LAUNCH PAD
Name: ______________________________________________________
TABLE OF CONTENTS Agency
2
Agency- Dual Agent
3
Agency- Buyer’s Agent
4
Agency- Seller’s Agent
5
Agency- Transaction Coordinator
6
Agency FAQs
7
MLS Intro
8
Lending 101
9
DiSC
10
Prospecting
11
Marketing
14
Digital Media
15
Resources
16
Showing Houses
17
CMAs
18
Open Houses
19
Purchase Agreements
20
Title 101
21
Global Luxury
22
Relocation & Referrals
23
Circle of Influence
24
Goal Setting
25
1
AGENCY What is Agency? What does it mean to be a designated agency? What does Fiduciary Duty mean? There are four types of agency relationships ● ______________________________ ● ______________________________ ● ______________________________ ● ______________________________
2
AGENCY - DUAL AGENT What is a Dual Agent? When would you use this agency relationship? What forms are required? What are the risks of this relationship? What are the advantages of this relationship?
3
AGENCY - BUYER’S AGENT What is a Buyer’s Agent? What forms should be signed and when? Is this agreement between you and the client or your brokerage and the client?
4
AGENCY - SELLER’S AGENT What is a Seller’s Agent? What forms must be signed? Is this agreement between you and the seller, or the broker and the seller?
5
AGENCY - TRANSACTION COORDINATOR What is a Transaction Coordinator? How is this role different from the others? What responsibilities does a licensed real estate agent have in this relationship?
6
AGENCY FAQs
7
DiSC
8
PROSPECTING What is Prospecting? What types of prospecting are there? ● ● ● ● ● ●
Sphere of Influence Open Houses FSBO Expireds Social Media Networking & Meeting new people
What additional forms of prospecting can you think of?
9
PROSPECTING - SPHERE OF INFLUENCE 1. Have a database or system to track all of your Sphere’s contact information (excel database, ZAP, Top Producer) 2. Have a plan to communicate with this group regularly. Your goal is to stay Top Of Mind with this group whenever the topic of real estate comes up! Remember: even if these contacts don’t become clients, they can still refer you to others! Example: Jan
Feb
Mar
Apr
May
Jun
NY Postcard
Calls
Spring Postcards
letters
Calls
Emails
July
Aug
Sept
Oct
Nov
Dec
4th of July PC
Back to School tips PC
Calls
Halloween PC
EOY Thanks letters
Christmas Cards
10
Sphere of Influence Action Plan Add your SOI activities to the chart below and hang this in your office. Jan
Feb
Mar
Apr
May
June
July
Aug
Sept
Oct
Nov
Dec
Activities can include: Emails, postcards, phone calls, in person visits, etc.
11
LENDING 101 Possible Items to ask about: When should a lender get involved in a transaction? Pre approvals vs Credit approvals Types of Financing and requirements Types of down payment assistance programs Notes:
12
MLS INTRO The Multiple Listing Service is a tool used to share property listing information between cooperating Realtors ® . Your MLS area may be different than the one used in training, so be sure to practice with yours as well. Make sure you can perform the following tasks- ● Perform a Quick Search using search criteria and map ● Utilize the “Hot Sheet” ● Use Contact Management for client emails and searches ● Take advantage of the other features your market offers (RPR, Showingtime, Dotloop)
13
MARKETING Items to consider ordering right away: Business Cards Blue book listing presentations Branded folders Branded brochures Open House sign in sheets Do you need to order: For Sale signs Sign Riders Open House signs Flyer boxes Notes:
14
DIGITAL MEDIA What Digital Media resources should you utilize to build your business? Facebook Instagram Twitter CB Great Lakes website Notes:
15
SHOWING HOUSES When should you start showing a client houses? What tasks should be completed first? How to prepare your buyer to see houses Initial buyer meeting at the office should include discussing the following: ● _____________________________________________________________ ● _____________________________________________________________ ● _____________________________________________________________ ● _____________________________________________________________ How to Tour a Home When touring a home, what techniques can you use to help your buyer? ● _____________________________________________________________ ● _____________________________________________________________ ● _____________________________________________________________ ● _____________________________________________________________ ● _____________________________________________________________ ● _____________________________________________________________
16
RESOURCES L2L, Dotloop, CBx, ZAP, ListHub, Property Owner Data
17
TITLE 101
18
LISTING PRESENTATIONS Be prepared for your listing presentation! ● Know your market! _____________________________________________________________ ●
Have your materials ready _____________________________________________________________
●
Practice presenting the content before hand _____________________________________________________________
Follow these steps for a successful presentation: Step 1- _______________________________________________________________ Step 2- _______________________________________________________________ Step 3- _______________________________________________________________ Step 4- _______________________________________________________________ Step 5- _______________________________________________________________
19
CMAs What is a Comparable Market Analysis? And how can you use it to assist your clients? What tools can you use to create a CMA? What parameters should you use when creating a CMA?
20
NOTES
21
OPEN HOUSES Know the Market ● Talk to the homeowner or listing agent ● Run comps & what’s sold ● Research the neighborhood ● Know about HOA’s and any restrictions How many directional signs should you display? Arrive Early ● At least _____________ min early ● Have house “ready to go” on time (lights on, Door open, paperwork out) ● Walk through “as a buyer” Bring Needed Supplies ● _______________________________ ● _______________________________ ● _______________________________ ● _______________________________ Bring Needed Paperwork ● _______________________________ ● _______________________________ ● _______________________________ ● _______________________________
22
OPEN HOUSES What techniques can you utilize to add value to visitors at an open house? What is your goal during this open house?
23
PURCHASE AGREEMENTS
What additional forms are needed when completing a Purchase Agreement? What additional information will you need to have to complete a Purchase Agreement?
24
GOAL SETTING Why did you become a real estate agent? What is your WHY? What is the difference between a salesperson and a business owner? Commission Earnings Goal Total Commission Goal
---- Commision split
---- Taxes
---- Marketing expenses and Fees
== Revenue
Real Estate Volume Goal Listings Year 1 Goal
Purchases Year 1 Goal
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NOTES
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