Articles http://realtormag.realtor.org/articles en The Ultimate iPhone Listing Video http://realtormag.realtor.org/product-guide/cameras-and-video/article/2014/10/ultimate-iphone-listing-video <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Sam DeBord explains how he shot a mobile-friendly, professional-looking video of one of his listings in less than an hour. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Tuesday, October 21, 2014</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/sam-debord">Sam DeBord</a> </div> </div> </div> <!--paging_filter--><p>You can always hire professionals to do video for high-end homes, but the new iPhone makes it financially feasible to shoot a great video for any listing. Let me show you how.</p> <p>I recently wrote an <a href="http://www.warealtor.org/news-media/REmagazine/blog_post/remagazine-online/2014/10/17/3-steps-to-professional-quality-listing-videos-from-your-smartphone#.VEKeYWpZ3tA" target="_blank">article for WA REALTOR&reg; Magazine</a> that laid out the steps to create a high-quality real estate video on an iPhone. Now that I have even more experience with the technology, I thought it was time to break down the steps with an example of a video I actually created, with a few more details on how to do it effectively and make the video look professionally shot.</p> <p><object align="right"><iframe allowfullscreen="" frameborder="0" height="225" src="//www.youtube.com/embed/eGMdYfqqbYI?rel=0" width="400"></iframe></object></p> <p>The video embedded here took about 10 minutes to shoot and about 20 minutes to edit and stitch together on my new iPhone 6. These are all one-take video clips, using Instagram&rsquo;s Hyperlapse app for the video capture and the Videolicious app for the editing. It was a vacant home (which has since sold), so I need to create a video that focused on the overall property a bit more than the interior.</p> <p>I&rsquo;ve shot a few videos on older models of iPhones and Androids, but the iPhone 6 Plus really stands out because of its optical stabilization. This is critical for making the video look like professional marketing. Add the Hyperlapse app&rsquo;s digital stabilization features, and many of these shots look like high-end equipment rolling along a stable rail or dolly.</p> <p>Here are some additional tips for how to shoot, edit, and distribute the perfect listing video with your iPhone 6:</p> <p><strong>Highlight all three dimensions.</strong> When you&rsquo;re planning out horizontal panning shots, find spaces where there are objects in the near and distant fields of vision. You&rsquo;ll note that they seem to visually move in different planes. This really maximizes the benefits of video, and produces an effect that you can&rsquo;t get with still photography.</p> <p><strong>Mix up your clips.</strong> Pan up and down. Tour the home and travel through the neighborhood in order to keep the viewer&rsquo;s interest up. Intermix video clips that are short enough to catch the viewer&rsquo;s interest and move on to the next scene quickly.</p> <p><strong>Keep it digestible.</strong> It&rsquo;s an awesome tool, but using the time-lapse function too much can be overwhelming for the viewer. Watching a home tour at warp speed just isn&rsquo;t comfortable. Try time lapse out at 1x or 2x speed first. Also, it may be tempting to walk through the entire home, but it can become disorienting. The camera doesn&rsquo;t react well to light changes in different locations. You can always shoot the whole listing, breaking up your clips and picking the best ones later. But unless the listing is tiny, you just don&rsquo;t need to show every room. You should be able to tell the story in less than two minutes.</p> <p><strong>Think small.</strong> I specifically intended for viewers to watch this video on a small-size screen, so watching it on your phone is the best reference point. More and more users are going mobile, and streaming high-quality video is much easier with a smaller frame size.</p> <p>Your ultimate goal is to create a video that is short on facts and long on visual beauty. I didn&rsquo;t list an address in this video or voice it over since it was already sold, but you could add both. The intent of the video, though, is not to tell the viewer everything about the home. It&rsquo;s to quickly entice them to have an emotional reaction and contact you for more information.</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Sam DeBord explains how he shot a mobile-friendly, professional-looking video of one of his listings in less than an hour.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_PG_video.jpg" type="image/jpeg; length=22361">oct14_PG_video.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_PG_video_0.jpg?1413925484" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_LP_PG_video.jpg?1413925499" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/product-guide/tablets-and-phones/article/2014/09/so-you-want-iphone-6">So You Want the iPhone 6…</a> </div> <div class="field-item even"> <a href="/daily-news/2013/06/13/shoot-better-video-your-smartphone">Shoot Better Video on Your Smartphone</a> </div> <div class="field-item odd"> <a href="/product-guide/cameras-and-video/article/2014/07/2014-camera-guide-do-it-yourself-or-hire-photographe">2014 Camera Guide: Do It Yourself or Hire a Photographer?</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Cameras and Video Tue, 21 Oct 2014 19:52:38 +0000 mwhite 17511 at http://realtormag.realtor.org Wallpaper: Back in the Game http://realtormag.realtor.org/home-and-design/feature/article/2014/10/wallpaper-back-in-game <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> It’s not your grandmother’s look any more. Find out why wallpaper has a growing appeal among trendsetters and younger buyers. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Tuesday, October 21, 2014</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/barbara-ballinger">Barbara Ballinger</a> </div> </div> </div> <!--paging_filter--><p>In recent years, wallpaper played a minor role in home d&eacute;cor, relegated mostly to powder rooms and otherwise pushed aside by paint, which has been considered the cheaper, faster way to freshen a room.</p> <p>Wallpaper also didn&rsquo;t fit the more modern aesthetic that gained hold in the last dozen years or so, says Paula Berberian, creative director at <a href="http://www.brewsterwallcovering.com/" target="_blank">Brewster Home Fashions</a>, a fifth-generation family-owned wallpaper manufacturer in Randolph, Mass. And some buyers considered it far too personal a choice, as well as problematic to install and later remove.</p> <p>But tastes change. Many younger buyers don&rsquo;t remember their parents&rsquo; and grandparents&rsquo; homes covered in floral, striped, and velvet papers and are now gravitating to wallpaper as a chic update choice. &ldquo;They consider it quite cool, along the lines of Mid-Century modern,&rdquo; says Berberian.</p> <p>It&rsquo;s even catching on in parts of the country far from the trendsetting coasts.</p> <p>&ldquo;We just finished a Parade of Homes in Boise, Idaho, and Provo Utah, and most of the high-end houses incorporated some wallpaper&mdash;often big, bright, bold, large-scale geometrics,&rdquo; says Robyn Shea, a salesperson at Better Homes and Gardens Real Estate in Boise who retails several wallpaper brands under her other business, <a href="http://www.designsource101.com/" target="_blank">Design Source 101</a>.</p> <p>There are other reasons for wallpaper&rsquo;s growing appeal:</p> <p><strong>Easier to hang and remove</strong>: Papers have been vastly improved, and are easier to hang and remove without damaging walls. Some are fabricated on a nonwoven substrate, so they make it easier to hide surface imperfections, too, says Berberian. Jackie Just&rsquo;s <a href="http://www.muralsyourway.com/" target="_blank">Murals Your Way</a>, based in Minneapolis, are made to peel and stick, making them easier to apply, remove, and reuse elsewhere.</p> <p><strong>More environmentally friendly: </strong>Many wallpapers today are made from eco-wise materials, such as water-based prints that breathe. Some with new vinyl coatings hold up better to bathroom steam and can be wiped free of dirt, grease, and fingerprints.</p> <p><strong>Patterns are hipper and fresher-looking</strong>: Buyers should focus on overscaled geometrics including kaleidoscopes, Asian-inspired themes, <em>trompe l&rsquo;oeil</em> photorealism shots of materials such as weathered wood and brick, horizontal and chevron patterns rather than traditional vertical stripes, and faux leathers, says Jon Sherman, owner of manufacturer <a href="http://www.flavorpaper.com/" target="_blank">Flavor Paper</a> in Brooklyn, N.Y.</p> <p><strong>Colors are brighter: </strong>Think aquas, oranges, purples, greens, yellows, hot pinks, metallic silvers and golds, and contrasting white and black combos<strong>,</strong> says Jill Wagner at New York-based manufacturer <a href="http://www.osborneandlittle.com/" target="_blank">Osborne &amp; Little</a>. Midtone pastels have made inroads, and, of course, gray, the hot neutral, makes the cut.</p> <p><strong>Texture has become more pronounced: </strong>Metallics and crystals are being incorporated, as well as bits of suede, gels, beads, and cosmetic-style powders that change with light and as people move past them, says Sherman. Even &rsquo;50s grass cloth has returned, but with a contemporary edge and in more than earth tones.</p> <p><strong>More inventive installations:</strong> Wallpaper is going beyond just a room&rsquo;s four walls; nowadays, it&rsquo;s viewed as a possibility for one accent wall, the ceiling, or in between ceiling beams or coffers, says Berberian. And it can be used to expand space, make it more intimate, or camouflage a problem, says general contractor Beverley Kruskol of <a href="http://mypacificbuilding.com/" target="_blank">M.Y. Pacific Builders</a> in Los Angeles. Santa Monica, Calif.-based designer <a href="http://kimbahills.com/" target="_blank">Kimball Hills</a> of Rumba Style hadn&rsquo;t used wallpaper in years, but is doing so with white grass cloth to brighten a client&rsquo;s burled wood wall.</p> <p><strong>Price points vary: </strong>Some companies like Berberian&rsquo;s offer single rolls from $40 up, and Just provides a fully customized 8-by-0-foot feature wall mural for between $500 and $800.</p> <p>But since not all buyers yet are fans of wallpaper, professionals recommend that home owners weigh choices carefully unless they plan to stay for years. Here are more tips:</p> <ul> <li> <strong>Dip a toe in slowly: </strong>If your clients are new to using wallpaper, they might want to start small, such as an accent wall in a bathroom, says Chicago designer <a href="http://www.lisawolfedesign.com/" target="_blank">Lisa Wolfe</a>, who is a huge wallpaper fan. She also recommends it to break up large areas, or in a bedroom, entry hall, cozy den, breakfast room. Using it in a kitchen requires restraint since many equate to the dated kitchen paper of the past. Today&rsquo;s buyers are still more inclined to tile backsplashes or paint. But if a home owners likes the idea, they should consider a perky, modern pattern.</li> <li> <strong>Wallpaper </strong><strong>borders are out</strong>, says Wagner of Osborne &amp; Little.</li> <li> <strong>A wallpaper whitewashing is a no-no: </strong>If an entire house is wallpapered, sellers might consider removing some before they list. And they should definitely clean or take down dirty, worn, or torn wallpaper, which is a huge turnoff.</li> </ul> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>It&rsquo;s not your grandmother&rsquo;s look any more. Find out why wallpaper has a growing appeal among trendsetters and younger buyers.</p> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/daily-news/2014/08/29/home-owners-have-big-interior-design-plans">Home Owners Have Big Interior Design Plans</a> </div> <div class="field-item even"> <a href="/home-and-design/feature/article/2014/01/regional-trends-what-buyers-want-most-and-get">Regional Trends: What Buyers Want Most—and Get</a> </div> <div class="field-item odd"> <a href="/home-and-design/feature/article/2014/09/whats-lurking-behind-those-walls">What&#039;s Lurking Behind Those Walls?</a> </div> <div class="field-item even"> <a href="/home-and-design/slideshow/2014/09/ultimate-home-makeover">The Ultimate Home Makeover</a> </div> <div class="field-item odd"> <a href="/home-and-design/architecture-coach/article/2013/11/historic-renovation-dos-and-don-ts">Historic Renovation Dos and Don’ts</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Feature Fri, 17 Oct 2014 19:02:52 +0000 echristoffer 17494 at http://realtormag.realtor.org 5 Ways to Improve Your Vocal Impact http://realtormag.realtor.org/sales-and-marketing/relationship-management/article/2014/10/5-ways-improve-your-vocal-impact <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> You use your voice every day in business to connect with clients and peers. But are you leveraging your greatest instrument to improve your professional image? </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Thursday, October 16, 2014</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/melissa-dittmann-tracey">Melissa Dittmann Tracey</a> </div> </div> </div> <!--paging_filter--><p>From just the sound of your voice, others are forming impressions about you. Your voice alone can make you seem more knowledgeable, credible, or even friendly. In fact, the sound of your voice matters twice as much as the words you say, according to a 2012 study by communications firm Quantified Impressions.</p> <p>The company asked more than 1,000 listeners and vocal experts to evaluate 120 executives&rsquo; voices to learn the extent a person&rsquo;s voice can influence perceptions. Voices that listeners rated as weak, strained, rough, or breathy tended to prompt negative labels of the speakers &mdash; viewing them as weak, passive, or tense. Another big vocal annoyance was &ldquo;uptalk,&rdquo; where a person pronounces a statement as if it were a question, allowing his or her voice to rise at the end of the sentence (such as &ldquo;It&rsquo;s nice to meet you today?&rdquo;). Another aggravation: &ldquo;vocal fry,&rdquo; in which speakers end their words in a raspy growl that can make them sound uncomfortable or in pain.</p> <p>On the other hand, if you&rsquo;re lucky enough to have a so-called &ldquo;normal&rdquo; voice, listeners rated you as more successful, sociable, smart, and even sexy, according to the study.</p> <p>Your voice matters because it&rsquo;s your signature &mdash; part of what identifies you. So how do you know whether it&rsquo;s helping your professional image or hurting it? No one likes the sound of their own voice, which makes it particularly difficult know how others may be hearing it and perceiving it. And what if you realize you have a breathy or strained voice: Can you <em>really</em> change it?</p> <p>Voice coaches say you certainly can &mdash; with practice. And as with all instruments, practice is what most people need to unlock their very best speaking voice. That is, one that can lift your entire professional image, your credibility, and likability and even make you a better influencer too.</p> <h4> Unlocking Your New and Improved Voice</h4> <p>Darlene Price, author of <em>Well Said!</em> (AMACOM, 2012) and president of <a href="http://www.wellsaid.com" target="_blank">Well Said Inc.</a>, a training company for presentations and effective communication, says there are six key factors to a quality speaking voice: tone, pitch, pace, volume, inflection, and articulation. Practically everyone could use a tune-up in these areas. Here, Price elaborates on some ways professionals can improve their vocal quality.</p> <p><strong>1. Watch your tone. </strong></p> <p>The tone of your voice conveys your attitude. Do you sound happy, sad, rushed, or distracted? &ldquo;You can use words to say one thing, but if the tone is something different, people will believe the tone in your message more than the words,&rdquo; Price says.</p> <p>In fact, nearly 40 percent of a person&rsquo;s first impression of you comes from the tone of your voice alone in face-to-face interactions, according to research conducted by UCLA professor Albert Mehrabian. On the phone, when you don&rsquo;t have the added support of facial expressions and eye contact, your tone of voice can be even more critical.</p> <p><strong>Try this:</strong> Make a point to speak with more energy and volume. Focus on conveying sincerity, cheerfulness, and confidence with your voice, Price says. That also means <a href="http://realtormag.realtor.org/sales-and-marketing/relationship-management/article/2014/05/overconnectivity-when-too-much-tech-hurt" target="_blank">eliminating distractions</a> and staying completely focused on the person you&rsquo;re speaking to; even when on the phone, people can tell if you&rsquo;re distracted (say, when you&rsquo;re trying to sneak a check of your e-mail). When you&rsquo;re talking on the phone, here&rsquo;s a good way to project a better tone: Stand up. &ldquo;You have more energy when you&rsquo;re standing,&rdquo; Price says. &ldquo;Your diaphragm is more aligned with your voice.&rdquo;</p> <p>Price also suggests talking into a mirror when you&rsquo;re on the phone so you can see your facial expressions. &ldquo;The facial expressions come first and the voice often follows what the face does,&rdquo; Price says. &ldquo;So if you have a pensive scowl on your face, your voice will follow that with a tense sound. On the contrary, if you&rsquo;re smiling, you&rsquo;ll likely have a more positive tone.&rdquo;</p> <p><strong>2. Throw a good pitch. </strong></p> <p>Pitch is how high or low your voice is. A lower-sounding voice is perceived to be stronger, confident, credible, and project the appearance of more control over a situation than a high-pitched voice, Price says. An overly high-pitched voice suggests junior or nonauthoritative status and even immaturity &mdash; not exactly the message you want to send when working with clients on what&rsquo;s likely the biggest purchase of their life. Women generally have higher voices than men do and may need to be particularly cognizant of the pitch they&rsquo;re projecting.</p> <p><strong>Try this: </strong>Learn the full range of your voice. In private, sing the word &ldquo;ah&rdquo; at various pitch levels, going down the scale, Price suggests. Then practice reciting the alphabet or reading a passage aloud from a book to get accustomed to using your lower range until it starts to feel natural. Don&rsquo;t overdo it; you needn&rsquo;t go Darth Vader low. Find a comfortable lower pitch. You may need to relax your throat so it doesn&rsquo;t tighten and sound irritated as you try to go lower. Some vocal experts suggest drinking warm water or warm tea to help relax the throat muscles (drinking cold water can have the opposite effect, tightening your throat muscles). In time, practice will make that perfect lower pitch.</p> <p><strong>3. Set a good pace. </strong></p> <p>How quickly or slowly do you speak? You don&rsquo;t want to become such a slow speaker that you risk boring others, but you also don&rsquo;t want to be so fast that the listener gets frustrated in trying to keep up. The average rate of speech for most presenters is 150 to 160 words per minute, Price says.</p> <p>&ldquo;Be mindful of your pace,&rdquo; Price says. &ldquo;When you slow down the pace, you will help someone understand more and they will absorb more information because you&rsquo;ll become more articulate.&rdquo; When you&rsquo;re giving fact-based material or instruction or stats, speak at a pace 20 to 30 percent slower than usual, Price suggests.</p> <p><strong>Try this: </strong>Test your pace. Read a document aloud, and time yourself for one minute. Use a document in a word processing program on your computer to make it easy to calculate the word count. Be conversational and natural as you read at your normal rate. How far did you get after 60 seconds? Figure the word count that you covered in that time span. Did you read fewer than 150 words or more (red flag: a possible speed talker?), or were you right on par? It can be a good gauge of how fast a talker you are, Price says.</p> <p>If you do discover you&rsquo;re a fast talker, vocal exercises can help to slow you down. Price suggests, for five minutes, clap your hands between each word as you read aloud a passage. Then, for 10 minutes, just clap at each punctuation mark. &ldquo;You&rsquo;re forcing yourself to slow down and training your brain to insert natural pauses,&rdquo; she says.