Download - Outside Sales Agent Recruiting System

CP Platinum

Attracting, Hiring, Training and Keeping the Right People on Your Team so You Can Go Somewhere

Big and Get There Quick!

Part 4: Ongoing Predictable Profit Centers

To Build a Legacy by Building Up Others

* Agent Productivity minimum of 3 home sales each month** Over 80% Client Satisfaction Rate*

* Over 80% Employee Satisfaction Rate*

Good Enough Never Is!

What is it that you want to accomplish???

Have A Servants Heart We will build market leadership by establishing, developing and nurturing long term relationships, making everyone our ambassador of good will. We will be responsive to our customers needs and will deliver superior, value added services. We will benefit when our customers benefit.

Personal and Professional Growth We will take a passionate interest in our people. We will encourage and reward excellence, assist in the experience of their horizons and inspire personal and professional growth that helps them achieve their dreams, ambitions and goals. We win by helping each other achieve a balance in our personal and professional lives.

Leadership We will develop, recognize and reward leadership qualities such as high energy, enthusiasm, creativity, commitment and a true sense of pride at being a member of The Realty Team. We win by developing leaders.

Team Concept The team concept extends to everything we do. We will maintain an open professional environment which focuses participation in the decision making process, encourages the sharing of individual ideas, opinions and feelings and generates commitment to the goals of the team. We win by working together as a team.

Profitability We are ultimately responsible for ourselves. We must make a sound and reasonable profit, plan and invest in the future without sacrificing the present. We will continue to develop innovative, profitable products and services which strengthen our market leadership. We win by being a strong and profitable organization.

Our vigilance in committing to achieving great results in service, product, and information will allow us to exceed expectations

Outside Sales Agents Job Description

• Meet with Seller and Buyer Prospects face to face and give benefits presentations.• Convert Buyers and Sellers to signed Buyer and/or Listing agreements. • CMA’s for Buyers and Sellers. • Set up listings with lockbox at initial appointment and follow-up with installing Radio

Talking House. (Vacant listings - deliver flyers and add showing information to Homefeedback.com system.)

• Write, present and negotiate offers.• Set up showings of homes.• Show homes to Buyers.• Set up “VIP Buyer Profile System” through Gateway (FMLS).• Assist and Set up home inspections. Negotiate home inspections.• Set up closings.• Follow buyer/Seller closings checklists• Communicate with Seller clients weekly with feedback and motivation and market

conditions. Solicit price reductions. Conduct 21 day reviews.• Communicate with Buyers on houses for sale. Get motivated buyers into homes for

sale.

Success Now System!!1. The TRT Success Now System. This is a series of Video tapes and audio tapes,

work books and five day work shop. Go through the audio and DVD materials 3 times before the workshop and at least once a week thereafter for the first 3 months of employment. This will insure you take that giant leap in your business toward success.

• The Agent Manual’s – given at the workshop.• The Ultimate Seller Benefits Presentation Audio CD and DVD• The Ultimate Buyer Benefits Presentation Audio CD and DVD• Dealing With Buyer and Seller Objections Audio CD• Lead Conversion Training Call

2. The TRT Workshop. This is a 3 day workshop, usually the last 3 days of the month. The workshop takes new team members through the TRT Home Selling System step by step.

• First Day is Selling to people the way they want to be sold to applying the Platinum Rule and Using Performance Guarantees.

• Second Day is our Buyer Conversion System• Third Day is all about Sellers – from listing appointment to closing.

3. There will be an additional one day Orientation that will be scheduled following the workshop. The Final Orientation day will provide our new agents with training in the areas of Office Policies and Procedures, Operations, Technology Presentations and Roll Playing.

The Realty Team Sales Training and Coaching

Success Now Check List• Order Email Service

• Confirm Agent Office User Name & Password

• Set Up Personal Agent Office Plans

• Install Buyer and Seller Benefits Presentations

• Order Business Cards

Agent Office PlansPlans to set up

• Closing Plans: Buyer Closing Plan and Seller Closing Plan

• Listing Plans: New Listing Follow Up, Agent Email Update, Listing Follow Up, Vacant Listing Follow Up

Setting Up Agent Office Plans• Click on GO on the top tool bar• Select plan manager• Beside plan name – hit the drop down arrow• Find and select agent seller closing• Click on copy plan (upper left)• Type in your name seller closing• Then revise each activity in the new plan by clicking on each

activity and reassigning the activity to you.

