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Topics
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Who Moved My Commission?
Build a Client Relationship for Life
What Buyers and Sellers REALLY Want
Real Estate Auctions: Your Marketing Power Tool!
Fee-for-Service
Show Me the Profit
No More Free
The Reinvented Manager
Who Moved My Commission? Adding Fee-for-Service to Your Listing/Selling Business
With intense pressure on today's percentage commission, it's imperative to investigate and adopt new ways to receive professional compensation. This "how to" session will provide you with the latest front-line consumer' findings as well as how unbundled fee-for-services can positively impact your bottom line!
This session will cover:
- The vast difference between fee-for-services and discounting;
- Which services consumers feel are most valuable (including which they're willing to pay for!)
- Ways unbundled fees showcase the value of full-service brokerage to a consumer;
- How to price your services including the value of one hour of your time;
- Creative ways to introduce new payment approaches into your current practice without "messing in your own nest"
If you want to get paid for every service you provide and increase your profitability, you won't want to miss this session!
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Build a Client Relationship for Life ? Every Time!
The key to long-lasting progress in real estate is to nurture and grow your repeat and referral business. That means it's paramount to work toward a "relationship for life" - right from the beginning. This application-based course will give you the tools (including forms) to elevate your practice from salesperson to real estate consultant . . . creating the professional edge consumers appreciate and the business edge you desire!
You'll learn how to:
- Thoroughly analyze the consumer's needs, purchasing roadblocks and motivations in twenty minutes, using an easy-to-use two-page form;
- Learn how to ask for a retainer from buyers, and get it!
- Explain to the seller the value of the more than two-hundred tasks you do PLUS enumerate the "team effort tasks" you expect the seller to help you with;
- Provide added-value redeemable certificates to your clients to create face-to-face meetings that create strong leads and reinforce your value as a member of their professional service team - just like their attorney or CPA.
If you're interested in building a more permanent, profitable "client for life" business, this course is for your!
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What Buyers and Sellers REALLY Want: Redesigning Services to Meet Consumers Needs
Today's reinvented real estate consumer is not only savvy, but knows exactly what he wants and doesn't want from a real estate professional. This insightful session will:
- Pinpoint the seven consumer' realities (four of which deal with money!)
- Identify which services most important to buyers and sellers, and why
- Provide you with printed materials to showcase your value to the consumer
- Show you why "free services" will soon be passé and how to extract them from your jobs description!
- Detail why specialist are becoming the norm and how you can locate and "own" a long term, profitable market niche
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Real Estate Auctions: Your Marketing Power Tool!
Bring up the phase "sold at auction" and you're likely to conjure up a seller who was down and out, scrambling for the last cent he could before he lost the property to foreclosure or tax sale.
Enter the new world of real estate auctions. Many brokers see them as the logical first choice for marketing, not the last. They save time, many sellers pay the marketing fees AND brokers and agents profit by turn-key sales and quicker closings.
You'll learn:
- the basics of the real estate auction process, including the pros and cons of using the auction route as the first marketing tool;
- the various types of real estate auction types (absolute, reserve, etc.) and how to decide which approach best fits each seller's needs;
- what's in the auction listing agreement, sales agreement, including clauses that can help limit your liability when you auction the property compared to listing it on the open market.
- how to get started with the auction method of marketing even if you don't have auctioneer training nor an auctioneer's license.
The National Association of Auctioneers® cites real estate as the fastest growing auction segment in the U.S. today. Julie is a dynamic educator, broker, and licensed auctioneer in thirteen states. If you want to be in on the profitable bottom floor in real estate auctioning, it's a "must" that you attend this course.
PS: Want to raise money for RPAC? Let Julie hold a mini-auction before, during, or after the course to help you raise money for this year's drive!
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Fee-for-Service: Adding New Profit Centers to Beef-up Your Bottom Line
One of the largest and most profound trends in the real estate industry is the adoption of new business models, including fee-for-services. This nuts and bolts session will provide the attendee with the most-current information about what's working and why from the first educator to write about the topic and coin the phrase "fee-for-services" in real estate!
- How vastly different fee-for-services is from discounting;
- Which parts of the transaction shouldn't be unbundled and why;
- Which parts of the transaction consumers will pay if unbundled;
- The impact of due diligence and liability when providing a la carte services;
- How to introduce fee-for-services into your current practice without "messing in your own nest";
If you want to be a thriving player after the paradigm shifts, this session will provide the ammunition you need.
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Show Me the Profit
If you're relying on percentage commission to solely sustain your brokerage business, think again. This real world, fast-paced session will show you how to determine what's profitable, what's not, and how you can add new profit centers including fee-for-services:
This session will cover:
- Three myths regarding real estate fees
- A three-step formula for determining the cost and profitability of every service you provide
- How "money in the mailbox" profit centers like FSBO kits and retainer fees improve profitability and cash flow
- Profitable new business models, how they work, and why you should investigate them
If your want to be a thriving, profitable player as the business paradigm shifts, this session will provide the ammunition you need.
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No More Free! Banish "Free" and GAIN a Competitive Edge
With time at a premium and industry profit at an all-time low, you can't afford the luxury of giving away services. This information session will help you pinpoint:
- How and why consumers have come to distrust "free"
- The true cost of "free" services like CMAs, open house, etc.
- Which services/tasks you should never do again
- Which services consumers will pay for and why
- Sensible and cost effective ways to ease out "free" while beefing up your listing/selling business
If you're looking for ways to positively impact your bottom line and get paid for every task you perform don't miss this session!
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The Reinvented Manager: Front-line Lessons from Donald Trump, Houdini and Dr. Phil
Remember the days when being a good "people person" was all you need to effectively manage a real estate brokerage? The paradigm has shifted, requiring a successful manager to be a rare hybrid of the business skills of Donald Trump, the strategy savvy of Houdini, and the insightfulness of Dr. Phil!
That's why this hands-on session will focus on:
The Donald Trump aspects of:
How critically important (but often overlooked) "Planning for Profit" is in today's brokerage. (We'll identify the seven most common profit leaks, including suggestions for plugging them up)
Why designing and implementing a "Gameplan" tool to use with consumers will allow you to work by appointment-only, take retainers from those you work with, and drastically increase your repeat/referral business.
The Houdini characteristics of:
Storyboarding techniques guaranteed to streamline planning and even make it fun! (Roll up your sleeves, we're going to practice)
How to identify and tap into the expertise of every member of the team (using just five quick questions).
Dr. Phil's skills of:
Identifying and accommodating various work styles without going crazy! (Which one are you?)
Come prepared to laugh, learn, and walk away with real-world applications to help fine-tune your skills as a successful manager.
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