Mega Camp Day2

8/3/2019 Mega Camp Day2

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# kwmc Mega Agent Camp September 2011


Welcome

Dianna KokoszkaPresident, MAPS Coaching


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Panel: eEdge

Aaron Simon

Ben Kinney

Lori Ballen


Succeed with Buyers

Michael Hilgenberg

Team Michael2010: $34.8M closed volume2010: 140 unitsPalm Springs MCREAL Trends Top Teams byTransaction Sides - #251


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Succeed with Buyers

What is lead conversion?

Why is it important?

How do you do it?

Work together

It increases production!

It creates a tighter bond among the team.

A buyer agent can only handle so many A buyers at a time.


Succeed with Buyers

Share the Information

Use a buyer board.


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Succeed with Buyers

Use a Rating System

Rate a home on a scaleof 110.


Succeed with Buyers

Team Up on Open Houses

All agents work the open house as a team.

Call ahead to listings and call neighbors.

If they know a listing is available, they show it right then.


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Succeed with Buyers

Use a Showing System

Strategically show your 7s10s.

Time to choose!


Succeed with BuyersMonica Reynolds

The Heller Real Estate Group2010: $86.5M closed volume2010: 149 unitsCarmel Valley/Del Mar MCREAL Trends Top Teams by Transaction Volume -

#54REAL Trends Top Teams by TransactionSides - #228


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Succeed with Buyers

What does it mean to succeed with buyers?

Why is lead follow-up so important?

Timing is everything.

Stay on track.

70% of all deals come from lead follow-up.


Succeed with Buyers


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Succeed with Buyers

What are the best systems for success with buyers?

Use scripts.

Constantly monitor.

The lead source has to be recognized.

Identify their DISC.

Give them the steps up front.



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Succeed with Sellers

Adam HergenrotherThe Hergenrother Team2010: $30.8M closed volume2010: 112 unitsGreen Mountain MC


Seller Comes into the Office!The Eight Steps

Seller intake form completedasks thequestions, gathers info.

Video email sent to seller.

Seller called to confirm appointment.Private parking space reserved for seller.


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Seller Comes into the Office!

The Eight Steps

Name placed on a sign to welcome seller.

Staff introduces themselves.

Adam comes out to meet client and startspresentation.

Three feesall in the agreement.


1. Seller intake form completed.


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2. Video email sent to seller.


3. Seller called to confirm appointment.


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4. Private parking space reserved for seller.


5. Name placed on sign to welcome seller.


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6. Staff introduces themselves.


7. Adam comes out to meet client andstarts presentation.


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Six Steps to Succeed with Sellers

Listing manager takes the call.Determine motivation.

Complete seller intake form.

Explain teams systems.

Schedule a walk-through with seller.



Video email goes toseller forintroductions,expectations.


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Listing partner goes to house to greet seller.Walks through house.

Drops off prelisting presentation video.

Schedules in-office meeting.

Sends video email of Nick telling the seller what to expect.

Calls seller to confirm appointment.




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Seller comes to office to meet with Nick.Greeted by receptionist.

Start presentation: Go over four key points.

Goals and needs

Questions/objections

Pricingusing market analysis and data

Closing



Seller signs a one-year listing agreement with aneasy exit clause and pays 7% commission.


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Interview

Pat HibanThe Pat Hiban Real Estate Group2010: $40M closed volume2010: 202 unitsCrofton/Ft. Meade MCREAL Trends Top Teams byTransaction Sides - #59


6 Steps to 7 Figures1. Affirm

2. Tracking

3. Mentor

4. Work

5. Build

6. Invest


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Working with REOsDenny SeybertSeybert Team2010: $68.1M closed volume2010: 506 unitsLas Vegas SE/HendersonREAL Trends Top Teams by TransactionSides - #11

REAL Trends Top Sales Professionals by TransactionSides - #47

REAL Trends Top Teams by TransactionVolume - #87


Working with REOs

How do you build an REO business?

Get the business.

Build the relationships.

Find similarities and connect.

Get to open up.

Keep in touch.


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Working with REOs

How do you build an REO business?

3. Build a great REO team.

Hire based on assignments.

Build team around tasks.


Working with REOs

What are the steps to manage an assignment?Field the emails to the right person.

Do the BPO.

Put it on the market24/48 hours.

Treat it like its yours, sell it at the highest price and in the shortest amount

of time, and close it on time.


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Working with REOs

Natascha Tello

The Tello Team2010: $37.2M closed volume2010: 373 unitsPembroke Pines/Miramar MCREAL Trends Top Teams byTransaction Sides - #30


Working with REOs

Generate the business.

Network.

Teach/mentor other agents for client.

Be the local economist .


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Working with REOs

Follow Systems.

Create a sevel-level REO task system.

Systematize communication and response times.


Working with REOs


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Working with REOs

Leverage People.

Hire talent.

Expand virtually when possible.


Working with Short SalesBrett Tanner

The Brett Tanner Team2010: $29.3M closed volume2010: 264 unitsPhoenix South Mountain MC

REAL Trends Top Teams byTransaction Sides - #70


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How Do You Run an Effective

Short Sale Team?

Get out of the way.

Build a team.

Be systems based.

Create your internal systems and processes.

Get a hold of your leads.

Capture all lead data.


You need two key hires.

One in-house full-time negotiator

One full-time in-house short sale lead generator

Come on down!

Everyone comes to the office to meet with you on your turf.

One person does all the presentations.

Run an Effective Short Sale System


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Focus all resources on lead generation.

One person is responsible for hitting the monthly listing goal.

Capture all data.Get them into the database and call until they tell you to quit callingthen

call them one more time!

Run an Effective Short Sale System


Working with Short Sales

Fred Weaver

Group 46:102010: $22.7M closed volume2010: 157 unitsTempe - Scottsdale MC

REAL Trends Top Teams byTransaction Sides - #187


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How to Successfully Negotiate

a Short Sale

What information is critical to a successful negotiation?

How do you get it?

BPO Strategies

Investor Strategies

Mortgage Insurance Strategies


How to Successfully Negotiate

a Short Sale

What are the steps to getting a quick short sale approval?

Full short sale package received at the servicer.

Get the BPO ordered.

Get a negotiator assigned.

Play detective and gather contact information.


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Hiring to the 7th LevelKristan Cole andJason Woodward

The Kristan Cole Team2010: $43M closed volume2010: 208 unitsAnchorage MCREAL Trends Top Teams byTransaction Sides - #122

REAL Trends Top Teams byTransaction Volume - #207


Virtual Assistants

Legend

Accountability

Functionary

BookkeeperClient Care

CoordinatorMarketing

Coordinator

Closing

Coordinator

Virtual

Assistant

Lead Listing

Partner

Lead

CoordinatorLead Buyer

Specialist

Buyer

Specialist

Showing

Assistant

JasonWoodward

Team Leader

Kristan ColeOP/Broker in

Charge


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Hiring to the 7th Level

Jim, Linda, and Brad McKissack

McKissack Group Realty2010: $35.5M closed volume2010: 187 unitsDenton MCREAL Trends Top Teams by

Transaction Sides - #131



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Wealth Building

Gary & Nikki Ubaldini

The Gary & Nikki Team$1,559,863.33 in Profit ShareClearwater MC


Tweet, post, watch, share, like.

@mapscoaching

@kwri

Facebook.com/kellerwilliamsrealty

Facebook.com/mapscoaching

Youtube.com/kellerwilliams

Share Your Mega Camp Experience!


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Thank you for being here!

Mega Camp Day2

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