Provided By Realty Times
When we look at our complete value and the process of representing buyers' interests, the service of a professional real estate agent carries a high level of value. If you can quantify the value the client receives, you can sell your services more effectively and easily. At Real Estate Champions, we have been able to chart out the value of the services that buyers receive for most real estate agents. We have charted this out in terms of percentage of sales price.
Buyer Services and Value
Process Knowledge / Counsel --- 1/2 %
Market Knowledge -- 1/2 %
Needs Assessment -- 1/2 %
Selection Assistance -- 1/2 %
Correct Contract Writing -- 1 %
Presenting Favorably -- 1 – 2 %
Negotiation / Representation -- 1 – 2 %
Financing Assistance -- 1 %
Closing Processing -- 1 %
Follow-Up Communication -- 1%
TOTAL -- 7 – 9%
"You will receive easily 7% to 9% of the sales price in valuable service from me. The best part is you receive all this, and it costs you really nothing. Isn't that great?
The seller actually pays the fee through the transaction costs. All the services that you receive from me are covered through the transaction. So you get someone with knowledge, assessment skill, selection assistance, proper contract preparation, presenting and negotiating, financial counsel, management and orchestration and after sale service for free!! The only thing I ask is for is an exchange of your commitment, which we will talk about in a few minutes. Okay? Does this sound like the services you are looking for? Does what we have gone over thus far make sense? Do you have any questions?”
While most agents' conversations center on the home the client wants to buy, the Champion Agent doesn't talk about that subject until after this stage of the presentation or later. Once enough value and differential for you and your services has been established, you have two options: continue down the agenda to completion or work to close them right now on the Buyer's Agency Contract.
I have many clients who, after they have built the value for their services, discuss the exchange of commitments necessary for them to continue working with this prospect. Either approach is correct, based on the current prospect and your individual style of sales. But you must establish yourself and your value to the buyer first.
Thursday, May 31, 2012
Tuesday, May 29, 2012
The Stuff Legends Are Made Of!
Provided By KW Blog
What are the makings of a legend?
Is it vision, strategy or innovation? Is it charisma, ambition or will? And do you become a legend on purpose? Or is it an organic occurrence?
History tells us it’s all of those things. A person becomes legendary because they are remarkable over and over again. They achieve great things despite odds and become synonymous with a certain level of innovation and ambition.
Similarly, a company becomes legendary when the people who choose to be in business with them believe in the vision and achieve their own dreams through that shared belief. They share in setbacks, successes, innovations and decisions and collectively move forward because of that collaboration. There are of course, various moments in history that illustrate this point.
A lesson in legend lore
In the book Great by Choice author Jim Collins
outlines two explorers who sought to be the first in history to reach the South
Pole. If you’ve read the book or heard the story, you know that one explorer
Roald Amundsen was the first to get there by researching Eskimos, bringing along
the right amount of time-test equipment and by taking his team 20 miles forward
every day no matter the conditions. Robert Falcon Scott, on the other hand made
the trek in quantum leaps on days when conditions were favorable, relied on
untested equipment and “ran everything dangerously close to calculation.”
You can probably guess who made it to the South Pole first with all his men: Amundsen. Scott made it to only to find that he had been beat. He was found eight months later, frozen, just ten miles from their depot.
The moral of the story: Different behaviors cause drastically different outcomes.
Winning Behavior
We’re a resilient and competitive industry and we thrive because of it. We experience successions of successes and a slew of setbacks and there are those that are achieving great things despite odds and gaining positive momentum in a market full of obstacles. They behave like winners.
Every year, we find out who those winners are through industry-wide rankings such as the recently released REALTrends 500 Report. The findings are confirmation that our business practices are getting result and rank us accordingly. And well, let’s face it, we like to win.
We also start to see the same people show up on the list. Can we call them legends? Maybe not yet. But they are certainly on their way to earning that acclaim.
It’s exciting to see who comes out on top, who doesn’t and where we all stand. Keller Williams Realty was thrilled to see our brokerages sweep 11 categories which Inman News detailed in a recent article on their Website.
From Inman News:
Is it vision, strategy or innovation? Is it charisma, ambition or will? And do you become a legend on purpose? Or is it an organic occurrence?
History tells us it’s all of those things. A person becomes legendary because they are remarkable over and over again. They achieve great things despite odds and become synonymous with a certain level of innovation and ambition.
