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  November 16th, 2004

Michael,

hope all is well.  I am very interested in knowing how business has been for you.  I have personally noticed that thigs have been really up and down here recently.  Most of the lenders I have talked to noticed quite a slow down up until a week or two ago.  I would like to eronally here from everyone about what they personally feel BOEING selling there Wichita plant will do to our real estate market!  Please e-mail me with your thoughts!
 
I do not have much to say this issue other than I hope you had a good HALLOWEEN.  I hope you have an enjoyable Thanksgiving.  Finally, if you are a hunter..........good hunting during pheasant season!
 
Happy Home Selling!


This is an update on how we are growing!!
#of Agents: 97,900
#of Offices: 5,239
# of Countries: 52
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Brian Johnson
"I am no longer in a state of anxiety wondering what kind of tools to use to maintain and create business. While receiving support, advise and training, on demand, from management & fellow RE/MAX Realty Professional agents, I still feel independent."
 
Real Estate Tips
Help Your Buyers Craft Unrejectable Offers
As a real estate professional you qualified the buyers, helped them secure financing, and found their dream home. Now it's time to pause before writing an offer. Here are some things you need to do.
 Click Here For Full Article

Interactive Exchange
Associates Share Ideas on Creating Marketing Budgets
RE/MAX Associates have a wide range of opinions concerning Marketing Budgets. Here are several responses to the question: How will you approach this task and determine how much you'll spend in next year?
 Click Here For Full Article

Dual Purposes
Jim Crawford Article: Should You Take This Listing
Realty Times Columnist Jim Crawford discusses when you should and should not take a listing.
 Click Here For Full Article

Industry Honor
SN Coaching Series Wins Awards
Two editions of the RE/MAX Satellite Network's "RE/MAX Coaching Hall of Fame" series have received Gold Awards in the Aurora Awards competition.
 Click Here For Full Article

Coaching You To The Max
11:00 a.m.  CST, Thursday, Nov. 11th (3 hours)
This bonus presentation features the three real estate trainers who star in the RE/MAX Coaching Hall of Fame series: Howard Brinton, Brian Buffini and Richard Robbins.

SuperCharge Your Career 2005 (Live)

11:00 A.M. CST, Thursday, Nov. 18 (3 hours)

Two electrifying speakers are on hand for this year's edition of the "SuperCharge" series. Joining RE/MAX International Chairman and Co-Founder Dave Liniger (ABR, CRB) on the stage is longtime RE/MAX favorite Connie Podesta.

Advanced Certified Luxury Home Marketing Specialist
11:00 AM CST, Tuesday, Nov. 23 (60 minutes)
This session is a supplement to the Luxury Home Expert program, which leads to the Certified Luxury Home Marketing Specialist designation.


RE/MAX Coaching Hall of Fame
11:00 AM CST, Tuesday, Nov. 30

The RE/MAX Coaching Hall of Fame has proven to be the most popular series of programs RSN has ever produced. An average of nearly 8,000 viewers are tuning in to each of the monthly 90-minute sessions.

 Click Here For Full List of Classs
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Why Choose A RE/MAX Realty Professional?

To evaluate the benefits of RE/MAX affiliation, compare RE/MAX with your current company.

 


Realty Professionals

Your Current
Company
Average transaction sides per agent
27
 
Agent commission program
up to 100%
 
#1 Real Estate Company in the WORLD in transactions SOLD
More ABR's, CRS's, CRP's, CCIM's than any other company
Opportunity to build an investment portfolio without paying a commission
Yes
Yes
Yes
 

Ability to survive slow markets
Set & Negotiate your own commision Structure for clients
Market the way YOU want to!

Yes
Yes
Yes
 
Internationally recognizable logo
Yes
 
National advertising
Yes
 
Corporate Web site (public)
Yes
 

Corporate Web site (members only)
Company Web Site's (example: www.wichita-kansas.com)
Company webleads shared with all agents
Free Agent Web Sites
(example:whyremax.wichita-realestate.com)
Company Extranet (members only)

Yes
Yes
Yes
Yes
Yes
 
Satellite television network(Training)
Yes
 

Continuing Education and advanced designation courses
Transaction Coordinator In-House
Graphics Department In-House

Yes
Yes
Yes
 
Agent productivity Software
Yes
 
Web referral roster
Yes
 
Agent-to-agent global referral network
Yes
 
Agent safety programs
Yes
 
Corporate communications
Yes
 
Commercial/investment services
Yes
 
International relocation services
Yes
 
Annual convention
Regional Convention
Yes
Yes
 
Approved vendor network
Yes
 
Network awards and recognition
Yes
 
Group health insurance options
Yes
 
*From the 2004 RE/MAX membership profile


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Real Estate Tips
Help Your Buyers Craft Unrejectable Offers

As a real estate professional you qualified the buyers, helped them secure financing, and gained their commitment during an information-packed buyer consultation session. You made the process fun for the buyers and you saved them time by previewing homes in advance. After you showed them several properties, they discovered their dream home.

