10/10/2011

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Mega Agent Camp September 2011

Welcome

Dianna Kokoszka President, MAPS Coaching

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Mega Agent Camp September 2011

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Panel: eEdge
Aaron Simon Ben Kinney Lori Ballen

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Mega Agent Camp September 2011

Succeed with Buyers

Michael Hilgenberg Team Michael
2010: $34.8M closed volume 2010: 140 units Palm Springs MC REAL Trends Top Teams by Transaction Sides - #251

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Mega Agent Camp September 2011

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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.

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Mega Agent Camp September 2011

Succeed with Buyers

Share the Information
Use a buyer board.

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Mega Agent Camp September 2011

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Succeed with Buyers

Use a Rating System
Rate a home on a scale of 110.

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Mega Agent Camp September 2011

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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Mega Agent Camp September 2011

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Succeed with Buyers

Use a Showing System
Strategically show your 7s10s. Time to choose!

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Mega Agent Camp September 2011

Succeed with Buyers

Monica Reynolds The Heller Real Estate Group
2010: $86.5M closed volume 2010: 149 units Carmel Valley/Del Mar MC REAL Trends Top Teams by Transaction Volume #54 REAL Trends Top Teams by Transaction Sides - #228
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Mega Agent Camp September 2011

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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.

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Mega Agent Camp September 2011

Succeed with Buyers

# kwmc

Mega Agent Camp September 2011

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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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Mega Agent Camp September 2011

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Mega Agent Camp September 2011

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Succeed with Sellers

Adam Hergenrother
The Hergenrother Team
2010: $30.8M closed volume 2010: 112 units Green Mountain MC

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Mega Agent Camp September 2011

Seller Comes into the Office!

The Eight Steps
Seller intake form completedasks the questions, gathers info. Video email sent to seller. Seller called to confirm appointment. Private parking space reserved for seller.
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Mega Agent Camp September 2011

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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 starts presentation. Three feesall in the agreement.
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Mega Agent Camp September 2011

1. Seller intake form completed.

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Mega Agent Camp September 2011

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2. Video email sent to seller.

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Mega Agent Camp September 2011

3. Seller called to confirm appointment.

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4. Private parking space reserved for seller.

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Mega Agent Camp September 2011

5. Name placed on sign to welcome seller.

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6. Staff introduces themselves.

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Mega Agent Camp September 2011

7. Adam comes out to meet client and starts presentation.

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8. Three feesall in the agreement

7%-10% $1,400 up front $500 closing fees

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Mega Agent Camp September 2011

Succeed with Sellers

Nick Shivers WestOne Properties
2010: $37.1M closed volume 2010: 161 units Portland Central MC REAL Trends Top Sales Professionals by Transaction Volume - #231 REAL Trends Top Sales Professionals by Transaction Sides - #77
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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.

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Mega Agent Camp September 2011

Six Steps to Succeed with Sellers

Video email goes to seller for introductions, expectations.

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Mega Agent Camp September 2011

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Six Steps to Succeed with Sellers

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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Mega Agent Camp September 2011

Six Steps to Succeed with Sellers

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Six Steps to Succeed with Sellers

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

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Mega Agent Camp September 2011

Six Steps to Succeed with Sellers

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

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Mega Agent Camp September 2011

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Interview
Pat Hiban
The Pat Hiban Real Estate Group
2010: $40M closed volume 2010: 202 units Crofton/Ft. Meade MC REAL Trends Top Teams by Transaction Sides - #59

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Mega Agent Camp September 2011

6 Steps to 7 Figures
1. 2. 3. 4. 5. 6. Affirm Tracking Mentor Work Build Invest

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Mega Agent Camp September 2011

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Working with REOs

Denny Seybert Seybert Team
2010: $68.1M closed volume 2010: 506 units Las Vegas SE/Henderson REAL Trends Top Teams by Transaction Sides - #11 REAL Trends Top Sales Professionals by Transaction Sides - #47 REAL Trends Top Teams by Transaction Volume - #87
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Mega Agent Camp September 2011

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.

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Mega Agent Camp September 2011

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 Team
2010: $37.2M closed volume 2010: 373 units Pembroke Pines/Miramar MC REAL Trends Top Teams by Transaction Sides - #30
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Mega Agent Camp September 2011

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.

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Mega Agent Camp September 2011

Working with REOs

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Working with REOs

Leverage People.
Hire talent. Expand virtually when possible.

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Mega Agent Camp September 2011

Working with Short Sales

Brett Tanner The Brett Tanner Team
2010: $29.3M closed volume 2010: 264 units Phoenix South Mountain MC REAL Trends Top Teams by Transaction 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.
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Mega Agent Camp September 2011

Run an Effective Short Sale System

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.

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Run an Effective Short Sale System

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!

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Mega Agent Camp September 2011

Working with Short Sales

Fred Weaver Group 46:10
2010: $22.7M closed volume 2010: 157 units Tempe - Scottsdale MC REAL Trends Top Teams by Transaction 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

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Mega Agent Camp September 2011

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 Level

Kristan Cole and Jason Woodward The Kristan Cole Team
2010: $43M closed volume 2010: 208 units Anchorage MC REAL Trends Top Teams by Transaction Sides - #122 REAL Trends Top Teams by Transaction Volume - #207
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Mega Agent Camp September 2011

Kristan Cole OP/Broker in Charge

Legend
Accountability

Jason Woodward Team Leader

Functionary

Lead Listing Partner Virtual Assistants Virtual Assistant

Lead Coordinator

Lead Buyer Specialist

Buyer Specialist

Closing Coordinator

Showing Assistant

Marketing Coordinator

Client Care Coordinator

Bookkeeper

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Hiring to the 7th Level

Jim, Linda, and Brad McKissack McKissack Group Realty
2010: $35.5M closed volume 2010: 187 units Denton MC REAL Trends Top Teams by Transaction Sides - #131
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Mega Agent Camp September 2011

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Wealth Building
Gary & Nikki Ubaldini The Gary & Nikki Team
$1,559,863.33 in Profit Share Clearwater MC

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Mega Agent Camp September 2011

Share Your Mega Camp Experience!

Tweet, post, watch, share, like.
@mapscoaching @kwri Facebook.com/kellerwilliamsrealty Facebook.com/mapscoaching Youtube.com/kellerwilliams

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Thank you for being here!

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