Welcome To Welcome To

We hope to make your new start in Real We hope to make your new start in Real Estate easy and productive and make Estate easy and productive and make every effort to assist you in any way every effort to assist you in any way

possible!possible!

Please jot down any questionsPlease jot down any questions

you may think of as we progress andyou may think of as we progress and

save them until the end.save them until the end.

Things To DO!Things To DO! Order Business Order Business

Cards/Stationary/Envelopes/Name Cards/Stationary/Envelopes/Name Tags/etc.Tags/etc.

Create company name (for tax reasons Create company name (for tax reasons not a necessity)not a necessity)

Register company name (realtor is Register company name (realtor is independent)independent)

Establish a logo to build name recognitionEstablish a logo to build name recognition Investigate, purchase, and build a Investigate, purchase, and build a

creative websitecreative website Purchase a good digital camera and Purchase a good digital camera and

software (Min. 4 mega-pixels)software (Min. 4 mega-pixels)

Order QES for your computerOrder QES for your computer Have a professional portrait taken and Have a professional portrait taken and

supply with website info to Charles supply with website info to Charles HughesHughes

Open a Bank Account for your companyOpen a Bank Account for your company Get a good computerGet a good computer Do a Letter of Introduction (must be Do a Letter of Introduction (must be

reviewed by Kelly)reviewed by Kelly) Look at trainingLook at training

GRI, CRS, etc.GRI, CRS, etc. MLS ClassesMLS Classes

Data base for contacts example ACTData base for contacts example ACT Set up SeriesSet up Series Record Dates, etc.Record Dates, etc.

RE/MAX OrientationRE/MAX Orientation Buy and use a day plannerBuy and use a day planner Companies that can helpCompanies that can help

360 house or IDX360 house or IDX Homes Cards/Hillside SoftwareHomes Cards/Hillside Software

Get with companies that will help you growGet with companies that will help you grow Build Folders on your desktop Build Folders on your desktop

Buyer/Seller/SoldBuyer/Seller/Sold Put all pertinent info for that status of the Put all pertinent info for that status of the

dealdeal

Leave your card everywhere you go! (Get Leave your card everywhere you go! (Get your your namename out there and keep it in front out there and keep it in front of them!)of them!) Restaurants - as you payRestaurants - as you pay With your Doctor, Dentist, Hair Stylist, With your Doctor, Dentist, Hair Stylist,

Spa Personnel etc.Spa Personnel etc. Convenience stores – as you payConvenience stores – as you pay Retail clerksRetail clerks

Join AssociationsJoin Associations Chamber of CommerceChamber of Commerce Lions ClubLions Club KiwanisKiwanis

Attend Functions & Get InvolvedAttend Functions & Get Involved HOA MeetingsHOA Meetings Breakfast MeetingsBreakfast Meetings Church ActivitiesChurch Activities

Join DERAJoin DERA Attend FunctionsAttend Functions Attend Friday Marketing MeetingsAttend Friday Marketing Meetings Attend Training SeminarAttend Training Seminar

Visit Home BuildersVisit Home Builders Introduce yourself and leave your cardIntroduce yourself and leave your card

Get off your butt and out the door!!!

Building Character and Building Character and TrustTrust

CharacterCharacter ““What others say about you when you’re not What others say about you when you’re not

around!”around!” TrustTrust

How do you present yourself… and your broker?How do you present yourself… and your broker? ConfidenceConfidence

Not to be confused with arrogance!!!Not to be confused with arrogance!!! IntegrityIntegrity

Would you do business with someone like Would you do business with someone like YOU???YOU???

11stst Year! Year!

No PartnersNo Partners You are only know by your name You are only know by your name

Protect It!Protect It! Learn your craftLearn your craft Protect your NameProtect your Name Know the Know the GoodGood and the and the BadBad Do your own transactionsDo your own transactions

No transaction coordinatorNo transaction coordinator

Building Your TeamBuilding Your Team Build confidence with an Expert Team!Build confidence with an Expert Team!

