Keller Williams Realty Atlantic Shore – August 2009 Real Estate Training Calendar

Posted on August 6, 2009
Filed Under Real Estate Career Information, Real Estate Training | Leave a Comment

Keller Williams Training is open to agents from any company. If you would like to attend a class please contact Bill Wagner to register at 609-432-8005 or email: billwagner@kw.com

Click Here to see Course Descriptions.

DAY DATE TIME TRAINING SESSION
       
Tuesday 4-Aug 11:00am – 12:00pm 101 Greatest Dialogues
    12:00pm – 2:00pm Master Sales Track – Session 11
Wednesday 5-Aug 3:00pm – 5:00pm KW Web Site / Top Producer
Thursday 6-Aug 3:00pm – 4:00pm Financial Updates
Friday 7-Aug 11:00am – 12:00pm 101 Greatest Dialogues
    12:00pm – 2:00pm Master Sales Track – Session 12
Monday 10-Aug 1:00 pm – 3:30pm Top Producer Training
Tuesday 11-Aug 12:00pm – 2:30pm Blogging – Intermediate
Wednesday 12-Aug 3:00pm – 5:00pm KW Web Site / Top Producer
Thursday 13-Aug 12:00pm – 2:30pm Overcoming Call Reluctance for High Profits
    3:00pm – 4:00pm Financial Updates
Friday 14-Aug 8:30am – 6:00pm 100 CONTACT DAY!!
Monday 17-Aug 12:00pm – 1:00pm Office Meeting
    1:00pm – 3:30pm Listing Presentation & Unique Service Proposition
Tuesday 18-Aug All Day KW PARTNER PICNIC and BEACH DAY!
Wednesday 19-Aug 12:00pm – 2:00pm Developing Millionaire Habits
    2:00pm – 3:00pm ALC MEETING
    3:00pm – 5:00pm KW Web Site / Top Producer
Thursday 20-Aug   1:00pm -  3:30pm Listing Clinic
    3:00pm – 4:00pm Financial Updates
Friday 21-Aug 10:00am – 3:00pm Listing Agreements & Contracts
Thursday 27-Aug 3:00pm – 4:00pm Financial Updates
Tuesday 1-Sep 11:00am – 12:00pm 101 Greatest Dialogues
    12:00pm – 2:00pm Master Sales Track – Session 1
Non – Keller Williams Agents – For Information or to register for a class contact 
   

Bill Wagner at 609-432-8005 or email: billwagner@kw.com

Keller Williams Realty Atlantic Shore – July 2009 Real Estate Training Calendar

Posted on June 29, 2009
Filed Under Real Estate Career Information, Real Estate Training | Leave a Comment

Keller Williams Training is open to agents from any company. If you would like to attend a class please contact Bill Wagner to register at 609-432-8005 or email: billwagner@kw.com

Click Here to see Course Descriptions.

DAY DATE     TIME TRAINING SESSION
Tuesday 30-Jun 11:00am – 12:00pm 101 Greatest Dialogues
  12:00pm – 2:00pm Master Sales Track – Session 1
Wednesday 1-Jul 12:00pm – 2:00pm Camp 4:4:3  Sessions   1  &  2
  5:00pm – 7:00pm Happy Hour-Italian Gourmet-Galloway
Thursday 2-Jul 1:30pm – 3:30pm Blogging for Leads 
Friday 3-Jul 11:00am – 12:00pm 101 Greatest Dialogues
  12:00pm – 2:00pm Master Sales Track – Session 2
  2:00pm – 4:00pm Camp 4:4:3  Sessions   3  &  4
Monday 6-Jul 12:00pm – 2:00pm Camp 4:4:3  Sessions   5  &  6
  2:00 pm – 3:30pm Grow Your Profit Share Tree
Tuesday 7-Jul 11:00am – 12:00pm 101 Greatest Dialogues
  12:00pm – 2:00pm Master Sales Track – Session 3
Wednesday 8-Jul 8:30am – 6:00pm 100 CONTACT DAY!!
Thursday 9-Jul 12:00pm – 2:30pm Listing Presentation & Unique Service Proposition
  3:00pm – 4:00pm Financial Updates
Friday 10-Jul 11:00am – 12:00pm 101 Greatest Dialogues
  12:00pm – 2:00pm Master Sales Track – Session 4
  2:00pm – 4:00pm Camp 4:4:3  Sessions   7  &  8
Monday 13-Jul 12:00pm – 1:00pm Office Meeting
  1:30pm – 3:30pm Camp 4:4:3  Sessions   9  &  10
Tuesday 14-Jul 11:00am – 12:00pm 101 Greatest Dialogues
  12:00pm – 2:00pm Master Sales Track – Session 5
  2:00pm – 3:00pm ALC MEETING
Wednesday 15-Jul 12:00pm – 2:00pm Camp 4:4:3  Sessions   11  &  12
  3:00pm – 5:00pm KW Web Site / Top Producer
Thursday 16-Jul   1:00pm -  3:00pm Listing Clinic
  3:00pm – 4:00pm Financial Updates
Friday 17-Jul 11:00am – 12:00pm 101 Greatest Dialogues
  12:00pm – 2:00pm Master Sales Track – Session 6
  2:00pm – 4:00pm Camp 4:4:3  Sessions   13  &  14
Monday 20-Jul 12:00pm – 2:00pm Camp 4:4:3  Sessions   15  &  16
Tuesday 21-Jul 11:00am – 12:00pm 101 Greatest Dialogues
  12:00pm – 2:00pm Master Sales Track – Session 7
Wednesday 22-Jul 12:00pm – 2:00pm Camp 4:4:3  Sessions   17  &  18
  3:00pm – 5:00pm KW Web Site / Top Producer
Thursday 23-Jul 10:00am – 3:00pm Camp 4:4:3  Session   19 & 20
  3:00pm – 4:00pm Financial Updates
Friday 24-Jul 11:00am – 12:00pm 101 Greatest Dialogues
  12:00pm – 2:00pm Master Sales Track – Session 8
Tuesday 28-Jul 12:00pm – 2:00pm Master Sales Track – Session 9
Wednesday 29-Jul 3:00pm – 5:00pm KW Web Site / Top Producer
Friday 31-Jul 12:00pm – 2:00pm Master Sales Track – Session 10

