Essentials (Beta)

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TABLE OF CONTENTS Plan Your Business............................................. P. 5 Prospecting – Sphere........................................ P. 37 Prospecting – Generating Listings................... P. 77 Prospecting – Generating Buyers.................... P. 101 Appendix............................................................ P. 133 Business & Marketing Systems Playbook

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ESSENTIALS CERTIFICATE CHECKLIST

Plan Your Business Prospecting Sphere Prospecting for Listings Prospecting for Buyers Listing Agreement Homework Purchase Contract Homework Contracts Day 1 Contracts Day 2 Lease Class Career Advisory Planning Meeting Roadmap Workshop

MASTER SERIES | ESSENTIALS Better Homes and Gardens Real Estate Gary Greene

WELCOME HOME TO GARY GREENE

It is with immense pleasure that I welcome you to Better Homes and Gardens Real Estate Gary Greene. We know you have choices, and we appreciate that you have chosen to launch your real estate practice with us. It won’t be long before you experience what sets our company apart – astounding sales volume, continual collaboration among esteemed professionals, and, most of all, a heart for serving our beloved communities.

In this course, you will get a glimpse into the many ways that Gary Greene’s technology, coaching, and marketing work together to create profitability and ease for our agents. We partner with our team to create rewarding lives and business, so our leadership team of seasoned professionals stop at nothing to ensure your success. As you guide and counsel your clients through each step of the transaction process, our impressive team of local managers, directors, coaches and leaders work together to provide high-level and accessible support.

Essentials is just the start of the support and Wcoaching you will continue to receive at Gary Greene. As a part of our unstoppable team, your journey of limitless real estate growth begins now, and we are thrilled to support you as your partner each step along the way.

MARK WOODROOF CEO, OWNER MASTER SERIES | ESSENTIALS Better Homes and Gardens Real Estate Gary Greene

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MARK WOODROOF CEO, OWNER Licensed since 1991, Mark Woodroof has managed and owned residential real estate brokerages for more than 20 years. As Chief Executive Officer of Better Homes and Gardens Real Estate Gary Greene, he has led its record setting performance and its numerous and significant acquisitions to form what is now the No. 1 brokerage in Houston.

The company’s success is exemplified by the distinctive honors it has received, among them, the multi-year recognition by Houston Business Journal as No. 1 on Houston Business Journal Lists ranking the largest Houston area residential real estate brokerages by transaction sides and by sales volume.

Woodroof, the HBJ’s 2018 Most Admired CEO, feels a deep sense of obligation to serve the community both on a professional and personal level. Woodroof served as 1999 Chairman of the Board of the Houston Association of Realtors® (HAR). Thanks to Woodroof’s leadership activities with the Texas Association of Realtors® (TAR) and the National Association of Realtors® (NAR), he is frequently invited to serve on panels or as a featured speaker at industry conferences. In recognition of his many contributions to the industry, he and Gary Greene have been the recipient of numerous awards and recognitions.

Among them are: • HBJ No. 1 Brokerage by Transactions, 2016 - 2020 • HBJ No. 1 Brokerage by Sales Volume, 2016 - 2020 • Better Homes and Gardens Real Estate Top Franchise Broker by Sales Volume 2016 - 2020 Woodroof holds a BBA in Accounting from the University of Houston and an MBA in Finance from the University of St. Thomas. He has been married to Ann for over 42 years, is the father of Brett (Katie) Woodroof, and Matt (Karla) Woodroof, and the very proud grandfather of Porter, Conley, Finley, Darby, and Fallon.

MASTER SERIES | ESSENTIALS Better Homes and Gardens Real Estate Gary Greene

who we are

what we do

why we exist

what we look for in team members

how we succeed as a team

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MASTER SERIES | ESSENTIALS Better Homes and Gardens Real Estate Gary Greene

gary greene

brad fleming & bill mcllwain

FOUNDER OF GARY GREENE REALTORS

PURCHASED GARY GREENE REALTORS

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mark woodroof & marilyn eiland JOINED BRAD & BILL

mark woodroof & marilyn eiland SOLE MANAGING PARTNERS

MARK WOODROOF CHIEF EXECUTIVE OFFICER

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chaille ralph

mark woodroof

VP OF OPERATIONS

CHIEF EXECUTIVE OFFICER

matt woodroof VP OF STRATEGY

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john stoever CHIEF FINANCIAL OFFICER

