V OL UM E 2, ISSUE 19 7 MAY 2009

The Southern REALTOR Network

The Southern Realtor Network of the
Birmingham MLS meets every
Thursday morning at 9:00 am at Ruby
Tuesday, Highway 31 N, Vestavia. The
meeting includes a light breakfast.
The REALTORS will have a chance to
make announcements along with the
Birmingham Association of
WAGON REALTORS (BAR).
MASTER
You will have a chance to
Ron Alexander present any old and new
RE/MAX Advantage listings, with which you
296-1515 may need assistance. You
will also be able to discuss
both buyers’ and sellers’
needs.
COMMITTEE
MEMBERS Networking begins at 8:45am and
gives you the chance to meet with
Sandra Carr
other REALTORs and affiliates of the
BAR. The charge is $3 per person,
which goes to our charity, FAMILY
CONNECTION. Please visit their
website at http://familyconnection-
inc.org.
We would like to thank Ruby Tuesday
for allowing our caravan to
meet at their location at no
charge.
Please remember to email
Kimberly Boackle of
AmeriCapital Mortgage, no
later than noon on
Wednesdays, to add your
listings for the next
newsletter. Please remember to
include MLS #s.
Thanks!!

Martha Moody Smith

Duties to Realtors
RELI Inc
999-0207 Standard of Practice 16-7
The fact that a prospect has retained a REALTOR® as an exclusive
Gloria Jackson representative or exclusive broker in one or more past transactions does not
First Federal Mortgage preclude other REALTORS® from seeking such prospect’s future business.
965-2167 (Amended 1/04)
Call to sign up for
Thursday Breakfast Standard of Practice 16-8
The fact that an exclusive agreement has been entered into with a REALTOR®
shall not preclude or inhibit any other REALTOR® from entering into a similar
agreement after the expiration of the prior agreement. (Amended 1/98)

Standard of Practice 16-9

REALTORS®, prior to entering into a representation agreement, have an
affirmative obligation to make reasonable efforts to determine whether the
prospect is subject to a current, valid exclusive agreement to provide the
same type of real estate service. (Amended 1/04) 

Published by AmeriCapital Mortgage - 205.278.5200

Email: kboackle@americapitalfunding.com
Fax to 205.278.5290
 PAGE 2

Calendar of Events
Thu, 7 May Grievance
2pm Committee
Fri, 8 May
CCIM
8:30am
Adding/
Fri, 8 May
Modifying
9:00am
In MLS
Fri, 8 May “Enhanced
Noon Policy”
NAR
Mon - Sun Legislative
11 - 17 May Meetings and
Trade Expo
Wed, 13 May Membership
11am Meeting
Thu, 14 May
Orientation
9:00am
Fri, 15 May
MLS Basic
9:00am
Fri, 15 May Introduction to
9am IMAPP
Fri, 15 May
MLS Advanced
9am
Mon, 18 May Executive
9am VOW Overview
Mon, 18 May Activities
10am Committee

Call Mark Boackle or Jim Nerios for all your mortgage needs:
AmeriCapital Mortgage - 205-278-520o or 800-818-6174
VOLUME 2, ISSUE 19 PAGE 3

