs from earlier in this guide.

ANNUAL TOTAL 291

Step 2: Continued Now take the annual total from the bottom of the expenses chart and add it to your final figure from Step 1 (income before commission split). This is your Gross Commission Income. EXAMPLE: Your target income before commission split is $162,500, and your estimated business expenses are $4,000. Annual Business Expenses

Income Before Commission Split

$162,500

$4,000

Targeted CGI

$166,500

WHAT IT MEANS: If you have $4,000 a year in annual expenses and you want to earn $162,500 before your broker takes a commission split, you’lll need to earn $166,500 in Gross Commission Income. Now plug in your own numbers. Annual Business Expenses

Income Before Commission Split

Targeted CGI

Congrats!

You’ve gone all the way from targeted take-home income to targeted GCI! Add your GCI to the One-Page Success Plan.

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PART THREE: How many deals can you close? You’ve determined how much you need to earn in annual commission in order to reach your goals. Now we’ll figure out how many homes you need to sell to earn that amount.

Step 1: What’s your sales volume? Your Gross Commission Income comes as a percentage of your total sales volume. If you can estimate your average commission — both for buyer-side and seller-side transactions — you can use your targeted GCI to determine the sales volume necessary to achieve your goals. When coming up with an estimate for your average commission, you can use your data from a previous year, use the average for you market, or work with your mentor to come up with an estimate. EXAMPLE: Your target GCI is $168,500 and your average commission is 3%. Average Commission Percentage

/ 100 =

.03

Target CGI

$166,500

Target Sales Volume

.03

$5,550,000

WHAT IT MEANS: If you want to earn $168,500 in GCI and your average commission is 3%, you’ll need to earn about $5.55 million in total sales volume. Now give your own numbers a try, and then add your target sales volume to the One-Page Success Plan. 293

Average Commission Percentage

/ 100 = Target CGI

Target Sales Volume

Step 2: How many homes? To figure out how many transactions you need to close to achieve your goals, divide your total sales volume by the average sales price of homes in your market. You could also choose an average price that suits your client base. EXAMPLE: Your targeted sales volume is $5,550,000 and the average sales price of homes in your market is $200,000. Target Sales Volume

$5,550,000

Average Sales Price

$200,000

Target Transactions

27.75

WHAT IT MEANS: In order to achieve $5,550,000 in Total Sales volume in a market with an average sales price of $200,000, an agent would have to sell about 28 homes. Now you give it a try, and then add your target transactions to the One-Page Success Plan. Target Sales Volume

Average Sales Price

Target Transactions

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PART FOUR: You need leads. How many? You’ve done the calculations and determined the big numbers. You’ve set goals for takehome income, Gross Commission Income, sales volume, and transactions completed. Now it’s time to figure out how many clients you’ll have to attract.

Step 1: How many buyers? How many sellers? By using historical data or an estimate based on your targeted clients, estimate what percentage of your closed deals will be sellers, and what percentage will be buyers.

EXAMPLE: You need to close 28 transactions to meet your income goals. You estimate that 60% of your closings will be sellers, and 40% will be buyers.

Percent Sellers

16.8 Buyer-side Transactions Closed

Transactions Required

Percent Buyers

Seller-side Transactions Closed

Transactions Required

11.2

WHAT IT MEANS: The agent will need to close about 17 sellerside transactions and 11 buyer-side transactions to achieve his goals. You know the drill by now. Use your own numbers to determine how many transactions you’ll have to close on each side Then transfer those goals to the One-Page Success Plan. Seller-side Transactions Closed

Transactions Required

Percent Sellers

= Buyer-side Transactions Closed

Transactions Required

Percent Buyers

295

Step 2: What’s your success rate with sellers? Getting a listing to the closing table takes a lot of steps. First you have to win the listing appointment. Then you have to hope it’s priced right and will sell. We’ll factor in your success rates for each step to determine how many seller-side leads you’ll need to generate. Come up with an estimated success rate based on your own personal experience or use historical data for your market. EXAMPLE: An agent needs to close 17 seller-side transactions, and estimates he’ll close 80% of his listings. Seller-side Transactions Required

Listings Required

Estimated Success Rate

WHAT IT MEANS: If an agent wants to close 17 seller-side transactions and estimates that 80% of his listings sell, he’ll need to list 34 homes. Your turn. Seller-side Transactions Required

Estimated Success Rate

Listings Required

But we don’t win every listing appointment we go on. In order to list 32 homes, how many listing appointments will you need? Estimate your success rate based on your previous experience or speak with your mentor. EXAMPLE: You want to list 32 homes, and you estimate that you’ll win 80% of your listing appointments. Listings Required

Target Listing Appointments

Estimated Success Rate

42.5

WHAT IT MEANS: If you win 80% of you listings and want to list 34 homes, you’ll have to go on about 43 listing appointments. Now give your own estimates a shot, and then transfer your estimated listings to the One-Page Success Plan. Listings Required

Target Listing Appointments

Estimated Success Rate

= 296

Step 3: What’s your success rate with buyers? Just like the seller-side, buyer-side transactions are bound to fall through. The buyer may not be able to get financing, or he/she may end up working with another agent. Similar to the previous section, we’ll use estimated success rates to determine how many buyer appointments you’ll need to make. EXAMPLE: You need to close 11 buyer-side transactions to meet your income goals, and you estimate that 90% of you buyers will get financed, get through inspection, and close. Buyer-side Transactions Required

Targeted Buyer-side Clients

Estimated Success Rate

12.2

WHAT IT MEANS: If you need to close 11 buyer-side transactions and you estimate your success rate at 90%, you’ll need to work with about 12 buyers. Use your own numbers, and then add them to the One-Page Success Plan. Buyer-side Transactions Required

Targeted Buyer-side Clients

Estimated Success Rate

PART FIVE: Put in the work. Every day. You’ve come up with some important goals to shoot for in the next year. As a final step, come up with a list of buyer- and listing-side lead generation activities that you can envision performing on a regular basis. Think about what you can do daily, and weekly, and monthly. You can brainstorm using the workspace and the suggestions below, and then take the best ones and fill in the final boxes on the One-Page Success Plan.

297

BUYER LEAD GENERATION ACTIVITES

SELLER-SIDE Direct Mail Open Houses Call Capture Craigslist Special Letters Special Incentives Social Media Withdrawn and Expired For Sale By Owners Mass Media Advertising Floor Duty Referral Relocation

SELLER LEAD GENERATION ACTIVITES

BUYER-SIDE Renter’s Direct Mail Craigslist Referrals Mass Media Advertising Open Houses Social Media Call Capture

That’s a wrap! You’ve created your road map. It’s a map to success in the next year, and to achieving your big goals in life. If you’re having an unproductive day, or if your pipeline of leads is drying up, take a look at your One-Page Success Plan, and then get back to work. 298

ONE PAGE SUCCESS PLAN TAKE-HOME INCOME

BUYER ACTIVITIES

GROSS COMMISSION INCOME

SALES VOLUME

BUYERS CLOSED

TRANSACTIONS REQUIRED

BUYERS ENGAGED

LISTING APPOINTMENTS

SELLERS CLOSED

SELLER ACTIVITIES

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5.5. Your Calendar RULE #1: Always start with the personal and professional end results The goal here is to start at the end and work backwards. Ask yourself, “What are my goals?” Then SCHEDULE the time to produce the results. RULE #2: Do the important stuff first! These are the things that are really going to move the needle in your business. So when you’re looking at your day, schedule them for the AM, and when you’re scheduling for the week, plan them for Monday or Tuesday. RULE #3: Avoid energy-sucking vampires There are always going to be people or things that distract you. The key here is to block out your schedule so that there’s no room for those energy-sucking vampires! RULE #4: Do everything in blocks of time! Instead of trying to multi-task on a million different things, schedule out your day in blocks. RULE #5: Put it in your schedule It’s simple, if it’s not in your schedule, it doesn’t exist.

* Include Personal Time in Your Calendar Time blocking is a time management method that asks you to divide your day into blocks of time. Each block is dedicated to accomplishing a specific task, or group of tasks, and only those specific tasks. ... With days that are time blocked in advance, you won't have to constantly make choices about what to focus on. 300

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5.6. Time Management o o o o o o o o o o

Set Goals Create a To-do List Block Your Time Remove Distractions Use a Calendar Write it Down Organize Your Workspace Don’t Try To Be Perfect Say “NO” Delegate!

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THINGS TO DO TODAY

Checklist

High-payoff activities to keep you focused.

Schedule open houses for this weekend

Host an educational class, session, or seminar

Do 5x5s (circle prospecting) on a new listing, an upcoming open house, or a sold property.

Volunteer - Get out and meet new people! Be seen in your community!

Make calls to your past or current clients

Attend an education and then DO something out of what you learned

Offer CMAs to your sphere; prepare “annual updates” or unsolicited CMAs for your clients

Meet with a colleague or an affiliate to get ideas on your business and/or ways to collaborate

Send out a direct mail piece or email campaign

Call to get updated emails addresses/ contact info from your clients

Take floor duty and really work it!

Put your name tag on and go meet people in public place

Preview properties - know the inventory

Work FSBOs or expired listings

Do pop-bys (business or personal)

Schedule a public speaking opportunity

Update your web profile, write a blog post, or participate in social media

Create a video. Highlight a neighborhood/area, or yourself

Review your business and marketing plan. What needs work? Then, do something about it!

Do random acts of prospecting - pay for someone behind you in the drive-through and give them your card!

Attend a networking event and follow up after the event

Attend service club meetings (Rotary, Kiwanis, etc.)

Meet someone for a face-to-face (coffee, lunch, etc.)

Farm a neighborhood - offer valuable information

Update your mailing list

Write handwritten notes

Have a booth at a trade show or event

Door knock

Host a get-together for people in your Sphere of Influence

Contact your out-of-state clients for referral opportunities

This is not intended to solicit a currently listed home Information is deemed reliable, but not guaranteed.

302

THINGS TO DO WHEN THERE’S DOWNTIME

Checklist

Small tasks that produce a high amount of ROI.

Check-in with past clients and SOI

Create a drip-email campaign for e-leads

Send handwritten notes

Update your Facebook business page, including about sections

Schedule virtual happy hours

Learn how to use Instagram Stories

Update your mailing list

Add an ‘About Me’ video to your LinkedIn profile

Call to get updated emails addresses/ contact info

Verify your business with Google

Review your business plan

Create a Facebook Group for your community

Review your marketing plan

Host LIVE Q&A sessions on Facebook Live

Create an ‘About Me’ video

Send virtual “Thinking of you gifts”

Learn Google Adwords

Host a “What you need to know” webinar

Contact your out-of-state clients

Update your buyer or listing presentation

Clean up your CRM

Create a self-promotional brochure

Learn a new technology like BombBomb emails

Attend other virtual open houses

Adjust your prospecting scripts

Go for a walk

This is not intended to solicit a currently listed home Information is deemed reliable, but not guaranteed.

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304

7:00 7:30 8:00 8:30 9:00 9:30 10:00 10:30 11:00 11:30 12:00 12:30 1:00 1:30 2:00 2:30 3:00 3:30 4:00 4:30 5:00 5:30 6:00 6:30 7:00 7:30 8:00 8:30 9:00 9:30 10:00 10:30 11:00

Schedule

Monday

Tuesday

Wednesday

Thursday

Friday

Saturday

Sunday

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5.7. Part Time | Full Time

305

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Section 6 – Listing/Selling SMART Sign Technology……………………………………………………………..308

EXIT Digital Presentation…………………………………………………………..…312

Working as a Sellers Agent.…………………………………………………….........313

Expert Marketing Suite™……………..……………………………………...............317

Open Houses…….……..........................………………………………………....….325

Open Houses Tips.……..........................………………………………………….....326

Working as a Buyers Agent………………………………………………………..….329

Home Inspections..……..........................…………………………………...……….333

Transactions Checklist…….…………………………………………………….....….338

Transactions Start to Close……………………………………………………...….. 343

Accelerated Farming..………………………………………………………………...359

Month by Month……………..…………………………………………………….…..360

New Agent Guidebook…..………………………………………….…………......….361

Work by Referral Playbook…..…………………………………….…………......….369 307

E E FR EXIT Smart Signs™ Featuring Revolutionary

GEOLOCATION Lead Generation Technology

When an interested buyer sees an EXIT Realty lawn sign and texts EXIT to 85377, our state-of-the-art system uses the geolocation positioning of the buyer’s mobile phone to determine about which of EXIT’s thousands of listings he or she is texting, and then instantly returns information about the listing to the palm of his or her hand. Buyers get what they want, when they want it as easily as sending a text. Sellers see marketing in action. Agents are instantly notified. This technology is available at no cost to our Associates when their listings appear on www. exitrealty.com and no additional fees are charged by EXIT Realty Corp. International on any leads generated from exitrealty.com or from our geolocation Smart Sign™ technology. Could you do anything with this? To find out more about how EXIT is Reinventing Real Estate, visit www.exitrealty.com/join.

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01 GEOLOCATION Technology

VANITY

SMART SIGN™ TECHNOLOGY

Potential clients can text-in, allow use of their location via GPS on their mobile phone, and see details on the property they are in front of. If the property is no longer available, the potential client will see a list of nearby listings.

02 No Lead Left Behind Clicking on any of the displayed listings will generate a lead to you, indicating which property they are interested in. If the potential client does not click on a specific property, you receive an area lead, giving you their mobile number, and the neighborhood in which they are located.

With personalized geolocation Smart Sign™ technology, you have the ability to use your custom vanity code on all your For Sale signs and riders. You hang your sign and potential clients can text your vanity code for details on the listing.

01 REQUEST Enhanced Mobile Business Card™ Potential Client texts your Vanity Code to 85377. To see the buyer experience yourself, text MEMBERSHIP to 85377.

02 GEOLOCATION Technology

O P TI O N 1 Potential Client Tex ting in:

Potential client will receive an SMS message from 85377 with link to open your Enhanced Mobile Business Card™.

03 CLIENT Receives Info on Mobile Device

ENHANCED

Potential client has the option to view nearby listings and the agent’s EMBC.

MOBILE BUSINESS CARD™ TECHNOLOGY

01 SEND Enhanced Mobile Business Card™

O P TI O N 2 Sending O u t:

Open your Enhanced Mobile Business Card™ on your mobile device or on the Resource Center. Click ‘Send Card’.

02 GEOLOCATION Technology Enter: Number, Full Name and/or Message for person receiving your card.

03 CLIENT Receives Info on Mobile Device JOINEXITREALTY.COM *

Brokerage must be participating in the MLS IDX feed.

Click ‘Submit’ > Enhanced Mobile Business Card™ is sent. Potential client receives a link which gives them the option to view nearby listings and EMBC.*

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*Access to our geolocation Smart Sign™ technology and other Expert Marketing Suite™ tools is included as a benefit of membership for every EXIT agent at no additional cost when your brokerage has completed the MLS paperwork to allow us to import IDX data.