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kristen brown

linsey ehle DIRECTOR OF AGENT SERVICES

DIRECTOR OF RELOCATION

elizabeth heckeroth DIRECTOR OF MARKETING

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toni nelson dianne mccoy DIRECTOR OF EDUCATION & COMPLIANCE

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DIRECTOR OF COMPETITIVE INTELLIGENCE

ally quiroga DIRECTOR OF PROJECT MANAGEMENT

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matt woodroof TITLE PRESIDENT

chris sizemore MORTGAGE PRESIDENT

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george cooley INSURANCE PRESIDENT

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LINSEY EHLE DIRECTOR OF AGENT SERVICES

A veteran in the real estate industry with extensive coaching experience, Linsey Ehle provides proven and innovative support to agents of all levels. As Gary Greene’s Director of Agent Services, Linsey brings together marketing resources, technology tools, and coaching programs to provide agents unparalleled support in growing their real estate practices and scaling their overall business.

Effectively navigating the real estate industry since 2001, Linsey’s groundbreaking professional history includes being a successful broker and top-producing agent as well as a national speaker for groups like Inman, California Association of Realtors, Georgia Association of Realtors, RETSO, Agent Reboot, Houston Association of Realtors, Tom Ferry Summit, and many others. Linsey has also offered her expertise through consulting for industry giants like Zillow and realtor associations nationwide.

Passionate about sharing her expertise and being consistently accessible to agents, Linsey is an approachable leader eager to support agents in achieving their business goals and beyond.

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my story

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my purpose

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INCOME PLAN

GOAL

ASSESS & PLAN

CLIENTS TO MEET GOAL

WEEKLY ACTION PLAN

PRODUCTION SUMMARY

P&L

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ROADMAP

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ATTITUDE ACTIONS RESULTS

MINDSET

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notes

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ROADMAP INCOME PLAN

GOAL

ASSESS & PLAN

CLIENTS TO MEET GOAL

WEEKLY ACTION PLAN

PRODUCTION SUMMARY

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2020 PROFILE OF HOME BUYERS & SELLERS

76%

77%

53%

67%

91%

89%

13%

26%

OF BUYERS INTERVIEWED ONE AGENT

OF BUYERS SELECTED AN AGENT FROM THEIR SPHERE, REFERRAL FROM THEIR SPHERE OR THEIR PAST AGENT

OF BUYERS WOULD USE THEIR AGAIN AGAIN OR WOULD RECOMMEND THEIR AGENT TO OTHERS

OF BUYERS USED THEIR PAST AGENT

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OF SELLERS INTERVIEWED ONE AGENT

OF SELLERS SELECTED AN AGENT FROM THEIR SPHERE, REFERRAL FROM THEIR SPHERE OR THEIR PAST AGENT

OF SELLERS WOULD USE THEIR AGAIN AGAIN OR WOULD RECOMMEND THEIR AGENT TO OTHERS

OF SELLERS USED THEIR PAST AGENT

ROADMAP INCOME PLAN

GOAL

ASSESS & PLAN

CLIENTS TO MEET GOAL

WEEKLY ACTION PLAN

PRODUCTION SUMMARY

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CONVERSATION TO CLIENT converting conversations into clients

1 #2 #3 #4 #5 #

POINT OF CONTACT Find opportunities for new engage with people - open houses, phone calls, social events, neighborhood gatherings, etc.

ENGAGE Engage and be present during activities. Take the opportunity to initiate conversations and build rapport.

IDENTIFY THE REAL ESTATE NEED Conversations lead to learning and identifying when there is an intention to buy, sell, or lease in the future.

DETERMINE THEIR NEXT STEP Based on their motivation and timeline, determine their next step.

OFFER TO HELP After determining the next step, offer to help.

CONVERSATIONS TO MEET GOAL

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3

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ROADMAP INCOME PLAN

GOAL

ASSESS & PLAN

CLIENTS TO MEET GOAL

WEEKLY ACTION PLAN

PRODUCTION SUMMARY

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TIME MANAGEMENT LEAD GENERATION

LEAD FOLLOW UP

CLIENT CARE

APPOINTMENTS

PROJECTS

SKILLS

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DATABASE

ORGANIZATION

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WHERE ARE MY CONTACTS TODAY?

WHAT ARE THE NEXT STEPS TO ORGANIZE MY DATABASE?

