Mentoring Manual - RE/MAX Alliance Northern Colorado by RE/MAX Alliance

MAXimize

your success

SESSION SUMMARY Session 1 - Week 1 - Putting it all together

We will review all of the information you have received so far. This ensures nothing was missed when you joined us.

Session 2 - Week 1 - Business Plan and Goals

We will set some goals for you to reach and outlining your business plan.

Session 3 - Week 2 - Building Your Team

We will talk about how to pull your RE/MAX Alliance team together and how to create a great team of service providers. Great teams are the cornerstone to a professional business.

Session 4 - Week 2 - Your Database: A List of Relationships

We will focus on how to maximize your database. A great database is more than a mailing list: it is a list of relationships.

Session 5 - Week 3 - Reactive Lead Generation

We will cover what activities you can be doing now to start meeting prospective buyers and sellers.

Session 6 - Week 3 - Buyers

We will focus on working with buyers: the process, dialogues, and techniques needed to navigate a buyer successfully through the home buying process.

Session 7 - Week 4 - Sellers

We will focus on working with sellers: the listing process, dialogues, and techniques needed to navigate a seller successfully through the home selling process.

W ELCOM E TO T H E R E /M A X A L L I A N C E M ENTO R I N G SYST E M This mentoring system is designed to give you the tools and competitive advantage you need to succeed in today’s real estate climate. You will receive one-on-one mentoring and some of the best tools and resources available today. Your success is important to us and we want to give you every opportunity to accomplish your goals. You are the future of our company and the industry.

Here is an outline of your mentoring sessions. Your mentor will focus on your needs first and may change the order you receive your training.

Session 8 - Week 4 - Contracts Review

We will dive deeper into how to understand and present contracts and disclosures. Understanding the contracts and disclosures we use is imperative to helping clients through real estate transactions.

Session 9 - Week 5 - Basic Sales Skills

We will cover basic sales skills and how to appropriately use them in today’s market. Helping people make good decisions is part of what makes an excellent real estate agent. To do this you need some basic sales skills.

Session 10 - Week 6 - Social Media and Website Development

We will cover best practices for effectively using the available social media and website tools. How to properly engage clients using social media and designing and implementing an effective website are essential marketing tools in our current world.

Session 11 - Week 7 - Negotiating Overview

We will cover an overview of the different negotiating styles and how identifying them will help you make more sales. Learning to be a great negotiator is a wonderful skill to have, not only in business, but in life.

Session 12 - Week 8 - Getting Involved

We will talk about where you can get involved to make a difference and grow your business, such as the local Board of REALTORS®, charities, service clubs, and other areas of interest. Getting involved in the community is a great way to grow your business. People do business with who they are in flow with.

Welcome Aboard!

COMMITMENT & EXPECTATIONS If you like being on a winning team, you’ve come to the right place.

When you joined the longtime leader in home sales, you gained an incredible competitive edge. RE/MAX Alliance has a reputation for having some of the best agents in the industry. Our commitment to their success has inspired us to create one of the best hands-on training programs available. So, for the next six months take full advantage of the expertise, time and resources your mentor is offering you. Commit to your own excellence by completing all the training, homework, and planning your mentor assigns. You will meet with your mentor once or twice per week to cover a variety of topics. Your mentor will coach you along on your transactions and offer a helping hand where needed. Keep your mentor in the loop on all potential clients and be sure to ask lots of questions. This is a complex industry and you have chosen a fantastic road map. Commit yourself to learning everything you can and developing solid systems and processes to take your clients smoothly through their real estate experience, and you will enjoy a rewarding career.

RE/MAX is where good agents become great, and great ones become even better.

RE/MAX Alliance

NOTES

RE/MAX Alliance

SESSION 1 PUTTING IT ALL TOGETHER

SESSION 1: PUTTING IT ALL TOGETHER

MEETING DATE & TIME: Take some time this session to go over all the tools, training and services available to you from RE/MAX Alliance. Be sure to check out the additional resources for guides and trainings.

THE VAULT

Website Address: Username: Password: Notes:

vault.homesincolorado.com _______________________ _______________________

RE/MAX MAXCENTER

Website Address: Username: Password: Notes:

remax.net _______________________ _______________________

RE/MAX UNIVERSITY

Website Address: Username: Password: Notes:

IRES

Website Address: Username: Password: Notes:

learninglibrary.com/RemaxU/a/ _______________________ _______________________

iresis.com _______________________ _______________________

A Great Start! Let’s take a moment and make sure you have all the tools RE/MAX Alliance has to offer. RE/MAX Alliance

SESSION 1: PUTTING IT ALL TOGETHER

WEBSITES SKYSLOPE

Website Address: Username: Password: Notes:

skyslope.com _______________________ _______________________

SHOWINGTIME

Website Address: Username: Password: Notes:

showingtime.com _______________________ _______________________

REALSATISFIED

Website Address: Username: Password: Notes:

realsatisified.com _______________________ _______________________

REALTOR.COM

Website Address: Username: Password: Notes:

ZILLOW

Website Address: Username: Password: Notes:

realtor.com _______________________ _______________________

zillow.com _______________________ _______________________

RE/MAX Alliance

SESSION 1: PUTTING IT ALL TOGETHER

OUR MANAGERS AND STAFF BROKER OWNERS Gene Vaughan

Dennis Schick

Broker Owner

970-227-5968 genev@remax.net

970-567-3942 dschick001@outlook.com

4703-A Boardwalk Dr. Fort Collins, CO 80525

MANAGING BROKERS Amanda Eastwood

Hazel Reed

Fort Collins South

970-396-1871 amandaeastwood@remax.net

970-443-0648 hreed@remax.net

4703-A Boardwalk Dr. Fort Collins, CO 80525

Doug Dodds

Amanda Weaver

Fort Collins South

Fort Collins Downtown, Greeley & Wellington

970-227-0625 dougdodds@comcast.net 4703-A Boardwalk Dr. Fort Collins, CO 80525

970-218-2826 amandaweaver99@hotmail.com 1275 58th Ave, Suite A Greeley, CO 80634

Russ Loya

Charity Vermeer

Loveland

Crossroads

970-286-4321 rjloya56@gmail.com

970-481-2064 charityvermeer@gmail.com

750 W. Eisenhower Blvd. Loveland, CO 80537

6028 Stallion Dr. Loveland, CO 80538

RE/MAX Alliance

SESSION 1: PUTTING IT ALL TOGETHER

OFFICE ADMINISTRATORS Kelly Nehls

Travis Magwire

Closing Division Director

Fort Collins Downtown, Wellington & Closing Division

970-206-8203 kellynehls@remax.net

970-495-4747 tmagwire@homesincolorado.com

6028 Stallion Dr. Loveland, CO 80538

125 S. Howes St, Suite 120 Fort Collins, CO 80521

Lorraine Leverenz

Jessica d’Elseaux-Conrad

Loveland

Fort Collins South

970-278-4327 lleverenz@remax.net

970-206-8279 jessicad@homesincolorado.com

750 W. Eisenhower Blvd. Loveland, CO 80537

4703-A Boardwalk Dr Fort Collins, CO 80525

Tina Dominguez

Heather Washburn

Greeley & Closing Division

Crossroads

970-330-5000 edominguez@homesincolorado.com

970-408-0553 hwashburn@remax.net

1275 58th Ave, Suite A Greeley, CO 80634

6028 Stallion Dr. Loveland, CO 80538

MARKETING SPECIALISTS Tracey Scheer

Tiffiny Zamora

Business & Marketing Development

Advertising & Marketing

970-206-8265 tscheer@homesincolorado.com

970-482-7845 tzamora@homesincolorado.com

4703-A Boardwalk Dr. Fort Collins, CO 80525

RE/MAX Alliance

SESSION 1: PUTTING IT ALL TOGETHER

SESSION 1 HOMEWORK & ACTION STEPS A list of homework from the session we want completed prior to our next meeting.

Don’t forget to check out the additional resources for this session in The Vault.

RE/MAX Alliance

SESSION 1: PUTTING IT ALL TOGETHER

NOTES

RE/MAX Alliance

SESSION 2 BUSINESS PLAN AND GOALS

SESSION 2: BUSINESS PLAN AND GOALS

MEETING DATE & TIME: In this session we will be working on your company: a business budget, marketing plan and some goals. Most agents typically aim for nothing and hit it with amazing accuracy. Not you! You will have detailed written goals and a great plan on how to get there. So, let’s start with your Business Budget. First off, let’s gather some monthly information. Your Desk Fee

Dues and Subscriptions

Education Expenses

Signs and Materials

Advertising and Marketing

Auto Expenses

Office Supplies

Cell Phone

Professional Fees (CPA, etc)

Benefits (Health, Disability, Life)

Total Expenses for the Month

x12 Total Annual Expenses

Next let’s plan your income for the year 1. How many homes do you plan to sell this year? 2. What is your average sales price?

3. Average commission percent

4. Multiply 1 x 2 x 3 above - Total Gross

5. Total Annual Expenses from Above

6. Net Income (4-5)

Don’t forget to put away savings, giving, or to escrow for your taxes. We suggest you remove a set amount or percentage from every closing. Make it automatic so you never forget. Go through your budget with your mentor and make a plan. Congratulations! You now have a simplified business budget. For a more involved budget, see the additional resources. RE/MAX Alliance

SESSION 2: BUSINESS PLAN AND GOALS

MARKETING CALENDAR Now that you know what you need, let’s outline how you are going to get there.

CALLS - Voice-to-voice is still one of the most effective ways to connect to your database. Block out a time to call each week and have a reason for the call laid out. Utilize the F.O.R.D (Family, Occupation, Recreation, Dreams) dialogue to make deeper connections and to keep the call light and on track. POP-BY WITH A LITTLE GIFT - A great way to get face-to-face is to stop by your client’s house or work with a little gift. Your folks are always happy to see you when you bring them a little something. Keep the visit short and don’t forget to ask for business before you leave. B2B (BUSINESS-TO-BUSINESS) ENDORSEMENT - Do you know a great business? Get to know the owner or manager and help promote them to your database. This is a great way to build some rapport and create referral opportunities. Business owners have real estate needs like everyone, but they also have employees and know other business owners you can network with. CLIENT PARTY - What a fun way to network and get business. Get your favorite people together for dinner or an event. Real magic happens when clients you have served well start talking to each other. Pick a date and choose a fun theme.

BUSINESS MIXER - Once you have great business owners in your database, get them all together to network. Most business owners really value the opportunity to meet potential customers and clients. A simple juice and coffee event usually does well. ADDITIONAL MARKETING - What other marketing efforts will you be doing throughout the year? Lay them out on the calendar and work your plan.

TIME OFF AND VACATIONS - Put the big rocks into your year first. Block out your time off now so you have time to rest and replenish. Layout your year in a series of sprints and rests. It will help avoid burnout and you will get far more accomplished.

RE/MAX Alliance

SESSION 2: BUSINESS PLAN AND GOALS

MARKETING CALENDAR Now that you know what you need, lets outline how you are going to get there.

1st Quarter

January

February

March

April

May

June

Client Party Date/Theme Business Mixer Date Call Reason Pop-By Gift Idea Biz to Biz Endorsement Other Marketing Time Off and Vacations

2nd Quarter Client Party Date/Theme Business Mixer Date Call Reason Pop-By Gift Idea Biz to Biz Endorsement Other Marketing Time Off and Vacations

RE/MAX Alliance

SESSION 2: BUSINESS PLAN AND GOALS

MARKETING CALENDAR 3rd Quarter

July

August

September

October

November

December

Client Party Date/Theme Business Mixer Date Call Reason Pop-By Gift Idea Biz to Biz Endorsement Other Marketing Time Off and Vacations

4th Quarter Client Party Date/Theme Business Mixer Date Call Reason Pop-By Gift Idea Biz to Biz Endorsement Other Marketing Time Off and Vacations

RE/MAX Alliance

SESSION 2: BUSINESS PLAN AND GOALS

GOALS ARE ESSENTIAL TO YOUR SUCCESS A lack of specific goals can leave you without direction in both your professional and personal life. Setting goals will not only help you focus on what is important but will also motivate you to reach your highest potential. Think of goals as a roadmap to living the good life.