InspectorsInspectors AppraisersAppraisers Title Companies Title Companies (What can they do for you and your client?)(What can they do for you and your client?)

Lenders Lenders (Will they help you with advertising expenses?)(Will they help you with advertising expenses?)

Build vendor referrals & add links to your Build vendor referrals & add links to your websitewebsite VeterinariansVeterinarians Home RepairsHome Repairs Cleaning Services and moreCleaning Services and more Community Info NumbersCommunity Info Numbers

What or whom should you refer? What or whom should you refer? Make a list!Make a list!

FarmingFarming Choose a prospective market/area/cityChoose a prospective market/area/city Determine your interests Determine your interests

((Residential/Commercial)Residential/Commercial)

Where to farm Where to farm (What areas?)(What areas?)

Can I farm in an area already farmed?Can I farm in an area already farmed? Don’t let the tone be set Don’t let the tone be set (NO Pre-(NO Pre-

determinations!!!)determinations!!!)

Know your area Know your area (Be the expert!)(Be the expert!)

Let everyone know you are there!Let everyone know you are there!

Lead GenerationLead Generation(50% Of Your Daily Efforts)(50% Of Your Daily Efforts)

Using your data base / Having a planUsing your data base / Having a plan Marketing (all forms)Marketing (all forms) Know what is out there, do research on Know what is out there, do research on

newspapers etc.newspapers etc.

Marketing Prospective, New & Past ClientsMarketing Prospective, New & Past Clients PlanPlan Letters (A Series)Letters (A Series) FarmingFarming Just Listed/Under Contract/Sold CardsJust Listed/Under Contract/Sold Cards Follow Up during all transitions and even years Follow Up during all transitions and even years

laterlater GiftsGifts Items of ValueItems of Value 1Yr December HUD Statement after closing1Yr December HUD Statement after closing

Your date base consist of:Your date base consist of: Personal FriendsPersonal Friends Business acquaintance'sBusiness acquaintance's Your spouses co-workersYour spouses co-workers Your old co-workersYour old co-workers Referral Agents – getting to know themReferral Agents – getting to know them Your NeighborhoodYour Neighborhood Your Grocery Store ClerkYour Grocery Store Clerk ( Get the concept?) ( Get the concept?) ANYONE!!!ANYONE!!!

Most important get a databaseMost important get a database software program that works! software program that works!

Start Working!Start Working!ACT –Top Producer-Agent 2000ACT –Top Producer-Agent 2000

Even Microsoft OutlookEven Microsoft Outlook

Home Card SystemsHome Card Systems

Time ManagementTime Management

Need a plan a routine i.e. every Saturday Need a plan a routine i.e. every Saturday between 10-2between 10-2

Block out your personal days/VacationBlock out your personal days/Vacation Put into ACT on your schedule Color codePut into ACT on your schedule Color code Mailings/Marketing plan / ordering calendarsMailings/Marketing plan / ordering calendars Schedule meetings i.e homeowners meetingsSchedule meetings i.e homeowners meetings Making calls/ cold calls/FSBO/client calls/Making calls/ cold calls/FSBO/client calls/ LunchLunch Meet with title/lenders/prospect etc i.e. lunchMeet with title/lenders/prospect etc i.e. lunch

Thank you cards, flowers for each leadThank you cards, flowers for each lead Update ACT Update ACT Attend DERA meetingsAttend DERA meetings Market at Office meetings/DERAMarket at Office meetings/DERA Input info into ACT on Input info into ACT on everyone everyone you you

meet meet Avoid needless interruption!Avoid needless interruption! ((Don’t Play Office) get out and Don’t Play Office) get out and

prospect!prospect! This business is about systems and This business is about systems and

being consistentbeing consistent

8:00-8:30 Answer Emails8:00-8:30 Answer Emails 8:30-9:00 Follow up on all file/update 8:30-9:00 Follow up on all file/update

ACTACT 9:00-9:009:00-9:00 Thanks you cardsThanks you cards 9:30-10:009:30-10:00 5 phone contacts5 phone contacts To Do ListTo Do List (this is important) (this is important) Treat this profession like business, if this Treat this profession like business, if this

was a corporate office that you went to was a corporate office that you went to you would have task to do and time lines.you would have task to do and time lines.