WHAT IS MY PERSONAL DEADLINE TO HAVE THEM READY FOR IMPACT?

WHO DO I NEED TO ENLIST TO SUPPORT ME IN THIS EFFORT?

WHAT ARE MY BIGGEST ROADBLOCKS TO GETTING THIS DONE?

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CRAIG MANUEL MEMORIAL OFFICE ASSITANT MANAGER

Craig Manuel has made a name for himself in the Houston real estate scene as a top-producing agent and industry coach. Craig sets himself apart as a highly qualified real estate expert with professiona designations such as Graduate of the REALTOR© Institute (GRI), Certified Negotiation Expert (CNE), and Cartus Network Certified Agent Certification (CNCA) as well as company recognitions such as the 2020 Platinum Award, 2019 Gold Award, and 2018 Silver Award among other top-producer lists.

A true industry expert, Craig is committed to coaching fellow agents in refining their business strategies and overall approaches to their careers.

Craig understands firsthand the many hours and tremendous effort required to excel in the real estate field, and he strives to equip his colleagues with the best possible tools and market knowledge to build a real estate career characterized by steady growth and confidence. Craig says. “I want to be your partner in laying the foundation for long term success.”

For Craig, real estate is all about the people, and he takes enormous pride in watching his colleagues succeed and transform their own lives as well as the lives of their clients. He says, “I care about who my agents and clients are as people. I care about their goals and the goals of their families. I want to show up for the people that are in my life.”

Prior to launching his real estate career in 2016, Craig graduated from Rice University with a degree in history and played in the Washington Nationals’ minor league system. He reached as high as AAA in 2015 before pivoting towards building his powerhouse real estate career. Craig says, “A lifetime in sports has given me determination, dedication, and a bit of a competitive side.”

In his free time, Craig enjoys spending time with his wife, Leah, and their two cats, Rio and Kawa. He enjoys traveling, golfing, and trying new restaurants around the Heights and greater Houston area.

Craig Manuel is committed to the growth and confidence of the real estate professionals that make BHGRE Gary Greene great.

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PAST CLIENTS

&

SPHERE OF INFLUENCE

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2020 PROFILE OF HOME BUYERS & SELLERS

76%

77%

53%

67%

91%

89%

13%

26%

OF BUYERS INTERVIEWED ONE AGENT

OF BUYERS SELECTED AN AGENT FROM THEIR SPHERE, REFERRAL FROM THEIR SPHERE OR THEIR PAST AGENT

OF BUYERS WOULD USE THEIR AGAIN AGAIN OR WOULD RECOMMEND THEIR AGENT TO OTHERS

OF BUYERS USED THEIR PAST AGENT

MASTER SERIES | ESSENTIALS Better Homes and Gardens Real Estate Gary Greene

OF SELLERS INTERVIEWED ONE AGENT

OF SELLERS SELECTED AN AGENT FROM THEIR SPHERE, REFERRAL FROM THEIR SPHERE OR THEIR PAST AGENT

OF SELLERS WOULD USE THEIR AGAIN AGAIN OR WOULD RECOMMEND THEIR AGENT TO OTHERS

OF SELLERS USED THEIR PAST AGENT

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TRANSFORMATION FUNNEL AWARENESS

CONSIDERATION

PREFERENCE

PURCHASE

LOYALTY

ADVOCACY MASTER SERIES | ESSENTIALS Better Homes and Gardens Real Estate Gary Greene

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how do they know you today?

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SPHERE SYSTEM PHONE CALLS TEXT MESSAGES TOP 25 MARKET INSIGHT ANNIVERSARY CMA EMAILS MAILERS OUT OF AREA LOLO BHG MAGAZINE SOCIAL MEDIA HANDWRITTEN NOTES MASTER SERIES | ESSENTIALS Better Homes and Gardens Real Estate Gary Greene

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SPHERE SYSTEM PHONE CALLS TEXT MESSAGES TOP 25 MARKET INSIGHT ANNIVERSARY CMA EMAILS MAILERS OUT OF AREA LOLO BHG MAGAZINE SOCIAL MEDIA HANDWRITTEN NOTES MASTER SERIES | ESSENTIALS Better Homes and Gardens Real Estate Gary Greene