Log into the Resource Center

Click

FE ATURES

Click

Select a Feature

Map Pin

Text

Property Map Pin - the ability for

SMS

you to move the map pin to

Information - the ability

display where the listing is

text

listing. This flyer displays the property's unique text

located for Smart Sign™

message for every listing's unique

code so if the prospective buyer has the flyer

searches.

text code.

in-hand, he or she can text for information including

Text

Flyer A downloadable flyer which can be

Message

customize

your

used for open houses or for prospects who visit your SMS

the virtual tour.

Leads

Get HTML

Property Leads - a summary of the

Embeddable HTML flyer code -

Site URL

leads your listing

the html code for an embeddable

Single Property Website - a custom website created

has received.

listing flyer.

exclusively for every* eligible EXIT Realty listing with its own unique web address, a photo gallery, virtual tour, lead generation technology and more, built-in.

Virtual Tour

An interested buyer can contact you to request a showing in real time.

Property Tour - a customizable virtual tour which is syndicated to popular real estate portals for maximum exposure across the internet. The virtual tour is available in both branded and unbranded versions and a downloadable video file is available to simplify your YouTube and video marketing strategy. 310

Featuring Revolutionary GEOLOCATION

SMART SIGN

™

T E C H N O LO GY

MLS

An EXIT Realty listing and photos are uploaded to

TEXT EXIT TO 85377 for property listings

the local MLS. The listing agent installs a Smart Sign™ or Smart Rider on the listing inviting interested buyers to Text EXIT to 85377 for more information.

www.exitrealty.com

When an EXIT Realty brokerage signs an IDX agreement with its local MLS to allow ERCI access to their listings, the office’s listings appear on EXIT Realty’s corporate website.

GEOLOCATION technology

EXIT Realty’s geolocation Smart Sign™ technology is similar to a GPS system connecting a mobile device to a destination. The buyer receives listing information right in the palm of their hand.

AGENT RECEIVES LEAD on mobile device & in Resource Center

Agent receives lead on mobile device and in Resource Center. The listing agent immediately receives the lead and can follow up right away. 311

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6.1. EXIT Digital Presentations The Buyer and Seller Guides can be created quickly and easily, and emailed to potential or past clients. Use them to start a conversation with a potential client, or to restart a conversation with a past client or prospect.

The Listing Presentation can be customized to highlight your marketing strategy. These presentations can be emailed and downloaded in PDF landscape format and printed.

The Sponsoring Presentation can be customized to help you introduce an agent into the EXIT Family

https://be.exitrealty.com/EXITizeMe/VideoDetail/1025

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6.2. Sellers Agent

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6.2. Working as a Seller’s Agent

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6.2. Working as a Seller’s Agent

315

LISTING MANAGEMENT

PRE-LISTING Prepare valuation Preview other listings Call other listing agents and agents of recently sold listings Compare valuation with other agents in office for second opinion Prepare all the necessary agreements and disclosures Order preliminary title report LISTING APPOINTMENT Discuss clients’ goals Identify improvements at property Discuss pricing and timing strategy Decide if it is a good client/agent fit. Is this a winwin? Execute paperwork, disclosures, and client to-do list Enroll in a Home Warranty POST LISTING Final review of valuation and any new market activity Hire photographer or take pictures Hire staging company Video tour Measure interior of home Install yard sign Input all the data into the MLS database Scan and upload disclosures and contract preparation docs to MLS Update any other third party sites like Zillow.com Update company website and personal website Create property website Upload photos or video to YouTube for SEO (Search Engine Optimization) Share on social media Advertise home on social media sites Schedule open house Prepare open house marketing materials Post open house on Zillow, Craigslist, or in local paper Prepare property brochures Create Just Listed postcards Promote listing to in-house brokers Promote listing to outside brokers Email market listing to database Monitor market changes, new listings/sold listings Contact client regarding market changes Answer any questions concerns from clients

Property Address

Field and answer questions from other agents and prospective buyers Show home to any prospective buyers who contact agent directly Receive offers from other agents Review and compare offers Contact buyer’s lender and verify buyer’s qualifications Negotiate and counsel client on offers Prepare and calculate estimated net sheets for clients Advise other prospective buyers (if any) of current offer Prepare counter offer if applicable Execute acceptable contract UNDER CONTRACT OR IN ESCROW Send contract to title company Update status in MLS and other databases Cancel or update open house status Upload contracts and executed disclosure for brokerage and state requirements Update calendar with all dates and deadlines Request or send HOA documents for buyers Handle inspection and appraisal requests Negotiate inspection and appraisal issues Review any title insurance issues Present any modifications such as date changes to clients Prepare and schedule closing Attend closing Facilitate utility transfer and new owner questions Execute any remaining documents Verify accuracy of all closing documents POST CLOSING Upload all documents for brokerage and file storage requirements Follow up with clients regarding move out and transfer of possession Follow up with other agent regarding move in and possession Follow up with clients one week after closing to see if there are other questions

EXIT Prestige Luxury Realty | 228.388.5888

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6.3. EXIT Marketing Suite ™

http://www.exitrealty.com/dms 317

I May Have a Buyer for Your Home Dear Homeowner, I’m currently working with a buyer who’s been unable to find a home in your area. Your home has many of the features my buyer finds desirable. If you have any interest in selling your home, I would be more than happy to arrange a one-party showing of your property. Please contact me at (123) 456-7890 to discuss. Thanks!

Molly Lynch Realtor® My Real Estate Company (123) 456-7890

Ca ll m e A SAP on my cell: (123) 456-7890

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Dear Seller, It was nice talking with you today about your house on street name in city/town. I hope this note finds you well and I appreciate the opportunity to continue to discuss the marketing of your home. I have a comprehensive, real, and effective marketing plan to market and sell your home. When you ask other agents what their specific plan is, most, if not all, actually don't have a marketing plan. Their plan is to stick a sign in the yard and pray. It takes much work, utilization of specific technology and marketing techniques to help sellers sell a home in this market. I have personally closed over # properties in area and understand what it takes to market homes successfully. Please go to custom URL to see a small portion of my personal digital marketing strategy. When you list your home with me I will convert this video to the new custom website I will create specifically for your home with your home’s address as the domain name. I have purchased home address as URL and forwarded it to my personal website. My marketing plan is comprehensive, complete and very effective, an EXIT Realty exclusive. I will create a website specifically for your home which will have a professional virtual tour, beautiful professional photos, and an easy-to-use text code for immediate pictures and information about your home. Click on this link to see an example of a professional virtual tour that I create for my listings (hyperlink the words “this link” to the branded demo virtual tour in the EMS). The pictures are worth every bit of what I spend and your home deserves the very best in marketing. I will create a lawn sign with a custom text code so buyers have access to information 24/7. When they text for information, I am notified right away so I can call them back and prequalify them to buy your home. I also create a Google Earth Map for your home which is included in the custom website for your home like the one you will see when you text EXITSIGN to 85377. Professional pictures, professional virtual tours, custom property text codes, beautifully designed property flyers, custom website, Google earth mapping, featured home positioning on many websites, and an amazing digital marketing strategy are how we bring buyers and sellers together. I'd appreciate being able to help. I hope to hear from you soon and have a great day!

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Closing 101 Buyer:_________________________ Buyer:_________________________

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6.5. Seller Transaction – Start to Close

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6.5. Open Houses

Do houses sell at open houses? Yes, they do! Some savvy buyer’s agents draft a blank offer to take with them to open houses, if the client falls in love with the home you can write an offer on the spot. Open Houses can offer several opportunities:

• to showcase and possibly sell the home • to obtain buyer clients • to promote yourself If you are a new agent trying to build up a client base, consider partnering with a more experienced colleague and accompany them on their open houses to get an idea of how it works. Once you are confident, offer to

conduct open houses for busy agents.

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6.5. Open Houses Tips 1. Use a professional stager if the house is a fixer-upper. At least the sensitive feedback comes from the stager rather than you. 2. Use a professional photographer/videographer for your MLS and marketing material photos and videos to present the home – and your image – in the best possible light. 3. The old advice about having the house smell like baked cookies or apple pie is still pertinent because it works. 4. Remove personal affects from the home. It will be more difficult for prospective buyers to picture themselves in the home if there are pictures of great-grandma everywhere. 5. Have an electronic or material guestbook so you can collect potential buyer contact information. Some buyers are hesitant to provide this information but tell them the seller is more comfortable knowing who is visiting their home. 6. Tell your sellers to lock away any valuables. Remind them you will not typically be following the potential buyers around. Better to err on the side of caution. 7. Don’t hover around potential buyers but be available should they have questions. 8. Remind visitors to remove shoes. 9. Have water and snacks on hand that won’t make a mess. Items like granola bars are a good choice. 10. Keep safety in mind. It might be a good idea to buddy up with a colleague, so you are not in the house alone. Or, have a mortgage broker or some other real estate-related professional accompany you. 11. Never go into the basement or any area that makes you vulnerable when alone with a stranger. 12. Be sure to have lots of business cards available. 326

OPEN HOUSE CHECKLIST THE GUIDE TO A SUCCESSFUL SHOWING

DAYS BEFORE THE OPEN HOUSE

Send invitation postcards

Mark the open house on the MLS and Zillow.com

Post your open house on social media

Post the open house on Craigslist

Call and invite 100+ neighbors

Find and book a staging company

Find and book a caterer

PREPARE AND PRINT OPEN HOUSE KIT

DAYS BEFORE THE OPEN HOUSE

Door knock with open house door hangers Clean and stage home Record video tour and post on social media

Welcome Sign Sign-in Sheets Open House Brochure House Hunting Checklist Buyer Road Map All available on BreakthroughBroker.com

THE DAY OF THE OPEN HOUSE

DAY AFTER THE OPEN HOUSE EXIT Prestige Luxury Realty | 228.388.5888

Place maximum number of open house signs in neighborhood

Set up flyers, business cards, and other supporting docs

Run a Facebook ad

Play some background music

Door knock neighbors to remind them about event

Have a host at the door

Hang up welcome sign

Take videos and photos of your event

Post pictures of a successful event on Facebook Send “Thank You” texts and emails Call seller with feedback

Open House Guide – Trained for Success

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228-388-5888

PROPERTY TOUR FEEDBACK

PROPERTY ADDRESS:____________________________________________________________ BEDS_________________ BATHS____________________________SQ. FT________________ 1. PLEASE RATE THE EXTERIOR OF THE HOME.

Well Maintained_____ Average_____ Poor_____

2. PLEASE RATE THE INTERIOR OF THE HOME.

Well Maintained_____ Average_____ Poor_____

3. HOW DID THE PROPERTY SHOW?

Fair_____

Well_____

Poorly_____

4. SUGGESTIONS FOR SHOWING IMPROVEMENT FOR AGENTS: ___________________________________________________________________________________ ___________________________________________________________________________________ ___________________________________________________________________________________ 5. WHAT DID YOU THINK OF THE PRICE? Priced Well_____ Above Market_____ Below Market_____ 6. SUGGESTIONS FOR PROPERTY IMPROVEMENTS: ___________________________________________________________________________________ ___________________________________________________________________________________ ___________________________________________________________________________________ 7. PROPERTY LIKES AND DISLIKES ___________________________________________________________________________________ ___________________________________________________________________________________ ___________________________________________________________________________________ 8. RATE THE PROPERTY FROM 1-10 (10 being the best all around)

[ ]1

[ ]2

[ ]3

[ ]4

[ ]5

[ ]6

[ ]7

[ ]8

[ ]9

[ ] 10

9. AGENT RECOMMENDED LIST PRICE: $_______________________ 10. COMMENTS ___________________________________________________________________________________ ___________________________________________________________________________________ ___________________________________________________________________________________ 328

EXIT Prestige Luxury Realty

Agent On-Boarding – Trained for Success

6.6. Working as a Buyer’s Agent

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6.6. Working as a Buyer’s Agent

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6.7. Buyer Transaction – Start to Close

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6.6. Working as a Buyer’s Agent

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AGENT RESPONSABILITES

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The Role of the Real Estate Licensee in the Home Inspection Process. I.

Obligations under license law – it’s ALL about who you represent a. Fiduciary duties i. To the Buyer client - Rule IV C – fiduciary duty of skill, care and diligence would require recommending a home inspection ii. To the Seller client – obligations of skill, care and diligence owed with respect to the obligations of the Property Condition Disclosure (89-1-501- ) If anything on the home inspection report requires amending the Property Condition Report, delivery of the amendment to the Buyer’s agent/buyer is required to avoid the 3 day termination. iii. Licensees have a duty of licensees to verify that the inspector hired by CLIENTS are licensed, including New Home inspectors (NH) if inspector is hired to remove any contingencies in a contract. Failing to verity may make the licensee liable for actual damages suffered by a purchaser and sanctions by MREC. b. Scope of real estate license – not home inspectors

II.

Obligations under the REALTOR® Code of Ethics a. Article 1 Requires Protection and Promotion of clients’ interests. b. Article 2. Prohibits misrepresentation of pertinent facts about the property c. Article 3. Prohibits providing access to listed property on terms other than those established owner or listing agent/broker. (Following Showing Instructions)

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III.

Obligations under MLS Rules: a. Listing broker shall not misrepresent the availability of access to show or inspect b. Listing agents/brokers (through the seller) determine how showing or inspections are conducted c. Home Inspectors’ access with their MLS key does not extend to buyer d. Home Inspectors do not have access to MLS and do not see Showing Instruction. Appointments must be made through agents.

IV.

Process by which a home inspector referral is made by a licensee: a. Reiterate to the buyer that you are not an inspector and that a professional licensed home inspector should be hired. b. There is no magic number, such as 3, that you should recommend Provide the buyer a list of inspectors who you have first-hand knowledge of their expertise then let the buyer do the hiring. c. Recommend only Mississippi licensed home inspectors If a sale is contingent upon a home inspection, the inspector must be licensed in Mississippi; if not, inspection should be performed prior to offer being written (interpretation of license law) d. Recommend that the buyer vet the potential inspectors: a. How long they’ve been in business? b. Are there any claims against the company? c. Is he/she qualified to inspect special features that apply: EIFS/Stucco, pools, spas, gas logs, etc. d. Is he/she qualified to inspect new homes if applicable VI . New Construction home inspections. What’s the point? a. Different inspection from those performed by city/county b. Inspections can save the builder from subsequent disaster later c. Inspector must be New Home certified (NH)

VI. At the inspection – who attend? a. Buyer’s agent has the fiduciary duty to accompany the client to the home inspection if the buyer chooses to go (and wants his/her agent to go) but NOT walk through the property with the inspector. The agent can best represent the client’s interest in a home inspection if he/she is there are to hear what has been said by the home inspector. On the other hand, If the buyer wants to attend the home inspection but DOES NOT want his/her agent to attend, then the agent should not attend. If there are further negotiations needed as a result of the Home Inspection, the client might be at a disadvantage since the agent was not there to see/listen/understand what the problems were and how they should be communicated to the seller.