Six Hypnotic Suggestions to Turn FSBOs into Clients

1.  Demonstrate the long list of all that's involved in marketing a property — from advertising and
photography to negotiating and closing a deal (you should be able to rattle off at high-speed 8-10
things. The idea is to overwhelm them. 
2.  Compare, through illustrations, how you as an expert with all the tools, your network and the MLS
will open the door wide for the world to see their property, where their efforts will amount to tiny and
insignificant exposure. 
3.  Explain to FSBOs that agents routinely land 27% more money for their clients' homes than FSBOs
do, that 4 out of 5 FSBOs throw in the towel and agents regularly sell the homes several months
sooner. 
4.  Offer them a free list of selling tips and marketing tools they could use, such as: listing on MLS,
posting on FSBO websites or brochure boxes, for sale signs, open house signs, free school reports
for buyers. 
Be persistent. FSBOs are prone to tune you out and reject you...at first. But as their frustration level
rises in the following weeks, they will quickly accept any offer of help. 
The One Quality Almost All Top Producers Share
In all his conversations with these enormously successful agents, there is one reoccurring character
trait they've developed that clearly differentiates these agents from others, and it's nothing more than
this: consistency.
Bottom line, those who produce listing after listing from FSBOs are those who "religiously" contact
these home sellers every day.
It was interesting to note that many of these star performers actually used the term "religiously" to
describe their prospecting efforts.
Those who prospect FSBOs have successfully organized systems (scripts, strategies, etc.). But even
more importantly...they tenaciously weld themselves to the systems they have established.
One agent I spoke with explains: "I prospect (FSBOs) every day for two hours. Others ask me how
can I do it.
"It's simple. I respond, 'I earn $35 every time I dial the phone.' No - I don't get a listing appointment
every day. And sometimes I go days without having much apparent success. But then, suddenly, it
turns around and I find myself making two, three or four listing appointments all within a day or two -
and all from my prospecting efforts."
Another agent insightfully says, "It's my job to disqualify people rapidly and determine who I want to
work with."
I love that mind-set. It's empowering. You are no longer at the mercy of their reaction — you are in
control and you're out to produce a result.
Does that suggest you should be rude? No. Always be kind. Always be polite...but know your
objective and be determined.
It would be really easy to quit during those days or even weeks with no apparent success. Most
agents do — that's why so few are working FSBOs at all. And of those few who are working FSBOs,
even fewer are working them successfully. This leaves just a handful collecting the massive windfall
of profits from all the FSBOs who are listing.
If the majority of FSBOs do list — and they do — it makes you wonder who are they listing with. The
answer is deceptively simple — it's the few who are prospecting "religiously."
So let this be a lesson in never giving up...never, never, never give up! Because there are agents out
there making mountains of money working FSBOs...and there's no reason that agent can't be you!
Network Notations:
Thank you to Glenda Smith, Regions Mortgage, for providing last week’s breakfast
And
Thank you to Neil Lyda, Chandler and Lyda Insurance, for today’s breakfast

Please call Gloria Jackson (First Federal Mortgage), 965.2167, to sign up for a Thursday
breakfast; we are a sad group without our morning victuals. Don’t forget to dine at Ruby
Tuesday’s and let them know that you are a member of the caravan - They are truly
generous in allowing us to use their facility every week for FREE. Your $3 weekly donation
is able to go straight to our charity.

Welcome to first-time realtors: William Spells, Keller Williams; Maggie Kessler, Cahaba Real
Estate; Sharon Antonio, RE/MAX Classic; Susan Bell, RE/MAX Over the Mountain

Welcome to first-time affiliates:

Broker present were: Alicia White

The BAR will be recognizing members for their community participation. Please nominate a
fellow realtor for the “Good Neighbor Award.”

First Annual Caravan Yard Sale - Please call Martha Moody at 999.0207 to reserve your
space!!

Upcoming Events:
Friday, 15 May - Bowl-A-Thon at Lightning Strikes, 1pm to 3pm - Benefits Big
Brothers/Big Sisters of Trussville. Please call Kimberly Miller at 205.989.1166.
Monday, 15 June and Monday, 13 July - Real Estate education for the public to
be held at Jefferson State Community College. Please call Roland Thomas, RTA
Real Estate, at 205.253.7552 for details.
 Charles Heaton - 369.7090 - Keller Williams
2041 S 21st Avenue, Homewood - MLS 424960 - $274,900 C
5BR/2BA - In-law suite or rental (currently rented for $670) with
separate entrance and patio go along with this charming cottage with
hardwood floors, eat-in kitchen, butlers pantry, formal dining room
with double French doors leading to covered porch, architectural metal
A
roof and additional parking in the rear (was rented for $1,580)
R
3528 Fox Hollow Lane, Hoover - MLS 400151- $249,500
3BR/3BA - Modern kitchen, updated bathrooms, hardwoods in living
room, dining room and hallways, 2 decks, finished basement with walk-
A
out to patio, sprinkler system, security system and central vacuum
V
A
129 Paradise Lake Road, Hoover - MLS 400897 - $249,000
3BR/2BA - Cathedral ceilings, sunroom, fenced backyard, sprinkler
system, security system, 2-car garage, community setting with