• Follow the same above procedures for the Agent Buyer Closing Plan and all Listing Plans. The default plans to copy all start with Agent – you will copy the plan with your name as the Agent and simply revise the activities to your self.

OSA Activities for New Seller

OSA Activities for Seller Follow Up

Lead and Appointment Policy and Procedures

• Incoming Web and Direct Mail Leads are directed to the Lead Manager to be assigned to Inside and Outside Agents

• Web Leads given to the Outside Sale Agents will be given 3 days to follow-up or the lead will be reassigned.

• Seller leads are given to the Inside Sales Dept and they will set an appointment for an Outside Agent

»Appointments will be given to the best agents!

• Agents are expected to average an 85% or better conversion rate on leads to appointments and appointments to signed agreements.

• Agents averaging below 50% conversion on appointments to signed agreements are subject to termination.

The Realty Team 4 Step System for Preventing Appointment Cancellations

1. Inside Sales Agent before hanging up the phone and after booking the appointment, reiterate the USP and make it good: “O.K. we are looking forward to seeing you tomorrow at 6pm. Again when we get together, we’ll go over your exact home buying criteria and review some of these homes together to make sure you will not be missing out on any homes that would be perfect for you. Are you ready to see what kind of deal you can get?” (Insert something else specific instead of deal like Traditional home, dream home, country home, estate home, etc. that fits the buyers criteria)

2. Inside Sales Agent make sure you have their email address and email them a friendly note offering something else of value:“ Mr. Smith, it was a pleasure spending a couple of minute on the phone with you discussing your home buying needs. We are looking forward to meeting with you on Monday at 6:00 to take down your exact buying criteria so you can begin receiving priority access to all of the hot new listings. As I said on the phone there is no obligation to ever buy a home.

3. Inside Sales Agent between booking the appointment and the actual appointment follow up with a reason to call:“Mr. Smith, I was assisting Lisa, my partner, in preparing for our meeting on Monday at 6:00 and wanted to double check some of your general criteria. There are over 100,000 homes for sale on any given day, so it is easy to miss out on a great deal. We just want to make sure you get priority access to the best homes for you. ….It appears there are several homes that are below market, so getting emails of these listings the minute they hit the market will allow you to beat out other buyers to these homes. …. We will see you Monday.”

4. Outside Sales Associate will call the am of or the pm before the appointment to remind the prospect they are coming:“Hi, this is ____with The Realty Team just calling to remind you that I’m coming by your home today (or tomorrow) at ___am/pm to take down your exact home buying criteria. This way you will be able to get daily updates of the best homes for sale. I’ll see you then.” Keep it simple. Do not discuss signing anything or buyer agency. Stay on message about getting homes emailed, priority access to the information, information on homes not available elsewhere (ex. Builder closeouts, distress sales, bank foreclosures, corporate owned homes, divorce sales, FSBO’s, all homes for sale by all real estate companies)

10 step system for appointment conversion

• 1. ISA Looks at geographic calendar and selects agent• 2. ISA sets up appointment on AO and notifies agent• 3. Agent views appointment info on AO• 4. Agent goes on appointment• 5. Within 24 Hours of appointment agent updates notes on

success• 6. If Unsuccessful, Lead ISA calls prospect and performs

autopsy• 7. If Lead ISA is successful at conversion, contact agent to

move forward• 8. If Lead ISA is Unsuccessful, forwards to VP for autopsy• 9. If VP is successful, forwards to agent to move forward• 10. If VP is unsuccessful, forwards back to ISA for follow up or

deletes prospect from system

Items Needed To Submit a New VIP Buyer Agreement

____ Cancellation Guarantee

____ Buy Back or Sell For Free Certificate

____ Buyer Profile Form

____ VIP Buyer Agency Agreement

Fax forms within 24 hours of signed agreement to the office at 770.200.1950.

