EXIT - New Agent On-Boarding Manual 2023

NEW AGENT ON-BOARDING

On behalf of everyone at EXIT Realty Corp. International, I would like to welcome you to our EXIT family and to congratulate you on making the finest decision of your real estate career.

Our Head Office team and your Principal Broker helped prepare this New Agent On-Boarding Manual as a reference guide to help you hit the ground running. Please read the information thoroughly. Your Broker and Corporate staff will follow up with you regarding the many tools and additional resources available to help get, keep and grow a prosperous real estate business for yourself.

This course forges the foundation from which you will develop a tremendously successful business from. We recommend that you review your course material often and attend future On-Boarding classes as often as possible. I look forward to watching you prosper and grow.

Again, special congratulations and welcome aboard!

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

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 Text EXITPLR to 85377

Accounting Georgeanna Montalto C:228.313.7075 accounting@exitbiloxi.com Text HAVETOSEE to 85377

Director of Operations: Latrell Price C: 757.218.1089 latrell@exitbiloxi.com Text PRICELESS to 85377

Brokerage Development:

Julia Harrington C: 904.316.1457 julia@exitbiloxi.com Text BOOTS to 85377

Biloxi Managing Broker: Taco Sanchez C:850.217.7533 taco@exitbiloxi.com Text TACO to 85377

Commercial Regional Director: Mike Madden C:228.697.3123 mike@exitbiloxi.com Text EXITCCIM to 85377

Pascagoula Managing Broker: Chris Suckow C: 228.669.0187 suckowc@exitbiloxi.com Text MAVERICK to 85377

Pass Christian Managing Broker: Joe Piernas C: 228.323.2372 joseph@exitbiloxi.com Text JOSEPH33 to 85377

1.3.YourEXITRosterCode

WhenyoujoinedEXIT,youwereassignedasix-digitrostercode.Thiscodewillbeyoursthroughoutyour careerwithEXIT,evenifyouchangeEXIToffices.Itisyouruniqueidentifier.Thiscodewillbeincludedin thewelcomeemailyouwillreceivefromourRecordsteamassoonasyourassociateinformationhasbeen enteredintoourMEMOsoftware.MEMOstandsforManagingEXIT’sMomentumOnline.MEMOwas createdbyEXIT,forEXIT,anditisourrobustdatabase,housingalltheassociateinformationand productiondata.

ItisimportantforyoutorememberyourrostercodeasitwillprovideyouwithaccesstoEXIT’stools, programs,andresources.

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.

EXIT

Luxury Realty Agent On-Boarding

1.4. The EXIT Formula

THE BENEFITS OF MEMBERSHIP

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 are 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.

•Connect with clients and take your business with you on the go with access to the EXIT Realty Connect App which contains marketing, prospecting, and support tools in the palm of your hand.

•EXIT Realty’s Expert Marketing Suite™ including branded and unbranded virtual tours, single property websites, flyers and more

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

•Beautifully designed and branded, turnkey agent and brokerage websites.

•Ability to utilize* My Smart Sign™ lead generation technology.

•Training webinars, techinars, Zoom meetings and a podcast on sales, administration, technology, and leadership.

• Access to the Resource Center (RC). EXIT’s central communication hub and on-demand knowledge base with one click links to digital and print marketing tools.

•Access to corporate documents and an on-demand learning library containing hundreds of webinars and videos through the Resource Center.

•Access to our reporting tool to track your listings and deals, as well as your recruits’ production through the Resource Center.

•Ability to increase your online presence and SEO with a web profile on 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 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 Ancillary Program.

•EXIT Ad Center, your digital marketing solution, provides an integrated, best-in-class advertising experience for branding, advertising listings, promoting events, and more.

•The ability to apply to the Spirit of EXIT Dollar-for-Dollar Matching Program for support of your fundraising for local, approved, registered charities.

EXIT REALTY CORP. INTERNATIONAL HAS PLEDGED $5,5OO,OOO TO CHARITY

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

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.

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.

1.7.EXIT’sResourceCenter

Onceloggedin,youcanclickaroundtoseewhat’sthere,oryoucansearchbykeywordsandphrasessuch asMobileBusinessCardorListingPresentation.Toaccesspopularagentresources,justclicktheTOP RESOURCESbuttonatthetoprightforalistofthemostpopularresources:

1.7. EXIT Public Profile

Onceloggedin,youcanclickaroundtoseewhat’sthere,oryoucansearchbykeywordsandphrasessuch asMobileBusinessCardorListingPresentation.Toaccesspopularagentresources,justclicktheTOP RESOURCESbuttonatthetoprightforalistofthemostpopularresources:

1.8. Your EXIT Public Profile

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 beingonhowyoucanbeofservicetoyourclientbaseandcommunity.It’snotaboutyou;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’swalkthroughthe6steps, with sample bios, followed by a work sheet to help you with content. Keepinmindthat,ideally, yourbioshouldcontain7-9paragraphs,andbesuretoincludelinkstoyourbrokerageandto exitrealty.comwhereappropriateforevenmorelift.

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.

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.

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.

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.)

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.

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)

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.

1.8.YourEXITProfile

Ensuringyouhaveapublicprofilecontributestoinstantcredibility.Whenprospectsorclientssearchfor you,youronlinepresenceshouldconveyprofessionalismandpresence.

YourprofilewillappearonEXIT’spublicsiteexitrealty.com.Yourprofilewillfeatureyourportfolio headshot,bio,mobilebusinesscardandcontactinformation.

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.

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 ________%

Minus average Transaction Fee

Minus average Regional Development Fee

Minus standard expenses (if any, e.g. E&O)

= your average net

Average monthly overhead expenses (advertising, dues, etc)

Add Desired Monthly Profit

Subtotal (add 3 and 4)

Divided (5) by your net per end/side (2) for number of ends/sides required per month to reach desired profitability

Residual Income

Average sales commission in your area (line 1)

X 10% residual

Desired residual income per month

Divide (7) by (6) for number of sides/ends needed finalized by your sponsored members per month

Average number of closings per month per agent (board data)

Divide number of sides/ends (8) you need for desired residual income by (9) .

Breaking Down the Numbers

To determine the annual net income you want to generate, multiple 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.

Annual Net Earnings Goal (line 5 of the Path to Profitability Sheet x 12) $_________________________

@ $___________________ per transaction = _______ Transactions (sides/ends)

Since taking more listings is the recipe for success in real estate, the ratio should be 60/40 (listings sold/buyer sales) = ________ listings sold / ________ buyer sales

2/1 This ratio means for every 2 listings you take, you’ll sell 1. Therefore, to sell _______ listings, you’ll need to take ________ listings.

2/1 This ratio means for every 2 listing appointments you go on, you’ll list 1. Therefore, to take _______ listings, you’ll need to go on ________ listing appointments.

5/1 This ratio means for every 5 leads you generate, you’ll get an appointment. Therefore, to book ______ listing appointments, you’ll need to generate _______ leads.

12/1 This ratio means that for every 12 people you talk to (contacts), you’ll get a lead. Therefore, to generate ________ leads, you’ll need ___________ contacts.

Based on the fact that you will take 4 weeks of vacation this year, that leaves 11 months left for business. Since there are approximately 20 working days in a month, that leaves 220 working days for the year (11 months x 20). When you divide the ________ contacts into 220 working days, that equals ___________ per day to whom you need to reach out

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, residual program, and affiliations, EXIT strives to be The Smartest Real Estate Company.

“individually we make a difference; together we win”

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.

2 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.

3 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

4 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.

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.

Where will you be in the next five years?

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.

2023 Personal Goals

Physical Family Business

Financial Mental Social / Fun Contribution Spiritual

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

SPONSORING GOALS

Last Year

How many recruits did I sponsor into EXIT in 2022? ____________________________________

What was my 2022 residual income as a result?

This Year

How many recruits do I want to sponsor into EXIT in 2023? ______________________________

Text 4MM to 85377 to watch or share the 4 Minute Million Video

My lead sources (co-broke, industry events, etc):

Challenges I need to solve or improve (implement sponsoring drip campaigns, improve presentation skills, develop “elevator speech”, etc)

What accountability mechanisms can I put in place?

What type of training do I need to meet my sponsoring goals?

ACTION PLAN

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.

SPECIFIC

MEASURABLE

ATTAINABLE

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!

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 Organize the day and write affirmations

9:00am – 9:30am Review business plan and goals

9:30am – 11:30am Prospect

11:30am – 12:00pm Return calls

12:00pm – 1:00pm Lunch

1:00pm – 1:30pm Handle problem files

1:30pm – 2:30pm Lead follow up, set appointments, contact past clients/centers of influence

2:30pm – 5:00pm Listing appointments, showings, negotiate contracts, continue prospecting

Or Time Task

8:30am – 9:00am Kids to school

9:00am – 9:30am Organize, review business plan and goals, and write affirmations

9:30am – 11:30am Prospect

11:30am – 12:00pm Lead follow up, set appointments, work database

12:00pm – 1:00pm Lunch

1:00pm – 2:30pm Listing appointments, showings, negotiate contracts, continue prospecting

2:30pm – 3:30pm Pick up kids from school

7:00pm – 8:00pm Showings

8:00pm – 8:30pm 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.

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.

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

2 Challenge Complacency Solution Pre-book FOUR vacations for the coming year

3 Challenge Lack of confidence Solution Reach out for training, practice scripts

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

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

List potential challenges you may encounter, and possible solutions:

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

NOTES

1.10. EXIT Mindset Training

Being a part of EXIT means benefiting from the on-going commitment to create the most highly trained and skilled professionals in real estate. Our sales training is taught by some of the industry's leading top producers, and is among some of the most comprehensive coaching you'll ever receive. Designed to remove and eliminate the inhibitions and anxieties that have rendered so many salespeople average, EXIT's training programs range from topics such as initiation, finalization, negotiation, personality profiles and strategic planning. No matter what your real estate career level, there's a training perfectly suited to your needs. Make it your business to get the finest and best return on your invested time.