</p> <p><strong>4. Elevate your voice with powerful language. </strong></p> <p>The words and phrases you say can unintentionally be sabotaging you. It&rsquo;s not just how you say it &mdash; it&rsquo;s also what you say. Only 7 percent of a person&rsquo;s first impression of you face-to-face comes from the actual words you speak, according to Mehrabian&rsquo;s research. But in real estate, you&rsquo;re working in a vital adviser role to clients and your words will have an impact, so make every percentage of that impression count.</p> <p>The language you choose can make you more influential and professional in the eyes of your customers.</p> <p><strong>Try this:</strong> Pay attention more closely to your word choices to make sure you&rsquo;re not falling for one of the common traps: discounting, validation questions (like tacking on &ldquo;OK?&rdquo; at the end of your sentences), using &ldquo;I&rdquo;-centered pronouns, or words that don&rsquo;t spur action. In her book, Price outlines several word and phrase tips to improve your language. Here are a few of her tips:</p> <p><strong>Lose nonconfident speech habits. </strong>Don&rsquo;t unintentionally negate what you&rsquo;re about to say. For example: &ldquo;I think that&rsquo;s acceptable, <em>don&rsquo;t you</em>?&rdquo; Instead, say: &ldquo;Yes, I believe that&rsquo;s acceptable. Tell me what you think.&rdquo; Also, other fillers that may show a lack of confidence includes adding &ldquo;I&rsquo;ll try&rdquo; into your speech. Example: &ldquo;I&rsquo;ll <em>try to</em> find more houses for you to look at in that neighborhood.&rdquo; Instead, speak with greater confidence and say: &ldquo;I will find you more houses to look at in that neighborhood.&rdquo; &ldquo;Try&rdquo; implies the possibility that you may not finish the task or you may fail at accomplishing it, Price says. Another example of nonconfident language: &ldquo;I was <em>just </em>calling to see if you wanted to view a home on Saturday.&rdquo; Instead, remove the &ldquo;just&rdquo; and say: &ldquo;Would you like to view houses on Saturday?&rdquo;</p> <p><strong>- Replace &ldquo;I&rdquo;-centered pronouns with &ldquo;you.&rdquo; </strong>Price says the three most compelling words in the language of persuasion are a person&rsquo;s name, &ldquo;you,&rdquo; and &ldquo;your.&rdquo; How often do you use first-person pronouns (like &ldquo;I,&rdquo; &ldquo;me,&rdquo; or &ldquo;we&rdquo;) when you speak? If it&rsquo;s quite a bit, make a point to replace them more with influential words like &ldquo;you,&rdquo; &ldquo;your,&rdquo; or the person&rsquo;s name, which will capture the person&rsquo;s attention, since you&rsquo;re talking directly to him or her. For example, instead of saying: &ldquo;Our company has top producers.&rdquo; Say: &ldquo;Our partnership can ensure <em>you</em> reach your goals in selling <em>your</em> home, <em>John</em>.&rdquo;</p> <p>&ldquo;The frequent use of the word &lsquo;you&rsquo; answers the audience&rsquo;s unspoken question &mdash; &lsquo;What&rsquo;s in it for me?&rsquo;&rdquo; Price says. &ldquo;The point is, to optimize your influence, use pronouns that directly relate to and include the listener. Otherwise, you risk sounding self-centric versus customer-centric.&rdquo;</p> <p><strong>- Amp up the action in your words. </strong>When you talk with action verbs, you connect listeners to an outcome and conjure up an image of what you want them to achieve. In real estate, &ldquo;you are leading a person through an important decision, and there is an action involved,&rdquo; Price says. &ldquo;When you start thinking in [action] verbs, it becomes another language that has more energy, life, movement, and connects the buyer and seller to the outcome you want them to achieve.&rdquo;</p> <p>For example, instead of saying: &ldquo;Let&rsquo;s just fix up three things in this house so it sells.&rdquo; Say: &ldquo;I want to <em>accelerate</em> the sale of this home by <em>boosting</em> the sales price by making three economic renovations. It will <em>drive </em>prospects to the door.&rdquo;</p> <p>Price outlines several action verbs and phrases to start using in your everyday speech. She keeps a list posted at her computer so she can consult it and weave the words into phone conversations and her e-mails. The words cover the gamut, such as &ldquo;accelerate,&rdquo; &ldquo;align,&rdquo; &ldquo;optimize,&rdquo; &ldquo;maximize,&rdquo; &ldquo;transform,&rdquo; &ldquo;boost,&rdquo; &ldquo;capture,&rdquo; and &ldquo;commit.&rdquo; She also includes a list of phrases that attempt to answer the &ldquo;so what&rdquo; or &ldquo;who cares?&rdquo; for your listener by incorporating more phrases like &ldquo;what this means for you &hellip;&rdquo;; &ldquo;the bottom line for you is &hellip;&rdquo;; or &ldquo;the benefits for you are &hellip;&rdquo;</p> <p>&ldquo;When you speak with action verbs, you connect people to taking more action by creating momentum, energy, and drive,&rdquo; Price says. &ldquo;Anytime you&rsquo;re communicating results, next steps, or outcomes, you rely on verbs.&rdquo;</p> <p><strong>5. Shhh!</strong></p> <p>One of the worst speech offenses: talking too much, Price says. Know when to turn off your voice.</p> <p>In real estate, a transaction can be filled with emotions. As such, &ldquo;feeling heard and understood is very important,&rdquo; Price says. &ldquo;Know when to talk, and know when to listen.&rdquo;</p> <p>&ldquo;Contrary to popular belief,&rdquo; Price adds, &ldquo;the person who has the most influence is usually the one asking the most questions,&rdquo; not the one doing all the talking.</p> <p><strong>Try this: </strong>Adopt the 80/20 ratio. This is where you ask thoughtful questions and actively listen 80 percent of the time, and talk 20 percent of the time, Price explains. &ldquo;It helps to avoid the habit of talking too much,&rdquo; she says. &ldquo;You can become an expert in asking thought-provoking questions that get them talking more.&rdquo;</p> <p>Open-ended questions are those that cannot be answered with one-word responses, like &ldquo;yes&rdquo; or &ldquo;no,&rdquo; but force your customers to elaborate and help ensure they talk more than you do. These questions begin with words like &ldquo;how&rdquo; or &ldquo;why,&rdquo; or phrases like &ldquo;help me understand why &hellip;&rdquo;; &ldquo;elaborate on that&hellip;&rdquo;; or &ldquo;what might happen if&hellip;&rdquo;</p> <p><strong>Voice Training </strong></p> <p>Become more in tune to your voice. If you&rsquo;re calling someone on the phone, lay down a digital recorder to record your voice as you&rsquo;re speaking to that person and listen to it later, Price suggests. How did you sound? Was your voice too soft or too loud? Did you talk too slow or too fast? Did you use too many voice fillers, like &ldquo;uh,&rdquo; &ldquo;um,&rdquo; &ldquo;you know,&rdquo; or &ldquo;actually&rdquo;?</p> <p>&ldquo;You will be the best judge of your voice,&rdquo; Price says. &ldquo;You might say &lsquo;I can&rsquo;t believe I was speaking so fast.&rsquo; Or, &lsquo;Why did I ask that question?&rsquo;&rdquo; It can serve as a wake-up call to areas where you might need some vocal improvement.</p> <p>Or, if self-reflection isn&rsquo;t enough, enlist a colleague to be your vocal critic. Ask him or her to pay special attention to your voice in your next company meeting or presentation. You can even provide this person with a checklist of what to rate you on, such as how articulate you were or how was your pitch and your pacing. For even greater voice interventions, check with a community college or a singing or vocal coach (search the Web to find some in your area), and tell them that you want formal training in developing a better speaking voice.</p> <p>After all, &ldquo;a controlled, expressive, authoritative voice will help you persuade and influence your listeners; earn the respect of your boss and coworkers; make sales; gain promotions; and help capture the attention of every audience to whom you present,&rdquo; Price writes in her book <em>Well Said!</em> &ldquo;People want to listen to and do business with those in whom they have confidence. Putting your best voice forward connects you to your listeners and helps build rapport.&rdquo;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>You use your voice every day in business to connect with clients and peers. But are you leveraging your greatest instrument to improve your professional image?</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_SM_voice.jpg" type="image/jpeg; length=40752">oct14_SM_voice.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_SM_voice_0.jpg?1413839614" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_LP_SM_voice.jpg?1413839628" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2013/02/relationship-management-how-words-you-say-may-be-costing">Relationship Management: How the Words You Say May be Costing You Business</a> </div> <div class="field-item even"> <a href="/sales-and-marketing/relationship-management/article/2013/08/8-traits-can-improve-your-customer-relat">8 Traits That Can Improve Your Customer Relationships</a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/relationship-management/article/2013/12/are-you-wired-succeed">Are You Wired to Succeed? </a> </div> <div class="field-item even"> <a href="/sales-and-marketing/relationship-management/article/2014/07/repeat-business-why-your-clients-really-">Repeat Business: Why Your Clients Really Stick By You</a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2011/05/relationship-management-how-likable-are-you-really">Relationship Management: How Likable Are You, Really?</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Relationship Management Thu, 16 Oct 2014 18:23:46 +0000 echristoffer 17492 at http://realtormag.realtor.org A Horse-Drawn Real Estate Business http://realtormag.realtor.org/first-person/street-cred/article/2014/10/horse-drawn-real-estate-business <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Catherine Ulrey has turned her passion for horses into a successful niche. With the help of a great Web presence, she’s become the go-to equestrian real estate pro of Willamette Valley, Ore. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Thursday, October 16, 2014</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/erica-christoffer">Erica Christoffer</a> </div> </div> </div> <!--paging_filter--><p><strong>Catherine Ulrey</strong><br /> Equestrian Real Estate Broker<br /> Keller Williams Realty Portland Premiere<br /> Salem, Ore.<a href="http://www.homeswithhorsesense.com" target="_blank"><br /> www.homeswithhorsesense.com</a></p> <h4> How did you come to pair real estate with your equestrian hobby?</h4> <p>I started in real estate when I was 22. I didn&rsquo;t have horses at the time, but my grandparents did. I loved horses, and as a young girl I often worked in exchange for riding time. After I got my career established, I bought two horses and got into the riding circuit.</p> <p>After completing an online training program that helped agents develop a niche website, I put it all together. I&nbsp;understand the needs of horse property buyers.&nbsp;Today, 70 percent of my business is horse-, farm-, or equestrian-related.</p> <h4> Tell us a bit about the properties you sell.</h4> <p>I&rsquo;m based in Salem, Ore., and cover about a 45-mile radius in the Willamette Valley area. The population is about 200,000. A typical ranch house sells for about $225,000. The average price for a house&mdash;nothing fancy, but with some acreage&mdash;starts around $350,000 on up to $500,000 and more for larger properties.</p> <p>It&rsquo;s usually a little dirty walking these properties; there&rsquo;s a little hay involved. But I show up in my F-350 truck and my clients instantly believe me because I look like them.</p> <h4> How do you market to those interested in horse or hobby farms?</h4> <p>My website, <a href="http://HomesWithHorseSense.com" target="_blank">HomesWithHorseSense.com</a>, is my dominant marketing tool. I launched it in December 2009 after a&nbsp;year of planning.&nbsp;The site ranks on the top of the first page of Google organically for&nbsp;my targeted key terms. I also have a blog on ActiveRain that really feeds the site. I post mostly horse-related content and add a real estate topic once a week. The website is by far my most successful method for connecting with customers. It gets more than 2,000 target hits per month from people who have a specific need for horse properties.</p> <p>My buyer&rsquo;s agent and I are also very involved in the equestrian community. We do trade show booths, sponsor a high school equestrian team, and attend 4-H Club shows and dressage shows.&nbsp;We have decals on&nbsp;horse trailers with our logo promoting the website. We put flyers up at feed stores, and we sponsor a&nbsp;local dressage horse that shows up wearing a show sheet with our web address&nbsp;silk-screened on the side.</p> <p>Five years ago, I started a community Facebook page called <a href="https://www.facebook.com/WVHorseOwners" target="_blank">Willamette Valley Horse Owners</a>, where local horse owners can post items for sale;&nbsp;share upcoming events, horse shows, and trail conditions; and promote their equine-related businesses. Of course, I also post horse properties for sale there. Facebook has been very helpful in building my &ldquo;street cred.&rdquo;</p> <h4> Do you get a lot of relocating clients?</h4> <p>About 30 percent of my buyers are relocating from other states. Most are from California, Colorado, and Arizona, and some people are from the East Coast, like the Washington, D.C. area. They need specific advice, such as how much it rains here, what it&rsquo;s really like to keep a horse here, and whether they&rsquo;ll have to do ground work, like wells and septic tanks. I point them in the right direction for that.</p> <h4> How do you stay connected after the sale?</h4> <p>I keep in touch with drip campaigns and cards throughout the years. But I often become friends with my clients. Some I&rsquo;ll even go riding with. We&rsquo;ve gone horse camping with one couple for the past three or four years.</p> <h4> What are your favorite things about your job?</h4> <p>I love getting out and looking at the different properties. Barns, pastures, and arenas are really exciting for us. And I enjoy working with the people, talking to them about the best places to ride on trails, recommending trainers, and helping them get settled with their horses.</p> <p><iframe allowfullscreen="" frameborder="0" height="360" src="//www.youtube.com/embed/52rKL4fRgSI" width="620"></iframe></p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Catherine Ulrey has turned her passion for horses into a successful niche. With the help of a great Web presence, she&rsquo;s become the go-to equestrian real estate pro of Willamette Valley, Ore.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_streetcred.jpg" type="image/jpeg; length=61342">oct14_streetcred.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_streetcred_0.jpg?1413834600" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_LP_streetcred.jpg?1413834615" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/first-person/street-cred/article/2014/09/announcing-our-street-cred-video-contest">Announcing Our Street Cred Video Contest</a> </div> <div class="field-item even"> <a href="/first-person/street-cred/article/2014/08/helping-canadian-snowbirds-navigate-vacation-communities">Helping Canadian Snowbirds Navigate Vacation Communities</a> </div> <div class="field-item odd"> <a href="/first-person/street-cred/article/2014/05/setting-stage-for-pets">Setting the Stage for Pets</a> </div> <div class="field-item even"> <a href="/sales-and-marketing/my-first-year/article/2014/10/identifying-your-3-strongest-niches">Identifying Your 3 Strongest Niches</a> </div> <div class="field-item odd"> <a href="/good-neighbor-awards/article/2014/11/finding-peace-ranch">Finding Peace at the Ranch</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Street Cred Thu, 16 Oct 2014 16:53:02 +0000 echristoffer 17485 at http://realtormag.realtor.org Show Us Your Expertise and Win http://realtormag.realtor.org/first-person/street-cred/article/2014/10/show-us-your-expertise-and-win <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> We know you&#039;re a community expert. Now here&#039;s your chance to show off your street cred to the world. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Wednesday, October 15, 2014</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/meg-white">Meg White</a> </div> </div> </div> <!--paging_filter--><p>A little more than a year ago, I was holed up in a borrowed office at NAR headquarters here in Chicago with two of my colleagues, huddled over a speakerphone. On the other end, Michele Serro and Greg Fischer from Doorsteps were telling us how they had been trying to figure out a way to highlight that thing that made real estate professionals such a resource to consumers.</p> <p>See, Michele had just started Doorsteps&mdash;a home buyer education program&mdash;not too long before, out of frustration with difficulties she had in the real estate process. She understood viscerally how REALTORS&reg;, with their unique local knowledge and neighborhood connections, can make an incredible difference in the transaction. And Greg had just joined Michele at Doorsteps after leaving his successful real estate practice in Texas, where one of his top goals was to be a resource for clients who didn&rsquo;t have the street-level expertise that he brought to the table.&nbsp;</p> <blockquote> <p>&quot;We were ecstatic to hear how interested REALTOR&reg; Mag was in this concept. We&#39;ve always believed that REALTORS&reg; held a natural role as the curators and publishers of unique local stories. Street Cred is a way to shine a brighter light on the good work that REALTORS&reg; have been doing inside of their communities for a very long time.&quot; &mdash;<em>Greg Fischer, Doorsteps</em></p> </blockquote> <p>We loved what we were hearing. Here at the magazine, we too were struggling for a way to tell this story. It wasn&rsquo;t just the tired old adage of &ldquo;location, location, location.&rdquo; We were constantly hearing about real estate pros who were building and fostering new local communities online, or creating and managing events to bring attention to the special attributes of their neighborhoods. They weren&rsquo;t just selling; they were advocating.</p> <p>That is how Project Street Cred was born. We&rsquo;ve been featuring street cred stories all year long and we just announced our video contest. Now, we always knew we wanted to have a video contest as a part of this project, because we figured it was a great way for REALTORS&reg; to not only show us they have street cred, but to share it with their communities, YouTube, and the world. Let&rsquo;s be honest: A video about how you&rsquo;re a local expert is pretty much marketing gold at this point in the Google game. But I&rsquo;m going to let Greg take it from here:</p> <p><iframe allowfullscreen="" frameborder="0" height="360" src="//www.youtube.com/embed/dBiZmw8Nuzk?rel=0" width="640"></iframe></p> <p>So what are you waiting for? Check out these <a href="/first-person/street-cred/article/2014/09/announcing-our-street-cred-video-contest">contest tips</a> and <a href="/first-person/street-cred/article/2014/09/video-contest-rules">official rules</a>, and get in front of that camera!</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Learn where Project Street Cred came from, and how to participate in a video contest, with a chance to win some great prizes.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_streetcred_promo.jpg" type="image/jpeg; length=69014">oct14_streetcred_promo.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_streetcred_promo_0.jpg?1413821232" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_LP_streetcred_promo.jpg?1413821255" /> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Street Cred Wed, 15 Oct 2014 20:13:50 +0000 mwhite 17478 at http://realtormag.realtor.org The 5 Principles of Gaining Agreement http://realtormag.realtor.org/sales-and-marketing/sales-coach/article/2014/10/5-principles-gaining-agreement <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Learn how to use logic, power, emotion, trade, and compromise to strengthen your relationships with clients and close more deals. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Wednesday, October 15, 2014</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/barry-elms">Barry Elms</a> </div> </div> </div> <!--paging_filter--><p>There is nothing more satisfying in real estate than that moment when the client says, &ldquo;We have a deal.