ILLINOIS 6-28-21

ILLINOIS EDITION

6 WAYS TO GET YOUR CLIENT TO TRUST YOU BE THEIR REALTOR® FOR LIFE:

How to Build a Relationship with Your Clients that Will Last a Lifetime

FEATURED AGENT

JEANNE DESANTO

ARE YOUR PRESENTATION SKILLS COSTING YOU MONEY?

How to

SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS

COVER STORY

ALEYDA LIMA

ILLINOIS EDITION

JEANNE DESANTO

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ALEYDA LIMA

d really o know to help

nt to her her than she has My husyda on a ears and rk with. selling ree and to work eeds as

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JEANNE DESANTO

well as recommend her to family, friends CONTENTS co-workers or anyone else we can. There is nobody we would trust more or work 4) when 6 WAYS TOtoGET YOURneeds.

15) HOW TO SPEED UP with it comes our property CLIENT TRUST YOU FIRST-TIME HOMEBUYER Thank you, TO Aleyda!”

After spending 18 years commuting to the city and

and keeping in to to me. I work with relatives and frien sonally, like they’r me to make sure th area that’s going to out their ownershi them to get to thei easy to commute t them excited to go

decided it was time for a change. She chose to

When it comes to m

Jeanne DeSanto has been a successful real estate broker in the Chicago area for the past 21 years.

Her clients count on her experience, knowledge, and hard work to help them achieve their real estate dreams. As leader of the DeSanto-Reda Team with @properties, Jeanne works tirelessly to ensure that all buyers and sellers receive an exceptional level of service.

working as a Paralegal at a top law firm, Jeanne TRANSACTIONS

6) BE THEIR REALTOR finally pursue her love of real estate. “I worked focuses on photogra Another factor that comes into play bothARE jobs forYOUR 9 months, sometimes clocking in presented in their b FOR LIFE: HOW TO BUILD 20) PRESENTATION when assessing Aleyda’s Top Agent 18-hour days, until I was able to leave my day job photograph my list A RELATIONSHIP WITH leave-noYOUR SKILLS YOU at the lawCOSTING firm.” Forming long lasting relation- promote them and m status would be her intelligent, ships with her clients has been an important factor is aware of what I CLIENTS THAT WILL LAST MONEY? stone unturned approach to marketing in the success of Jeanne’s business. “The majority enthusiastic approa A LIFETIME of my clients are repeat and referrals. To this day, from 30 to 50 trans her many listings. Chief among her I am friends with some of the first clients I worked strategies would be her deft utilization of with. Developing relationships with my clients, In addition to he multiple social media platforms to ensure maximum exposure for her properties.

Phone 310-734-1440 | Fax 310-734-1440 The result is almost always a fast sale for mag@topagentmagazine.com www.topagentmagazine.com top dollar, not to mention satisfied| clients ®

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6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything 4

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

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Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

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Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

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Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

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Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

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Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

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Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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Be Their REALTOR® for Life: How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush Top Agent Magazine

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

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ALEYDA LIMA

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ALEYDA LIMA Communication is key for Top Agent Aleyda Lima, and she works hard to make certain that each of her clients is making an informed choice when buying or selling a home.

Hardworking, incredibly personable and deeply knowledgeable about the real estate industry, Top Agent Aleyda Lima – Broker/Partner at Platinum Partners Realtors in Lombard, Illinois – is truly committed to helping her many grateful 10

clients achieve their real estate goals.

With more than fifteen years of experience under her belt and having built her thriving business on a solid foundation of honesty and integrity, Aleyda has earned her stellar reputation as a trusted Top Agent Magazine

real estate advocate for both buyers and sellers alike.

Aleyda began her real estate journey in 2004, when she was only sixteen, working as a Receptionist/Assistant at a brokerage. There, she learned the ins and outs of the industry before taking time Top Agent Magazine

off for college. Returning to that position after graduation, she ultimately decided to get her own license in 2014, and she hasn’t looked back since.