Similarly, a company becomes legendary when the people who choose to be in business with them believe in the vision and achieve their own dreams through that shared belief. They share in setbacks, successes, innovations and decisions and collectively move forward because of that collaboration. There are of course, various moments in history that illustrate this point.
A lesson in legend lore
In the book Great by Choice author Jim Collins
outlines two explorers who sought to be the first in history to reach the South
Pole. If you’ve read the book or heard the story, you know that one explorer
Roald Amundsen was the first to get there by researching Eskimos, bringing along
the right amount of time-test equipment and by taking his team 20 miles forward
every day no matter the conditions. Robert Falcon Scott, on the other hand made
the trek in quantum leaps on days when conditions were favorable, relied on
untested equipment and “ran everything dangerously close to calculation.”You can probably guess who made it to the South Pole first with all his men: Amundsen. Scott made it to only to find that he had been beat. He was found eight months later, frozen, just ten miles from their depot.
The moral of the story: Different behaviors cause drastically different outcomes.
Winning Behavior
We’re a resilient and competitive industry and we thrive because of it. We experience successions of successes and a slew of setbacks and there are those that are achieving great things despite odds and gaining positive momentum in a market full of obstacles. They behave like winners.
Every year, we find out who those winners are through industry-wide rankings such as the recently released REALTrends 500 Report. The findings are confirmation that our business practices are getting result and rank us accordingly. And well, let’s face it, we like to win.
We also start to see the same people show up on the list. Can we call them legends? Maybe not yet. But they are certainly on their way to earning that acclaim.
It’s exciting to see who comes out on top, who doesn’t and where we all stand. Keller Williams Realty was thrilled to see our brokerages sweep 11 categories which Inman News detailed in a recent article on their Website.
From Inman News:
“When considering productivity per office, however, Keller Williams
brokerages took the lead. Of the top 50 firms with the most transaction sides per office, Keller Williams accounted for 28
and Re/Max brokerages accounted for 15. In terms of sales volume per office, Keller Williams accounted for 27 of
the top 50 firms while Re/Max accounted for 12.
This year, Real Trends also ranked the top 50 firms with the largest
increases in closed transaction sides and sales volume. Keller Williams dominated the top 50 firms
ranked by increase in number of transaction sides from 2010 to 2011, accounting
for 19 of the 50. Re/Max accounted for seven, while firms affiliated with
Prudential accounted for five.
Keller Williams also made up more than two-thirds, 34, of the top 50 firms with the highest percentage increase in transaction sides from 2010 to 2011. Re/Max accounted for eight.
Keller Williams accounted for 20 of the 50 firms with the highest dollar increase in sales volume in 2011, followed distantly by those affiliated with Prudential and Sotheby’s International Realty, which each accounted for four.
Keller Williams also accounted for 28 of the 50 firms with the highest percentage increase in sales volume, followed by Re/Max at seven.
Also new this year, Real Trends ranked the top 50 firms with the largest increases in transaction sides and sales volume from 2007 to 2011. By transaction count, Keller Williams accounted for 16 of the top 50 firms in that time period, while Re/Max and Prudential each accounted for seven. By percentage rise in transaction sides, Keller Williams accounted for 31 of the top 50 firms, followed by Prudential and Re/Max at four each.
By rise in sales volume dollar count during that five-year period, Keller Williams made up just over half the list of top 50 firms at 26. Re/Max accounted for four. By percentage rise in sales volume, Keller Williams also dominated, accounting for 31 of 50 firms, followed by Re/Max at four.
Keller Williams’ lead in sales volume is partially, but not completely, due to high average sales prices in the areas in which it does business. Of the top 50 firms with the highest average sales price in 2011, Keller Williams accounted for 11, while luxury franchisor Sotheby’s International Realty accounted for 15. Re/Max accounted for four. The bulk of the rest was made up of independent, nonfranchised firms.”
Our congratulations to everyone who made the list. We are especially proud of our Keller Williams associates who continue to outpace the competition, earn more business and secure a better future for their families.
Keller Williams also made up more than two-thirds, 34, of the top 50 firms with the highest percentage increase in transaction sides from 2010 to 2011. Re/Max accounted for eight.
Keller Williams accounted for 20 of the 50 firms with the highest dollar increase in sales volume in 2011, followed distantly by those affiliated with Prudential and Sotheby’s International Realty, which each accounted for four.
Keller Williams also accounted for 28 of the 50 firms with the highest percentage increase in sales volume, followed by Re/Max at seven.