How: Everyone is designed differently when it comes to how they write goals. Some people

have difficulty setting goals with end dates longer than 10 days out, while others need to be able to create big picture goals. Before you begin writing your goals, take some time to figure out which time frame for achievement works best for you.

What: No matter how you write your goals, make sure they are S.M.A.R.T. goals. These types of goals are special in that they are specific, measurable, achievable, realistic, and time-bound.

Why: Writing goals can be difficult if there is a lack of connection to a “Why?”. Your “Why?”

is a strong motivator and can help you better achieve a goal because you have a reason or a purpose for accomplishing it. Tip: The best way to find a strong “Why?” for your future goals is to explore the pages of your past and look for patterns of things you once enjoyed and had a passion for.

What’s Next? Once you have written your goals, it is important to check in to revisit and

reflect on your goals on a regular basis. This helps you to make adjustments and/or changes in your plan to ensure greater success. Find a quiet place to focus on the next few pages of goal setting. You may find it helpful to start with the longer term goals first. That will set the overall direction of the shorter goals. If you are having trouble getting started, talk to your mentor.

P R O T IP! Think about these questions in order to make your goals S.M.A.R.T.: What do I want to accomplish? What do I need to achieve it? What is the benefit of this? By what date will I achieve it? RE/MAX Alliance

SESSION 2: BUSINESS PLAN AND GOALS

10-DAY GOALS Today’s Date: ____/____/___ My 10-Day Goals

By ___________________ I will…

Spiritual:

Family:

Business:

Financial:

Personal:

RE/MAX Alliance

SESSION 2: BUSINESS PLAN AND GOALS

90-DAY GOALS Today’s Date: ____/____/____ My 90-Day Goals

By ___________________ I will…

Spiritual:

Family:

Business:

Financial:

Personal:

RE/MAX Alliance

SESSION 2: BUSINESS PLAN AND GOALS

1-YEAR GOALS Today’s Date: ____/____/___ My 1-Year Goals

By ___________________ I will…

Spiritual:

Family:

Business:

Financial:

Personal:

RE/MAX Alliance

SESSION 2: BUSINESS PLAN AND GOALS

5-YEAR GOALS Today’s Date: ____/____/___ My 5-Year Goals

By ___________________ I will…

Spiritual:

Family:

Business:

Financial:

Personal:

RE/MAX Alliance

SESSION 2: BUSINESS PLAN AND GOALS

20-YEAR GOALS Today’s Date: ____/____/___ My 20-Year Goals If you are up for the challenge, dream a little about what you want your life to look like 20 years down the line. Write a story about a day in the life of you, in 20 years. Be very detailed about every sense: the sights, smells, tastes of everything around you. Write it as though you have accomplished everything you set out to do. This technique is very helpful at uncovering goals you may be suppressing and finding your “Big Why” in life. If you enjoy this exercise, consider updating your story at least every year. You will find your long term direction changes as you grow.

RE/MAX Alliance

SESSION 2: BUSINESS PLAN AND GOALS

SESSION 2 HOMEWORK & ACTION STEPS A list of homework from the session we want completed prior to our next meeting.

Don’t forget to check out the additional resources for this session in The Vault.

RE/MAX Alliance

SESSION 2: BUSINESS PLAN AND GOALS

NOTES

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SESSION 3 BUILDING YOUR TEAM

SESSION 3: BUILDING YOUR TEAM

MEETING DATE & TIME: Homework Review How did we do on the items assigned? Review and answer questions.

BUILDING YOUR TEAM So, you’ve acquired your first client. They are ready to look at some property, however they don’t have a lender… what do you do? Let’s back up a few steps. Before you find any business, it is extremely important to have assembled a team of affiliate partners to help you and your client through every transaction. We are required to offer at least three options for any referred trade. Work towards building relationships with at least that many professionals in every category.

LENDERS

One of the most important relationships to build and hold close. However, there is a strategy here. There are different kinds of banks and lenders with different specialties. Look for a credit union, big bank, local bank, and a mortgage broker. Set up coffee or lunch meetings with prospective lenders (Don’t use this as an opportunity for free lunch/coffee; this is for the purpose of finding a professional. It’s not about the food/fancy coffee - offering to buy is a strong gesture) and be prepared with some questions to interview them. That’s a solid start. The conversation will go from there and you can decide if that individual is someone you trust with your client. Lucky for us, Northern Colorado has a lot of talented lenders. You should be able to choose professionals who you trust and like as individuals.

QUESTIONS FO R LEND ER S • Are you and your fees/rates competitive? • How is your communication with clients throughout the process? • Do you have a specialty or specific training? • What can you do for my clients that other lenders can’t? • If need be, can I reach you on a weekend? RE/MAX Alliance

SESSION 3: BUILDING YOUR TEAM

BUILDING YOUR TEAM TITLE REPRESENTATIVES

Another important partner. It is critical to understand what a title company can do for you/your client as well as who does what. You will most likely meet with a sales rep first; the rep may also bring along a closer or escrow officer. The escrow officer/closer will manage the title work in a transaction and physically sign papers at the closing table. The sales rep will be able to assist you with marketing, the ordering of ownership and encumbrance reports, scheduling closings, and any other questions you may have. When setting up a coffee or lunch with a title rep, it’s a good idea to ask them to bring a closer with them as this is the person who will interact with your client. Like lenders, Northern Colorado is home to many talented title reps and escrow officers. Choosing these will be more about how you get along with them. These needs will change as your business evolves. You may search more purposefully once you’ve had some experience under your belt.

HOME INSPECTORS

This connection is highly client-facing: being particular here is smart. This professional can make or break a deal. An inspector who reports all of the facts and advises your client to seek the opinion of a professional in that field (possible electrical issue, they advise the client call a licensed electrician, etc.) without telling the buyer what to do is important. In the state of Colorado, inspectors are not licensed. There are certifications they can obtain, however there isn’t anything required by the state. Be sure to look into the certifications the inspector has obtained and make sure they are insured. Remember that their job is to observe any negative conditions present and report those in detail to the client. You can ask each one to review a sample inspection report with you at your meeting. A good practice is to choose inspectors (and anyone who will interact with your client) who present themselves similarly to the way you do. Anyone you recommend is an extension of you in the eyes of your client - keep this in mind while putting together your real estate “Dream Team”.

CONTRACTORS

This one can be difficult. It is imperative that you are honest with your client about your relationship with a contractor you refer. If you used the company email to get recommendations from your peers, make sure they are aware that you have not done business directly with the list offered. Some examples include: “Several agents in my office had really great things to say about XYZ Painting, CO”. Finding three of every kind of contractor will take time. Meaningful referrals are important. “Plumber Joe has assisted my clients for years, and does an incredible job.” “Honestly, plumber Joe is the only direct referral I have. Here is one that is popular with my peers and one I found highly rated on Google”. This is a safe way to make sure you are compliant. If you aren’t sure where to start, ask your mentor for their list. They can help guide you through the process and explain how their team came together. A strong team is a huge asset to you and your client, be sure to pay close attention and put this list together purposefully. RE/MAX Alliance

SESSION 3: BUILDING YOUR TEAM

HOME MORTGAGE ALLIANCE We’re committed to delivering outstanding service to our customers. Our Mortgage Loan Originators are some of the best in the mortgage industry, and strive to always build lasting relationships with customers who return to us again and again.

What can HMA do for you? • Expertise: Our team has the experience and takes the time to find the best financing options and solution for every customer

• Partnership Tools: Many different co-marketing and partnership strategies and tools to complement your efforts to grow your business

• Speed & Accountability: We deliver upfront approvals and can even underwrite a file prior to a property being picked out. Once a contract is signed, we guarantee an on-time purchase closing or we pay the buyer and seller $1000 each.

• Technology: Technology for customers and Agents designed to make the loan process as easy as possible

• Service: Hundreds of 5-Star Google Customer reviews and thousands of 5-star Customer Social Survey reviews!

• Products: Specialized loan products to fit all customer needs • Back Office: Our “I can help” culture combined with less-hassle Underwriting creates the ultimate customer experience!

Home Mortgage Alliance is a top mortgage lender in the Colorado Front Range area. Our mission is to continue to grow our success into one of the largest purchase money mortgage lenders in Colorado, by offering a large lender platform while still providing the customized, personalized service that delivers our borrowers and referral partners with the exceptional mortgage experience they deserve. It’s not just about closing more loans than our competitors, it’s about providing the highest level of service, creating a team and platform that goes “all in” on our standards for service so our loan officers can go “all out” for their clients and referral partners. Herb Irvin

Sales Manager NMLS# 295248 Phone: 970-231-9590 Ft. Collins Downtown Office hirvin@homemortgagealliance.com

Joan Woodruff-Owens Mortgage Loan Originator NMLS# 776733 Phone: 970-206-8268 Ft. Collins South Office joanwo@homemortgagealliance.com

Tammy Kauffman

Mortgage Loan Originator NMLS# 664512 Phone: 970-613-4850 Loveland Office tkauffman@homemortgagealliance.com

Cory Beal

Bethany Nitzel

Mortgage Loan Originator NMLS# 1909657 Phone: 970-399-1046 Greeley Office bethany.nitzel@homemortgagealliance.com

Mortgage Loan Originator NMLS# 776732 Phone: 970-206-8237 Ft. Collins South Office cbeal@homemortgagealliance.com

Home Mortgage Alliance, LLC is registered as a Colorado Mortgage Company and a sponsored originator authorized to broker FHA and VA loans. NMLS# 1137507. Home Mortgage Alliance, LLC is regulated by the Colorado Division of Real Estate, and offers many loan products. Contact a Home Mortgage Alliance, LLC Representative to learn more. This is not a commitment to lend. Stearns, Lending, Inc. is regulated by the Colorado Division of Real Estate. NMLS# 1854.

www.homemortgagealliance.com | Corporate Office: 4601 DTC Blvd. #150, Denver, CO 80237 | 303-796-1631

RE/MAX Alliance

SESSION 3: BUILDING YOUR TEAM

ALLIANCE INSURANCE SERVICES

Let us do the work for you. The insurance industry is experiencing significant legislative and economic changes. Accordingly, finding and placing insurance has become more time consuming, expensive and difficult.

Alliance Insurance, an affiliated partner of RE/MAX Alliance, is here to help. We are an independent agency representing most of the top carriers in Colorado with specialists in all fields. At Alliance, we strive to provide you and your clients with every available resource, service & product. If you want to save time, money & energy, let us do the work for you.

Home & Auto Associated discounts with a select number of carriers (up to 10%). We can also provide you with property reports for your real estate transactions - ask us about it. You and your customers can save up to 35% on home & auto insurance package deals.

AFLAC Associates Rates on Accident Policy, Cancer Policy and much more.

Delta Dental Negotiated Group Plan and Rates exclusively for RE/MAX Alliance Associates.

Disability Multi-life discount for RE/MAX Alliance Associates with one of the top insurance companies in the country.