&rdquo; It&rsquo;s that moment when all your hard work and tireless effort finally comes to fruition. Whether it took days, weeks, or even months to get agreement, one thing&rsquo;s for sure: It didn&rsquo;t happen by accident. But how did it happen? What were the factors that determined the outcome? Why did this deal work when others did not?</p> <p>I agonized over these questions for several years after I opened my first business. I needed to know why some deals worked and others didn&rsquo;t. The survival of my business literally depended on it. To help me understand why some people agreed quickly or eventually, while others never agreed to buy, I decided to do an autopsy on past deals. I discovered, much to my surprise and delight, that all of my interactions with clients and prospective clients were subject to a series of elements I like to call &ldquo;the five principles of gaining agreement.&rdquo;</p> <p>I discovered that all deals in real estate, and in life, are subject to a very specific set of principles. It is by the effective use of these principles that we secure agreement.</p> <p>Here&rsquo;s the scoop: Everything that happens in your interactions with others involves one or more of these five elements in action. They are your passport to securing agreement. Control the elements and you will control the outcome.</p> <ol> <li> Logic</li> <li> Power</li> <li> Emotion</li> <li> Trade</li> <li> Compromise</li> </ol> <p>Let&rsquo;s take a moment to understand what each of these words represents in the negotiation process because they are your game plan for successful deals.</p> <p><strong>Logic</strong>: The facts or merits of your case. It is demonstrated by your ability to formulate a position based on verifiable information or established facts. For example, in real estate, it might be your comparative market analysis. The more extensive and provable your facts are, the more logical your argument will be. It is important to note here that opinions and anecdotal evidence are not facts. In order for a logic-based position to have merit, it must be supported by verifiable data.</p> <p><strong>Power</strong>: The ability to penalize or reward. In effect, it is your ability to describe the benefits or consequences of choices to the other party. In real estate transactions, it might be based on the potential for appreciation on a particular property (positive power), or perhaps it might be based on what they will miss out on if they pass on the deal (negative power). Clearly, the more attuned you are to the needs and desires of your clients, the more power you will have to influence and leverage a deal. Get to know your buyers and sellers, listen to them, and learn what is important to them, because, ultimately, your power is determined by knowing how the deal impacts them.</p> <p><strong>Emotion:</strong>The human element. The ability you have to connect to the other party&rsquo;s feelings. This element works on two levels. First, it is based on your ability to build rapport and connect one-on-one, to develop trust and believability. People like to work with people they like; by developing your likability through empathy, you will set the tone for a trust-based relationship. Second, emotion is demonstrated by your ability to identify how people feel about the object of the negotiation. In real estate, for example, it might be how your clients feel about the property or neighborhood. The more emotionally attached to the house or the area the buyer is, the more likely it is that you will secure a favorable deal.</p> <p>These first three elements &mdash; logic, power, and emotion &mdash; are life&rsquo;s persuasive skills. All people are persuaded to a point of view based on their ability to formulate an argument that includes all three elements. In simple terms, you must show your clients that you are right and accurate in your statements, that it is in their best interest to accept your position, and that you are being honest, fair, reasonable, and empathetic. This will lead to an agreement.</p> <p>However, this game plan is not a magic wand. If your client thinks you are incorrect, does not believe that the deal is in their best interest, or does not trust you, then, obviously, no such agreement will ensue. That is why there are two other elements to take into consideration.</p> <p>If the first three elements are life&rsquo;s persuasive tools, the other elements, <em>trade</em> and <em>compromise</em>, are your creative tools. Here is a brief understanding of how these principles operate in the process of gaining agreement.</p> <p><strong>Trade</strong>: Something for something. It represents your ability to offer a fair exchange of value. It is always our desire to gain agreement without concession &mdash; that&rsquo;s the purpose of the persuasive elements &mdash; but given a situation where you are unable to construct a strong enough persuasive argument, it&rsquo;s important to have a trade to offer as a fallback position. There are many ways to create effective trades and I would need to write another article just to cover all the options, but in the meantime, here are a couple of examples that might relate to a real estate transaction.</p> <p>1. You might be willing to accept a price reduction if you can get a deal today.</p> <p>2. You might be prepared to include extra options in the deal if they accept your price.</p> <p>These are two quick examples of a real estate trading scenario that I share to demonstrate the principle of trading in the negotiating process. There are, of course, many different ways to exchange value to gain agreement. The more creative your thought process is, the greater will be the variety of trades you can construct for your clients.</p> <p><strong>Compromise</strong>: Mutual or individual concession. This is where one or both parties move from their original position in order to reach agreement. The important point to remember when considering a compromise is to be sure that your client is sufficiently committed to the deal. If you are the only one compromising, that&rsquo;s called giving away the store. The obvious compromise in a real estate deal is on price, and the most successful compromise solutions happen after all other persuasive arguments and creative options have been explored. In summary, compromise is part of the game plan but should never be offered early or casually.</p> <p>Seasoned professionals know that there are many nuanced factors that determine the outcome of deals, and to use a real estate analogy, if securing a deal were like building a house, then the five principles that I have described are the foundation on which the house is built.</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Learn how to use logic, power, emotion, trade, and compromise to strengthen your relationships with clients and close more deals.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_SM_sales_coach.jpg" type="image/jpeg; length=68351">oct14_SM_sales_coach.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_SM_sales_coach_0.jpg?1413402341" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_LP_SM_sales_coach.jpg?1413402358" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/tool-kit/closing">The Closing Tool Kit</a> </div> <div class="field-item even"> <a href="/sales-and-marketing/feature/article/2011/05/relationship-management-how-likable-are-you-really">Relationship Management: How Likable Are You, Really?</a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/sales-coach/article/2014/04/getting-yes">Getting to ‘Yes’</a> </div> <div class="field-item even"> <a href="/sales-and-marketing/sales-coach/article/2013/02/social-capital-creating-strong-lasting-business-rela">Social Capital: Creating Strong, Lasting Business Relationships</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Sales Coach Wed, 15 Oct 2014 17:52:33 +0000 echristoffer 17477 at http://realtormag.realtor.org What Millennial Buyers Want (Now) http://realtormag.realtor.org/home-and-design/architecture-coach/article/2014/10/what-millennial-buyers-want-now <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Here are 10 trends in home amenities and interior design that elicit interest from the newest generation of buyers. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Tuesday, October 14, 2014</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/barbara-ballinger">Barbara Ballinger</a> </div> </div> </div> <!--paging_filter--><p>Who cares what baby boomers or generation Xers want these days in home features, interior design, and outdoor space? The cohort now poised to rule the world is the millennials &mdash; loosely defined as those born between the early 1980s and early 2000s and numbering between 80 million and 90 million. It&rsquo;s the largest group to emerge since baby boomers, and it&rsquo;s changing how home buying and design is conducted &mdash; along with the results.</p> <p>Millennials are sparking some new trends, though the rules are loose. &ldquo;Preconceived notions about what is correct have been shaken and stirred, and the boundary between formal versus informal seems less important to them,&rdquo; says designer Chad Graci of <a href="http://www.graciinteriors.com/" target="_blank">Graci Interiors</a> in New Orleans, who just missed being a millennial but whose business partner and sister Christina is a member of the generation.</p> <p>Real estate pros should understand what millennials are after to help them find the right house or condo. But beware: One of this generation&rsquo;s mantras is that nothing needs to be forever! Here are 10 tips:</p> <p><strong>1. Fast information gathering.</strong> Whether looking for a house or what material to use for a kitchen countertop, this niche doesn&rsquo;t immediately dial up a pro. They first look for ideas for what&rsquo;s chic online from resources such as Houzz, Pinterest, Instagram, Etsy, and retailers&rsquo; websites. And they tend to make decisions fast after sharing information with friends for feedback, says Kevin Woody, CRS, GRI, broker-owner of <a href="http://www.gorealty.biz/" target="_blank">Better Homes and Gardens Real Estate Go Realty</a> in Cary, N.C. Millennials are also a generation that wants to make its distinctive mark, says New York designer and millennial Jack Ovadia of <a href="http://ovadiadesign.com/" target="_blank">Ovadia Design Group</a>. They often contact real estate and design professionals to validate their own choices, so the best way to work with them is to make them part of the process, says Chicago designer Tom Segal of <a href="http://www.kaufmansegal.com/" target="_blank">Kaufman Segal Design</a>.</p> <p><strong>2. Urban and smaller</strong>. &ldquo;Location, location, location&rdquo; for this generation means close to an urban core so they can easily get to services, says Woody. &ldquo;Home is not necessarily where they camp out; they&rsquo;re very active. Home is more of a base for other activities,&rdquo; he says. Besides living in dense downtowns, cost is another factor for diminished square footage. They tend to be financially conservative for a host of reasons: Many saw parents and older counterparts reel from the recession and foreclosures; they face repaying their own huge student loans; they&rsquo;re interested in putting down a higher down payment than prior buyers have rather than qualifying for the biggest loan available. &ldquo;They don&rsquo;t want to be maxed out,&rdquo; Woody says.</p> <p><strong>3. Fewer embellishments</strong>. Millennials are not generally looking for all the traditional details and fancy materials that can increase a home&rsquo;s price. Moldings, which used to be a sign of status and craftsmanship, no longer hold allure and make some buyers wonder what&rsquo;s hiding behind them, says Larry Abbott, a <a href="http://www.abbottcontracting.com/" target="_blank">remodeling and home improvement specialist</a> in Houston and member of the Remodelers Council of the Greater Houston Builders Association.</p> <p><strong>4. Open, multifunctional interiors</strong>. The interior layouts that attract millennials come in all sorts of variations, but the key is fewer partitions and walls since this group likes to socialize and live casually, Abbott says. Many don&rsquo;t want a formal living or dining room, says designer Shana Jacobs of <a href="http://www.meekspartners.com/mp-studio" target="_blank">MP Studio</a> in Houston. And in smaller homes and condos, multifunctional spaces take on greater importance. Exercise equipment may share space in a bedroom, and a hammock may get tucked into a dining room corner if there&rsquo;s no or little outdoor space, says Arthur Lasky of <a href="http://www.slanyc.com/" target="_blank">Silberstang Lasky Architects</a> in New York.&nbsp;&nbsp;</p> <p><strong>5. Less maintenance. </strong>Because millennials work long hours and have many interests, they prefer materials that require minimal time and care, such as faux wood or porcelain tiled floors that mimic wood or ventless fireplaces like the type Lasky developed for his Hearth Cabinet line. And these buyers may not even be interested in built-in bookcases, since they reach for a tablet rather than a book to read, says Abbott.</p> <p><strong>6. Technologically efficient, green, and healthy. </strong>High on millennials&rsquo; wish list is being able to use all their &ldquo;toys,&rdquo; &mdash; tablets, phones, audio systems, programmable LED lighting, and energy-efficient heating and cooling systems and all the rest. Interiors with lots of outlets and flexible placement of charging stations are also appealing. Renewable and reclaimable materials such as bamboo and glass rank high, as do low-VOC paints and adhesives and appliances like steam ovens</p> <p><strong>7. Colorful pow, industrial wow, and comfortable chic.</strong> While many of their parents and older counterparts made beige the new white, this generation has veered toward grays and bold accents such as the burgundy accent wall, says Jacobs. And they like the industrial look of weathered furniture and metal, which has helped popularize the <a href="http://www.restorationhardware.com/" target="_blank">Restoration Hardware</a> mix, says Brittany Biddle, an MP Studio designer. But their choices also have to be comfortable. Many work from home, so they might sit on a couch at times to perform tasks instead of a desk, she says.</p> <p><strong>8. Less outdoor space</strong>. While spending time outdoors still matters, having a large space to maintain is not of interest to this group. A small balcony or terrace will do nicely with gravel and some cactus rather than labor-intensive grass and rose bushes, says Abbott. And they&rsquo;re often willing to share a community garden or green roof space, says Lasky. But millennials still crave light and air, which suggests big windows, skylights, and glass walls that open, says Ovadia.</p> <p><strong>9. Value-minded.</strong> While they may splurge on a favorite furnishing or appliance&mdash;maybe an imported coffee machine that grinds and brews their favorite beans&mdash;they&rsquo;re also highly value-conscious. A big reason is that they know trends keep changing, especially technological ones, says designer Susan Brunstrum, owner of <a href="http://www.sweetpeas-inspired.com/" target="_blank">Sweet Peas Design</a> in the Chicago area.</p> <p><strong>10. Ready, set, go.</strong> Because millennials think in shorter time frames, they like the idea of a finished house. &ldquo;The more the seller has done, the better, so the buyer doesn&rsquo;t have to spend time making changes,&rdquo; says MP Studio designer Allison Endres. A real estate salesperson would do well catching millennial buyers&rsquo; attention by guiding them on how to use a house through staging that piques their interest, she says.</p> <p><strong>Bottom line:</strong> Millennials don&rsquo;t view their homes as a status symbol or long-term investment but as an important purchase for living now and enjoying life. But they also know that as they age, their tastes and style of doing everything may also evolve.</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Here are 10 trends in home amenities and interior design that elicit interest from the newest generation of buyers.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_AC_mills.jpg" type="image/jpeg; length=42962">oct14_AC_mills.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_AC_mills_0.jpg?1413325914" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_LP_AC_mills.jpg?1413325929" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2007/10/your-future-clients-inside-mind-generation-y">Your Future Clients: Inside the Mind of Generation Y</a> </div> <div class="field-item even"> <a href="/daily-news/2014/02/12/5-must-haves-millennial-buyers">5 Must-Haves of Millennial Buyers</a> </div> <div class="field-item odd"> <a href="/daily-news/2014/08/15/millennials-will-move-burbs-for-good-schools">Millennials Will Move to the ‘Burbs for Good Schools</a> </div> <div class="field-item even"> <a href="/daily-news/2013/05/31/millennials-say-they-dont-want-home-their-parents">Millennials Say They Don&#039;t Want a Home Like Their Parents&#039;</a> </div> <div class="field-item odd"> <a href="/daily-news/2014/09/17/maybe-millennials-housing-tastes-aren-t-so-different">Maybe Millennials&#039; Housing Tastes Aren’t So Different</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Architecture Coach Tue, 14 Oct 2014 16:30:26 +0000 echristoffer 17466 at http://realtormag.realtor.org Media Kit for Good Neighbor Edward Pompeian http://realtormag.realtor.org/good-neighbor-awards/media/pompeian <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Monday, October 13, 2014</span> </div> </div> </div> </fieldset> <!--paging_filter--><p>Here are some promotional images and PDFs about 2014 Good Neighbor Award Winner Edward P. Pompeian. Click on the images below to view them. In order to download them to your computer, right click (or CTRL-click on a Mac) and select &quot;Save Link/Target As...&quot;</p> <p>You can also <a href="http://www.youtube.com/watch?v=w7Dzd0P35Vc" target="_blank">share and embed his video from YouTube</a>.</p> <table border="0" cellpadding="7" cellspacing="1" style="width: 620px;"> <tbody> <tr> <td> <p>Cover of REALTOR&reg; Magazine featuring 2014 Good Neighbor Award Winner Edward Pompeian. November/December 2013 issue. <a href="/good-neighbor-awards/winner/2014/09/edward-p-pompeian">See his Good Neighbor profile online here</a>.</p> </td> <td> <a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/rmo_files/images/good_neighbor/2014/cover_image_edward.jpg" target="_blank"><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/good_neighbor/2014/cover_image_edward_thumb.jpg" style="width: 140px; height: 184px;" /></a></td> </tr> <tr> <td> <p>Edward Pompeian&#39;s portrait from REALTOR&reg; Magazine&#39;s November/December 2014 issue. <a href="/good-neighbor-awards/article/2014/11/place-call-home">Read the article online here</a>.</p> </td> <td> <a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/rmo_files/images/good_neighbor/2014/GN14_portrait_Edward.jpg" target="_blank"><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/good_neighbor/2014/GN14_portrait_Edward.jpg" style="width: 140px; height: 144px;" /></a></td> </tr> </tbody> </table> <hr /> <p><em>For press materials about the Good Neighbor Awards program in general, or to access media kits for other current award winners, check out our <a href="/good-neighbor-awards/media">resources for AEs and the media</a>.</em></p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>View and download press materials about 2014 Good Neighbor Award Winner Edward P. Pompeian here.</p> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Good Neighbor Awards Mon, 13 Oct 2014 19:34:55 +0000 mwhite 17457 at http://realtormag.realtor.org Media Kit for Good Neighbor Jane Locke http://realtormag.realtor.org/good-neighbor-awards/media/locke <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Monday, October 13, 2014</span> </div> </div> </div> </fieldset> <!--paging_filter--><p>Here are some promotional images and PDFs about 2014 Good Neighbor Award Winner Jane B. Locke. Click on the images below to view them. In order to download them to your computer, right click (or CTRL-click on a Mac) and select &quot;Save Link/Target As...&quot;</p> <p>You can also <a href="http://www.youtube.com/watch?v=FmfB-rJ5Deo" target="_blank">share and embed her video from YouTube</a>.</p> <table border="0" cellpadding="7" cellspacing="1" style="width: 620px;"> <tbody> <tr> <td> <p>Cover of REALTOR&reg; Magazine featuring 2014 Good Neighbor Award Winner Jane B. Locke. November/December 2014 issue. <a href="/good-neighbor-awards/winner/2014/09/jane-b-locke">See her Good Neighbor profile online here</a>.