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.

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

2nd Tues 12PM ET –Business Development Zoom Mtg

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

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 ondemand 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 ondemand on the Resource Center. Please refer to the Calendar on the Resource Center for more information.

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 fulltime, 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.

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 Peeror leadershiptaught webinars on topics to help agents grow their business.

4th Wednesday 12:00pm ET –Techinar Technologyfocused webinars featuring EXIT Associates, VP Technology Engagement, Annette Anthony, special guest speakers and more.

SUMMARY OF ADVERTISING RULES AND REQUIREMENTS

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.

RULE 3.3 ADVERTISING

A. "Advertising" means the use of any oral, written, visual, printed or electronically generated advertisement by a real estate licensee or other person on behalf of a real estate licensee.

"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.

B. A broker shall advertise in the name in which the license is issued. A broker may use a descriptive term after the broker's name to indicate the occupation in which engaged, for example, "realty", "real estate" or "property management". If advertising in any other form, a partnership, trade name, association, company or corporation license must be obtained prior to advertising in that manner.

All advertising must be under the direct supervision and in the name of the Principal Broker or in the name of the real estate Brokerage Firm and must prominently display the name of the Principal Broker or the name of the Brokerage Firm in such a manner that it is conspicuous, discernible and easily identifiable by a member of the public.

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.

C. No Principal Broker or licensee sponsored by said broker shall in any way advertise property or place a sign on any such property offering the property for sale or rent without first obtaining the written authorization to do so by all owners of the property or by any appointed person or entity who also has full authority to convey the property.

D. When a licensee is advertising their own property for sale, purchase or exchange which is not listed with a broker, the licensee must indicate that he or she is licensed. The disclosure of licensee’s status must be made in all forms of advertising enumerated in Rule 3.3 (A), including the “for sale” sign.

In addition to disclosing their licensed status in all advertisements, licensees are required to disclose their licensed status on all real estate contracts in which they have an ownership interest.

A licensee shall not advertise to sell, buy, exchange, auction, rent or lease property in a manner indicating that the offer to sell, buy, exchange, auction, rent, or lease such property is being made by a private party who is not engaged in the real estate business. No advertisement shall be inserted by a licensee in any publication where only a post office box number, telephone number, e-mail address or street address appears. Every licensee, when advertising real estate in any publication, shall indicate that the party advertising is licensed in real estate; whether on active or inactive status.

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 between licensee & individual AFTER establishing Agency Relationship.

*“Shared Communications” using electronic media which are beyond the control of a licensee.

Company Marketing Material

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 EXITApp from the Google Play Store andAppleApp Store today and start connecting.

EXIT Realty Connect App

FEATURES & BENEFITS

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 FEATURES & BENEFITS

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.

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.

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

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.

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

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.

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.

2.2 Mobile Business Cards

ANNOUNCING MY SMART SIGN™ TECHNOLOGY!

WHAT IS IT?

My Smart Sign™ is your one-to-many, mass marketing, lead generating technology tool. With My Smart Sign™ you receive a text code to use on all your print and digital marketing. When a prospect texts your code to 85377, they immediately receive access to pricing, photos, and details about available listings nearby.

HOW CAN I USE IT TO BUILD MY BUSINESS?

Use your My Smart Sign™ text code on all your print and digital marketing like flyers, presentations, door hangers, post cards, email drip campaigns, magazine ads, digital advertising, car, bench and bus wraps, billboards, lawn signs and more! Add value by providing your audience with access to available listings nearby 24/7.

WHAT KIND OF LEADS CAN I RECEIVE?

•General leads (when any prospect texts in)

•Area leads (prospect texts in with GPS enabled on their mobile device)

•Property leads (when a prospect texts in and clicks on a specific listing)

 No lead will be left behind!

HOW MUCH DOES MY SMART SIGN™ COST?

My Smart Sign™ is included as a benefit of your EXIT membership at no additional cost.*

HOW IS MY SMART SIGN™ DIFFERENT FROM MY MOBILE BUSINESS CARD™?

Your Mobile Business Card™ is your one-to-one, relationship building, digital networking tool. With your Mobile Business Card™ text code, prospects and clients receive your contact information when they text in to 85377.

*when your brokerage has completed the MLS paperwork to allow us to import IDX data

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.

•

•

•

•

• Embed YouTube or Vimeo videos to display (check out EXIT Realty’s YouTube channel for lots of content) For your convenience we have included the entire e-manual dedicated to setting up and activating your EXIT website

EXIT Prestige Luxury Realty

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 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

Meta tags are words and phrases that live in the code of your website and help define the content of your web pages, and search engines love them!

The effective use of meta tags is an important strategy in your online business because of their ability to attract consumers to your website like a magnet.

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 drop down labeled marketing, then click websites.

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

Domain Names

Agent domain names cannot contain the word "EXIT" and any domains purchased using the licensed word exit will not be approved by corporate.

3.Click on Request Domain Approval and enter your desired domainname.

4.If you have multiple offices, you may group your offices together on a single domain, or you may repeat the domain request for eachoffice.

It will take at least 3 business days to receive an email confirming or denying yourrequest.

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

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.

Important: You DO NOT want to transfer, mask, or forward your domain. You DO want to point or redirect your domain name. EXIT Prestige Luxury Realty Agent On-Boarding – Trained for Success Page 79 of 430

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.

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.

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.

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 searchengines.

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

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

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.

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.

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.

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.

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..

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

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:

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.

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.

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.

• 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?

• 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.

• 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.

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 you.

2.6. Facebook Tools

2.7. Facebook Tools

CONTENT Ideas

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.

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.

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.

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.

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!).

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.

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?

KEITH WATTS 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

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

50%

People search for homes and rentals on mobile

79% of homebuyers surveyed use an online resource at some point in their search 3

More than 74%

only talk with one agent before deciding who to work with—highlighting the importance of staying top of mind 2

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

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

of Millennial renters turn to mobile to search— versus 61% of Generation X, 35% of Baby Boomers and 24% of Silent Generation renters 5

they make a decision, buyers move fast

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.

3

hours spent on mobile by US consumers each day 6

Nearly

1 in 3

“media minutes” will be spent on mobile this year 7

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.

8 in 10

people surveyed interact with local businesses on mobile 8

3 in 4

Facebook users in the US visit the Facebook Page of a local business at least once a week 9

Source:

6. 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).

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 population 10

168M

Americans use Facebook every day 11

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.”

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.

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.

Here

•

•

•

•

•

•

•

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.

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.

Clearing up some myths

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.

LEARN MORE ABOUT CHOOSING THE RIGHT AD OBJECTIVE

Explore here

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.

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

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

• Drive consideration by connecting with qualified leads

Partnering to generate demand

LEARN MORE ABOUT FACEBOOK

PAGES

Create a Facebook Page or learn more.

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.

Giving people updates

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.

Booking appointments

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: 15.

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.

“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 Source:

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

Acquire high-quality customers who are more likely to be interested in buying or renting a home.

Deepen relationships

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

Acquire more leads

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

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

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

Always-on

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

Cross-device

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

Dynamically relevant

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.

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.

LEARN MORE ABOUT REAL ESTATE ADS

Explore here

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.

Why use video?

• There are an estimated 235.1 million video viewers in the US—nearly 83% of Internet users 16

• 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 period 17

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 considering 18

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 campaigns 19

Video best practices

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.

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

“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

EXPLORE MORE BENEFITS OF VIDEO ADS

Learn more

Source:

16. 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.”

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,

1BStories are shared across the world and across Facebook apps 21

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 Stories 20

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.

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

LEARN MORE

Source:

ABOUT

STORIES Learn more

22. 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.

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:

1 2 3

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.

• 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.

• 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.

• 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.

• 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.

• 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.

Tips and ideas for Live

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

• 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.

Consider sharing a video on IGTV

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.

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 .

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

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

• Target browsers on the go with mobile-friendly listings

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

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

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

• Photo resolution should be 960x720 or greater

• Write a complete property description

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

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

• Respond quickly to rental leads 24. Facebook data (Sept 2019) Source:

LEARN MORE ABOUT MARKETPLACE

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

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:

return on ad spend from Facebook real estate ads

new lead signups from Facebook real estate ads

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.

Ylopo generated high-quality leads for an agent at lower costs

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:

Homesnap finds renters for single-family homes on Facebook Marketplace

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: increase in total call volume

lower cost-per-call acquisition

increase in won deals from leads that originated as a call

BoomTown ROI drives more high-quality, inbound lead calls

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.

MARKETING ACTION PLAN

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!

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).

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:

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.

KNOWING YOUR BRAND MESSAGE

Step 1

“Your

had

be delivering something special, or it’s not going to get the business.”

Warren Buffet

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:

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:

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.

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.

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

Thomas Jefferson

MONTHLY BUDGET MONTHLY GOALS

NOTES

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

MONTHLY BUDGET MONTHLY GOALS

NOTES

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MONTHLY BUDGET MONTHLY GOALS NOTES

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MONTHLY BUDGET MONTHLY GOALS NOTES

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MONTHLY BUDGET MONTHLY GOALS NOTES

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MONTHLY BUDGET MONTHLY GOALS NOTES

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MONTHLY BUDGET MONTHLY GOALS NOTES

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MONTHLY BUDGET MONTHLY GOALS NOTES

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MONTHLY BUDGET MONTHLY GOALS NOTES

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MONTHLY BUDGET MONTHLY GOALS NOTES

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MONTHLY BUDGET MONTHLY GOALS NOTES

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MONTHLY BUDGET MONTHLY GOALS NOTES

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Section 3.0 – Systems

1. Systems

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.