Items Needed To Submit a Buyer Pending Contract_____ Copy of Executed Purchase and Sale Agreement, together with all exhibits and addendums.

_____ Completed Closing Form with all information Filled Out.

_____ Signed Sellers Property Disclosure Statement

_____ All Lender Contact info and Pre-Qualification Letter

_____ Copy of EM Check

_____ Copy of Sellers Survey

_____ Home Warranty Info/Order Form

_____ Commission Confirmation/Instructions to Closing Attorney with request for fee deficiency (if any) and transaction fee.

_____ Wiring Instructions to Closing Attorney for Commission Deposit to TRT.

* FAX all of the above to the Mary Robinson within 24 hours of acceptance. Mail or deliver Earnest Money - must be in office within 72 hours of acceptance (We must have it deposited within 5 days of contract acceptance).

Items Needed To Submit a New Seller Listing

These items are needed at time of listing to put property on the market

_____ Listing Agreement

_____ FMLS/MLS Dual Entry Data Sheet

_____ Sellers Property Disclosure Statement

_____ Talking House Script

_____ Courier Order w/lockbox info

_____ Seller Profile/all contact info submit online

_____ Seller Net Sheet

Fax these items needed to get home on market to the Listings Manager, 770.200.1950.

New Seller Listing Procedures (cont)

*After signing listing agreements with Seller, make sure they have a copy of the agreement.

*Then go over “What Happens Next” and have seller initial the Guaranteed Sale Disclosure – leave them a copy.

*Be specific with Seller regarding the photographer - courier will courtesy call them – 3 to 5 business days. The Seller need not be home, just picture ready.

*Use emotional words from the Power Word list to describe the house in the talking ad/house script.

*Always get Sellers email, fax number and alternate phone numbers

*Fully explain and leave with them the Homefeedback.com info flyer

Procedures for Submitting Listings Under Contract

_____ Executed Legible copy of the Purchase and Sale Agreement (one original)

_____ Selling Agents contact info, including email

_____ TRT Closing Sheet & Fully Completed

_____ Buyers Pre-Qualification letter

_____ Earnest Money (if applicable)

_____ Signed by Buyer Sellers Property Disclosure Statement

_____ Commission Confirmation/Instructions to closing attorney - Include Transaction fee.

_____ Wiring Instructions to the Closing Attorney for Commission Deposit to TRT.

Fax all paperwork to the Listings Manager, Mail EM or deliver within deadlines to the Accounting Department. Must have EM within 3 days, in the bank within 5 days.

Approved Vendors

• Mortgage Company, Refer all buyer prospects – even if Buyer is working with another agent or you did not

get them as a client.– Signature Lending: Susan Green – 678-387-5580 office or 678-283-1569 cell.

• Closing Attorney, Raimondi & Associates, Inc. Managing Attorney: Larry Raimondi- Kennesaw location 404.843.9661.

Pre-closer: Judy Joyner – 678.631.2988Numerous locations around Metro Atlanta. Kennesaw is contact to set up closing at alternate location, process paperwork, send out package to alternate location.

• Home Inspectors:Clearview Inspection, Scott Nulph - 770-855-8862

• Termite Company, Main Street Pest Control, Tracy King 404-969-9600 cell or 770-574-5434 office.

• Home Warranty Company, American Home Shield (AHS), Rhonda Poitevent 800-

800-8800 ext. 6747

The Realty TeamClosing and Disbursement of Funds Procedures

1. Agent attends closing2. Agent FAX’s HUD to Accounting Dept.3. Closing Attorney Wires money to TW&A, emails conf of wire.4. Upon receipt of the HUD, Accounting Dept Launches Buyer Post Close or Seller Post Close plan.5. The post closing plan tells Accounting Department to:

a. Change status to soldb. Change status of contact to Past Clientc. Update Clients Addressd. Change to In house Newslettere. Launch Past Client Planf. Copy of HUD in Fileg. Copies of Checks in File (if file was hand delivered by Agent).

6. Accounting does Closing Check List as per A2K: a. Record conf# of wire (or prepare deposit if Agent hand delivered closing file)b. Set up quick books disbursementc. Transfer EM to MM

7. Once per week accounting does Disbursement as per AO: a. Confirm wire/depositb. Direct deposit funds from commission account to OSA c. Direct deposit funds from commission account to ISA d. Transfer funds from commission account to The Realty Team – any FMLS fees/cash rewards.

