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May 5, 2015
1
CHAMBERSBURG OFFICE MEETING
Transactional
vs. Relational
Zillow
Reviews
Video
Commercials
2
WHO DO YOU REPRESENT?
Broker is . . . Agent is . . .
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WHO DO YOU REPRESENT?
Your Buyer Client / BH Homesale Seller Client
X X
X X
4
WHO DO YOU REPRESENT?
Your Buyer Client / Co-op Seller Client
X X
X X
5
WHO DO YOU REPRESENT?
Your Buyer Client / Your Seller Client
X
X
X
X
6
WHO DO YOU REPRESENT?
BH Homesale Buyer Client / Your Seller Client
X X
X X
7
WHO DO YOU REPRESENT?
Co-op Buyer Client / Your Seller Client
X X
X X
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FRANCHISOR TV ADS
Which franchisor ad does the best job of
connecting with consumers?
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BERKSHIRE HATHAWAY HOMESERVICES COMMERCIAL
https://youtu.be/OsE1JX7ucMw
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HOMESALE.com
Facebook is now the 3 rd highest referring source
to Homesale.com
Videos generate the most activity on the web
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NATIONAL MLS???
California just started the process of a statewide MLS
Other states are now considering
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BERKSHIRE HATHAWAY ONLINE OFFICE SURVEY
E-mail will go out on
May 8 th announcing the
survey
Survey will go out on
May 15 th and be live for
three weeks
Totally anonymous
$100 cash drawing
when office reaches
90% participation
14
ZILLOW REVIEWS
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ZILLOW REVIEWS
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ZILLOW REVIEWS
• Biography
• Contact Info
• Listings/Sales
• Ratings/Reviews
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ZILLOW REVIEWS
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ZILLOW REVIEWS
Flier will be sent to every
buyer and seller after
settlement
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TRANSACTIONAL
Focuses on the relationship
Building a business for the
long-term
Meets the relational and the
transactional need
Creates an advocate
Mindset of a businessperson
Enjoys the compounding
effects
Focuses on the deal
Short-term income
Meets the transactional
need
Cashes a check
Mindset of a salesperson
Each year is unique
RELATIONAL
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TWO WARNING SIGNS OF A TRANSACTIONAL BUSINESS
1. It has been more than 6 months since you have
been in touch with a past client or more than
one year since you have spoken to them
2. More than 50% of your business is coming from
sources other than your sphere of influence (i.e.
past clients, friends, relatives, referrals)
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WORKING BY REFERRAL
A consistent level of contact with and care for the
people in your database, leading to a steady
stream of repeat business and referrals to their
friends and associates.
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CLIENT APPRECIATION EVENT
Reinforce a relational
business
Past and present
clients are invited
Agents/spouses/
significant others/kids
Target date: End of
Summer
Need an agent
committee to assist
Jason Rugh
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CLIENT SURVEYS
25
WANTS AND NEEDS
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TODAY AT 11:30 AM
