UnitedPower! for Associates

Welcome to UnitedPower! for Associates

AnnouncementsIntroductionsExpectations

Introduction Exercise Meet Your NeighborPair Up and Interview Your NeighborCity and StateNumber of Years with United CountryOne Unknown Interesting Fact About YouExpectations

Take-Aways

Do an Effective Listing PresentationEffectively Manage Your Real Estate CareerLeverage UC Systems to Create DifferentiationProspecting for Sellers and BuyersWin More Business in this Market!

Good to GreatEvery company no matter how great faces difficult times. There are no enduring great companies that have a perfect, unblemished record. They ALL have ups and downs. The critical factor is not the absence of difficulty but the ability to bounce back and emerge stronger.*Jim Collins...Good to Great

YOU are the president of your own company!

Value of Listings

Associate Goal Worksheet Listing Side ONLY Average UC Office Performance______________

FINANCIAL GOALSEarnings Desired (input)$50,000 Divided By % Of Gross Commission To Associate*50%Equals Gross Commission Revenue Goal$100,000Divided By Gross Commission Rate (input)4.3%Equals Sales Volume Required$2,325,581Divided By Average Sales Price (input)$150,000Equals Number Of Units Required15 Multiply By Conversion Rate (input) 6 to 16Equals Annual Total Listings Needed90Divided by 12 Equals Monthly Listings Needed 7.5 or 8 per moAdd Buyer Side of all other Transactions only $50,000 EstimateEquals Total Gross Commission Earned $100,000 Estimate Bold = Impact Categories*Percentage varies by office

Associate Goal Worksheet Listing Side ONLYImpact of Improved Commission Rate______________

FINANCIAL GOALSEarnings Desired (input)$50,000Divided By % Of Gross Commission To Associate*50%Equals Gross Commission Revenue Goal$100,000Divided By Gross Commission Rate (input)5.8%Equals Sales Volume Required$1,724,137Divided By Average Sales Price (input)$150,000Equals Number Of Units Required11 Multiply By Conversion Rate (input) 6 to 16Equals Annual Total Listings Needed66Divided by 12 Equals Listings Needed 5.5 or 6 per mo Add Buyer Side of all other Transactions only $50,000 Estimate Equals Total Gross Commission Earned $100,000 Estimate

Bold = Impact Categories*Percentage varies by office

Associate Goal Worksheet Listing Side OnlyNow its YOUR Turn______________

FINANCIAL GOALSEarnings Desired (input)Divided By % Of Gross Commission To AssociateEquals Gross Commission Revenue GoalDivided By Gross Commission Rate (input)Equals Sales Volume RequiredDivided By Average Sales Price (input)Equals Number Of Units Required Multiply By Conversion Rate (input) 6 to 1Equals Annual Total Listings NeededDivided by 12 Equals Listings Needed

Bold = Impact Categories

www.UnitedRealEstate.com

Listing PresentationExercise #1

Listing PresentationExercise #1Partner with your neighbor and give a listing presentation as you would with what you know today.

United Country Program Overview

Leading Real Estate Franchisor Serving Small Towns and Cities Across America

Rated #1 Real Estate Franchise in 2009 by Dun & Bradstreet

Strong and Proven Business Model

United Country Real Estate Overview

Innovating Real Estate Since 1925Unique, Cutting Edge, Effective Marketing ToolsExclusive to United Country Offices

First Real Estate Catalog in 1928Housed in the Smithsonian Institution

Early Internet Real Estate Innovator in 1995Only National Search CapabilityOnly Search Based on Client Lifestyle CriteriaState of the Art Search Engine OptimizationInnovative, Proprietary Technology Platform

Fastest Growing Real Estate Franchise in our Preferred Market!