Do the hardest task firstDo the hardest task first Use your time productively, this is a Use your time productively, this is a

business, and you should treat it as such!business, and you should treat it as such!

StatisticStatistic Cold Mail 1yr Cold Mail 1yr 1/50001/5000 Cold Calls Dials Cold Calls Dials 1/10001/1000 Warm Mail Warm Mail 16 0r =yr 3-7/10016 0r =yr 3-7/100 Print Media Advertisement Print Media Advertisement 1/25 1/25 Sign Call Sign Call 1/201/20 Warm call Warm call 1/181/18 Open House Open House 1/211/21 6 Months your clients love you 6 Months your clients love you 2 years later they have forgotten due to no 2 years later they have forgotten due to no

communication.communication.once you have them they should be a once you have them they should be a client for life so Follow Up! Have client for life so Follow Up! Have systems in place to do so!systems in place to do so!

AppraisalsAppraisals As a Realtor you should know the home As a Realtor you should know the home

better than the Appraiserbetter than the Appraiser Buyers cannot get their own AppraiserBuyers cannot get their own Appraiser Appraisal good for 6 monthsAppraisal good for 6 months Give Appraiser all info before he beginsGive Appraiser all info before he begins Value: Always in Context of the Value: Always in Context of the

NeighborhoodNeighborhood Per Fannie Mae Guidelines: You can use Per Fannie Mae Guidelines: You can use

any comp no matter how far away. If you any comp no matter how far away. If you do use a comp over a mile away, you just do use a comp over a mile away, you just need to justifyneed to justify

Assisting the AppraiserAssisting the Appraiser Previously Viewed PropertiesPreviously Viewed Properties Know the property and the Neighborhood!!!Know the property and the Neighborhood!!! What’s happening within the Neighborhood?What’s happening within the Neighborhood? Consider ALL the ComponentsConsider ALL the Components

BasementBasement ParkingParking ViewsViews Lot Size etc, etc, etcLot Size etc, etc, etc

Cost does not Equal ValueCost does not Equal Value MotivationMotivation FinancingFinancing

Always check FEMA Flood Maps!

www.FEMA.gov/maps

Water RightsWater Rights Mean what you write!!Mean what you write!! Like it or not, Realtors are often the first stop for Like it or not, Realtors are often the first stop for

water resource information during a property water resource information during a property transaction. Colorado is the highest state in the transaction. Colorado is the highest state in the nation and all of the water flows out of the state. nation and all of the water flows out of the state. You have to put water to use or you cannot keep You have to put water to use or you cannot keep the water rights. i.e. Beneficial Use!the water rights. i.e. Beneficial Use!

A water right is a property right to make A water right is a property right to make beneficial use of a particular amount of water beneficial use of a particular amount of water within a specified time. A water right is a special within a specified time. A water right is a special kind of property known as a Usufructuary right kind of property known as a Usufructuary right This means we have the right to inherit the This means we have the right to inherit the resource, will it, sell it, lease it, share it, or store resource, will it, sell it, lease it, share it, or store it.it.

WE DO NOT OWN IT, you only have a right! This WE DO NOT OWN IT, you only have a right! This resource stays in the Public Domain under resource stays in the Public Domain under Colorado law and we can not waste it.Colorado law and we can not waste it.

Water Right ClauseWater Right Clause

Example!Example!