Home | Auto | Life | Health ...and more RE/MAX Alliance www.benefitsforalliance.com

SESSION 3: BUILDING YOUR TEAM

ALLIANCE INSURANCE SERVICES

Home | Auto | Life | Health ...and more

401(k) - Realty Retirement Alliance - www.RRA401K. com “Built for the Independent Real Estate Professional” �

� � � � �

Convenient - Contributions can be taken directly from closing and deposited directly into your personal 401(k). Open-Architecture - The freedom to choose from most mutual fund companies and select ETF’s. No proprietary funds and unbiased recommendations. Flexible - You may self-direct your account. Transparency - Full disclosure of fees and expenses in a very competitively priced product. Service - Accounts updated nightly, online access with a live customer service department.

More Discounts Home Buyer Discount Up to 20% for new home buyers.

Alliance Realtors & Employees Receive up to a 7% discount on home & auto.

Get an Annual Insurance Review Receive a complementary insurance review annually from Alliance Insurance Services to make sure you’re getting the most competitive rates and coverage on all your insurance products.

For more information on our services, check out our video on YouTube.

RE/MAX Alliance

SESSION 3: BUILDING YOUR TEAM

SESSION 3 HOMEWORK & ACTION STEPS A list of homework from the session we want completed prior to our next meeting.

Don’t forget to check out the additional resources for this session in The Vault.

RE/MAX Alliance

SESSION 4

YOUR DATABASE: A LIST OF RELATIONSHIPS

SESSION 4: YOUR DATABASE: A LIST OF RELATIONSHIPS

MEETING DATE & TIME: Homework Review How did we do on the items assigned? Review and answer questions.

THE PAR ETO PR INC IPLE: 80% of your results come from 20% of your people - Who is your 20%? Prioritize your Database so you know who to spend time and effort on. A+ - Have sent you multiple referrals A - Most likely to refer you or have referred you B - Have told you they would refer you, but have not yet C - New additions to your database. Should be sorted to B or D O - Online contacts to be moved up to C or down to D D - To be deleted from your database Face-to-face is the best way to build your database. RE/MAX Alliance

SESSION 4: YOUR DATABASE: A LIST OF RELATIONSHIPS

WAYS TO BUILD YOUR DATABASE Remember, your database is not a list of names, it is a list of relationships. Some are closer than others and will get the first of your time. Others will take time to develop. Having a structured, sorted, and qualified database will help you know who to focus on first and where to go from there. Here are some ways to build your Database:

Compile a list of everyone you know and their contact information:

Make a list of activities to do and collect new database additions from:

• Family

• Open houses

• Friends: from school, hobbies, places of worship, sports and recreational activities, clubs

• Look for community events like the Chamber of Commerce

• Groups, clubs, and associations you belong to

• Change of address cards

• Business associates

• Seasonal gifts for A+, A, and B clients • Housewarming party invitation • Utilize the election dialogue to qualify your contacts

• Former colleagues • List of vendors you use

• Client appreciation parties

• Businesses you frequent • Any past or current clients you have • Contacts from your kid’s extracurricular activities • Neighbors • Social media network

THE 3 STATES OF A DATABASE A database is dynamic and always changing. It grows when you focus on it, shrinks when you neglect it. Be sure to go through everyone in your database at least quarterly, touch base, and update them in your records. There are three states your database can exist in:

1. Recession - People move away, move on to another agent, or pass away. Your database is shrinking.

2. Stagnation - Your database is not shrinking, but new people are also not getting added. Ever notice how stagnant water starts to stink?

3. Expansion - New people are being added from your activities and your database is growing. RE/MAX Alliance

SESSION 4: YOUR DATABASE: A LIST OF RELATIONSHIPS

THE BEST DIALOGUE FOR ADDING NEW PEOPLE The Election Dialogue: Below is a great dialogue to memorize. It is very useful for adding new members to your database or qualifying your existing members. Take some time to practice this dialogue with your accountability partner, mentor, voicemail, and family so it comes across organic and natural when you use it on new people. “If you were buying or selling a home, or had a friend or family member who was, do you have a real estate professional you would refer them to?”

For People Who Know You Well: “If you were buying or selling a home, or had a friend or family member who was, am I the real estate professional you’d refer them to?” Additional Dialogue: Using the Election Campaign to qualify individuals is imperative. There are only two possible responses: “Yes” and “No”. If the response is “Yes”, meaning they already do have someone they’d refer, then your reply is: “Oh good. It’s always important that you have a great professional to work with.” The point is, you now know not to invest time or effort into that contact. If the response is “No”, then your reply is: “Well, I’d like to become that person…” “...and from time to time I come across valuable real estate information that everyone finds helpful. Would you like to receive that?” [Sure] “Ok, great. Where may I to send it to?” [Probably my home address] [123 Main St] “Perfect. Now if anything comes up and I need to get a hold of you, what’s the best number to reach you at?” [555-1212] “I’m looking forward to staying in touch, and if you know of anyone who is thinking about buying or selling a home, just give me a call with their name and number and I’ll be happy to follow up with them.” (Getting written permission is preferred to protect yourself from Do Not Call Laws.)

RE/MAX Alliance

SESSION 4: YOUR DATABASE: A LIST OF RELATIONSHIPS

PROACTIVE LEAD GENERATION Now that you have identified your database of people and sorted and qualified it, let’s dive into how to leverage it for real estate leads. Being proactive about your lead generation is essential to getting you the best quality leads the quickest. Let’s take a moment to discuss ways to proactively lead generate. The goal you are shooting for is to own that piece of your database’s brain that thinks about real estate. When they come across anything real estate related, you are the one they think about. Step 1 - Show them why it is an advantage to them to refer you Step 2 - Stay in front of them on a consistent basis Step 3 - Ask for referrals Step 4 - Have awesome systems in place so clients have awesome experiences Step 5 - Go back to step 1 Let’s discuss these steps in a bit of detail:

STEP 1: SHOW THEM WHY IT IS AN ADVANTAGE TO THEM TO REFER YOU This dialogue does a great job outlining the way you do business and how that benefits your client. “Let me take a moment to tell you how I do business. I do things a bit differently than most agents. I do most of my business by referral. I am sure you have seen agents advertise on billboards, park benches, or knocking on doors to introduce themselves. Actually, most agents spend most of their time and resources looking for their next client. I discovered if I take that time and those resources and devote that to my current clients, I can provide a much higher level of service. In turn, those clients are far more likely to refer me to their family and friends because of their excellent experience. As long as I keep providing a superior level of service, my clients keep referring me to friends and family. Thus, I never need to knock on doors or plaster my face on park benches.”

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SESSION 4: YOUR DATABASE: A LIST OF RELATIONSHIPS

PROACTIVE LEAD GENERATION STEP 2: STAY IN FRONT OF THEM ON A CONSISTENT BASIS

Now that you have shown them how it is an advantage that you work by referral, you need to stay in front of them. Each contact or impression you make lets you own that piece of their mind that thinks about real estate for a limited time. Here are a few ideas to discuss with your mentor to stay consistent in your database communications. 1. A monthly mailer. You need to send something they will find valuable. If you would not open and read it, chances are your client won’t either. 2. A monthly email. Again, you need to find something you would enjoy receiving. 3. Outgoing calls. Finding reasons to call your database is a great way to keep up-to-date and ask for referrals. Refer to the additional resources for dialogues. 4. Client parties and get-togethers. What activities can you coordinate that your database would enjoy attending? 5. Lunches and coffee meetings. Getting together for a bit to eat or a coffee is an excellent way to get caught up on their lives and needs. 6. Social media posts. Following your clients social media posts will give you reasons to reach out. Posting interesting content to your business social media pages will also help keep you in front them. 7. Pop-bys. Popping by with a small gift is another great way to engage your database and create opportunities for referrals. Additional resources has a great annual pop-by plan. 8. Writing personal notes. Another great way to make an impact is to follow up your interactions with personal notes thanking your people and making them feel appreciated. Birthday cards, house anniversary cards, holiday cards and other personal notes are always appreciated. 9. Building your business network. Getting your service providers and other business owners and managers together to network is a great way to provide value and referrals to those you do business with. Consider getting all the business owners you know together to network at a business mixer. 10. Appreciating referrals. It is always important to immediately reward and appreciate anyone who sends you a referral. Always reward the behavior not the results of referrals.

STEP 3: ASK FOR REFERRALS

Don’t forget to ask for referrals. You have already shown them how it is advantageous that you work by referral, so don’t forget to ask. It could be as simple as, “Oh, by the way I am never too busy for your referrals” or you may want to be more specific with something like, “By the way, we hardly have any homes on the market right now and that is pushing demand and pricing way up. So if you come across anyone looking to sell a home, now is an amazing time and I would sure appreciate the referral”. Make it your own style, but don’t forget to ask.

STEP 4: HAVE AWESOME SYSTEMS IN PLACE SO CLIENTS HAVE AWESOME EXPERIENCES

In order to leverage your database for referrals, you have to have top level service that results in a wonderful experience for your clients. Otherwise they will not refer you no matter how much you ask. People want to share great experiences with others, so you have to have good systems and top notch customer service to provide that great experience.

STEP 5: GO BACK TO STEP 1

Great job! Your system worked, you received referrals, those people had a wonderful experience with you because of your professional systems and service. Now don’t forget to tell them how it is an advantage to them that you work by referral and take them through the same steps. This is a great way to continually add new people to your database.

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SESSION 4: YOUR DATABASE: A LIST OF RELATIONSHIPS

SESSION 4 HOMEWORK & ACTION STEPS ACTION STEPS: • Make a list of everyone you know • Upload your database into a CRM of your choosing and sort into A’s, B’s, and C’s • Each day, call 5 people in your database and use the Election Dialogue to qualify them • Remember to track your activities and record them in your CRM

Don’t forget to check out the additional resources for this session in The Vault.

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SESSION 5 REACTIVE LEAD GENERATION

SESSION 5: REACTIVE LEAD GENERATION

MEETING DATE & TIME: Homework Review How did we do on the items assigned? Review and answer questions.

OPEN HOUSE HOW-TO Open houses can be a great way to meet potential buyers/sellers, build relationships with other agents, and get your business started.

HOW DO I GET AN OPEN HOUSE? There are many ways to get an open house, but first

let’s ask some questions. What kind of property do you want to hold open? Is there a price point/ location that will attract more visitors? Do you have expertise in a certain part of town? Do you have enough signs? Do you have sign-in sheets? All of these are important questions to answer. Decide which price point, type of property, and part of town you’d like to work in. Just over a week prior to your open house, use the inventory tool in IRES to find a listing that matches your wants/needs in our company. Once you have found a few, pick your favorite and call the listing agent. Before you do that, what do you have to offer? Decide how you can help the listing agent and seller by marketing your open house. Maybe you will send 150 targeted postcards the week of the open house, advertise in the newspaper, pay for a social media blast? Offer some sort of drawing to your guests? Present your benefit to the agent when asking to hold their listing open. Do not leave emails and voicemails for multiple agents, communicate with one at a time. If you ask three agents and they all say yes, there’s no possible way you can hold all three open houses.

PUT YOUR MARKETING PLANS INTO ACTION. Make sure that all your marketing pieces, including social media, postcards, doorhangers, etc., are sent out with enough time for guests/ viewers to receive and view. Do what works the best for your event.

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SESSION 5: REACTIVE LEAD GENERATION

OPEN HOUSE HOW-TO CONT... GATHERING INFORMATION from your guests is extremely important, that’s why you’re

doing this. A single page sign-in/survey may be a better approach than a visitor log. This way, a stranger may be more willing to give you correct information, as opposed to a large ledger where they can see the information from other attendees. It also gives you more room to ask questions: “Are you working with an agent? If so, who? Are you pre-qualified with a lender? If so, how long ago? On a scale of 1-10, how ready are you to purchase?” This is all helpful when following up. If someone has an agent and they fill in who, you have an opportunity to reach out to that person and let them know what their client thought of the property. This is a great way to build relationships with others in the community and is extremely valuable.

