Thank you for inquiring about our Real Estate Coaching Program Attached you will find the following information • General Outline and Objectives for our Real Estate Coaching Program • What’s Involved in our Short Sale Coaching • Bios For Your Coaches • Coaching Contract Our goal is to provide complete and comprehensive training and coaching on all aspects of your real estate business with an emphasis on short sale transactions. We feel that a well-rounded program will not only benefit you in this ever-changing market but will create a strong foundation for your real estate business to thrive – no matter the market is. If you are interested in joining us in this journey of discovery and growth we would love to hear from you and we can discuss next steps… Here’s to your continued success Vanessa & Dave Contact Info Vanessa – 714 351 5013 shortsalepropertypro@gmail.com Dave – 562 714 3311 davekerlin@gmail.com
General Outline and Objectives for Real Estate Coaching Program Initial Interview – Create a foundation for a client /coach relationship. Discuss client needs and expectations as well as communicate to the client what they can expect from coaching. Objective – To outline the program, answer questions, and determine if client and coach goals and expectations are in alignment. Real Estate Business Plan – A successful real estate business starts with a plan. Having a target and specific goals are important to building a productive, profitable real estate business. Objective – Work together to put together a real estate business plan that consists of specific goals and the specific activities necessary to reach those goals. Prospecting/ Lead Generation – Lead generation is critical to success in real estate. There are many areas of lead generation that an agent can focus on such as contacting expired listings, direct mail, farming, open houses, door- knocking, etc. Objective – To assist agents in deciding which areas of lead generation they would like to focus on and then teach them the skills needed to become effective in those specific areas. Help the agent create a pipeline of business to eliminate the highs and lows that come from not having enough customers. Lead Follow-Up – Lead follow-up is the next step after prospecting and is the key to converting leads into appointments. Lead Generation > Lead Follow-Up > Appointments > Listings / Sales. This is the simple progression that then leads to more listings and sales. Being consistent with lead follow up and having an efficient system to follow up is the difference between having an empty or full pipeline. Lead follow up systems can range from very simple handwritten systems to more complex computer lead management systems Objective – To assist agents in choosing, and/or designing and implementing a lead follow-up system that is specific to their business needs. In addition, the objective is to increase consistency which increases the agent’s number of face to face, scheduled appointments. More appointments = more transactions and commissions. Systems, Organization, & Time Management – Having effective systems, and being organized are critical if an agent is going to sell real estate at a high level and still maintain a good quality of life in other areas. Objective – Provide agents with knowledge of critical systems, tools and organizational skills necessary to produce sales at a high level. Being organized, using the right tools, and learning the skills for managing time effectively lead to a productive real estate business.
Working with Sellers (Listing Property) – One of the keys to being a successful realtor and maintaining a good quality of life is to become skilled at listing property and working with sellers. Listing agents are able to leverage their time and therefore handle more transactions effectively than agents who focus on working with buyers. Objective – Provide agents with the knowledge, tools and scripts to become skilled at listing property. Listing skills translate into more listings. More good listings translate into more transactions and commissions. Working with Short Sales & REO’s – No real estate business will grow without acknowledging the short sale and REO market. Whether you are working with buyers and/or sellers you need to understand each of these specific types of transactions that make up a majority of today’s real estate business. ObjectiveTo teach the specific skills needed to work in the Distressed Real Estate market. In both short sales and REO’s, creating the right expectations will keep both buyers and sellers committed to the transaction. Working with Buyers – Buyers are an important source of transactions in your business but can be an inefficient use of time if not handled correctly. It’s important to develop a system for working with buyers to maintain greater control over time use in your business. Objective – Help agents design a system for working with buyers. Provide effective scripts, tools, and presentation materials for dealing with buyers and buyer appointments. Help agents qualify buyers. Scripts & Dialogues – Learning how to communicate effectively with prospects, buyers, and sellers is critical to becoming a successful realtor. Working with scripts and dialogues will improve communication skills and get better results. Knowing what to say is power when it comes to selling real estate. ObjectiveTo provide agents with scripts & dialogues for maximizing results when working with both buyers and sellers. To use role-playing and live situations to demonstrate the effectiveness of these tools and to encourage agents to master the language of selling. Marketing - The right marketing piece or idea can change an agent’s business. Knowing “how to” and “who to” market to has never been more important than in this ever-changing real estate environment. It’s important and completely possible to be effective without spending thousands of dollars. ObjectiveTo assist you in developing creative marketing campaigns that focus on specific markets and goals for your business. Help YOU develop a brand for your real estate business.
Technology - In today’s world no real estate business can grow without the use of technology. From the Web to Social Networking, sellers and buyers expect their agents to understand and be proficient in these skills Objective – To educate agents regarding the use of technology in real estate and the methods of implementation that can enhance their business and expand their out- reach for new buyers and sellers. Teach methods for using technology to market online. Building Your Team - It’s important to have the right players on an agent’s team, both inside and outside the office. Outside - how do you find the right lender, the right title company? Inside – the right assistant, transaction coordinator? Knowing when and how to expand, especially in this everchanging market, is critical to personal success as a realtor. Objective To provide systems that can be easily duplicated if an agent chooses to build a team. Also to provide great interview questions to help identify the RIGHT people for their team Developing and Maintaining a Strong Real Estate Mindset – For an agent to be successful, they must deal with the ups, downs, and mental highs and lows that are part of dealing with people and closing real estate transactions. Prospecting causes agents to experience rejection which can derail efforts and inhibit an agent from taking consistent action. Creating and keeping the right mindset and positive outlook is critical to an agent’s success. Objective – To help agents with ideas and materials for creating a positive mindset, and also a plan for maintaining a productive attitude. With the right guidance, having a strong real estate mindset is completely within an agents control if they have a plan and understand the process. Assist agents in continuing their education regarding their real estate business – Having a real estate license doesn’t qualify an agent as a true real estate professional. To do the best job and serve clients in the best way possible requires an agent to continue to learn and seek knowledge about how to become a better realtor. Objective – To encourage agents to keep learning and provide ideas and resources for continuing education. True real estate professionals are learning based and continue to seek knowledge and ways to get better at what they do. Education is critical when it comes to providing the best service to customers.