Also new this year, Real Trends ranked the top 50 firms with the largest increases in transaction sides and sales volume from 2007 to 2011. By transaction count, Keller Williams accounted for 16 of the top 50 firms in that time period, while Re/Max and Prudential each accounted for seven. By percentage rise in transaction sides, Keller Williams accounted for 31 of the top 50 firms, followed by Prudential and Re/Max at four each.
By rise in sales volume dollar count during that five-year period, Keller Williams made up just over half the list of top 50 firms at 26. Re/Max accounted for four. By percentage rise in sales volume, Keller Williams also dominated, accounting for 31 of 50 firms, followed by Re/Max at four.
Keller Williams’ lead in sales volume is partially, but not completely, due to high average sales prices in the areas in which it does business. Of the top 50 firms with the highest average sales price in 2011, Keller Williams accounted for 11, while luxury franchisor Sotheby’s International Realty accounted for 15. Re/Max accounted for four. The bulk of the rest was made up of independent, nonfranchised firms.”
Our congratulations to everyone who made the list. We are especially proud of our Keller Williams associates who continue to outpace the competition, earn more business and secure a better future for their families.
Thursday, May 24, 2012
CAR Opposes Foreclosure "Reforms"
Provided By Realty Times
Why would the California Association of Realtors® (CAR) oppose a package of state legislative proposals that are designed to reform the foreclosure process? As we shall see, a good deal depends on what you think counts as reform.
This past week Realtors® from around California meet in the capital city of Sacramento for CAR's annual "Legislative Day." After a morning address by Governor Brown, members received a thorough briefing from CAR's team of legislative advocates (lobbyists). Then the Realtors® headed over to the capitol building where they would go – often in groups of a dozen or more – to their respective senator's and assembly member's offices to talk with them about CAR's legislative issues. With more than a thousand Realtors® moving purposefully through the halls of the Capitol, they constituted a formidable presence.
In other years a typical Legislative Day agenda would call for the Realtors® to be advocating on a variety of issues. They might be supporting or opposing bills on matters ranging from landlord-tenant law and homeowner associations to disclosure requirements and mortgage issues.
This year, though, the effort was much more single-focused. It was concentrated on a legislative package brought forward by California's Attorney General (AG), Kamala Harris. Ms. Harris has sought both to codify and build upon concessions won in a recent settlement between the major banks and 49 of the states. The states had sued over a variety of alleged mortgage and foreclosure abuses.
While CAR has applauded that settlement in general, it opposes the efforts of the AG to expand the settlement's terms into general law. A prepared statement that Realtors® left in their legislators' offices said, "C.A.R. opposes these measures because they will further delay the housing recovery by: creating a disincentive for lenders to lend money; increasing the cost of loans; and allowing strategic defaulters and investors to abuse the foreclosure process."
Some of the measures were aimed at the practice that has become known as "robosigning" where lender employees were processing, and signing, literally hundreds of documents a day – vastly more than could actually have been examined and verified. The legislative proposal, however, has the strong potential for causing more harm than good. First, it would define as a "robosigned" foreclosure document one that included any errors. There would be a fine up to $10,000 for recording such an erroneous document. Moreover, a loan servicer who recorded a Notice of Default would be required to personally certify the chain of ownership of the mortgage. In most cases, this would simply be impossible.
Another part of the proposals seeks to lock into California law the current Federal requirement that a tenant in a foreclosed property must be given at least a 90 day notice for eviction. But, where current law has a requirement that the tenancy be bona fide, that safeguard is removed in the California proposal. This creates endless opportunities for gaming the system.
Similar legislation was recently adopted in Nevada. It has practically shut down the foreclosure "pipeline" there. While some might cheer that result, it doesn't take a wealth of foresight to realize that there is a serious downside to throwing a monkey wrench into the system. It just creates a whole series of new problems.
While no one may be happy about all the foreclosures that have taken place, CAR recognizes that it is a legitimate process that over the years has been pretty carefully refined. Draconian measures such as those proposed would clearly keep properties off the market that are legitimately in foreclosure. Moreover, by virtually removing the threat of foreclosure, the proposals would erode the incentive for short sales as well. All of that just prolongs the problems.
Why would the California Association of Realtors® (CAR) oppose a package of state legislative proposals that are designed to reform the foreclosure process? As we shall see, a good deal depends on what you think counts as reform.