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notes

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SPHERE SYSTEM PHONE CALLS TEXT MESSAGES TOP 25 MARKET INSIGHT ANNIVERSARY CMA EMAILS MAILERS OUT OF AREA LOLO BHG MAGAZINE SOCIAL MEDIA HANDWRITTEN NOTES MASTER SERIES | ESSENTIALS Better Homes and Gardens Real Estate Gary Greene

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notes

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SPHERE SYSTEM PHONE CALLS TEXT MESSAGES TOP 25 MARKET INSIGHT ANNIVERSARY CMA EMAILS MAILERS OUT OF AREA LOLO BHG MAGAZINE SOCIAL MEDIA HANDWRITTEN NOTES MASTER SERIES | ESSENTIALS Better Homes and Gardens Real Estate Gary Greene

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notes

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SPHERE SYSTEM PHONE CALLS TEXT MESSAGES TOP 25 MARKET INSIGHT ANNIVERSARY CMA EMAILS MAILERS OUT OF AREA LOLO BHG MAGAZINE SOCIAL MEDIA HANDWRITTEN NOTES MASTER SERIES | ESSENTIALS Better Homes and Gardens Real Estate Gary Greene

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notes

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SPHERE SYSTEM PHONE CALLS TEXT MESSAGES TOP 25 MARKET INSIGHT ANNIVERSARY CMA EMAILS MAILERS OUT OF AREA LOLO BHG MAGAZINE SOCIAL MEDIA HANDWRITTEN NOTES MASTER SERIES | ESSENTIALS Better Homes and Gardens Real Estate Gary Greene

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notes

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ROADMAP INCOME PLAN

GOAL

ASSESS & PLAN

CLIENTS TO MEET GOAL

WEEKLY ACTION PLAN

PRODUCTION SUMMARY

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TIME MANAGEMENT LEAD GENERATION

LEAD FOLLOW UP

CLIENT CARE

APPOINTMENTS

PROJECTS

SKILLS

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ROADMAP INCOME PLAN

GOAL

ASSESS & PLAN

CLIENTS TO MEET GOAL

WEEKLY ACTION PLAN

PRODUCTION SUMMARY

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TIME MANAGEMENT

DARK GREEN

buyer and seller appointments

LIGHT GREEN

lead generation and lead follow up

YELLOW

client care and projects

VIOLET personal

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INTRODUCTION TEMPLATE OVERVIEW CREATING A ROOM DETAILS TAB DOCUMENTS TAB ADDING & WRITING DOCUMENTS SENDING ENVELOPES ASSIGNING EXECUTED DOCUMENTS CONTRACTS CLOSING THE ROOM

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DOCUSIGN ROOMS

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INTRODUCTION TEMPLATE OVERVIEW CREATING A ROOM DETAILS TAB DOCUMENTS TAB ADDING & WRITING DOCUMENTS SENDING ENVELOPES ASSIGNING EXECUTED DOCUMENTS CONTRACTS CLOSING THE ROOM

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notes

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INTRODUCTION TEMPLATE OVERVIEW CREATING A ROOM DETAILS TAB DOCUMENTS TAB ADDING & WRITING DOCUMENTS SENDING ENVELOPES ASSIGNING EXECUTED DOCUMENTS CONTRACTS CLOSING THE ROOM

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notes

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INTRODUCTION TEMPLATE OVERVIEW CREATING A ROOM DETAILS TAB DOCUMENTS TAB ADDING & WRITING DOCUMENTS SENDING ENVELOPES ASSIGNING EXECUTED DOCUMENTS CONTRACTS CLOSING THE ROOM

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notes

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INTRODUCTION TEMPLATE OVERVIEW CREATING A ROOM DETAILS TAB DOCUMENTS TAB ADDING & WRITING DOCUMENTS SENDING ENVELOPES ASSIGNING EXECUTED DOCUMENTS CONTRACTS CLOSING THE ROOM

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notes

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INTRODUCTION TEMPLATE OVERVIEW CREATING A ROOM DETAILS TAB DOCUMENTS TAB ADDING & WRITING DOCUMENTS SENDING ENVELOPES ASSIGNING EXECUTED DOCUMENTS CONTRACTS CLOSING THE ROOM

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my office title rep

my office insurance rep

my office mortgage rep

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THE VALUE OF

LISTINGS

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THE FOUR MAJOR VALUES OF LISTINGS