Currently, a significant portion of Aleyda’s ever-growing business is based upon returning customers and referrals, a 11

truly accurate barometer of the amazing customer service she provides. “I believe a lot of that has to do with the fact that I do not pressure my clients,” says Aleyda, when asked how she has managed to inspire so much trust amongst those she works with. “I also always give them 110%, and I go above and beyond what a typical agent might do for their clients.”

This approach has also resulted in Aleyda being presented with the Fastest Growing Agent Award by Homesnap.

Communication is key for Aleyda, and

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she works hard to make certain that each of her clients is making an informed choice when buying or selling a home.

“I always give my customers all the information that they’ll need, and I let them take it easy while they think about it so they can make the right decision.”

Aleyda also makes certain that the information she is providing is up-to-date and correct. “I’ve learned many techniques since I was sixteen,” she explains, “but if there’s something I don’t know, then I go and look for the answer. I don’t just give them an answer I think will suffice.

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I make sure to do my research and really investigate it. I’m very lucky to know that I can rely on my company to help me out if I need it.”

As proof of Aleyda’s commitment to her clients, one needs to look no further than the scored of glowing reviews she has received, including this one: “My husband and I have worked with Aleyda on a few properties over the last few years and she is absolutely wonderful to work with.

She has made renting, buying and selling our properties completely stress-free and quick, and she is such a pleasure to work with. We will use her for future needs as Top Agent Magazine

well as recommend her to family, friends co-workers or anyone else we can. There is nobody we would trust more or work with when it comes to our property needs.

Thank you, Aleyda!”

Another factor that comes into play when assessing Aleyda’s Top Agent status would be her intelligent, leave-nostone unturned approach to marketing her many listings. Chief among her strategies would be her deft utilization of multiple social media platforms to ensure maximum exposure for her properties.

The result is almost always a fast sale for top dollar, not to mention satisfied clients 13

who continue to refer friends and family.

When she’s not working, Aleyda loves to exercise with her friends, but her passion is in Martial Arts. She is also active with her son’s school’s Parent Teacher Association, and currently serves as its Secretary.

Aleyda’s plans for the future include growing her business, and to invest in

properties to flip. Above all, however, is her primary objective that has never wavered: to continue providing her clients with the very best in customer service.

“I love going to see different houses with my clients,” says Aleyda, “and I love seeing the excitement on their faces when they find the right one. Helping them achieve their goals and dreams is incredibly rewarding for me.”

For more information about Aleyda Lima, please call 630-666-7741 or email Alima.Realtor@gmail.com

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While Top Agent Magazine

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases 16

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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JEANNE DESANTO

Jeanne DeSanto has been a successful real estate broker in the Chicago area for the past 21 years.

Her clients count on her experience, knowledge, and hard work to help them achieve their real estate dreams. As leader of the DeSanto-Reda Team with @properties, Jeanne works tirelessly to ensure that all buyers and sellers receive an exceptional level of service.

After spending 18 years commuting to the city and working as a Paralegal at a top law firm, Jeanne decided it was time for a change. She chose to finally pursue her love of real estate. “I worked both jobs for 9 months, sometimes clocking in 18-hour days, until I was able to leave my day job at the law firm.” Forming long lasting relationships with her clients has been an important factor in the success of Jeanne’s business. “The majority of my clients are repeat and referrals. To this day, I am friends with some of the first clients I worked with. Developing relationships with my clients, 18

and keeping in touch with them are important to me. I work with their children as well as their relatives and friends. I take my clients very personally, like they’re my family. It’s important to me to make sure that they love the home, are in an area that’s going to gain the most equity throughout their ownership, that it’s going to be easy for them to get to their support system, and it will be easy to commute to work—things that will make them excited to go home at night.”

When it comes to marketing her properties, Jeanne focuses on photography and making sure homes are presented in their best light. “I hire professionals to photograph my listings. I also use social media to promote them and make sure that everyone I know is aware of what I have on the market.” Jeanne’s enthusiastic approach to work brings anywhere from 30 to 50 transactions per year.