Keller Williams Realty Atlantic Shore – June 2009 Training Calendar

Posted on May 31, 2009
Filed Under Real Estate Career Information, Real Estate Training | Leave a Comment

DAY DATE TIME TRAINING SESSION
Monday 1-Jun 9:00am – 10:00am 101 Greatest Dialogues
  12:00pm – 2:00pm Camp 4:4:3  Sessions   1  &  2
Tuesday 2-Jun 12:00pm – 2:00pm Master Sales Track
  3:00pm – 4:00pm Financial Updates
Wednesday 3-Jun 9:00am – 10:00am 101 Greatest Dialogues
  12:00pm – 2:00pm Camp 4:4:3  Sessions   3  &  4
  3:00pm – 5:00pm KW Web Site / Top Producer
Thursday 4-Jun 12:00pm – 1:30pm Shift Mastery – Creating Buyer Urgency 
  1:30 pm – 3:00pm Grow Your Profit Share Tree
    3:00pm -  5:00pm Listing Presentation & Unique Service Proposition
Friday 5-Jun 9:00am – 10:00am 101 Greatest Dialogues
  12:00pm – 2:00pm Master Sales Track
  2:00pm – 4:00pm Camp 4:4:3  Sessions   5  &  6
Monday 8-Jun 9:00am – 10:00am 101 Greatest Dialogues
  12:00pm – 2:00pm Camp 4:4:3  Sessions   7  &  8
Tuesday 9-Jun 12:00pm – 2:00pm Master Sales Track
  2:00pm – 4:00pm Blogging
Wednesday 10-Jun 9:00am – 10:00am 101 Greatest Dialogues
  12:00pm – 2:00pm Camp 4:4:3  Sessions   9  &  10
Thursday 11-Jun 12:00pm – 1:30pm Shift Mastery – Creative Financing 
    3:00pm -  5:00pm Listing Clinic
Friday 12-Jun 9:00am – 10:00am 101 Greatest Dialogues
  12:00pm – 2:00pm Master Sales Track
Monday 15-Jun
  1:00pm – 3:00pm Camp 4:4:3  Sessions   11  &  12
Tuesday 16-Jun 12:00pm – 2:00pm Master Sales Track
 
  3:30pm – 4:30pm Financial Updates
Wednesday 17-Jun 12:00pm – 2:00pm Camp 4:4:3  Sessions   13  &  14
  3:00pm – 5:00pm KW Web Site / Top Producer
Thursday 18-Jun 12:00pm – 1:30pm Shift Mastery – Short Sales, Foreclosures, and  REOs
Friday 19-Jun 12:00pm – 2:00pm Master Sales Track
  2:00pm – 4:00pm Camp 4:4:3  Sessions   15  &  16
Monday 22-Jun 12:00pm – 2:00pm Camp 4:4:3  Sessions   17  &  18
Tuesday 23-Jun 12:00pm – 2:00pm Master Sales Track
Wednesday 24-Jun 10:00am – 3:00pm Camp 4:4:3  Session   19 & 20
  3:00pm – 5:00pm KW Web Site / Top Producer
Thursday 25-Jun 12:00pm – 1:30pm Shift Mastery – Bulletproof the Transaction 
Friday 26-Jun 12:00pm – 2:00pm Master Sales Track
Tuesday 30-Jun 12:00pm – 2:00pm Master Sales Track – New Class Starts

Keller Williams Realty Atlantic County Ignores Market Conditions! May 2009

Posted on May 20, 2009
Filed Under Millionaire Real Estate Agent, Models and Systems, Real Estate Career Information, Real Estate Training | Leave a Comment

With our major competitors suffering substantial decreases in sales of 25%, 29% and 33% from last year, Keller Williams Realty Atlantic Shore sales for 2009 are UP a staggering 46%.

Proving that education, training and coaching can make a significant difference in a salesperson’s success.
msys-mrea-book-w-nbs22
Utilizing the latest technologies, and following the models and systems set forth in Gary Keller’s book “The Millionaire Real Estate Agent”, Keller Williams Realty Atlantic Shore agent partners are experiencing unprecedented levels of success.

DOWN is the new UP for KW partners.
 
Following the principals set forth in Gary Keller’s latest book “SHIFT”, I have designed high level training courses that have allowed agents to capitalize on the market conditions for the benefit of their clients and themselves. We conduct over 75 hours of training in the Market Center every month.

Additionally, all agent partners have access to thousands of hours of the latest training online, 24/7. I’m confident that we provide the highest level of results based training in South Jersey.

Proactive Approach!

Keller Williams agent partners don’t sit and wait for something to happen. They start every day reaching out and contacting clients. They don’t sit around hoping the phone will ring. They conduct many seminars and outreach programs to educate buyers and sellers regarding buying or selling in the current market conditions.

“It’s not about the market. It’s about what YOU do!”

There are still thousands of units being sold in Atlantic County. It’s about knowing how to get the number you want to meet your goals. Whenshift_webv3 I speak with agents from other companies, they all indicate that they are behind the goals they had set for this year. Most can tell me the dollar amount they had wanted to make. But when I ask them how many closed units they would have to generate and what strategies and tactics they had implimented to assure they would reach their goal, they don’t have any idea. Having goals and a business plan is good, but if you don’t have a formal business strategy that you execute you’re doomed to fail.

That’s one of the biggest differences for my agents. They execute proven business strategies designed for a shifted market on a daily basis. They don’t start every day trying to figure out what they have to do. They know exactly what they need to do! Our systems, technologies and training are integrally designed to support their actions and activities. 

That allows them to continuously increase their business and their earnings. That’s one of the reasons we’re increasing market share. The business strategy is “bullet proof”. They will continue to grow their businesses regardless of the market conditions.

Atlantic County New Jersey Real Estate Market Continues to Decline! May 2009

Posted on May 17, 2009
Filed Under Real Estate Market News | Leave a Comment

Stimulus Package has little affect yet.

Contrary to the improving conditions of markets in many areas of the country, Atlantic County NJ continues to decline. The suffering, casino based economy, continues to pummel housing prices and the total number of sales.

reforsaleContinued layoffs, reduced construction/renovations and reduced work hours have severely inhibited Atlantic County residents’ ability to capitalize on the increased affordability available. Affordability has greatly increased due to reduced prices and historically low interest rates.