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).

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 project websites can be created using pre-made templates and published internally or publicly.

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

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.

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.

911 service is not supported by app

3.5. Dotloop

3.6. GCAR

1 22IMF 2022 Issues Moblization Fund 12.500 12.50

1 22LOC 2022 GCAR Local Fee 91.000 91.00

1 22MAR 2022 MAR Fee 161.000 161.00

1 22NAF 2022 NAR Image Fee 35.000 35.00

1 22NAR 2022 NAR Fee 150.000 150.00 Total 449.50

DUES SCHEDULE 2023

According to NAR rules - Dues are not prorated for returning agents in a board the previous year

NAR NAR AF MAR MAR PF MAR IMF GCAR GCAR APP Fee TOTAL

January $150.00 $35.00 $161.00 $25.00 $12.50 $91.00 $20.00 $494.50

February $137.50 $35.00 $148.00 $25.00 $12.50 $83.42 $20.00 $461.42

March $125.00 $35.00 $134.00 $25.00 $12.50 $75.83 $20.00 $427.33

April $112.50 $35.00 $121.00 $25.00 $12.50 $68.26 $20.00 $394.26

May $100.00 $35.00 $107.00 $25.00 $12.50 $60.68 $20.00 $360.18

June $87.50 $35.00 $94.00 $25.00 $12.50 $53.10 $20.00 $327.10

July $75.00 $35.00 $81.00 $25.00 $12.50 $45.52 $20.00 $294.02

August $62.50 $35.00 $67.00 $25.00 $12.50 $37.94 $20.00 $259.94

September $50.00 $35.00 $54.00 $25.00 $12.50 $30.36 $20.00 $226.86

October $37.50 $35.00 $40.00 $25.00 $12.50 $22.78 $20.00 $192.78

November $25.00 $35.00 $27.00 $25.00 $12.50 $15.20 $20.00 $159.70

December $12.50 $35.00 $13.00 $25.00 $12.50 $7.62 $20.00 $125.62

Non-Member

NAR NAR AF MAR MAR PF MAR IMF GCAR GCAR Processing Fee

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

DR AND NRDR - RPAC $99

R & NR - RPAC $25

PRIMARY AFF - RPAC $99

LOCAL AFF - RPAC $25

DEBIT/CREDIT

CARD only for REALTOR dues. Payments accepted through Dashboard only.

GCAR APP FEE applies to all new members and members returning after 60 days

TOTAL

January $150.00 $0.00 $161.00 $25.00 $12.50 $91.00 $20.00 $459.50

February $150.00 $0.00 $161.00 $25.00 $12.50 $91.00 $20.00 $459.50

March $150.00 $0.00 $161.00 $25.00 $12.50 $91.00 $20.00 $459.50

April $150.00 $0.00 $161.00 $25.00 $12.50 $91.00 $20.00 $459.50

May $150.00 $0.00 $161.00 $25.00 $12.50 $91.00 $20.00 $459.50

June $150.00 $0.00 $161.00 $25.00 $12.50 $91.00 $20.00 $459.50

July $150.00 $0.00 $161.00 $25.00 $12.50 $91.00 $20.00 $459.50

August $150.00 $0.00 $161.00 $25.00 $12.50 $91.00 $20.00 $459.50

September $150.00 $0.00 $161.00 $25.00 $12.50 $91.00 $20.00 $459.50

October $150.00 $0.00 $161.00 $25.00 $12.50 $91.00 $20.00 $459.50

November $150.00 $0.00 $161.00 $25.00 $12.50 $91.00 $20.00 $459.50

December $150.00 $0.00 $161.00 $25.00 $12.50 $91.00 $20.00 $459.50

AFFILIATE MAR MAR PF MAR IMF GCAR GCAR APP FEE TOTAL

January

$161.00 $0.00 $12.50 $185.00 $20.00 $378.50

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

July

August

September

October

$94.00 $0.00 $12.50 $116.25 $20.00 $242.75

$81.00 $0.00 $12.50 $102.50 $20.00 $216.00

$67.00 $0.00 $12.50 $88.75 $20.00 $188.25

$54.00 $0.00 $12.50 $75.00 $20.00 $161.50

$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

NON MEMBER

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

Please note: Agents who do not turn in an application with their payment will be paid NonMembers and the NATIONAL Fee will not be prorated but will remain $150.00. They also have no benefits.

NOTES MAR P/F

$25 MAR Processing Fee only applies to new Realtor members or members reinstating after 30days of dropping. (Not Affiliates)

MLS United, LLC Fee Policies

Disclaimers:

• Participants (designated Brokers) are ultimately responsible for all services and fees for MLS United, LLC. Subscribers are billed as a courtesy to the participants

• MLS Service fees are non-refundable

• Late fees are not waived for any circumstances

Invoices

Invoices are sent 45 days in advance of the due date. Invoices are payable as of February 15 and August 15 of each year and are due upon receipt. April 1 and October 1 are the final days to pay to avoid suspension of service and reconnection fees.

Reminders

• Reminders are sent to all participants and subscribers with open invoices at least 30, 15, 7 and 3 days prior to the due date.

• Reminders are sent to all participants that have subscribers with open invoices at least 15, 7 and 3 days in advance.

Past Due Invoices

Invoices not paid in full by the second day of the month will result in suspension of MLS service. Service will be restored when the original invoice is paid in full along with a reconnect fee of $100. *Please note: If the Participant (Designated Broker) has not paid by the second day of the month, then all subscribers under the participant will be suspended at that time until their invoice and reconnection fee are paid in full. After 30 days, the $500 Participation reinstatement fee will apply for the Participant.

Invoices not paid after 30 days will result in termination of the Participant (Designated Broker) and all Subscribers (users) under the Participant. Service will be restored when the Participant pays all delinquent invoices and fees and a Participation reinstatement fee of $500.

Inactivating Subscribers/Licensees

To avoid the responsibility of owing a Subscriber’s invoice, the Participant (Designated Broker) must notify MLS United, LLC that the license has been returned to the Mississippi Real Estate Commission prior to the invoice due date. Notification must be in writing via email sent to memberservices@mlsunited.com with a completed copy of MLS United’s status form and MREC inactive status form. If MLS United is not notified by the invoice due date, the Participant (Designated Broker) has 10 days to notify MLS United of a returned license and will be responsible for a prorated bill. After the 10-day grace period, Participants (Designated Brokers) will be responsible for the full invoice and any fees.

MLS United, LLC Fee Schedule 2021

MLS United, LLC Fee Schedule

New Participant Office Fees: Applicable for new Participants and Participants that have been inactive more than 60 days.

• Association Member Participant DR: $800

• MLS Only Member Participant DR: $1000

Participant Reinstatement Fee: Applicable for Participants that have had services suspended or terminated for non-payment of service fees.

• ALL: $500

New Subscriber Fees: Applicable of new Subscribers and Subscribers that have been inactive more than 60 days.

• Access fee (Association Member or Affiliated Non-Member): $100

• Access Fee (MLS Only Member or Affiliated Non-Member): $250

MLS Biannual Participant/Subscriber Fee: $45.00 per month for six months = $270.00 ($540 annually)

Transfer Fees:

• $25 fee accessed to the Subscriber

Data Feeds:

• IDX o Setup fee - $100 o Annual fee - $150 • VOW o Setup fee - $100 o Annual Fee - $150 • AVM o Setup fee - $250 o Annual fee - $1000

• Back Office Feed o Setup fee - $100 o Annual fee - $1000

• 3rd Party Data Feed o Annual fee $4000 or $350 per month

MLS United, LLC Fee Schedule 2021

THINGSTO KNOW

MLS UNITED, LLC

Billing: MLS Dues will be due April 1st and October 1st Invoices will be emailed 45 days before due date. Paper checks and cash are not accepted. Please view invoice and pay online through your Dashboard at mlsunited.com

Past Due Invoices: Invoices not paid in full by the second day of the month will result in suspension of MLS service. Service will be restored when the original invoice is paid in full along with a reconnect fee of $100. *Please note: If the Participant (Designated Broker) has not paid by the second day of the month, then all subscribers under the participant will be suspended at that time until their invoice and reconnection fee are paid in full. After 30 days, the $500 Participation reinstatement fee will apply for the Participant.

Invoices not paid after 30 days will result in termination of the Participant (Designated Broker) and all Subscribers (users) under the Participant. Service will be restored when the Participant pays all delinquent invoices and fees and a Participation reinstatement fee of $500.

Adding a Listing: Listings should be added to the MLS within 24 hours of advertising and/or 72 hours after all necessary signatures of seller(s) have been obtained and available to show.

Listing Data: Listing data input should be complete and accurate.

Photos: One exterior photo is required at the time of entry of a listing into the MLS.

Listing Price/Status Change: Any change in price, data or status (including pending and sold) must be updated within 24 hours after the change is received by listing broker.

Cancelled Listings: Listings cancelled prior to their expiration date, the listing broker must make the status change within 24 hours.

Access: It is prohibited to share MLS access or SupraKey access with anyone.

Supra ® Bluetooth ® iBox Keyboxes

User Guide

Introduction

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

The iBox BT LE and iBox BT keyboxes can be accessed using Supra eKEY ® , XpressKEY ™ , Active KEY®, 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 .

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.

Key Container

Figure 1. Supra iBox BT LE closing. Do not place any keys, cards, or other items on the back of the

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

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.

Regulatory Compliance United States (FCC)

This device complies with part 15 of th e FCC rules. Operation is subject to the following conditions: 1. This de vice may not cause harmful interference. 2.This device must accept any interf erence received, including interference approved by the party responsible for comp liance could void the user’s authority to operate the equipment. Canada (IC) 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 tw o 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.