Buyers understand the improvements are not Buyers understand the improvements are not connected to the public water system. Buyer connected to the public water system. Buyer acknowledges that no representation whether acknowledges that no representation whether oral or written have been made by the Broker oral or written have been made by the Broker or any of their agents pertaining to the depth of or any of their agents pertaining to the depth of the well, type of the well, permitted uses, the well, type of the well, permitted uses, pumping capacity, water quality, future water pumping capacity, water quality, future water supply or the equipment used to supply water supply or the equipment used to supply water to the property The Seller and their Agents are to the property The Seller and their Agents are not competent to give opinions on these topics. not competent to give opinions on these topics. Buyer is advised to seek the advice of a Buyer is advised to seek the advice of a competent Well inspector.competent Well inspector.

Adjudication Water Adjudication Water RightsRights

A Decree is a Deed to water! Decrees do not specify a A Decree is a Deed to water! Decrees do not specify a claimant; Decrees usually do not make reference to claimant; Decrees usually do not make reference to actual ownership. Decrees are awarded to structures, actual ownership. Decrees are awarded to structures, head gates, ditches, reservoirs and wells, you will also head gates, ditches, reservoirs and wells, you will also need to know the in-stream flow. If a Decree is silent need to know the in-stream flow. If a Decree is silent and does not say where the water goes, then this and does not say where the water goes, then this should be a red flag. This can create a law suite; you should be a red flag. This can create a law suite; you need to know specifically who is getting the water. DO need to know specifically who is getting the water. DO NOT COUNT ON NOT COUNT ON TITLE INSURANCETITLE INSURANCE TO HANDLE TO HANDLE WATER RIGHTS!!! WATER RIGHTS!!!

Streams, just because a stream flows through your land Streams, just because a stream flows through your land that you own does don’t mean that your animals can that you own does don’t mean that your animals can drink from that stream. According to Colorado you are drink from that stream. According to Colorado you are stealing water, and can be sued1 Every Stream in stealing water, and can be sued1 Every Stream in Colorado is over appropriated not one stream is under Colorado is over appropriated not one stream is under appropriated. Appropriation: the right to take water appropriated. Appropriation: the right to take water from a natural stream or aquifer for beneficial use at a from a natural stream or aquifer for beneficial use at a specified rate of flow, either for immediate use or to specified rate of flow, either for immediate use or to store for later use. This I usually confirmed by a water store for later use. This I usually confirmed by a water court decree. Senior water rights are more powerful court decree. Senior water rights are more powerful than anything else. than anything else.

AbandonmentAbandonment! It takes 10 years to ! It takes 10 years to lose your water rights, through new lose your water rights, through new law of in stream flow. law of in stream flow.

You do not transfer water rights by You do not transfer water rights by saying and saying and all water rightsall water rights in the in the contact; you must put the legal contact; you must put the legal description in for each well and description in for each well and each water right. There is a law each water right. There is a law suite to prove it. This law suite is suite to prove it. This law suite is what is responsible for putting the what is responsible for putting the words in the contract, legal words in the contract, legal description.description.

In-House Use PermitsIn-House Use Permits

There are wells that are only in-house Wells; There are wells that are only in-house Wells; the well permit only allows the use of water in the well permit only allows the use of water in the house! Not for horses! The land could be the house! Not for horses! The land could be zoned for horses, but the well permits could zoned for horses, but the well permits could be only for houses! be only for houses! ** SO ITS IMPORTANT ** SO ITS IMPORTANT TO PULL A COPY OF THE WELL PERMIT TO PULL A COPY OF THE WELL PERMIT TO KNOW WHAT KIND OF WELL YOU TO KNOW WHAT KIND OF WELL YOU HAVE, AND THAT USE OF THAT WELL!HAVE, AND THAT USE OF THAT WELL!

In the state of Colorado you can have In the state of Colorado you can have three homes on one well, with written three homes on one well, with written explanation of you will pay for what if the explanation of you will pay for what if the well should go dry etc….well should go dry etc….