This past week Realtors® from around California meet in the capital city of Sacramento for CAR's annual "Legislative Day." After a morning address by Governor Brown, members received a thorough briefing from CAR's team of legislative advocates (lobbyists). Then the Realtors® headed over to the capitol building where they would go – often in groups of a dozen or more – to their respective senator's and assembly member's offices to talk with them about CAR's legislative issues. With more than a thousand Realtors® moving purposefully through the halls of the Capitol, they constituted a formidable presence.
In other years a typical Legislative Day agenda would call for the Realtors® to be advocating on a variety of issues. They might be supporting or opposing bills on matters ranging from landlord-tenant law and homeowner associations to disclosure requirements and mortgage issues.
This year, though, the effort was much more single-focused. It was concentrated on a legislative package brought forward by California's Attorney General (AG), Kamala Harris. Ms. Harris has sought both to codify and build upon concessions won in a recent settlement between the major banks and 49 of the states. The states had sued over a variety of alleged mortgage and foreclosure abuses.
While CAR has applauded that settlement in general, it opposes the efforts of the AG to expand the settlement's terms into general law. A prepared statement that Realtors® left in their legislators' offices said, "C.A.R. opposes these measures because they will further delay the housing recovery by: creating a disincentive for lenders to lend money; increasing the cost of loans; and allowing strategic defaulters and investors to abuse the foreclosure process."
Some of the measures were aimed at the practice that has become known as "robosigning" where lender employees were processing, and signing, literally hundreds of documents a day – vastly more than could actually have been examined and verified. The legislative proposal, however, has the strong potential for causing more harm than good. First, it would define as a "robosigned" foreclosure document one that included any errors. There would be a fine up to $10,000 for recording such an erroneous document. Moreover, a loan servicer who recorded a Notice of Default would be required to personally certify the chain of ownership of the mortgage. In most cases, this would simply be impossible.
Another part of the proposals seeks to lock into California law the current Federal requirement that a tenant in a foreclosed property must be given at least a 90 day notice for eviction. But, where current law has a requirement that the tenancy be bona fide, that safeguard is removed in the California proposal. This creates endless opportunities for gaming the system.
Similar legislation was recently adopted in Nevada. It has practically shut down the foreclosure "pipeline" there. While some might cheer that result, it doesn't take a wealth of foresight to realize that there is a serious downside to throwing a monkey wrench into the system. It just creates a whole series of new problems.
While no one may be happy about all the foreclosures that have taken place, CAR recognizes that it is a legitimate process that over the years has been pretty carefully refined. Draconian measures such as those proposed would clearly keep properties off the market that are legitimately in foreclosure. Moreover, by virtually removing the threat of foreclosure, the proposals would erode the incentive for short sales as well. All of that just prolongs the problems.
Tuesday, May 22, 2012
Why Host an Open House?
Provided By Realty Times
Open houses are not the best vehicles for selling homes. So why do Real Estate Agents bother with them? For the following reason: Open houses are a great means for prospecting.
An open house provides a Real Estate Agent with a neighborhood storefront from which to do business for a day. Each time you host an open house, you set up shop in a client's home and open the doors to the opportunity to meet prospects, establish relationships, and expand your real estate clientele.
If your real estate business could benefit from an influx of Buyer or Seller prospects, start staging more open houses. You can hardly find a more effective way to generate leads face-to-face. And, as a bonus, occasionally your efforts will net a sale. Not a bad bonus for a solid prospecting tool.
Think of the open house as the REALTOR®'s equivalent to the retailer's "loss leader". It attracts people into your business. In the same way that a store manager offers milk at a discounted price in order to draw shoppers into the store, a Real Estate Agent invests time and money in an open house in order to build traffic, attract prospects, and cultivate sales of other products.
When I was selling real estate, I wasn't a big fan of open houses. I wanted to keep Fridays, Saturdays, and Sundays free, so I could take a scenic three-hour drive and enjoy the weekend with my family in our vacation home. Obviously, I couldn't have it both ways, so I opted out of open houses. But that was then, and this is now, and a lot has happened to change the way Real Estate Agents work. The impact of the Internet and the time-draining effects of dual-income families, have combined to put an all-new emphasis on the importance of open houses and why you should host them. They rarely lead directly to sales, but they present many other benefits.
A chance to meet potential clients face-to-face
The explosion of online real estate marketing and shopping activity has led to a dramatic drop in the number of phone-to-phone and face-to-face meetings between Real Estate Agents and their prospects. The open house provides a proven way to gain clear and easy real-time access to prospects that are ready to buy or sell homes.