#

1

#

2

#

3

#

4

LEVERAGING FOR FUTURE BUSINESS

VISIBLE VALIDATION

ABILITY TO CARRY INVENTORY

BRAND AWARENESS

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THE CHALLENGES OF

REPRESENTING SELLERS

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THE FOUR MAJOR CHALLENGES OF REPRESENTING SELLERS

#

1

#

2

#

3

#

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MANAGING COMMUNICATIONS & EXPECTATIONS

MARKET RESEARCH & KNOWLEDGE

DIALOGUE & OBJECTION HANDLING

FRONTING & CARRYING COSTS OF INVENTORY

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GEOGRAPHIC FARMING SYSTEM

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FARM SELECTION CRITERIA 1 # 2 # 3 # 4 # 5 # 6 # 7

#

MARKETING A FARM 1 # 2 # 3

#

FARMING ACTIVITIES 1 # 2 # 3 # 4 # 5 # 6

#

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ABSENTEE OWNER SYSTEM

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ELIZABETH HECKEROTH DIRECTOR OF MARKETING

An established name in the real estate industry, Elizabeth Heckeroth, Gary Greene’s Director of Marketing, is instrumental in the strategic planning and creative direction of the brokerage. Prior to stepping into her role at Gary Greene in 2020, Elizabeth gained extensive experience in corporate marketing within the real estate industry and won numerous, national awards for brand-building, interactive media, and consumer materials.

Licensed as a realtor since 2010, Elizabeth found groundbreaking success during her time on a top-producing team honored several times by The Houston Business Journal and recognized as the #2 Luxury Team in Houston with over $80M in sales with a personal contribution of $23M. A seasoned marketing professional, Elizabeth earned her BBA in Marketing from McCombs School of Business at The University of Texas at Austin and has since provided her expertise to countless industry professionals. Elizabeth says, “It’s important for me to stay focused on the needs of the brokerage and our agents - positioning them both well within the industry and to consumers.”

At Gary Greene, Elizabeth collaborates directly with agents on strategic planning and aligns company tools, training, and marketing to support them in their business goals. While working with agents is always a top priority, Elizabeth maintains a targeted focus on the strategic planning and creative direction of the brokerage to maintain its position as the top real estate brokerage in Houston and the surrounding areas.

MASTER SERIES | ESSENTIALS Better Homes and Gardens Real Estate Gary Greene

rochelle scott

brian dillard

GRAPHIC DESIGN

MARKETING MANAGER

pat ellis GRAPHIC DESIGN

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alondra martinez GRAPHIC DESIGN

noel dahlem

shawn templin

GRAPHIC DESIGN

GRAPHIC DESIGN

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FOR SALE BY OWNER SYSTEM

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THE FOUR MAJOR STEPS OF A FSBO SYSTEM

1 #2 #3 #4 #

LOCATING THE FOR SALE BY OWNER PROPERTIES

SETTING THE APPOINTMENT

POSITION YOURSELF AS PLAN B

FOLLOW UP & ACT LIKE THEIR AGENT

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EXPIRED LISTING SYSTEM

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IDENTIFYING THE TYPE OF EXPIRED LISTING 1 # 2 # 3 # 4

#

EXPIRED LISTING ACTIVITIES 1 # 2 # 3 # 4

#

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UNDERSTANDING YOUR SELLERS

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MOTIVATED

CAPABLE

REALISTIC

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LISTING SKILLS TRACK

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1 #2 #3 #4 #

PREQUALIFICATION

PRELIST

LISTING PRESENTATION

CMA

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WELCOME m ASTE R

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MICHELE VERWOLD SUCCESS COACH

A dynamic real estate expert with decades of experience and an exceptional industry-wide reputation, Michele Verwold knows what it takes to be successful in the industry. After 21 years as a high-performing agent at RE/MAX, Michele took on a managerial role with Heritage before joining the Gary Greene team managing the Tomball office for five years.

Now, Michele has set her sights on coaching and guiding agents in seamlessly navigating the competitive world of residential and commercial real estate. As a Texas Real Estate Commission-approved instructor, Michele is qualified to teach at the state level, which allows her to offer agents in-house continuing education classes necessary for license renewal and other certification programs. An established and highly successful agent herself, Michele has a strong understanding of what it takes to be successful in the business and a keen knowledge of the Gary Greene systems and tools.

Michele is eager to share her extensive experience and knowledge with her colleagues at Gary Greene.