The Power of a National NetworkNational Brand

Networking Support

National Referrals

International Office

44 States

Over 650 Offices

Over 4,000 Agents

Auctioneer Network

Exceptional Culture

Common Values

United Country Recognized as Best in Class

United Country Value WheelAncillary ServicesBusinessConsulting TrainingTechnologyBrandVendorManagementNationalMarketingNetworking

Key Listing DifferentiatorsStrategic Partners & Vendor Management TechnologyCatalogs & MagalogsNationalAdvertising

Listing Presentation

Listing PresentationWhy List with United Country

Why List with United Country XYZ Realty

Why List with John or Jane Doe?

Listing PresentationWhy List with United CountryLocal Office and Agent

Marketing PlanLocal Marketing PlanNational Marketing Plan

Pricing StrategyCompetitive Market Analysis (CMA)Estimate of Net Proceeds

Real Estate Coaching

Take AwaysListing AgreementReferencesReferral Form

CDCustomizable Templates

National Advertising

National Advertising DefinedWhat is an advertiser?

An advertiser is a property with exceptional benefits & features. The advertiser is a property which will make your phones ring, and e-mails sing. The advertiser should be representative of other properties in your inventory, so as to have backup properties to show and sell. Exceptional benefits and features examples include lifestyle, price, terms, property location, property type, waterfront, historic, mountain, recreational, architectural design, etc.

National AdvertisingNational Advertising of ListingsOver 200 magazines and newspapersOnly national franchise to advertise listings

Exclusive Real Estate CatalogsNational.com Catalogs, SamplersFour lifestyle magazines: Coastal & Waterfront, Mountain, American Treasures, and Premier Properties

#1 Country Real Estate Website Internal SEO team and #1 SEO exclusive retained agency

Media Buying Services

Extensive Direct Mail and E-mail Programs

Brand Awareness through Affinity PartneringJohn Deere, Ducks Unlimited, FFA

Market Leader in Lead Generation and Listing PowerAverage office receives over 75 no-fee buyer leads per week

Over 300,000 Current Buyers in Database

Sales Materials and Marketing Templates

Advertising BroadsideAdvertising that Gets Results

Business & Income Bulletin

(100+ newspapers used monthly)(100+ property and lifestyle publications per year)(1M+ cards direct-mailed annually)Print Advertising Magazines National / Regional Newspapers National / Regional / Metropolitan Card Decks Qualified selection of lifestyle properties featured in national advertisements

MAGAZINES

Hundreds of Magazines, Millions of Potential Buyers.No Other Real Estate Franchise System Advertises ______ NationallyAmerican CowboyAmerican SalonAquacultureArabian NewsBlue Ridge CountryBowling Ridge CountryBugleCabin LifeChronicle Of The HorseCoal AgeConvenience Store NewsCountry LivingCountrysideCowboys & IndiansDog & KennelDog WorldDucks UnlimitedDupont RegistryFarmers HotlineField & StreamFish Farming NewsFly FishermanGreenhouse ManagerHigh Plains JournalAnd More And We Are AlwaysReviewingand AddingNew TitleslistingsHistoric PreservationHoards DairymanHobby FarmsHotel & Motel ManagementLawn & LandscapeMontana Land MagazineMother Earth NewsMountain Homes IllustratedNational Hog FarmerNations Restaurant NewsOld House JournalOrganic GardeningPit & QuarryPoultry DigestPreservationProgressive FarmerQuarterhorse Journal Quarterhorse RacingRV Trade DigestSoutheast Equine Southern Farm & RanchTexas Farm & RanchThe Blood HorseThe Fence PostThis Old HouseThoroughbred TimesVariety Victorian HomesWestern HorsemanWestern Livestock JournalWestern Livestock PropertiesWestern Farm & RanchWhere to Retire

Exercise #2Exercise #2Partner with your neighbor and give a listing presentation as you would with what you know today and incorporating the following: National Advertising