In addition to the home shoppers who drop in, an open house provides the opportunity to meet neighbors and friends of the home's owners – all of whom may end up in the real estate Buyer or Seller market in the future. Take time to learn the needs, wants, time frame, and motivation behind each person's home-shopping experience. Form a connection. It's harder for someone to reject you as "just a salesperson" once they've met and visited with you.
A way to meet the needs of dual-income families
The ever-growing number of dual-income families has put leisure time at an absolute premium. Getting a prospect into your office is a feat. Yet motivated Buyers frequently attend open houses - on their own, as couples, or as families. When they do, you have the advantage of watching them react to a home. You can learn a lot by observing them in the house, noting the features that interest them, overhearing their concerns, and visually tracking their reactions. You also have the chance to visit with them, which is the beginning of turning a casual open house visit into a lasting business relationship.
A means of catering to the do-it-yourselfer's home buying needs
Over recent years, much of the U.S. has experienced a record low inventory of homes for sale. As a result, consumers are programmed to believe that finding a good home for sale is a tough task and that, when a good home comes on the market, it won't last long.
For that reason, more and more prospects have taken their home searches into their own hands in the following ways:
A high-touch opportunity in a high-tech world
One of the big challenges facing real estate Agents in today's wired world is learning the identities of their prospective clients. Home shoppers cruise and click their way around hundreds of real estate websites, requesting information via e-mail from scores of Agents without ever revealing more than an e-mail address.
As an Agent, you can you hit "reply" and respond with an e-mail response that provides the requested information, but it hardly allows you the chance to provide your professional counsel and to establish a personal relationship.
For one thing, it's almost impossible to distinguish yourself from other Agents via e-mail. For another, while e-mail allows you to communicate promptly, it does not let you determine the desire, need, ability, and buying authority of the prospect or to determine the prospect's motivation and time frame or to customize your advice to the prospect's unique situation.
That's where open houses come to your rescue. Open houses cut through the electronic interface and put you right in front of prospective Buyers and Sellers - from there you can distinguish yourself, define your prospect's interests, and begin the professional relationship that leads to real estate success.
Open houses are not the best vehicles for selling homes. So why do Real Estate Agents bother with them? For the following reason: Open houses are a great means for prospecting.
An open house provides a Real Estate Agent with a neighborhood storefront from which to do business for a day. Each time you host an open house, you set up shop in a client's home and open the doors to the opportunity to meet prospects, establish relationships, and expand your real estate clientele.
If your real estate business could benefit from an influx of Buyer or Seller prospects, start staging more open houses. You can hardly find a more effective way to generate leads face-to-face. And, as a bonus, occasionally your efforts will net a sale. Not a bad bonus for a solid prospecting tool.
Think of the open house as the REALTOR®'s equivalent to the retailer's "loss leader". It attracts people into your business. In the same way that a store manager offers milk at a discounted price in order to draw shoppers into the store, a Real Estate Agent invests time and money in an open house in order to build traffic, attract prospects, and cultivate sales of other products.
When I was selling real estate, I wasn't a big fan of open houses. I wanted to keep Fridays, Saturdays, and Sundays free, so I could take a scenic three-hour drive and enjoy the weekend with my family in our vacation home. Obviously, I couldn't have it both ways, so I opted out of open houses. But that was then, and this is now, and a lot has happened to change the way Real Estate Agents work. The impact of the Internet and the time-draining effects of dual-income families, have combined to put an all-new emphasis on the importance of open houses and why you should host them. They rarely lead directly to sales, but they present many other benefits.
A chance to meet potential clients face-to-face
The explosion of online real estate marketing and shopping activity has led to a dramatic drop in the number of phone-to-phone and face-to-face meetings between Real Estate Agents and their prospects. The open house provides a proven way to gain clear and easy real-time access to prospects that are ready to buy or sell homes.
In addition to the home shoppers who drop in, an open house provides the opportunity to meet neighbors and friends of the home's owners – all of whom may end up in the real estate Buyer or Seller market in the future. Take time to learn the needs, wants, time frame, and motivation behind each person's home-shopping experience. Form a connection. It's harder for someone to reject you as "just a salesperson" once they've met and visited with you.