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b. Misinformation: MYTH: “there is too much liability”. Liability is created when a licensee says or does something they shouldn’t or fails to fulfill agency obligations. It’s conduct at the inspection that puts licensees at risk, not their presence. Buyer’s Agents’ roles are a. to be there to protect the seller’s property as was done during all prior showings b. owes seller the obligation of being honest and fair in all dealings c. Not tag along with the Home Inspector d. Counseling the buyer on what is appropriate and reasonable for the seller to correct; must know the problem before they can make an intelligent suggestion to their clients e. to provide adequate opportunity for the buyer to talk to the inspector about his/her findings f. A buyer present without an agent is trespassing UNLESS the seller/listing agent has given explicit written permission for the buyer to be there unsupervised by an agent. Disclosed Dual Agent’s role: Dual Agency scenarios will cause some unavoidable liability issues to the firm because of the obligations to the buyers who need assistance. Those cases should be handled by written office policy. Home Inspector’s role: a. The home inspector has no responsibility for the buyer’s actions. b. The home inspector’s authority to enter does NOT extend to the buyer. c. If a buyer shows up at a home inspection without an agent, the home inspector can ASSUME that permission have been granted by the seller for the buyer to be there unattended. V.

The Home Inspection Report a. Who does it belong to? The person whose name is on the agreement with the Home Inspector regardless of who pays for it. b. Should the buyer’s and seller’s agent get a copy of the report? The Buyer’s Agent – Yes (single agency relationship). Buyer’s agent owes the buyer the fiduciary duty of reasonable care and diligence to review the report with the buyer and provide guidance. However, licensee must get permission from the buyer to provide the report to a third party including the seller and other technicians or contractors.

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The Seller’s Agent - No. Accepting the complete report is putting the seller’s agent in a position of having PERSONAL KNOWLEDGE which leads to liability issues and consequences directly related to the Property Condition Disclosure Statement. If the buyer is requesting repairs the seller’s agent should request a list of those repairs or a summary, but not the full report. c. Should a licensee encourage a buyer to rely upon a home inspection report prepared previously for another potential buyer? No. The home inspector is liable only to the person who owns and paid for the original report. JUST FOR FUN……JURY TALK From Oliver Frascogna’s Digital Paper Trail: The Buyer’s Agent is the “All Powerful Expert in Theory.” In the eyes of the pubic the Buyer’s Agent is all things to all people. She is an expert on all matters. When you are a buyer’s agent or assisting a buyer in any form, you must emphatically and repeatedly stress that you are not an expert beyond the scope of your professional real estate duties and license. Do so nicely in writing. Remember the buyer is usually the one who will bring the suit, and you are the number one person auditioning for the position as defendant.” Never go through the home with the inspector! Consider your being in the witness chair in this conversation: Clerk of the Court: “Do you swear to tell the truth, the whole truth and nothing but the truth?” REALTOR® : “Yes, I do” Attorney: “Do you care about your buyer?” REALTOR®: “Yes, I do” Attorney: “If you saw something during the inspection that the buyer missed, would you point it out to them, or keep quiet?” REALTOR®: “I would point it out, of course.” Attorney: “I admire you for that. I knew you would. Now, what if you saw something that the inspector missed. Would you point that out to your buyer, or keep it to yourself?” REALTOR®: “I would point it out, of course.” Attorney: “So, ladies and gentlemen of the jury. I think that you can see that the buyers, my clients, were justified in relying on the REALTOR. Not only was he inspecting the property, but he was supervising the buyer and the inspector.” 337

The Transaction Pre-listing activities ___ 1. Make appointment with seller for listing presentation. ___ 2. Send a written or e-mail confirmation of appointment and call to confirm. ___ 3. Review appointment questions. ___ 4. Research all comparable currently listed properties. ___ 5. Research sales activity for past 18 months from MLS and public databases. ___ 6. Research “average days on market” for properties similar in type, price and location. ___ 7. Download and review property tax roll information. ___ 8. Prepare “comparable market analysis” (CMA) to establish market value. ___ 9. Obtain copy of subdivision plat/complex layout. ___ 10. Research property’s ownership and deed type. ___ 11. Research property’s public record information for lot size and dimensions. ___ 12. Verify legal description. ___ 13. Research property’s land use coding and deed restrictions. ___ 14. Research property’s current use and zoning. ___ 15. Verify legal names of owner(s) in county’s public property records. ___ 16. Prepare listing presentation package with above materials. ___ 17. Perform exterior “curb appeal assessment” of subject property. ___ 18. Compile and assemble formal file on property. ___ 19. Confirm current public schools and explain their impact on market value. ___ 20. Review listing appointment checklist to ensure completion of all steps.

Listing appointment presentation ___ 21. Give seller an overview of current market conditions and projections. ___ 22. Review agent and company credentials and accomplishments. ___ 23. Present company’s profile and position or “niche” in the marketplace. ___ 24. Present CMA results, including comparables, solds, current listings and expireds. ___ 25. Offer pricing strategy based on professional judgment and interpretation of current market conditions. ___ 26. Discuss goals to market effectively. ___ 27. Explain market power and benefits of multiple listing service. ___ 28. Explain market power of Web marketing, IDX and REALTOR.com. ___ 29. Explain the work the brokerage and agent do “behind the scenes” and agent’s availability on weekends. ___ 30. Explain agent’s role in screening qualified buyers to protect against curiosity seekers. ___ 31. Present and discuss strategic master marketing plan. ___ 32. Explain different agency relationships and determine seller’s preference. ___ 33. Review all clauses in listing contract and obtain seller’s signature.

EXIT Prestige Luxury Realty | 228.388.5888

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After listing agreement is signed ___ 34. Review current title information. ___ 35. Measure overall and heated square footage. ___ 36. Measure interior room sizes. ___ 37. Confirm lot size via owner’s copy of certified survey, if available. ___ 38. Note any and all unrecorded property lines, agreements, easements. ___ 39. Obtain house plans, if applicable and available. ___ 40. Review house plans, make copy. ___ 41. Order plat map for retention in property’s listing file. ___ 42. Prepare showing instructions for buyers’ agents and agree on showing time window with seller. ___ 43. Obtain current mortgage loan(s) information: companies and account numbers. ___ 44. Verify current loan information with lender(s). ___ 45. Check assumability of loan(s) and any special requirements. ___ 46. Discuss possible buyer financing alternatives and options with seller. ___ 47. Review current appraisal if available. ___ 48. Identify Home Owner Association manager if applicable. ___ 49. Verify Home Owner Association fees with manager — mandatory or optional and current annual fee. ___ 50. Order copy of Homeowner Association bylaws, if applicable. ___ 51. Research electricity availability and supplier’s name and phone number. ___ 52. Calculate average utility usage from last 12 months of bills. ___ 53. Research and verify city sewer/septic tank system. ___ 54. Calculate average water system fees or rates from last 12 months of bills. ___ 55. Or confirm well status, depth and output from Well Report. ___ 56. Research/verify natural gas availability, supplier’s name & phone number. ___ 57. Verify security system, term of service and whether owned or leased. ___ 58. Verify if seller has transferable Termite Bond. ___ 59. Ascertain need for lead-based paint disclosure. ___ 60. Prepare detailed list of property amenities and assess market impact. ___ 61. Prepare detailed list of property’s “Inclusions & Conveyances with Sale .” ___ 62. Compile list of completed repairs and maintenance items. ___ 63. Send “Vacancy Checklist” to seller if property is vacant. ___ 64. Explain benefits of Home Owner Warranty to seller. ___ 65. Assist sellers with completion and submission of Home Owner Warranty application. ___ 66. When received, place Home Owner Warranty in property file for conveyance at time of sale. ___ 67. Have extra key made for lockbox. ___ 68. Verify if property has rental units involved. And if so: ___ 69. Make copies of all leases for retention in listing file. ___ 70. Verify all rents and deposits. ___ 71. Inform tenants of listing and discuss how showings will be handled. ___ 72. Arrange for yard sign installation. ___ 73. Assist seller with completion of Seller’s Disclosure form. ___ 74. Complete “new listing checklist.” ___ 75. Review results of Curb Appeal Assessment with seller and provide suggestions to improve salability. ___ 76. Review results of Interior Décor Assessment and suggest changes to shorten time on market. ___ 77. Load listing into transaction management software program. EXIT Prestige Luxury Realty | 228.388.5888

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Entering property in MLS database ___ 78. Prepare MLS Profile Sheet — agent is responsible for “quality control” and accuracy of listing data. ___ 79. Enter property data from Profile Sheet into MLS listing database. ___ 80. Proofread MLS database listing for accuracy, including proper placement in mapping function. ___ 81. Add property to company’s Active Listings list. ___ 82. Provide seller with signed copies of Listing Agreement and MLS Profile Sheet Data Form within 48 hours. ___ 83. Take additional photos for upload into MLS and use in flyers. Discuss efficacy of panoramic photography.

Marketing the listing ___ 84. Create print and Internet ads with seller’s input. ___ 85. Coordinate showings with owners, tenants, and other Realtors®. Return all calls — weekends included. ___ 86. Install electronic lock box if authorized by owner. Program with agreed-upon showing time windows. ___ 87. Prepare mailing and contact list. ___ 88. Generate mail-merge letters to contact list. ___ 89. Order “Just Listed” labels and reports. ___ 90. Prepare flyers and feedback faxes. ___ 91. Review comparable MLS listings regularly to ensure property remains competitive in price, terms, conditions and availability. ___ 92. Prepare property marketing brochure for seller’s review. ___ 93. Arrange for printing or copying of supply of marketing brochures or flyers. ___ 94. Place marketing brochures in all company agent mailboxes. ___ 95. Upload listing to company and agent Internet sites, if applicable. ___ 96. Mail “Just Listed” notice to all neighborhood residents. ___ 97. Advise Network Referral Program of listing. ___ 98. Provide marketing data to buyers from international relocation networks. ___ 99. Provide marketing data to buyers coming from referral network. ___ 100. Provide “Special Feature” cards for marketing, if applicable. ___ 101. Submit ads to company’s participating Internet real estate sites. ___ 102. Convey price changes promptly to all Internet groups. ___ 103. Reprint/supply brochures promptly as needed. ___ 104. Review and update loan information in MLS as required. ___ 105. Send feedback e-mails/faxes to buyers’ agents after showings. ___ 106. Review weekly Market Study. ___ 107. Discuss feedback from showing agents with seller to determine if changes will accelerate the sale. ___ 108. Place regular weekly update calls to seller to discuss marketing & pricing. ___ 109. Promptly enter price changes in MLS listings database.

The offer and contract ___ 110. Receive and review all Offer to Purchase contracts submitted by buyers or buyers’ agents. ___ 111. Evaluate offer(s) and prepare “net sheet” on each for owner to compare. ___ 112. Counsel seller on offers. Explain merits and weakness of each component of each offer. ___ 113. Contact buyers’ agents to review buyer’s qualifications and discuss offer. ___ 114. Fax/deliver Seller’s Disclosure to buyer’s agent or buyer upon request and prior to offer if possible. ___ 115. Confirm buyer is pre-qualified by calling loan officer. ___ 116. Obtain pre-qualification letter on buyer from loan officer. EXIT Prestige Luxury Realty | 228.388.5888

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The offer and contract Cont... ___ 117. Negotiate all offers on seller’s behalf, setting time limit for loan approval and closing date. ___ 118. Prepare and convey any counteroffers, acceptance or amendments to buyer’s agent. ___ 119. Fax copies of contract and all addendums to closing attorney or title company. ___ 120. When Offer-to-Purchase contract is accepted and signed by seller, deliver to buyer’s agent. ___ 121. Record and promptly deposit buyer’s earnest money into escrow account. ___ 122. Disseminate “Under-Contract Showing Restrictions” as seller requests. ___ 123. Deliver copies of fully signed Offer to Purchase contract to seller. ___ 124. Fax/deliver copies of Offer to Purchase contract to selling agent. ___ 125. Fax copies of Offer to Purchase contract to lender. ___ 126. Provide copies of signed Offer to Purchase contract for office file. ___ 127. Advise seller in handling additional offers to purchase submitted between contract and closing. ___ 128. Change MLS status to “Sale Pending.” ___ 129. Update transaction management program to show “Sale Pending.” ___ 130. Review buyer’s credit report results — Advise seller of worst and best case scenarios. ___ 131. Provide credit report information to seller if property to be seller-financed. ___ 132. Assist buyer with obtaining financing and follow up as necessary. ___ 133. Coordinate with lender on discount points being locked in with dates. ___ 134. Deliver unrecorded property information to buyer. ___ 135. Order septic system inspection, if applicable. ___ 136. Receive and review septic system report and assess any impact on sale. ___ 137. Deliver copy of septic system inspection report to lender and buyer. ___ 138. Deliver well flow test report copies to lender, buyer and listing file. ___ 139. Verify termite inspection ordered. ___ 140. Verify mold inspection ordered, if required.

Tracking the loan process ___ 141. Confirm return of verifications of deposit and buyer’s employment. ___ 142. Follow loan processing through to the underwriter. ___ 143. Add lender and other vendors to transaction management program so agents, buyer and seller can track progress of sale. ___ 144. Contact lender weekly to ensure processing is on track. ___ 145. Relay final approval of buyer’s loan application to seller.

Home inspection ___ 146. Coordinate buyer’s professional home inspection with seller. ___ 147. Review home inspector’s report. ___ 148. Enter completion into transaction management tracking software program. ___ 149. Explain seller’s responsibilities with respect to loan limits and interpret any clauses in the contract. ___ 150. Ensure seller’s compliance with home inspection clause requirements. ___ 151. Recommend/assist seller with identifying and negotiating with trustworthy contractors for required repairs. ___ 152. Negotiate payment and oversee completion of all required repairs on seller’s behalf, if needed.

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The appraisal ___ 153. Schedule appraisal. ___ 154. Provide comparable sales used in market pricing to appraiser. ___ 155. Follow up on appraisal. ___ 156. Enter completion into transaction management program. ___ 157. Assist seller in questioning appraisal report if it seems too low.

Closing preparations and duties ___ 158. Make sure contract is signed by all parties. ___ 159. Coordinate closing process with buyer’s agent and lender. ___ 160. Update closing forms and files. ___ 161. Ensure all parties have all forms and information needed to close the sale. ___ 162. Select location for closing. ___ 163. Confirm closing date and time and notify all parties. ___ 164. Assist in solving any title problems (boundary disputes, easements, etc.) or in obtaining death certificates. ___ 165. Work with buyer’s agent in scheduling and conducting buyer’s final walk-through prior to closing. ___ 166. Research all tax, HOA, utility and other applicable prorations. ___ 167. Request final closing figures from closing agent (attorney or title company). ___ 168. Receive and carefully review closing figures to ensure accuracy. ___ 169. Forward verified closing figures to buyer’s agent. ___ 170. Request copy of closing documents from closing agent. ___ 171. Confirm buyer and buyer’s agent received title insurance commitment. ___ 172. Provide “Home Owners Warranty” for availability at closing. ___ 173. Review all closing documents carefully for errors. ___ 174. Forward closing documents to absentee seller as requested. ___ 175. Review documents with closing agent (attorney). ___ 176. Provide earnest money deposit from escrow account to closing agent. ___ 177. Coordinate closing with seller’s next purchase, resolving timing issues. ___ 178. Have a “no surprises” closing so that seller receives a net proceeds check at closing. ___ 179. Refer sellers to one of the best agents at their destination, if applicable. ___ 180. Change MLS status to Sold. Enter sale date, price, selling broker and agent’s ID numbers, etc. ___ 181. Close out listing in transaction management program.