A well-known force in the industry, Michele’s integrity, honesty, and strong work ethic are highly regarded and her reputation for excellence is well-deserved. Most of all, though, she is known for her warm and welcoming approach to walking with and guiding agents. Easy to talk to, Michele builds her relationships with agents based on mutual respect, personal connection, and a desire to see them excel in their business.

After gaining extensive experience and her own groundbreaking success, Michele Verwold is ready to work with agents to build their own success and scale their business beyond what they ever thought possible.

MASTER SERIES | ESSENTIALS Better Homes and Gardens Real Estate Gary Greene

LEAD FUNNEL AWARENESS: 18-24 MONTHS OUT LEADS OPEN TO THE POSSIBILITY OF BUYING OR SELLING SOURCES:

CONSIDERATION: 6-18 MONTHS OUT LEADS RESEARCHING OPTIONS & NEXT STEPS TO BUY OR SELL SOURCES:

DECISION: 1-6 MONTHS OUT LEADS SCHEDULING A SHOWING OR LISTING APPOINTMENT SOURCES:

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OPEN HOUSE SYSTEM

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#

1

IDENTIFY -

PATHWAY: HAR.COM > MATRIX > MY MATRIX > DASHBOARD > MY LISTINGS > MY FIRM ACTIVE LISTINGS/MY OFFICE ACTIVE LISTINGS

#

2

#

3

PREVIEW

INVITE THE NEIGHBORS

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OPEN HOUSE SYSTEM

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#

4

PROMOTE

CORE PROPERTY BOOST: IMPACT > LEAD ENGINE > CORE PROPERTY BOOST

#

5

MATERIALS

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OPEN HOUSE SYSTEM

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PREPARE FOR THE OPEN HOUSE

1 #2 #3 #4 #5 #6 #7 #

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OPEN HOUSE SYSTEM

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SCRIPTS FOR THE OPEN HOUSE CONDUCTING THE OPEN HOUSE SIGN IN REQUEST Agent: Would you be so kind as to fill this out so that my seller has an idea of who has been through their home today.

AFTER THE BUYER TOURS THE HOME Agent: So, does this fit what you are looking for?

Buyer: No … this home needs a little more work than we want to take on Agent: Okay … so you are looking for something a little more turnkey? This home is listed at ‘x’. Is that the price you were hoping to be in?

Buyer: We could go up to ‘x’.

Agent: So you are looking for something that is turnkey, under ‘x’. This one has a pool.

Is a pool something that is important to you?

Buyer: We don’t necessarily care about a pool, but we do need to be at xyz high school.

[Continue the pattern of ask – repeat to validate – ask] I think I have a pretty good sense of what you are hoping to find. If I found a home like that for you, would you want me to let you know about it?

Buyer: We are just finding homes on [Zillow or HAR]. We aren’t looking to work with an agent.

Agent: I totally get that. It’s great that you have access to information like this now. One of the challenges is that when homes come up like you are describing, sometimes they may sell before they hit the active market. If I found a home like this for you through my network of professionals with Gary Greene before it was available to the public, would you want me to let you know about it?

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OPEN HOUSE SYSTEM

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RULES

#

1

#

2

#

3

#

4

#

5

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OPEN HOUSE SYSTEM

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LISTING AGENT 1 # 2 # 3 # 4 # 5

#

BUYERS 1 # 2 # 3

#

SELLERS 1 # 2 # 3

#

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ONLINE LEAD SYSTEM

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notes

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OPPORTUNITY TIME SYSTEM

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notes

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TRIAGING BUYERS

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MOTIVATED

CAPABLE

REALISTIC

DIALOGUE

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KRISTEN BROWN DIRECTOR OF RELOCATION Although originally born in Lafayette Louisiana, Kristen Brown considers herself a native Houstonian due to relocating as a little girl and witnessing firsthand, the growth of Houston suburbs evolve into novel communities offering the rich tapestry’s of life.

After persuing a degree in communication from the University of Houston, Kristen found herself servicing the indigent care community through the Harris County Hospital District, as a Pharmaceutical Reimbursement Analyst, where she worked closely with Oncology and Rheumatoid Arthritis patients, doctors and pharmaceutical manufacturers to secure medicines at discounted rates. Kristen later chose to expand her horizons, by persuing a career in the real estate high-end multi-family industry where she exceled in management, training and leadership. These particular involvements along with her early career path, served as an intricate factor in her obtaining her RE license.