Catalogs & Magalogs

2010 Production Calendar Your Offices Critical Suggestion Due Dates!

Set Production Runs

Critical Deadlines

On the Intranet

Listing Tool

In Continuous Publication Since 1928

Original Issue In Smithsonian InstitutionAnnual Readership Of Over 1 MillionDistribution To Offices, Subscribers and Newsstands NationwideEach Affiliate May Include A Maximum Of 6 ListingsNo Additional Charge to Affiliates, Newsstand Price $5.95

(2 per year) (300+ pages) (200K per year)United Country Dot Com Catalog

A Catalog of Lifestyle Properties on the Coast, Rivers, Lakes and Significant Water Features Coastal: Coastal Community (30 miles max. from coast)

Waterfront: Visible from Property or Convenient Waterfront Access or Significant Water Feature

Any Price Range

Free to Affiliates, Newsstand Price $5.95Properties are submitted in a nomination process

(1 per year) (100+ pages) (40K+ per year)United Countrys Coastal & Waterfront

A Catalog of Mountain Properties

In the Mountains or Significant Mountain ViewAny Price Range

Free to Affiliates, Newsstand Price $5.95Properties are submitted in a nomination process(1 per year) (100+ pages) (25K+ per year)United Countrys Mountain

A Catalog of High-End Lifestyle Estates and PropertiesHigh Value PropertyUnique, Rare, Custom, High Interest, Exceptional

Free to Affiliates, Newsstand Price $6.95Properties are submitted in a nomination process

(1 per year) (100+ pages) (40K+ per year)United Countrys Premier Properties

A Catalog Of _______ Properties

Historically or Architecturally Significant

Historical Construction and Craftsmanship

Any Price Range

Any Property Type (Including Businesses)

____ to Affiliates, Newsstand Price _____Properties are submitted in a nomination process(1 per year) (100+ pages) (40K+ per year)United Countrys American TreasuresHistoricFree$5.95

Mailed free to every confidential inquiry by the Home Office.Agent should place business cards and personal letter in each copy.Place at local businesses such as beauty shops, grocery stores, court house, tax office, professional offices etc. for Listing Tool.Place at restaurants, stores, gas stations, motels, etc. near interstate exits and tourist traffic locations for Sales Tool.United Country Real Estate Samplers

Exercise #3Exercise #3Partner with your neighbor and give a listing presentation as you would with what you know today and incorporating the following: Catalogs & Magalogs

Strategic Partners & Vendors

Strategic Partners

Ducks UnlimitedWho are They?The Largest Wildlife Habitat Protection Group in U.S. (600,000 + Members)

How to Engage: Engage locally to local chapter. Market to chapter, donate 10% back to club. Potentially market to national DU membership.

Rocky Mountain Elk Foundation

Rocky Mountain Elk FoundationWho are They?: The 3rd Largest Wildlife Habitat Protection Group (200,000+ members)

How to Engage: Engage locally to local chapter. Market to chapter, donate 10% back to club. Potentially market to national RMEF membership.

Lets look at an example....

Rocky Mountain Elk Foundation

Colliers InternationalWho They Are: The 2nd Largest Commercial Real Estate Company in the World

How to Engage: Engage to local chapter President. Cross promote real estate buyers and investors on appropriate properties through Home Office.

Home Office Contact: Mike Jones, CAI, GPPA

Lets look at an example....

Colliers InternationalWhat: Vacated Cub Foods Grocery Building

Size: 73,000 Sq. Ft. Building on 8.5 acres

Where: Aurora, CO

Seller: Sunflower Bank

Why: Marketed unsuccessfully for 2 years by non-United Country Firm.

Dave Rose of United Country Midwest eServices Inc. pitches bank on alternative marketing strategy.

Colliers InternationalFebruary 2, 2009 Dave contacts Mike Jones to inquire about Colliers referral opp.

