Notes

92 transactions in last 12 months.
differentiator: 3D tours
moving trucks, landscaping, staging all are doing it.
Use Carl's Full expertise on listings: partner split commission 50/50; all cost taken off upfront.
you deserve 1.5% agent. down market out of business-2009-2015 (help u sell gone)
sell in a week for more money- plug & play system
priced correctly; 3D tour; great pictures.
Marketing expert not neighborhood expert
you win some you loose some;
ratio 75% didn't get 3 will get 4th
get 3 quarters out of way and move on
don't burn your bridges
teams dna from ground up
team is competition to brokerage in other offices
permission to brag-I write for RE news organization-featured writer; couple of newspapers in Bay area
Adds instant credibility.
15 years to get here. All young agents in KW-top producers-Ben Kinney
Construction company full time then started in 2001. Started team from day 1. Paralegal wife managed it all.
Find contractor to add to team.
AHA's : Value proposition is critical - sets you apart; our BIG WHY-that gets you out of bed every morning-what motivates you through tough stuff-best friend list with someone else-buy refrigerator for someone, transaction from hell may happen; what drives team-big why-best level provided raving fans-ministries -touches stuff deep inside; expansion team; core of business on all 8 cylinders
Listing consulatation:
Scripts
10 closes for getting appt and to get listings signed as well. Need to know market
Trend graphics: where market is going past 18 months; clarrus market matrix (get it-zip sq ft get trends).
get 1 subscription;
cloud CMA; trend for price per sq ft what sold, whats pending active; %age ratio
property profile
understand your market; use communication techniques in a style that works for them; here to be a mentor; guide; facilitator; won't hardsell until listing signed then ALL of
energy focus time resources are given; they get 10 people for the price of 1; OH's conducted by highly motivated buyer's agents; fully trained. crew of v talented; v specialized agents - you'll have friends
outclass other agents in market; set the bar.
3.5% to me (1000's of dollars spent on marketing) 2.5% to Buyer's agent (expenses cup of coffee and tank of gas)-I wish I was that lucky
Adopt a Yes mindset; no problem-thanks for letting me know.
testing the market-NO you are a business professional spending marketing dollars;
seek seller motivation to sell.
1 shot to do it right-price right; prep right
open up to wide market and get top dollars from agents competing with others
I'll refer you timothy crofton; don't shortcut what you do-taken years to hone this; most valuable thing is a quality review that's a gift that keeps on giving-greater than a commission check.
Set expectations-assumptive close- you need to sign
here's what to expect next
next call from sheryl-highest effect, lowest cost
next pro photgrapher
every offer staright to you-you have my integrity-we are 100% transparent; will also prepare a spreadsheet-has an appraisal calculator built to it-enter price;loan;appraisal-use safe value, has to exceed money they need to close the deal; if buyer is short-check with agent-get statements;
all disclosures; lead based paint; KW items; don't email TDS; SPQ; EQ; Condo;
Price set 3 days before market; evaluation process-all data shared, see my rational on price recommendation; seller has final say; buyer then sets the price; any price you are willing to accet; small amount of high quality offers-multiple counter 2-3 of those; highest & best is a sham-may loose a good buyer-dishonest; make it legal for buyer to sign; listing for a year-you can cancel anytime; reimburse my cost; my broker wants it as long as possible-u and i know we'll get done in a month
Rubber meets the road
minimal investment in kitchen $7500- made 40,000 in sales
maximum value
fiduciary-obligation to them to get highest price, best terms;
representing to world.
blatantly violating according to code of ethics if not representing their best interest
dual agency - under same broker
angel of mercy
market home to potential buyers
make it look absolute best-will appeal to larger market
moving to buy someplace else right-where are you looking-zillow-we just pass them by-
by and large as fiduciary, coax them to prep home
50 people to your house or 100? 2 weekends 5 open houses including broker's open. specific time frame; prep, stage, to get highest # of offers
down market - do the same thing
pricing v critical
when market is going up-set price above last comp
when market is going down-set price below last comp
what keeps from building a team; grow and let go or kill yourself-get over control issues-else ceiling-v uncomfortable
oh agents fiduciary responsibility to seller
gifted to handle all manucha 9-5 (title, inspections)
when I sell my investment around the country, I'll pick #1 team in that area-all the resources, all the experience: I buy and sell property every year. My myth-only I can sell-limited belief; clients are not loyal to you. they are loyal to the standards you represent; communicate yours are the best standards;
list service standards in writing.
Communication - the one they like the best.
maintain high level of quality control in transaction.
email log a must
train clients to do an effective way-no willy nilly
competency - know where to find the answers; customers have no loyalty - differentiates top notch realtors
same level of care to all customers - like apple store etc
Experience
marketing, recruiting, teaching; talent scouting; effectively lead;
preach standards; reward who rises above standard-becomes new bar; team - to have same level of standards or higher.