A way to meet the needs of dual-income families
The ever-growing number of dual-income families has put leisure time at an absolute premium. Getting a prospect into your office is a feat. Yet motivated Buyers frequently attend open houses - on their own, as couples, or as families. When they do, you have the advantage of watching them react to a home. You can learn a lot by observing them in the house, noting the features that interest them, overhearing their concerns, and visually tracking their reactions. You also have the chance to visit with them, which is the beginning of turning a casual open house visit into a lasting business relationship.
A means of catering to the do-it-yourselfer's home buying needs
Over recent years, much of the U.S. has experienced a record low inventory of homes for sale. As a result, consumers are programmed to believe that finding a good home for sale is a tough task and that, when a good home comes on the market, it won't last long.
For that reason, more and more prospects have taken their home searches into their own hands in the following ways:
- They actively search out listings online.
- They aggressively shop the swelled ranks of homes for sale by owner, known as FSBOs.
- They spend their weekends doing home shopping "leg work".
- They attend open houses in droves.
- They're serious about finding a home for sale
- An Agent doesn't represent them
A high-touch opportunity in a high-tech world
One of the big challenges facing real estate Agents in today's wired world is learning the identities of their prospective clients. Home shoppers cruise and click their way around hundreds of real estate websites, requesting information via e-mail from scores of Agents without ever revealing more than an e-mail address.
As an Agent, you can you hit "reply" and respond with an e-mail response that provides the requested information, but it hardly allows you the chance to provide your professional counsel and to establish a personal relationship.
For one thing, it's almost impossible to distinguish yourself from other Agents via e-mail. For another, while e-mail allows you to communicate promptly, it does not let you determine the desire, need, ability, and buying authority of the prospect or to determine the prospect's motivation and time frame or to customize your advice to the prospect's unique situation.
That's where open houses come to your rescue. Open houses cut through the electronic interface and put you right in front of prospective Buyers and Sellers - from there you can distinguish yourself, define your prospect's interests, and begin the professional relationship that leads to real estate success.
Thursday, May 17, 2012
Dress for Success.. The Modern Way
Provided By Crackerjackagent.com
DRESS FOR SUCCESS… what does it mean? These days those three little words seem to cause more confusion than ever. Appropriate dress used to be determined by the industry or profession. Now it also varies from business to business. It’s up to each company to determine it’s own standards for professional dress. Unfortunately today, not every company does. While some companies have professional dress policies in place, most do not. In many companies, it isn’t uncommon for workers to show up for work in the same things they would wear while washing the car or going to the beach. With so much diversity out there, the question is, what should a business wardrobe look like? The following tips may help.
DRESS FOR SUCCESS… what does it mean? These days those three little words seem to cause more confusion than ever. Appropriate dress used to be determined by the industry or profession. Now it also varies from business to business. It’s up to each company to determine it’s own standards for professional dress. Unfortunately today, not every company does. While some companies have professional dress policies in place, most do not. In many companies, it isn’t uncommon for workers to show up for work in the same things they would wear while washing the car or going to the beach. With so much diversity out there, the question is, what should a business wardrobe look like? The following tips may help:
Dress to Impress
Notice what your boss and your clients typically wear. To impress your boss, dress for business at the same level or slight more casual. If your boss wears a jacket, so should you. To impress your client, dress at the same level or a little more formal. If your client’s always wear jeans, you might want to leave the jacket and the jeans at home. Dress more casually for success with a collared top and/or tailored style bottom.
Notice what your boss and your clients typically wear. To impress your boss, dress for business at the same level or slight more casual. If your boss wears a jacket, so should you. To impress your client, dress at the same level or a little more formal. If your client’s always wear jeans, you might want to leave the jacket and the jeans at home. Dress more casually for success with a collared top and/or tailored style bottom.
Avoid Image Blunders
Everything has it’s time and place. Sexy, Frumpy, Sweaty and Vulgar have no place in the work place… even on casual day. Clothing worn for special activities should be saved for those activities.
Everything has it’s time and place. Sexy, Frumpy, Sweaty and Vulgar have no place in the work place… even on casual day. Clothing worn for special activities should be saved for those activities.
Dress Down with Style
Even on casual business days, be prepared. Keep a coordinating jacket handy to dress up a little for the unexpected meeting with the boss or conservative clients.
Even on casual business days, be prepared. Keep a coordinating jacket handy to dress up a little for the unexpected meeting with the boss or conservative clients.
Plan Ahead for Professional Polish
When it comes to your personal appearance, it’s the little things that count. Good grooming really does make a big difference. You… and your clothing should be in tip-top condition.