Exempt WellsExempt Wells Exempt WellsExempt Wells can not ever pump more than 15 gallons a can not ever pump more than 15 gallons a

minute. If well was drilled before May 22 1972 minute. If well was drilled before May 22 1972 grandfathered in! Wells before 1972 Must have complete grandfathered in! Wells before 1972 Must have complete well records in order to be recorded with the state. Back well records in order to be recorded with the state. Back then wells were not required to be recorded with the state. then wells were not required to be recorded with the state. To get a well drilled you must get a permit fro the Sate To get a well drilled you must get a permit fro the Sate Engineers office. If they do not have the permit number Engineers office. If they do not have the permit number you will need to get it inspected and get specific you will need to get it inspected and get specific information. The State records and spots every well in this information. The State records and spots every well in this state and records it on a map. If it has been recorded then state and records it on a map. If it has been recorded then they can give you the permit number with legal description they can give you the permit number with legal description of the property.of the property.

If you are dealing with a well, then go to the health If you are dealing with a well, then go to the health department and get the booklet for department and get the booklet for guidelines………………….. guidelines…………………..

25 feet……minimum setback25 feet……minimum setback 50 feet……animal yard and or barn concrete silo 50 feet……animal yard and or barn concrete silo

septic tanseptic tan 100 feet…..leach field, pesticide or fertilizer storage, 100 feet…..leach field, pesticide or fertilizer storage,

chemical mixing, loading site, fuel and oil products.chemical mixing, loading site, fuel and oil products. 250 feet…..waste lagoon, household wastes dump, 250 feet…..waste lagoon, household wastes dump,

manure stockpiles, earthen silage storagemanure stockpiles, earthen silage storage

Well InformationWell Information Soils and Contamination : Soils and Contamination : We have soils that We have soils that

are contaminated up to 100 feet, due to our are contaminated up to 100 feet, due to our weather, and freezing and thawing soils.weather, and freezing and thawing soils.

Drilling : Drilling : Be aware that there are unlicensed well Be aware that there are unlicensed well drilling companies; you need one with adrilling companies; you need one with a license license due to the fact that if someone is killed on the due to the fact that if someone is killed on the property then the owner of the property is liable. If property then the owner of the property is liable. If problems occur then you need to call the board of problems occur then you need to call the board of Examiners Colorado Division of Examiners Colorado Division of Water Resources, Water Resources, 303-866-3581 303-866-3581 problems can occur therefore you problems can occur therefore you need a contract with a licensed well drilling need a contract with a licensed well drilling company.company.

Application : Application : To make application for a well, it will To make application for a well, it will cost $480.00 Permit is good for two years, and you cost $480.00 Permit is good for two years, and you can get an extension if you have a good reason for can get an extension if you have a good reason for not drilling, the extension will cost money. You will not drilling, the extension will cost money. You will need a need a Water Well Permit Application GWS44Water Well Permit Application GWS44

Main: 303-886-3581Main: 303-886-3581 Fax: 303-866-3589Fax: 303-866-3589

Water Right TransferWater Right Transfer Any water right that you do not legally Any water right that you do not legally

describe will not be transferred. Each describe will not be transferred. Each Decree needs to be read and understood. Decree needs to be read and understood. Water Rights have a Name, Description and Water Rights have a Name, Description and zoning, it is no different than a piece of zoning, it is no different than a piece of property, and you must treat it that way.property, and you must treat it that way.

When you list a property you should ask if When you list a property you should ask if there are any wells on the property, because there are any wells on the property, because the owner of the property is responsible. the owner of the property is responsible. They are responsible for sealing and They are responsible for sealing and plugging the well. plugging the well.

If someone is selling land to one person and If someone is selling land to one person and the water rights to another person be sure to the water rights to another person be sure to know that the person with the water rights know that the person with the water rights has the right to go onto your property at any has the right to go onto your property at any time.time.