Although unemployment has increased, under-employment, because of reduce hours of work for casino employees, is having a devastating affect on household incomes. Reduced incomes and the new tightened lending standards have lowered the number of qualifying buyers.

The numbers are in and they’re not pretty!

Entire County

Overall, the total number of residential homes closed in the first 4 months of 2009 was 438 and is down from 601 closed for the same time period in 2008. That represents a 27% decrease.

Overall average sales prices of residential homes declined from $327,645 to $284,117 during the comparative 4 month period, representing a further 13.28% decrease in residential values.

The total number of condominium sales closed in the first 4 months of 2009 was 128 and is down from 255 closed for the same time period in 2008. That represents a staggering 49.4% decrease. 

Average sales prices of condominiums declined from $243,819 to $228,778** during the comparative 4 month period, representing a further 6.2% decrease in condominium values.

Mainland  Communities Only

The total number of mainland residential homes closed in the first 4 months of 2009 was 320 and is down from 427 closed for the same time period in 2008. That represents a 25% decrease.

Average sales prices of mainland residential homes declined from $258,420 to $220,391during the comparative 4 month period, representing a further 14.7% decrease in residential values.

The total number of mainland condominium sales closed in the first 4 months of 2009 was 64 and is down from 137 closed for the same time period in 2008. That represents a staggering 53.28% decrease. 

Average sales prices of mainland condominiums declined from $164,964 to $154,047 during the comparative 4 month period, representing a further 6.6% decrease in condominium values.

Overall, the average sale price of 3 bedroom residential homes has dropped below $200,000 and 4 bedroom residential homes have averaged under $290,000.

Supply Levels.

The number of available homes for sale in Atlantic County remain above the national average. Based on the April rate of sales it would take approximately 13.5 months to absorb the properties currently available, if no additional properties were placed on the market for sale.

Have We Found Support Levels??

Sales figures, for April only, suggest we may be experiencing some affect from the First Time Home Buyer Tax Credit. But remember that there are always seasonal affects and normally increased demand in the Spring. We’ll have to wait and see if the trend continues.

The average sale price of 3 bedroom mainland residential homes edged up to $201,204 compared to the year-to-date average of $196,479. However, the average sale prices of 4 bedroom mainland residential homes declined slightly further to $282,458 compared to the year-to-date average of $282,836.

The average sale price of mainland condominiums increased to $165,413 from the year-to-date average of $154,047. Starter Home

It would appear that we may have found support levels for the current entry level housing market. The increased demand created by the First Time Home Buyer Tax Credit may be, and may continue, to place some upward pressure on the lower priced, more affordable homes in Atlantic County.

Sales of mainland residential homes and mainland condominiums combined totaled 384 for the 4 month period. 61% had an average sale price below $200,000. This strongly suggests that the majority of activity in the Atlantic County Real Estate market is First Time Home
Buyers. 
——————————————————————

**
one sale of a $1,250,000 condominium was excluded from the statistics because it was not representative of the normal market. Nor did any similar comparable exist in 2008.

Source: South Jersey Shore Regional Multiple Listing Service. Information deemed reliable but not guaranteed.

This Month in Real Estate – May 2009

Posted on May 13, 2009
Filed Under Real Estate Market News | Leave a Comment

The latest update on the national housing conditions. First Time Home Buyers account for the major percentage of activity.

The lower priced, entry level properties are seeing a stabilization due to First Time Home Buyer activity in Atlantic County.

Keller Williams Realty Climbs to Third Largest Real Estate Franchise in United States

Posted on May 2, 2009
Filed Under Models and Systems, Real Estate Career Information, Real Estate Market News | Leave a Comment

Company outpaces market with financial model, agent-centric initiatives

AUSTIN, TEXAS (March 2, 2009) — Keller Williams® Realty Inc., announced last week at its annual convention in Orlando, Fla. that it is now the third-largest real estate franchise in the United States, surpassing RE/MAX® International. According to Steve Murray of REAL Trends, a leading source of analysis and information in the residential real estate industry, the Austin, Texas-based company claimed the number three spot with 72,794 U.S. associates at the end of 2008.

“The success of Keller Williams Realty can be directly attributed to the hard work and perseverance of our associates and the soundness of our economic and organizational models,” said Mark Willis, CEO of Keller Williams Realty, Inc. “While others might be looking at this market and seeing fear and uncertainty, we have always approached it as our opportunity to shine and grow. And that mindset has paid off.”

The company has been gaining ground for the last three years, outpacing pervasive downward trends in the real estate industry. Comparing the average annual performance of the company from 2004 – 2005 (before the shift in the real estate market) to 2006 – 2008, Keller Williams Realty increased its associate count by 52 percent, while market share for its offices increased 83 percent and agent gross commission income went up 35 percent. Keller Williams Realty has 679 offices operating in the United States and Canada. In 2008, the company shared more than $30 million in profits with its associates through its profit sharing program.

“Through profit share, our phenomenal coaching and training and our technology offerings, we are offering agents their own ‘bailout plan’ for this market.” Willis added.

The company also announced that after years of searching for a partnership to provide its associates with affordable health insurance, they are moving forward with a solution.

The soon-to-be-launched Keller Williams Health Providers Program will include options for major medical, limited medical, catastrophic coverage and a separate cancer plan. The health insurance coverage is the first step toward a total wellness program for associates.

“We have always been very aware that as independent contractors, our agents face barriers to obtaining health coverage,” said Mary Tennant, president and COO of Keller Williams Realty.” We know that for many, this new option may alleviate some of the stress that they face in today’s economy. After all, our associates are not just our partners – they are our family.”

Last fall, the company also announced the launch of KW Commercial, a new division of the company dedicated to providing commercial real estate associates with specialized technology, marketing tools and resources. KW Commercial already has more than 220 active brokers across the U.S. and Canada.

“Our goal is to create synergy between the residential and commercial sides of our Keller Williams offices, raising the bar for the service we provide to our clients,” said Buddy Norman, president of KW Commercial. “We envision our commercial and residential agents working side-by-side, sharing referrals and helping our offices grow.”

“Our growth in the last year and now becoming the third-largest real estate company in the United States was a true team effort and a company-wide win. We are so grateful for all of the leadership and commitment our associates have shown to power through this shift,” added Willis.