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 pr ovoquera aucune interférence et (2) cet équipement doit tolérer toute interfér ence pouvant provoquer une opération indésirable de l’équipement. European Union (CE)

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). Australia / New Zealand This apparatus fully complies with ACMA requirements and is C-Tick marked. P/N 10103303P1 Rev D

Shackle

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

Battery You do not need to replace the battery in the iBox BT LE or iBox BT because it uses a long-life lithium bat tery. No maintenance is required and the battery is designed to last the life of the product — a minimum of six (6) years. When removing the keybox shackle, your key will di splay the current keybox battery level. The battery leve l is also sent to the Supra data center and can be viewed on SupraWEB.

Care

Keybox

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. The iBox BT LE and iBox BT keyboxes are designed to operate in temperatures ranging from -40°F to 185°F. In extremely hot climates, place the keybox in the shade to prevent it from becoming too hot, which may reduce battery life. In extremely cold weather conditions, place the keybox where it can be protected from precipitation.

Copyright © 2016 United Technologies Corporation. All rights reserved. Supra is a part of UTC Climate, Controls & Security (CCS), a unit of United Technologies Corporation.

Supra eKEY® QuickStart

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.

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.Open the eKEY app.

2.Select the Obtain Key icon.

3.Enter the 4-digit PIN code.

4.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.

5.Upon success, press up on the bottom of the keybox to release the key container.

Open Shackle

1.Open the eKEY app.

2.Select the Open Shackle icon.

3.Enter the 4-digit shackle code.

4.Uncheck the Add to Inventory box, if desired.

5.Select a Reason for shackle release.

6.Select Begin

7.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.

8.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.

Apple® iOS

Install eKEY Application

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

home page.

BlackBerry® OS

Install eKEY Application

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

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.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 deviceto 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.Open the eKEY app.

2.Press Obtain Key and enter the PIN code.

3.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.

4.Upon success, press up on the bottom of the keybox to release the key container.

Open Shackle

1.Open the eKEY app.

2.Select the Open Shackle icon.

3.Enter the 4-digit shackle code.

4.Select a Reason for shackle release and press Save

5.Toggle the Add to Inventory button to Off, if desired.

6.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.

7.Upon success, support the bottom of the keybox and press down on the top of the shackle to release.

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.

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

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 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’sinstructions for the BlackBerry phone or tablet on How to pair devices

2.Select the fob name to pair (example: SUPRA-K8BS)

Obtain Key

1.Open the eKEY app.

2.Select the Obtain Key icon from the main eKEY screen.

3.Enter the 4-digit PIN code.

4.Press the trackpad.

5.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.

6.Upon success, press up on the bottom of the bottom of the keybox to release the key container.

Open Shackle

1.Open the eKEY app.

2.Select the Open Shackle icon.

3.Enter the 4-digit shackle code.

4.Uncheck the Add to Inventory box, if desired.

5.Select a Reason for shackle release and select Save

6.Select Begin on the eKEY app.

7.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.

8.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

4.Press the Escape key and Done

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.Go to www.supraekey.com and login to SupraWEB with your SSO and password.

2.From SupraWEB, select LISTINGS and then select Keyboxes to view a list of keyboxes in inventory.

3.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.

4.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.

CBS CODES:

CHANGING YOURKEYBOX'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.

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.

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 the CBS code for in the list. Step 3: Select Program Keybox. Note: It will 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.

SUPRA LOCATION

SETTINGS:

LOCATIONSETTINGS FOR THESUPRA 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.

HOW TOUPDATE SUPRA LOCATION SETTINGS:

LOCATIONSETTINGS FOR THESUPRA 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. phone screen and tap on the gear icon at the top right).

Tap on the Settings app (or pull down the notification area at the top of the

2. Tap on Security & LocationOR Biometrics & Security (if the user just sees Location, skip to step 3).

3. Tap on Location (ifthey 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 downand find eKEY.

5. Makesure that "Always" is selected to allow eKEY to use Location Services whileit is in use (but not running in the background).

Allow Google Mapsto Use Location Services If nothing else works: 1.

Open Google Maps.

2. If asked to allow Google Mapsto use location services, select Allow.

3.8. NAR

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

AUTOMATE YOUR MARKETING

TARGET THE RIGHT PEOPLE

Segmenting

ELEVATE YOUR BRAND

CONVERT MORE LEADS

•

•

•

•

Powered by Market Leader

4.2. CRM - Client Relationship Management

EXITPromoShop2.0TrainingSeries:GettingStarted https://be.exitrealty.com/EXITizeMe/VideoDetail/970

EXITPromoShop2.0TrainingSeries:AccountProfile https://be.exitrealty.com/EXITizeMe/VideoDetail/971 https://be.exitrealty.com/EXITizeMe/VideoDetail/972

EXITPromoShop2.0TrainingSeries:ManagingContacts

EXITPromoShop2.0TrainingSeries:ImportingContacts https://be.exitrealty.com/EXITizeMe/VideoDetail/973

EXITPromoShop2.0TrainingSeries:PropertyMarketing https://be.exitrealty.com/EXITizeMe/VideoDetail/974

EXITPromoShop2.0TrainingSeries:Campaigns https://be.exitrealty.com/EXITizeMe/VideoDetail/975

EXITPromoShop2.0TrainingSeries:MonthlyNewsletter https://be.exitrealty.com/EXITizeMe/VideoDetail/976

EXITPromoShop2.0TrainingSeries:MonthlyNewsletter-Advanced https://be.exitrealty.com/EXITizeMe/VideoDetail/977

EXITPromoShop2.0TrainingSeries:MarketingMaterial-Email https://be.exitrealty.com/EXITizeMe/VideoDetail/978

EXITPromoShop2.0TrainingSeries:MarketingMaterial-Print https://be.exitrealty.com/EXITizeMe/VideoDetail/979 https://be.exitrealty.com/EXITizeMe/VideoDetail/980

EXITPromoShop2.0TrainingSeries:Prospecting

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.

4.3. The Importance of Database Maintenance

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

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.

It’s not who you know it’s who knows you!

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?

They do it by making the shift from being an average Joe Transactional Agent to becoming a Marketing Expert – both for t he properties they sell, and for themselves as a personal brand.

The key strategy behind their Attraction Business Model is the incredible ability of these agents to put forward t he marketing proposition to a vendor.

These are the agents who clearly understand that the right marketing mix will drive significantly more buyers to a vendor’s property

These are the agents who clearly understand that the right advertising and promotional mix shows the marketplace t hey 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

By understanding the power of a quality marketing mix, something strange then happens 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”.

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.

Hiring a cheap agent to sell a home is like hiring an overweight personal trainer to get fit”

You are your brand.

You’d better believe it!

One of the extremely powerful things Attraction Agents believe in that Transactional Agents 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!

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.

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

Repu TATI on ReACH

Your brand

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.

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.

3 key elements of attraction agent branding

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. Get real with your Facebook fanpage number. It’s not about the number of people 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.

print pictorial advertising

Large online inventory on first page of search results

Social media/blog Active local presence

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:

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. 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;

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.

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!”

Attraction Agents understand one key thing that Transactional Agents have not grasped.

Attraction Agents know the role of a real estate agent is NOT to sell the property. It is to 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.

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.

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

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

Typically less than $1,000 1% of property value

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

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…

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?”

You have built a billboard in the woods. No one will find it!”

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.

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.”

Common objectives

objection: Can we do it on the quiet for two weeks and see how we go?

Answer: We can, but I would not do it in the first two weeks. Are you looking for the 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: We can. But 69%* of people agree that they needed a combination of 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. 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

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”

It 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”

30 Laws of the attraction agent

1. Do not copy your competitors. 2. Be super focused on the customer experience, as every touch point of doing business with you is an opportunity to create a raving fan.

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

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

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

It can take you 20 years to build an incredible reputation and 20 seconds of stupidity 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.

Use lists. Write things down. Check them off.

The fastest way to double your income is to double your rate of learning. Listen to audio books or podcasts.

Stay clear of talk back radio.

Look after your staff and they will look after your customers.

Risks are far less scary once you take them.

Do not care too much about what other people think of you. Care far more of what you think of you.

16. Do not work for work, work for a result. 17. Crucial conversations drive you forward. Avoiding these conversations holds you back. 18. Critical behaviours are highly average actions that give massive results. 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. 22. Do yoga. With better awareness, you’ll make a better decision which will lead to better 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! 30. Never forget you have complete control as to how you interpret a situation and what your response to that situation is.

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. Date: Enter today’s date.

2. Day of The Week: Put a slash mark through the day of the week

3. Name: Please print your full name.

4. From: The exact time of day you begin your prospecting session

5. To: The exact time of day you end your prospecting session

6. 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.

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.

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.

EXIT AD CENTER: YOUR LEAD AND TRAFFIC GENERATING ADVERTISING PLATFORM

EXIT Ad Center provides an integrated, best-in-class advertising experience for you to promote your brand, advertise your listings, events, and maximize your return on the EXIT Formula of single-level residuals. Advertise in ways others won’t! We challenge you to set up your very own BRANDING AD to build awareness and generate leads! Log in to the Resource Center (RC), select EXITize Me, click EXIT Ad Center and follow the steps below to build your campaign. Questions? Contact our team at 888-668-3948, support@exitrealty.com or via Live Chat in the RC.

Choose an ad template (theme) or listing

Select your audience or upload your CRM

Customize your image, video, and ad text Page 234 of 430

S et the run length, budget and launch!

