Archive for Real Estate Training

May
24

What is Your TRUTH?

Posted by: Bill | Comments (0)

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 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
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

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.

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!

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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

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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!

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101 Greatest Dialogues

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

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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!

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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

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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!

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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.

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

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

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

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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

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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.

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

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

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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.

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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.

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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

Comments (0)

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!
Comments (0)

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

Aug
07

The Virtues of Listing

Posted by: Bill | Comments (0)

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

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