In addition to her passion for helping clients Top Agent Magazine

achieve maximum results, what keeps Jeanne working hard is her innate love for homes. “I love looking at houses, no matter what the price level.

I like to see how people decorate them, the different styles they implement in their homes, the pride of ownership. And more than anything, I love knowing that my clients are happy with their purchase and grateful to have the guidance that I give them. I always tell them that I’m not a salesperson, I’m a guidance counselor. I’m going to guide them into a home that will give them years of happiness. When we walk into a home, I don’t sell it, my buyers need to like it first.”

Outside of real estate Jeanne loves to spend her free time taking walks with her dog, catching up with friends, and traveling. “I love to entertain people at my home, especially in the summer sitting outside by the pool. I’m also excited for the opportunity to get back to Europe soon.”

In the future, Jeanne has no plans to slow down. “I don’t think I’ll ever retire. With this business you can always scale it down to what suits you. I enjoy it too much and I have a great team and support system, so I plan to continue working and growing.”

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To learn more about Jeanne DeSanto, please call (847) 525–6399, email jeannesells@aol.com, or visit atproperties.com www.

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Are Your Presentation Skills Costing You Money?

S

ometimes we’re so focused on technology and education that we forget this is a “people business”. And, a great deal of the money you make comes from your ‘point of contact’ skills. What do I mean by that? Lead generating dialogues and presentation dialogues. Yet, how much do we work on those verbal skills?

Unfortunately, communication sales skills have gotten short shrift in the last decade. Why? I think it’s because many of us are so challenged by technological changes. But, slow down. Think about how you actually make money. It’s at point of contact.

Getting better at point of contact skills translates into more money in less time.

We’re All Presenters Everyone in the real estate business presents: Agents present, when they are doing listing or buyer presentations. Managers present when they are recruiting, or doing their office meetings. Mortgage and title 20

By Carla Cross

When you’re doing a listing presentation, what do you want to happen? You want them to sign the listing agreement when you’re done. reps present when they are in front of a group of agents in an office, talking about their services. So, doesn’t it make sense to become ‘killer’ at those presentations? You’ll double your money and halve your time.

Bug Off: I Do Okay Just Like I Am Yeah. I know. As a musician, I’ve worked with literally hundreds of people who thought they ‘played good enough.’

Some people just get to a certain performance level and leave it there. Have you ever thought that, often, our presentation strategies (or lack of) work in spite of us, not because of us?

As a musician, I know the thrill of performing at high levels. So, open your mind and consider

stepping up to a higher presentation level. Not only will you have personal satisfaction, you’ll make more money!

Now, let’s tackle one set of presentation skills: Organizing that presentation effectively.

Having heard listing presentations that wander all around the world, I know the importance of effective presentation organization.

Three Steps to Organize Your Presentation to Knock Their Socks Off Most of the time, we just get in front of people and say whatever we think of first. That leads to some big presentation mistakes, and costs us ‘sales.’ Instead of stumbling through a presentation, why not organize it to Copyright Top Top Agent Agent Magazine

grab their attention, persuade them to your way of thinking, and motivate them to action?

You can. In my new resource, Knock Their Socks Off: Tips to Make Your Best Presentation Ever, I show a simple three-step format to create your persuasive presentation. No matter why you’re in front of people, we need to be persuasive Think about it. When you’re doing a listing presentation, what do you want to happen? You want them to sign the listing agreement when you’re done.

So, it’s extremely important that you organize your listing presentation using a persuasive format, not just an information-heavy dialogue flow.

Grab Their Attention in the Opening Have you thought about your opening? Or, are you nervously standing at the sellers’ door, worried about what you’re going to say? Are you hiding in your office because you dread doing that sales meeting? When we haven’t organized our presentation, we come up with some really boring, off-putting openings, like: I won’t take much of your time, but...

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We have a lot to cover today We won’t get through the outline I know you don’t want to listen, but...