BEST PRACTICES FOR AGENTS

LEVERAGE EXIT TOOLS

• Update your photo, bio, and social media links in the Resource Center (RC) under My Profile

• Create or update your Mobile Business Card™ (MBC)

• Complete your EXIT Presentation settings under EXITize Me

• Create a Buyer Guide, Seller Guide, and Sponsoring Guide

SETUP EXIT AD CENTER

• Select EXIT Ad Center under EXITize Me

• Click the My Account icon in the upper right hand corner and set up notifications (include your cell phone number and email address)

• Turn on email and SMS notifications to the customer, customize your auto-response message and include your MBC

• Link your Facebook business page (if you do not have one, a default business page is provided in the platform)

• Search EACLEARN in the RC for training resources and webinars

BEST PRACTICES FOR LISTING ADS

• Select the Facebook Listing Ads | Generate Leads blueprint from the Quick Start dashboard

• Select the listing that you would like to advertise

• Option 1: leave the settings as they are and move on to step 2, schedule & spend

• Option 2: customize your ad (for example, include the listing text code in the headline, add your office text code in the body text, add open house information or just listed text)

• Spend recommendation is $49 for a duration of 1 week

• Pro tip: as soon as your listing is entered into the MLS, visit Properties in the RC, select the listing, and select Create Ad Now! from the right hand corner to instantly move into the Facebook Listing Ads | Generate Leads blueprint

USE FLEX ADS FOR BUYERS’ ADS, COMING SOON, RELOCATIONS, EVENTS & MORE!

• Select the Facebook Image Flex | Generate Leads or the Facebook Video Flex | Generate Leads blueprint

• Enter an address (your office, or other areas that you’re targeting) to start the radius target search (for relocation opportunities, use an out of state address)

• Upload 1 image or video (from our gallery or use your own) and add a link to your website, event registration page, or your EXIT Presentation

• Customize the body text, headline and include a call to action such as For More Info, Text XXXX to 85377

• Spend recommendation is $49 for a duration of 1 week for event ads, and $49 per week for 2 weeks for other ads

• Advertise open houses, home buyer seminars, and our marketing tools (EXIT Ad Center, Expert Mar keting Suite™ and Smart Signs™) to sellers

• Create custom ads in Canva with your message, tagline, logo, photo and contact info and upload your custom ad to the gallery in EXIT Ad Center - you can also use “snips” of your EXIT Presentation as content for your ads

• Pro tip: keep your ad designs clear and concise; most of your audience will be viewing your ads on a mobile device

• Pro tip: don’t be afraid to be creative, stand out and create a brand for yourself!

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?

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.

Yoursubconsciousmindbelieveswhateveryoutellit!

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

Achieve a better life in just 3 minutes a day.

YOUR MIND AND THE AFFIRMATION PRINCIPLE

Intellectual - Emotional - Physical - Psychological - Spiritual

1. I amstrong, healthy& vibrant.

2. I feel great and I lookgreat.

3. I walk tall, with my shoulders, back and chest out and my stomach in.

4. I livepassionatelyone dayat a time.

5. I am sincere and dedicated.

6. I know exactlywhat I want and I amdoing everything necessaryto getit.

7. I can do anything I choose todo.

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 mypower wisely.

13.1 am filled with wisdom and understanding.

14.1 know that I know.

15.1 am capable.

16.1 amdependable

17.I amdiligent and competent.

18.1 am filled with knowledge.

19.1 can access all knowledge.

20.I am anexpert in my chosen field.

21.I utilize genius inall I do.

22.I am shrewd in all my business dealings.

23.1 am determined to achieveall mygoals.

24.1 have absolute clear visionconcerning the achievement of my goals.

25.I amflexible and pliable whennecessary.

26.1 pivot, maneuver, adjust and adapt precisely as I should to get the best results.

27.1 amresults-oriented.

28.I like and enjoy success.

29.1 accept successinto my life totally.

30.1 am at peace with myself.

31.I like myselfunconditionally.

32.I accept myself.

33.I am special. 34. I deservetobe here.

35.1 have excellent perception.

36.1 am awake, alert, astute andsharp.

37.1 followupand follow through effectively.

38.1 am a brilliant negotiator and arbitrator.

39.1 alwaysaskforthe order.

40.1 have tremendous initiation andfinalization skills.

41.I understandhow todevelop tremendous momentum.

42.I was born to leadpeople.

43.1 am systems-oriented.

44.1 feelgoodabout myselfand everyone around me.

45.I am self-determinedand I allowothersthe same right.

46.1 am loving and giving.

47.1 have awonderful imagination.

48.1 amcreative and inventive.

49.God helps mein all I do.

50.I am at one with God.

51.God loves me and cares for me and is giving me all goodthings.

52.1 love Godand think his thoughts and I do onlywhat he wants me to do.

53.1 forgive myself.

54.I forgive all my enemies and I releasethem andlet themgo forever.

55.1 amforgiving.

56.1 possess tremendous courage.

57.1 amsecurein all I do.

58.1 amobservant.

59.1 listen closely.

60.1 always gather all pertinent data andcome to sound conclusions.

61.1 commandrespectin all I do.

62.1 have unconditional warm regardfor all people at all times.

63.1 genuinely enjoy my life.

64.1 always have fun.

65.I love to laugh andjoke and have a good time.

66.1 always ask effective questions.

67.I relate to people openlyand comfortably.

68.1 am comfortablewithmyself.

69.I trust myself.

70.1 am competitive.

71.I have manyfriends.

72.1 am original and unique.

73.1 am rational andlogical.

74.1 amintuitive.

75.I have perfect memory thatI draw upon at will.

76.I easily remember people'snames.

77.1 createrapport easilyand openly.

78.1 amopen and easy going.

79.1 am positive, constructive and creative.

80.1 love life andI support it.

81.My dreams help mein allI do.

82.I accept my dreams intomy daily life.

83.1 have tremendous endurance and resilience.

84.1 accept all the challenges of mylife.

85.1 amenthusiastic and optimistic.

86.1 love to talk.

87.I love discourse. 88.1 love monologue. 89.1 have tremendous power of persuasion. 90. I canpersuade anyone I choose. 91.I likeand enjoy dealing with strangers. 92.I am outgoing and outspoken. 93.I speakup andspeak out. 94. I am a majority in any crowd. 95.Mypower isin the present. 96.1 create my own reality. 97.I amresponsiblefor my own destiny. 98.1 am wellfocused. 99.1 am always ina good mood.

100. I caneasilytakethestingout of anyargument.

101. I find it easy to relax. 102. I power nap effectively.

103. I havea perfectsenseoftimingthat I utilize in all I do. 104. I have understanding. 105. I am a good person. 106. I attract good people.

107. I receive ample love from my family. 108. I have love.

109. I love to hug the members of my family. 110. I amspontaneous. 111. I amwell motivated. 112. I can easily motivate anyone I choose. 113. I know how to put tremendouspower 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 amself-disciplined. 119. I create my own rules. 120. I easily get the best andthe most out of myself. 121. I am helpful and supportive. 122. I makefriendseasily. 123. ltrust life. 124. I am goal oriented. 125. I express my emotions openly andcompletely.

126. I am well balancedphysically, emotionally, intellectually, psychologically and spiritually.

127. I sleeprestfully each night and always awaken ready for a good day.

FF

128. I amwellrested.

129. I havetremendouspowers of concentration. 130. I amwellfocused.

131. I am a good worker. 132. I alwaysget the job done well. 133. I like and enjoy mywork. 134. I takeexcellentcare ofmy body. 135. I love to exercise. 136. I have anabundantsourceof energy that I draw uponatwill. 137. I have perfectrecuperation.

138. I have excellent digestion, assimilation and elimination in my bodily processes.

139. I amwell balanced andcoordinated. 140. I have excellent posture.

141. I easilyreduceand eliminate unnecessaryfat from mybody atwill. 142. I ampersistent 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 mybusiness.

149. I getclose to people because that is where I do mybest work.

150. I work hard, playhard andresthard.

151. I like to smile.

152. I smilewhen I am talking.

153. I love to speak to groups of people.

154. I enjoybeing 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 buildmy life andmybusiness on sound principles.

161. I am shrewd.

162. I have a very strong back.

163. My veins and arteries are clear of all excesscholesterol build up.

164. I have excellent circulation.

165. I circulate openly.

166. I speak openlywith everyone.

167. I am proud ofmyaccomplishments.

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

169. I amreceptive and open to new ideas.

170. I solve allproblems easily, effectivelyandquickly.

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 everythingright now as it needs tobedone.

177. I ama 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 tohave 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 reduceand eliminate all fear.

185. My faithdisplacesall 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 flowsto me like an unendingriver.

I amdeliberate.

193. I am amiable.

194. I am gregarious.

195. I am thoughtful andcaring.

196. I am filled with thespirit of adventure.

197. I live my life withgusto.

198. I am an excellent salesperson.

199. I can sell anything to anyone.

200. I sell people the waythey want tobe sold.

201. I always do unto othersthe way they want it done.

202. I am achampion'schampion.

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 tohelp 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 myown input.

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

214. I easily create new positivehabits.

215. I drive mycar safely.

216. I get what I want whenever I show others how toget what they want.

217. I alwaysattract 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. lam 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 letgo ofall guilt forever.

227. I am not guilty.

228. I believe in good results.

229. I radiate positive vibrations toeveryone.

230. I command a large audience.

231. I project my voice effectively.

232. l like and enjoy the sound ofmy own voice.

233. I reject rejection easily.

234. I controltheenvironment with my thoughts and words.

235. I allow others to be themselves.

236. I am charming and I radiate charisma.

237. I love to dress well.

238. I use moneywisely.

239. I am now building myfinancial empire with absolute intent.

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.

PERSONALITY PROFILES

PersonalityInterpretation

Active/Task-Oriented

"D"-- Dominating, directing, driving, demanding, determined, decisive, doing.