When it comes to your personal appearance, it’s the little things that count. Good grooming really does make a big difference. You… and your clothing should be in tip-top condition.
Add a Little Pizzazz
Take it easy on the Accessories. Accessories can create the look that says, “This is who I am”. Accessories are the extras that can give each of us individual style. But remember, in business less is more.
Impress with Less for Less
Yes, it is possible to look professional on a budget. Choose quality over quantity. Buy quality fabrics and timeless styles… the best you can afford. Choose season-less fabrics such as lightweight wools, fine cottons, and silks. Natural fibres look and feel more expensive and can be worn all year round.
Take it easy on the Accessories. Accessories can create the look that says, “This is who I am”. Accessories are the extras that can give each of us individual style. But remember, in business less is more.
Impress with Less for Less
Yes, it is possible to look professional on a budget. Choose quality over quantity. Buy quality fabrics and timeless styles… the best you can afford. Choose season-less fabrics such as lightweight wools, fine cottons, and silks. Natural fibres look and feel more expensive and can be worn all year round.
Think in Threes
In business, less is better when in comes to colour. Wear no more than three colours at once including accessories. Patterns count as one colour. Colours and styles that mix and match create Wardrobe Capsules that save you time and money.
In business, less is better when in comes to colour. Wear no more than three colours at once including accessories. Patterns count as one colour. Colours and styles that mix and match create Wardrobe Capsules that save you time and money.
Make a Statement in Shades
Have you ever wondered why the traditional navy or grey suit worn with a white shirt and tie became known as “The Power Suit”? A dark or muted jacket worn with a white or light coloured top highlights the face adding authority and presence.
Have you ever wondered why the traditional navy or grey suit worn with a white shirt and tie became known as “The Power Suit”? A dark or muted jacket worn with a white or light coloured top highlights the face adding authority and presence.
Make a Little Adjustment
Making small alterations to the sleeves, hemline and waistline or simply changing the buttons can make your clothing look custom tailored, and you look like a million.
Making small alterations to the sleeves, hemline and waistline or simply changing the buttons can make your clothing look custom tailored, and you look like a million.
When in doubt dress up
In business, it’s better to be over dressed than under dressed… especially if you are trying to make good impression. But keep in mind that consistency is also important. If one day you are wearing a business suit with a collared shirt and the next day you show up for work wearing wrinkled pants with an old T-shirt, co-workers and clients will be confused. It takes consistency in your personal appearance to convey a business image.
In business, it’s better to be over dressed than under dressed… especially if you are trying to make good impression. But keep in mind that consistency is also important. If one day you are wearing a business suit with a collared shirt and the next day you show up for work wearing wrinkled pants with an old T-shirt, co-workers and clients will be confused. It takes consistency in your personal appearance to convey a business image.
When it comes to business dress, even in a casual environment, if it doesn’t seem quite right, it probably isn’t. Dress for Success by using common sense and tasteful good judgment. This can create positive impressions that will help you soar to the top.
Tuesday, May 15, 2012
The 3 Major Seller Lead Sources
Provided By KW Blog
There
are limitless paths to seller leads in this business. There are, however, three
reliable sources for leads that you must be adept and comfortable prospecting
for in order to keep a consistent stream of business in your pipeline.
FSBO’s
(For Sale by Owner)
Driving by a FSBO Home
Setting: Park on the wrong side of the
street and open your door toward the house. Take a business card with you.
Knock on the door and take three steps back.
AGENT: Hello, I’m __________, a real
estate consultant from Keller Williams Realty. I was driving by on the way to
another appointment.” (Peer into the house or look around the yard and give a
sincere compliment.) “What a beautiful __________. Where did you get it?
PROSPECT: Oh, that. I got that at
__________.
AGENT: I would love to take a few
moments to see your home. It’s not uncommon when I’m showing in the
neighborhood to have a buyer who will ask me about properties that are for
sale. I make every effort to have all of the information available for them.
What time would work best for you? [If the homeowner wants to show you
his/her home immediately, tell him/her that you’re on your way to another
appointment, and then ask again what time would work best.]
PROSPECT: I can show you my home
tomorrow at 6:30, but I’m not interested in having you sell it.
AGENT: I understand. I want to see
your home because as a real estate consultant in this area, I often have buyers
who ask me questions about homes like yours.
PROSPECT: Okay. But I can’t spend more
than half an hour with you.