###

About Keller Williams Realty Inc.:

Founded in 1983, Keller Williams Realty Inc. is the third-largest real estate franchise operation in the United States, with 679 offices and 74,000 associates in the United States and Canada. The company, which began franchising in 1990, has an agent-centric culture that emphasizes access to leading-edge education and promotes an economic model that rewards associates as stakeholders and partners. For more information, visit Keller Williams Realty online at (www.kw.com).

RealTrends’ Steve Murray on Careers with Keller Williams Realty

Posted on April 30, 2009
Filed Under Real Estate Career Information | Leave a Comment

When leaders of the residential real estate industry search for useful, timely and trusted information, REAL Trends is where they turn most often.

For twenty years, readers of REAL Trends have been able to get answers to business and strategy questions from our newsletter, e-mail update and conferences.

For more information about careers with Keller Williams Realty contact Bill Wagner.

This Month In Real Estate: 2009 First Time Home Buyer Tax Credit Special Edition

Posted on April 30, 2009
Filed Under Real Estate Market News | Leave a Comment

The $8,000 First Time Home Buyer Tax Credit Offers Great Rewards for Buyers.

Keller Williams Realty Atlantic Shore – Course Descriptions

Posted on April 30, 2009
Filed Under Real Estate Training | Leave a Comment

Course Descriptions

Newest Addition!

KWRAS – Master Sales Track

This is a high power, high focus, high accountability course that focuses only on the elements you need to put in place to reach a $100,000 net income in 12 months in a Shifted Market.

It integrates Advanced Technology with Advanced Lead Generation Techniques and Skill Building to obtain high level results. Business plans and strategies are developed. More importantly it teaches you to leverage your time to obtain maximum income in the shortest amount of time.

The Goal is to set the foundation in place for a $200,000 a year “net” business in a 90 day period. All you have to do is make the effort and “follow the dots”.

Two hours a day – Two Days per week – High Accountability.

For serious, career committed salespeople only!

——————————————————————-

Camp 4:4:3
This course is focused on moving your production to the next level – 16 listings and 16 sold units in 12 months. (4.5 million) If your production for 2008 did not meet or exceed this level, you NEED this course.

Power Session 1: Path to Success

Power Session 2: Customer Service Selling

Power Session 3: The Basics of Lead Generation

Power Session 4: Lead Generation: Your Mets

Power Session 5: Buyer Consultation – Initial Steps

Power Session 6: Buyer Consultation

Power Session 7: Buyer Consultation – Final Steps

Power Session 8: Finding a Home

Power Session 9: The Listing Consultation – Initial Steps

Power Session 10: The Listing Consultation – The Presentation

Power Session 11: Responding to Listing Objections

Power Session 12: Selling a Home

Power Session 13: Open Houses

Power Session 14: For Sale by Owners

Power Session 15: Expired & Withdrawn Listings

Power Session 16: Prospecting to a Farm

Power Session 17: Making, Receiving & Negotiating Offers

Power Session 18: Closing

Power Session 19: Listing Agreements, Forms and Disclosures

Power Session 20: Preparing and Reading Agreements of Sale and Avoiding Pitfalls

——————————————————————-

Blogging Your Way to Internet Leads

Learn how to get yourself on the first page of search results on Google and generate more internet leads!

——————————————————————-

101 Greatest Dialogues

What you say and how you say it can Quadruple your income!

——————————————————————-

Success Series
This eight week series is designed to bring focus to your career and provide the foundation for moving your production to the Mega Agent level. You’ll learn how to start looking at your career as a BUSINESS!

——————————————————————-

36 – 12 – 3 : Keller Williams’ high impact course
12 – 2 hour classes

Success begins a precise focus on what matters most for your business—lead generation. Lead Generation 36:12:3 is about adopting the right mindset and committing to a powerful new daily habit of lead generation. It’s also about arming you with practical guidance and a set of skills to raise your productivity and help you generate a consistent and continuous pipeline of leads.

The goal of this course is to help you to

Close at least 36 transactions
In 12 months
By spending 3 hours every workday on lead generation
Who will benefit from attending this course?

Any agents who are serious about succeeding in real estate.

What’s in it for you?
Discover the Power of One. Establish the mindset of a focused lead generator committed to 3 hours of lead generation a day.

Identify your personal validity and develop a powerful Unique Selling Proposition.

Learn essential strategies to help you seek business through prospecting and attract business through marketing.

Learn how to build a powerful contact management database that will go to work for you.

Develop practical strategies to succeed with Mets, farm target groups and areas, work open houses, generate business from FSBOs and expired listings, and capitalize on agent-to-agent referral business.

Develop skills and scripts to convert buyer and seller leads into appointments, on their way to closed business.

Follow the business models of The Millionaire Real Estate Agent to set your goals as a solo agent focused on closing 36 transactions in 12 months.

Introduction: The Power of One

Power Session 1: Building Validity & Positioning

Power Session 2: Prospecting

Power Session 3: Marketing

Power Session 4: Leveraging a Powerful Contact Database

Power Session 5: Working with Mets

Power Session 6: Farming

Power Session 7: Open Houses

Power Session 8: FSBOs & Expired Listings

Power Session 9: Agent-to-Agent Referrals

Power Session 10: Lead Conversion

Power Session 11: Living Your Goals

——————————————————————-

Guide to Mastery Series

Sessions 1 1/2 hours

Gaining Mind Over Market

Becoming an Opportunity Warrior

Get realistic about your market and optimistic about your opportunities. Adopt the mindset necessary to power through a turbulent market.

Upshifting Your Lead Generation
Finding the Motivated

When the market slows and there are fewer leads, you have to be the one who gets to them first. Focus your lead generation efforts and match your message to the market.

Seller Pricing Strategies
Pricing Your Listings to Sell

Learn the skills you need to price correctly, handle price reductions, and get your listing sold!

Seller Staging Strategies
Stand Out from the Competition

Learn how to stage your listings so they stand out from the competition.

Creating Urgency To Buy
Buyers’ Market = Right Time to Buy
They call it a Buyers’ Market, not a Waiters’ Market, yet when the market slows, buyers lose urgency to take action. Help them move forward toward a purchase decision.

Expense Management
Remargin Your Business

When sales drop, you must be prepared to do more with less. Learn to “remargin” your business so you know what to spend and what to cut.

Effective People Leverage
Working with the Right People in the Right Ways
In a turbulent market, everyone on your team must be more effective. Leverage is the name of the game.