</p> </td> <td> <a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/rmo_files/images/good_neighbor/2014/cover_image_Jane.jpg" target="_blank"><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/good_neighbor/2014/cover_image_Jane_thumb.jpg" style="width: 140px; height: 184px;" /></a></td> </tr> <tr> <td> <p>Jane Locke&#39;s portrait from REALTOR&reg; Magazine&#39;s November/December 2014 issue. <a href="/good-neighbor-awards/article/2014/11/renaissance-woman-lowcountry">Read the article online here</a>.</p> </td> <td> <a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/rmo_files/images/good_neighbor/2014/GN14_Portrait_Jane.jpg" target="_blank"><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/good_neighbor/2014/GN14_Portrait_Jane.jpg" style="width: 140px; height: 145px;" /></a></td> </tr> </tbody> </table> <hr /> <p><em>For press materials about the Good Neighbor Awards program in general, or to access media kits for other current award winners, check out our <a href="/good-neighbor-awards/media">resources for AEs and the media</a>.</em></p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>View and download press materials about 2014 Good Neighbor Award Winner Jane Locke here.</p> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Good Neighbor Awards Mon, 13 Oct 2014 19:23:30 +0000 mwhite 17455 at http://realtormag.realtor.org Media Kit for Good Neighbor Paul Wilson http://realtormag.realtor.org/good-neighbor-awards/media/wilson <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Monday, October 13, 2014</span> </div> </div> </div> </fieldset> <!--paging_filter--><p>Here are some promotional images and PDFs about 2014 Good Neighbor Award Winner Paul Wilson. Click on the images below to view them. In order to download them to your computer, right click (or CTRL-click on a Mac) and select &quot;Save Link/Target As...&quot;</p> <p>You can also <a href="http://www.youtube.com/watch?v=woLXoz0ou_U" target="_blank">share and embed his video from YouTube</a>.</p> <table border="0" cellpadding="7" cellspacing="1" style="width: 620px;"> <tbody> <tr> <td> <p>Cover of REALTOR&reg; Magazine featuring 2014 Good Neighbor Award Winner Paul Wilson. November/December 2013 issue. <a href="/good-neighbor-awards/winner/2014/09/paul-wilson">See his Good Neighbor profile online here</a>.</p> </td> <td> <a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/rmo_files/images/good_neighbor/2014/cover_image_Paul.jpg" target="_blank"><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/good_neighbor/2014/cover_image_Paul_thumb.jpg" style="width: 140px; height: 184px;" /></a></td> </tr> <tr> <td> <p>Paul Wilson&#39;s portrait from REALTOR&reg; Magazine&#39;s November/December 2014 issue. <a href="/good-neighbor-awards/article/2014/11/hearts-running-full">Read the article online here</a>.</p> </td> <td> <a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/rmo_files/images/good_neighbor/2014/GN14_portrait_Paul.jpg" target="_blank"><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/good_neighbor/2014/GN14_portrait_Paul.jpg" style="width: 140px; height: 149px;" /></a></td> </tr> </tbody> </table> <hr /> <p><em>For press materials about the Good Neighbor Awards program in general, or to access media kits for other current award winners, check out our <a href="/good-neighbor-awards/media">resources for AEs and the media</a>.</em></p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>View and download press materials about 2014 Good Neighbor Award Winner Paul Wilson here.</p> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Good Neighbor Awards Mon, 13 Oct 2014 19:40:12 +0000 mwhite 17458 at http://realtormag.realtor.org Media Kit for Good Neighbor Rosemary Tran Lauer http://realtormag.realtor.org/good-neighbor-awards/media/lauer <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Monday, October 13, 2014</span> </div> </div> </div> </fieldset> <!--paging_filter--><p>Here are some promotional images and PDFs about 2014 Good Neighbor Award Winner Rosemary Tran Lauer. Click on the images below to view them. In order to download them to your computer, right click (or CTRL-click on a Mac) and select &quot;Save Link/Target As...&quot;</p> <p>You can also <a href="http://www.youtube.com/watch?v=lwKqTFlUJuY" target="_blank">share and embed her video from YouTube</a>.</p> <table border="0" cellpadding="7" cellspacing="1" style="width: 620px;"> <tbody> <tr> <td> <p>Cover of REALTOR&reg; Magazine featuring 2014 Good Neighbor Award Winner Rosemary Tran Lauer. November/December 2014 issue. <a href="/good-neighbor-awards/winner/2014/09/rosemary-tran-lauer">See her Good Neighbor profile online here</a>.</p> </td> <td> <a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/rmo_files/images/good_neighbor/2014/cover_image_Rosemary.jpg" target="_blank"><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/good_neighbor/2014/cover_image_Rosemary_thumb.jpg" style="width: 140px; height: 184px;" /></a></td> </tr> <tr> <td> <p>Rosemary Tran Lauer&#39;s portrait from REALTOR&reg; Magazine&#39;s November/December 2014 issue. <a href="/good-neighbor-awards/article/2014/11/bridging-child-care-gap">Read the article online here</a>.</p> </td> <td> <a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/rmo_files/images/good_neighbor/2014/GN14_portrait_Rosemary.jpg" target="_blank"><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/good_neighbor/2014/GN14_portrait_Rosemary.jpg" style="width: 140px; height: 147px;" /></a></td> </tr> </tbody> </table> <hr /> <p><em>For press materials about the Good Neighbor Awards program in general, or to access media kits for other current award winners, check out our <a href="/good-neighbor-awards/media">resources for AEs and the media</a>.</em></p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>View and download press materials about 2014 Good Neighbor Award Winner Rosemary Tran Lauer here.</p> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Good Neighbor Awards Mon, 13 Oct 2014 18:43:04 +0000 mwhite 17454 at http://realtormag.realtor.org Media Kit for Good Neighbor Tricia Carlisle-Northcutt http://realtormag.realtor.org/good-neighbor-awards/media/northcutt <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Monday, October 13, 2014</span> </div> </div> </div> </fieldset> <!--paging_filter--><p>Here are some promotional images and PDFs about 2014 Good Neighbor Award Winner Tricia Carlisle-Northcutt. Click on the images below to view them. In order to download them to your computer, right click (or CTRL-click on a Mac) and select &quot;Save Link/Target As...&quot;</p> <p>You can also <a href="http://www.youtube.com/watch?v=KdoH17JupZI" target="_blank">share and embed her video from YouTube</a>.</p> <table border="0" cellpadding="7" cellspacing="1" style="width: 620px;"> <tbody> <tr> <td> <p>Cover of REALTOR&reg; Magazine featuring 2014 Good Neighbor Award Winner Tricia Carlisle-Northcutt. November/December 2013 issue. <a href="/good-neighbor-awards/winner/2014/09/tricia-carlisle-northcutt">See her Good Neighbor profile online here</a>.</p> </td> <td> <a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/rmo_files/images/good_neighbor/2014/cover_image_Tricia.jpg" target="_blank"><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/good_neighbor/2014/cover_image_Tricia_thumb.jpg" style="width: 140px; height: 184px;" /></a></td> </tr> <tr> <td> <p>Tricia Carlisle-Northcutt&#39;s portrait from REALTOR&reg; Magazine&#39;s November/December 2014 issue. <a href="/good-neighbor-awards/article/2014/11/restoring-smiles">Read the article online here</a>.</p> </td> <td> <a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/rmo_files/images/good_neighbor/2014/GN14_portrait_Tricia.jpg" target="_blank"><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/good_neighbor/2014/GN14_portrait_Tricia.jpg" style="width: 140px; height: 151px;" /></a></td> </tr> </tbody> </table> <hr /> <p><em>For press materials about the Good Neighbor Awards program in general, or to access media kits for other current award winners, check out our <a href="/good-neighbor-awards/media">resources for AEs and the media</a>.</em></p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>View and download press materials about 2014 Good Neighbor Award Winner Tricia Carlisle-Northcutt here.</p> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Good Neighbor Awards Mon, 13 Oct 2014 19:28:40 +0000 mwhite 17456 at http://realtormag.realtor.org Identifying Your 3 Strongest Niches http://realtormag.realtor.org/sales-and-marketing/my-first-year/article/2014/10/identifying-your-3-strongest-niches <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Choosing which aspects of real estate to focus your business on is harder than it seems. Here’s a rule of thumb: Choose what you know, what you love, and what you dream about. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Thursday, October 9, 2014</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/graham-wood">Graham Wood</a> </div> </div> </div> <!--paging_filter--><p>There is any number of real estate niches you could become an expert in. Your specialty could be <a href="/home-and-design/feature/article/2014/06/historic-homes-niche-101">saving historic homes from demolition</a>, untangling the financial web for <a href="/sales-and-marketing/feature/article/2014/01/providing-help-during-break-up">divorcing couples</a>, or even working with <a href="/sales-and-marketing/feature/article/2014/08/naked-truth-about-peculiar-niche">clients who don&rsquo;t wear any clothes</a>. Or maybe none &mdash; or all &mdash; of that interests you.</p> <p>One of the hardest parts of coming into the real estate business is deciding what kind of market you want to focus your efforts on. You might find something you love about every type of property, but being a jack of all trades and a master of none isn&rsquo;t necessarily the best road to success. That&rsquo;s why many real estate professionals identify a certain buyer/seller segment or property type to cater to.</p> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2014_oct/Krieg_Mike.jpg" style="width: 100px; height: 144px; float: right;" />For Mike Krieg, broker-owner of United Country Realty in Grand Junction, Colo., the toughest part of his first year in real estate was determining what he wanted his niches to be. As a former builder and developer with a commercial contracting venture building hotels, movie theaters, sports complexes, restaurants, and wastewater treatment plants, Krieg joined the agent side of the business bringing a love for all types of real estate with him.</p> <blockquote> <p><strong>More &#39;First Year&#39; Stories</strong></p> <p>We have a collection of stories from practitioners who faced all kinds of challenges in their first year on the job. <a href="http://realtormag.realtor.org/sales-and-marketing/my-first-year">Read all of them here.</a></p> </blockquote> <p>&ldquo;The transition into an agent was natural,&rdquo; Krieg says. &ldquo;As a builder, I tried to hire the best agents I could find and was never fully pleased with their performance. So when my contracting career ended, I wanted to go be the agent I had always wished I could find to work on my projects.&rdquo;</p> <p>The problem, he says, was figuring out which types of properties he would be best at selling. &ldquo;I have passion and enthusiasm for many kinds of properties and activities. I&rsquo;ve been that way my whole life. I didn&rsquo;t want to just do anything and everything.&rdquo;</p> <p>Krieg decided to break down his real estate business into three categories: what he knows best, what he&rsquo;s most passionate about, and what he dreams of doing. Using these three pillars, he was able to quickly figure out what his most successful niches would be.</p> <h4> Niche No. 1: Stick to What You Know</h4> <p>If you&rsquo;re a new agent or have some experience under your wing but are still struggling to identify a niche market you can be successful in, think about what part of real estate you had the most knowledge of before coming to the business. Perhaps a previous job required you to work in a certain sector of real estate or with a certain segment of buyers. Identify the area of real estate you already know and make that your first niche.</p> <p>&ldquo;You will never fail at what you know,&rdquo; Krieg says. &ldquo;It will morph into other things, like my career has.&rdquo;</p> <p>For Krieg, what he knows best is hotels and resorts. His parents were successful hoteliers, and they raised him in a hotel. &ldquo;I never lived in a house,&rdquo; he says. &ldquo;I grew up as a kid and young adult in the hotel and resort business with my family. I know the business well from the ground up. I can relate to an owner on a financial level as well as a personal level when selling something you have built with blood, sweat, tears, and, at times, plenty of risk. I can communicate on their level as an owner and assist in the very difficult transition into a seller.</p> <p>&ldquo;My family connections in the lending and franchise roles as business partners and in that industry is what got this niche off the ground for me,&rdquo; he says.</p> <h4> Niche No. 2: Do What You Love</h4> <p>Your passion may be something different from what you already know, but when you love something, you&rsquo;ll put your all into it. And isn&rsquo;t that the true measure of success?</p> <p>As an outdoor enthusiast, Krieg has always had an affinity for recreational properties, such as those with a lot of acreage for hunting and farm-style ranches.</p> <p>&ldquo;I have always enjoyed the outdoors as a young man and as a father of boys who love to fish and hunt,&rdquo; Krieg says. &ldquo;After being an agent for a while, I saw these brokers who spent their days on beautiful properties with buyers and sellers. They had the same enthusiasm for natural resources and the outdoors that I do.</p> <p>&ldquo;I began studying maps, water rights, crops, weather patterns, and I became wise in the ways of buyers and sellers of these types of properties. I also sought out professionals in those fields and asked for help and info.&rdquo;</p> <p>Once he learned all he could, he began targeting his marketing to those buyers.</p> <p>&ldquo;You don&rsquo;t need to know how to raise a cow or a horse to sell a property where you&rsquo;d raise them,&rdquo; Krieg says. &ldquo;You need to know who buys that property and how to reach them. It&rsquo;s about placing yourself and your marketing in the proper places where you&rsquo;ll find those buyers.&rdquo;</p> <p>He made connections through local conservation groups, such as the Rocky Mountain Elk Foundation, which advocates for Colorado&rsquo;s hunting heritage, as well as Ducks Unlimited and Trout Unlimited, two wildlife protection agencies.</p> <h4> Niche No. 3: Dream Big</h4> <p>Your third niche may be the most difficult to break into, but depending on what it is, you could likely take it over as your own. It should be your dream &mdash; the part of real estate that you never thought you could be involved in. The reason chasing a dream niche can be so successful for you is because of the hard work and effort you&rsquo;ll have to put into it. What doesn&rsquo;t come easy tends to reap valuable rewards.</p> <p>Krieg&rsquo;s dream niche is coastal properties in Costa Rica. It&rsquo;s an extension of his love for the outdoors.</p> <p>&ldquo;When it comes to my passion for the ocean and outdoor adventure, Costa Rica has both on a minimalist level,&rdquo; Krieg says. &ldquo;Plus it has resorts and hotels, a great economy, no military [it was abolished in 1948], and lots of big U.S. investment money. It&rsquo;s a safe place to invest.</p> <p>&ldquo;Real estate isn&rsquo;t a local business anymore, with social media and the like. I can compete in any genre of real estate on a global scale from anywhere. I don&rsquo;t refer out anything. If a client wants me to assist them in buying a property anywhere in the world, with technology and a plane ticket, I can close any property.&rdquo;</p> <p>Krieg has closed two deals so far in Costa Rica, though he does admit that this niche is more of a &ldquo;work in progress&rdquo; than his other niches.</p> <h4> Tips for Making Your Niches Successful</h4> <ul> <li> <strong>Be brave and listen for cues: </strong>&ldquo;Don&rsquo;t be afraid to be the new guy nobody has heard of,&rdquo; Krieg says. &ldquo;I was never intimidated by the players, so to speak. I work the expired listings like a show pony; I do old school right. With expireds, the sellers are already miffed that their place didn&rsquo;t sell with the first, second, or third agent they hired. I got wise by listening to my sellers on listing appointments. I heard from them so many times that their previous agent didn&rsquo;t listen to what they wanted from him.&rdquo;</li> <li> <strong>Get involved:</strong> Krieg says joining organizations that your ideal buyers and sellers are involved in is the best way to meet the clients you want. &ldquo;I went to trade shows and handed out cards,&rdquo; he says. &ldquo;I just showed enthusiasm &mdash; that&rsquo;s all it took to get their attention. I went to national events. If a guy is standing at a booth in a Safari Club International event buying $1.5 million in hunts over the next year, there is a good chance he is a buyer or a seller of a hunting property, or he knows someone who is. I say, &lsquo;Here is my card.&rsquo;&rdquo;</li> <li> <strong>Use the tools you&rsquo;re given:</strong> &ldquo;All companies have them, and I used them,&rdquo; Krieg says. &ldquo;The most successful people and companies have systems in place and use them regularly. You can&rsquo;t run and gun and expect to last. So fill up the tool box and get to being a real estate mechanic.&rdquo;</li> </ul> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Choosing which aspects of real estate to focus your business on is harder than it seems. Here&rsquo;s a rule of thumb: Choose what you know, what you love, and what you dream about.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_SM_1st_year.jpg" type="image/jpeg; length=10220">oct14_SM_1st_year.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_SM_1st_year_0.jpg?1412885172" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_LP_SM_1st_year.jpg?1412885189" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2014/08/naked-truth-about-peculiar-niche">The Naked Truth About This Peculiar Niche</a> </div> <div class="field-item even"> <a href="/for-brokers/feature/article/2008/07/niche-players-competing-big-guys">Niche players: Competing With the Big Guys</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> My First Year Wed, 08 Oct 2014 21:37:19 +0000 gwood 17433 at http://realtormag.realtor.org Make Safety a Brokerage Priority http://realtormag.realtor.org/for-brokers/network/article/2014/10/make-safety-brokerage-priority <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> These seven tips from broker-owners and safety trainers will help you create security routines and procedures at your office. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Tuesday, October 7, 2014</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/erica-christoffer">Erica Christoffer</a> </div> </div> </div> <!--paging_filter--><p>If her fellow REALTORS&reg; have anything to say about it, <a href="http://speakingofrealestate.blogs.realtor.org/2014/10/01/beverly-carter-she-was-an-angel-on-earth/" target="_blank">Beverly Carter</a>&#39;s death will not be in vain.</p> <p>Carter was a real estate salesperson with Crye-Leike in North Little Rock, Ark., who went missing Sept. 25 after meeting a supposed prospective buyer at a vacant home in Scott, Ark. Five days later, her body was found in a shallow grave about 20 miles away. The alleged killer who posed as the buyer &mdash; 33-year-old Arron Lewis &mdash; has been charged with capital murder.</p> <p>&ldquo;There is not one of us REALTORS&reg; who isn&rsquo;t touched by this, whether we knew her or not,&rdquo; says Miki Bass, chief executive officer of the Arkansas REALTORS&reg; Association. &ldquo;Today, we&rsquo;re focusing on how we&rsquo;re&nbsp;going to change things.&rdquo;&nbsp;</p> <p>According to the U.S. Department of Labor, there were <a href="http://www.bls.gov/news.release/pdf/cfoi.pdf" target="_blank">25 homicides</a> committed against real estate professionals in 2013, up from 16 in 2012 and 19 in 2011. Broker-owners and managers can take an active role in bringing this number down, Bass says, by reinforcing security measures with their agents on a regular basis and creating a culture of safe routines at their offices.