When making change of owner, ex at When making change of owner, ex at closing you will need to do a change of closing you will need to do a change of ownership form and make sure that it is ownership form and make sure that it is sign and then you the realtor should sign and then you the realtor should mail it into the Water Resource Board!mail it into the Water Resource Board!

Don’t try to be an expert just follows the Don’t try to be an expert just follows the simple rules. If you do become an expert simple rules. If you do become an expert then you are liable. Have your attorney then you are liable. Have your attorney draw up a document advising the parties draw up a document advising the parties to have tests and inspections performed to have tests and inspections performed on the applicable systems by the local on the applicable systems by the local health authority and other professionals health authority and other professionals of your of your Buyers choosingBuyers choosing. .

When buying water rights you need to be When buying water rights you need to be sure and get the ditches and the pumps.sure and get the ditches and the pumps.

InspectionsInspections

Can you get your favorite Inspector Can you get your favorite Inspector to work around your schedulesto work around your schedules

Inspector work for the Inspector work for the ClientClient they they are they to note every little detail.are they to note every little detail.

Push your Inspection Date OUT!Push your Inspection Date OUT! Don’t Miss your Inspection Deadline!Don’t Miss your Inspection Deadline! Inspection Balancing ACT??Inspection Balancing ACT??

Title CompanyTitle Company Title Companies can do so much for you, Title Companies can do so much for you,

so use them!so use them! HOAHOA Home Book (eNeighborhood Home Book (eNeighborhood

Demographics)Demographics) O & E ReportsO & E Reports MarketingMarketing Market StatisticsMarket Statistics Prepare Documents for ClosingPrepare Documents for Closing Seminars and TrainingSeminars and Training Title CommitmentTitle Commitment Useable WebsitesUseable Websites

LendersLenders

Don’t limit yourself to only one Don’t limit yourself to only one lenderlender PrimePrime Sub-Prime Sub-Prime (Becoming increasingly more important-(Becoming increasingly more important-

37% of market37% of market

A Relationship with your lender will come back A Relationship with your lender will come back to you many times over. It’s totally ethical for to you many times over. It’s totally ethical for your lender to send you leads.your lender to send you leads.

The Loan ProcessThe Loan Process Knowing Knowing informationinformation about the loan about the loan

process makes you process makes you valuable to your clientvaluable to your client Origination (The process of Counseling the Origination (The process of Counseling the

borrower)borrower) Processing (Performing the automated Processing (Performing the automated

underwriting procedure to completion of underwriting procedure to completion of documents needed)documents needed)

Underwriting ( Examination of information)Underwriting ( Examination of information) Closing (Preparation of loan docs and signature Closing (Preparation of loan docs and signature

usually done by the title company)usually done by the title company) Sale of the Loan (The loan is sold to a secondary Sale of the Loan (The loan is sold to a secondary

market)market) Servicing (Involves the collection processing of Servicing (Involves the collection processing of

the monthly payments etc.)the monthly payments etc.)

Types of LoansTypes of Loans ConventionalConventional

Up to $417,000 Up to $417,000 PMIPMI

FHAFHA Homes must be FHA approved and Lender Homes must be FHA approved and Lender

needs direct endorsementneeds direct endorsement MIPMIP

VAVA Commercial PropertyCommercial Property Alternative Loan ProgramsAlternative Loan Programs

Adjustable Rate, Stated Income, Interest Only, Adjustable Rate, Stated Income, Interest Only, Down payment assistance, Reverse Mortgage, Down payment assistance, Reverse Mortgage, etc…..etc…..

Educating Your ClientsEducating Your Clients

Colorado MarketColorado Market Difference in MarketsDifference in Markets Pull ComparativesPull Comparatives

Don’t Tick the Seller off by Offering Don’t Tick the Seller off by Offering Low Low

Don’t give them a reason to CounterDon’t give them a reason to Counter Keep it Real!!!Keep it Real!!!