8. Agents funds will be direct deposited once per week on Thursday. Agent will receive an email confirmation of disbursement when direct deposit has been made. Agent is charged $2.00 per direct deposit.

*Agent will need to provide attorney with wiring instructions and accurate commission confirmation agreement.

Rebates & Referrals

• Agent rebates must be documented and approved by Sales Manager and turned in to the office with the pending contract in order to be paid out at disbursement. Rebates are paid after MLS/FMLS fees and are handled on a case by case basis.

• Agent takes full responsibility for paying Referrals & Rebates if not approved by Sales Manager and properly documented.

• Agent receives a direct buyer or seller referral from another real estate company that does not originate through TRT International Relocation.

Agent must get approval by Sales Manager for acceptance of the proposed referral and the referral fee. Referral form must be signed by both companies and the sales manager, turned in to the office with the pending contract in order for the referring agent to be paid at disbursement. Average referral is 20% and is taken off the top of the commission after MLS/FMLS fees.

*See TRT International Relocation guidelines.

Working With Sellers

Guide To Working With Sellers

1. Agent Manual2. Sales Authorization Agreement /

File 3. Seller Benefits Presentation4. Seller Benefits Presentation

Attachments

Materials Needed For Seller Conversion

Guide To Working With Sellers

1. All scripts and dialogues from Agent Manual

2. Seller USPs

3. Make compelling offers

4. Seller benefits

5. Benefits presentation and attachments

6. Overcoming seller’s objections

What To Know

Ditch the Listing Mentality

• We don’t just list homes – that is what discount brokers do.

• We specialize in selling properties – not listing them and hoping they sell.

• We have hundreds of motivated buyers calling us each month, hundreds in our database looking for a home now and a City Wide Buyer Agents Network of almost 22,000 real estate professionals.

The Ultimate Seller Benefits Presentation• Your benefits presentation is the most important contact you

will have with a seller prospect.• How well you do in this presentation will determine whether

this prospect becomes your client, or someone else’s.• What will make your presentation optimally effective is:

– Inside-out knowledge of how each of your consumer programs work, and how and why they will benefit your customers.

– Consistency in the way all key points are mapped out and explained to prospective customers.

– Flexibility in the way these points are delivered to your prospects given that different personalities will require a different presentation style.

– Paradigm of Buyers in Waiting – we are not just going to list the sellers property, we are going to sell it because we have motivated buyers in our data base ready to buy now.

The Beginnings Of Your Presentation

• The purpose of the beginning of your presentation is to confirm your prospect’s intent to sell, to make a positive and professional first impression, to establish a good rapport with your seller(s), and to read your sellers as well as you can so you have a good sense of how you should be approaching your presentation.

The Psychology

• As you walk in the door, you should make a point of shaking your client(s) hand(s), and then greeting them by name.

• “Hello Mr. & Mrs. Smith. Are you folks ready to get your home sold?”– Helps you establish that you really are talking to a qualified

prospect. – If their home is on the market for sale already – obviously

motivation is evident.

The Script


“So what is better for you, for us to use the kitchen table of dining room table”.

As you lead them to the kitchen or dining room table – • “How long have you lived here?”

– The answer to this question will let you know, given market trends, whether they are going to make or lose money of they sell their home.

– How much time you’ll have to spend on pricing.• “Where are you thinking of moving to?”• “When do you have to be there by?”

The Script


• “Why don’t we take a quick look around your home first?– Taking a tour before rather than after your presentation is

important for several key reasons:

1. It allows you to make an assessment of listing price based on the features and condition of the house.

2. It allows you to make a further assessment of your prospects. How they answer your question, and the questions they ask you, will allow you to better define their personality types and, thus, the tone you should be using in your presentation.

3. It will give you an opportunity to build rapport with these prospects.

4. It will give you a chance to build your own credibility and establish your track record by talking “informally” about other sales you have made in the area, etc.