</p> <p>&ldquo;It&rsquo;s important that every office and every broker come up with a solid [safety] policy and they stick to it. They need to let every agent know that they have to abide by it,&rdquo; says Bass. She added that Arkansas REALTORS&reg; and their volunteer safety task force aim to create a statewide safety plan, which she hopes to take to the national level.</p> <p>Use these seven tips to make safety a priority at your office:</p> <p><strong>1. Enact the&nbsp;CITO&nbsp;(Come Into The Office) rule.</strong> Safe culture starts at the top, says Tracey Hawkins, a former real estate pro turned safety trainer who owns <a href="http://www.safetyandsecuritysource.com/" target="_blank">Safety and Security Source</a>. Brokers should require salespeople to screen new clients at their office before meeting them anywhere else. Brokers can also download <a href="http://www.realtor.org/topics/realtor-safety/realtor-safety-forms-more-than-just-space-filler" target="_blank">NAR&rsquo;s agent information, agent itinerary, and prospect ID forms</a> and adapt them for use in their offices.</p> <p>&ldquo;For whatever reason, agents have a hard time asking their clients to show ID because they don&rsquo;t want to offend people,&rdquo; says Hawkins. A companywide policy can alleviate some of that pressure. &ldquo;[People] have to show their ID when they use their credit card, so there should be no hesitation when they&rsquo;re about to buy a house.&rdquo;</p> <p>Owners and managers should also collect agents&rsquo; emergency contact information, as well as their vehicle make, model, and license plate, and update the records every six months, Hawkins suggests.</p> <blockquote> <p><strong>Safety isn&rsquo;t just for agents</strong>:</p> <ul> <li> Learn ways to <a href="http://realtormag.realtor.org/sales-and-marketing/feature/article/2014/09/safety-talk-you-need-have-clients" target="_blank">educate buyers and sellers </a>on how to protect themselves, their families, and their property.</li> <li> Plan your safety strategy with these <a href="http://www.realtor.org/topics/realtor-safety/planning-your-safety-strategy" target="_blank">tips and resources from NAR</a>.</li> </ul> </blockquote> <p><strong>2. Encourage agents to trust their instincts. </strong>Deborah Leable, broker-owner of <a href="http://www.cornerstonehouses.com/">Cornerstone Realty Group</a> in Winthrop Harbor, Ill., says she was once called to show a vacant property to a prospective client when, in fact, it was two men casing the house. &ldquo;I just knew when I got there that something going on,&rdquo; she says. The next day the home was broken into and all the copper piping was stolen. &ldquo;Trust your gut and leave. Forget the sale; safety is more important,&rdquo; Leable advises her agents.</p> <p><strong>3. Set up a &ldquo;buddy system.&rdquo;</strong> Leable is asking her 12 salespeople to travel in pairs to a showing or open house. If that&rsquo;s impossible, she has requested that they text a photo of their client&rsquo;s license plate to the agent on floor duty. They&rsquo;ve also set up code words and phrases to speak or text when checking in over the phone.</p> <p><strong>4. Offer safety education.</strong> Whether in-house, online, or through your local or state REALTOR&reg; association, real estate safety should be a mandatory training, Hawkins says. Hawkins offers continuing education courses; shorter, non-credit training sessions; and webinars. Also, NAR offers a <a href="http://www.realtor.org/topics/realtor-safety/presentations" target="_blank">REALTOR&reg; Safety Month presentation</a> that brokers can adapt for their office training program.</p> <p><strong>5. Make sure practitioners are safe online too. </strong>Online leads are often a significant source of business for salespeople. But make sure they&rsquo;re investigating their prospective clients &mdash; just as the clients are investigating them. Encourage agents to search on Google, at a minimum, or subscribe to a background check service at your brokerage. <a href="http://www.peoplefinders.com" target="_blank">PeopleFinders.com</a>, for example, offers a criminal check, sex offender records, bankruptcies, court records, judgments, and more for $29.95 per month.</p> <p><strong>6. Recommend safety apps and products.</strong> There are a lot of apps and security products out there, and your job as a broker is to make sure your agents know about reputable companies. You may also want to consider enterprise systems that provide safety tools to your whole office at a discount.</p> <blockquote> <p><strong>Equip salespeople for safety:</strong></p> <ul> <li> <a href="/technology/feature/article/2011/07/feeling-threatened-how-use-your-smartphone-weapon" target="_blank">Feeling Threatened? How to Use Your Smartphone as a Weapon</a></li> <li> <a href="/technology/cool-tools/article/2014/09/fashionably-safe" target="_blank">Fashionably Safe</a></li> <li> <a href="/technology/cool-tools/article/2013/01/smartphone-safephone" target="_blank">Smartphone = Safephone</a></li> </ul> </blockquote> <p><strong><a href="http://tinyurl.com/myforceapp" target="_blank">MyForce</a>: </strong>Hawkins describes this smartphone&nbsp;safety app as having someone with you at all times. The user can press the emergency button, and a trained representative will listen in. They will call back to confirm if help is needed and, if there is no response, they will contact law enforcement and give the user&rsquo;s exact GPS location. Readers will get a free 30-day trial and pay $9.99 per month thereafter (regularly $14.99 per month) with <a href="http://tinyurl.com/myforceapp" target="_blank">Hawkins&rsquo; discount</a>.</p> <p><strong><a href="https://www.followmee.com/" target="_blank">GPS Tracker</a>:</strong> Leable has outfitted her agents with this app, which turns asmartphone into a tracking and locating beacon so family, friends, and coworkers can see your whereabouts in real time using Google Maps. Leable&rsquo;s team often works in remote areas, and they&rsquo;ve found that the app is able to track their location accurately. It&rsquo;s free for both iPhone and Android devices.</p> <p><strong><a href="http://www.dazzledefender.com/home.html" target="_blank">The Dazzle Defender</a>:</strong> This discrete &frac12;-ounce can of pepper spray can be worn attached to a bracelet. Founder and developer Brooke Scott, who previously worked in the mortgage industry and who was a victim of assault herself, says that a person&rsquo;s natural instinct when attacked is to drop what&rsquo;s in their hands to fend off the attacker. But with a pepper spray can attached to the wrist, victims receivethose precious extra seconds to get out of a situation. The aerosol canister holds eight bursts of spray. It&rsquo;s important that agents test the spray in an open area, without wind, so that they understand how it works, and become familiar with the spray pattern. Also, be aware that pepper spray expires. An aerosol can generally has a shelf life of two to three years.</p> <p><strong>7. Insist on professionalism from clients and agents alike.</strong> Scott says it&rsquo;s also important to think about the words used by prospective clients. &ldquo;If someone compliments your photo, for instance, something is wrong because this is a business relationship,&rdquo; Scott says. Hawkins urges real estate pros to invest in a professional head shot for their website. Never allow the use of suggestive photos, full body shots, or selfies, as they are often too casual and can send the wrong message.</p> <hr /> <br /> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="width: 150px; height: 117px; float: left;" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>These seven tips from broker-owners and safety trainers will help you create security routines and procedures at your office.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/SM_safety.jpg" type="image/jpeg; length=31501">SM_safety.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/SM_safety_0.jpg?1412786917" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/LP_SM_safety.jpg?1412786930" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/technology/feature/article/2010/11/are-you-sharing-too-much-online">Are You Sharing Too Much Online?</a> </div> <div class="field-item even"> <a href="/daily-news/2014/10/06/agents-murder-sparks-call-for-gun-training">Agent&#039;s Murder Sparks Call for Gun Training</a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2011/09/safety-lessons-saved-my-life">&#039;Safety Lessons That Saved My Life ...&#039;</a> </div> <div class="field-item even"> <a href="/sales-and-marketing/handouts-for-customers/for-sellers/open-house-safety-tips">Open House Safety Tips</a> </div> <div class="field-item odd"> <a href="/daily-news/2014/10/03/10-commandments-agent-safety">The 10 Commandments of Agent Safety</a> </div> </div> </div> <div class="field field-type-link field-field-links"> <div class="field-label">External Links:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="http://speakingofrealestate.blogs.realtor.org/2014/10/01/beverly-carter-she-was-an-angel-on-earth/" rel="nofollow">• Beverly Carter: She Was ‘an Angel on Earth’</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Tue, 07 Oct 2014 19:47:40 +0000 echristoffer 17422 at http://realtormag.realtor.org Rallying Cries Win Wars, Build Culture http://realtormag.realtor.org/for-brokers/solutions/article/2014/10/rallying-cries-win-wars-build-culture <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Don&#039;t underestimate the power of a call to action to get people to support your initiatives. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Thursday, October 9, 2014</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/jason-forrest">Jason Forrest</a> </div> </div> </div> <!--paging_filter--><p><em>We shall overcome.<br /> Make love, not war.<br /> No taxation without representation.</em></p> <p>Just as they do in social movements, company rallying cries communicate big ideas in simple, powerful ways that unite people around a common struggle or goal. In the wake of the Scottish independence movement&rsquo;s recent failure to win the referendum, supporters have created a campaign group called &ldquo;We are the 45%.&rdquo; In four words, they communicate a fact (45 percent of the population voted to leave the union) as well as the idea that their presence is large, they are still unhappy, and they want to have their voices heard.</p> <p>Similarly, in &ldquo;Braveheart,&rdquo; the blockbuster movie about the 13th century struggle for Scottish independence, Mel Gibson&rsquo;s character cries, &ldquo;Alba gu br&agrave;th&rdquo; as he and his men forge boldly into battle. The Gaelic phrase, which means roughly &ldquo;Scotland forever,&rdquo; gave the troops a rallying cry and inspired them to remember why they were fighting.</p> <p>No matter the place and time, humans like to organize their efforts around a strong call to action. The stakes may be lower, but the principle applies to the &ldquo;battle&rdquo; of day-to-day business as well. A rallying cry can provide a focal point and instill ownership over common problems for each person on your team.</p> <p>If sales are low, for example, it&rsquo;s easy for agents to focus on their own numbers and not see themselves as a part of the bigger team or company. Or if the brokerage brand or reputation is struggling, it&rsquo;s easy to point the finger at the owner or corporate board, usually in some far-away office.</p> <p>This leads to turf wars rather than a common goal to work toward together. The most effective team cultures don&rsquo;t just focus on the individual pieces; their initiatives include everyone. While one department may be accountable for the results, everyone is responsible for getting the team there.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;</p> <p>So how can you, as a leader, implement this strategy? I recommend creating a monthly theme that every individual can rally around&mdash;something that invites everyone to ask, &ldquo;What can I do to make this theme happen?&rdquo;</p> <p>For example, we&rsquo;re currently working on creating trust in my organization. We&rsquo;re calling it &ldquo;omakase,&rdquo; which is a Japanese word meaning &ldquo;I&rsquo;ll leave it to you.&rdquo; The idea of <em>omakase</em> is that when someone truly owns up to a responsibility and makes it his or her own, the team or leader can hand it over and entrust it to them with confidence.</p> <p>Be specific, with real, actionable language. Instead of saying, &ldquo;We need to increase sales,&rdquo; try something catchy like &ldquo;100 in 30.&rdquo; The latter gives concreteness to the goal of reaching 100 sales in 30 days and provides opportunities to create posters and internal collateral to engage everybody at every level. Always give a deadline, and organize some sort of celebration for when you accomplish the goal.</p> <p>The only way to create something worth rallying around is to make sure you engage each and every team member, no matter where the problem is. Have everyone, including office managers, other staff, and yourself as a broker, come up with ideas about how they will contribute to the effort. Remind them that even if the issue is not directly in their department, everyone is affected. When sales are low, every department will suffer if they don&rsquo;t turn around. If customer service is lacking, the whole agency will be compromised and the brand tarnished. Or, if you have an internal culture issue, it&rsquo;s everybody&rsquo;s struggle and everybody&rsquo;s victory.</p> <p>Once you have a clear vision or idea, create a rallying cry that holds everyone responsible. We win together. We lose together. <em>Alba gu br&agrave;th!</em></p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Never underestimate the power of a call to action in getting people to support your initiatives.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_B_culture.jpg" type="image/jpeg; length=22612">oct14_B_culture.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_B_culture_0.jpg?1412714968" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_LP_B_culture.jpg?1412714983" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2014/09/workplace-conflict-getting-past-he-said-she-said">Workplace Conflict: Getting Past ‘He Said, She Said’</a> </div> <div class="field-item even"> <a href="/for-brokers/solutions/article/2013/09/push-or-pull-secret-leading-motivating-and-inspiring">Push or Pull? The Secret To Leading, Motivating, and Inspiring</a> </div> <div class="field-item odd"> <a href="/for-brokers/solutions/article/2014/07/earn-respect-making-meetings-worthwhile">Earn Respect by Making Meetings Worthwhile</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Solutions Tue, 07 Oct 2014 19:24:32 +0000 mwhite 17421 at http://realtormag.realtor.org Understand Your Salespeople's Worker Classification http://realtormag.realtor.org/for-brokers/network/article/2014/10/understand-your-salespeoples-worker-classification <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> It’s important to properly classify your agents—not only in a written independent contractor agreement but also in the relationships you build with them every day. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Friday, October 17, 2014</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/gm-filisko">G.M. Filisko</a> </div> </div> </div> <!--paging_filter--><p>Three recent potential class action lawsuits, in which sales associates claim they were improperly classified as independent contractors rather than employees, highlight the importance of ensuring the proper worker classification of your salespeople.</p> <p>Two of the cases are currently pending in California. In the third case, a Massachusetts trial court ruled in favor of the brokerage in 2013, holding that the state&rsquo;s real estate statute allows real estate salespeople to be classified as independent contractors or as employees controlled. The court also denied the plaintiff&rsquo;s class action certification, finding that the class could not allege violations of the state&rsquo;s independent contractor statute. The case is currently on appeal before the Massachusetts Supreme Court. Read more about all three cases <a href="/law-and-ethics/law/article/2014/05/independent-contractor-status-caught-in-crosshairs" target="_blank">here</a>.</p> <p>Given the current waive of litigation, it&rsquo;s a good time to review the structure of your relationships with your real estate salespeople and to confirm that in both practice and in theory they are properly classified. Here are some tips from NAR&rsquo;s Associate Counsel Lesley Walker on ways to be successfully manage your independent contractor relationships.</p> <p><iframe allowfullscreen="" frameborder="0" height="360" src="//www.youtube.com/embed/N8hME0vndck" width="640"></iframe></p> <ul> <li> <strong>Have an independent contractor agreement with sales associates.</strong> It must include language establishing that theirs is an independent contractor relationship rather than an employer-employee relationship. Even with the agreement, however, remember that the type of business relationship you have isn&rsquo;t determined by your intent but by the reality of how it&rsquo;s playing out.</li> <li> <strong>Make sure you meet federal requirements. </strong>You must comply with three requirements of the Internal Revenue Service&rsquo;s safe harbor that allows real estate brokers to classify their salespeople as independent contractors for federal income tax purposes:</li> </ul> <ol> <li> Salespeople must be licensed real estate professionals.</li> <li> You must have a written contract spelling out that they&rsquo;re not employees for federal tax purposes (also mentioned above).</li> <li> You must ensure that substantially all the compensation you provide is directly related to associates&rsquo; sales or other output, rather than the number of hours worked.</li> </ol> <ul> <li> <strong>Evaluate how much control you have over your sales associates&rsquo; behavior and operations. </strong>The more control you exercise, the more you risk having the work arrangement pegged as an employment situation. Think about the answers to the following questions: Are you insisting that sales associates work in or check into the office daily? Are you setting the hours they must work? Are you dictating the ways they have to work? Do you require them to attend regular meetings? Another factor that fits into the analysis is whose equipment salespeople are using. Are they choosing and paying for their own equipment&mdash;smartphones, laptops, and tablets&mdash;or are you insisting they use certain devices and covering the expense?</li> </ul> <p>Real estate statutes mandate that brokers supervise their salespeople&rsquo;s activities&mdash;but it&rsquo;s a delicate balance. If these relationships are not managed properly, you could find yourself on the hook for providing the types of benefits normally afforded in an employer-employee relationship, along with fines and penalties. Better to get your documentation, and policies and practices in order now&mdash;before you&rsquo;re challenged in a court of law.</p> <p>For more information, visit the <a href="http://www.realtor.org/law-and-ethics/independent-contractor-status-frequently-asked-questions" target="_blank">Independent Contractor Status FAQs</a> from NAR&rsquo;s Legal Affairs.</p> <hr /> <br /> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="width: 150px; height: 117px; float: left;" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>It&rsquo;s important to properly classify your agents&mdash;not only in a<ins cite="mailto:Lesley%20Walker" datetime="2014-09-11T12:30">written</ins> independent contractor agreement but also in the relationships you build with them every day.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_FB_classification.jpg" type="image/jpeg; length=29085">oct14_FB_classification.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_FB_classification_0.jpg?1413924787" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_LP_FB_classification.jpg?1413924801" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/law-and-ethics/law/article/2014/05/independent-contractor-status-caught-in-crosshairs">Independent Contractor Status: Caught in the Crosshairs</a> </div> <div class="field-item even"> <a href="/daily-news/2013/08/01/irs-cracking-down-independent-contractor-label">IRS Cracking Down on &#039;Independent Contractor&#039; Label</a> </div> <div class="field-item odd"> <a href="/tool-kit/personal-assistant/article/tax-requirements-for-employees">Tax Requirements for Employees</a> </div> <div class="field-item even"> <a href="/tool-kit/personal-assistant/article/employee-vs-independent-contractor">Employee vs. Independent Contractor</a> </div> </div> </div> <div class="field field-type-link field-field-links"> <div class="field-label">External Links:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="https://speakingofrealestate.blogs.realtor.org/2014/03/27/lawsuits-challenge-independent-contractor-status/" rel="nofollow">Lawsuits Challenge Independent Contractor Status</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Tue, 07 Oct 2014 13:54:45 +0000 echristoffer 17416 at http://realtormag.realtor.org 3 Tools for Working With Multicultural Buyers http://realtormag.realtor.org/technology/cool-tools/article/2014/10/3-tools-for-working-multicultural-buyers <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> You don&#039;t have to be fluent in multiple languages to work with international buyers. Here are some handy resources to get you started. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Tuesday, October 7, 2014</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/lily-oberman">Lily Oberman</a> </div> </div> </div> <!--paging_filter--><p>Have you noticed the uptick in international buyers looking at the U.S. real estate market, hoping to purchase property here? According to the National Association of REALTORS&reg;, 28 percent of REALTORS&reg; worked with international clients in the past year. Since 2009, <a href="/daily-news/2014/04/15/8-countries-where-theres-rush-for-us-real-estate">interest in U.S. real estate has soared more than 95 percent</a> in certain countries, and sales to international buyers jumped from <a href="http://realtormag.realtor.org/daily-news/2014/07/09/foreign-buyers-up-their-stake-in-us-housing-market" target="_blank">$68.2 billion between 2012 and 2013 to $92.2 billion from April 2013 to March 2014</a>.</p> <p>Are you ready? Here are some handy tools for working with international clients:</p> <p><strong><a href="http://www.firstam.com/title/multiculturalresources/index.html" target="_blank">First American Title&#39;s Multicultural Resources Center</a></strong><br /> First American Title Insurance Company recently launched a &ldquo;<a href="http://www.firstam.com/title/multiculturalresources/index.html" target="_blank">comprehensive multilingual website</a>&rdquo; that offers videos and information about everything from title information to escrow to understanding HUD-1 in six different languages. Even some of the most basic information, such as &ldquo;10 Steps to Buying a Home,&rdquo; represents good information for any prospective client to have, in whatever language they&rsquo;re most comfortable using. &nbsp;Everything on the site is available in English, Spanish, Chinese, Korean, Japanese, and Vietnamese.</p> <p><strong><a href="http://www.realtor.org/reports/state-by-state-international-business-reports" target="_blank">State-by-State International Business Reports from Realtor.org</a></strong><br /> All real estate is local, so it&#39;s vital that you understand how your market interacts with the rest of the world. NAR&#39;s website offers helpful <a href="http://www.realtor.org/reports/state-by-state-international-business-reports">state-by-state</a> guides to help real estate agents understand the international markets in their area. For example, a Texas real estate professional can <a href="https://maps.google.com/maps/ms?msid=216703198201068244093.0004c620a2e83c89dc356&amp;msa=0&amp;hl=en&amp;ie=UTF8&amp;ll=45.097661,-118.928834&amp;spn=52.798752,104.036865&amp;t=m&amp;source=embed&amp;dg=feature" target="_blank">figure out</a> which countries send the most immigrants to the state (it&rsquo;s Mexico, India, Vietnam, China and the Philippines, in case you were wondering), and get other helpful data about citizenship and population statistics to help inform his or her practice.</p> <p><strong><a href="https://www.duolingo.com/" target="_blank">Duolingo</a></strong><br /> If you want to brush up on your own language skills, there&rsquo;s a handy free app/website called Duolingo that offers an easy way to build up your Spanish, French, German, Italian, Portuguese, or Dutch skills. You can also build a foundation in any of those languages, even if you don&rsquo;t have any prior experience. Interested in another language? Search around your app store, or online, for free language-learning tools.</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>You don&#39;t have to be fluent in multiple languages to work with international buyers. Here are some handy resources to get you started.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_T_cooltools.jpg" type="image/jpeg; length=81963">oct14_T_cooltools.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_T_cooltools_0.jpg?1412702850" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_LP_T_cooltools.jpg?1412702869" /> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Cool Tools Fri, 03 Oct 2014 18:46:51 +0000 mwhite 17403 at http://realtormag.realtor.org Meet the 2014 Good Neighbor Award Winners http://realtormag.realtor.org/good-neighbor-awards/article/2014/10/meet-2014-good-neighbor-award-winners <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> These five REALTORS® are making a real difference in their communities. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Thursday, October 2, 2014</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/sara-geimer">Sara Geimer</a> </div> </div> </div> <!--paging_filter--><p>For the past 15 years, the Good Neighbor Awards program has honored REALTORS&reg; who volunteer their time and energy to help strengthen their communities and better the lives of their neighbors. The five individuals recognized as this year&rsquo;s REALTOR&reg; Magazine Good Neighbor Awards winners exemplify REALTORS&reg;&#39; commitment to serving their communities and helping the underprivileged.&nbsp;</p> <p>&ldquo;The winners of this year&rsquo;s Good Neighbor Awards are a perfect example of REALTORS&reg;&#39; dedication to building successful neighborhoods and serving those most in need,&rdquo; said NAR President Steve Brown, broker-owner of Irongate, Inc. REALTORS&reg; in Dayton, Ohio. &ldquo;As we celebrate the 15th year of the Good Neighbor Awards, I am proud to honor the impact the winners&rsquo; passion and goodwill have had on the lives of their neighbors and communities.&rdquo;</p> <p>The Good Neighbor Awards have been granted annually since 2000 and are presented by NAR&rsquo;s REALTOR&reg; Magazine. This year marks a special milestone: As a result of the Good Neighbor Awards and its related programs, more than $1 million in grants has been awarded to the winning charities.</p> <p>The 2014 winners each will receive a $10,000 grant for their charity and will be profiled in the November-December issue of REALTOR&reg; Magazine. The recipients will be presented with crystal trophies on Saturday, Nov. 8, during the 2014 REALTORS&reg; Conference &amp; Expo in New Orleans. Meet the winners:</p> <p><strong><a href="/good-neighbor-awards/winner/2014/09/tricia-carlisle-northcutt">Tricia Carlisle-Northcutt</a></strong> founded the <a href="http://www.cvhnkids.org" target="_blank">Children&rsquo;s Volunteer Health Network</a>, which provides free medical, dental, vision and mental-health care to children in need. She has recruited a network of more than 90 volunteer health providers, and in 2012 she opened a stand-alone dental clinic with full-time staff. Since it launched in 2005, CVHN has treated more than 7,000 children and provided 50,000 free procedures that would have cost $3.7 million.</p> <p>Since she was a founding member 27 years ago,&nbsp;<strong><a href="/good-neighbor-awards/winner/2014/09/jane-b-locke">Jane Locke</a></strong> has been president and held every other position on the board of&nbsp;<a href="http://www.carolinachildren.org" target="_blank">Carolina Children&rsquo;s Charity</a>, an organization that helps families pay for medical costs arising from children&#39;s birth defects and childhood diseases. Locke runs the charity&rsquo;s annual telethon and attends every fundraiser. CCC has awarded grants&nbsp;totaling&nbsp;$3.7 million to thousands&nbsp;of children, ranging&nbsp;from a few dollars for a medical alert bracelet to the thousands needed annually to cover medication and supplies&nbsp;for uninsured children.&nbsp;</p> <p><strong><a href="/good-neighbor-awards/winner/2014/09/edward-p-pompeian">Edward Pompeian</a></strong> founded <a href="http://www.gift-of-life.org" target="_blank">Gift of Life Transplant House</a> in 1984 to give organ transplant patients an affordable place to live while awaiting an organ donation or receiving post-operative treatment at the Mayo Clinic. Pompeian became aware of the need for affordable temporary housing after having a kidney transplant in 1973. He started by letting patients stay in his home and then began purchasing homes and apartment buildings. The facility now has 87 rooms and logs more than 50,000 guest nights per year. Pompeian will also receive an additional $1,000 for Gift of Life as the Web Choice Winner. Over the past few weeks, readers were able to vote for their favorite Good Neighbor and he gathered the most votes out of the 10 finalists.</p> <p><strong><a href="/good-neighbor-awards/winner/2014/09/rosemary-tran-lauer">Rosemary Tran Lauer</a></strong> founded <a href="http://www.devotiontochildren.org" target="_blank">Devotion to Children</a> in 1994 to fund child care so low-income parents can work or continue their education to break the cycle of poverty. She knows firsthand the challenges of being a single parent, having fled Vietnam in 1975 and come to the United States with two young children. DTC, which has helped 3,000 children since 2006, also funds preschool and other educational opportunities that are directly related to a child&#39;s future success in school.</p> <p><strong><a href="/good-neighbor-awards/winner/2014/09/paul-wilson">Paul Wilson</a></strong> is the founder and event chair of the <a href="http://wolfsonchildrenschallenge.org" target="_blank">Wolfson Children&rsquo;s Challenge</a>, an annual fund-raising event that supports Wolfson Children&rsquo;s Hospital, the region&rsquo;s only medical facility for children. The event includes a 55-mile ultramarathon and relay events and has raised $2.4 million in five years. These funds have helped Wolfson purchase state-of-the-art MRI equipment with groundbreaking technology that can help with early diagnoses and prevent some surgeries.</p> <p>In addition to the winners, five REALTORS&reg; have been recognized as Good Neighbor Awards honorable mentions and will each receive $2,500 grants. They are <a href="/good-neighbor-awards/honorable-mention/2014/09/jill-dover">Jill Dover</a> from Sherwood Realty, Grand Rapids, Mich., for Senior Sing-A-Long; <a href="/good-neighbor-awards/honorable-mention/2014/09/gail-doxie">Gail Doxie</a> from RE/MAX Realty Group, Fort Myers, Fla., for Miles of Smiles Foundation; <a href="/good-neighbor-awards/honorable-mention/2014/09/robert-j-fitzsimmons">Robert J. Fitzsimmons</a> from Gateway Arms Realty Corp., Staten Island, N.Y., for Seamen&rsquo;s Society for Children and Families; <a href="/good-neighbor-awards/honorable-mention/2014/09/dorothy-gokey">Dorothy Gokey</a> from Gokey Real Estate, Clinton, N.Y., for The Business Training Institute Inc.; and <a href="/good-neighbor-awards/honorable-mention/2014/09/beth-smoot">Beth Smoot</a> from Fonville Morisey, Raleigh, N.C., for The Green Chair Project.</p> <p>REALTOR&reg; Magazine&rsquo;s Good Neighbor Awards is sponsored by primary sponsor <a href="http://www.libertymutual.com/nar" target="_blank">Liberty Mutual Insurance</a> and <a href="http://realtor.com" target="_blank">realtor.com&reg;</a>.</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>For the past 15 years, the Good Neighbor Awards program has honored REALTORS&reg; who volunteer their time and energy to help strengthen their communities and better the lives of their neighbors. The five individuals recognized as this year&rsquo;s REALTOR&reg; Magazine Good Neighbor Awards winners exemplify REALTORS&reg;&#39; commitment to serving their communities and helping the underprivileged.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/sep14_NC_GN_winners.jpg" type="image/jpeg; length=30590">sep14_NC_GN_winners.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/sep14_NC_GN_winners_0.jpg?1412106723" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/sep14_LP_NC_GN_winners.jpg?1412106737" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/good-neighbor-awards/about">About Good Neighbor Awards</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Good Neighbor Awards Tue, 30 Sep 2014 19:26:05 +0000 mwhite 17377 at http://realtormag.realtor.org News Corp Bets on REALTORS® http://realtormag.realtor.org/news-and-commentary/feature/article/2014/09/news-corp-bets-realtors <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> New York company with global reach agrees to acquire Move Inc., vows to ‘turbo-charge’ Move’s traffic growth. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Tuesday, September 30, 2014</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/stacey-moncrieff">Stacey Moncrieff</a> </div> </div> </div> <!--paging_filter--><p>The global media and information services company that owns such venerated titles as The Wall Street Journal and Barron&rsquo;s <a href="http://newscorp.com/2014/09/30/news-corp-to-acquire-move-inc-2/" target="_blank">announced Monday its intent to purchase Move Inc.</a>, operator of realtor.com&reg;.&nbsp;</p> <p>The company is News Corp, a top-in-class media and publishing business with experience in real estate through its newspapers and its majority ownership of the REA Group Ltd, the leading Australian residential property website, which also has a presence in Europe and Asia. With Monday&rsquo;s announcement, News Corp made clear its intent to plant a major stake in the U.S. online real estate space. And the company is putting its considerable weight behind the REALTOR&reg; brand.</p> <p>&ldquo;This partnership will help shape the future of real estate,&rdquo; said National Association of REALTORS&reg; President Steve Brown. &ldquo;News Corp&rsquo;s ability to reach and engage consumers, combined with realtor.com&reg;&rsquo;s quality content and the real insights REALTORS&reg; provide will transform the current landscape.&rdquo;</p> <p>In 2013, News Corporation separated into two distinct, publicly traded companies&mdash;News Corp and 21st Century Fox. Rupert Murdoch is executive chairman of News Corp, a multinational news and information company headquartered in New York. The company reported more than $8.5 billion in revenue in the fiscal year ending June 30, 2014.</p> <p>&ldquo;We intend to use our media platforms and compelling content to turbo-charge traffic growth and create the most successful real estate website in the U.S.,&rdquo; said Robert Thomson, Chief Executive of News Corp. &ldquo;We are building on our existing real estate expertise and expect to leverage the potential of Move and its valuable connections with REALTORS&reg; and consumers around the country.&rdquo;&nbsp;(<a href="http://newscorpcom.files.wordpress.com/2014/09/eagle-ir-briefing-vfinal.pdf" target="_blank">See the presentation News Corp shared in an investor call this morning</a>.)</p> <p>Move, Inc. draws nearly 35 million visitors each month to its network of real estate sites for consumers and real estate professionals. The company&rsquo;s flagship site is realtor.com&reg;.&nbsp;</p> <p>&ldquo;We provide people with the information, tools and professional expertise they need to make the best and most informed real estate decisions, and we work to uphold the indispensable role of the professional in the real estate experience,&rdquo; said Steve Berkowitz, chief executive officer of Move.&nbsp;&ldquo;News Corp shares our vision, which is one of the many reasons this combination is such good news for our customers, consumers and the industry as a whole.&rdquo;</p> <p>The realtor.com&reg; domain is owned by the National Association of REALTORS&reg;, and the site is operated by Move through an agreement between the REALTORS&reg; Information Network, a NAR subsidiary, and RealSelect, a Move subsidiary. NAR leadership and the RIN board, meeting over the weekend, voted to approve the acquisition, which is subject to the satisfaction of customary closing conditions, including regulatory approvals. News Corp and Move are both traded on the NASDAQ. On Monday, September 29, Move&rsquo;s stock closed at $15.29 and News Corp closed at $16.80.&nbsp;</p> <p>NAR has posted an <a href="http://www.realtor.org/topics/realtorcom/about-the-news-corp-agreement-to-purchase-move-inc" target="_blank">FAQ at realtor.org</a> and will continue to communicate with its members as information becomes available. But one thing is certain, according to NAR CEO Dale Stinton. This change in ownership will only strengthen realtor.com&reg;&rsquo;s core mission: to serve consumers with the best, most accurate real estate data while keeping REALTORS&reg; central to the real estate transaction.&nbsp;</p> <p>&ldquo;Throughout the 20th century, NAR worked to ensure that REALTORS&reg; were indispensable to consumers and the real estate transaction,&rdquo; Stinton said. &ldquo;This partnership is yet another 21st century example of this effort.&nbsp; NAR will continue to seek opportunities such as this for REALTORS&reg; to flourish in today&rsquo;s marketplace by remaining first and foremost in the consumer&rsquo;s mind.&rdquo;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>New York company with global reach agrees to acquire Move Inc., vows to &lsquo;turbo-charge&rsquo; Move&rsquo;s traffic growth.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/sep14_c.jpg" type="image/jpeg; length=34106">sep14_c.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/sep14_c_0.jpg?1412094635" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/sep14_LP_NC_move.jpg?1412095679" /> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Feature Tue, 30 Sep 2014 12:54:14 +0000 mwhite 17376 at http://realtormag.realtor.org 3-D Listings From Every Angle http://realtormag.realtor.org/technology/feature/article/2014/09/3-d-listings-from-every-angle <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Curious about implementing 3-D listing technology in your business? Here’s a guide to getting started. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Friday, September 26, 2014</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/graham-wood">Graham Wood</a> </div> </div> </div> <!--paging_filter--><p>Technological advances are promising consumers a more in-person, lifelike view of a home without ever having to step foot inside &mdash; through the use of 3-D listing tools.</p> <p>Companies such as <a href="http://www.oculus.com/" target="_blank">Oculus Rift</a> &mdash; which is now endeavoring to offer <a href="http://fortune.com/2014/07/31/oculus-rift-college-tours/" target="_blank">virtual tours of college campuses</a> to prospective students &mdash; <a href="http://www.3dpropertytours.us/" target="_blank">3D Property Tours</a>, and <a href="http://matterport.com/" target="_blank">Matterport</a> all offer ways to capture 3-D images of homes and put them together to create a virtual property walk-through.</p> <p>Matterport has gained particular notoriety, offering the $4,500 <a href="http://matterport.com/technology/#camera" target="_blank">Matterport Pro 3D Camera</a>, a cloud-based service where you can upload your images to be automatically configured into a 3-D model, and a portal that allows you to store and share your 3-D models with clients. Real estate brokerage Redfin announced a partnership with Matterport in August, becoming the first national brokerage to implement the 3-D technology. Over time, Redfin plans to convert all of its active listings &mdash; starting with those in its hometown of Seattle &mdash; to 3-D models using Matterport. Each Redfin listing page has a player uploaded on it that users can click to see the 3-D tour (3-D glasses are not required). Matterport was also the <a href="/technology/feature/article/2014/07/6-new-inventions-boost-your-business">star of the Realogy FWD innovation summit</a> in June.</p> <p>&ldquo;Buyers are always looking for more information, and there&rsquo;s only so much we can give them with informational fact sheets and 2-D photos,&rdquo; says Bree Al-Rashid, managing broker of Redfin&rsquo;s Seattle operation. &ldquo;It&rsquo;s great that [Matterport] allows us to give them more information. It&rsquo;s a big differentiator from other agents and brokerages, and it&rsquo;s just plain cool.