Follow up after closing ___ 182. Answer questions about filing claims with Home Owner Warranty company if requested. ___ 183. Attempt to clarify and resolve any repair conflicts if buyer is dissatisfied. ___ 184. Respond to any follow-on calls and provide any additional information required from office files.

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The Contract-to-Close Process Following is an overview of the general contract-to-close process. Specifics will vary according to state, province, and local regulations.

Basic contract-to-close process flow OFFER

REJECTION

COUNTER OFFER(s)

ACCEPTANCE

INSPECTION

REJECTION

INSPECTION REPLY

ACCEPTANCE

CLEAR TITLE

LOAN UNDERWRITTEN

LOAN FUNDED

REJECTION

OTHER ESCROW INSTRUCTIONS

HUD 1

CLOSING

LEGAL RECORDING

OWNER POSSESSION

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Steps in the basic contract-to-close process •

Offer: Contract proposal from the buyer received by the seller through their agent, extending terms, which, if agreed, form the basis for a sales contract.

•

Acceptance: Seller accepts all proposed terms and conditions and is ready to sign the contract and move toward closing.

•

Counteroffer(s): Seller’s amendments to the offer, creating an opportunity for further negotiation with the buyer. The buyer may reply.

•

Rejection: Seller decides not to pursue the offer further, or buyer rejects a seller’s counter—ending the negotiations.

•

Inspection: Buyer conducts all required or desired inspections—physical, environmental, etc.—and receives a report (if a professional inspector is used).

•

Inspection Reply: Buyer’s document itemizing desired improvements or repairs resulting from observations or tests performed during inspection.

•

Inspection Reply Acceptance or Rejection: Seller determines their response to the inspection reply and amends contract terms to reflect what they are, or are not, willing to do to comply with the buyer’s requests. This process, a further negotiation of the contract, continues until it is either totally resolved, or until the contract fails.

•

Clear Title: Buyer and seller have an opportunity to review a preliminary report of title (local forms of this vary) that reflects whether any encumbrances, liens, or other issues have been discovered that might prevent the buyer from taking clear title to the seller’s property.

•

Loan Underwritten and Funded: While the buyer and their agent have lead responsibility here, the listing agent also has a responsibility to the seller to assure that the buyer’s loan is progressing with all due haste—and that it will fund for closing in a timely manner.

•

Other Escrow Instructions: Either or both parties may have given the title and or escrow company (in some states these two are one and the same) special instructions about disbursement of funds. Both agents have a responsibility to make sure any questions about the disbursement details are answered to avoid last-minute delays.

•

HUD 1: Federally required (in the United States) document summarizing charges and credits to the parties at closing is made available to both agents several days before the parties sign—for review, and to ensure all instructions have been followed and all costs and proceeds are understood and agreed.

•

Closing: Parties each sign the required documentation with a title and or escrow officer present to oversee the signing process. Funds are presented by the buyer or the buyer’s lender to satisfy terms of the sale. The seller receives their proceeds from the sale.

•

Recordation and Possession: The transaction becomes part of the records of the local government entity with jurisdiction, and the transaction is complete. The buyer takes possession of the property that the seller has vacated, unless a seller carryover or buyer preoccupancy has been part of the contract.

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Perform Your Agent Responsibilities: Contract-to-Close Checklists Working your way from an accepted sales contract to the closing that rewards everyone requires that you follow a great checklist. Here are two such checklists—one focused on the buyer agent’s role, and one on the listing agent’s role. Understand them and use them. As you progress in your business, you may modify them—to put them in your own words and to reflect local laws and practices.

Buyer Agent Contract-to-Close Checklist Task

When

Done

Submit contract and earnest money to title/escrow company

Date specified in contract



Deliver earnest money to listing agent

At execution of contract



Schedule structural and termite inspections. Arrange geological and other inspections, if needed

As early as possible



Obtain loan approval in writing

As soon as possible



Negotiate for repairs and treatments

After inspections, use amendment to request repairs and treatments. If there is a contingency period, this should be done before the dates in the contract



Schedule survey (if necessary)

Within deadlines of contract



Schedule appraisal (or ensure appraisal has been scheduled)

Within ten days of loan application



Schedule closing appointment, if necessary

The week of closing



Final walk-through with buyer

After repairs and treatments are complete, before closing



Coordinate move-in dates

Work with listing agent to coordinate dates



Confirm that loan will fund on time for closing

Work with lender to determine date



Have client review HUD-1 Settlement Statement with closing or escrow agent for accuracy

Prior to closing



Attend closing (required in some states) Receive your payment (from title/ escrow company)

TIP Throughout the entire contract-toclose process, follow up regularly with the closing/title/ escrow company and the loan officer to be sure ever ything is progressing on schedule.

 After closing and funding

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Listing Agent Contract-to-Close Checklist Task

TIP Both agents should attend the closing to be a resource to their clients and to be sure items (keys, security codes, openers, etc.) providing access, security, and use of the proper ty are turned over to the buyer. It’s also a chance to thank your client and ask for referrals!

When

Done

Open title

As soon as contract is signed



Submit contract and earnest money to title/escrow company (if not completed by buyer’s agent) and obtain receipt

Date specified in contract



Deliver earnest money to title or escrow company or seller (depending on state)

Given to you by buyer’s agent at execution of contract



Coordinate inspections

Buyer’s agent will most likely schedule inspections, but you must maintain regular contact with them to ensure timings work for your seller



Receive written confirmation on loan approval

As soon as possible



Negotiate repairs and treatments

After inspections, use an amendment to request repairs and treatments. If there is a contingency period, this should be done before the dates in the contract.



Schedule survey (if necessary)

Within deadlines of contract



Ensure appraisal has been scheduled

Within ten days of loan application



Coordinate move-in dates

Work with buyer’s agent to coordinate dates



Schedule closing appointment, if necessary

The week of closing



Final walk-through with buyer

After repairs and treatments are complete, before closing



Have client review HUD-1 Settlement Statement with escrow/ closing agent to ensure accuracy of debit and credits

Day before or day of closing (before you go to closing)



Go to closing (if required in your state) Receive your payment (delivered from title/escrow company)

 After closing and funding



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Be a Problem Solver Part of being a great problem solver is taking advance inventory of things that can go wrong in the contract-to-close phase of a transaction.

STOP and DO

Common Issues and Solutions With a partner, fill in the blanks. Identify possible solutions to common issues in the contract-to-close process.

Time: 5 minutes

Contractto-Close Issues

How Things Go Wrong

Solutions

1. Surprise findings

Inspections and Repairs

2. Repor t is complex or confusing

Attend inspection with your client and other par ty

3. Costs and “who pays”

Prenegotiate limits on inspection-related costs

4. Timetable for repairs

Select and supervise preferred vendors

5. Doubt about wor thiness

Prepare and reassure your client about how things will happen, and document work in invoices

6. Won’t suppor t price

Appraisals

7. Won’t suppor t the loan

Find additional buyer funds or funding (provide seller financing option?)

8. Doesn’t match the CMA (continued)

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Contract-toClose Issues

How Things Go Wrong

Solutions

9. Application delays

Select loan originator and get preapproval

10. Documentation problems

Assist buyer with paperwork

11. Buyer credit issues

Loan Approval 12. Lender failure to approve and Funding

Reapply with corrections

13. Lender failure to fund 14. Buyer credit changes

Give/Get a preclosing credit warning

15. Third-par ty approvals

Know who’s involved and communicate

16. Sale of buyer’s home

Take a backup offer

17. Take a backup offer

Know who’s involved and communicate

Other Contingencies 18. Shor t sale/relocation/ estate approvals

Know players, steps, and timetable

19. Clouded title 20. Bad advice or communication

Co-Op Agent

Deadlines

Always clarify messages and intentions

21. Inattention to detail 22. Poor vendor selection

Provide a vendor list and backup

23. Inspections and repairs

Confirm all appointments and progress

24. Closing date

Build in buyer and seller flexibility

25. Occupancy

Preset dates, limits, and penalties

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Create Buyer and Seller Closing Packets To prepare buyers and sellers for closing, create a closing packet for them. The purpose of the closing packet is to provide your client with the necessary forms and information on what to expect. In a folder, insert the items listed below.

Closing Packet Contents

Buyer

Seller

1. Introduction Letter



2. Closing 101 Guide



3. Ways to Communicate



4. Copy of Contract



5. Inspection Repor t



6. Self-Addressed Stamped Envelope



7. Business Cards



STOP and DO

Are you prepared for contract-to-close? If your client signed a contract today, would you be ready? Make sure you are fully prepared by having your support team and other resources lined up. Review the action items below. Indicate which items you have already completed and assign dates to those you have yet to complete.

Time: 1 minute

Action Item

Done

By When

Add your buyer or seller client to your content database. Add allied Resources (lenders, closing companies, inspectors) to your database. Add business-to-business resources to your database. Identify a calendar system with reminder capabilities that you’ll use to keep track of events and deadlines in the contract-toclose process. 349

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Call your new past clients TRUTH

The buyers and sellers you just closed are now members of a special club that you host. Get that new phase of your relationship started with a personal call to them within 1–2 weeks after closing, to see how they are doing in the next phase of their lives, to thank them again for their business, and to ask for referrals.

NAR repor ts 70 percent of buyers lose touch with their agent after closing, but would have used them again if they had stayed in touch.

Send a customer satisfaction survey Make it a habit to send a customer satisfaction survey as part of your immediate postclose communications, such as the one shown below: To: From:

We worked together on a project of utmost importance to you—your home. Please help me serve you and your friends better by taking a few minutes to complete this survey. If you wish to talk to me directly, don’t hesitate to call me at _____________________. For your convenience, I am enclosing an addressed and stamped envelope. Directions: Please rate your level of agreement with these statements; 10 = Strongly agree, 1 = Strongly Disagree. 1. I delivered on what I promised. 1 2 2. I was accessible when you to contact me. 1 2 3. I listened. 1 2 4. You are willing to recommend me to others. 1 2 5. You would use me again if you needed a real 1 2 estate agent. 6. If you were in charge of my business, what’s one things you’d





3 3 3 3

4 4 4 4

5 5 5 5

6 6 6 6

7 7 7 7

8 8 8 8

9 9 9 9

10 10 10 10

change?

7. What did I do well?

8. May I include your comments in my marketing materials?  Yes  No

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Aim High Customer Service Focus TIP By following the processes and using the tools you received in this session, you will naturally provide 10+ customer service throughout the transaction. This will “wow” your customers and impress upon them what uniquely great customer service you offer.

Continue your marketing even after the home has sold. For a listing, add a “sold” rider to your yard sign. For a buyer sale, put a sign in the yard that says, “Another home sale by ____” and your phone number.

A benefit for you is that past clients who advocate for their friends to use your services is cheap marketing! Gaining referrals from past clients is one of the easiest ways to generate business. Follow the steps below to ensure referrals from your clients:

Some agents say using these riders will stop inquiries to your sign. Perhaps, but they are just as likely to trigger calls from people who think, “I want to work with an agent who makes sales happen.”

1. Ask for feedback on your service from all parties involved in the transaction, not just your client. Send a modified version of the customer satisfaction survey on the previous page to the co-op agent, their client, the closing/title/escrow company officer, lender—anyone who played a role in helping to close the transaction. Doing so will enhance your professional image. You can use the positive feedback testimonials for future marketing material too. 2. Send them a handwritten thank-you note as well as a gift. They will remember you for referrals and future business. Gift ideas include: •

Movie tickets

•

Gift baskets

•

Gift certificates

•

Something you know they will need in their new home

•

If they are relocating, something related to the new city they are moving to (a guide, tickets to a local attraction, etc.)

3. Keep in touch! Maintain regular contact and use scripts to practice, always ask for referrals. Remember, you need to stay at the top of their mind; even if they won’t be conducting another real estate transaction in the near future, chances are they know someone who is.

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Customary Buyer and Seller Closing Cost Breakdown VA

Loan Type FHA

CONV

Owner Title Policy (see rate card) Seller Seller Seller Mortgage Policy ($125) Buyer Buyer Buyer Endorsement 100 ($50) Buyer Buyer Buyer Endorsement 8.1 ($50) Buyer Buyer Buyer Buyer or Seller Tax Certificate ($25) – (depends on Lender for VA) Buyer Buyer Document Fee (.10 per thousand $) Buyer Buyer Buyer Closing Fee - Real Estate ($200) Seller 1/2 and 1/2 1/2 and 1/2 Closing Fee - New Loan ($220) Seller Buyer Buyer Short Sale Closing Fee (call for quote) Seller Seller Seller Recording Fees $10.00/pg + $1.00/doc Warranty Deed Buyer Buyer Buyer Deed of Trust Buyer Buyer Buyer Release of old Deed of Trust ($30.00) Seller Seller Seller Loan Origination Fee Buyer Buyer Buyer Discount Points Negotiable Negotiable Negotiable VA Funding Fee Buyer N/A N/A FHA Mortgage Insurance N/A Buyer N/A Private Mortgage Insurance N/A N/A Buyer Tax Service Fee Seller Seller Buyer Credit Report Buyer Buyer Buyer Appraisal Buyer Buyer Buyer ILC / Survey Buyer Buyer Buyer Amortization Schedule Buyer Buyer Buyer Final Inspection Seller Buyer Buyer Insurance - 1st Yr Premium Buyer Buyer Buyer Escrows: Insurance Buyer Buyer Buyer Taxes Buyer Buyer Buyer FHA & PMI Insurance N/A Buyer Buyer Prepaid Interest Buyer Buyer Buyer Doc Prep Fee for Lender Seller Buyer Buyer Underwriting Fee for Lender Seller Buyer Buyer Annual Taxes Seller Seller Seller Commission Seller Seller Seller Wire Processing or Cashiers Check Fee ($25) Seller Seller Seller Courier/Messenger Fee Payoff ($25) Seller Seller Seller Courier/Messenger Fee Loan Package ($30) Seller Buyer Buyer Local Courier Processing Fee ($15) Seller Buyer or Seller Buyer or Seller E-Recording Mailing and Processing Fee ($10) Buyer Buyer Buyer The above items are customary; some items are negotiable per contract.

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Prepaid items vs. closing costs-What's the difference?

There's no doubt that mortgage closing disclosures can be confusing. There are very few instructions to explain the forms, and the documents bear some, but little, resemblance to the Loan Estimate. The areas that can be most confusing to homebuyers are in Sections F and G known as: •

"Prepaids"

•

"Initial Escrow Payment at Closing"

What does prepaid mean? Prepaid items are exactly what the name implies - payments made in advance of the monies due to obtain your new loan. These amounts are often necessary to fund what's known as an "escrow" or "impound" account for property taxes and insurance. Lenders often require homeowners, especially those with less than 20 percent down, to have escro accounts associated with their mortgage loan. This means homeowners pay an additional amount each month to an account administered by the lender. An escrow account on behalf of the lender lowers the its risk by making sure the home is protected. No liens for missed taxes should occur, and property insurance coverage protects the lender's collateral.