THE DAY OF THE EVENT make sure you have access to the property. Either ask the

agent for the code or request a showing through ShowingTime. This works well as you can easily give feedback regarding the event through the app. If you choose this, be aware that the seller is likely to see what you say. Make sure you head out with enough time to place your signs properly, enter the house, and set up. Signs should be placed at any major intersection leading to the listing. Be sure to place signs far enough back that a driver has enough time to notice it and react. Signs right at the intersection by themselves are not as effective for this reason. Consider tying balloons to your signage to attract more attention. Once everything is set up and ready to go, WHAT DO YOU TALK ABOUT? First and foremost, try and find some common ground. Without bothering them, start a conversation (a real one, not “Hey look it’s raining outside”). Find out who they are, what do they do for a living? After they’ve been there for a bit, ask what they think of the home. If they don’t like something about the property, is that a deal breaker? What do they prefer? This way, if they are not interested in that house and don’t have an agent you have the opportunity to help them with other properties. If they love the house, “Do you think this could be the one?” “Do you see yourself living here?” If the answer is yes, “Where would you like to sit down to write your offer?” You need to ask for their business, and be prepared to listen after asking a question. Do not offer them potential answers (i.e., “What do you think? It’s not right is it?” or “It’s too small? I heard you say that?”) Let them tell you.

FOLLOW UP AFTER THE OPEN HOUSE. If you’ve promised to start a client on a

search (do it there if you can), set up the search that afternoon, and answer questions you promised to answer. Make phone calls, send handwritten cards, send emails, whatever seems right based on the person. Just make sure you follow up.

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SESSION 5: REACTIVE LEAD GENERATION

OTHER WAYS TO GENERATE BUSINESS NAME TAGS

Make sure you’ve ordered a large, legible, magnetic name tag that displays your name, title, and RE/MAX Balloon Logo. One of the many strengths of RE/MAX is brand recognition. Most people know what the balloon logo on your badge means. You’ll be surprised how many people will approach you because of this. It’s a great way to tell people what you do for a living without telling them directly. Just as important as actually wearing your badge is being prepared to answer questions, engage strangers, and hand out a business card when they approach you. For example, “How’s the market?” Which market? You don’t know if this individual is an investor, owns a $2.5 million mountain home, or lives in a condo. Have positive things to say about any segment. And, “busy”, or “I’m slammed” doesn’t count. You want to be their source of information and advice, give them something they weren’t previously aware of, or at least something relevant. You want them to leave your interaction thinking, “I need to call this person when I’m ready”.

CUSTOM DOMAIN NAME

Another way to make your information easier to remember and access is by choosing a custom web address to point to one of your RE/MAX Alliance agent websites such as HomesInColorado.com (Under the Vault) or remax.com (Under MAX Center, booj Platform). It could be as simple as www.YourName.com. There are many different providers for this type of service, check with your mentor or managing broker for a referral or reach out to our Marketing Department with any questions regarding this.

CUSTOM LOGO

This can be useful in many ways. You can pick up a stamp/stickers with your logo and use them on envelopes for mailers, handwritten notes, give away items, etc. There are some guidelines that you must follow, so be sure to discuss any design ideas with your managing broker prior to implementing them.

BUSINESS CARDS

When designing your card, choose a photo that is interesting, funny, unique, or reflects your interests somehow. It should also look like you now, not you 30 years ago. Hopefully you’ve built some rapport with whoever you’re handing one to, so design it in such a way that receipt of the card doubles down on your meeting. Interesting business card holders also work to keep conversation going. Play with different textures, colors, and designs. Come up with something that is different than the last card they picked up that’s pleasing to look at and informative.

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SESSION 5: REACTIVE LEAD GENERATION

S.W.A.G. (STUFF WE ALL GET)

Whether you’re holding an open house or sponsoring goodie bags for an event, it’s important to have some unique give away items. There are countless vendors for this type of stuff, so first decide what you’d like to put your information/logo on. How are you going to make it different from the other football schedule magnet or pint glass? Do you have a funny slogan? Interesting pattern or maybe a random item like a bottle cap shooter? It should be something that the person receiving it will actually use and keep around for a while. Pens are an easy way to start. Always order them with blue ink so they can be used at closing. Make sure your information is easy to see. These can be left at restaurants or at your favorite store after you check out. You probably won’t grab a client from this, however it is fun when one of your past customers sees your pen when they’re out with others; it’s cheap brand recognition. Reusable grocery bags are another easy item. These can also be used to hand out at open houses with a pen and copy of the listing inside. Besides this, lots of people in Northern Colorado use these to go shopping.

BRAND YOUR VEHICLE

There are several ways to go about this. You are welcome to snag a free RE/MAX Alliance REALTOR® on Board magnet from the office all the way up to wrapping your entire car in a custom logo. This can be especially effective if you drive a unique vehicle or one with an enthusiast following. Maybe it’s a Jeep Wrangler that you take off-road occasionally or with a club. This way you can tell other club members or fellow off-roaders that you are a REALTOR® without saying it out loud. If you are considering this route, also consider a creative vanity license plate. They are fairly reasonable and are another way to get people to recognize and remember you by the car you drive. There are a handful of REALTORS® in our offices that do this; feel free to ask them about their experiences with it. Be sure to run all logos/designs by your managing broker/marketing department to make sure they meet RE/MAX and CREC advertising standards.

PLANS AND GOALS

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SESSION 5: REACTIVE LEAD GENERATION

SESSION 5 HOMEWORK & ACTION STEPS A list of homework from the session we want completed prior to our next meeting.

Don’t forget to check out the additional resources for this session in The Vault.

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SESSION 5: REACTIVE LEAD GENERATION

NOTES

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SESSION 6 BUYERS

SESSION 6: BUYERS

MEETING DATE & TIME: Homework Review How did we do on the items assigned? Review and answer questions.

WORKING WITH BUYERS Having good systems and procedures in place will help you gain the professional edge you need to succeed. You want to avoid as many problems as you can and give your clients the best experience possible. When people have a great experience they are far more likely to refer you to others. So, let’s jump into what systems you need to be focused on developing. First, let’s take a quick moment to cover the basic steps when working with a buyer.

1. CAPTURE THE INCOMING LEAD. No matter if your lead comes from a referral,

incoming call, or open house, you will want to capture basic contact information. Nothing is worse than getting back to the office and realizing you don’t have any way to reach back out to a lead. Download the Lead Form from the Additional Resources folder.

2. SCHEDULE AN APPOINTMENT AT THE OFFICE. Use this appointment to go

through the buying process and set expectations. Your main goal during your first contact with a lead is to get them to sit down with you. The office is best, but someplace like a coffee shop will also do. Download the Buyer Initial Interview Form from the Additional Resources folder.

3. INITIAL MEETING. Now it is time to sit down with your potential client and gather

information. This meeting is all about asking questions so you can serve them better. By the end of this meeting you should have addressed their basic housing requirements, why they are moving, their time frame, and other data that will help you find them the perfect home. It is a good idea to build their MySite search together so they can start receiving home matches right away. You will also want to cover any paperwork needed. This is the time to provide them the Exclusive Right to Buy or Brokerage Disclosure to Buyer, our Buyer Advisory and your Home Buying Services Guide. Download the Initial Meeting Form from the Additional Resources folder.

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SESSION 6: BUYERS

4. SHOWING HOMES. Now that your home search has yielded some homes they would

like to view, it is time to get out there and start looking. Always bring along information for the client on the home. Consider using IRESIS Showing Guide if looking at multiple homes. That will give your client additional information on the homes and a place to take some notes. Make sure you work with your mentor on understanding how each lockbox works, home showing procedures, and best practices before heading out.

5. WRITING AN OFFER. Congratulations! Your buyer found a home they would like to

purchase. It is time to head back to the office and write up an offer. You may want to give the listing agent a call at this point and see if there are other offers and what the seller’s needs are. This will help your offer stand out if multiple offers are received. Once seated with your buyers, be sure to cover the process, complete the needed paperwork including all the disclosures, and collect the earnest money check and the lender pre-approval letter if needed. Practice this process with your mentor so you are well prepared.

6. DELIVERING THE OFFER. Most offers today are delivered electronically, however you can still hand deliver the offer to the listing agent. If delivering electronically, you will want to scan and email the contract, disclosures, a copy of the earnest money check, and the lender pre-approval letter. Always call and confirm receipt of the offer with the listing agent.

7. PROCESSING THE ACCEPTED OFFER. Now that you have received your accepted offer or accepted counter offer back, it is time to process the contract. Be sure the lender gets a copy of the contract so they can get to work. You will also need to upload your contract into SkySlope so the office can get to work. If you did not deliver the earnest money to the listing agent yet, you will need to deliver the check and get an earnest money receipt. Work with your mentor on best practices for client communication.

8. HELP THE BUYER THROUGH THE PROCESS. You will need to be sure your

buyer understands the overall process and is reminded of dates and deadlines. You should have a network of service providers to help your client find a good home inspector and any other service providers needed. Work with your mentor on creating a great network of businesses you can refer.

9. CLOSING. Now that you have navigated all the deadlines and you are clear to close, you need to let your client know what to expect. You will want to cover the settlement statement with them, make sure they understand how to get their funds to the title company, and what to bring to closing. Your mentor can help with understanding the process and added value items like closing gifts.

10. ARCHIVE YOUR TRANSACTION. Be sure to archive your transaction file including

voicemails, emails, and all the paperwork. You will want to keep these files securely stored for four years.

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SESSION 6: BUYERS

FORMS AND CHECKLISTS Forms and checklists will go a long way to organizing your workflow and capturing the important data needed in a real estate transaction. You can download sample forms from the Additional Resources folder. You will want to either have these forms printed and handy in your car, office and home office, or on a tablet.

1. YOUR HOME BUYING SERVICES GUIDE – Work with your mentor to create a Buying Guide. You can also purchase the Home Buyer Information Resources booklet from the office to incorporate into your guide.

2. INFORMATION FORMS – You want something handy to capture the important information when you first make contact with a potential client. You will find samples you can download from the Additional Resources folder.

3. TRANSACTION CHECK SHEETS – Make sure you don’t miss any steps by

creating thorough check sheets to follow. Download the samples from the Additional Resource folder.

Put your Client Appreciation Program to work. You did a great job for your clients and it is time to leverage all that work to get more referrals. Your past clients can be a gold mine if worked properly. Find ways to provide value to your clients after the closing and always be asking for referrals. RE/MAX Alliance

SESSION 6: BUYERS

SESSION 6 HOMEWORK & ACTION STEPS A list of homework from the session we want completed prior to our next meeting.

Don’t forget to check out the additional resources for this session in The Vault.

RE/MAX Alliance

SESSION 7 SELLERS

SESSION 7: SELLERS

MEETING DATE & TIME: Homework Review How did we do on the items assigned? Review and answer questions.

WORKING WITH SELLERS Having good systems and procedures in place will help you gain the professional edge you need to succeed. You want to avoid as many problems as you can and give your clients the best experience possible. When people have a great experience, they are far more likely to refer you to others. So, let’s jump into what systems you need to be focused on developing. Let’s take a quick moment to cover the basic steps when working with a seller.

1. CAPTURE THE INCOMING LEAD. No matter if your lead comes from a referral,

incoming call, or open house, you will want to capture basic contact information. You will need some basic information about the house and seller. Download the Lead Form and Pre-List Questionnaire from the Additional Resources folder.

2. SCHEDULE AN APPOINTMENT TO GO SEE THE HOME. Set a time to meet with the sellers at the home. Be sure all the decision makers are there.

3. GET YOUR HOMEWORK TOGETHER. There are two different approaches to

consider at this point. Are you going to view the home, prepare a CMA, and then meet again to review it or will you be presenting your CMA on your first visit? Talk over which approach fits you best with your mentor. Either way, learn as much as you can about the neighborhood, market, HOA, and any other pertinent information. Take your time to become an expert in their area. If you are presenting your market analysis on your first visit, complete it and gather any other information. You may want to bring the listing paperwork with you. Be prepared to get the listing.