&rdquo;</p> <p>Here&rsquo;s how it works: The Matterport camera sits on a tripod and spins around in a full circle, scanning a room and collecting the data to display in 3-D. Several &ldquo;sweeps,&rdquo; or scans, from different locations in a room may be necessary in order to capture the full image (youwill need to scan in front of and behind a piece of furniture so the 3-D rendering can capture the entirety of the room). Once you&rsquo;ve got all your scans, upload them to Matterport&rsquo;s cloud server, where the images are formed into a 3-D model of the home.</p> <p>Take a look at a sample 3-D listing below.</p> <p><iframe allowfullscreen="" frameborder="0" height="480" src="https://my.matterport.com/webgl_player/#model=x4TiFR1fxPm" width="600"></iframe></p> <p>But there&rsquo;s more to it than just the capture phase. Here are some things to keep in mind when capturing and marketing 3-D listing data.</p> <h4> Whom to Target With 3-D Imagery</h4> <p><strong>International or out-of-town buyers:</strong> Seattle has been experiencing an <a href="/daily-news/2014/09/23/why-you-may-need-feng-shui-contingency">influx of wealthy foreign buyers</a> lately, and the 3-D listing data is most helpful for clients who cannot be physically present to tour a home, Al-Rashid says. But for any market with a high volume of international buying activity, 3-D imagery will likely take hold in the future.</p> <p>&ldquo;We&rsquo;re a port city with a lot of international commerce, and we&rsquo;re a city that is heavily recruiting for international business,&rdquo; Al-Rashid says of Seattle. &ldquo;The 3-D listings give them an opportunity to see from afar exactly what they would see if they were here. One of our first 3-D listings was sold to an international buyer.&rdquo;</p> <p><strong>Sellers concerned with privacy:</strong> Brandon Doyle, ABR, a salesperson with RE/MAX Results in Maple Grove, Minn., who has been using Matterport for several months, explains to sellers that 3-D tours will cut down on the foot traffic through their homes and attract more buyers who are ready to make offers.</p> <p>&ldquo;With 3-D listings, buyers get a better sense of the home&rsquo;s proportions, and it gives them a better idea of what they will see when they tour the home in person,&rdquo; Doyle says. &ldquo;It helps them make a decision earlier in the process, so those who do actually come to the home are more serious buyers.&rdquo;</p> <p><strong>Renters: </strong>It&rsquo;s sometimes difficult to get reliable access to rentals, Al-Rashid says. Landlords are not always available, and home owners who are renting space in their home can be even harder to track down. 3-D rental tours can cut down on the number of times you have to request access to a property, making it easier on both the prospective renter and the landlord or owner.</p> <h4> Practical Tips in the Field</h4> <p>When you are out at a home, scanning images with a 3-D camera, there are some useful tips to make the work easier.</p> <ul> <li> <strong>Have a sturdy tripod.</strong> Because the camera spins around during scanning, an unstable tripod can mess with the quality of the image and threaten the safety of the camera. &ldquo;You don&rsquo;t want any wiggling,&rdquo; Al-Rashid says, &ldquo;or you could end up with a $4,500 camera on the floor.&rdquo;</li> <li> <strong>Follow the likely path of a buyer.</strong> As you&rsquo;re scanning rooms, move through the home along the path that a buyer would take if they were touring the home in person, Doyle says. &ldquo;Start at the front entryway, work around each room, and put the tripod in a part of the room that the person would likely want to stand in and look at the room,&rdquo; Doyle says. &ldquo;I do the corners of the room, the middle of the room, and the focal point of the room.&rdquo;</li> <li> <strong>Watch the height of your tripod.</strong> &ldquo;Your tripod should be set up at eye level,&rdquo; Al-Rashid says. &ldquo;That&rsquo;s naturally where people want to look. Don&rsquo;t set it up at, say, three feet high, where it might feel like you&rsquo;re touring a home from the perspective of a child.&rdquo; Al-Rashid experimented with tripod height during a mock tour of her own home, setting the height shorter than eye level. &ldquo;It wasn&rsquo;t a great perspective, but I did find things under furniture that I hadn&rsquo;t seen in a while!&rdquo; she jokes.</li> <li> <strong>Stage to perfection.</strong> Once you&rsquo;ve scanned a room, the image can&rsquo;t be edited (though you can delete a scan and take another one). That&rsquo;s why it&rsquo;s critical that the home be staged as though a buyer were actually touring it before you begin scanning 3-D images. &ldquo;Buyers are going to see everything,&rdquo; Doyle says. Make sure all lights are on and all doors are open for a seamless walk-through, Al-Rashid adds. Also, &ldquo;get all pets, humans, and extraneous things out of the way,&rdquo; she says.</li> <li> <strong>Don&rsquo;t scan too much.</strong> Though it will take multiple scans of a room to catch the entirety of it in one 3-D image, don&rsquo;t go overboard. &ldquo;I don&rsquo;t want to take so many scans of a room that it creates a choppy rhythm when looking at the virtual tour. Knowing something about buyer behavior, I just use my gut feeling on how many scans it will take to capture the feel of a room,&rdquo; Al-Rashid says.</li> </ul> <h4> Property Considerations</h4> <p><strong>New construction:</strong> 3-D tours work great for new communities where there&rsquo;s a completed model of a home. A completed model is a blueprint for what buyers can expect from other homes in the community, but once it&rsquo;s sold, he can&rsquo;t keep touring it, Doyle says. Having a 3-D model of a completed home allows him to keep showing the property long after it&rsquo;s sold, and it gives the buyers insight into other homes that are poised to hit the market.</p> <p><strong>Be careful with multilevel homes: </strong>When moving up stairs, you have to be mindful that the top of the last image you scanned must match the bottom of the next image to keep a rendering from looking choppy. Doyle says he scans an image every third step to ensure there are no gaps in the final 3-D rendering.</p> <p><strong>Open-floor plans:</strong> &ldquo;Hallways and tight spaces don&rsquo;t visualize well in 3-D format,&rdquo; says Seth Price, vice president of sales and marketing at online real estate marketing firm Placester. That&rsquo;s because 3-D imagery is designed to show the depth of a space, which won&rsquo;t come across well with small spaces. Wide-open spaces, however, will look much better in 3-D, though they require more scans to capture the totality of the room. When walking through a home that has an open kitchen/living room layout, for instance, make sure to take scans from either end so that the depth of the layout will be apparent in the 3-D rendering.</p> <h4> Don&rsquo;t Jump In Too Quickly</h4> <p>Though 3-D imagery is finding its place in real estate as a hot new marketing tactic, Price cautions real estate pros against going all-in before they&rsquo;re ready.</p> <p>&ldquo;The 3-D revolution hasn&rsquo;t quite made it to mainstream yet, with the exception of Google Earth and Street View,&rdquo; Price says. &ldquo;And those are still relative novelties being pushed further and further to the background of Google&rsquo;s other products. That&rsquo;s not to say that 3-D video technology doesn&rsquo;t have a place in real estate; it just shouldn&rsquo;t be the lynchpin of one&rsquo;s content marketing strategy.&rdquo;</p> <p>Price suggests these &ldquo;building blocks&rdquo; of a marketing strategy should be in place before focusing on 3-D technology:</p> <ul> <li> A <a href="/technology/feature/article/2014/05/your-website-responsive-enough">mobile-friendly website</a></li> <li> <a href="/daily-news/2013/06/28/10-quick-ideas-for-your-real-estate-blog">Blog content</a> that answers your prospects&rsquo; questions</li> <li> <a href="/technology/feature/article/2011/08/3-pillars-seo-for-real-estate-pros">Search optimization</a> that aligns your site and content with the way customers are searching online</li> <li> <a href="/technology/feature/article/2014/06/go-beyond-facebook-winning-strategies-for-every-other-social-medi">Profiles on all the social platforms</a> that matter to your consumers</li> <li> <a href="/technology/feature/article/2014/03/what-internet-saying-about-you">Customer testimonials</a> on all relevant real estate&nbsp;and review sites (such as Google and Yelp)</li> <li> A system to follow up with <a href="/product-guide/marketing/article/2014/03/product-guide-2014-relationship-management-tools">online leads</a></li> <li> Creating a <a href="/sales-and-marketing/sales-coach/article/2011/12/16-steps-your-best-business-plan">business plan</a> and sticking to it</li> </ul> <p>&ldquo;Once those things are in play, you can start contemplating adding other content types, of which 3-D video would be an option,&rdquo; Price says. &ldquo;The truth is that the 3-D tech is still relatively young, not super user-friendly, and best practices &mdash; including best vendors &mdash; are still to be determined. The most important thing is to provide a good user experience. Many 3-D offerings haven&rsquo;t yet delivered a UX that will please, rather than confuse, Web viewers.&rdquo;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Curious about implementing 3-D listing technology in your business? Here&rsquo;s a guide to getting started.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/sep14_T_3d.jpg" type="image/jpeg; length=58269">sep14_T_3d.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/sep14_T_3d_0.jpg?1411759946" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/sep14_LP_T_3d.jpg?1411759962" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/technology/feature/article/2014/07/6-new-inventions-boost-your-business">6 New Inventions to Boost Your Business</a> </div> <div class="field-item even"> <a href="/technology/feature/article/2014/07/real-estate-apps-have-they-downloaded-yours-yet">Real Estate Apps: Have They Downloaded Yours Yet?</a> </div> <div class="field-item odd"> <a href="/product-guide/gadgets-and-gear/slideshow/2014/01/12-tech-tools-make-you-more-mobile">12 Tech Tools to Make You More Mobile</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Feature Fri, 26 Sep 2014 15:47:11 +0000 gwood 17362 at http://realtormag.realtor.org 8 Tips for Grooming Top Producers http://realtormag.realtor.org/for-brokers/network/article/2014/09/8-tips-for-grooming-top-producers <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Retain quality salespeople by being a strong leader. Here are eight ways to bring out the best in your agents. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Friday, September 26, 2014</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/michelle-hofmann">Michelle Hofmann</a> </div> </div> </div> <!--paging_filter--><p>Great leaders nurture and develop talent. But with brokers and managers pulled in so many directions, staying focused on the basics of agent development can be a challenge. Get a fresh start on bringing out the best in your salespeople with these tips.</p> <ol> <li> <strong>Treat your salespeople like clients.</strong> Gives the sale team the same caliber of service you expect for your buyers and sellers, says Bill Podley, CEO of Pasadena, Calif.&ndash;area <a href="http://www.podley.com" target="_blank">Podley Properties</a>. &ldquo;People need to feel they are cared for. And that&rsquo;s what really helps an organization stay together,&rdquo; he adds.</li> <li> <strong>Celebrate success.</strong> Podley acknowledges success both one-on-one and publicly, hosting an annual January party for associates who produce $100,000 in gross income in the prior calendar year. When his associates hit a rough patch, Podley reminds them that tomorrow&rsquo;s a new day.</li> <li> <strong>Don&rsquo;t just say it. Do it.</strong> Roger Herman, CEO of the <a href="http://www.hermangroup.net" target="_blank">Herman Group</a>, acquired <a href="http://www.shorewood.com" target="_blank">Shorewood Properties</a>, a Los Angeles County South Bay market leader with 270 agents last February. He says the implementation of technological tools and platforms within 30 days of the acquisition added value and helped increase the number of Shorewood associates to 290 in four months. &ldquo;It&rsquo;s important not to have breakage, meaning agent loss. With any transition, you have to bring value to the table. And the value can&rsquo;t just be in the leadership. People get bored and disillusioned fast,&rdquo; he says.</li> <li> <strong>Add value.</strong> In addition to financial rewards, provide resources. Podley, who has about 180 associates and six offices, says the company keeps the brand name and its people front and center by &ldquo;spending more on print advertising&rdquo; than its same-sized competitors.</li> <li> <strong>Educate and mentor</strong><strong>.</strong> Whether through internal managers or outside resources, cultivate personal and professional growth with education and training. Podley, a name in Pasadena real estate since 1973, says his favorite external coach is <a href="http://www.brianbuffini.com" target="_blank">Brian Buffini</a>.</li> <li> <strong>Be generous.</strong> While healthy commission checks and regular bonuses might seem like obvious retention tools, brokers say, yes, money really matters.</li> <li> <strong>Define your culture.</strong> &ldquo;Existing associates are constantly being wooed by other firms with business models that are far different than ours,&rdquo; Podley notes. To retain salespeople, highlight the things that make your brokerage unique. &ldquo;In our case, we have a strong family culture,&rdquo; Podley says.</li> <li> <strong>Take stock.</strong> Self-evaluation is never easy. But Herman says you&rsquo;re better off going backward to move forward. &ldquo;You&rsquo;re only as strong as your weakest agent,&rdquo; he says. &ldquo;If you have an agent out there doing a poor job, that person represents you in the marketplace.&rdquo; Sometimes you have to look at your company and let go of people who are &ldquo;hanging around and taking up time and space and not committed,&rdquo; Herman says. &ldquo;It&rsquo;s not fair to the people who are committed and producing. Those are the people who deserve your partnership.&rdquo;<br /> &nbsp;</li> </ol> <hr /> <br /> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="width: 150px; height: 117px; float: left;" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Retain quality salespeople by being a strong leader. Here are eight ways to bring out the best in your agents.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_BB_talent.jpg" type="image/jpeg; length=27053">oct14_BB_talent.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_BB_talent_0.jpg?1412718143" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/oct14_LP_BB_talent.jpg?1412718158" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/solutions/article/2013/04/improving-results-ps-sales">Improving Results with the P&#039;s of Sales</a> </div> <div class="field-item even"> <a href="/for-brokers/solutions/article/2014/07/responding-agents-demands">Responding to Agents&#039; Demands</a> </div> <div class="field-item odd"> <a href="/for-brokers/solutions/article/2013/09/push-or-pull-secret-leading-motivating-and-inspiring">Push or Pull? The Secret To Leading, Motivating, and Inspiring</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2014/08/create-winning-brokerage-culture">Create a Winning Brokerage Culture</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2014/09/training-made-easier-team-them-up">Training Made Easier: Team Them Up</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Sat, 27 Sep 2014 00:01:14 +0000 echristoffer 17364 at http://realtormag.realtor.org 2014 Listing Presentation Guide: It Starts Before the Meeting http://realtormag.realtor.org/product-guide/marketing/article/2014/09/2014-listing-presentation-guide-it-starts-meeting <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> These four tips will help you build affinity with potential clients prior to your first in-person meeting. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Friday, September 26, 2014</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/erica-christoffer">Erica Christoffer</a> </div> </div> </div> <!--paging_filter--><p>You just landed a meeting with a new referral, FSBO, or owner of an expired listing. Great! Now it&rsquo;s time to prepare for your big listing presentation, right?</p> <p>Nope. At this point, your presentation has already begun.</p> <p>The listing presentation starts the moment you set the appointment with your potential clients, says Kevin Ward, REALTOR&reg; and founder of YESMasters Real Estate Success Training.</p> <blockquote> <p><strong>In This Guide: </strong></p> <ul> <li> <a href="http://realtormag.realtor.org/node/17341">Take the Personal Approach</a><br /> Don&#39;t spend the whole presentation talking about yourself. Instead, show clients you&#39;re listening to what&rsquo;s important to them, and explain how you&rsquo;ll deliver the results they want.</li> <li> <a href="http://realtormag.realtor.org/node/17343">Tech to Impress</a><br /> These apps, programs, and techniques will help you reinforce knowledge and value to potential clients.</li> <li> <a href="http://realtormag.realtor.org/node/17344">Putting Tools Into Action</a><br /> Two real estate pros share their methods for creating and preparing for winning listing presentations.</li> </ul> </blockquote> <p>Once you&rsquo;ve got a meeting, it&rsquo;s time to start growing rapport with your potential sellers, while educating them and showing your value. Here are four tips for making the time between setting the appointment and the in-person meeting as useful as possible.</p> <h4> Get Some Face Time</h4> <p>After setting your initial appointment, shoot a video over to your potential clients immediately, Ward suggests. You can record it on your webcam or smartphone, and thank them for their time, give your contact information once again, and let them know if you&rsquo;ll be sending any links or market analysis documents before the meeting. This is an opportunity to show your enthusiasm, start the education process, and help the potential sellers become more comfortable with you.</p> <p>Load your video into YouTube and paste a screenshot and link in your message, or use a video e-mail marketing platform such as the National Association of REALTORS&reg;&rsquo; <a href="http://www.narreach.com/" target="_blank">REach</a> partner <a href="http://bombbomb.com/" target="_blank">BombBomb</a> that lets you upload, brand, send, and track videos.</p> <p>&ldquo;Now you&rsquo;re a person to them, and you&rsquo;re separating yourself from other agents,&rdquo; Ward says.</p> <p>Robert B. Cialdini, a Regents&rsquo; professor emeritus of psychology and marketing at Arizona State University, wrote the book <em>Influence </em>(Quill, 1985) on persuasion and marketing. In the book, he says people like things familiar to them &mdash; including other people. The more your soon-to-be customers see your face, the more familiar you become to them, says Ward. &ldquo;[This concept] changed my mind about pictures on business cards,&rdquo; he says. &ldquo;You&rsquo;re positioning yourself as their agent of choice.&rdquo;</p> <h4> Send Them Your CMA Beforehand</h4> <p>Ideally, through initial Q&amp;As, you already know a few of the home owners&rsquo; goals. If you don&rsquo;t know their motivation, you&rsquo;ll want to prepare more probing questions for your meeting. The following are a good start:</p> <ul> <li> Why are you selling?</li> <li> Where do you plan to move?</li> <li> Do you have a timeline for when you want to be there?</li> <li> How important is it that you move to your destination?</li> <li> How much do you owe on your mortgage?</li> <li> Do you have any concerns about the condition of your house?</li> </ul> <p>&ldquo;I like to interview clients as much as they interview me,&rdquo; says Seth Price, vice president of sales and marketing at Placester, which provides online marketing services to real estate pros. &ldquo;When you think about how to serve them, you have to find out what&rsquo;s really motivating them. Once you realize the motivation of the individual, then it&rsquo;s much easier to align with their needs and find out if you&rsquo;re a good fit.&rdquo;</p> <p>If it turns out the home owners are looking to refinance or file a property tax appeal, and they need a comparative market analysis and appraisal, take it as an opportunity to build a relationship, says Price. Create &ldquo;how-to&rdquo; blog posts on your website about preparing for sale, preparing to refinance, and appealing property taxes. You can send these posts to potential clients at this phase of your relationship. &ldquo;You&rsquo;re establishing subject matter expertise before you even get there,&rdquo; Price says.