The Script


• “What do you do for a living?”– Ask this question of both parties.– This will not only give you a clue to personality type, but it will also give you

a basis for drawing relevant analogies and comparisons in your presentation.

– For example, it would be easy to explain the team system to a doctor or other professional because he/she would work within the same kind of structure, and you could make this connection.

• Other questions you might ask which would provide you with useful information might include the following:

– “Do you know how old your home is?”– “Have there been any structural problems with, for example, the roof, or

leaking, etc.?”– “Have you spent a lot of money on upgrades to your home?”

The Script

The Beginnings Of Your PresentationThe Script

• By the time you get back to the kitchen table, you should have a strategy in place regarding how you will approach your presentation.

• For example, if your prospect spent a lot of time explaining how much he/she spent on upgrades, etc., they are probably someone who will want top dollar for their home and thus you should anticipate the need to speak a lot of time on pricing.

• If your prospects are not very talkative, you will want to keep your presentation business-like and to the point.

• If there is a radio or TV blaring, politely ask your prospects if they would mind turning it down so that it doesn’t become a distraction.

• Lead them to the kitchen (or dining room) table. Don’t allow the meeting to take place in the living or sitting room. You’ll need some room to spread your material out.

• When presenting to more than one person, make sure that they sit beside each other.

The Ultimate Seller Benefits Presentation

• “Now, are you folks ready for us to move forward on presenting your home to the buyers in our system?”

– At this juncture, you reach a fork in the road.– If your prospect says “yes”, you can give an

abbreviated presentation, go directly to pricing and the Sales Authorization Agreement. This, of course, is the ideal situation, but it does happen in many cases. These will be people who have been pre-sold on your effectiveness by virtue of advertising, referrals, etc.

The Script


• If your prospect says anything other than “yes”, ask them:– “Are you interviewing other agents?”– From our standpoint, last-in is strategically the best

position because it leaves you most top-of-mind as the prospect makes their decision, and allows you to deal with any criticisms other agents have raised about you head-on and after the fact.

• Whether they are, or are not, interviewing other agents should not impact how enthusiastically, forcefully, or thoroughly you present, but it will help you determine what frame of mind your prospects are in.

The Script


Remember to focus on the sellers needs as the basis of all discussion.

“ So that I can do the best possible job to help you in your present situation, can you tell me what is most important to you in getting your home sold?”

“What do you feel like has to happen in order for that to be accomplished?”

The sellers answers will be their hot buttons and your formula for ultimately closing them – if you can effectively tie the benefits of our sales system directly to the sellers fulfillment of their needs.


• Now that the stage is set, and you know that you will be doing a full benefits presentation, open your laptop for the Ultimate Seller Benefits Presentation.

• Give them a verbal agenda of how you will be proceeding through your presentation. This will help them to better follow, and be more attentive to, your words.

• Now, start your presentation.• “Mr. & Mrs. Jones, our mission is to sell our clients’

homes fast and for top dollar with the support of: our unique Team System, our exclusive consumer programs and our leading edge technology. To explain how we do this, let me tell you how I’d like to proceed…


• “First I’d like to explain the Todd Walters & associates Homeselling System to you, and how the process we use to sell homes is completely different from the way other agents sell real estate.”

• “Next, I’m going to spend some time talking about the Exclusive Consumer Programs we have developed as a direct result of our experience with several thousand home sellers. I’ll explain to you what these programs are, and how they will benefit you.


• “Once I’ve given you a good understanding of what our Team can do for you in a general sense, I’d like to talk about your situation specifically by showing you some comparable home sales so we can establish a competitive asking price.”

• “Do you have any questions about the way I’d like to proceed?”

The Seller Benefits Presentation

• See ppt presentation

• Attachments should include: List of Buyers, Caller ID Reports from Hot Lines, Web Trends Stats, Testimonials.

After the benefits Presentation

• “Assuming we come to an agreement on what the buyers would be willing to pay you for your home and your bottom line net proceeds, are you comfortable with us handling the sale for you”.