Kristen joined the Gary Greene Relocation Department in 2013, as a Pre-Marketing Specialist but quickly moved into the Lead Affinity Specialist position where she began building strong relationships with the Gary Greene agents and exemplifying superior account management skills.

Kristen’s commitment to corporate relocation services and client experience has led to her advancement to Operations Manager, Director of Operations and here recently Director of Relocation. Kristen is a current member of HRP (Houston Relocation Professionals), RDC (Relocation Directors Council), and WWERC (Worldwide Employee Relocation Council). Kristen has also sat on the board for Cartus Mobility RDAC (Relocation Directors Advisory Council) and represented the central region in 2018 & 2019.

Kristen holds her GMS (Global Mobility Specialist) designation and is looking forward to persuing the CRP (Corporate Relocation Professional) designation in the near future. When Kristen is not busy advocating Gary Greene as Houston’s premier brokerage, managing client satisfaction, or servicing agents, you can find her spending time with family, volunteering with various nonprofit organizations or reading the latest self-help book to enrich her life and those around her.

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Gary Greene is a preferred network broker for all major relocation management companies.

We have always been a critcal part of Greater Houston relocation.

SIRVA GLOBAL SUPPLIER PARTNER CARTUS PLATINUM STATUS BROKER

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outgoing referrals (OGR) An outgoing referral is a referral you send when a customer is buying and/or selling real estate outside the local Houston market.

OGR

examples

1.

2.

3.

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generating outgoing referrals Local contact moving anywhere in the US & Local contact with friends/family moving anywhere in the US

1. Post on Social Media 2. Send Monthly IMPACT Newsletter 3. Have your dialogue prepped and ready

Out of Area contact moving anywhere in the US

1. Post on Social Media 2. Send “Out of Area Letter” twice a year 3. Have your dialogue prepped and ready

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client benefit programs Gary Greene partners with you in offering client benefit programs which provide cash back benefits to eligible buyers and sellers.

participant examples 1.

2.

3.

4.

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generating opportunities for client benefit programs 1. Post on Social Media 2. Direct mail 3. Have your dialogue prepped and ready

LIST OF PROGRAMS ON IMPACT LIBRARY

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corporate requests A request to work with you from someone in your sphere of influence who is receiving a relocation package to buy or sell their home.

You can be their agent, they just have to request you.

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LIST OF CORPORATE REFERRAL SOURCES ADP AIReS All Relocation Services Allegiance Relocation Services Altair Relocation American Relocation Connections LLC (ARC) Archibald Relocation BGRS Bristol Global Mobility Capital Relocation Services (CapRelo) CarMax Properties, LLC CARTUS Cornerstone Relocation Corporate Relocation, LLC Crown World Mobility Dwellworks Employee HomeView LLC Focus Relocation, Inc. Global Mobility Solutions Government Relocation Group (GRG) Graebel Relocation HomeServices, Relocation LLC K2 Corporate Mobility Lexicon Relocation Mobility Services International Morreale Real Estate Services Moving Station NEI NRI Relocation NuCompass Mobility Services Inc. Odyssey Relocation OneSource Oxy Relocation Center Paragon Plus Relocation Prime Alliance Real Estate Services REHome Connect Relo Direct, Inc. Relocation Synergy Group Relocation Today Rocket Homes Real Estate, LLC Signature Relocation SIRVA TRC Global Solutions, Inc. (Morreale Real Estate Services, Inc.) Urbanbound Versa Relocation WC Real Estate Group Weichert Workforce Mobility, Inc. WHR Group Xonex Relocation XRS Mobility MASTER SERIES | ESSENTIALS Better Homes and Gardens Real Estate Gary Greene

SUBMISSION & REGISTRATION outgoing referrals (OGR) Visit GOWITHGARY.COM and select submit your referral.

client benefit programs Visit GOWITHGARY.COM and select submit your referral.

corporate requests Visit GOWITHGARY.COM and select register your customer.