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When it comes to mortgage loans, there are several different types of prepaid items, the most common are: • • •

Homeowners insurance premium paid up front as well as into an escrow account Real estate property taxes paid into an escrow account Mortgage interest (also known as per diem interest) that accrues between the closing date and month-end

Prepaid items: taxes and insurance Typically, one full year of homeowner's insurance is collected and prepaid to your insurance company at closing. Alternatively, some homeowners choose to pay this amount prior to closing. An additional cushion for homeowners insurance, along with property taxes, are collected and placed into an escrow account. This is so your new lender can build reserves and have enough to pay those bills when they come due.

Prepaids: mortgage interest Mortgage interest is collected as a prepaid item so the lender can apply it to your first mortgage payment. This way, no matter which day of the month you close, the lender has at least 30 days to enter your data into its system, and issue your first statement. The amount of interest required varies depending on what time of the month you close your loan. Some homeowners close at the end of the month so that it reduces the interest accrued in advance of your first monthly mortgage payment. A common misnomer is "skipping a payment." The feeling of skipping that first payment comes because you've paid the first payment at closing, in advance of it actually coming due.

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Difference between prepaids, closing costs There is a difference between prepaids, closing costs and fees. Prepaid items are not closing costs. They are monies that would have been paid anyway -- new home loan or not. Prepaid items, listed above, are figures on your Closing Disclosure unrelated to the process of getting a mortgage. The exception to this is upfront mortgage insurance premiums (MIPs) for Federal Housing Administration (FHA) mortgage loans. Closing costs on the other hand, describe all of the fees or charges for actions or items connected to originating and closing a mortgage loan. Closing costs can include things such as: • • • •

Payments to title companies Attorney fees Governmental title recording fees Lender fees

Some homebuyers wonder, "Is the inspection part of closing costs." The answer is "typically not." Generally the homebuyer orders and pays for an inspection to gain a detailed understanding of the home's condition. Sometimes, the homebuyer is able to use the inspection report to gain price concessions from the seller or to negotiate certain repairs to the home. In cases where a

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homebuyer doesn't pay for the inspection fee promptly at the time of service, inspection fees could be handled at closing as part of the closing costs.

Closing costs and prepaids factor into mortgage loan comparisons Understanding what is included in closing costs for buying a house and the difference between prepaids, closing costs and other fees associated with closing can help you shop for lower mortgage rates. Prepaid items should be the same from one lender to the next. They are separate from your mortgage closing costs, rate and terms. As such, you can remove them from your cost comparisons. Separating closing costs and prepaids should make comparing mortgage rates easy. If you're unsure about whether a certain item is included in closing costs or prepaids, just ask yourself a simple question: "Is this a charge that I would have if I wasn't borrowing to buy the house?" If the answer is "yes," it's a prepaid item.

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6.8. Transactions – Closing Costs

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6.8. Transactions – Closing Costs CLOSING COSTS: WHO PAYS WHAT?

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6.9. Accelerated Farming Times change and real estate markets rise and fall in a never-ending rhythm. The mechanics of putting together a transaction change and morph as technology and standards evolve to meet demand. Real estate is a fluid business, always in flux, forever exciting. Working with people to help them navigate this daunting process is a tremendous reward in and of itself. But make no mistake; there is also an opportunity to reap significant financial rewards as well. Available in both print and audio format, this book contains information to help an agent succeed regardless of the market. Selling real estate requires more than just sales skills. Accelerated Farming demonstrates that while important, sales skills must work in tandem with advertising and promotion to continually feed your prospect pipeline. Learn the principles of memory imprinting using precise repetition and visuals to create a presence when you are not present. Understand the importance of a consistent, systematic approach to your farming efforts. Online or unplugged, farming means just that: using the power of suggestion to plant seeds to create a lasting identity.

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6.10. Month by Month

Whether you are a new agent or an experienced agent new to EXIT, the following tips apply to all real estate professionals:

• Always be prospecting.. Cold call, door knock, reach out on social media, mine your sphere. Set a goal to add a certain number of new contacts to your database every working day. Maximize every opportunity whether you are in a professional setting or personal environment; make sure everyone knows you are in real estate. Join local associations, volunteer, make a name for yourself in your community. our database is the lifeline of your business. It is critical to keep contact information up-todate. Make this maintenance part of every week. It’s much easier to maintain than to clean it up once you let it slide. • Maintain your database. Your database is the lifeline of your business. It is critical to keep contact information up-to-date. Make this maintenance part of every week. It’s much easier to maintain than to clean it up once you let it slide. • Always be learning. Read, attend classes and webinars. • Look after your financial health. Keep on top of your bookkeeping. Reconcile your bank accounts monthly. • Don’t ignore your past clients. Keep them in your database and reach out regularly such as their purchase anniversary. Hold client appreciation events. Your past clients are a referral goldmine. • Review your Business Plan on a monthly basis to measure actual figures with projected figures. Adjust your efforts as necessary. • If you need help, reach out to your broker/owner, manager, and/or sponsor. You can succeed in this business. Success doesn’t happen by accident; it happens by design. Make it happen for you.

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EXIT Prestige Luxury Realty (INTRODUCTION)

You are the business. Real estate school may have filled your head with the knowledge necessary to be an effective student of the profession, but it's mostly designed to help you effectively pass the licensing tests. So now that you're licensed, what do you do? Now the real learning begins. You need to develop effective habits and systems early in your career in order to keep clients coming to you on a steady basis for years to come. As a new agent, you're the CEO, President and owner of a start-up business -- a business with zero clients. Every morning when you wake up, you're essentially unemployed. Yes, you will more than likely be working with a well-established company in your area that will provide training and mentoring during your first few years. This company will also have rules, guidelines, and ethical standards, and will provide an office for you to work out of. But what this company will not do is grow your business. It will not write your business plan. It will not develop your work habits or give you clients. Eighty percent of all small businesses fail during their first three years. Interestingly enough, around eighty percent of all new real estate agents do not renew their licenses after their first three years. Coincidence? Probably not. Don’t be part of the 80 percent. This is the best profession in the world if you do it right. Use this handbook to give "You, LLC" the road map for the first 60 days of the rest of your career.

(STEP ONE: FIXED COSTS)

Running a business isn’t free. Hopefully someone has told you along the way that it's not cheap to get started in the real estate business. There are some unavoidable fixed costs that are necessary before you can get up and running. On top of that, you still have to pay your own personal expenses, and since commissions won’t be rolling in on Day 1, a good rule of thumb is to have at least six months of living expenses in the bank. To estimate your startup costs, use the chart to the right. If you’re not sure how to estimate some of these costs, get help from a friend, mentor, or managing broker.

State Application Fee Errors and Omissions Board Application Board Dues Annual MLS Sign Application Fee MLS Month 1 Business Cards Computer Signs Lock boxes Company sign-up fee Miscellaneous MONTHLY TOTAL

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Tax Deduction Worksheet For

Realtors Auto Travel

Client Meetings (mi) Continuing Education (mi) Escrow & Loan Office Trips (mi) Out of Town Business Trips (mi) Parking Fees ($) Showing Property (mi) Tolls ($) Other:

Telephone Expenses Cellular, Telephone & Related Service Fees FAX Transmissions Pager & Related Service Fees Pay Phone Toll Calls Other:

Supplies & Expenses

Travel - Out of Town Airfare Bridge & Highway Tolls Bus, Train, Subway & Taxi Car Rental Laundry Lodging (do not combine with meals) Meals (do not combine with lodging) Parking Telephone Calls (including home) Other:

Professional Fees & Dues Association Dues Chamber of Commerce License Realty Board Other:

Equipment Purchases Answering Machine Calculator Camera Computer Equipment Copy Machine FAX Machine Recorder Other:

Continuing Education Correspondence Course Fees Materials, Supplies & Textbooks Seminar Fees Other:

Accounting, Bookkeeping Fees Advertising, Signs, Flags & Banners Appraisal Fees Attorney Fees Bank Charges Briefcase Business Cards Business Meals (enter 100% of expense) Clerical Service Computer Software & Supplies Courier Service Entertainment (enter 100% of expense) Equipment Repair FAX Supplies Film & Processing Finders Fees Gifts & Flowers Greeting Cards Insurance - Errors & Ommission, Liability Legal & Professional Services Lock Boxes, Keys & Locksmith Map Book Multiple Listing Service Office Expenses Open House Expenses Photocopy Expenses Postage Referral Fees Rent Repairs to Sell Listed Property Shipping Stationery Other:

I hereby verify that the information provided on this worksheet is accurate and complete. I understand it is my sole responsibility and my continuing obligation to include any and all information concerning deductions and other information necessary for the preparation of my personal income tax return. I have not overstated these deductions and acknowledge that false information on a tax return could constitute a federal crime. Signature____________________________________ Date____________ This worksheet provides a way for you to organize your credit and deduction information only. Whether or not an item is listed on this worksheet is not necessarily an indicator of whether or not an item is taxable or deductible. Tax regulations change often and specific circumstances may determine whether or not any item is relevant to your situation. This worksheet cannot substitute for tax knowledge or professional tax advice. Please contact Tax & Accounting Expert with any specific questions.

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(STEP TWO: CREATE A FOUNDATION)

Build your network. Get organized. Part 1: The Sphere of Influence This is one of the most important exercises for a new agent. Laying the foundation for your Sphere of Influence will set the stage for success for years to come. On the other hand, if there’s a prominent reason for agents not making it through the first three years, it may be poor management and development of the Sphere of Influence. Your “sphere” is everyone you know or are acquainted with in your life. This includes family, friends, former co-workers, classmates, and neighbors, but it doesn’t stop there. It also includes your husband or wife, or girlfriend or boyfriend ... and it includes all of their friends, family, co-workers, classmates, etc. Sit down with your partner, your parents, and anyone else close to you, and brainstorm about who you can add to your sphere. Social media networks -- such as Facebook, Twitter, and LinkedIn -- make it easier than ever to identify people in your sphere. Go through your contacts in each of these locations and make a list of the people you know. You can use the spreadsheet provided as a companion download to this guide, or you can just build your list in a word processor or on paper. Be as thorough as you can. Keep a name, address, email, and phone number for each contact. If you don’t have complete information, this is a perfect time to pick up the phone, send an email, or send a Facebook message asking for your contact’s information and letting them know about your new career. Here’s an example: “Hi John, it’s (Your Name). Long time no talk! I’m updating my contacts for my new real estate business, and I wanted to make sure I had your information right. I think I may have an old address, so would you mind giving me your current address?” It’s as easy as that. You made contact, and now they know you’re getting into the real estate business. Once you have your list of contacts completed you’re ready for the next step.

Part 2: Manage your database No, you cannot use Facebook or your phone contact list as a long-term solution to managing your clients. You need a Customer Relationship Management program, or CRM. A CRM is a way to organize, categorize and keep track of everyone you know. You can make contact through this system and make notes. You can also manage tasks and responsibilities to your clients. Pick a system that is easy for you to use. There are several CRMs on the market, so do some research and find one you feel comfortable with. Some common CRMs include Microsoft Outlook, ACT (for real estate), and Top Producer. After making an informed choice, take the time to learn the system. Then take the contact list your created in the previous step and load it into your new CRM. Your CRM will be your home base of operations. Every time you meet someone new or hear of someone who may need to buy or sell a home you will add them to this database. As your personal database grows so will your business. 364

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(STEP THREE: GET A MENTOR)

Don’t be afraid to ask for help. It’s never fun reinventing the wheel. Speak to your broker or find an experienced agent in your office who is willing to be your mentor over the next several months. Keep in mind that a good mentor may be busy with his or her own work, so make a structured plan for when you can ask important questions and learn how your mentor is doing business. The technical details of real estate, such as contract writing and negotiations, are very important and need to be taught by your mentor. You can also work with your mentor to seek out business development and lead generation techniques. Find a mentor who is willing to share how he or she became successful and will impart experience and wisdom to you. Just don’t expect your mentor to hold your hand through the entire process. You have to take initiative. Be proactive in seeking guidance. Mentors aren’t mind readers. (STEP FOUR: ANNOUNCEMENT LETTERS)

Tell everybody. Then tell them again. It’s time to let the world know that you’re now a real estate agent! Craft a letter that you can mail or email -- or perhaps both -- to the database you just completed. This letter will be the announcement letting people around you know that you’ve started a new career and you’re building a client list. Make this letter personal, and don’t be afraid to ask for referrals. You cannot get what you do not ask for! Be sure to tell them how to send business your way, and be specific. When you send the letter to your sphere, make sure you stick a business card in the envelope. An even better idea is to include a refrigerator magnet with your card stuck to it. You can get blank refrigerator magnets at most office supply stores. Peel off the paper and stick your business card to it, and there you have it: a refrigerator magnet that the people in your sphere will see every day. You’re not done yet, by the way. This can’t be the only message you send out. Be sure to track who responds to your announcement letter. Send out another letter one month later thanking everyone for the positive feedback and letting them know how business is going.

(STEP FIVE: PLAN FOR THE FUTURE)

Don’t just wing it. Part 1: Create a business plan. It’s prudent to have a plan. Your business plan is your road map to success. It’ll guide you over the next year and help you measure your progress. Coming up with a business plan

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can be difﬁcult for new agents due to some of the unknowns of the business, so have your mentor, broker, or a trusted agent in your new ofﬁce help you. You can also try the Success Plan, which will help you create a business plan step-by-step.

Part 2: Create a marketing plan. How are you going to get business? What lines are you going to put in the water to find buyers and sellers, and how are you going to make money? These questions are important to your survival over the next three years, and you can answer them by creating a marketing plan. Again, for a new agent you may need some guidance from a mentor, broker, or trusted agent in your new office. Give the Marketing Action Plan a try.

(STEP SIX: STAYING INFORMED)

Become an expert. Part 1: Keep up with the news. You may not immediately be able to walk the walk, but you sure can start to talk the talk. One of the best things a new agent can do is read, read, and read some more. You should read everything you can get your hands on -- local business and real estate news, national real estate news, blogs, realtor board news, etc. Read everything. One of the barriers to success for new agents is that they’re not sure what to talk about with prospective clients, who will invariably ask, “How is the market?” Well, what are you going to say? By reading current events, and understanding what is going on in real estate in your region, you can answer these questions intelligently. You’ll also pick up the industry jargon, which will make you sound like an expert if used in the right situations. Here are some excellent resources on the web or in print: WEBSITES Inman News -- www.inman.com RIS Media -- www.rismedia.com Realty Times -- www.realtytimes.com BreakthroughBroker.com News Hub -- breakthroughbroker.com/learn/news Agent/Genius -- www.agbeat.com BOOKS The Millionaire Real Estate Agent by Gary Keller

Shift by Gary Keller 21 Things I Wish My Broker Had Told Me by Frank Cook How To Master The Art Of Selling by Tom Hopkins Sell With Soul: Creating An Extraordinary Career In Real Estate... by Jennifer Allen

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Part 2: Get involved in the industry. Engagement and involvement are imperative to a quick start. The more active you are, and the more people you speak with in the real estate business, the more success you’ll have. Attend any real estate-related event you can over the next 60 days. Some events you should be going to: Company meetings Broker open houses Affiliate events/training Company listing tours

Parties/Networking Charity events HOA meetings

Activity begets success. Engaging with other people in the business will give you growing confidence and knowledge, and it will show when you’re speaking with new or prospective clients. You never know when or where you’ll run into a new lead that you can capitalize on.