</p> <p>If your potential clients are motivated to sell, then arm them with a complete CMA on their house. Pull all the public records and MLS data, find out what&rsquo;s turned over in their neighborhood, and reference information that only an insider would know about their community, says Price. Send it to them before your meeting so they can review it at their leisure, but be prepared to present it in full at your meeting as well.</p> <p>&ldquo;The agent is creating content that is useful to the seller at this stage,&rdquo; says Price. &ldquo;If it were my agency or brokerage, I&rsquo;d also have a small guide on that to think about when evaluating your house for the market.&rdquo;</p> <h4> Show Them Who You Are</h4> <p>You have to assume your potential clients have already Googled you &mdash; so Google yourself and <a href="/technology/feature/article/2014/03/manage-your-online-rep">find out what they&rsquo;re seeing about you</a>. Make sure any websites, blogs, bios, or social media profiles that come up are up-to-date with relevant information about you. Send your sellers links that they&rsquo;ll find useful, but don&rsquo;t flood their inbox with too many resources either. If you&rsquo;re not providing useful content on Twitter, for example, you might not want to draw attention to that profile. But if you regularly blog about your market, be sure you send them to your site.</p> <p>Ward suggests creating client testimonials and uploading them to YouTube. You can include testimonial video links in your correspondence with potential clients. Provide your company information and personal sales record or company sales record as well; that way you can focus on the home owners in the meeting rather than yourself.</p> <h4> Practice and Prepare</h4> <p>In the listing presentation, most objections center around pricing and you as an agent &mdash; especially commission, says Ward. &ldquo;Know going in what the objections are going to be. Have an idea of what&rsquo;s going to be an issue for them. Never get surprised by an objection,&rdquo; he says.</p> <p>If the sellers are asking for a commission reduction, Ward offers this script: <em>If you&rsquo;re looking for the cheapest agent, I&rsquo;m not your guy. I don&rsquo;t deliver discount results. But if you want to get the most money for your house in this market, then I&rsquo;m the agent for you.</em></p> <p>Stick to the data and the price you decide to present to the sellers after you tour their home. If you waver at all, they&rsquo;ll begin to doubt you, Ward says. &ldquo;Make your case in absolute certainty. Have the data to back it up.&rdquo; Also, be clear that it&rsquo;s not you determining the price, but the market.</p> <p>&ldquo;I teach our agents to sell every listing they take,&rdquo; Ward says. &ldquo;Don&rsquo;t take it if you can&rsquo;t sell it.&rdquo;</p> <p>Honesty is also a sure way to build trust and depict your value. Sometimes you&rsquo;ll find the sellers are upside-down on their mortgage, or maybe it&rsquo;s not the best market for them to sell. It&rsquo;s your duty to explain that, Price says.</p> <p>What&rsquo;s more, when it comes to tech tools in a listing presentation, the salesperson should know how to use them with confidence. &ldquo;If technology is in your way as an agent and you&rsquo;re uncomfortable, it&rsquo;s going to show in your presentation,&rdquo; says Price. The salesperson should be proficient in any apps or software used in the in-person meeting. And don&rsquo;t forget to bring a paper backup in case of technical difficulties.</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>These four tips will help you build affinity with potential clients prior to your first in-person meeting.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/sep14_PG_listing_pres.jpg" type="image/jpeg; length=48665">sep14_PG_listing_pres.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/sep14_LP_PG_listing_pres.jpg?1411751020" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2006/03/22-listing-presentation-slip-ups">22 Listing Presentation Slip-ups</a> </div> <div class="field-item even"> <a href="/news-and-commentary/editor/article/2006/02/getting-listing">Getting the Listing</a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2012/03/dont-do-during-listing-presentation">Don&#039;t Do This During a Listing Presentation!</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Marketing Thu, 25 Sep 2014 18:56:17 +0000 gwood 17342 at http://realtormag.realtor.org 2014 Listing Presentation Guide: Putting Tools Into Action http://realtormag.realtor.org/product-guide/marketing/article/2014/09/2014-listing-presentation-guide-putting-tools-action <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Two real estate pros share their methods for creating and preparing for winning listing presentations. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Friday, September 26, 2014</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/erica-christoffer">Erica Christoffer</a> </div> </div> </div> <!--paging_filter--><p>From high-tech to no-tech, brokers and salespeople should meet their clients where they feel comfortable. For some, that might mean interactive mobile tools, and for others, it&rsquo;s loose-leaf notebooks.</p> <p>Mark Pruner, with Berkshire Hathaway-New England in Greenwich, Conn., says most of his home owners are in their 60s or older. He&rsquo;s one to implement the notebook method, so as to not overwhelm or distract his clients with technology. He prefers they view something they&rsquo;re comfortable with rather than spend time trying to figure out how it works.</p> <blockquote> <p><strong>In This Guide: </strong></p> <ul> <li> <a href="http://realtormag.realtor.org/node/17342">The Listing Presentation Starts Before the Meeting</a><br /> These four tips will help you build affinity with potential clients prior to your first in-person meeting.</li> <li> <a href="http://realtormag.realtor.org/node/17341">Take the Personal Approach</a><br /> Don&#39;t spend the whole presentation talking about yourself. Instead, show clients you&#39;re listening to what&rsquo;s important to them, and explain how you&rsquo;ll deliver the results they want.</li> <li> <a href="http://realtormag.realtor.org/node/17343">Tech to Impress</a><br /> These apps, programs, and techniques will help you reinforce knowledge and value to potential clients.</li> </ul> </blockquote> <p>Pruner downloads an aerial photo of the seller&rsquo;s house using <a href="http://www.bing.com/maps/" target="_blank">Bing maps</a> and adds it to the front of his presentation packet. He also uses <a href="http://www.irfanview.com/" target="_blank">Irfanview</a> to screen-capture maps of active listings and sold properties in the sellers&rsquo; neighborhood. Additionally, he puts out a weekly open house list and creates an interactive map using <a href="https://mapalist.com/" target="_blank">mapalist.com</a>, he says.</p> <p>&ldquo;I want to meet [the sellers] and interact with them immediately, and not set up technology,&rdquo; Pruner says.</p> <p>But in his office, he uses a big-screen monitor to pull up the local MLS for a live search with clients. He&rsquo;ll also pull information his brokerage stores in Windows OneDrive. Google Drive could serve this purpose, too.</p> <p>It&rsquo;s also handy to research the sellers before connecting in person, giving you a handle on your commonalities and providing ways to build rapport during the listing presentation.</p> <p>Anand Patel, president of Pangea Realty Group in Tampa, Fla., goes into a listing presentation after doing a little background on the sellers with a tool called <a href="https://rapportive.com/" target="_blank">Rapportive</a>, a plugin for Gmail that pulls in information from their LinkedIn account and delivers it to your inbox.</p> <p>Patel also uses <a href="https://itunes.apple.com/us/app/refresh-insight-on-people/id582438442?mt=8" target="_blank">Refresh</a>, an iOS app that helps him see if he&rsquo;s connected to or has any common friends with the home owners. Refresh also searches the Web and social networks to find mutual interests, important moments and dates, and more.</p> <p>&ldquo;I gather as much information about the seller as I can before the listing presentation,&rdquo; he says. &ldquo;I can see if we may have friends in common, which are great talking points, along with a wealth of other details.&rdquo;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Two real estate pros share their methods for creating and preparing for winning listing presentations.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/sep14_PG_listing_pres_4.jpg" type="image/jpeg; length=48665">sep14_PG_listing_pres.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/sep14_PG_listing_pres_5.jpg?1411751220" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/sep14_LP_PG_listing_pres_2.jpg?1411751206" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2006/03/22-listing-presentation-slip-ups">22 Listing Presentation Slip-ups</a> </div> <div class="field-item even"> <a href="/news-and-commentary/editor/article/2006/02/getting-listing">Getting the Listing</a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2012/03/dont-do-during-listing-presentation">Don&#039;t Do This During a Listing Presentation!</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Marketing Thu, 25 Sep 2014 19:35:48 +0000 gwood 17344 at http://realtormag.realtor.org 2014 Listing Presentation Guide: Take the Personal Approach http://realtormag.realtor.org/product-guide/marketing/article/2014/09/2014-listing-presentation-guide-take-personal-approach <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Stop spending all your time trying to convince potential sellers how great you are. Instead, show them by listening to what’s important to them and explaining how you’ll deliver the results they want. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Friday, September 26, 2014</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/erica-christoffer">Erica Christoffer</a> </div> </div> </div> <!--paging_filter--><p>One of the biggest mistakes salespeople make in their listing presentations is focusing too much on themselves and the features of their marketing plan and not enough on the benefits of the plan for their potential clients, says real estate coach Kevin Ward, founder of YESMasters.</p> <p>&ldquo;When you go to a dentist, how much time does he spend showing you his tools or his chair? Our listing presentations are based on talking about the tools when they should be based on the results,&rdquo; he says.</p> <blockquote> <p><strong>In This Guide: </strong></p> <ul> <li> <a href="http://realtormag.realtor.org/node/17342">The Listing Presentation Starts Before the Meeting</a><br /> These four tips will help you build affinity with potential clients prior to your first in-person meeting.</li> <li> <a href="http://realtormag.realtor.org/node/17343">Tech to Impress</a><br /> These apps, programs, and techniques will help you reinforce knowledge and value to potential clients.</li> <li> <a href="http://realtormag.realtor.org/node/17344">Putting Tools Into Action</a><br /> Two real estate pros share their methods for creating and preparing for winning listing presentations.</li> </ul> </blockquote> <p>Here are three ways to focus on results in your listing presentation.</p> <h4> Make Your Presentation an Interview</h4> <p>Listing presentations don&rsquo;t have to be approached as marketing meetings, says</p> <p>Andrew Janos, vice president and salesperson at U S Spaces Inc. in Philadelphia. Instead, think of them as in-person interviews. Ask open-ended questions to get more information, listen carefully to the owners&rsquo; responses, and adapt your presentation accordingly.</p> <p>&ldquo;I really take the time to learn all of their motives for selling,&rdquo; Janos says. &ldquo;Once we establish a good connection together, I will follow it up with a PDF on my iPad of images on how I plan to market the home. Sometimes I&rsquo;ll even do that before we meet. That way, all I need to bring is my phone to take pictures and notes. Then the meeting is about building trust and not just seeing their home.&rdquo;</p> <h4> Keep an Eye on a Seller&rsquo;s Comfort Level</h4> <p>Mirroring a seller&rsquo;s demeanor may help put them at ease. Watch people&rsquo;s body language to assess your responses. Sometimes repeating back what the owner tells you will help you better understand their needs and let them know you&rsquo;re hearing what they&rsquo;re saying.</p> <blockquote> <p>Get more advice in REALTOR&reg; Magazine&rsquo;s <a href="http://realtormag.realtor.org/node/11852">Listing Presentation Tool Kit</a>.</p> </blockquote> <h4> Show the &lsquo;How&rsquo; Rather Than the &lsquo;What&rsquo;</h4> <p>Your presentation needs to confirm your clients&rsquo; motivation for selling, their goals, and how you&rsquo;re going to make that happen, says Price. Avoid using real estate jargon, and never, ever make up an answer. If you don&rsquo;t know, simply say you&rsquo;ll find the answer for them; most will appreciate your honesty.</p> <p>Go through your CMA and pricing presentation from the point of view of the seller and the benefits they&rsquo;ll see. Explain how you&rsquo;ll make things happen for them once they put you to work. Provide a realistic timeline for the market conditions, Price says, and explain the benefits of the marketing exposure you&rsquo;ll provide and how you&rsquo;ll follow up with showings and other agents.</p> <p>&ldquo;The job of an agent is to represent their clients and deliver a result,&rdquo; says Price. &ldquo;Embrace who you are as a REALTOR&reg;, and do your best job to deliver that result.&rdquo;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Stop spending all your time trying to convince potential sellers how great you are. Instead, show them by listening to what&rsquo;s important to them and explaining how you&rsquo;ll deliver the results they want.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/sep14_PG_listing_pres_1.jpg" type="image/jpeg; length=48665">sep14_PG_listing_pres.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/sep14_PG_listing_pres_0.jpg?1411751108" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/sep14_LP_PG_listing_pres_0.jpg?1411751107" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2006/03/22-listing-presentation-slip-ups">22 Listing Presentation Slip-ups</a> </div> <div class="field-item even"> <a href="/news-and-commentary/editor/article/2006/02/getting-listing">Getting the Listing</a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2012/03/dont-do-during-listing-presentation">Don&#039;t Do This During a Listing Presentation!</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Marketing Thu, 25 Sep 2014 18:44:52 +0000 gwood 17341 at http://realtormag.realtor.org 2014 Listing Presentation Guide: Tech to Impress http://realtormag.realtor.org/product-guide/marketing/article/2014/09/2014-listing-presentation-guide-tech-impress <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> These apps, programs, and techniques will help you reinforce knowledge and value to potential clients. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Friday, September 26, 2014</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/erica-christoffer">Erica Christoffer</a> </div> </div> </div> <!--paging_filter--><p>Technology in a listing presentation can wow potential clients, but make sure it doesn&rsquo;t overwhelm them. Focus on your content first, then consider these tools as platforms to communicate and educate.</p> <blockquote> <p><strong>In This Guide: </strong></p> <ul> <li> <a href="http://realtormag.realtor.org/node/17342">The Listing Presentation Starts Before the Meeting</a><br /> These four tips will help you build affinity with potential clients prior to your first in-person meeting.</li> <li> <a href="http://realtormag.realtor.org/node/17341">Take the Personal Approach</a><br /> Don&#39;t spend the whole presentation talking about yourself. Instead, show clients you&#39;re listening to what&rsquo;s important to them, and explain how you&rsquo;ll deliver the results they want.</li> <li> <a href="http://realtormag.realtor.org/node/17344">Putting Tools Into Action</a><br /> Two real estate pros share their methods for creating and preparing for winning listing presentations.</li> </ul> </blockquote> <ol> <li> <a href="https://evernote.com/" target="_blank"><strong>Evernote</strong></a><br /> A file-sharing, collaborative, cloud-based tool that lets you upload files, such as PDFs, images, charts, and more, which you can present on your tablet, laptop, or smartphone during a listing presentation. Share all the files with your potential clients. They can even add notes and questions or upload their own files to the same project.<br /> Cost: free</li> <li> <a href="http://drive.google.com" target="_blank"><strong>Google Drive</strong></a><br /> View, download, and share your PowerPoint presentation from any computer or device.<br /> Cost: free</li> <li> <a href="https://cloudcma.com" target="_blank"><strong>Cloud CMA</strong></a><br /> This real estate CMA software allows you to create property reports and flyers that integrate MLS data, interactive iPad presentations, buyer tours, and more with customizable design templates.<br /> Cost: Starts at $34.95 per month</li> <li> <a href="https://itunes.apple.com/us/app/keynote/id361285480?mt=8" target="_blank"><strong>Keynote</strong></a><br /> Are you a Mac lover? Create professionally designed presentations with animated transitions from page to page on your iPad, iPhone, and iPod Touch. Highlight data through interactive charts, and import PowerPoint files. Plug your device into an HDTV to show your presentation and pull up the MLS to do live comparables.<br /> Cost: $9.99</li> <li> <a href="https://www.narrpr.com/" target="_blank"><strong>REALTOR&reg; Property Resource (RPR)</strong></a><br /> A REALTOR&reg; data tool drawing on MLS and public records, such as school zones, flood maps, census data, and other neighborhood information. Pull historical MLS data to help you produce comprehensive reports<strong>. </strong>Print branded reports or present online. Training videos talk you through the entire process.<br /> Cost: Free for members of NAR</li> <li> <a href="http://www.qlik.com/us/explore/products/sense" target="_blank"><strong>Qlik Sense Desktop</strong></a><br /> A drag-and-drop data visualization application that allows you to load data from your own spreadsheets, Web sources, or databases to summarize into graphs and charts for presentations. Create a commentary or narrative. Collaborate with your clients or team. The user interface works on mobile and touch devices.<br /> Cost: free</li> <li> <a href="https://www.join.me"><strong>Join.me</strong></a><br /> Working with out-of-town or relocating clients? This remote screen-sharing platform provides a way to make presentations from afar. Download the free mobile apps for Android or iOS, and use it to demo apps for clients, such as Planimeter, which measures lot sizes, or Magicplan, which measures room sizes.<br /> Cost: Free for screen sharing. The pro version costs $13 per month and allows for online meetings with unlimited audio conferencing.</li> <li> <strong><a href="http://prezi.com" target="_blank">Prezi</a></strong><br /> Add video to this cloud-based presentation software for use on your computer, iPad, or iPhone. Choose from many professional templates, and customize them with your logo.<br /> Cost: Starts at $4.92 per month for 500 MB of cloud storage</li> </ol> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>These apps, programs, and techniques will help you reinforce knowledge and value to potential clients.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/sep14_PG_listing_pres_3.jpg" type="image/jpeg; length=48665">sep14_PG_listing_pres.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/sep14_PG_listing_pres_2.jpg?1411751152" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/sep14_LP_PG_listing_pres_1.jpg?1411751151" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2006/03/22-listing-presentation-slip-ups">22 Listing Presentation Slip-ups</a> </div> <div class="field-item even"> <a href="/news-and-commentary/editor/article/2006/02/getting-listing">Getting the Listing</a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2012/03/dont-do-during-listing-presentation">Don&#039;t Do This During a Listing Presentation!</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Marketing Thu, 25 Sep 2014 19:22:48 +0000 gwood 17343 at http://realtormag.realtor.org