4. TOUR THE HOME. Meet the seller at the home and BE ON TIME. Be sure to be

dressed professionally as well. Usually when you arrive the seller will not know the process and you will want to take the lead. Ask for the grand tour and let the seller show you around the home. Take notes and ask lots of questions. You may want to take pictures of the exterior and anything inside you will be using to build value. This tour usually ends up at the dining room table. Cover any questions the seller may have, present your pre-listing packet, present the market analysis if complete, and get the listing paperwork signed. Be sure to practice this process with your mentor. RE/MAX Alliance

SESSION 7: SELLERS

5. PREPARE YOUR CMA. If you are meeting with the seller twice, now is the time to

prepare your market analysis. Review your comparable properties and complete an in-depth analysis of the property value. There are several approaches you may take so be sure to discuss best practices with your mentor.

6. MEET WITH THE SELLERS. Your follow up appointment should be at the office

where you have access to the MLS to go over the CMA and listing paperwork. Be sure to set expectations and go over the process.

7. GET THE CONTRACTS AND DISCLOSURES SIGNED. You should have your

paperwork ready when you meet with the sellers to cover the CMA. Always assume you are going to get the listing and have the agreement ready to go. This is also a great time to collect a key for the lockbox and cover the showing process to set expectations and educate the sellers on how to prepare for showings.

8. GET YOUR MARKETING STARTED. Now is the time to get your photographer,

appraiser to measure the home, and all your marketing ready to go. Work with your mentor on a solid system of professional marketing for your home.

9. ENTER YOUR LISTING INTO THE MLS. Your photos and floorplan are back and

you’re ready to go live. You can fill out the office MLS input sheet to turn in or enter your new listing into the MLS directly. Be sure to have management or your mentor review your listing before going live. That way you don’t accidentally misrepresent the home. Be sure to set up the showing service page as well so there are no delays in your showings.

10. SIGN, LOCKBOX, AND IN-HOME INFORMATION. Time to plant the sign, put on the lockbox, and make sure the home is prepared for showings.

11. BE AVAILABLE TO ANSWER AGENTS QUESTIONS. Make sure you are

available to provide home information to interested agents and buyers. Plan your open houses and be sure to pitch the home any chance you get.

12. PRESENT OFFERS. Once you have received an offer you will need to meet with the

sellers and present it. Again, this works best at the office but can be done in the home as well. If multiple offers have been received, be sure to lay out each one to make it easy for the seller to understand the bottom line of each. You should prepare a net sheet for the offer so your sellers have an idea of what to expect at closing.

13. PROCESS CONTRACT. Turn everything into the office via SkySlope. Order your title work and turn in the earnest money when received. Be sure to create a solid check sheet so you don’t miss anything.

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SESSION 7: SELLERS

WORKING WITH SELLERS CONT... 14. HELP THE SELLER THROUGH THE PROCESS. You will need to be sure your

seller understands the overall process and is reminded of dates and deadlines. You should have a network of service providers to help your seller find good companies as needed. Work with your mentor on creating a great network of businesses you can refer and a solid process to walk every seller through.

15. CLOSING. Now that you have navigated all the deadlines and you are clear to close,

you need to let your client know what to expect. You will want to cover the settlement statement with them, make sure they understand how they get their funds from the title company, and what to bring to closing. Your mentor can help with understanding the process and added value items like closing gifts.

16. ARCHIVE YOUR TRANSACTION. Be sure to archive your transaction file including

voicemails, emails, and all the paperwork. You will want to keep these files securely stored for the required amount of time.

FORMS AND CHECKLISTS Forms and checklists will go a long way to organizing your workflow and capturing the important data needed in a real estate transaction. You will find sample forms in the Additional Resources folder. You will want to either have these forms printed and handy in your car, office and home office, or on a tablet.

1. YOUR PRE-LISTING PACKET – Work with your mentor to create a pre-listing packet. You can also purchase the Home Seller Information Resources booklet from the office to incorporate into your packet.

2. INFORMATION FORMS – You want something handy to capture the important information when you first make contact with a potential seller. You will find sample resources in the Additional Resources folder.

3. TRANSACTION CHECK SHEETS – Make sure you don’t miss any steps by

creating thorough check sheets to follow. There are samples in the Additional Resource folder. Put your Client Appreciation Program to work. You did a great job for your clients and it is time to leverage all that work to getting more referrals. Your past clients can be a gold mine if worked properly. Find ways to provide value to your clients after the closing and always be asking for referrals. RE/MAX Alliance

SESSION 7: SELLERS

SESSION 7 HOMEWORK & ACTION STEPS A list of homework from the session we want completed prior to our next meeting.

Don’t forget to check out the additional resources for this session in The Vault.

RE/MAX Alliance

SESSION 8 CONTRACTS REVIEW

SESSION 8: CONTRACTS REVIEW

MEETING DATE & TIME: Homework Review How did we do on the items assigned? Review and answer questions.

CONTRACTS REVIEW Understanding all the contracts and disclosures is an important part of being a professional real estate agent. Different areas may require different disclosures, such as the Fort Collins Occupancy Disclosure. It is important to take some time with your mentor to fully understand and explain each document. Take some time to review some of the more common contracts and disclosures with your mentor.

1. Contract to Buy and Sell – conveys all the terms of the transaction

2. Counterproposal – rejects the current contract and offers alternative terms

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SESSION 8: CONTRACTS REVIEW

3. Earnest Money Receipt – shows the earnest money has been received

4. Amend/Extend Contract – changes the terms of the contract

5. Exclusive Right-To-Sell – the listing agreement

6. Exclusive Right-To-Buy – contractually binding the buyer’s purchase to the agent

7. Closing Instructions – to hire the title company

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SESSION 8: CONTRACTS REVIEW

CONTRACTS REVIEW CONT... 8. Personal Property Agreement – the bill of sale of additional personal property not transferred in the contract

9. Post-Occupancy Agreement – short-term rental agreement allowing the seller to occupy the property for up to 60 days post-closing

10. Affiliated Business Disclosure – any affiliated businesses owned must be disclosed

11. Buyer Advisory – additional important information for the buyer

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SESSION 8: CONTRACTS REVIEW

12. Seller Advisory – additional important information for the seller

13. Square Footage Disclosure – discloses the amount of square footage in the property and where it was obtained

14. Seller’s Property Disclosure – seller provided information about the property

15. Source of Water – where does the potable water come from? May also be on the Seller’s Property Disclosure

16. Lead-Based Paint Disclosure – required on homes built prior to 1978

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SESSION 8: CONTRACTS REVIEW

CONTRACTS REVIEW CONT... 17. Fort Collins Occupancy Disclosure – required for homes built within Fort Collins city limits

18. Fort Collins Radon Additional Provision - a required provision in the contract within the Fort Collins city limits

19. Inspection Objection – how the buyer objects to conditions of the property after inspection

20. Inspection Resolution - how the buyer and seller agree on the inspection items to be complete

21. Referral Agreement - needed to pay an outgoing or incoming referral

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SESSION 8: CONTRACTS REVIEW

SESSION 8 HOMEWORK & ACTION STEPS A list of homework from the session we want completed prior to our next meeting.

Don’t forget to check out the additional resources for this session in The Vault.

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SESSION 9 BASIC SALES SKILLS

SESSION 9: BASIC SALES SKILLS

MEETING DATE & TIME: Homework Review How did we do on the items assigned? Review and answer questions.

BASIC SALES SKILLS SIMPLE SALES SKILLS • “Take it away” – create doubt and gain control • “Direct, open-ended questions” – collect information to help your client find the home they want and negotiate contracts • “Listen to your client and take notes” – get all of the facts • Silent acknowledgement of negative attributes • “Keep it simple” – do not offer potential answers to questions - instead ask, listen to and record the answer • “Mirroring”

RE/MAX Alliance

SESSION 9: BASIC SALES SKILLS

BASIC SALES SKILLS: BUYERS FOR USE WITH BUYERS When working with buyers, it is extremely important to have all the facts. There are lots of people out there who do not know exactly what they want until they see it. To help them the best you can, get to know them and their needs. When meeting with a new client, starting a polite and fun conversation works best. Be sure to mirror their behavior. If you tend to be a fast talker, and they are a slow talker/more analytical person, you may not connect well speaking so quickly. Practice this with their body language (in a subtle way) as well. This will make them more comfortable and help conversation flow. You need to know where they work, play, and travel, do they have pets, kids, etc. to really gain an understanding of what part of Northern Colorado will work best for them, regardless of what they say they want. Don’t ignore their requests, just make sure what they’ve asked for aligns with what they do. “Where do you work? Is there a particular school you’d like Sally and Billy to attend? Do you take Rover to dog parks?” For instance, say half of the family commutes to Denver weekly for work. A place on the west side of Horsetooth will make the commute to Denver a lot longer than a similar home in Country Farms right by I-25. If it makes sense, give them some different options that they may not have considered but would make their commute easier. Buyers aren’t typically bothered by this at all. “I want to show you one more property today, it’s not in the area you asked for however, I think it may meet your needs a little better. If not, tell me I’m crazy and we won’t do that again.” Now, if you choose to do this make sure you have benefits that directly relate to the family’s needs. If you have valid reasons for showing a particular property your client will feel heard, respected, and will notice how hard you are working for them. If you throw in extra meaningless properties, or those that benefit you more financially, this will backfire. Another example, your new buyers work from home and have 3 children. They ask for a 4 bed, 3 bath home with a 2-car garage. Their budget is up to $475,000. I would see if I can find properties that have 5 bedrooms and a study/office/finished basement with a 3-car garage instead. Most buyers would prefer to have a bedroom for each child, one for the couple, if working from home an office space of some kind would make more sense, and with 3 children/two parents at least a 3-car garage will make more sense.

RE/MAX Alliance

SESSION 9: BASIC SALES SKILLS

BASIC SALES SKILLS: BUYERS CONT... Another situation you will find yourself in is one where a client asks for unrealistic attributes for the area where they would like to live or for a price range. This is where using the “Take it Away” and “Direct Questions” methods work well. Say your buyer wants a modern 4 bed, 4 bath house with a detached shop in Fort Collins under $400,000. First, why? Find out what they would use the shop for and is that important. Next say, “that may be difficult in Fort Collins specifically in one that does not need any updating. If we found a property with a shop or the ability to build a shop space in your price range that needs some work or updating, would that work for you?” The answer to this will tell you what you need to move forward. If they would consider a property needing some work or updating, this may work in Fort Collins. If they are not willing to budge on the price or quality of finishes, you may need to direct them to a different area where these wants fit their budget. It is important to tackle concerns like these immediately, so you do not waste time looking for a property that doesn’t exist. Another helpful tactic when they will not budge at all is to send them properties that fit all their needs, except budget, to demonstrate your point. During this entire interview process, be sure to take notes and listen so you don’t forget anything they tell you. This will help the process go much more quickly and smoothly. One of the biggest complaints we hear about past agents is they didn’t listen to their clients requests, needs, and wants.

BUY ER R ECA P • Subtly mirror your client’s communication style and body language to create a comfortable environment. • Fact find, ask direct open-ended questions to figure out what it is they need and want. • Be sure to “take away” any unreasonable requests. • Take notes so the client feels heard.