Part 3: Get to know your affiliate partners. These are people in your area who are involved in the real estate industry in a support or affiliate role. These industries include, but are not limited to: Mortgage, Title, Moving and Storage, Staging, Attorneys, Extended Stay Housing, and many more. As a new agent you may not know people in these industries yet. Ask your mentor, broker or a trusted agent in you office for several referrals. Make some calls and set up appointments to meet people in these industries. Create lasting relationships with several people in each industry. These alliances will both help you grow your business and be great contacts for your clients. You’ll also gain knowledge of their companies and what they do. Don’t be afraid to tell them you’re new. Many good affiliates will recognize a new agent’s potential and will look to help you in any way they can.

Part 4: Practice makes perfect. To be an accomplished professional in any arena you have to practice. Professional athletes practice every day to be at the top. The more you practice and rehearse in your head or with fellow agents, friends, or family, the better you will be when the time comes to perform. Practice the questions that will be asked of you and run your answers over and over in your head. The following are some examples of questions that are asked of real estate agents from prospective clients: “How’s the market?” “I would love to sell my home, but I’m not sure what it’s worth.” “Why would I use you as my agent? My neighbor is in real estate.” “How would you market my home?” “Tell me about your company.” “What are the interest rates right now?” “Is it better to rent or buy a home right now?” 367

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“I’m calling about the listing your company has on ABC Street, can you tell me a little about it?” These are just a few questions being asked by people thinking about making a real estaterelated decision right now. Ask your mentor or broker what hot topics or issues are happening in your area. Practice your unique answers to these questions over and over in your head. As you role play these situations, don’t short yourself. In order to feel comfortable when the time comes to really answer these questions effectively and look like an expert, you have to have answered each question a hundred times in your head.

Part 5: Never stop learning. By now you should have a mentor, and you should be reading everything you can get your hands on, but don’t stop there. Seek out educational opportunities as often as you can to learn more about all facets of the profession. Your confidence level will rise with each class taken. Seek a wide variety of classes. Fill in the following table with upcoming educational events you will attend for the next 60 days.

Topic

Location

Date

Time

(CONCLUSION)

Good luck! By completing each step in this handbook, you’re well on your way to making a successful start to your new career. Keep a positive attitude, be patient, and the clients will come in time.

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INTRODUCTION

No referrals, no business. This seven-part guide should serve as a resource that will ignite ideas and help you build a solid foundation of best practices and habits for generating leads from referrals. Simply put, developing a business based on referrals is not just important, but mandatory for a successful career in real estate. The agent who ignores the need to promote his or her business by referral may survive, but the reliability and quality of incoming leads will be severely compromised.

STEP 1

Are you sending mixed messages? Completely remove yourself from your world and think from the outside-in, rather than the inside-out. What does your sphere of influence see, hear, think, and assume about you, your services, your brand, and your company? Take a deep look in the mirror and assess your current situation. 1. Do clients see someone who is successful?

YES

Why did you answer yes or no?

2. Do clients see someone who is passionate?

YES

Why did you answer yes or no?

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3. Do clients see someone who cares?

YES

Why did you answer yes or no?

4. Do clients see a winner?

YES

Why did you answer yes or no?

5. Do clients see someone who is organized?

YES

Why did you answer yes or no?

6. Do clients see someone with confidence?

YES

Why did you answer yes or no?

If you answered “no” to any of the previous questions, here are a few solutions:

Remove the word “busy” from your vocabulary.

There’s not a single good use for it. When you think “busy,” your brain stops taking on new challenges and opportunities. When you say “busy,” your sphere will stop referring business to you because they don’t want to make you busier. By most accounts, the only person who wants you to be busy is you. We don’t want to cause anyone else to be busy, we want them to be happy, available, active, content, and excited.

Best practice: From now on, replace the word “busy” with something

else. When someone asks how business is going, say “exciting” or “great.” 371

Be passionate.

When someone meets you, do they leave thinking, “Boy, hopefully he gets hit by a bus so his day gets better?” People want to do business with agents who love what they do. Make a conscious decision to be exuberant about what you have to offer.

Best practice: The top-producing agents possess a level of passion

that is on a different scale than the average agent. They have the same skills, tools, advantages, and disadvantages as every other agent, but their passion is their biggest differentiator.

STEP 2

Ask thoughtfully. Ask often. This is the hardest part of the equation. For most of us, it’s not part of our DNA to ask for help, and, in essence, that’s exactly what’s happening when you seek referrals. The funny thing is we love helping people. We often help people who don’t even want our help. Helping is comfortable, but asking for help can be uncomfortable. So what do we do?

Change your words. Don’t ask for help, offer it.

Harder: “Hey Steve, do you know anyone who might be thinking of buying or selling a home in the next year?” Easier: “Hey Steve, I’d be really happy to help anyone you know that might be buying or selling a home this year. Do you know of anyone?” Scripts can feel awkward. Write a dialogue that feels natural to you:

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People don’t need a car salesman, they need a car.

Instead of offering your professional services, consider having a conversation about your product, such as a home for sale or a buyer who needs a home. This makes the conversation more comfortable for you because it’s less about you needing a new client and more about you helping people find what they need. Take a look at the examples below: Harder: “Hey Sarah, I specialize in investment property. Do you know of anyone who needs an agent who specializes in that field?” Easier: “Hey Sarah, I just saw a home come on the market that would make a great rental. If you know of anyone who wants investment property, this would be a great opportunity.” Easier: “Hey Sarah, I have a couple clients looking for rental properties to buy. If you know of anyone who is tired of being a landlord, let me know. Do you know anyone with rentals?” Write a dialogue that feels natural to you:

Money Maker (at the end of every conversation): “Oh, by the way, I just showed a great property for a first-time home buyer. If you know of anyone looking for their first home you’d be doing them a huge favor by letting them know about this deal. Have them give me a call.

You don’t have to specifically ask for referrals. By helping people with no expectations of reciprocity, they will help you in return. This works especially well with other business owners when you can add value to their business. Easier: “John, is there any way I can help you in your business or with something you’re passionate about?” Write a dialogue that feels natural to you:

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Play to the ego.

We all know people who like to have their egos boosted. Don’t be afraid to give the following verbiage a try: Easier: “Michelle, you are so connected to all the right people and they all trust you. If I gave you some cards, would you give them out if someone you know has real estate needs?” Write a dialogue that feels natural to you:

Help People to Help Others

Take yourself out of the equation. One powerful sales technique is to give people the opportunity to help someone else. For example: “I’ve got a really nice family I’m trying to help get moved, and unfortunately, we just haven’t found the right buyer for their home. So, if you happen to come across anyone who might be looking to move to the [West side of town], you’d be really helping them out.” Write a dialogue that feels natural to you:

“Hey Steve, I’d be really happy to help anyone you know that might be buying or selling a home this year. Do you know anyone?”

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STEP 3

Make referrals a part of your brand. Your mission should be to make sure everyone you know and come in contact with understands that you do business by referral. The steps to building this into your brand are simple and will pay off in big dividends over time. For example, all of your marketing materials should include a referral message. Take a look at the examples below:

Example Taglines:

• Business cards (see above example) • Email signature • Website • Postcards • Letterhead • Newsletters • License plate frame • Name tag • Bios on social media networks (and posts, when possible)

“A referral from a friend, past client, or colleague is the highest compliment I can ever receive.” “I’m never too busy to accept a referral.” “I love referrals.” “Because I work by referral, I have more time for my customers.” “Because my business is built on referrals, please consider me the next time you talk to someone who needs a real estate professional.” “Please consider me the next time you know of someone who is moving.” “I treat every referral with the utmost care.” “Things I love in this world: family, friends, fun, and referrals. ”

What taglines can you think of for your personal brand?

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STEP 4

Choose your targets. Find and care for your best referral sources. Some people will never refer you because it’s just not in their DNA. However, some people are like bird dogs who go out and find buyers and sellers every day and are willing to refer you. Once you know who the best referrers are, really focus on taking care of them. You may already have an idea of who refers you and who doesn’t, but consider the following activities to narrow it down even more.

Start a discussion.

Next time you’re with some friends—maybe friends who you would expect to refer you, but haven’t—simply ask them how they feel about giving out referrals in general. This is good dinner conversation, and you’ll learn a lot about what scares them about referring. Later, you can turn the discussion toward helping them overcome some of those fears.

Figure out who’s who.

Here is a great little trick for identifying the good referrers. Next time you need a product or service, ask for a referral on a social media site. Facebook typically works best because these are your friends, family, and clients, who are the target for referrals. Make sure it is an honest and genuine request.

Audit your sphere: Filter through your contacts, including your online

social media contacts. Identify influential individuals, who seem to know everyone, and reach out to them to say hello or ask them to get coffee. Consider these personality profiles: chronic party-thrower, PTA President, Country Club President, Director of the HOA, most popular at your last job, most popular at your spouse’s workplace, successful business people, etc.

Who are your best referral sources?

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STEP 5

Take advantage of social media.

As we’ve all come to realize, social media is a marketing opportunity and disipline worthy of its own workbook. We won’t dive all the way, in but here are some things to consider. Be active and maintain a consistent message which aligns with the principles of this workbook. This means you should have the same enthusiam, passion, and can-do attitude that you would have when talking with someone in person. Remind your contacts in a tactful and thoughtful way that you love getting referrals. Lead with the product (e.g., homes for sale and buyers who need homes) rather than your services. Update your contact information and bio to remind people you love referrals, and make yourself easily available.

Social proof is a great way to show referrals what you can do for them. Ask past clients to write reviews on your Facebook page, Yelp, Google reviews, and any other site you’re listed on that accepts reviews.

Try posting this status update: “Anyone know of a good

landscaper (or attorney, accountant, etc.)?” You’ll see the people who are passionate about referring come out of the woodwork. You can use this trick in person or over the phone, but going online gives you a larger sample. Now you can work on getting these people to be evangelists for you. 377

How will you use social media to get referrals?

Referrals

Try changing your Facebook cover photo!

A quick and easy way to show your sphere you love getting referrals is by updating your Facebook cover photo with a graphic that communicates that message.

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STEP 6

Run with a wolf pack.

Establish a small group of professional contacts in industries that tie back to real estate, such as divorce attorneys, contractors, accountants, mortgage brokers, and bankers. Once you’ve assembled your Wolf Pack, let them know that you’re looking for referrals, and that in turn, they can expect you to refer your clients to them. Make sure these professionals know that they’re the only people in their respective fields that you will refer, and that you’ll actively seek out new business for them. • Identify these people or companies. • You need to know these individuals on a personal level by spending time with them over lunch, coffee, or evening drinks. • Let them know you are willing to really work hard to refer them. • Ask them if they would be willing to do the same. • Get to know their services well so that you’ll have a good understanding when you’re referring clients.

The people or companies I want in my Wolf Pack:

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STEP 7

Pay it forward.

When you receive a referral, do something thoughtful and genuine for the person it came from. This does not necessarily mean you have to spend a lot of money. Try a hand-written thank you card, a quick stop by their work or home, flowers, candy, a ballon animal. It can be anything as long as you put thought into it. Those bird dogs we talked about earlier want to be recognized, and if you can do it publicly that’s even better. Follow up with the people who often send you referrals. Let them know how things are going with the client they’ve sent. If it didn’t work out, be honest and let them know why. Don’t leave them wondering what happened. Finally, take care of your clients, or you can assume it will be your last referral!

What ways can you pay it forward?

Think outside of the box!

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Section 7 – EXIT Agent Training

Flex Pro MLS………………………………………………………………………..383

Dotloop.…………………….……………………………………………………......384

Contracts..……………………………..……………………………………...........394

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7.1. Flex MLS

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7.2. Dotloop

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385

386

(Be sure to keep update)

Listing Docs Only

(Be sure to update)

Loop Status

387

Buying Transaction Work the Same as Listing Transaction Loops.

388

Listing Docs Only

(Create a New Folder for All new Offer’s)

Offer Docs Only

(Be sure to update)

Loop Status

389

(Docs can always be added back later)

Archive All Unused Docs

(Click the 3 dots to drop down window)

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SEND NOTE TO ADMIN OF CHANGES OR NEW DOCS ADDED

All Additional Changes or Items Needing to be Reviewed do not need to be Re-Submitted for Review

DO NOT SHARE THE LOOP WITH ADMIN EVER!!!!

Once Loop is Complete, Submit for Review

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I’ve added an Authorization to Change listing to my loop. The seller is extending for another 6 months.

Hi Melinda,

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Review New Notifications

Review all activity

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Adding Docs to the Loop

Select the Documents needed and copy them to loop, you can also do a search for the documents you need.

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7.3. Contracts

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Section 8 – Sponsoring Whether you are thinking of retirement, having something at the end of your career to show for it, planning your legacy by developing a nest egg for your family to count on or enhancing your current income now to create a bigger and better life style, a totally new and unique stream of income has been created for EXIT associates to do just that. EXIT Realty exists because Steve Morris believes the industry needed not another real estate company but a better one. A company that cares enough about its members to develop strong real estate professionals first, then point them in the direction of wealth-building and financial security. Sponsoring can be something you do alongside your everyday real estate business. As a real estate professional out in the marketplace, you are in a perfect position to meet other agents. Those who impress you with their professionalism and high standards of conduct may be a perfect fit for your brokerage. Your job is simply to introduce these candidates to your broker as well as invite them to any sponsoring-related events. In effect, you start a professional conversation when you work with another agent, and sponsoring means keeping that conversation going over time. Some agents are ready to experience EXIT right away but not all are ready to make the switch. It’s just like farming an area: if you position yourself correctly, when they are ready to make a move, you’ll be there.

What is Sponsoring.………………………………………………………….…….…3 7

Sponsoring Do’s and Don’ts…....………………………………………………….. 399

EXIT Residuals Success Card ..…………………………………….…………….. 3

EXIT Elevator Speech………………..…………………………………….............. 0

How Does the Money Flow?.………………………………………….……………. 2

Bio Review……………………………………………………………………………. 3

Bio Helpful Resources………………………………………………………………. 4

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8.1. What is Sponsoring? Sponsoring is an assistance program to EXIT Franchises regarding the recruiting process of Real Estate Sales Representatives that is remunerated residually via EXIT Realty Corp. International. The Broker of the Real Estate office does the actual hiring while any EXIT associate throughout the entire EXIT System can assist in the process and derive a perpetual financial benefit given certain conditions. The following is a list of guidelines regarding sponsoring which has been created to eliminate any misunderstanding in the process.