Lead Capture And Conversion
Getting to the table – the One That Matters
Leads are precious, don’t let them slip away. Learn proven techniques to get to the right table.

Internet Lead Capture And Conversion
Catch People In Your Web
Catch the right people in your Web by maximizing your Internet skills.

Bullet Proofing Transactions
Making It All The Way To Closing
Know the pitfalls to avoid and how to resolve issues so your transactions will close successfully.

Financing Solutions
Expand the Options
Credit is tightening and rates are on the rise. Know the options in financing and be ready with backup financing plans.
Attendees will receive FREE eBook

Short Sales, Foreclosures And REO’s
Master The Market Of The Moment
Learn how to master the market of the moment. Increasing numbers of foreclosures create increasing needs for real estate professionals who know how to work short sales, foreclosures, and REOs. Learn how to meet these needs and grow you business!

——————————————————————-

Listing Presentation & Unique Service Proposition
This 2 hour course will assist you in developing and delivering a strong presentation focusing on why sellers should retain your services over any other agent.

——————————————————————-

Listing Clinic
Listings are obtained by the agent that makes the best impression on the seller. Learn how to WOW! sellers.

——————————————————————-

Buyer Clinic
Learn how to gain control of your buyers and have them make a comittment to you!

——————————————————————-

Interactive Voice Response
Learn how to dramatically increase and capture leads by properly implementing and using this great system.

——————————————————————-

Buyer Mastery: Succeeding in a Buyer’s Market.
This brand new course teaches you how to work with more buyers in the most effective way. 2 hours

——————————————————————-

Seller Mastery: Succeeding in a Buyers Market
This brand new course teaches you to adopt the mindset of a high achiever when working with sellers.
2 1/2 hours.

——————————————————————-

Seller Mastery: Servicing Short Sales.
This brand new course teaches you how to handle short sale transactions. 2 hours

——————————————————————-

Delivering Customer Value
4 – 2 hour sessions
Enhancing Your Value and Getting Paid What You’re Worth!

——————————————————————-

Your Business Is Your Database
4 – 2 hour sessions
Based on The Millionaire Real Estate Agent principles, Your Business Is Your Database will show you how to turn your database into a marketing partner, with the ability to track, manage and grow your business. This learning guide will help you streamline your marketing efforts and transform your current database into customers for life.

——————————————————————-

Internet Lead Generation
4 – 2 hour sessions
Internet Lead Generation provides practical, proven and detailed information on growing your business through the Internet.

Learn about what real estate buyers and sellers are looking for online. Explore how to market your website in order to capture qualified leads. Study the techniques that successful Internet agents use to transform website visits into in-person appointments. And review the economics of going online, from the initial investment to the outcomes you can expect.

——————————————————————-

Advanced Lead Generation
8 – 2 hour sessions

Fundamentals of Lead Generation

1.Principles of Lead Generation

a. Evolution of Lead Generation

b. Ten Lead Generation Truths

2. Building a Powerful Contact Database

a. Build a Database

b. Feed it Every Day

c. Communicate with It in a Systematic Way

d. Service All of the Leads That Come Your Way

Prospecting to Grow Your Business

3.Principles of Prospecting

a. Nine Prospecting Rules of Thumb

b. Objection

c. Script Building

4.Prospecting Methods

a. Prospecting Strategies

b. Networking

c. Telemarketing

d. Door-to-door Canvassing

5.Prospecting Events

a. Open Houses

b. Client Parties

c. Seminars

d. Social Functions and Community Events

e. Personal Meetings

6.Prospecting Warm Leads

a. IVR

b. FSBO’s

c. Expired/Withdrawn Listings

7.Prospect Farming

a. Sphere of Influence

b. Geographic Farm

c. Apartment

d. Just Listeds

e. Just Solds

8.Prospecting Success through Others

a. Past Clients

b. Allied Resources

c. Getting out There

9.Prospecting for Core Advocates

a. Builders

b. Corporations

c. Banks

d. Targeting Your Prospecting

Marketing for Massive Leads

10.Principles of Marketing

a. Marketing Strategies

b. Creating and Maintaining a Positive Image

c. Creating Your Message

d. Branding Your Business

11.Marketing Your Brand in the Community

a. Sponsorships

b. News Articles/Advice Columns

c. Personal Brochure

d. Logo Shirts/Name Badges

12.Advertising through Print and Signage

a. Print Ads

b. Signage

c. Personalized Vehicles

d. Website Design

13.Advertising through Technology

a. The Internet

b. Media

14.Marketing through Targeted Contact

a. Direct Mail

b. Broadcast

c. Promotional Items

Referrals for Life

15.Building a Referral Machine

a. Referrals

b. Educate

c. Ask

d. Reward

e. The Five Parts of Your Referral Machine

Planning to Succeed

16.Knowing Your Numbers

a. Your Annual Lead Generation Goal

b. The Cost of Success

c. Weighing Your Options

17.Putting It All Together

a. Summary

b. Action Plan

Keller Williams Realty Atlantic Shore – May 2009 Training

Posted on April 30, 2009
Filed Under Real Estate Training | Leave a Comment

shift-header1

With Atlantic County housing sales at their lowest level in 10 years, and likely to continue to decline further, what are you doing to assure that you SURVIVE and THRIVE in a SHIFTED market?

 
We are providing our agent partners with over 75 hours of onsite, “TOP RATE, RESULTS ORIENTED”, Training in May.
 
Keller Williams Realty Atlantic Shore is the fastest growing company in Atlantic County. Why?
 
We have the best training in the real estate industry! That’s one of the reasons our agents are building their businesses and increasing their incomes. Our agents view DOWN as the new UP! Shifted markets offer enourmous opportunities if you understand what to do to capitalize on them.
 
And as unbelievable as it may seem, THIS TRAINING IS AVAILABLE TO YOU!
 
Part of the Keller Williams Culture and Belief system is to always come from contribution. You know, “You Get What You Give”. That’s one of the reasons we make our training available to anyone who is interested in improving their income. Regardless of where they work.
 
I have attached a May Calendar or you can view it online
 
Keller Williams Training for May 2009
View Course Descriptions
 
And that doesn’t include the cutting edge on-line training that is available to our agent partners 24/7.
 
KW Connect On-Line Training Guest Pass
 
And our technology training onsite and online is unsurpassed in the industry.
 