• CMA for pricing• Dealing with any seller objections• Signing the Sales Authorization Agreement –

Pricing Exhibit, What happens Next systems• Referral Program

SELLERS NET SHEETThis is an estimate only and not guaranteed SALES PRICE $__________________ 1ST MORTGAGE * -___________________ 2ND MORTGAGE -___________________ PRORATED TAXES -___________________ TERMITE LETTER -___________________ DEED/OVERNIGHT -___________________ OTHER -___________________ STATE TRANSFER TAX -___________________(1.00 PER $1,000 OF SALES PRICE) BROKERAGE FEE 7% -___________________ TRANSACTION FEE - ___________________ HOME WARRANTY -___________________ BUYER CLOSING COST -___________________ TOTAL NET $_________________ *NOTE: Does not include interest adjustment

Aggressive Pricing Strategy

In a market that is saturated with homes for sale – where supply exceeds demand – it is very important to lead The market - not follow it.

The sellers home can not be just another property for sale.

It has to be the best home for the money – a good value – in order for the buyers in our system and those to yet cometo be interested.

After The Ultimate Seller Benefits Presentation

• There are three things you will want to accomplish before you end your meeting and walk out the door.

• First, you will want to thank them for their business, and make them feel good about their decision.

• Second, you will want to give them a sense of what happens now that they have listed.

• Third, you will want to take advantage of their positive frame of mind to ask them for referrals.

After the seller signs

The Buyer Conversion System

Guide To Working With Buyers• Materials Needed For Buyer Conversion:

1. Agent Manual2. VIP Buyer Presentation (Benefits Presentation)3. VIP Buyer Presentation Attachments

• What to Know:1. All scripts and dialogues from Agent Manual2. Buyer Profile USP3. Make compelling offers4. Buyer Benefits5. VIP Buyer Presentation6. Overcoming objections

What Do Buyers Want?• A full understanding of what the buyer wants in a home.

• Up-to-date, thorough knowledge of homes on the market.

• Superior negotiating skills.

• Specialized knowledge on the best possible financing options available (lowest down payment, lowest rate/monthly payment).

• A service program that makes it quick and easy for them to pre-view homes they are interested in.

How are you demonstrating to your prospective buyers that you can give them superior service in

all these important areas??

F – I – R – M• Essentially, when deciding whether you

will agree to work with a certain buyer, you should ask yourself the following 4 questions. Are they:

• Financially Stable• Interested in signing a buyer’s agreement• Realistic in their purchase expectations• Motivated to purchase a home

• The way to get at this information is to ask it straight out.

Todd Walters & Associates, RealtorsVIP Buyer Agreement

We will provide you with the following services:1. We will assist you in securing the best financing program for your specific situation with the lowest interest rate and least expensive closing costs and have a pre-

qualification/approval certificate generated to give you the best competitive advantage in future negotiations.2. We'll provide you with regular updates from our HomeHunter Service tm of all the new listings that match your criteria. This will allow you to drive by and determine

which properties you want to see.3. We'll arrange a private showing of any property you want to see including new construction, and For Sale By Owner property.4. When you find a property you like, we'll discuss the best strategy with you regarding offer price, financing terms, interest rate, possession date, and anything else

you want to know.5. We'll help you prepare the offer with the terms, provisions, and addendums weighted in your best interest. 6. We'll present the offer on your behalf and negotiate in your favor to help you secure the property at the best possible price and terms.7. We'll recommend extremely competent affiliates with respect to your total home purchase: legal expertise, home inspection, appraisal, and title insurance.8. We'll be available for you to answer any questions you might have.9. You are never under any obligation, at any time, to buy any property.10. BONUS #1: You receive a one-year Home Warranty Policy ($400 value). We will negotiate the warranty on your behalf at no cost to you. 11. BONUS #2 You will receive our written Buyer Satisfaction Guarantee tm whereby we agree in writing to either buy back your property, if you decide to sell

the home within 24 months of your purchase and Todd Walters & Associates, Realtors acted as your agent on the home purchase.12. BONUS #3: You get our Cancellation Guarantee tm and can cancel if we do not live up to our promises.