The Sponsoring Process: Sponsoring involves explaining the Formula to the prospective new EXIT associate with the prime objective of getting an appointment for the new associate so that the broker can make an effective presentation. It is important that once this appointment is made with an EXIT office that it is backed up with written confirmation for verification especially if the brokerage is in a different state or province. Sponsoring involves earing the right to be paid for the privilege of receiving a perpetual payment for as long as these new associates stay with the company and generate business. Sponsoring is not finding a business card in the street, with encouragement to management to call that person. Sponsoring is not merely contacting someone and directing them to an EXIT office for further information. Sponsoring is not just sending someone to an EXIT presentation. Many people from EXIT could have conversations with a prospective associate, but ultimately the most persuasive wins out. The prospective associate knows who in fact did the best job in getting them excited enough to want to interview to join EXIT and this is totally pertinent to the allocation of the sponsoring bonus. “Real estate salespeople are the building blocks of this corporation. They are EXIT’s assets. With sponsoring you can help to build what can become the largest and most productively successful real estate company in the world. Your piece of this action is your sponsoring bonus, which is paid out perpetually for as long as the associates you sponsored stay with the company and generate business. This is our corporate thank you for performing a very valuable service for EXIT. It is truly the most important job and the most well-rewarded job that you will ever accomplish.” –Steve Morris, Founder & Charmin 397

INSTRUCTIONS FOR AGENT SPONSORING Any time you are introducing a new agent (or potential agent) into our brokerage, you will need to create a New “Sponsoring” loop.

Please title the loop “New Agent – insert their name here”

In doing so, you will be provided with the following documents which need to be filled out by the new or potential agent:

These forms are vital to you securing your sponsorship of the agent.

You will then need to set up an interview with the broker(s) of the office they will be joining Sponsoring - EXIT Prestige Luxury Realty - 228.388.5888

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Sponsoring Do’s and Don’ts WHAT IS SPONSORING Sponsoring is an assistance program to management regarding the recruiting process of Real Estate Sales People that is remunerated residually via EXIT Realty Corp. International. The Broker of a Real Estate office does the actual hiring while any EXIT associate throughout the entire EXIT System can assist in this process and derive a perpetual financial benefit given certain conditions. The following is a list of guidelines regarding sponsoring which has been created to eliminate any misunderstanding regarding this process. 1.

Sponsoring is: a) Sponsoring involves bringing the prospective member to the table. b) Sponsoring involves talking about EXIT to outside real estate sales people and Brokers in a manner whereby the company and its unique Formula are made irresistible. c) Sponsoring involves thinking, saying and doing all these things whereby the prospective member wants to speak with management to get more. d) Sponsoring involves explaining the Formula, and providing print and digital material, with the objective of getting an appointment booked with management for recruitment. e) Sponsoring involves relationship building whereby there is no question in the mind of the prospective member that you are most definitely the reason why they got so excited. f) Sponsoring involves taking the time to attend the recruiting presentation with both management and the prospective member to guarantee that everything goes smoothly. g) Sponsoring involves making the appointment with management (even if it’s out of State or Province) for this presentation whereby this appointment is backed up with email confirmation for verification. h) Sponsoring involves being a “Mother Hen” with the prospective member in a tactful and diplomatic way so that an effective nurturing process occurs which enhances the desired result of achieving the license transfer of the prospective member to EXIT. 399

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i) Sponsoring involves earning the right to be paid for the privilege of receiving a perpetual payment for as long as these new members stay with the company and generate business. Sponsoring is not a quick kill process for a freebie. Sponsoring is hard work and that’s why we pay such a large bonus for your efforts. 2.

Sponsoring is NOT: a) Sponsoring is not simply introducing someone for the first time into the EXIT System. b) Sponsoring is not finding a business card in the street, with encouragement to management to call that person. c) Sponsoring is not just sending someone to a “What is EXIT” presentation. d) Always Remember: The member determines who in fact sponsored them into EXIT and this must be verified by completing and confirming the information provided on the online Associate Profile.

WHAT IS THE MANAGER’S JOB REGARDING SPONSORING? 1.

The Broker / Manager at EXIT should be totally open to interviewing prospective members at EXIT, no matter where they originate.

This does not mean that the Broker is obligated to hire anyone, however, the Broker must use good business judgment and retains the final word in this regard.

A Broker may have to work very hard to finally persuade an individual to join the office but keep in mind that this is his or her job. Recruiting is part of what they do for a living. Sponsoring is an initiation process while recruiting is a finalization process.

No matter how hard or how long the process of recruitment, the Broker / Manager has no right to claim a portion of the sponsoring bonus as compensation. If in fact the member has acknowledged in writing that another EXIT Associate was responsible regarding the sponsoring process then that settles the matter. Coercion in this regard will not be tolerated.

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The Franchise with whom the member is registered should be named the sponsor if no sponsor has been provided and acknowledged by the member.

The Broker / Manager must ask the member (as verification) who, in fact, if anybody sponsored them into EXIT. Nothing is taken for granted here. The Sponsor might be sitting right beside them at the time but this does not take away the necessity of verification. This acknowledgement must be put in writing whereby all three parties get a copy. This can be done by scanned copy if the Sponsor is out of town.

Many people from EXIT could have conversations with prospective members, buy them dinner, take them to a “What is EXIT” presentation, provide digital or print materials, etc., but ultimately the most persuasive wins out. The prospective member knows who in fact did the best job and this is totally pertinent to the allocation of the sponsoring bonus. This could become challenging from time to time but then again, what is there in real estate that is not challenging?

Good recruiting is a sophisticated process and it requires finesse, expertise, persuasiveness and persistence. It’s hunting at its finest. Deliberate strategy in the hunt is an asset.

Historically, members who have witnessed arguments or disagreements regarding who sponsored them in, typically quit. Creating a disturbance in this manner and causing this result is immature. If a problem occurs then arbitration procedures could be induced by the Region if absolutely necessary. Every effort, however, should be made to retain the dignity of all parties concerned at all times under the circumstances.

10.

It is expected that there is honesty and integrity employed in this process. Attempting to get something for nothing is not justified. Stretching the truth about what really occurred hurts everyone and it jeopardizes EXIT.

11.

Sponsoring and recruiting are not easy. They are two of the most difficult jobs in the business. Therefore, we pay a large bonus to do it. Good salespeople stay in this industry ten, twenty and sometimes thirty years. You can bonus up to $200,000 over twenty years with just one member sponsored into EXIT. This should make you hungry to help build EXIT. Ultimately it’s worth the work and effort of learning how to persuade others to join us. Don’t jeopardize EXIT – reinforce it! You can create a financial destiny with this idea. You will probably accomplish little more than paying your bills by simply selling real estate. But with residuals you can create a future. 401

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If you see the difference and realize the value, then you will respect the Formula and defend the system. This is too much of a good thing to allow it to fall prey to violators. Real estate salespeople are the building blocks of this corporation. They are EXIT’s assets. With sponsoring you can help to build what can become the largest and most productively successful real estate company in the world. Your “piece of the action” is your sponsoring bonus, which is paid out perpetually for as long as the members you sponsored stay with the company and generate business. This is our corporate thank you for performing a very valuable service for EXIT. It is truly the most important job and the most well rewarded job that you will ever accomplish. "Make it your business to sponsor. Learn how to do this skillfully, enthusiastically and energetically. Get passionate about this process. Recruiting is a specialty of mine and I want it to rub off on you. When it does, this industry belongs to EXIT and the future belongs to you." Steve Morris

Founder & Chairman

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EXIT SUCCESS CARD FAQs

Q: What is the EXIT Success Card? A: The EXIT Success Card is the vehicle through which EXIT Realty Corp. International remits sponsoring bonuses to its U.S. associates through the electronic transfer of funds to the individual’s EXIT Success Card account. This eliminates delays encountered by the postal service. The EXIT Success Card is a debit card with VISA®/MasterCard® capabilities. This means that the user will have the ability to use the card wherever VISA®/MasterCard® is accepted to the maximum of the dollar amount that has been loaded onto the card. It is not a credit card. The prepaid cards are issued by Bank of America.

Q: Who is eligible to receive an EXIT Success Card? A: All active, part-time, and retired associates with a valid roster code with a franchise or region who have sponsored associates into EXIT will receive an EXIT Success Card after sponsoring their first recruit. Beneficiary bonuses will continue to be paid by check. When the associate sponsors their first recruit, a file is sent to the card service provider who will send out the card and cardholder information to the associate’s home address along with instructions for activation. If you haven’t received your EXIT Success Card and you have recruits, you should contact exitsuccesscard@exitrealty.com.

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Q: Where can the EXIT Success Card be used? A: The EXIT Success Card can be used anywhere that a debit card or VISA®/MasterCard®

is accepted:

shop by phone, mail or in store, shop online, make hotel reservations, book airline tickets, buy meals, tickets, gas, get cash from an ATM. There is no fee to use the card at point of sale terminals and there is no fee to select the cash-back feature at one of those terminals in order to withdraw funds without incurring ATM charges. It can also be used for teller withdrawals. Check the fee schedule FAQ for fee details. The EXIT Success Card may also be used to book future EXIT Convention registrations. *User Tip – Gas Stations: If you use the EXIT Success Card to pay at the pump, selecting “Fill” will mean a $100 hold is placed on your account whether you purchase that much gas or not. This hold may take up to 4 days to clear.

Q: Why can’t you just deposit my sponsoring bonuses directly to my account? A: We have chosen this method using the EXIT Success Card because it is easily manageable given the complex U.S. banking system. The accounts are transmitted directly to us electronically which eliminates any possibility of user error by inputting the bank information for all of our associates.

Q: What happens to my EXIT Success Card if my bonuses are paid to a corporate entity? A: At this time, bonuses that are redirected to a corporate entity will continue to be paid by check with the exception of the EXIT franchise office. The funds payable to an EXIT franchise office will be paid by electronic transfer to the franchise office’s operating account.

Q: How are funds uploaded to the EXIT Success Card account? A: When the franchise office finalizes a transaction in EXIT’s proprietary production software known as MEMO, they will send a command to remit the Company Development Fee electronically from the commission account to EXIT Realty Corp. International. At the same time, this transaction is recorded as closed and will show up in the associate’s view of MEMO known as ‘My Reports’ in the RC. At the time the funds are received by EXIT Realty Corp. International, they are processed and the appropriate sponsor will be paid via an ACH (automated clearing house) transfer which is uploaded to the associate’s EXIT Success Card account.

Q: When will I know the funds are available? A: Associates will be notified by email when funds are in the process of being loaded to the account. Deposit of funds can be verified by logging into www.bankofamerica.com/commercialprepaidcard 3 business banking days after receipt of the email. For details of any particular transaction, associates can check my reports via the RC.

Q: Will using the EXIT Success Card affect my credit score? A: The EXIT Success Card is a debit card with VISA®/MasterCard® capabilities.

It is not a credit card.

Therefore, no credit inquiry has been pulled for any associate and the issuance of this card will not affect any credit scores. Your confidential information is in the hands of Bank of America only and it will be not be shared with any other entity. Bank of America does conduct an identity validation with creditreporting bureaus and you may receive an alert to this affect. 404

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Q: Is using the EXIT Success Card mandatory? A: Eventually, all Company Development Fee remittances must be electronic in order to manage EXIT’s ongoing growth efficiently. The EXIT Success Card is the most effective method we have found to handle the payout of sponsoring bonuses.

Q: Can I use this card as a savings tool? A: You can use the card as a means to save money however keep in mind that you will not earn any interest on the funds. Furthermore, if there is no activity on the card for 365 days by the associate, the card will be considered ‘dormant’ by Bank of America which means the card will be closed and you will be issued a check for the balance on your card. Please be advised that the highest balance that can be held on this card is $24,999 and that there will be some limitations on teller withdrawals. This is outlined on the snapshot of the fee schedule within this document. If you have any questions related to this, please contact exitsuccesscard@exitrealty.com.

Q: What are the fees associated with the EXIT Success Card? A:

Q: How do I set up my EXIT Success Card online? A: Log in to www.bankofamerica.com/commercialprepaidcard and follow the prompts on screen. Q: How can I check the balance on my EXIT Success Card? A: Log into www.bankofamerica.com/commercialprepaidcard, use the automated customer service at 1-866-213-8564 or you can check your balance at an ATM all free of charge. You will incur a fee if you speak with a live operator.

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Q: Who do I contact if I have lost or damaged my EXIT Success Card, or if I need to order a new card? A: Call Bank of America 1-866-213-8564. Q: What if I received multiple cards? A: If you receive more than one EXIT Success Card, please email EXIT Realty Corp. International at exitsuccesscard@exitrealty.com for assistance.

Q: What happens to my EXIT Success Card if I change from one EXIT office to another? A: As long as you reinstate to your new EXIT office within 30 days of leaving the first office, you will retain your recruits and your EXIT Success Card account.

Q: What happens to the funds on my EXIT Success Card if I leave the EXIT system? A: If you terminate from the EXIT system, any balance on the card will remain in your account and be accessible by the card until the funds run out.

Q: What do I do if I accidentally destroy my EXIT Success card? A: Contact Bank of America 1-866-213-8564. Q: What if my name is spelled incorrectly on the EXIT Success Card? A: Please email EXIT Realty Corp. International at exitsuccesscard@exitrealty.com for assistance.

Q: If my name changes will it affect my EXIT Success Card? A: Please email EXIT Realty Corp. International at exitsuccesscard@exitrealty.com for assistance. Q: What if I have moved recently and think the EXIT Success Card may have been sent to my old address? A: Contact exitsuccesscard@exitrealty.com to confirm where your EXIT Success Card was sent. If your card was sent to the wrong address, the card account will be closed and a new card will be issued to you at your new address after you submit a Notice of Change of Associate Information form to EXIT Realty Corp. International to update MEMO, or you can update your address through ‘My Profile’ on the RC.

Q: What if my information in MEMO is correct but the information on file with Bank of America is incorrect? A: Contact exitsuccesscard@exitrealty.com for assistance.

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8.2. Marketing Sponsoring Resources There are three different Sponsoring Packages you can create to support your sponsoring efforts. Each has its own benefits.

Resource Center Sponsoring Package This package is designed to be compiled by you. Each piece has been professionally designed and together they cover the 5 Pillars of EXIT. There is also a cover sheet, shown here. These pieces are non-customizable and so your contact information will not appear on these pieces. It’s important that your package contains a piece that you create, containing your contact information. If you print these packages yourself, your cost can be economical. Compiling them in a presentation folder will make the best impression. Click here to access the suggested Sponsoring Package content.

EXIT Promo Shop Sponsoring Package All EXITized pieces in EXIT Promo Shop – accessible through the EXITize Me section of the Resource Center (RC) – are personalized with the photo and contact information you entered into the My Profile Section of the RC. You can be sure that every piece will identify you as the contact person. There is no formal cover sheet in EXIT Promo Shop, it is content only. You could use the cover sheet from the RC, or you could create your own. EXIT Promo Shop is an annual subscription product at a cost of $24.95 US per month.