Short Sale Coaching – What’s Involved Organization Pre-Listing - Qualify the Seller Listing – Preparing the Short Sale Disclosures – Protect Your License Accepted Offer – Seller/Buyer Commitment Short Sale Package – Submit/Negotiate Approvals – Get the Seller’s Auth to close Current Transactions – What you have in the pipeline New Transactions – Qualify before Listing Prospecting – Creating new business Lead Generation Homeowners Seminars – community events Creating a Team – Expanding your business Processing – Transaction Management System Negotiating Closing
Milestones for each short sale Seller Qualifications Listing Docs Accepted Offer Est HUD/SS Package Short Sale Approval
Who Are Your Coaches… Vanessa Liddell, coach and consultant in the real estate industry specializes in short sales and working with distressed homeowners. Most recently, Vanessa was featured as a guest panelist discussing the new HAFA program at California Association of Realtors SWAT programs which reached over 2,000 California agents held in eight cities across the state. She continues her work with C.A.R. as an instructor for the “Distressed Property” program as well as “Navigating Through the Mortgage Process”, a newly formed class created with the assistance of Freddie Mac and Citibank. Vanessa is also the author and presenter of her own 4 hour HAFA Workshop – which she is teaching in California to offices, real estate association and boards. Vanessa’s information on distressed properties and working within the short sale world comes from an extensive background within the title and escrow industry spanning more than 25 years. Before short sales were even a household word – Vanessa developed and managed a short sale processing company where over 600 short sales were processed with contacts to more than 100 lenders. After leaving her short sale company, Vanessa began traveling and teaching for the Distressed Property Institute in Austin, TX. After training over 7000 agents nationwide in the CDPE program – Vanessa holds the distinction of being one of DPI’s Master Instructors. Leaving the position in 2010 she moved back to California to continue her work with homeowners and agents. Currently Vanessa is working on several exciting projects including developing a national informational radio show where homeowners and investors, buyer and sellers and real estate professionals can get information and resources that will help them navigate this ever changing market. She is also preparing a special HAFA presentation for the California Association of Community Managers National conference scheduled in Anaheim, CA in July. Vanessa resides in Orange County California close to her 2 daughters, Ashley & Morgan, her son-in law Anthony and the new love of her life, her one year old grandson, Cove.
Dave Kerlin has been active in the real estate business as an agent, manager, owner, coach, and trainer for over 25 years in Southern California. Now working as a coach and trainer for real estate agents, Dave has developed programs to help agents improve their sales production whether they're a new licensee just getting started, or an experienced agent who wants more control of their business and more consistent commissions. Starting in the early 1980s as an agent in Huntington Beach, CA, Dave has sold and closed hundreds of transactions working with both buyers and sellers. Having worked with several companies, Dave knows real estate in Southern California and knows how to generate listings and sales regardless of the market conditions. As a real estate coach and consultant, Dave knows how to help agents create a plan to take their real estate business to whatever level they choose. Highly experienced in all areas of selling residential real estate, Dave has also trained with the top trainers in the industry over his career. Whether an agent needs to learn more effective scripts and dialogues, create a strong a listing presentation, or develop the proper mindset to deal with the challenges of being a top producing realtor, Dave has the knowledge and resources to help real estate salespeople get control of their business and generate more listings and sales. Specializing in providing "hands on" training in lead generation techniques such as door knocking, contacting For Sale By Owners, and Expired listings, Dave goes the extra mile as a coach, mentor, and trainer. Rather than just "tell you" how to prospect and generate leads and qualified prospects, Dave "shows you" how it's done thru private "in-the-field" training. This helps minimize the learning curve and gets you effectively prospecting and generating new leads and clients right away. Dave knows what you need to DO (and learn) to earn more money in real estate, and focuses on helping you develop the prospecting skills, presentation skills, communication skills and habits, that when applied, generate positive results.
Contract for Real Estate Coaching Services This contract for Real Estate Coaching services dated ___________________________ between Vanessa Liddell & Dave Kerlin (coaches) and _________________________________________________(client) Shall be for coaching services relating to enhancing client’s current Real Estate business Services shall include:
1) initial assessment of current processes, systems and procedures relating to agent’s real estate business 2) ½ hour weekly consultation for status of current business and evaluation of potential new business efforts 3) Ability to email or call coaches for assistance/questions (24 hour window for response) between weekly update calls Compensation for coaching services shall be in the amount of $250.00 per month paid by client in advance of the month in which coaching will occur. Funds to be payable in either cash or check made payable as follows: Vanessa Liddell Mailing Address 2723 N. Bourbon Street Orange, Ca 92865 Term of this contract is month-to-month and can be terminated by either party with 30 days notice. Coaches may provide materials, procedures and possible technology to meet clients needs based on coach’s assessment. All materials, etc provided to client shall become property of client for their exclusive use and implementation. Any materials, etc., provided to client shall not be distributed or duplicated without coaches’ express approval. All parties herein shall agree to be bound by terms as contained herein Date: ____________________________ Vanessa Liddell ____________________________ Dave Kerlin
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