N
clubhouse, pool, lake, gym and tennis courts

1333 Narrows Point Bend, 35242 - MLS 421896 - $189,900

3BR/2BA - Eat-in kitchen and dining room, fireplace in living room with
French doors to patio, steps to attic, security system, surround sound

L
and fenced backyard

Angela Mosely - 821.0337 - RealtySouth

3081 Whispering Pines Circle, Hoover- MLS 423265 - $224,900
I
S
3BR/2BA - Renovated eat-in kitchen and bathrooms, new garage door
and gutters, formal living room and dining room, large family room with

Murray Lichter - 222.5424 - Keller Williams T

I
901 South Forest Drive, Homewood - MLS 414519 - $179,900
4BR/2BA - Formal dining room, den, deck and covered patio

Gail Hutton - 222.4335 - RE/MAX Advantage

N
5000 Lake Crest Circle, Hoover - MLS 391217 - $399,000
4BR/4.5BA - Dramatic glass entry with large eat-in kitchen with G
additional breakfast bar, formal dining room, formal living room with
fireplace, central vacuum, walk-in attic, finished basement with wet
bar/mini kitchen and office. Community amenities include sidewalks, S
Call Mark Boackle or Jim Nerios for all your mortgage needs:
AmeriCapital Mortgage - 205-278-520o or 800-818-6174
 Allen Kipp - 451.8794 - RealtySouth
C Silverock Cove - Smith Lake

A
An exclusive gated community consisting of
custom designed 2-4+ bedroom flats, row
homes and cottages. Built on a point, the
R continuous lakefront area allows each
resident the opportunity to walk the full
length of Silverock Cove shoreline, passing
A by cozy gazebos and lazy piers. There is on-
site boat storage and a full-time boat

V concierge; one call and your boat is fueled

and ready. Amenities include two pools, pool
house, outdoor kitchens, playground and
A
N Liz Elliott - 913.1056 - Advanced GMAC
$5,000 Selling Bonus, Seller Concessions
REDUCED TO N$385,000 - Possible Owner Financing
4725 Old Looney Mill Road, 35243 - MLS 408903
3BR/3BA - Potential for 5 bedrooms while offering an eat-in kitchen

L with granite, formal dining room, living room with fireplace and built-
ins, lots of storage, garage has loading dock and workshop, driveway will
take car to kitchen door for unloading groceries, space for elevator

I 4369 Riverbend Trail, Hoover - MLS 407005 - $239,900

4BR/3BA - New paint and carpet, eat-in kitchen with add’l breakfast

S bar, separate laundry room with wet sink, formal dining room and
loving room with gas fireplace, finished basement with office, pool
table, wet bar, screened porch up and covered deck patio down with

T hot tub, master with jetted tub, fenced backyard with sprinkler system

419 Shadeswood Dr, Hoover - MLS 424842 - $259,900

I 2BR/1BA - Your own personal wooded retreat with an updated eat-in
kitchen opens to huge great room and dining room with a wall of
windows overlooking Oak Mountain, incredible “black bart” wood
N burning fireplace in great room, partially covered upper and lower
decks, new Hardy Plank siding

G 3476 Birchtree Drive, Hoover - MLS 408724 - $189,999

S
4BR/2BA - New paint and carpet, Eat-in kitchen looks in on family
room with stone fireplace, formal living room and dining room,
automatic whole house generator

Call Mark Boackle or Jim Nerios for all your mortgage needs:
AmeriCapital Mortgage - 205-278-520o or 800-818-6174
 WIN UP TO $100,000 IN MAY 2009
Sell Just 1 of 8 properties in Oakmere at Lake Crest
For Details Call
Ron and Shelia Alexander - RE/MAX Advantage - 296-1515
648 Whitestone Way - The only townhome left
613, 617, 621, 633, 661, 665, 681 Trumpet Circle - with elevators!
Visit oakmerelakecrest.com

Call Mark Boackle or Jim Nerios for all your mortgage needs:
AmeriCapital Mortgage - 205-278-520o or 800-818-6174