RE/MAX Alliance

SESSION 9: BASIC SALES SKILLS

BASIC SALES SKILLS: SELLERS FOR USE WITH SELLERS When working with sellers, it is important to first compile relevant data and build a proper CMA. Next, prepare or have title prepare a few estimated proceeds scenarios. Without this, much of the following will not apply. A listing appointment starts off by asking the sellers to show you around and point out features of the home that they are proud of. Follow around with a notebook and pen. Again, much like listening to a buyer, taking notes when a seller shows you the attributes of their home will show them you are listening. This also creates a nice list for you to refer to when writing listing comments later. Sellers tend to think their homes are worth more than actual market and ignore defects that will have a negative impact on their value. To help combat this, it is smart to physically acknowledge these items during your walk. Touch something in a way that is obvious to the sellers and make a note. This tells them that you see the defect, and making note of it lets them know that it is a big enough issue to record it. This is a far better way to handle these items than saying, “Look at that trim, what happened? Angry tiger visit for a weekend? Do you have an ill-behaved cat?” You do not want to argue or create an adversarial situation with someone you are hoping to represent in a real estate transaction. For example, if there is a noticeable smell when you walk in, address it in as positive a way as possible. Instead of asking, “Do you have any pets?”, ask “How many pets do you have?” If the kind of pet is obvious, use that: “How many cats do you have?” Mention your pets and how much you enjoy them. If you recognized this without the obvious presence of animals (toys, bowls, etc.) the owner knows you smelled them and can acknowledge that it might be an issue. Again, make a note. After your tour of the house with the sellers, conduct an interview. “What are your goals? Why? How much do you need to net out of the sale?” Next, review the CMA with them. Before presenting data, let them know that you are about to present them with data similar to what an appraiser is going to review when coming up with a value for the buyer’s lender to base financing on. It’s important to explain how pricing incorrectly will negatively affect their proceeds and process. Lastly, ask how much they were hoping to list for. The sold comparable properties in the CMA should be ordered lowest to highest, printed in a two-page format so the client can see a snapshot of the quality of each property (i.e. kitchen, bathrooms, quality of finishes, etc.). It is extremely important that these comparable sales are truly comparable. Highlight differences in the properties, days until offer/days on market, concessions, and sold date. All of this information holds weight in your negotiation with the seller. For example, a great comparable sold in June of this year for top dollar and was under contract in four days. Well, they are hoping to list on December 1, and need to be under contract by January 20 to meet their contingency deadline on a new construction property. The sellers feel their house is worth $10,000 more than the comp from June, their finishes aren’t quite up to the same quality as that property, and there are a few issues that should be corrected to make it ready for sale. RE/MAX Alliance

SESSION 9: BASIC SALES SKILLS

BASIC SALES SKILLS: SELLERS CONT... After a proper presentation, you can lean on the fact that June was the height of the market with a lot of active buyers. We need to list at the less active time of year for more than a slightly-nicer property, and with a few needed repairs that the comparable did not have. You now have a solid case to recommend correcting the issues and listing for a price closer to that of the comp from June (provided this will net enough proceeds) to get a solid contract in time for the new builder. There is also an opportunity to compare their list price to the amount of proceeds they need, and you may have more room to improve the price if it is holding the listing back in the future. If you chose to take the easier way out during the walk through and ignored some issues/didn’t ask all of the questions and got excited about attributes that don’t necessarily add to value, then you have nowhere to go and trying to back peddle will be very difficult. This can all lead to an overpriced listing that sits for too long, and worst-case scenario (in this example) they are not able to purchase their new construction property, and after the listing expires or they withdraw, you may see a different sign in the front yard a few months later. You can now see the importance of asking the right questions to gather the data you need to negotiate effectively and purposefully with your seller/buyer.

SELLER R ECA P • “Quietly Acknowledge” defects. • Fact find by asking open-ended, direct questions (without providing answers). • Take solid notes and listen. • “Take away” unrealistic goals. RE/MAX Alliance

SESSION 9: BASIC SALES SKILLS

BASIC SALES SKILLS: WRITING OFFERS FOR USE IN PREPARATION TO WRITE AN OFFER Just like working with a buyer or seller, gathering as much information as possible is extremely important. Always call the listing agent, read the broker notes in the MLS, and review documents prior to writing an offer. Broker notes are overlooked far more often than you would think. There could be details about the seller and their needs in there (i.e. post-closing occupancy, closing date, etc.). Ask direct, open-ended questions. For instance, if the listing agent has made it clear they expect multiple offers, start a kind conversation with them: “Good afternoon! This is Jared with RE/MAX Alliance. I’m calling because I represent a buyer who is preparing to write an offer on your listing. I’m sorry to bother you, I bet everyone is calling you about this one.” Wait for their response; this is a kind way to gauge how much activity they are getting. If it is clear there has been a flurry of activity, your next question may be, “How many offers have you received over asking price?”. The answer will tell you a few things: you’ll know if there are any other offers on the table and you should know if any are over asking price. Also ask a bit more about the offers: “Are any of the offers contingent?”, “Are any of the offers cash?”. Once you receive those answers, ask “What can the buyers do to make their offer stand out?”. All of these answers should help you build a solid, competitive offer with the buyers. If the listing agent is kind enough to give you some specific terms the seller would like, don’t ignore them. Keep in mind, some agents will not divulge any information and others will spill all the beans. You never know what you’ll get until you ask. If the buyer really wants the property and the request is fair, it’s best to give the seller those terms. Ignoring these requests could cause your buyer to lose the property.

WRITIN G A N O FFER R ECA P • Fact find, ask direct, open-ended questions. • Take solid notes to use when writing your offer. • Mirror the tone and tempo of the voice on the other end of the phone.

RE/MAX Alliance

SESSION 9: BASIC SALES SKILLS

BASIC SALES SKILLS: NEGOTIATING OFFERS FOR USE IN NEGOTIATING OFFERS ON YOUR LISTING When receiving an incoming buyer’s agent call on your listing, be prepared to answer their questions as simply and direct as possible. No need to give any extra information than what has been asked, provided the answer will not hurt your seller. Say you have had several agents call saying their buyers will be writing offers, however you haven’t had anything come in yet. Stress the fact that there is a lot of interest in the property, not the fact that you don’t have any offers in hand. Only do this if there actually has been interest. Also, ask questions of the buyer’s agent: “Will their offer be contingent on the sale of another property?” “If so, what is the address?” “Are they under contract?” “If so, how far along are they?” “How has the contract been going?” Ask to speak to the lender working to help the other buyer acquire their contingent listing as well as the lender the buyer is using to purchase your listing. When talking with a lender, be direct and ask open ended questions: “How far along is their file?” “What conditions are present on the file?” These answers will all give you a good idea of how solid the offer is and some solid information to pass along to your seller. In a situation where there are multiple offers already in on your listing, get as much information as you can about the next incoming offer as possible. “What will that offer look like?”. Do your best to get the offer price and terms from the agent. With your seller’s permission, use information about the other offers as leverage. “Asking price with a contingency will have a hard time competing as we have two non-contingent offers above asking price”. Create some doubt in hopes they present a stronger offer. Again, these only work if you are acting in good faith. Do not ever lie about the status of a listing in an attempt to get more money for your seller.

N EG OTIATIN G A N O FFER R ECA P • Fact find, fact find. You can’t know too much about the incoming offer. • Mirror the voice on the other end of the phone, have a friendly conversation not an interrogation. • When appropriate, create doubt (take it away).

RE/MAX Alliance

SESSION 9: BASIC SALES SKILLS

SESSION 9 HOMEWORK & ACTION STEPS A list of homework from the session we want completed prior to our next meeting.

Don’t forget to check out the additional resources for this session in The Vault.

RE/MAX Alliance

SESSION 10 SOCIAL MEDIA & WEBSITE DEVELOPMENT

SESSION 10: SOCIAL MEDIA & WEBSITE DEVELOPMENT

MEETING DATE & TIME: Homework Review How did we do on the items assigned? Review and answer questions.

HOW-TO AND GENERAL OVERVIEW OF MAJOR SOCIAL MEDIA PLATFORMS Social media is the largest thing that can make a difference in staying top of mind, but it can also easily consume your day if you let it. So what is social media and how can you use it to boost your sales or sharpen your skills? First, let’s define social media: Social Media - A web based platform where you can share ideas and connect with other people. By this definition there are some different platforms that come to mind, such as: Facebook, Instagram, and Twitter. The catch is, your time is valuable and what performs well on some sites will absolutely tank on others. Here is a list of the major social media platforms and a brief description of what each site utilizes in order to maximize your effectiveness and minimize time consuming distractions. Please note that any of these can be useful to you if you can leverage them correctly.

SOC IA L M ED IA Definition: A web-based platform where you can share ideas and connect with other people. • YouTube: Video, live video • Facebook: Live video, video, photo, text • Instagram: Photo, video, live video (“stories”) • Twitter: Text, video, photo • TikTok: Specialty use of video • Twitch: Specialty use of live video • LinkedIn: Text, video, photo • Pinterest: Photo, video RE/MAX Alliance

SESSION 10: SOCIAL MEDIA & WEBSITE DEVELOPMENT

HOW-TO AND GENERAL OVERVIEW OF MAJOR SOCIAL MEDIA PLATFORMS THE “ALL-KNOWING” ALGORITHM

By now I bet you have heard about “algorithm changes’’ causing massive shifts in what is viewed on social media sites. The best platform to discuss this with is YouTube. Originally, YouTube just wanted views: the issue with this is people began to make their video thumbnails (pictures that are created and uploaded to represent the video) of scantily-clad women to drive more clicks. Once people clicked on the video, then they were met with a video of a lion sleeping for 45 minutes. The thumbnails had nothing to do with the video itself. This forced YouTube to write more code to dissuade these people from taking advantage of the system. So why does this matter? Through 15 years, all social media platforms have adopted a similar algorithm: “what can I show the user that will keep him on my platform or make them come back to the platform in the future”. Armed with this knowledge, you can create content that will do just that. Knowing what type of posts were designed for what platforms will help you reach your target and keep people clicking on your posts. There is so much information on this topic, and there have been tons of books written about this.

CONSISTENCY IS KING!

There is no number to hit. You don’t have to post 20 times a day on Twitter and 10 times on Pinterest and so forth. Ultimately you want to be consistent. Once you are consistent, then you can consider the frequency for the platform. If you are a “roller coaster” poster, then your content will suffer. Luckily, on some platforms you can schedule posts to mitigate this (Create your post on Friday and tell the platform to post this content on Monday at 5pm). You want the algorithm to view you as a quality source, but how do you do that? Basically, the algorithm determines you to be a quality source of information if you post regularly and if you post content that people engage* with. So it’s better if you post things on Mondays and Fridays regularly than if you post 20 things one day and don’t post anything again for 100 days. This also trains people to look for your face at certain times of the week. *Engagement refers to likes, comments, shares, and saves. Currently, most valuable is saves.

RE/MAX Alliance

SESSION 10: SOCIAL MEDIA & WEBSITE DEVELOPMENT

HOW-TO AND GENERAL OVERVIEW OF MAJOR SOCIAL MEDIA PLATFORMS #HASHTAGS

This is a newer form of finding the content that you want to see (they were created in 2007), even if you don’t know/follow the people that are creating the content. It works like this: anyone that is making something will hashtag a term that relates to the content. For example, if a bird is in the photo, then you can write the character # followed by the word bird in the description (#bird). This will then become clickable*. When people are browsing for topics they love they can look at hashtags to find new people to find and follow or just follow the hashtag itself. All hashtags are single words, even if you’re hashtagging a phrase (it’s #birdsofafeather, NOT #birds of a feather). Right now Instagram has 688 million posts with #photography and only 1,000 posts with #realestateagentsrock, so choose your hashtags appropriately. If you select hashtags with lots of content you might reach more people, but be buried in the massive amount of content. If you choose a hashtag with less content, then you will reach less people, but might stand out. Use combos and be accurate with your hashtags. Don’t use hashtags that don’t pertain to your content! Your post could get flagged and removed, or worse your account may be suspended or shadow banned (where you don’t know that you have been banned, can still post, but no one will see it). Instagram allows about 30 hashtags per post, over that and your text is removed. This includes hashtags in the comments as well so be careful! Facebook allows much less, with three to five hashtags. YouTube has a place for tags, not hashtags, when you upload the video. This is limited to 500 characters. Again, research the platform that you are using because limits change rapidly! *clickable refers to being able to click something and become redirected to a different page.