You agree:1. To allow us to assist you with pre-qualification/approval from a home lender prior to viewing property.2. To Notify us of any listed properties you wish to view; inform other agents, for sale by owners, or builders that you are being represented by Todd Walters &

Associates, Realtors; and formulate any purchase offers through us.3. That our fee, of 4% of the purchase price will be built in as part of the purchase and sales agreement with any overages credited back to you.4. That this agreement expires one year from today's date unless cancelled earlier.5. To compensate Todd Walters & Associates, Realtors $495 as a transaction processing fee, due at closing.6. Broker and Buyer, by signing this agreement, hereby mutually acknowledge and agree that acceptance hereof also constitutes acceptance of this agreement by any

employee, associate, partner, agent, family member, or other such affiliate of either Buyer or Broker.

AND REMEMBER, YOU ARE NEVER UNDER ANY OBLIGATION TO PURCHASE ANY PROPERTY!

What to What to Say and DoSay and Do When You When You Come Across Homes on Your OwnCome Across Homes on Your Own

If you see a home you like, feel free to call for info but always tell the agent that you’re working with us (this will prevent you from being hounded by other agents with questions and sales pitches.) Get the price and (if available) the MLS number of the property and we will send you complete information. If you see a house you want to look at ALWAYS call Us for appointments.

Avoid this crucial mistake!• It is not the buyers job to call you. Follow up

with each buyer to gauge motivation and get them into houses. Do not just send out MLS printouts and wait on them to call you. Set them up in the Buyer Profile System and start calling them to look at homes. Find homes on your own outside the Buyer Profile. The Buyer Profile system is simply a safety net.

Prior to Writing an Offer to Purchase (On Speaker Phone in the Presence of Your Client)

1. Contact the listing agent – confirm it’s still available.

2. Any other offers? If yes; how does it look?

3. If I get an offer to you in the next 30 minutes to 1 hour, when can you present it?

4. Please fax me the deed, tax bill, seller’s statement, plot plan & tax card if you have them.

5. What’s your seller’s timeframe for a closing date?

6. Is there anything really important to the seller I should know and try to include in the offer? How’s the flexibility with the price?

7. Go of er #s with your buyer

8. Write offer

9. Deliver offer

10. Follow up for signatures—remember, you don’t have a deal until:

1. It’s signed

2. It’s delivered to all parties

11. Give yourself a pat on the back!!

Todd Walters & Associates RealtorsPreventing Miscommunications in Getting Our Fee

Be sure and add the following paragraph to all purchase and sale agreements. Add the paragraph to special stipulations.

“Closing Costs” as referenced in section 2 on page one of the Purchase and Sale Agreement include but are not limited to attorney fees, intangible tax, title insurance, title exam fees, buyer agency fees, lenders inspection fees, appraisal fee, tax service fee, underwriting fees, courier fees, loan origination fees.

Failure to include this paragraph on sales agreements where we represent the buyer may result in the inability to collect any buyer agency fee deficiency.

Never go more than 24 hours with out updating the seller and/or

reaching out to the co-op agent. Blind copy the seller on emails

where you are trying to reach out to a co-op for an update.

Todd Walters& Associates Realtors

Ultimate

Team Tracking System

TW&A

Weekly Performance by Licensed AgentMonth Week 1 Week2 Week 3 Week 4 Total

Listing Appointments

New Listings

Seller Offers Negotiated

Closed Listings

Buyer Appointments

New Buyers

Buyer Offers Negotiated

Closed Buyer Sides

Buyers Name

Homes Shown

Offers Written

Status

A B C

Notes

A = will buy if sees the right home B = Buy in >30 Days C = Home to sell, Lease, Credit Issues

Monthly Buyer Client Status Report

Weekly Performance by Inside Sales AgentMonth Week1 Week2 Week 3 Week4 TotalListing Appointments Set

Actual Listing Appointments

Seller Autopsy’s Listings OTP

Listings Closed

Actual Buyer Appointments

Actual Buyers Appointments

Buyer Autopsy’sBuyers Added to SOAR

Buyers Sales

Key Points on Platinum Recruiting System Management

• Do not commingle agent prospect leads with buyer and seller leads.

• Always be recruiting. Your team is only as good as your weakest performers.

Agent/Employee Exit Interview

• Sales Manager will launch the Exit Interview Plan

• Agents License will not be released until all activities are completed.

Exit Interview Activity plan