ListingsListings

BuyersBuyers Buyers Agency???Buyers Agency??? Qualifying a Buyer Qualifying a Buyer

Where do you want to liveWhere do you want to live Have you lookedHave you looked Been to any open housesBeen to any open houses Have you met with a lender Have you met with a lender (if not get them (if not get them

with one)with one) What did the lender sayWhat did the lender say What's the story (girlfriend, boyfriend What's the story (girlfriend, boyfriend

involvement)involvement) Most Important Most Important “What Would You Like Your “What Would You Like Your

House”House”

Open HousesOpen Houses Cover what the seller should do before Cover what the seller should do before

and expect from the showingand expect from the showing Listen to the seller’s positive points (They Listen to the seller’s positive points (They

know the home best!) know the home best!) Checklist of itemsChecklist of items

Clean and tidyClean and tidy ““Less Is More” (Put things away)Less Is More” (Put things away) Mow the grass, etc for street appealMow the grass, etc for street appeal

What to take???What to take??? Sign-in logSign-in log LOTS of business cardsLOTS of business cards PacketsPackets

Map of areaMap of area MLS sheets of other homes in area (2-4)MLS sheets of other homes in area (2-4)

Two up and two down 50KTwo up and two down 50K

Walk through the home to assure Walk through the home to assure valuables are put awayvaluables are put away

Turn on the lights and open ALL Turn on the lights and open ALL blinds and drapesblinds and drapes

Be sure items are out of walkwaysBe sure items are out of walkways Check garage and basements for Check garage and basements for

tidinesstidiness BrochuresBrochures Gift ideasGift ideas Snacks, treats, etc…Snacks, treats, etc…

Preparing to ShowPreparing to Show Do your homework!Do your homework!

Know the areaKnow the area Know the attributes of the homeKnow the attributes of the home Know the directions!!Know the directions!!

LISTEN!!!LISTEN!!! Retain your clients likes and Retain your clients likes and dislikesdislikes

Be sure your car is clean and Be sure your car is clean and presentable therefore making a good presentable therefore making a good

impression!! impression!!

Showing HomesShowing Homes Open lock and then make sure no one is home! (ring bell, Open lock and then make sure no one is home! (ring bell,

knock and yell)knock and yell) Do Not let the pets out! (if you do, Do Not let the pets out! (if you do, youyou find them)find them) Stop in the entry and get a feel for the layout.Stop in the entry and get a feel for the layout. Don’t waist your time showing if they are immediately Don’t waist your time showing if they are immediately

disinterested.disinterested. Instead of making this home work, find the one they will Instead of making this home work, find the one they will

fall in love with!!fall in love with!! Leave your card with a note on the back if possibleLeave your card with a note on the back if possible Do Not let others walk-in while you are showing.Do Not let others walk-in while you are showing. Summarize the Home Summarize the Home

Review clients criteriaReview clients criteria Ask Questions Ask Questions

““What are your thoughts on this Home before we leave?”What are your thoughts on this Home before we leave?” NO CLOSED END QUESTIONS!!!NO CLOSED END QUESTIONS!!! Make short notes of likes and dislikesMake short notes of likes and dislikes

If they like the home and brochures are available be sure If they like the home and brochures are available be sure to take oneto take one

Take care of them and they will come back to you!Take care of them and they will come back to you!

Luxury AdvertisingLuxury Advertising A Different AnimalA Different Animal RE/MAX has a program that is called RE/MAX has a program that is called

Renowned Properties, which is a logo for Renowned Properties, which is a logo for high end homes.high end homes.

Luxury LogoLuxury Logo for your signage for your signage People with MoneyPeople with Money , when looking to purchase , when looking to purchase

a luxury home they us the DuPont Registry, The a luxury home they us the DuPont Registry, The Wall Street Journal, and Unique Homes Wall Street Journal, and Unique Homes Magazine, along with other resources.Magazine, along with other resources.