More agents will leave the Atlantic County real estate business in 2009 than ever before. You don’t have to be a casualty. If you fail it will be because you chose to do nothing when the opportunity for success was presented to you.
 
Review the calendar now and contact me to register for any of the courses you find interesting. You won’t be the only agent from an outside company to attend.
 
If you’re not comfortable attending a class, contact me for a free copy of Gary Keller’s best selling book “The Millionaire Real Estate Agent”. At least you’ll be able to gain insite into how you can improve your earnings.
 
Hope to see you in class!

Keller Williams RED DAY!

Posted on April 30, 2009
Filed Under General | Leave a Comment

kwredday09logo21

Please join me in participating in the first ever Keller Williams Realty RED Day on Thursday May 14, 2009. On that day, our entire office is spending the day giving back to our community by participating in a group volunteer activity (Contact and watch for details from Shawn O’Brien 609-442-9537).

If you have not already heard, RED (Renew, Energize and Donate) Day is the new Keller Williams service initiative dedicated to improving our local communities.

All Keller Williams Realty associates in the U.S. and Canada are encouraged to donate their time on RED Day to renewing and energizing aspects of their local communities (i.e. rehabbing a house, cleaning up a local trail, providing food for the homeless, or any other service-related activity needed in our community).

This day has been dedicated in honor of our Vice Chairman, Mo Anderson, because of her constant commitment to the culture of our company and tireless support of her community.

This is an incredible opportunity for us all to come together for this inaugural event – to show our neighbors what we are all about!
I hope that you will join me in reaching out to those you know (another great reason to touch your database!) and invite them to participate.

Be sure to visit the RED Day website at www.kw.com/redday or the event on Facebook for more information & tools on RED Day – including marketing materials to send to your farm.

This Month In Real Estate – April 2009

Posted on April 14, 2009
Filed Under Real Estate Market News | Leave a Comment

This Month in Real Estate provides monthly updates on the national level. Individual markets vary. Contact your Keller Williams Agent for up-to-date local Market Information.

Click this Link to view Local and County Real Estate Statistics

Real Estate Training – Breakthrough to Mastery Series

Posted on April 14, 2009
Filed Under Models and Systems, Real Estate Training | Leave a Comment

The Breakthrough to Mastery series of real estate agent training addresses topics identified by Gary Keller, Founder and Chairman of The Board of Keller Williams Realty, as being essential for any real estate agent’s career success in a shifting market.
These short and timely courses contain advice and lessons learned from real estate agents who are not only surviving, but growing their real estate businesses in some of the toughest real estate markets in the country.
Tough times call for surefire solutions and deliberate action! This training will help you learn the skills you need to get results in your market.

An Agent’s Guide to Up-shifting Your Lead Generation
Finding the Motivated
When the market slows and there are fewer leads, you have to be the one who gets to them first. Focus your lead generation efforts and match your message to the market.

An Agent’s Guide to Seller Pricing Strategies
Pricing Your Listings to Sell
Learn the skills you need to price correctly, handle price reductions, and get your listing sold!

An Agent’s Guide to Seller Staging Strategies
Stand Out from the Competition
Learn how to stage your listings so they stand out from the competition.

An Agent’s Guide to Creating Urgency to Buy
Buyers’ Market=Right Time to Buy
They call it a Buyers’ Market, not a Waiters’ Market, yet when the market slows, buyers lose urgency to take action. Help them move forward toward a purchase decision.

An Agent’s Guide to Expense Management
Re-Margin Your Business
When sales drop, you must be prepared to do more with less. Learn to “Re-Margin” your business so you know what to spend and what to cut.

An Agent’s Guide to Effective People Leverage
Working with the Right People in the Right Ways
In a turbulent market, everyone on your team must be more effective. Leverage is the name of the game.

An Agent’s Guide to Lead Capture and Conversion
Getting to the Table—the One That Matters
Leads are precious, don’t let them slip away. Learn proven techniques to get to the right table.

An Agent’s Guide to Internet Lead Capture and Conversion
Catch People in Your Web
Catch the right people in your Web by maximizing your Internet skills.

An Agent’s Guide to Bulletproofing Transactions
Making It All the Way to the Closing
Know the pitfalls to avoid and how to resolve issues so your transactions will close successfully.

An Agent’s Guide to Financing Solutions
Expand the Options
Credit is tightening and rates are on the rise. Know the options in financing and be ready with backup financing plans.

An Agent’s Guide to Short Sales, Foreclosures, and REOs
Master the Market of the Moment
Learn how to master the market of the moment. Increasing numbers of foreclosures create increasing needs for real estate professionals who know how to work short sales, foreclosures, and REOs. Learn how to meet these needs and grow you business!

Call for scheduled dates and times for courses – Bill Wagner – 609-432-8005

This Month In Real Estate

Posted on March 19, 2009
Filed Under Real Estate Market News | Leave a Comment

This Month in Real Estate provides monthly updates on the current trends in real estate.

Think Big Goals and Big Models

Posted on August 7, 2008
Filed Under Millionaire Real Estate Agent, Models and Systems | 1 Comment

We’ve covered a lot of distance as it relates to having written goals, removing your self-limiting beliefs, the benefits of modeling and being proactive.

 
Many times when coaching agents about their goals I find they have a tendency to set goals based on where they are and where they have been, instead of where they would really like to be. Worse than that. They tend to think in terms of what they perceive to be unreachable for them and set their goals somewhere below that level.
 
The saying goes “If you always do, what you always did, you’ll always get, what you always got”. Change is imperative if you want to grow. Millionaire Real Estate Agents are “Change Masters”. They set extremely high goals, create strategies to achieve them and measure their progress on a weekly basis. And, most importantly, change or adjust what they are doing in order to get the results they seek. They don’t review their progress once a month or once a quarter, that allows too much time to be off course before making a correction. They “Shorten the String”.
 
What if you were reviewing what you do on a monthly basis? You would make changes 12 times per year. On a weekly basis you’d make 52 changes per year. Which method of review do you think would place you further ahead at the end of the year?
 
Reaching high levels of production and income is not as difficult as agents think. If you know how. Almost every agent I have ever coached came to me with the belief that you have to work your way up, that it will take many years of hard work to reach a high level of success. Well that just isn’t true.
 