February 3, 2009 UC Home Office sets conference call with Colliers, Bank, and Dave Roses office

February 11, 2009 Another conference call to discuss B.P.O. that was delivered by Colliers

February 19, 2009 Sunflower Bank awards Colliers the listing...beating out Fuller, Legend, Grubb and Ellis due to collaboration of team and blended offering.

Colliers InternationalFebruary 20, 2009 Conference call with UC Lippard Auctions, Colliers, Sunflower Bank and Dave Rose to discuss auction option

February 20, 2009 - Within 6 hours, Kevin Oldham of UC and EMS had proposal done and out to everyone for their review.

March 3, 2009 Colliers brings a buyer to the table pre-auction

April 27, 2009 Property closed for $1,600,000!

Exercise #4Exercise #4Partner with your neighbor and give a listing presentation as you would with what you know today and incorporating the following: Strategic PartnersAncillary Services

United Country Auction Services

The Largest Auction Network In the United StatesUCAS launched in January 2007Over $100,000,000 in first yearOver 80 UCAS offices in systemOnly national franchised auction companyUnited Country offers a blended model giving the client the best option for their propertyNetworking with a UCAS auctioneer can be pivotal to your success...especially today!

The Largest Auction Network In the United States

ReferencesSOLD!The Professionals Guide to Real Estate AuctionsStephen J. Martin & Thomas E. Battle IIIwww.authorhouse.comOrYour Region Vice PresidentOrMike Jones President of UCAS mikejones@unitedcountry.comShawn Terrel Vice President of UCAS sterrel@unitedcountry.com

Exercise #5Exercise #5 GroupAs a group, discuss and identify a listing that could go to auction. As a group, discuss the sellers needs.

UnitedPower! for Associates Day 2

Technology

Value to AgentsTechnology#1 Real Estate Website serving our marketplaces

Development and Maintenance of Office & Agent WebsiteFull feature office websites

Full Service Auction Site for All Types of Property

Continual SEO OptimizationInternal team and #1 SEO exclusive outside agency

Listing Feeds to Approved 3rd Party Sites Over 50 feeder sites, including Trulia, Google Base,

Exclusive Website Partnerships and ______ _____

Strategically Focused, Highly Talented IT TeamIn-field technology support resourcesState of the art computer systemsMicrosofts global partner of the year

Listing Feeds

The only way to eat an elephant is; one bite at a time.

Specialty WebsitesGive the seller their very own websiteWithin about 30-45 days it will show up on a Google searchSpecial Confidential search already donePopulated by codesHeadline very important (SEO)Available within 48 hours of the Listing/Auction being added to Real-Time

Office Website Buttons

Sharing your Listings to Social Media

Agent Websites (upgrade)Agent Sites Naming agent sites- SEO, Dont use your nameExamplesSelf preservationPromoting your siteRegistering domainAgent button on agent sitesTracking - can we incorporate Google analyticsInstant chat optionsMike Krieg story

Agent Websites (upgrade)

Peak Performance Overview RemindersGroup your contacts (Home in town, Homes with acreage, Commercial, Waterfront, Land/Recreation.)Send them something of value. Listing and information about your areaVirtual Postcard are a great way to follow up with the entire groupFollow up with past clients (Clients Marketing Plan)

Peak Performance Overview Reminders ContdAdd your buttons from your office home page to your signatureAdd buttons from your office home page to templatesAdd an MLS hyperlink to your templatesAdding your social media Badge to the above mentioned.

Social Media and You Is social media a fad? Click here to find out:

FAD OR NOT?????

Social Media

Additional Trainingwww.unitedrealestate.com Click Training, scroll to the bottom, click recorded webinars scroll down and click on a webinar you would like to watch Document Center in Peak PerformancePeak Performance follow along help menu

One Bite at a Time Questions & AnswersUnited Country Training and Technology Department Contact Information

Nate Ryan nryan@unitedcountry.com

Tonja Fellettfellet@unitedcountry.com

One number - two people:

651-964-0239 Office Phone Number

ORHome office 800-444-5044 as always for Judy Coleman!