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ROADMAP SYSTEMS AND ACTIVITIES ABSENTEE OWNER

market insights update email or mail list

update absentee owner list

call or visit expired follow up

add to JL/JS mailing list

update email mail distribution list

mail

update expired prospect list

mail marketing insights

Impact Expired Campaign

update Impact CRM

FARMING

Agent referrals agent referral campaign personal contact View and update Facebook list of out of area agents Impact Email Campaign Market Update

drive neighborhood hold open house mail mail to absentee owner participate in neighborhood activity patronize local business post on neighborhood social media

BUSINESS MAINTENANCE

preview new listings

plan week

share squeeze pages for just listed and

add new contacts to Impact

open house

update monthly P&L

update impact with farm contacts

update roadmap production summary

update market insights

update sale history on Zillow

video market update

BUSINESS NETWORKING add contacts to Impact attend meeting

visit FSBO and Expired walk neighborhood write notes

handwritten note

OPPORTUNITY TIME

one on one

add new contacts to impact CRM

Friend on Facebook, LinkedIn

schedule

Set Campaigns,

follow ups calendar Time to sign up,

JL/JS Mailers

calendar scheduled

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ROADMAP SYSTEMS AND ACTIVITIES FSBO

build open house flyer

research new FSBOs

invite the neighbors

call/visit FSBOs

host

follow up

follow up with feedback for the listing

market insights

agent

update email or mail list

update new contacts in Impact

update email mail distribution list

Mail handwritten note to attendees

update FSBO prospect list

follow up calls to attendees

Impact FSBO Campaign

schedule market insights for potential

IMPACT WEBSITE core property boost single property squeeze boost/ad

sellers Set Search alerts for Buyers add prospects to email campaign

landing pages

SPHERE AND PAST CLIENT

Impact Multi-property Squeeze Pages

Anniversaries CMAs

(upcoming open houses,

email (Newsletter/SIFI, sphere)

new listings) to FB Groups

Facebook lists

Multiple Squeeze page

handwritten notes

Join area Group FB pages

mail out of area letter

INTERNET LEADS follow up prepare tasks

phone calls to PC/SOI pop by visits post on social text messages to PC/SOI

OPEN HOUSE

top 25 visits

talk with listing agent

update CRM with contacts

research open house opportunities

update Lolo recipients

confirm open house in portals

update market insight recipients

preview similar properties

JL/JS mailing list

promote with link to Impact (Squeeze page)

Client appreciation event

core property boost Facebook Live Video MASTER SERIES | ESSENTIALS Better Homes and Gardens Real Estate Gary Greene

“I WANT TO BUY THIS HOUSE” Use of TREC One-to-Four Family Residential Contract (Resale) – (TREC 20-16) (TXR 1601).

“Keeping it Simple” – only use forms provided.

• Sellers – Check names on tax rolls attached. Consider them accurate.

• Buyers – Peggy and Paul Jacobs • Property Address – 17134 Mountain Crest Drive, Spring, Texas 77379-2310.

(Check MLS printout and/or tax roll for legal description.)

• List Price - $350,000 • Offering Price – Discuss with the client after reviewing comps. (For this exercise, either use list price, or have your buyer make an offer.)

• Financing – Make it a conventional loan for the exercise with 20% down. o Use the (TXR 1901) (TREC 40-9) Third Party Financing Addendum.

• Earnest Money – Discuss with the client the amount to include.

• Option Period - Discuss appropriate option fee and number of days for Option Period, insert in blanks.

• Title Company – Texas American Title Company, 2000 Bering, Ste. 1000, Houston, TX 77057 (Para. 5), Gibraltar Title Services (Para. 6).

• Para. 7H - Request a Residential Service Contract. (Estimate $550.00) • Para. 9 - Closing Date – 60 days out on a business day.

• Para. 10 - Possession. Upon Closing and Funding.

• Para. 11 - Special Provisions – None.

• Para. 21 - Buyers’ contact information: 1234 Bylane, Houston, Texas 77024. o Email: jacobs2@hotmail.com. Cell: 713-555-1234 • Para. 21 - Sellers’ contact information: the property address. o Email: jeff&irmah@sbcglobal.net. Cell: 713-661-5678 • Para. 23 - No attorneys.

• Listing Company and Agent - See MLS printout.

• Selling Company and Agent - YOU. BHGRE Gary Greene license number – 475512. Will you use TXR 1409 Intermediary Relationship Notice? Yes, but for now just do the contract forms.

• Property is in a mandatory Homeowners Association, See page 2 of the MLS printout. Complete the Addendum for Property Subject to Mandatory Membership in a Property Owners Association (TXR 1922) (TREC 36-9).

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