Marketing:

First American Title - massive perk
wheels came off the bus in grand fashion
persona not the title company
voilated standards of excellence
cant afford to be saddled with them
no time for mistakes
mitigate 2 termite inspectors
its about level of standard not friendship
grandest scheme of the universe
beneficial relationship
streamline book keeping solutions in arizona
i get sidetracked
mrea book-budget model- expenses each category brokon down
download books and checking account in to their system; actual alongwith web advertising platform $5300
prioritize make decisions.
same level of attention; same quality; marketing expense different
follow guidelines
track expenses on a monthly basis
quick books pro to streamline
newsie
own business worth selling
measured demonstrable scaleable- makes it saleable
where money is coming from where its going
track numbers all the way through
100K a month on market driven materials - 195 deals a year

staging- not a matter of if but how much
Cost of Staging:
.2% of price - $1400 on 700K house

Living spaces
all family pictures gone

Pricing
little bit below market value;
slim window of opportunity - 2 weeks in our market
spegity theory of RE; offers written over 1000 over a year.
back on market-24 hour response on it; meet or beat strong write strong competitive offer.

communication key

mls commitee for bayeast/ mls violation if changing offer deadline less than 24 hours

dumb to not have offer date
all disclosures done upfront-3 inspections-free roof for condo too.
FAQ:
why they are moving
any death
offer date
comprehensive instructions for writing all offers
received and read receipt of reports

calling it like it is
Link for MLS agents
contract that wins will be asked to sign the disclosures. sign only the receipt for disclosures, verification of funds. fire across. into spreadsheet - keys things. holds 16 offers at a glance


dropbox for all team data-1 profile full access all time in real time
docusign - cost of doing business - beat everyone to all patents
box.com plant batches of info - short duration - deleted afterwards
bit.ly account long url custom name
join.me free webinar platform, extra for branded.
figure out your recommendation ahead of time.

counter top 3 unless there is a v clear winner. best terms of best offers-generate 1 bar- counter everyone to 1 bar.
deposit in escrow 24 hours no exceptions, esp if no contingency; else deposit is a contingency
pending within 24 hours of acceptance

let them know asap if they get it or not
concrete details
seller chose to counter only top 3

sweeten the pot-elevate your offer;
multiple counter offer form

Offer due date always on Monday
multiple offer presentation
100% paperless
honor timeframes

contract to close
we successfully closed 92 transactions
25% atrition rate-
hallmark of an experienced agent
we hire TC for every transaction - independent TC - Seller or Buyer to pay - run the inside of transaction to keep us in compliance and avoid court
went bis-irk
pre-escrow before listing goes live-scrub transaction for title issues
clear cloud
esp applicable if it is a trust or probate
know legal name for docs
hate surprises
disclose everything-ask questions.

Buyer to resist the urge to hide sign in backyard
leave lockbox and combo box
3by3 M nails to avoid holes on wall

nice double ender-trinity brentwood

gift depends on deal and angst
butter spread knife
rosewood

ashley simpson , Tracy
TC
colleen vangunda, roseville KW office
knows all systems
licensed realtors as well, has liability insurance

Always asking for referrals before they close
review on zillow & yelp
todays business climate, you can provide a huge help by posting a review on Zillow and then same on yelp.
keep asking until they say no
Hate yelp-not your friend-designed for people that sell burgers

AVID upfront; buy side let inspector in do avid
disclosure back as 1 pkg

Postclose Systems:
constantly touch touch touch - building little family - plan client appreciation
clients for life - most pretty good for it
service for life
we are concierge - one stop close for anything - info on
reviews and referrals all the way through the process

criticism at end very rare and caught unaware

Anniversaries very important

print cute cards
cards by carl
you've to be v special to get one of these

microfibre dish clothes from williams sonoma
way of catching their attention in 5 years (time to sell)
are you curious what your home is worth todat, ask for our CMA

contest 50-75 price contest; grasshopper.com

leads listings and leverage
get some help
the more you touch the more they respond back

i'll let you in on the deep dark mind of carl

scott ostroad, roseville
same class
re-take this class

expansion training

jay papasan - the one thing
one priority each day
that will grow and increment your business

get caught up with tyranny of the urgent
learn to prioritize

re-brand; re-structure; re-invent

get a maps coach
class coaching - language of sales
mind boggling amount of training at KW

you become the sum of top 3 people you hang around with
keep learning; head swimming;

have to do things on paper
pick one prioritize daily

goals - have to have them

altruistic

3 listings active every time
v clear vision in focus