Exercise #6Exercise #6Partner with your neighbor and give a listing presentation as you would with what you know today and incorporating the following: Web StatisticsTechnologyUC WebsitesListing Exposure

UC Solutions for Seller Needs

6 Keys to a Successful Listing PresentationPresent in a controlled, suitable environment. Determine a sellers pain/need.Customize presentation to show UC as the solution to provide seller benefits that address the sellers pain/need.W.I.I.F.M Whats In It For MeOvercome sellers objections.Finish strongTake home quality listings that will sell.

Exercise #7Exercise #7 Identifying Seller NeedsAs a group, discuss the following scenarios and what tools you would use to secure the listing:Seller needs to sell quickly, i.e. AuctionSell a historic propertySell a residential property in townSell a businessSell recreational land

United Country SolutionsListing KitSpecialty Marketing WebsitesNational AdvertisingMagalogs and CatalogsWebsitesWeb StatisticsSearch Engine OptimizationUnited Country Auction Services

Now you put it all together!

Prospecting for Listings

Prospecting for Listings#1 Build Your databaseMost critical step in your career#2 Must Convey seller benefitsSystemize your communication #3 Build client loyaltySeparate yourself by being their personal expert

Other Prospecting TechniquesFor Sale by OwnersExpired ListingsOut of Town Property OwnersFarmingBanksJust Listed/Just Sold (Tell 20)Seasonal Card/Time Change CardList the ListList the Niche

GIVE THEM SOMETHING OF VALUE!!!

Build Your DatabaseYou must connect With People in your communityBe the expert!What is #1 Reason for Building Database?Referrals!The best lead you can ask forConsistent Magalog drops

ReferralsStart Big, Sort and Pare DownPast customersFriendsFamilyBusiness AssociatesClubsAssociationsTurn to workbook in reference section and write your names in workbook

Prospecting for Buyers

How to Find BuyersUC ConfidentialsSpecial UC ConfidentialsPrevious customersAdjoining property ownersOpen housesInvestorsSpecial niche buyersOffice logReferral networkPersonal databasesJust listed cardsAuction centric prospectsAttend Auctions

Mining the ConfidentialsKeep it simpleBe consistentIts a numbers gameSell Your area firstMail quality marketing pieces

List the listFill the pipelineBe patientCost per name - $43Millions of $$ of property sold each year to confidential buyers

Dollars Invested for Dollars Earned20 Confidentials a day x 5 days a week = 5,200 names a year2% response rate = 104 responses25% of those that responded turn into a deal = 26 deals26 deals x 150,000 = $3.9 million dollars in sales volume3.9 million x 3% = $117,000 Gross Commission Income (GCI)Production and postage = $1 x 5,200 = 5,200Net return = $117,000 5,200 = $111,800*

*Potential Income

Listing and Lifestyle BrochuresSell area firstSell listing secondMail to everyoneMail every dayAdvertising opportunities! Advanced Graphics UC Representative Jim Tuttle(800) 633-3561www.agandp.com

On Demand Postcards and BrochuresEasy and fastAffordableRepeatableHigh ROIwww.unitedrealestate.comNew Sales and Marketing ToolsPostcard Direct Mail Program

UNITEDS ON DEMAND MARKETING

Gross Profit vs. Net ProfitBudget Amount $_____________ Percent of GCI %_____________ItemExpenseOffice Fees$Advertising$Direct Mail/Postage$Signs$Training/Convention/Materials$Continuing Education$Board Dues/MLS Dues$Auto Expenses$Cell Phone/Telephone$Technology Expenses$Insurances$Entertainment/Client Gifts$Donations/Contributions$Office Supplies$Investment Total Should Equal 25% or less than GCI $Sub-Total$Taxes (Approximately 30% of sub-total above)$Total$

Lets put it all together

Lets ReviewYou now know how toLeverage UC Systems to Create DifferentiationDo an Effective Listing PresentationProspect for SellersProspect for BuyersEffectively Manage Your Real Estate CareerWin More Business!