In his book “Winning Through Intimidation” Robert Ringer addresses the Leap Frog Effect.
This book, and Napoleon Hill’s “Think and Grow Rich” made a major impact on me my first year in real estate. The Leap Frog Effect basically contends that you do not have to work your way up the ladder – you can just choose to jump past the middle and go to the top.
 
I know you’re probably saying to yourself, “Ya, Right! Bill’s nuts. If it was that easy, everybody would do it”. So let me address why everybody isn’t doing it:
 
                           They don’t know what to do.
                           They don’t know how.
                           They have self limiting beliefs.
                           They don’t have wrtten goals.
                           They can’t THINK BIG.
                           The agents with whom they associate discourage their growth.
                           They do not have or understand the MODELS to follow.
                           They don’t understand the value of having a coach.
                           The list goes on ….
 
If you want to Leap Frog your career, you only have to understand and model the habits of top producing agents. You have to THINK BIG, change your current habits, MODEL the routines of top agents, discipline yourself to stay on course, and review your progress frequently.
 
Agents who have taken my eight week “Success Series” training are always amazed at the results they achieve by the end of the program. It’s an accountability and coaching program that encourages you to view your career from a totally different perspective, set goals and review and adjust weekly. Typically agents more than double their production in just eight weeks.
 
The real estate industry is undergoing dramatic changes and most agents and brokers don’t even realize that it’s happening. In 5 years this business is going to be dominated and controlled by a much smaller number of very serious agents who run their businesses like a business. If you plan on being one of them, you’d better learn how to THINK BIG GOALS and MODELS.
 
As always, if you have any questions or would like to discuss anything, feel free to give me a call.
 
Big Goals and Big Models
 
 
Best wishes for a profitable and productive day,
Bill Wagner
609-432-8005
billwagner@kw.com

The Virtues of Listing

Posted on August 7, 2008
Filed Under Millionaire Real Estate Agent, Models and Systems, Real Estate Training | Leave a Comment

Let’s discuss the second part of the real estate success triangle (Leads, Listings and Leverage). LISTINGS!

 
We’ve all heard it, “If you list, you last”. I tell new agents that if they don’t have a listing they’re unemployed.
 
Everything starts with a listing. It gives you the ability to accomplish and implement many other actions that will generate more leads and income. Put up a sign and get name recognition, do an open house, contact neighbors, place an ad and get calls, get a lead from your website, and on and on.
 
Listings many times can mean two or three commission sides. Your seller buys another house from you. You get the buyer for their house. Oh, and maybe that buyer has a house to sell.
 
There’s one thing that I’m absolutely sure of, you’ll never become a Millionaire Real Estate Agent if you’re not a great listing agent. You’ll never become independent unless you have inventory. “You can’t sell apples from an empty cart”.
 
How many calls do you think a real estate company would get if it had no listings? Right, none. The company would be out of business. Now I want you to face reality. You are a real estate company. Your earnings are really dependent on your own abilities, actions, initiatives, knowledge and skills. The more listings you obtain, the higher your income. But the truth is, a very small percentage of agents in our industry are truly great listing agents.
 
Great listing agents don’t have a lot of listings in inventory at any given time, they have a lot of sold listings. They have the knowledge and skills to make sure that they right price their listings. A listing that is priced right is sold when you walk out the door.
 
There’s a higher rate of pay from listings. It’s estimated that you make $300 to $400 per hour for the time you have to invest on a listing and about $150 when you find a buyer a home. And you get a written guarantee that if you get it sold before the expiration date you get paid.
 
So now we’re in a real estate market that is going to become controlled by the highly skilled agents. If you’re not investing a significant amount of your time in training and skill building, you’re not going to survive the next four or five years. There is no more order taking. If you continue to operate the way you have in the past your life is going to become very stressful. You’re going to have a lot of unhappy sellers. And that’s not fun.
 
We went through a very good market for a very long period of time. Any agent could take a listing and the market conditions would compensate for their lack of knowledge and skills. Not so now. When I look at the year to date production levels of top agents from all different companies I see strong examples. For instance, one top agent has 29 listings in inventory, but only seven sold listings year to date. You won’t remain a top agent for long with that type of performance.
 
Most agents think they know everything they need to know. Well I’ll tell you of what I’m certain. “You don’t know, what you don’t know”. I’ve spent thirty years in this industry and survived markets far worse than this. I know where the bodies are buried and I know what it takes to capitalize on the great opportunity this type of market offers the education based agents The market of the past is gone and the market of the future is going to humble a lot of previously successful agents.
 
Agents are complaining about this market. Let me tell you, this is a great market. In 1979 there was a usury ceiling in New Jersey of 8%. Lenders could not charge more than that. Well the market hit 9.5% and the only way to get an 8% mortgage was to buy down the rate. Could you get your sellers to pay 12 points? I did, and my listings were selling.
 
In 1981 interest rates hit 18.5%. Do you think that might cause you a problem today. Well I was still selling houses.
 
Knowledge can provide you with incredible opportunities. You better commit to gaining as much knowledge as you can if you want to survive the coming changes!
 
The Virtues of Listings
 
Best wishes for a profitable and productive day,
Bill Wagner
609-432-8005
billwagner@kw.com

The 9 Ways Millionaire Real Estate Agents Think

Posted on August 7, 2008
Filed Under Millionaire Real Estate Agent, Models and Systems, Real Estate Training | Leave a Comment

So what most seperates the Millionaire Real Estate Agent from the rest of the agents in the industry?      The ways they think!    The ways they think create and support a very strong belief system. The saying goes – “You become what you think about the most”.

 
They also recognize that there are specific areas or categories of there business that require continuous thought and attention. They constantly think to improve what they do and how they do it.
 
There are nine areas of focus. The first two create the foundation of their belief system and the other seven are supportive.
 
1. Think Powered by a Big Why (I previously discussed the Big Why)
2. Think Big Goals and Big Models
 
Setting Big Goals forces you to look for Big Models to emulate. Modeling someone who is already achieving at the level you want to reach allows you to progress much more rapidly because you don’t have to learn from your own mistakes. I’ll discuss this further in a future post.
 
These are essentially the foundation of their Business Plan and belief system.
 
The last seven areas of focus on the strategies they use to support the achievement of the first two.
 
3. Think Possibilities
 You have three choices in the way you think. Nothing is possible, something is possible and anything is possible. Why is it that so many people tell their children that they
can do anything the set their mind to and yet their own belief system is so limiting.
 