STARTING WITH A PLATFORM

Social media has become something that rivals the use of TV as one of the biggest entertainment sources. So now the big question, where do I start? The easy answer is to start where you already are. If you have a Facebook account, begin there. If Instagram doesn’t work with you, then don’t use it. Personally speaking, Facebook (and now Instagram because Facebook owns Instagram) is the best place to begin because you can integrate that into your website and run ads. This will help you funnel people that visit your Facebook page to your website. That will be covered in the Web and Social Media In Tandem section. The other reason you may want to begin on Facebook is because they give you tools specifically for a “business page” which connects your Google listing page. A Google listing is how you appear on Google when you search for yourself, FirstName LastName at RE/MAX Alliance. Don’t worry, we will cover Google listings in the Web and Social Media In Tandem section as well. So after you “create a business page” for yourself, you need to fill that page with content. The content that gets the best results is a varied approach.

PR O T IP! When creating a hashtag consider using capital letters to “break up” your hashtag into easier-to-read segments. For example, #myrealestateagentisthebestinthebusiness is hard to read, but #MyRealEstateAgentIsTheBestInTheBusiness is much easier to read. Also, consider a shorter hashtag than this because NO ONE is going to search something this long! RE/MAX Alliance

SESSION 10: SOCIAL MEDIA & WEBSITE DEVELOPMENT

LET’S TALK ABOUT CONTENT TYPES BUSINESS ADVICE IN A “BLOG” FORM

This is a post that discusses some topic in-depth. For example, why you might want to buy a house now because if you wait, the same house will cost 25% more to buy in only five years. By waiting you lost 25% in equity growth. Being in real estate, I am sure that you could write a book on this topic, but you need to stay under 2,200 characters on most platforms. (Example: “the cat!” is two words and eight characters. Think back to your old cell phone when text messages first came out.) Posts like this perform the best when you can get as close to 2,200 characters as possible and not go over. Some platforms may restrict you to a certain character length and not let you go over. Some platforms won’t tell you that you have gone over the character limit and will instead delete your entire post when you go to upload it. Very frustrating! I recommend that you create your posts in a Google or Word document and then copy them over to the social media platform. That way if there is a glitch in uploading or you are working on a platform that deletes a post that is too long, then you have it saved somewhere else. Instagram is notorious for this when it comes to “hashtags”, over 30 hashtags and Instagram will delete your text. Long form posts like this are targeting people to “save” the post so that they can view it later. This tells the algorithm that you give good content and it should show more people this post and posts like this.

PERSONALIZING POST

This is where you talk about yourself or something that happened to you. THIS IS NOT A TIME TO SELL SOMETHING! Not everything on social media needs to be selling your services. A personal post can be something as simple as, “Big win today! I actually woke up at 5:30am today! Crushing my New Year’s resolution. Now that it’s 10am I am ready for a nap... Is that cheating?” Simple and short, but this does two things. One, it shows people that you are human and relatable, not some money-hungry sales person. Two, people are more likely to click on posts like this because it’s you being genuine. This means that in the future, they are more likely to see your “salesy” post because they engaged with your personal post. It benefits you more to connect with people than to appear as a professional, cold, get-it-done type of person. There is a time and place to put on your “business hat”, but social media is not it. Topics that work for this type of content are: personal goals, hopes, wins and losses, appropriate vacations, or breaks. Yes, your losses can be very powerful. By admitting you’re human, you reinforce to your potential clients that you are not this untouchable, intimidating, “perfect” person. This makes you seem fake which is not good! There is a balance that must be met by also not posting things that are too personal, political, or controversial on your social media pages. There is, of course, a personal preference about what falls under these categories, but a good rule of thumb is to not post things that you wouldn’t tell your grandmother (a grandmother that you are not overly close with). No matter whether you post on your personal or on your business social media profiles, it still reflects on you, your business, and RE/MAX Alliance, so be mindful of what you post. Think about how you are representing RE/MAX Alliance before posting!

RE/MAX Alliance

SESSION 10: SOCIAL MEDIA & WEBSITE DEVELOPMENT

LET’S TALK ABOUT CONTENT TYPES CONT... A PERSONAL CLIENT STORY

This is a post where you tell the story of your client and their own personal trials. The post might go something like, “Judy and her husband finally found their dream home. Because they wanted land to teach their cows how to tap dance, that was at least 5 miles out of the city, they knew it was a steep order. But with hard work and an awesome REALTOR®, we got them the home they deserve!” This post type does two things: it paints you as the knowledgeable “guide”, and it shows people that anyone can own a home, even people who have unique needs like room for tap dancing cows.

CALL OUT POST

These are when you tag a person or business to say good job. “@Patricia Wolmanac* at Johnsons Mortgage made my client’s dream home purchase possible. If anyone needs anything mortgage related, she’s your gal!” These are sneaky and if used correctly, they can get new people to your page. By tagging someone else you can get your post/page in front of new people and potentially gain new clients. This post type is a one in five posts. Don’t over use this type of post. Too many of these posts and you come off “scam-y”. Those people worked for their followers like you worked for yours, so don’t “hijack” them. Have a real reason to call someone out!

SALES PITCH

This is the post we all know and scroll past without a second thought. “If you are looking for a home, I’m your person!” These posts almost always perform poorly, but every so often you need to remind those people on your feed that you are a real estate professional. You are the person to call if they have a home to sell or buy. These are a one in ten or fifteen type of post. Staying top of mind isn’t valuable if they don’t see you as a real estate agent!

TWITCH AND TIKTOK

These are specialty site types and have specific business goals. They are going to be personal platforms that you can use to funnel followers to your other platforms’ business pages and/or your website. If you plan on using either of these platforms, do extensive research on your own.

PR O T IP! *The @ is used to tell the platform that you are looking to tag someone. Please note that its not always their name as you can pick what you want to be tagged as. Johns Smithson tag might be @killer real estate guy not @Johns Smithson. These are normally at the top of their page so look for them there. RE/MAX Alliance

SESSION 10: SOCIAL MEDIA & WEBSITE DEVELOPMENT

WEBSITES BUILDING YOUR WEBSITE As a RE/MAX Alliance agent, you receive two agent websites, one that is tied to HomesInColorado.com and the other that is tied to remax.com. These websites are both branded to you and offers IDX searching, your biography, featured listings, and more. Both of these websites include great enhancement options. Reach out to your RE/MAX Alliance Marketing Specialists to walk you through the different options, help enhance your websites, and help you determine which one will be the best fit for you. If you still want more control over your content, there are plenty of options out there. If you are looking for a basic web builder with pre-set templates and minimal control (a.k.a. minimal chance to mess up the coding), then Wix or SquareSpace might be for you. If you would like slightly more control of your website’s code, then Weebly might be for you. If you would like ultimate control, then consider WordPress. Choosing a hosting company for your custom URL is next. Many of the web building platforms can host your website as well, but may be more expensive than hosting companies like GoDaddy or Bluehost. Web building websites might also host your website for free for advertising in the URL. This a good option when you are starting out, but should be changed for professionalism’s sake when you are more established in the business. Having the web builder in your URL or advertising all over your site can be seen as tacky. A web builder may also limit you to a certain number of pages or limit the type of pages that you can create with their free version. Web builders will often create appropriate sizing for different device types. Device types typically come in three sizes; cell phone, tablet, and computer. If you decide to build your website without the help of a web builder, then be sure to keep device sizing in mind, particularly mobile. INFORMATION YOU NEED ON YOUR WEBSITE • Recent professional photo • Your brief sales pitch (how are you unique in a world where everyone knows someone in real estate) • About You • Your social media pages • Contact Information and your office location • RE/MAX and CREC required guidelines for compliance

RE/MAX Alliance

SESSION 10: SOCIAL MEDIA & WEBSITE DEVELOPMENT

WEBSITES CONT... UTILIZING YOUR WEBSITE

Now that you have created a great website with the necessary information, it is time to talk about how to utilize it. Your website can be used for many things, but here are three ways that often help real estate agents.

1. BLOGS

Basically this one’s especially helpful for beginners and can help boost your perception as a professional. The RE/MAX Alliance website supports blog posts, as do all the website builders previously mentioned. By writing on topics that you are not an expert on yet, you become that expert through the research and time that you will put into the blog. For example, you can write a blog post about what qualities to look for in a real estate agent during a listing pitch. While you write this blog post, you will become attuned to what the clients will be naturally looking for in a listing pitch and then you will be able to implement these at your next listing meeting. This is a useful tool to practice your skills before it matters. Not to mention using your blog post as a post on social media can help drive people to your website. Win-win!

2. “FREE” ITEMS

This one is pretty basic. Offer a piece of valuable information in return for their email address. The free item can be something as simple as “10 Things To Do Before Selling Your House”. By doing this you can get emails to later use to send a newsletter to or reach out and touch base.

3. BUSINESS DIRECTORY

This is also a “free item”, but the end goal is different. A business directory will often work as a means of touching base with past clients and meeting new people in the business realm. This will potentially use them as a funnel for more clients. Business owners that refer are twice as valuable as an A+ client because business owners connect with other businesses and all of their own employees. Referral gold mines! The premise of a business directory is that you reach out and talk to a business you trust and ask if it’s ok for you to refer to their business. Few business people will say no to more business. By doing this, you then open the door to become the real estate professional in their mind and build some indebtedness to you. Now when a past client or another professional in your database is looking for a contractor, website manager, pet sitter, etc. you have a person to refer them to. Be sure to follow up with both the business you referred and the person you referred them to, you want to make sure that indebtedness gets back to you! Business directories help you look more professional because you know the best in the business, so be careful who you are referring to: bad businesses can degrade the trust you have built with your clients.

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SESSION 10: SOCIAL MEDIA & WEBSITE DEVELOPMENT

WEB AND SOCIAL MEDIA IN TANDEM Social media and websites can be used to make you appear as one cohesive real estate guru, however most of the items that fall within this become pretty complicated so we will keep it short and simple. If you want to learn more feel free to reach out to a professional. Some of the things we will touch on are; Google listings, Facebook ads, and separate hosting for video.

GOOGLE LISTINGS

These are Google’s pages specifically for businesses. These do two things. One, they make your website and the traffic that it gets looks much more realistic and reliable. Two, they give you a location to collect reviews and become easier to find. Often Google ads piggyback off of these and the amount of money the ads cost relates to how much impact your Google business page has.

FACEBOOK ADS

Simply put, you can install a bit of code onto your website called a Facebook Pixel. This will allow you to show ads to specifically those people that visit your website. So when they visit your website they can be reminded that you are the real estate agent for them after they leave your website.

SEPARATE HOSTING FOR VIDEO

It’s important to Google and your clients that your website loads quickly, and one of the ways to do this is to have your videos hosted/posted to a separate site. You can embed* videos that you have posted somewhere else onto your website. That way, if someone wants to watch your video it doesn’t slow down your webpage load time, it just opens a small window to the place the video is hosted. Sites that support this are Facebook, LinkedIn, YouTube, and Instagram. *embed is implementing special code that is designed to show a video hosted on a different website and play it wherever the code is placed. (Not as hard as it sounds, I promise!)

RE/MAX Alliance

SESSION 10: SOCIAL MEDIA & WEBSITE DEVELOPMENT

SESSION 10 HOMEWORK & ACTION STEPS A list of homework from the session we want completed prior to our next meeting.