Active/People-Oriented

"I"-- Inspiring,influency,inducing,impressing, interactive, interestedinpeople

Active/Outgoing

Task People

Passive/Reserved

Passive/Task-Oriented

"C"-- Cautious, competent, calculating, compliant, careful, contemplative

Passive/People-Oriented

"S"-- Steady, stable, shy, security-oriented, servant, submissive, specialist

IDDetermined Sociable Driving Optimistic Ambitious Talkative Pioneering Polished Strong-willed Enthusiastic Competitive Persuasive Decisive Warm Responsible Poised Skeptical Trusting Logical Popular Independent Verbal Independent

C sConservative Conservative Calculating Loyal Low-keyed Cooperative Stable Predictable Dependable Deliberate Cautious Reflective Traditional Passive Neat Patient Systematic Possessive Accurate Systematic Tactful Resistant to change Diplomatic Steady

Strengths

DBottom-line organizer

Places high value on time Challenges the status quo Innovative Problem solver Risk-taker Self-starter; takes initiative Makes quick, correct decisions

CPerspective: "The anchor Conscientious and even-tempered Thorough in all activities Defines situations Gathers, analyzes, and tests information

Creative thinker Ability to organize Sets long-range goals

ICreative problem solver

Great encourager Motivates others to achieve Positive sense of humor Negotiates conflict; peacemaker

"People person"

Good salesperson Great story-telling abilities

s

Reliable and dependable

Loyal team worker

Respects authority

Good listener; patient and empathetic Understanding; friendly Team player

Good people skills Balance

DOversteps authority

Argumentative

Dislikes the "routine"

Self-absorbed

Hard to admit he/she is wrong

Reluctant to delegate

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

More concerned with popularity than tangible results

IInattentive to detail

Short attention span

Overuses gestures and facial expressions

Too gullible and na'ive

Impulsive; exaggerates 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

DSpeaks freely

Good at initiating communication

Good at debating

Can be sarcastic

Often not good at listening

C

Hesitates to talk until he has thought out precisely what to say

Usually a good listener

IEnthusiastic

Stimulating

Can inspire others

Prone to exaggeration

Often not good at listening

s

Quiet

Seldom initiates conversation

Can use wit and humor

Usually a good listener

D"D"stylestendtotakeahierarchalor"autocratic" approachwithotherpeople.

• Take control and be-in-charge type

• Don't like being told what to do

• Can be too pushy and forceful

• Need to control direct and demanding approach to management

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

I"I"stylestakea"democratic"approachand facilitatecommunicationandinitiativebyothers.

• Inspiring and enthusiastic

• Love to lead and influence others

• Naturally great presenters; tend to talk too much

• Need to listen more and not be so sensitive to rejection

• Love crowds, but need to be interested in individuals

C"C"stylesusuallyleadswitha"bureaucratic" approach, delegatingauthoritytoothersaslong asothersfollowproperprocedures.

• Competent and compliant

• Go by the book and want everything just right

• Thorough, detail-oriented

• Too informative and answer questions people are not asking

• When optimistic, they are extremely influential

• Should focus on potentials more than concentrating on problems

s"S"stylestendtotakea"participatory"approach withanemphasisondelegation, listening, and support.

• Sweet, steady, and stable leaders

• Friendly and loyal , but tend to be too nice

• Need to be more aggressive and assertive

• Overly sensitive to their shortcomings

• Need more confidence; hate to take risk

• Miss opportunities because of caution

• Reliable, relaxed and reserved

LeadershipStyleasaFollower

D• Respect strong leaders

• Want to be part of a winning team

• Follow with power and authority in mind

• Wonder, "Will this action make me more respected and/or get the job done?"

• Need choices, rather than "get in or get out" ultimatums

• Need opportunities to do their own thing

• Follow with their heart

I• Tend to be impulsive followers

• Want opportunities that will make them look good

• Talk a lot; they make good first impressions

• 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

C• "Consumer Report" type followers

• Analyze each decision

• Love research and development

• Quality oriented followers

• Don't like quick or costly decisions

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

• Seldom respond positively at first

• Want time to think about their decisions

• Once convinced, the follow best

s• Do not make quick decisions

• Like leaders who are understanding and gentle

• Want to establish a relationship with a leader who will be around for a long time

• Concerned about service and stability

•Sensible and slow judgment is their trademark

• Like familiar and low-key environments

•Gets to the point

sometimes to the detriment of the task.

Personal GrowthAreas

D• Strive to be an "active" listener.

• Be attentive to other team members' ideas until everyone reaches a consensus.

• Be less controlling and domineering.

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

• Put more energy into personal relationships.

• Show your support for other team members.

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

• Be friendlier and more approachable.

IPersonal GrowthAreas

• Weigh the pros and cons before making a decision; be less impulsive.

• Be more results oriented.

• Exercise control over your actions, words, and emotions.

• Focus more on details and facts.

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

• Talk less; listen more.

• Consider and evaluate ideas from other team members.

• Concentrate on following through with tasks.

s

Personal GrowthAreas

C• 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 GrowthAreas

• 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.

SensitivitytoOthers

DBecauseofahighconcentrationontasks andgoals, "D"shaveatendencytobe insensitivetothefeelingsofothers.

I''l"saresensitivetothefeelingsofothersand wanteverybodytobehappyandenjoylife.

CBecausetheyaretask-orientedandtakea logicalapproachtofeelings, "C"shavealimited supplyofsympathytoofferothers.

s"S"sareveryconsciousoffeelingsandmake everyefforttoavoidhurtinganotherpersoneven ifthatmeansmakingpersonalsacrifices.

• Exerts sound leadership

• Establishes goals

• Motivates family to action

• Knows the right answer

• Organizes household

• Has little need for friends

• Will work for group activity

• Excels in emergencies

• Tends to overdominate

• Too busy for family

• Impatient with poor performance

• Won't let children relax

• Tends to use people

ID• Is liked by children's friends

• Turns disaster into humor

• Is the circus-master

• Makes friends easily

• Thrives on compliments

• Envied by others

• Likes spontaneous activities

• Keeps home in a frenzy

• Disorganized and forgetful

• Doesn't listen to the whole story

• Needs to be center stage

• Dominates conversations

• Answers for others

• Too independent Fickle

• Can't say "I'm sorry" Makes excuses

• May be right, but unpopular

• Possessive

• Sets high standards Makes a good parent

• Wants everything done right

• Picks up after children

• Sacrifices his/her own will

• Encourages scholarship and talent

• Makes friends cautiously

• Content to stay in background

• Avoids causing attentions

• Unrealistic goals

• Too meticulous

• Becomes a martyr and sulks

• Lives through others

• Socially insecure

• Critical and unforgiving

• Hold back affection

• Antagonistic and vengeful

sC• Is not in a hurry

• Can take the good with the bad

• Doesn't get upset easily

• Pleasant and enjoyable

• Good listener

• Dry sense of humor

• Has several close friends

• Undisciplined and unchangeable

• Doesn't organize the home

• Takes life too easy

• Dampens enthusiasm

• Stays uninvolved

• Indifferent to plans

• Judges others

• Sarcastic and teasing

RelatingStyles

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

When relating to "l"s Be enthusiastic 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.

IWhen relating to "D"s 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 a good listener. Don't talk much. Compliment ''l''s and emphasize the good and positive. Smile and agree as much as possible.

When relatingto "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 relaxed. Don't be defensive. Get to the "bottom line" and don't bore the 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 think. 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.

CWhen 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 relatingto "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.

LearningStyles

Kinesthetic Learner

DWants 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.

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.

AuditoryLearner

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.

Kinesthetic Learner

IWants to FEEL part of the lesson. Desires an emotional tie with the presenter and point of the lesson. Learns best in a group where his/her feelings can be expressed. Needs heartfelt communication.

Visual Learner

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

AuditoryLearner

LISTENS best to exciting and enthusiastic communication. Desires to hear expressions and word-pictures that make lessons come alive. Needs to hear influencing and impressive learning that communicates optimism. Hears the lesson best through humorous stories.

Kinesthetic Learner

CWants 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.

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.

Kinesthetic Learner

sWants 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 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.

Natural

Natural

Natural

Natural

D"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"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.

The High "D" Child

DFrom early age they look forjobs 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.

The High "C" Child

CThey 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.

Parentsshould

• 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 "I" Child

IThis 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.

Parentsshould

• 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.

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 adry, 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.

Parentsshould

• Be sure to pay attention to this quiet child so their selfworth won't be harmed.

• Help this low motivated person find direction.

• Help expose them to new opportunities to discover their interests.

StepParentingStyles

"D" Step-Child

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

"I" Step-Child

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

"S" Step-Child

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

"C" Step-Child

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

"D" Step-Child

IControl 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

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

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

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

"D" Step-Child

CDon'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.

"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. The 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 overanalyze. Stimulate child's thinking.

"D" Step-Child

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

"I" Step-Child

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.

D"D"stendtobedemandinganddecisivein relationships. They liketodominateandoften determinewhattodoandwheretogo. They can betoo"bossy,"butareconfidentandaggressive, oftensucceedingwhereothersfail. "D"smake greatleaders,butunderpressure,they can becomeunbendingandforceful.Theymust constantly remembertobemoregentleandkind whenthingsdon'tgotheirway.

I''l"sareinspiringandinfluencingtypes They constantly talkandexpressfeelings. Emotional andenthusiastic,theyarefulloffunandspontaneity.They oftensay thingsthataresilly,butcan talktheirway outofmosteverything.''l"sneedto listenbetter.Theyloveattention,butshouldlearn howtosharethelimelight.Theymustalways rememberthatothershavefeelingstoo.''l"sare themostfriendly,butsensitivepersonality type.