UPS Print Portal Sponsoring Package Your third option is to visit The UPS Store in the Approved Supplier section of the RC. Here you’ll find many of the branded pieces you’ll find in EXIT Promo Shop, and The UPS Store will print and compile them for you, with custom content if you wish.

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COMMISSION SPLITS

70/30 – Agent | Broker Spilt 90/10 – Agent | Broker Split (Cap) $100k – Gross Commission

OFFICE FEES

NO DESK FEES No Office Fees or Admin Fees

WE ARE A COMPANY BUILT ON HUMAN POTENTIAL

AT EXIT REALTY

NEW AGENT ON -BOARDING

Complimentary Professional Portfolio Photoshoot 500 Business Cards Name Badge 5 Personal Branded Sign Riders Listing Signs and Frames 24/7 Office Accessibility and Usage Unlimited Printing, Faxing, Scanning Dotloop – Digital Signature Software Ring Central – Lead Generating Agent Website Company Email – G-Suite Software Graphic Designed Marketing Material Mobile Business Card

T RAINING Learn to Build YOUR Business

7 Week On-Boarding Weekly Webinars 24/7 Access To Training Videos National Trainers International Trainers Scripts Digital Success Planners Digital Marking Planners

FINANCIAL SECURIT Y

Earn More than 100% Residual Income Bonuses Retirement Opportunities Beneficiary Benefits

UNLIMITED SUPPORT

Non-Compete Broker 3 Locations – 3 Managing Brokers Director of Operations Accounting Open Door Policy Mentoring Team Atmosphere 24/7 EXIT Support Family Culture Professional Growth Support Advancement Opportunities Career Visioning

AGENT COST

Quarterly MLS Fees $100 Gulf Coast REALTORS $574 Errors & Omissions $130 EXIT Membership Fee $375 Pro-Rated Basted on Start Date (Billed Annual - July 1 – July 1)

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Tashia McGinn Broker/Owner, License #: B-21027 EXIT PRESTIGE LUXURY REALTY Ofﬁce: 228- 385 5346 Cell: 228- 282 5356 tashia@exitbiloxi.com www.exitbiloxi.com Brokerage, Independently Owned and Operated. Not intended to solicit individuals or property already under contract.

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8.3. The Elevator Speech

Once you are familiar with EXIT’s 5 Pillars – EXIT Training, Branding, Technology, Culture, Financial Security – it’s time to draft your elevator speech. It is important that you really know, rather than just memorize, what you’re trying to convey. Here is an Elevator Speech template you can start with: My company exists to build strong real estate agents and offices, and to help make them successful. Why? Because, we have noticed that most companies focus on the numbers and not the individual. We believe that working first to strengthen each agent makes the team more productive and successful. We don’t believe MORE is better, we believe BETTER is better. We do this in five simple ways: 1. We provide the tools for each agent, rookie or veteran, to become thoroughly trained in successful real estate sales. 2. We help each agent brand themselves then show them how to market their brand to the community to get more leads. 3. We seek out the latest technology tools available in real estate then teach each how to use them. 4. We have built a team that is supportive and fun. We enjoy and encourage each other much like a good family would do. 5. We then expose our agents to a plan to make over 100%, to build their own business with passive and residual income to create retirement security, which is unique in real estate today.

It’s important that the language sounds like you. Take the template information above, and personalize it for you.

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8.4. Elevator Speech Review

Speech

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8.5. Agent Bio - Write & Review

Real Estate Bio

Agent Bio Checklist – – –

Don't bombard the reader with long blocks of text. Use Company professional head-shot. Use visuals like bullets, photos, animations and video.

– – – – – – – –

List your achievements, but keep it short. Highlight your local knowledge. Emphasize what makes you different. Include testimonials, reviews and other social proof. Write in 1st person, talk to them directly. Remember, your Bio is about the services you offer. If you wouldn't read, neither will the consumer. Use at lease 2 Testimonials.

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Your EXIT Bio an integral part of your marketing efforts Your real estate bio should be a window into who you are and what you do, with the focus being on how you can be of service to your client base and community. It’s not about you; it’s about what you can do for them. The following are the 6 components which should be included in a bio. Remember, an online bio is often the first exposure a prospect has to you, and you only have one chance to make a good first impression. Let’s walk through the 6 steps, with sample bios, followed by a work sheet to help you with content. Keep in mind that, ideally, your bio should contain 7 - 9 paragraphs, and be sure to include links to your brokerage and to exitrealty.com where appropriate for even more lift.

1. Identify Your Market Indicate how long you have lived in the community. My name is Pat Lee and I have raised my family in the Greater Toronto Area for the past 20 years. I’ve seen this community grow into the thriving city it has become. If you’ve moved to your market area recently, or don’t have historic knowledge, mention positive attributes of the community. I am proud to assist buyers, sellers, and investors with properties in the town of Milton and surrounding communities. This area west of the Greater Toronto Area has experienced incredible growth in the last five years, and has become one of the most desirable areas in the west GTA. Indicate any niche market on which you intend to focus. I specialize in helping first-time buyers find their perfect home. Or With my Seniors Real Estate Specialist® designation, I help simplify what can be a complicated process for seniors. 2. Experience & Expertise Outline any education that would benefit your real estate career, and highlight any realestate-related designations. Include any special skills. I have been licensed since 2010 and am OICP-certified, and can provide important information to investors. My degree in marketing ensures I understand how best to present your property to potential buyers. I am fluent in Mandarin. If you’re newly licensed, focus on your brokerage rather than yourself. Think "we" and "our". Our brokerage has been helping clients in the west GTA for over 15 years. Located in the middle of the city, we are able to service clients to the north in Caledon and Markham, and to the suburban in Clarkson and Port Credit. We are proud to have received the Broker of the Year award at our convention in 2018. List any awards received. I was honored to receive the EXIT Realty Florida Rookie of the Year award in 2015.

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3. Testimonials Include 1 or 2 written testimonials or links to short video testimonials. Always get a release form signed by your client to confirm you have his or her permission to use their testimonial. A release form is available for download on the Resource Center. Identify your client by first name and initial, and area. “Thank you so much for your help in selling our home. It is finally done and we have the check in our hands. I want your company to know what a tremendous job you did!” ~ Frances L., Warwick, RI If you don’t yet have any testimonials, use general testimonials or references which promote your skill set. You can solicit testimonials from LinkedIn contacts, a past professor, boss, mentor. Or even someone you work with in a volunteer capacity could provide a reference. “When it comes to high energy and getting things done Bob certainly has the capacity and focus that ultimately brings success.” ~ Sheryl S., Milton, ON 4. Brokerage/Brand

This section should contain a short boilerplate promoting your brokerage and the brand. Brokerage: EXIT Realty ABC has been serving the communities of Peel, Metro, Halton, and surrounding areas for over 6 years. We promote the values of family and community throughout our agent base, and participate in many community events, such as our annual Food Drive. Our team meets regularly to brainstorm and help one another. At EXIT Realty ABC, one person’s success is everyone’s success. EXIT Realty: EXIT Realty is a by-invitation only company, dedicated to the growth of each agent. EXIT is a proven real estate business model that has to-date, paid out more than a third of a billion dollars in single-level residual income to its associates across the U.S. and Canada. A portion of every transaction fee collected by EXIT Realty Corp. International is pledged to our charity of choice and to-date, $3 million has been pledged to Habitat for Humanity. Or We follow the example set by EXIT Realty Corp. International, the only national brand created after the internet age, which has re-invented real estate by providing a high-tech, high-touch philosophy that always puts people first.

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5. About Me This should include a short few sentences on who you are, and your commitment to your clients. This could include community service, hobbies, volunteer work, club memberships, etc. Originally from the Philippines, my family and I migrated to Southern California when I was 12. I attended high school in the South Bay Area and went on to study accounting at California State University. I enjoy living in the community I serve with my three friendly dogs, and often visit the local leash-free park where I met many of my clients. Or My wife, Gabrielle, and I enjoy hiking and cycling on the local nature trails. From 2012 to 2014, I was the head of the Trail Chapter, ensuring the trail remains in good condition for future generations to enjoy. 6. Call to Action & Connect With Me Finish your biography with a call to action to connect with you via one or more channels. For answers to your real estate questions, follow my blog at yourrealestateprofessional.com. You can also reach me at 555.333.2222 or emailme@somewhere.com. Text <your vanity code> to 85377 for my Mobile Business Card™. List Social Media links Sample Real Estate Bios

Bio 1 My husband and I have lived in the Greater Metro Area for the last 15 years. After a rewarding career as a high school teacher, I wanted to give back to the community which has served our family so well. Given the incredible growth of the GMA, and my teaching experience, real estate seemed a natural fit. I thoroughly enjoy assisting sellers, buyers, and investors in the GMA and surrounding areas of Brighton and Sperry. Licensed since 2014, I was honoured to receive the EXIT Realty Florida Top Producer award earlier this year. “We were so lucky to have Mary as our real estate agent when we decided to buy our first home. She helped us every step of the way, and we found our dream home in no time. We couldn’t have done it without her.” ~ Sam and Lee T., Bracebridge, IL I’m proud to be a part of the EXIT Realty 123 team; a company with a reputation in the community as a hands-on, people-oriented business. Each year, we participate in the Toys for Tots initiative. Our annual Food Drive has become legendary, drawing local celebrities and news media to cover the event. We follow the example set by EXIT Realty Corp. International, the only national brand created after the internet age, which has re-invented real estate by providing a high-tech, high-touch philosophy that always puts people first.

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In addition to my busy real estate business, I can be found volunteering at our local Adult Literacy Center. My husband and I enjoy off-roading, our Church group, and spoiling our brand new grandson. You can reach me at 555.666.4444 or emailme@email.com. Please text <your vanity code> to 85377 for my Mobile Business Card™ for convenient access to my contact information. Insert social media links. Bio 2 Navigating the process of selling, buying, or investing in real estate can be daunting. As a real estate professional who has represented clients in the Glen Eden community for the past 3 years, I offer my knowledge of the area to each and every client to maximize their experience. Glen Eden has grown from a small town to a thriving city which has so much to offer. Much of the new construction meets the new environmental standards and my EcoBroker® designation provides me with the expertise to assist buyers interested in green living. “When we decided we wanted to buy an R-2000 home in order to help reduce our environmental footprint, we didn’t realize there were agents who specialized in green living. We were fortunate to find Byron who educated us each step of the way. We are now the proud owners of a beautiful home in Glen Eden.” ~ Pat and Chris B., Glen Eden, WI “Byron was referred to me by a colleague and I’m so glad he was. When it was time to downsize, I didn’t know anything about condos. Byron’s expertise set my mind at ease, and made the process so easy. I would highly recommend him.” ~ Flora R., Chase, TX I’m proud to be a part of the team at EXIT Realty My Brokerage. The company received the EcoBroker® designation several years ago, and conducts several events a year in the Glen Eden area to bring awareness to the environment. Last year, we entered a solar-powered float into the Earth Day parade. We follow the example set by EXIT Realty Corp. International which has a long-standing reputation as a people-first company, as evidence by their empathy-oriented corporate philosophy. EXIT truly is one big family. When I take a rare day off, you will find me canoeing along the Credit River to take nature photographs which have been featured in displays at City Hall. I belong to the We Love The Earth club, serving as its Chairman from 2010 to 2014. To find out how you can own your own piece of this rapidly-growing community which still manages to feel like a small town, please contact me at 444.333.6666 or emailme@somewhere.com. Please text <your vanity code> to 85377 for my Mobile Business Card™ for convenient access to my contact information. (Insert social media links.)

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Bio 3 Known in her community as “The EXIT Lady”, Dawn Murphy is an award-winning agent licensed with EXIT Realty 123 in Brockville, Minnesota specializing in residential and commercial real estate, leasing and short sales. Dawn has been serving clients in her community for more than 15 years, helping to make their dreams of home ownership a reality. A long-time resident of Brockville, she understands the dynamics of the local real estate market and is an expert at educating her clients so they can make the best decisions for their needs. As an agent with EXIT Realty, Dawn utilizes exclusive marketing tools to ensure her listings are widely exposed across the internet, showing each listing to its best advantage so that it stands apart from the competition.

Dawn is constantly furthering her knowledge and is currently working towards her Certified Residential Specialist (CRS) designation and Certified New Home Sales Professional (CSP) designation. “We are living in our dream home, and it’s all because of Dawn. Her professionalism and knowledge helped us find our perfect home. We couldn’t be happier.” ~ Gabriel and Suzanne R., Brockville, MN Dawn feels that being a REALTOR® is about more than just joining professional associations; she believes REALTORS® should be involved in the communities where they work as well. Dawn participates in numerous church activities, reaching out to the needy and less fortunate. She organizes charity events to bring a smile to the elderly and goodwill to less fortunate families over the holidays and providing educational classes. A portion of every transaction fee received by EXIT Realty Corp. International is pledged to its charity of choice and to-date, $3 Million has been pledged to Habitat for Humanity across North America. You can reach Dawn at 555.666.4444 or emailme@email.com. Please text <your vanity code> to 85377 for Dawn’s Mobile Business Card™ for convenient access to her contact information. List Designations, Awards Insert social media links.

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Bio Content Work Sheet Complete all that apply Which market(s) (geographical area) do you want to service?

Interesting notes about the market(s).

Professional Experience. (Real estate related)

Professional Experience. (Non real estate related)

Do you have a preference for working with buyers vs. sellers? If so why?

Do you have a niche clientele you would like to work with? (eg.first-time home buyers, seniors)

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Create a list of people to contact for a testimonial.

Do you have a professional branding slogan you like to be identified with?

Include information about family, hobbies, community service, volunteer work, club memberships.

Additional Notes.

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STAYING RELEVANT WITH EXIT REALTY’S ONLINE, SOCIAL & COMMUNICATION TOOLS

EXIT REALTY CONNECT APP Available for iPhone and Android, EXIT Realty Connect empowers the consumer to view properties and connect with agents, and agents to engage with clients, prospects and manage leads on-the-go! Text APP to 85377 to get started.

SOCIAL MEDIA Connect with us online on Facebook, Instagram, Twitter and LinkedIn, updated daily with shareable content, news and information. For access to promotional, educational and inspirational videos, text EXITTV to 85377 for our YouTube channel.

EXIT SHOPTOK Provided compliments of EXIT Realty Corp. International, this application allows franchisees to write or customize pre-built press release templates, and immediately distribute them to the right contact at their local media outlets.

REAL ESTATE INDUSTRY LEADERS EXIT Realty’s blog, realestateindustryleaders.com, is the company’s first point for EXIT news and sharable consumer content. Subscribe and be notified every time a new post is published.

THE EXIT ACHIEVER Our official corporate publication, filled with thought leadership, news and stories that highlight EXIT’s finest across the continent! This publication is a beautiful addition to your recruiting package. Text ACHIEVER to 85377 for your digital copy. 421