Don’t forget to check out the additional resources for this session in The Vault.

RE/MAX Alliance

SESSION 10: SOCIAL MEDIA & WEBSITE DEVELOPMENT

NOTES

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SESSION 11 NEGOTIATING OVERVIEW

SESSION 11: NEGOTIATING OVERVIEW

MEETING DATE & TIME: Homework Review How did we do on the items assigned? Review and answer questions.

NEGOTIATING ATTRIBUTES One of the most important skills professional real estate agents possess is the skill to negotiate. This will help you retain higher commissions, get more transactions, and do a far better job for your clients. Let’s first look at the attributes professional negotiators have.

1. REMAINS EMOTIONALLY ROCK SOLID. Your clients do not need a partner riding the

emotional rollercoaster with them, they need a professional who will keep them grounded and focused on the end goal. Think of yourself as the eye of the hurricane. Your clients will thank you for keeping a cool head during a stressful transaction.

2. PROVIDES A 360-DEGREE PERSPECTIVE. It is easy to get so focused on the little details of a transaction that you lose sight of the big picture. So many transactions fail because of a small item, and the agent never helped the client realize it was all over a $7 per month issue.

3. KEEPS THEIR EYE ON THE PRIZE. If you do a good job collecting your clients motivating

factors at the start of their transaction, it gives you something to bring them back to when they are riding the emotional rollercoaster. Sometimes when things start to get stressful, it is very helpful to pull them back to the 20,000 foot view and remind them of why they are moving.

4. ALLOWS THE PROCESS TO UNFOLD. Sometimes just waiting and not immediately

reacting allows things to work themselves out. You may find that not immediately offering solutions at your expense gets more favorable terms in the long run.

5. STAYS RELATIONALLY CONNECTED. Doing a pop-by, lunch, or coffee during a transaction is a great way to keep the relationship strong. Let your clients know you care about them and not just about the transaction.

6. CONSTANTLY SEEKS COMMON GROUND. Reminding your clients of all the points you

have already agreed on helps them see just how much of the bridge to where you want to be is already built. Do not let your transaction fall apart when you are 99% of the way there because your client feels there is just too far to go.

7. ALWAYS WILLING TO WALK AWAY. Talk to your buyers and sellers about the importance of

retaining the ability to walk away from a transaction right up front. When your buyer falls in love with the home up front, they tie your hands as a negotiator. Tell them they can’t fall in love with the property until you hand them the keys.

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SEVEN TYPES OF NEGOTIATORS It is important to understand the different types of negotiators.

1. THE PEOPLE PLEASER. People pleasers want everyone to be happy. Many

agents are natural people pleasers. Unfortunately, people pleasers sometimes struggle with negotiating and will give up the world to make everyone happy. When your client is a people pleaser, it is your job to make sure they don’t give up too much. People pleasers want to be fair, so letting them know your negotiating is still fair will help them feel good about the process. Whereas the best approach to negotiating against a people pleaser is to make them feel they are being unfair.

2. THE KING OF THE HILL. A king of the hill needs to win. They are uncomfortable with a deal unless they feel they have gotten everything on the table.

When working with a king of the hill it is important to build in throw away items. Be sure to point out all the negotiating items you have won on so they feel good about the transaction. When working against a king of the hill it is important to add concession points or throw-away items you can concede to make them feel like they won, while getting all the important items for your client.

3. EARNEST AND HONEST. Earnest and honest is just that. Their “yes” is their “yes” and their “no” is their “no”.

When working with an earnest and honest, it is helpful to let the other agent know this is your client’s negotiation style. That this is truly your best offer up front. When working against an earnest and honest, know that techniques like splitting the difference, start high and negotiating down, and strong arming are probably just going to lose the deal.

4. LINEAR LOGICAL. These folks need information to make decisions. When a linear

logical is having trouble making a decision, it is because they don’t have enough data points to be comfortable. Whether working with or against a linear logical, always supply them with as much information as possible when answering questions or concerns.

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SEVEN TYPES OF NEGOTIATORS CONT... 5. EMOTIONAL PING-PONG. Everyone experiences an emotional roller coaster when

purchasing or selling a home. But no one compares to the emotional ping-pong. They experience extreme highs and lows during a transaction. Over the moon with joy when they get an accepted contract and completely devastated when inspection items come up. When working with emotional ping-pongs be sure to remain emotionally rock solid. They do not need their agent freaking out with them, they need a professional to calmly guide them towards their goals. Emotional ping-pongs really need to hear the magic phrases of negotiating covered later in this session.

6. THE EXPEDITOR. The expeditor wants the deal done yesterday so they can move on. They always have lots to do and once they make a decision, they are ready to be off to the next thing. When working with an expeditor you always want them to feel the transaction is moving forward and the details are handled. When working against an expeditor, slowing down the transaction will get you everything you want. Just don’t stop the progress or they are off to the next one.

7. THE ROCKING CHAIR. Picture grandpa on the front porch, lemonade in hand, watching the grass grow. He is in no hurry and won’t be hurried.

Trying to move the transaction along too fast will make the rocking chair feel rushed and uncomfortable. They want you to move at their pace. Always take your time with this type and allow extra time for each of your appointments. They want to be heard and understood.

N EGOT IAT ING Not everyone can be boxed up into one of these seven styles: some have traits of two or more. It is important to be proactive in trying to understand the style of who you are negotiating with. You want to avoid losing a transaction because of a clash of personalities. You will probably notice some of these are commonly matched together, like the earnest and honest and the rocking chair. Or the expeditor and the king of the hill. Take time to really get to know who you are negotiating with. These styles clash with each other as well. If you are a rocking chair you are going to drive the expeditor crazy. The king of the hill has trouble winning against the earnest and honest, and none of them have the patience for the linear logical. Take some time with your mentor to go over each of these styles, how they work for and against each other, and what style you can take on to negotiate against each. For example, how could you use the rocking chair style to win against the expeditor? RE/MAX Alliance

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SEVEN TYPES OF NEGOTIATORS CONT... Lastly, let’s talk about some phrases that will help you during your negotiations.

1. “I UNDERSTAND” Most people want you to understand where they are coming from. 2. “SO WHAT I’M HEARING YOU SAY IS” Mirroring back what the other party just told you is a critical communication skill and important to avoiding misunderstandings.

3. “IT’S A FAIR OFFER” Most folks don’t want to be unfair or be treated unfairly. This

phrase helps set people’s minds at ease that no one is trying to take advantage of them.

4. “THAT’S NOT UNUSUAL” People usually don’t know how a real estate transaction is supposed to go. This helps tell them that things are moving in an expected direction.

5. “THIS SOUNDS REASONABLE” Again, back to fairness. People want to be fair and reasonable.

6. “I WANT TO MAKE SURE YOU’RE COMFORTABLE” Connects with people on an emotional level. Shows you have their interest first.

7. “I SEE WHERE YOU’RE COMING FROM” Makes people feel understood. They want you to understand their side.

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SESSION 11 HOMEWORK & ACTION STEPS A list of homework from the session we want completed prior to our next meeting.

Don’t forget to check out the additional resources for this session in The Vault.

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MEETING DATE & TIME: Homework Review How did we do on the items assigned? Review and answer questions.

GETTING INVOLVED Real Estate is a face-to-face business. People do business with who they are in flow with. The more people you are in flow with, the more opportunities you will have. One of the best pieces of advice we can offer is to always be genuine. People can always perceive your motives. If you join an organization just to get real estate leads, people you meet will always see that motive. That’s not bad if you’re joining a leads group or business networking group, but when joining a service club or other similar organization, make sure your interests align with their purpose. Business will come as you meet new people in an organic, natural way. It just takes patience.

LET’S E X PLO R E A FEW O PPORTUNITIES TO GET INVO LV ED • Leads and Networking Groups

• Social Events

• Community Outreach

• Board of REALTORS®

• Church/Temple

• Business Coaching and Events

• Service Clubs

• Going Abroad RE/MAX Alliance

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GETTING INVOLVED CONT... LEADS GROUPS

Joining a local leads group is a great way to meet other business owners and professionals looking to grow their businesses. BNI (Business Networks International), La Tip, and groups sponsored by your local Chamber of Commerce are great places to get started. If you can’t find an available group, start one. Most allow new groups and have great resources to help you grow. Or just start your own at a coffee shop or restaurant and invite the business owners, managers and service providers you know.

COMMUNITY OUTREACH

Virtually every community in the country has some type of charity initiatives, from soup kitchens to food banks, or even helping to fix up the neighborhood. Community outreach volunteering can be personally rewarding on many levels, creates hundreds of new personal contacts, and helps to raise the value of the community.

CHURCH/TEMPLE

If you currently belong to a church or temple, get involved and help out. Just being present and helpful in an organization you are already enjoying with other members inevitably results in transactions as you get to know more people. But be careful to be reactive to real estate inquiries. It is viewed as pushy when you start talking real estate unless asked first. It is good to step out of your current surroundings by saying something like “let me put on my real estate hat for a moment to answer that” and try to make an appointment for lunch or coffee to go into more detail.

SERVICE CLUBS

You may want to consider joining a local service club. Find a service club whose purpose aligns with your passion to make an impact. There are service clubs who focus on underprivileged children, education, and other areas of community impact. The difference between service clubs and the community outreach is service clubs usually have regular meetings and dues.

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GETTING INVOLVED CONT... SOCIAL EVENTS

Who doesn’t think partying your way to the top is a great way to go? Just get out and enjoy some time with your friends. Always be interested in meeting new people and spend some time getting to know them. Usually the topic gets around to what you do for a living and everyone wants to talk about real estate. Look for chances to get together for a neighborhood game night, FAC with some friends, or invite a group over for dinner. The more you are out and about, the more people you meet.

BOARD OF REALTORS®

Not an area you are going to find a ton of leads, but you sure learn a ton. The Board of REALTORS® always has opportunities to get involved, help out our industry, and learn what makes our industry tick.

BUSINESS COACHING AND EVENTS

There is always some place to hide out from the office and pay money to do so. There are national events to attend where you can learn and grow, and the network opportunities are amazing. Look for a conference to attend as far away as possible. When you attend an event in Vancouver or Orlando, you will probably be one of the only agents from Colorado there. Utilize every break to meet as many agents as possible. Don’t go right back to the hotel after the day, but get together with a group for dinner. Bring 100 or more cards and make it a goal to hand out every one of them. As you get cards in return, create a network of out-of-state agents for referrals. Touch base with this network quarterly and you will quickly start receiving incoming referrals to work with.

HEAD ABROAD

There are thousands of opportunities for volunteering overseas, from helping construct communities to digging wells or handing out medical supplies. This can be a life-changing experience that does immense good for others while giving you the chance to meet likeminded individuals, find a new spark of creativity and innovation, and potentially even discover new real estate investing opportunities abroad. Plus, these new life-long friends can be introduced to the network of nationwide agents you created at your events for potential referral income.

No matter what you decide to do, just remember this will always be a face-to-face, voice-to-voice business that requires you to get out there and meet new people. Real Estate is a contact sport.

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WHAT NOW? There are additional modules in the Vault to direct your training forward. Create a plan with your mentor to cover the information that interests you the most. Take some time to plan out the rest of your journey together. Additional Notes

Don’t forget to check out the additional resources for this session in The Vault.

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SIX CONVENIENT NORTHERN COLORADO OFFICES

Fort Collins Downtown

Fort Collins South

970-482-1781

970-226-3990

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125 S. Howes St, Suite 120 Fort Collins, CO 80521

Loveland

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970-593-0999

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Greeley

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Wellington 970-330-5000

970-206-8343

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4006 Cleveland Ave, PO Box 157 Wellington, CO 80549