C"C"sarecautiousandcalculating. They seemto be"moody"whenthey arequietandcontemplative. They don'tlikehavingtomakequickdecisionsandprefertoinvestigatetheoptionsbeforedeciding. "C"stendtobeopinionated,but whattheysay isofteninsightful.They canbecometoorealisticandmissoutonexciting opportunities. "C"sneedto"lettheirhairdown" moreoftenandenjoy life,ratherthatjustendure it.

s

"S"sprefersteady andstableenvironmentsand don'tlikesurprises. They makethebestfriends andmostloyalpartners,butarealsooftenlet otherstakeadvantageofthem. "S"sseemtogo alongwithwhateverotherswant. Theyneedto bemoreassertiveandexpressive. Normally gentleandkind,they mustpractice"toughlove"beinglovingly strongwithdifficultpeople. "S"s shouldalsobemoredecisiveanddemanding.

When relatingto "D"s... Support their goalsand 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

IWhen relatingto "l"s... Support their opinions. ideas. and dreams

• 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

CWhen relatingto "C"s...

sWhen relatingto "S"s

• Assume they will take everything personally

• Discuss personal feelings when you disagree

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 pleasant, allow them time to trust you

Supporttheirfeelingsbyshowing personalinterest

• Move along in an informal, slow manner

• Assure them that actions will involve minimal risk

Above all: Be warm and sincere

"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

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.

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.

D"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

I"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

'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

Thinkinglogically

Evaluating situations

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.

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.

C"S"s are good at...

... Showing sincerity Being even-tempered Emphasizing loyalty Building relationships

sSeeing an easier way to do things Providing dependablility Being a team player Making others feel accepted

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

"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.

AttitudetoAdopt

Guardyourstrongoptimismandcountthecostmore.

Dieting

"D"sareoftentoobusytotakethetimetodietandare easilysidetrackedby"moreimportant"things. Once committed, theyaredeterminedanddisciplined. "D"s tendtostartstrong, butlackfollow-through. Theyneed accountabilityandregimentationanddobestwhen challenged.

Exercising

"D"swantsindependenceandpowertoworkalone. They aremotivatedbychallengeandtheneedtobestrong. "D"sareseriousanddetermined, butoftenfallshortof theirpotential. Theydobestasaleaderorexample.

DAttitudetoAdopt

IGreatattitude, butbemorerealisticandcautious.

Dieting

'T'sareoftenextremelyconsciousofhowtheylook. Theywanttoimpressothers, butcompensatefor overeatingbybeingthelifeoftheparty. Eatingand socializingareimportantto'T's, butshouldbedonein moderation. 'T'sneedtodisciplinetheirlackofcontrol andtheirdesiretofeelgoodbyovereating.

Exercising

Initiallyenthusiastic, 'T'softenlackfollow-through. They lovetoexercisewithagroupandareattheirbestwhen theyareabletoinfluenceothers. 'T'sneedtostickwithit, evenwhenit'snotfunanymore.

Attitude

Moreserious type, butavoid beingtoo"pushy".

Dieting

"C"sareveryconsciousofweight. Theyoftenworryabout beingoverweight, butarelikelytoactonit. "C"scanget easilydiscouragedandgiveuptoosoon. Theyneedtobe moreoptimisticaboutpossibilitiesandbegindieting immediately Theyshouldn'tspendtoomuchtime researchingeverydietplan.

Exercising

"C"sareverycalculatingandstudious. Theywantthe bestplanandcanbetooseriousandregimented. "C"s needtorelaxandhavemorefun. Theycanbetoohardon themselves. "C"sareoftenbestatknowingwhattodo, buthaveapoorattitudeaboutdoingit.

CAttitudetoAdopt

sVeryeasygoing, butneedstobemoreconfident.

Dieting

"S"scanbeconsistentandyet, unmotivated. Theyare ofteninsecurewithdietingandslowgettingstarted. "S"s canbeinfluencedbyaclosefriend, butneedtobemore self-motivated. Theydobestonceroutineandsureof methodofdietingisestablished.

Exercising

"S"sdon'tneedalotofhype. Theyarecontenttowork alone, butdobestwithafriend. "S"sdon'tpushthelimits asmuchastheyshould, butaregoodatthelonghaul. Theyaresteadyandregimented, butneedtocontrol interruptions.

DYouractive/taskorientedlifestylemakesyoua determineddoeranddrivertype. Youtendtoeatto live, notlivetoeat. Youareoften"toobusy" totake better careofyourself.

Think it over

Control your motivation to be constantly busy.

Determine to take care of yourhealth 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.

IYouractive/people-orientedlifestylecausesyouto constantly beonthego. You're pronetoeatonthe run. You enjoy meal time bestwhen it becomes a social event.

Think it over

• Let your motivation to impress and inspireothers influencehowyoueat.

• Disciplinecravings by remindingyourselfhow poor overeating willmakeyou look.

• Keepnutritionallow-fatenergy snacksavailablefor whenyoubecomehungry.

• Resist fast foods.

• Avoidgroceryshopping when you'rehungry.

CYourpassive/task-orientedlifestylemakesyou more calculating and competent. You can be "picky" aboutwhat you eat, but can becomedefeatedbydiscouragementandgiveintoyour cravings.

Think it over

• Control your emotions and don't let difficulties cause you togive-up on eating well.

Let your analytical thinking decide what is best to eat andhow to exercise.

Getexcite about looking goodand feelingbetter. Don't accept the status quo, if change is necessary. Challengeyourself through wisereasoningtotake better care of your body.

Don't' think that preserving your mind is more important than taking care of your body.

sYourpassive/people-orientedlifestylemakesyoua submissive, sensitive, and soft spoken type person. Youtend tobemore consistentwithyourdiet, whetheritbeagoodorbaddiet. Youdon'tlike change.

Think it over

• Be careful you don't get into the rut of eating the same unhealthy foods all the time.

• Avoid yourreluctancetochange.

• Don't let other people decide what you should eat.

• Bedifferent whenothers wantgreasy fastfoods.

• Be assertive andorderor cook healthy foods.

• Develop ahealthy diet and exerciseprogramthatyou will stick to no matter what your friends do.

DYou know your "D" is too high when ...youarewalkingaroundalake&decideto walkacrossitforachangeofpace.

IYou know your "I" is too high when ...youtrytoimpressyourgarbagecollectorby placingodordevicesinyourgarbagecans.

C

s

You know your "C" is too high when... ...yourunoutofgasonpurposetofindout exactlyhowfaryourcarcangoonagallonof gas.

You know your "S" is too high when... ...youlistenfor30minutestoasnowplow salesman&youliveinFlorida.

: Short and to the point

: Lion : Goldfish : Dog

"D"seatfast, oftentalkwhilechewingtheirfood, andseldomvarytheirorder.

I"I'seateverythinginsight, enjoytalking, andarethelasttolookatthemenu.

C"C"sarepickyeatersandtakealongtimeto decidewhattoorder,butwhenthefoodarrives theysavoreverybite.

sDeliberateeaters, "S"saretypicallythelast onestofinisheating, andthisusually helpsthemcontroltheirweight.

...arenotfondofshopping, especiallymen. Whentheyneedsomething, theygo, getwhat theywantandleave.

.

I..arenotpriceconscious, butbuyby visualsatisfaction.Theyaredrawnto colorandmarketing.

Caredeliberateanddecisiveshopperswho comparepricesandqualityverycarefully. Theyoftencarrycouponswhenshopping.

senjoyshopping, especiallywomen.Theyshop long,slow,andarefrugal.Oftenreturnshopping becausethey didn'tgetenoughthefirsttrip.

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 False

4. “D” Types are about % of the population.

5. Both “D” and “I” types are motivated by and .

6. Both “D” and “I” types want 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.

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 to 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 False

7. Both “S” and “C” types believe in 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.

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!

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. x 12 =

EXAMPLE: Your average monthly expense are $3,000

$3,000 $36,000 x 12 =

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.

1 -

EXAMPLE:Your targeted take-home income is $90,000 and you estimate your tax rate to be 30%

30 .30 = .3

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.

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. 20 .2 = .2 .8 / $130,000 .8

/ 100 =

Taxable Income = $162,500

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?

Taxable Income

Commission Split Percentage + $130,000

Capped Commission Split

$10,000 = $140,000

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).

Commission Split Percentage

Taxable Income =

Income Before Commission Split

Taxable Income Capped Commission Split

HERE’S A WORKSPACE FOR A CAPPED COMMISSION: + =

Income Before Commission Split

Taxable Income

Capped Commission Split Estimate

Income Before Commission Split

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.

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.

Income Before Commission Split Annual Business Expenses

Targeted CGI

+ $162,500 $4,000 = $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.

Income Before Commission Split Annual Business Expenses

+ =

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.

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.

EXAMPLE: Your target GCI is $168,500 and your average commission is 3%.

Average Commission Percentage

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. / 100 = A

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.

/ 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 $200,000 = $5,550,000

/

Average Sales Price 27.75

Target Transactions

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 Transactions Average Sales Price Page 310 of 430

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 = .6

Seller-side Transactions Closed

x

Percent Buyers = .4

Transactions Required 28 16.8 x

Buyer-side Transactions Closed Transactions Required 28 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. x

Percent Sellers =

Percent Buyers =

Buyer-side Transactions Closed Transactions Required

Seller-side Transactions Closed Transactions Required x

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.

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

Come up with an estimated success rate based on your own personal experience or use historical data for your market. / = 17

Estimated Success Rate .8 21

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. / =

EXAMPLE: You want to list 32 homes, and you estimate that you’ll win 80% of your listing appointments.

Listings Required

Target Listing Appointments

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. / = 34

Estimated Success Rate .8 42.5

Listings Required

Estimated Success Rate

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. / =

Target Listing Appointments

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.

Put

Estimated Success Rate

Targeted Buyer-side Clients

.9

/ = 11

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

Estimated Success Rate

Buyer-side Transactions Required / =

12.2

Targeted Buyer-side Clients

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.