AGENT: No problem. Could I get the
correct spelling of your name and a telephone number where you can be reached
in case I should have to cancel?
PROSPECT: The correct spelling of my
name is…and my telephone number is….
AGENT: Great! Here’s my business
card in case you need to reach me. See you tomorrow at 6:30.
Expired
Listings
Calling on an Expired
Listing
AGENT: Hi, my name is
_______________________, with Keller Williams Realty. I recently pulled your
home up on my computer, and I was wondering if the home is currently for sale?
My computer shows your home is expired. Why do you feel that your home did not
sell?
PROSPECT: That realtor…
[If they get rude, go straight to the “Bottom Line…”]
AGENT: There is a definite
difference between real estate agents and real estate consultants. Basically,
the difference is that agents make a lot of assumptions and do a lot of telling
and consultants ask a lot of questions and do a lot of listening.Bottom line: I want you
to understand that I am a real estate consultant and specialize in homes that
should have sold but didn’t, and if you wouldn’t be offended, I’d love to come
by, introduce myself, gain an understanding of exactly what you’re needing in a
successful transaction and then together we can decide if a win-win
relationship can be created and if I’m the professional who will handle the job
of selling your home. Would that be possible? How about tomorrow at ______?
Past
Clients
Asking a past client for
a referral
AGENT: Hello Ms. Allied Resource,
This is _________. Happy birthday! [or
Happy Anniversary or do we have a new baby?] What’s been happening in your
life? [open discussion] You know, Ms. Allied Resource,
I so enjoyed working with you and wanted to know if there is anything I can do
for you, your family or a friend? I always want referrals from people whom I
love working with and talking to. I’d love to work with your friends and your
family. Is there anyone you know in your immediate business—anyone whom you
teach with—who might be looking to buy or sell? [Tailor the question to their
lifestyle: type of work, affiliates, clubs or organizations or hobbies. For
instance, you could have asked, “Is there anyone you know with whom you sail?”,
if you know this is a hobby of theirs. Pick things that they do, and define
their search. Because “Is there anyone you know” is like asking, “Who do you
know in the world?” And the answer’s inevitably, “I don’t know anybody.” Define
their search for them and the results will be better.]
What
Scripts do you use to get in touch with Sellers in this market?
Thursday, May 10, 2012
From Homeless to Hopeful: Keller Williams associates reunite a family of 10 on RED Day
Provided By KW Blog
Dear Red Day Participants,
Dear Red Day Participants,
So many people at our Market Center were touched by the cause that we decided to partner with the organization for Red Day 2011. So, last May 12, we set up a home for a family of 10 who had been separated in shelters for many months—two parents and eight children aging from two to 16. The house is a 3/2, 1200 square-foot home with an added room on the back, no garage and a nice yard.
As you can imagine, many weeks of preparation and planning took place to make this happen. Our agents reached out for donations—money, furniture, food, cloths, etc. We went to many stores and small businesses asking for support. And, it was amazing to see it all came together with donations of time and materials.
To see over 40 agents and volunteers come together to put up a fence, furnish the home, stock the cabinets with food and supplies, install blinds and landscape with almost 100-percent donated goods was an amazing experience.
The finished project is a happy family in a beautiful home. And, it is hard not to cry every time we watch the video of the family coming together to see their new home for the first time.
But, our project does not end here! We have committed to helping this organization throughout the year to get other families into homes as well. We are currently working on three more homes, setting up furniture, getting donations, supplying food and reaching out for help from our local business owners. There will be many more stories and memories to share and our agents are looking forward to making a difference in the lives of these local families.
Red Day is not just one day in May for us, but an ongoing effort to reach out and help others in need.
Sincerely,
Alexandra Cope, Realtor
Keller Williams Advantage Realty
Monday, May 7, 2012
**RED DAY** May 10, 2012
Hello Rockwall Community,
We are asking any and all volunteers to help us this Thursday, May 10, 2012 at the Boys & Girls Club of Rockwall! To learn more about how you can give back to your community please call us at 972.772.7000! Thank you!
-Rockwall Cares
"Being good is commendable, but only when it is combined with doing good is it useful."
-Author Unknown
We are asking any and all volunteers to help us this Thursday, May 10, 2012 at the Boys & Girls Club of Rockwall! To learn more about how you can give back to your community please call us at 972.772.7000! Thank you!
-Rockwall Cares
"Being good is commendable, but only when it is combined with doing good is it useful."
-Author Unknown
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