RE/MAXRE/MAX also as a luxury section on their also as a luxury section on their website website

Create Create a websitea website with the address name of the with the address name of the home through Go Daddy and have OBEO do the home through Go Daddy and have OBEO do the tour, which creates a very nice web page, the tour, which creates a very nice web page, the cost of this is not much, and is also a good cost of this is not much, and is also a good marketing tool. marketing tool.

Sign rider for personalized websiteSign rider for personalized website Featured on your websiteFeatured on your website Professional 4 page brochureProfessional 4 page brochure Brochures to special business, spas, Brochures to special business, spas,

banks, luxury auto dealers, etc..banks, luxury auto dealers, etc.. Homes IllustratedHomes Illustrated Pulling Farming from Title for areas of Pulling Farming from Title for areas of

700k and up, sending brochures out 700k and up, sending brochures out to those that might be thinking of to those that might be thinking of moving up.moving up.

WebsiteWebsite: link your email address and start a : link your email address and start a data base of extinctive home buyers and mail data base of extinctive home buyers and mail the brochure out to those prospects.the brochure out to those prospects.

EmEmarketingarketing SphereSphere, anyone you have sold to in the upper , anyone you have sold to in the upper

range, send a brochure, code your sphere range, send a brochure, code your sphere Take GREAT Take GREAT PhotographsPhotographs

Hire someone! Like OBEO, or Digital Image, and Hire someone! Like OBEO, or Digital Image, and othersothers

Homes and LandHomes and Land, see if you can get the , see if you can get the cover. cover. Along with a full page addAlong with a full page add Homes and Land insertsHomes and Land inserts

Advertising in GeneralAdvertising in General NewspaperNewspaper

PostPost Community NewsCommunity News

Shopping Kart, Benches,Shopping Kart, Benches, Sponsorships of little league, etc.Sponsorships of little league, etc. Community NewslettersCommunity Newsletters Vehicle SignsVehicle Signs DirectoriesDirectories Signage, carwash, grocerie, Gyms,Signage, carwash, grocerie, Gyms, Colorado Printing, etc..Colorado Printing, etc.. Direct mail, post cards, etc..Direct mail, post cards, etc.. Do you know anyone that will let you put your Do you know anyone that will let you put your

cards out, be sure to use your friends that are in cards out, be sure to use your friends that are in retail.retail.

PDC or Parcel SearchPDC or Parcel Search

ContractsContracts

AttachmentsAttachments

Required Docs byRequired Docs by

Definitions of Working RelationshipDefinitions of Working Relationship Change of StatusChange of Status Why a Home InspectionWhy a Home Inspection

These documents are to be filled out These documents are to be filled out and signed and turned in with your and signed and turned in with your file!file!

First TransactionsFirst Transactions

You must make sure that Kelly has You must make sure that Kelly has seen all document regarding your seen all document regarding your first few transactions!first few transactions!

Floor RulesFloor Rules Can Not Be LATE!Can Not Be LATE! Open and Close OfficeOpen and Close Office Trading Floor with other AgentsTrading Floor with other Agents Answering PhonesAnswering Phones

First ImpressionFirst Impression Personal Phone Calls and Your Business Personal Phone Calls and Your Business

CallsCalls Office Calls Come FIRST!Office Calls Come FIRST!

Do Not Download onto Office ComputersDo Not Download onto Office Computers FaxesFaxes Leaving DeskLeaving Desk Sign Calls & ClientsSign Calls & Clients

Thank You & Good LuckThank You & Good Luck

Anything we can do to help! Please Anything we can do to help! Please ask.ask.

If you have any questions! Please If you have any questions! Please Ask!Ask!

If you need help! Please AskIf you need help! Please Ask If you are unsure! Just AskIf you are unsure! Just Ask There is never a stupid question!There is never a stupid question!

Written by: Cindy Nicholson