I’m not really prepared

You just open your presentation book, point to the pretty pages, and say, “here’s a keybox” (I’m not kidding. I’ve seen it….)

Great openings, yes? Yet, we’ve heard them dozens of times. You don’t have to settle for whatever 21

If you’re doing a presentation to sellers, one of the major objectives of your presentation is to persuade them to your listing price point of view. comes ‘naturally.’ Instead, make your openings: Provocative Interesting Different Engaging I just attended a ‘Train the Trainer’ session (yes, I still learn great stuff every day!), where the trainer said it was important to engage the audience in a meaningful way in the first two minutes of your presentation. I think that’s a great rule to follow today, because people’s attention spans are the length of a gnat’s eyebrow. So, the next time you attend a presentation, see how much time elapses before the speaker/presenter/trainer gets the audience into meaningful action.

I don’t mean to ask a rhetorical question, either!

A Middle That Educates Your ‘Audience’ to Your Point of View In the middle of your pres22

entation, add those stories, statistics, and visuals that support your point of view. By the way, as you create that presentation, jot down your point of view. If you’re doing a presentation to sellers, one of the major objectives of your presentation is to persuade them to your listing price point of view.

Retention is Key

Why Use Visuals?

Three days later:

There are two reasons to use visuals in your presentation:

We retain 10% of the information when we hear it

We believe what we see

We retain 65% of the information when we hear and see it

We retain the information much longer As you organize your presentation, ask yourself:

Have you ever met with sellers or buyers, given them lots of information—and then had them question you about it a few days later—as if they never heard you—or heard you backwards? That’s because people don’t hear and retain very well.

Look at the statistics:

So, use visuals to prove your points, not to merely show pretty pictures of houses.

The Ending: What are the main, and fre- Back to the Beginning quently, unspoken objections my ‘audience’ will have? How do I educate them to show them the reasoning behind my point of view?

Have you thought about your wrap-up? Or, like many presenters, does your ending sound like this?

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Well, that’s all. What do you think?

pop tunes are constructed with this format:

We’re out of time. Thank you.

I hope you’ll list with me

theme—variation—theme

I don’t have time to close.

I couldn’t get to much of the material, but you can read it In fact, even the most professional presenters frequently have trouble with their endings.

One of the main reasons is that they run out of time. Another is that they haven’t thought the ending through.

How to Do a Stunning Ending Crafting an effecting ending is the second most important part of your presentation. (The first is the opening). To craft a great ending, Go back to your beginning opening theme Summarize the benefits of going ahead with you/take action Motivate your ‘audience’ to take action

A Great Presentation is Crafted Like a Pop Song As a musician, I know that all Top Agent Top Magazine Copyright Agent Magazine

This is known in the music business as the ABA format.

Think of your favorite pop tune: Hum the beginning.

Think of the end. They’re alike, right? It’s the middle— known as the ‘bridge’—that is the humdinger. It wanders all around. Your persuasive presentation should be crafted like that pop tune: A. A compelling start (think Billy Joel, Neil Diamond, etc.)

B. An interesting, developed middle, with stories, statistics A. Back to that theme, with a motivating ending Now, you’re all set to craft a great listing or buyer presentation, great recruiting meeting or sales meeting, or awesome product/service presentation to any audience.

Carla Cross, CRB, MA, President of Carla Cross & Co., is an international speaker, coach, and resource provider specializing in real estate management. A former master level CRB instructor, and National REALTOR® Educator winner, Carla was recently named one of the 50 most influential women in real estate. For a free document on standards to establish, email Carla at Carla@carlacross. com and ask for standards document.

Carla has written six internationally published books, and provides coaching programs for management, including her affordable inoffice coaching programs Up and Running in 30 Days and On Track to Success in 30 Days for Experienced Agents, which provide standards, focus, and accountability.

Reach Carla at 425-392-6914 or www.carla cross.com.

P. S. Practice!

Many more tips on presentations and presentation skills are in my new resource, Knock Their Socks Off: Tips to Make your Best Presentation Ever.

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