2. From the Desk of Scott King
Action Agents,
It was nice to see many of you at the awards banquet at the end of last month to celebrate the
agents that hit award level production. Company-wide we had 11 Action agents recognized
with production from 1.5 million to 2 million ($45,000 to $60,000 AGC). We had 7 agents
recognized with production from 2 million to 3 million ($60,000-$90,000 AGC). We had one
agent, Donna Cowey from our NB office that was recognized for production in the over 3
million category. Donna's production for 2011 was 5.4 million ($163,281 AGC) and she closed
that AGC with 44.4 closed transactions. Great job Donna! That’s the bar for this year for all of
our non-team agents! That is a great year in production and it was great to see Donna walk
across stage and pick up her awards and know that to do that much production has nothing to
do with luck and everything to do with hard work. Our top team was once again Samantha
Roper's crew, team 21. Sam and her team closed 98.2 sides for $232,252 AGC. WELL
DONE, SAM!! Additionally our offices had 7 Quality Service Award winners and 3 Pinnacle
Quality Service Winners. We have a lot of agents with some great production and a lot of our
agents are closing business and doing a great job servicing their clients.
I challenge each one of you to be recognized for production for 2012! All you have to do is
commit to a business plan and go to work! GREAT JOB TEAM ACTION! From the numbers
I’m seeing through our first quarter there will be some new faces bringing home awards this
year.
As I told you last month, relocation is a large part of our business at United. If your not asking
everyone you know or come into contact with about real estate needs your leaving Money on
the table. Take that one step further, if your not asking if they know someone else moving
anywhere then you are leaving Money on the table. We should all think of ourselves as
relocation specialist and strive to send and close outbound referral. I can assure you that it is
a good practice for all of us and we all benefit from the relocation relationship that we have
with CARTUS. If you did not see or read the last newsletter go talk to your manager or give
me a call, I will explain it to you.
We have buyers out looking for homes in larger numbers than last year at this. Get busy
working on your listing inventory. If you have sellable listings, your phone will ring. Don’t wait
on them, go get them.
The last thing I will leave you with is this (actually this is more from the advice category) If you
want to have a great time at next years awards banquet, try to sit with Bob Seeger (not
“Realtor Bob”!). That NB group knows how to party...lol.
Ok, guys! Go to work and call me if you need something. Have a plan,
work it consistently. Follow up and follow through.
Something works, Nothing Doesn’t.
P.S . I WANT TO INVITE EVERYONE TO THE SA OFFICE FOR LUNCH ON
MONDAY APRIL 30TH @ 11:30. HOPE TO SEE YOU THERE!
3. Upcoming Events
Spring
Celebration
Picnic
Everyone is Invited to the San Antonio Office
APRIL 30, 2012
11:30 AM
GREAT OPPORTUNITY TO MEET AGENTS FROM THE
OTHER OFFICES AND TO GET TO KNOW SOME OF
THE NEW FACES!
PLEASE JOIN US!
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4. For Your Information
We seldom see a net sheet for buyers and sellers
when listings and contracts are turned in. Yet it is a
very important factor in whether the transaction will
close. Paragraph 12B of the 1-4 contract says ," If
any expense exceeds an amount expressly stated in
this contract for such expense to be paid by a party,
that party may terminate this contract unless the
other party agrees to pay such excess".
Every buyer and every seller should be made aware
of at least an estimate of their costs and they should
sign the document indicating that they know it is only
an estimate and their final costs will be on the HUD-1
form that their agent will go over with them prior to
closing. The TAR estimate form should not be used
for this purpose because it has not been updated in
years. For example it states that half of the escrow
fee is $80 and does not provide for many of the fees Joe Jeffers
charged by the title company 210-491-0021
Joe.Jeffers@Century21.com
Property websites have never been more necessary and now they
are easy through our realtor.com mobile listings program. In three
simple steps you can create a mobile property website link, qr code,
flyer and postcard for any listing. Just go to:
www.marketing.realtor.com/mobilelistings and follow the steps.
This program allow us to offer a great service and enables us to
gain more listinsg by differentiating ourselves further from the
competition.
Call or email with any questions:
Rick Tankersley Rick.tankersley@century21.com
210-788-9690 210-788-9690
Rick.Tankersley@ymail.com
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6. Attracting Buyers
*2010 National Association of Realtors Profile of
Home Byers and Sellers
I will get your property noticed!
Shannon Ewing
210-316-7966
Shannon.Ewing@Century21.com
_____ and _____ I want to thank you for the appointment to meet with you today. It is truly an honor to have this opportunity to earn your business today and to get started working together!
Before we get too far along, I want to share with you the agenda I use in consultation meetings with sellers. I have found this agenda to be highly effective in really answering all the client ’s questions and concerns with regards to selling your home. What I would like to do, with your permission, is explain the agenda and get your approval…. Alright? First, I want to start with the most important part, which is to clearly understand your goals, objectives, and expectations. I want to know what you expect from me as the one who will represent you in the sale of your home. My goal is to provide outstanding service and to do that, I need to know what that means to you. Is that ok if we start with what ’s important to you? Once I understand what ’s important to you, I want to know from your view what’s important about your home. What do you feel are the best selling features and benefits? You are the ones that have experienced the home and I want your insight? Once I understand you and your home we can talk about the strategy to sell your home. We are going to first talk about CENTURY 21 and what makes us more effective than any other company in today ’s real estate market. We will then move on to my local CENTURY 21 broker _________ and our local market presence. Additionally we will review my services that my clients receive. ____ and ____ when we conclude our discussions on CENTURY 21 services, benefits and my services and benefits, you will know why you should hire us to represent you in the sale of your home. Does that sound fair? We will then move on to discussing the current state of the marketplace. I will reveal to you the true facts of the marketplace so you can make an informed decision. We will determine the value of your home based on today ’s market conditions. Then we’ll evaluate and compare pricing strategies. There are a number of different strategies to employ. The goal is to price using the correct strategy based on your goals and desires. We will then select an initial list price for the sale of your home. Once we have done those items on the agenda I will explain the next steps to take to insure a successful sale. We then can start working together to accomplish the goals and dreams that you desire. I have found this agenda order to be highly effective in covering all the issues for my clients…again…with your approval I would like to follow this agenda order. Do you have any questions for me? Great, then let ’s get started. Because my desire is to create lifelong client relationships that are enduring, I am going to spend more time here on the front end to ensure I truly under promise and over deliver in service. To do that, I must know your goals, dreams, objectives, and expectations. I will spend as little or as much time as you need so I totally understand your expectations. To do that, I will need to ask you a few questions.
Because of the internet ’s reach attracting buyers for your home, an effective marketing strategy starts with the internet. More than 90% of home buyers use the internet to search for a new home. In every age demographic except the 65+, the first step a buyer takes is to start looking for homes on the internet. The internet will play a vital role in the sale of your home. We at CENTURY 21® have a multi layer approach to internet marketing to generate leads, create showings, and the sales of your home. Your home will be positioned out in front, where buyers are looking. My first job is to get your home noticed. I do that by getting your strategic placement on Homefinder, Zillow, Yahoo Real Estate and other top real estate Web sites.