4. Think Action
 Once you decide and set your Big Goals don’t over-think them. Get yourself in motion and start moving ahead. You can make the necessary adjustments as you go. General George Patton is credited with the quote: “A good plan implemented immediately is far better than a perfect plan never executed”.
 
5. Think Without Fear
  Don’t worry about obstacles and failure. I once had an agent that was fearful of making cold calls. I observed him dialing numbers and when someone would answer he would freeze and hang up. (This was before there was caller ID). I went to another area of the building, called the office and when he answered, I said NO! and hung the phone. When I walked up to his desk he had a puzzled look on his face. I looked at him and said “That’s the worst thing that can happen to you”. He went on to become very proficient at cold calls and became one of my top salespeople.
 
6. Think Progress
   If something doesn’t work, you have learned that you have to change and try something else. You can’t fail unless you quit. Remeber that success is in the numbers. The more times you try, the closer you are to success. Persistence rules.
 
7. Think Competitively and Strategically
   When you get up in the morning are you approaching your day as if you were playing a game? Better yet, do you realize that you get to make your own rules relative to what actions, systems, lead generation, marketing, etc. your going to utilize in order to gain an advatage over your competition? You need to make what you do everyday chalenging and fun. Your business will take on a totally different life of it’s own.
 
8. Think Standards
   Have you set standards of performance for yourself? The level of service you’ll provide to your clientele? If you plan on growing your business you need to have very clearly defined standards that you can easily communicate to the the people you hire to help you take you to the next level. You need to be able to hold yourself and others accountable to always meet or exceed those standards. You have to be able to inspect what you expect.
 
9. Think Service
   You better get a handle on this! When I am coaching agents who are growing their businesses, the agents who have been in the business for 10 or more years are quick to confirm that the consumer of today has much higher expectations from their agent than what was acceptable even 5 years ago. You have to continously be looking for ways to improve the level of service you deliver or someone else will.
 
If you’d like to discuss the 9 ways to think in more detail, feel free to give me a call.
 
The 9 Ways to Think
 
Best wishes for a profitable and productive day,
Bill Wagner
609-432-8005
billwagner@kw.com

The 8 Goal Categories of the Millionaire Real Estate Agent

Posted on August 7, 2008
Filed Under Millionaire Real Estate Agent, Models and Systems, Real Estate Training | Leave a Comment

The one thing that all Millionaire Real Estate Agents have in common is that they set clearly defined goals, and more importantly, they measure their progress toward achieving those goals weekly. By monitoring progress frequently they never allow themselves or their teams to stray very far off course and necessary corrections are quick and easy.

 
Let me also be clear that MREA’s put their plans in writing! They have incorporated their goals into both their Formal Business Plan and their Strategic Plan. They run and take btheir business seriously. Business, Strategic what? Your Business Plan is where you want to go. The Strategic Plan identifies specific actions(strategies) you are going to take, systems that you will put in place, etc. that will move you continuously toward meeting the objectives set forth in your business plan.

One of the common characteristics of highly successful people is that they are intensely goal-oriented. Successful people know where it is that they want to go in life, and they have a clear plan to get there.  Their “roadmap to success” is the list of goals that they have written down.

Goal setting is certainly not a new concept. We have all heard about the importance of having goals. For example, we know that Olympic and professional athletes have goals, and constantly strive to achieve them. Amazingly though, less than 3% of the population has a written set of goals. Furthermore, less than 1% reviews their goals on a regular basis.

Oh, and coincidently… (NOT!), less than 1% of the agents in our industry are Millionaire Real Estate Agents.

So what percentage are you in? Are your goals in writing or are they just wishful thinking? Are you continuously measuring your progress?
 
Why have written goals?
1. Written goals increase your odds of success.
2. Written goals increase your motivation to achieve them.
3. Written goals build self-confidence.
4. Written goals provide clarity of purpose.
5. Written goals move you steadily toward your goal.
 
Take time now to put your goals for the balance of 2008 in writing and mark your calendar to take time weekly to review your progress. (Don’t put this off) Most real estate agents don’t invest the time needed to put a plan in place. If you continue doing what every other agent is doing (not writing down and reviewing their goals) you’ll be just as unsuccessful as the rest of the 80% who are not making a living.
 
Remember also that all plans require some lead time to implement. So you should have your 2009 plans completed by the end of October.
 
The link below shows the categories that MREA’s set goals to meet and measure continuously.
 
The 8 Goal Categories
 
Best wishes for a profitable and productive day,

Real Estate Fiduciary vs. Functionary

Posted on August 7, 2008
Filed Under Millionaire Real Estate Agent, Models and Systems, Real Estate Training | Leave a Comment

Have you seriously considered the way you conduct business? Do your actions and words truly support your fiduciary obligation to the buyers and sellers with whom you work? These specific duties include: Loyalty, Obedience, Disclosure, Confidentiality, Reasonable Care and Diligence, and Accounting.

 
To me our obligations are Black and White. If it’s not in the client’s best interest don’t do, don’t recommend it, and don’t say it! Even if it means the loss of a commission! As an industry we are placed in a position unlike any other professional. Other professionals with fiduciary obligations bill for their time and get paid regardless of the outcome. We only get paid if the transaction completes.
 
I believe this causes many in our industry to think and deal in shades of GRAY. Have you ever heard an agent let it slip that their seller over at 123 Main Street is having financial troubles?  That’s a breach of fiduciary. I’m sure can think of many more instances when a breach has taken place. You can’t let this happen to you!
 
So how can you continuously remind yourself of your obligations and increase your success with your clients? Stop being a salesperson and conduct your business as a consultant and an educator. Review your role as a fiduciary with every client!
 
In order to be afforded the opportunity to work with a buyer or seller, they need to like and trust you. I have yet to find a better foundation to build a relationship upon than to start by reviewing your fiduciary comittment to them. It will greatly increase their feeling of trust in you.
 
In several of my training classes I stress to agents that they take the time to fully explain how they conduct their business.  This differentiates them from other agents the client may be considering. Very few agents do this.
 
Use the linked comparison below to continuously remind yourself of your obligations and quickly gain the trust of your prospective clients.
 
 
Fiduciary vs. Functionary
 
Best wishes for a profitable and productive day,
Bill Wagner
609-432-8005
billwagner@kw.com
keep looking »