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.

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.

Checklist

High-payoff activities to keep you focused.

Schedule open houses for this weekend

Do 5x5s (circle prospecting) on a new listing, an upcoming open house, or a sold property.

Make calls to your past or current clients

Offer CMAs to your sphere; prepare “annual updates” or unsolicited CMAs for your clients

Send out a direct mail piece or email campaign

Take floor duty and really work it!

Preview properties - know the inventory

Do pop-bys (business or personal)

Update your web profile, write a blog post, or participate in social media

Review your business and marketing plan. What needs work? Then, do something about it!

Attend a networking event and follow up after the event

Meet someone for a face-to-face (coffee, lunch, etc.)

Update your mailing list

Have a booth at a trade show or event

Host a get-together for people in your Sphere of Influence

Host an educational class, session, or seminar

Volunteer - Get out and meet new people! Be seen in your community!

Attend an education and then DO something out of what you learned

Meet with a colleague or an affiliate to get ideas on your business and/or ways to collaborate

Call to get updated emails addresses/ contact info from your clients

Put your name tag on and go meet people in public place

Work FSBOs or expired listings

Schedule a public speaking opportunity

Create a video. Highlight a neighborhood/area, or yourself

Do random acts of prospecting - pay for someone behind you in the drive-through and give them your card!

Attend service club meetings (Rotary, Kiwanis, etc.)

Farm a neighborhood - offer valuable information

Write handwritten notes

Door knock

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.

THINGS TO DO WHEN

DOWNTIME Checklist

THERE’S

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

This is not intended to solicit a currently listed home Information is deemed reliable, but not guaranteed.

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.

01 GEOLOCATION 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.

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

Potential client will receive an SMS message from 85377 with link to open your Enhanced Mobile Business Card™.

03 CLIENT Receives Info on ENHANCED MOBILE BUSINESS CARD™ TECHNOLOGY Page 325 of 430

Mobile Device

3

. Click 4. Click

FEATURES Text Flyer

Map Pin

Property Map Pin - the ability for you to move the map pin to display where the listing is located for Smart Sign™ searches.

SMS Text Message Information - the ability to customize your SMS text message for every listing's unique text code.

Get HTML

A downloadable flyer which can be used for open houses or for prospects who visit your listing. This flyer displays the property's unique text code so if the prospective buyer has the flyer in-hand, he or she can text for information including the virtual tour.

Property Leads - a summary of the leads your listing has received.

Virtual Tour

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.

Single Property Website - a custom website created 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. An interested buyer can contact you to request a showing in real time.

An EXIT Realty listing and photos are uploaded to the local MLS.

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.

Agent receives lead on mobile device and in Resource Center. The listing agent immediately receives the lead and can follow up right away.

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.

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

6.2. Sellers Agent

6.2. Working as a Seller’s Agent

6.2. Working as a Seller’s Agent

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

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

6.3. EXIT Marketing Suite ™

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

Closing 101

What can you expect?

What are your costs?

Sellers commonly pay the following at closing:

After the closing, make sure you keep the following for tax purposes:

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!

Closing Date: Repairs: Termite Treatment and/or Repairs:

Closing 101

Buyer:_________________________ Buyer:_________________________

Prepare for It

To make sure your closing goes smoothly, you should bring the following:

yourself; you will then endorse it to the title company at closing

new life!

Own It

Transfer of title moves ownership of the property from the seller to you. The two events that make this happen are:

Delivery of the buyers funds

This is the check or wire funds provided by your lender in the amount of the loan.

Delivery of the deed

A deed is the document that transfers ownership of real estate. The deed names the signatures of the seller and witnesses.

It will be sent to you after processing.

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.

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.

6.6. Working as a Buyer’s Agent

6.6. Working as a Buyer’s Agent

6.6. Working as a Buyer’s Agent

AGENT RESPONSABILITES

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

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.

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.

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.”

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.

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.

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.

___ 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.

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.

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

Contract-to-Close - EXIT Prestige Luxury Realty - 228.388.5888

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.

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



TIP

Throughout the entire contract-toclose process, follow up regularly with the closing/title/ escrow company and the loan officer to be sure everything is progressing on schedule.

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) After closing and funding 

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 property are turned over to the buyer.

It’s also a chance to thank your client and ask for referrals!

Open title

Listing Agent Contract-to-Close Checklist

Task

When Done

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)

Coordinate inspections

Given to you by buyer’s agent at execution of contract 

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

Have client review HUD-1 Settlement Statement with escrow/ closing agent to ensure accuracy of debit and credits

After repairs and treatments are complete, before closing 

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 

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.

Common Issues and Solutions

With a partner, fill in the blanks. Identify possible solutions to common issues in the contract-to-close process.

Contractto-Close Issues How Things Go Wrong Solutions

Inspections and Repairs

Appraisals

1. Surprise findings

2. Report is complex or confusing Attend inspection with your client and other party 3. Costs and “who pays” Prenegotiate limits on inspection-related costs 4. Timetable for repairs Select and supervise preferred vendors

5. Doubt about worthiness

6. Won’t support price

Prepare and reassure your client about how things will happen, and document work in invoices

7. Won’t support the loan Find additional buyer funds or funding (provide seller financing option?)

8. Doesn’t match the CMA

(continued)

STOP and DO Contract-to-Close

Luxury Realty - 228.388.5888

Loan

Create

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

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.

Contract-to-Close - EXIT Prestige Luxury Realty - 228.388.5888

Call your new past clients

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.

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:

TRUTH

NAR reports

70 percent of buyers lose touch with their agent after closing, but would have used them again if they had stayed in touch.

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 3 4 5 6 7 8 9 10

2.I was accessible when you to contact me. 1 2 3 4 5 6 7 8 9 10

3.I listened. 1 2 3 4 5 6 7 8 9 10

4. You are willing to recommend me to others. 1 2 3 4 5 6 7 8 9 10

5. You would use me again if you needed a real estate agent. 1 2 3 4 5 6 7 8 9 10

6.If you were in charge of my business, what’s one things you’d change?

7.What did I do well?

8.May I include your comments in my marketing materials?  Yes  No

Thank you!

TIP

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

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.”

Aim High Customer Service Focus

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.

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:

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.

Customary Buyer and Seller Closing Cost Breakdown

Loan Type

VA FHA CONV

Seller Seller Seller Mortgage Policy ($125) Buyer Buyer Buyer Endorsement 100 ($50) Buyer Buyer Buyer Endorsement 8.1 ($50) Buyer Buyer Buyer

Owner Title Policy (see rate card)

Tax Certificate ($25) – (depends on Lender for VA) Buyer or Seller 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.

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.

What are prepaids on a mortgage?

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.

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

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.

6.8. Transactions

Closing Costs

6.8. Transactions – Closing Costs

CLOSING COSTS: WHO PAYS WHAT?

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.

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.

new agent guidebook

(INTRODUCTION)

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

You are the business.

Appraisal

Telephone

Supplies

Equipment Purchases

(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.

(STEP

THREE: GET A MENTOR)

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)

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)

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

Don’t be afraid to ask for help.

Tell everybody. Then tell them again.

Don’t just wing it.

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

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?”

“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

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.

REFERRAL PLAYBOOK

STEPS FOR MORE REFERRALS

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?

Why did you answer yes or no?

2.Do clients see someone who is passionate?

YES NO YES NO

3.Do clients see someone who cares?

Why did you answer yes or no?

4.Do clients see a winner?

Why did you answer yes or no?

5.Do clients see someone who is organized?

Why did you answer yes or no?

6.Do clients see someone with confidence?

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.”

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:

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:

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?”

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:

“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. ”

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?

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.

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.

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:

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!

Think outside of the box!

What ways can you pay it forward?

7.1. Flex MLS

7.2. Dotloop

Hi Melinda, I’ve added an Authorization to Change listing to my loop. The seller is extending for another 6 months.

7.3. Contracts

Whetheryouarethinkingofretirement,havingsomethingattheendofyourcareertoshowforit,planning yourlegacybydevelopinganesteggforyourfamilytocountonorenhancingyourcurrentincomenowto createabiggerandbetterlifestyle,atotallynewanduniquestreamofincomehasbeencreatedforEXIT associatestodojustthat.EXITRealtyexistsbecauseSteveMorrisbelievestheindustryneedednot anotherrealestatecompanybutabetterone.Acompanythatcaresenoughaboutitsmemberstodevelop strongrealestateprofessionalsfirst,thenpointtheminthedirectionofwealth-buildingandfinancial security.

Sponsoringcanbesomethingyoudoalongsideyoureverydayrealestatebusiness.Asarealestate professionaloutinthemarketplace,youareinaperfectpositiontomeetotheragents.Thosewhoimpress youwiththeirprofessionalismandhighstandardsofconductmaybeaperfectfitforyourbrokerage.Your jobissimplytointroducethesecandidatestoyourbrokeraswellasinvitethemtoanysponsoring-related events.Ineffect,youstartaprofessionalconversationwhenyouworkwithanotheragent,andsponsoring meanskeepingthatconversationgoingovertime.SomeagentsarereadytoexperienceEXITrightawaybut notallarereadytomaketheswitch.It’sjustlikefarminganarea:ifyoupositionyourselfcorrectly,whenthey arereadytomakeamove,you’llbethere.

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

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

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.

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.

2. 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.

3. 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.

4. 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.

5. The Franchise with whom the member is registered should be named the sponsor if no sponsor has been provided and acknowledged by the member.

6. 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.

7. 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?

8. 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.

9. 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.

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

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

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

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.

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.

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.

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.

8.4. Elevator Speech Review

Speech

8.5. Agent

– Don't bombard the

Real Estate Bio

– 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.

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.