This is decision timeYour Specific Action List:Action ItemDone ByComplete a goal worksheet_______Create a database_______Complete local market study_______Sign up for Peak Performance_______Take Online Peak Tutorials_______Enter all names in Peak Performance_______Group all names in Peak Performance_______Deliver 1 item of value to database_______

This is decision timeYour Specific Action List:Action ItemDone ByInvest in listing kit_______Personalize listing kit_______Review key words on all listings_______Send 1 virtual postcard to database_______Send 1 Just Listed/Just Sold Postcard_______Complete Net Profit Budget Sheet_______

Good To GreatEvery company no matter how great faces difficult times. There are no enduring great companies that have a perfect, unblemished record. They ALL have ups and downs. The critical factor is not the absence of difficulty but the ability to bounce back and emerge stronger. Jim Collins...Good To Great

Your MissionLifes journey is not to arrive at the grave safely in a well preserved body, but rather skid in sideways, totally worn out, shouting Holy cow, what a ride!

Author - Unknown

Can anyone else in your market offer this?

Answer: Not even close!

****Attachment located directly after slide SOMETHING OF INTEREST-Module 1_pg4.

Trainer Notes

After introducing the slideallow participants 10 minutes to pair up and interview their neighbor.

The interviewer should present the interviewee information and then return the captured information to the interviewee so that they can hand it off to whomever they sit next to the following morning.

It is important to let them know that they will be required to move seats every morning to maximize networking.

As the class resumes each morning, ask participants to exchange interview data with neighbors on both sides and again return the form to the interviewee for the following morning exchange.*******Option #1: Do a presentation excluding*****Reword Dun & Bradstreet news..**Add International info***Add an auction bubble.*****More of a varietydo not want all of the Farm & Ranch.*Include Advertising Broadside image**Insert Role Play #2 need group input. Identify a scenario as well as the sellers needs.***Insert production calendar.*****Insert Role Play #2 Need group input. Identify a scenario as well as the sellers needs.**Explain what a strategic partner is..here is one, Deere, DUneed to define the strategic partnership

Add the case studies handout from John Deere.or DU.***New screen shot******New screen shot***New screen shot***New screen shot***New screen shot***New screen shot**** Insert blended model slide****Not a role play, but an exercise to identify a listing that could go to auction, etc. Group needs to identify a scenario as well as the sellers needs. Goal is to learn how to identify an auction property.***Add Microsofts Global Partner of the yearExclusive URL individual listing..Creation of URL of individual listingsThe same is true about United Countrys technology. We have so much to offer on our buffet of services, pick out the best one for you and implement them in your business.

**Must fill out form from realtime. Submit pictures to Mike P or Amy HBenefits buyer with one click searching, very streamline search process. Can have MLS button if your mls allows them and you/your mls must provide the URL Flash image photos are custom to your area.Think SEO when making names for buttons IE what is a buyer going to type into Google to search for that type of property? Name the button that.

*From and office websiteClick show listing with map click a listing address hover over or click share, then choose the medium on which you would like to shareNote- Currently only sharing to personal facebook pagesTo share to a like (fan) page copy the URL and paste it into your fan page and click shareBesure and tell your sellers to share their listing to all of their facebook friends too!

***New screen shot of agent website.i.e. Mike Krieg out of Grand Junction, CO***New screen shot***Need to add Land Broker MLS******New screen shot***UC Solutions for Sellers Needs***Identify 2 or 3 people to give a listing presentation based on what theyve learned thus far. This exercise is to show them how to putt it all together. ***Presenter notes*Turn to the reference section in your workbook and list your referral names.*Presenter Notes*****cut advertising cost in half.**Would like some sort of tutorial or click thru that shows how easy it is to do an expressdocs order.*****