Now it's time to write the offer. But before you reach for your lucky pen, there are some critical preparation steps to take before the actual offer is written - because this is an ideal opportunity to train the buyers how to write an offer sure to be accepted.

Let's look at five key ways superstars prepare their buyers to write a great offer.

1. Explain the process
The worst thing an agent can do to buyers is to write an offer without explaining the negotiation process. Yet many agents are guilty of this every time they write an offer. In their rush to make a deal they often forget that this isn't something most buyers do every day. This is a costly mistake that can sour new client relationships, and turn hot buyers into cold buyers overnight.

As real estate professionals we know there's a definite process to buying a home. Top producers have learned to explain the sales process in a way that simplifies the transaction for buyers.

Here are some keys you want to include in your explanation:

• The offer forms - review
• Seller counteroffers - how and why
• Buyer counteroffers - how and why
• Disclosure statements
• Financing - qualification of buyer and home
• Inspections - available and recommended
• Closing date and possession
• Escrow and the closing process
• Negotiation - what to expect

Most buyers know they should be asking questions; they just don't know what they don't know. Your job is to let them know what they don't know.

2. Request disclosures

Many agents wait until after they've written an offer to request disclosure statements. This can be a huge mistake, and one that could cost your buyers thousands of dollars in lost negotiation opportunities. For instance what if the buyers discover something on the disclosure statement that would have affected how they wrote their offer? Of course, you could attempt to renegotiate the sale after fact, but this can be incredibly difficult when the sellers have already emotionally cemented a price in their minds.

Instead, superstars always request and review all disclosures in advance. Also, why not present the signed disclosures with the written offer to show that your buyers have read and approved of the disclosures in advance? This may, in fact, provide your buyers with a stronger offer, especially in a multiple offer situation.

Requests you may consider: ? Disclosure statements

• Lead paint reports
• Survey
• Easement lists and maps
• Aerial maps
• Flood plain maps
• Siding disclosures
• Mold disclosures

3. Talk about buyers remorse

We've all seen buyer's remorse - that feeling of regret or unhappiness that follows a large purchase. This acute feeling of anxiety can lead to all kinds of trouble in a real estate transaction.

Try using this script with buyers:

Agent: I want to explain something to you. This may sound a little funny, but it happens to every buyer I work with.

When you go home tonight, or it may take a few days to set it in, you may begin to have some doubts about the house. We call it buyer's remorse - you may have felt this when you bought a car or a stereo. Well, the larger the purchase, the larger the effect. So just be prepared for it. If you need someone to talk to, just let me know.

4. Don't write offers until the talking is done

Many agents like to rush the offer-writing process. Instead of sitting with pen in hand - ready to fill in the blanks - why not set the offer aside and spend some time thinking about the offer with the buyers? Why not discuss different alternatives, approaches, and strategies? For instance, these issues: ? The sellers' motivations - Prepare a list of questions to ask the listing agent about the sellers and the home.

• Market stats - Complete a CMA for your buyers on the home. Why? Because the sellers' agent will have done so for the sellers. By educating the buyers you will give them the tools to write their best possible offer.

• Home condition/disclosures - Discuss the home's condition. Remember to point out that the sellers may or may not have already compensated for the home's condition in the price.

• Strategy - Encourage the buyers to consider an overall offer strategy. Part of creating a strategy may mean that they determine a price they would love to pay, and price they would be willing to pay. By establishing these two different prices early, you can build on overall offer strategy consistent with their goals.

• Possible future concessions - Ask "What if?" questions to flesh out possible scenarios - What if the sellers won't accept your price but will throw in the home theater system? Get the buyers thinking about the give-and-take process of a real estate negotiation.

5. Know when to say no

Do you have to write all offers? What if you your buyers want to write a $1 offer on $200,000 home? Do you have to write the offer? Superstars often ask themselves these questions when determining whether to write an offer:

• Will this offer affect my relationship with the other agent?
• Will this offer affect my ability to negotiate effectively on this home for another buyer?
• Is my reputation worth this offer?

If you come back with negative answers, you may want to refuse to write the offer. Here's how:

Listen, I understand you want to get the best deal possible. But let me ask you a question "If you were the sellers, would you accept the offer you're asking me to write?" Unfortunately, I just don't feel comfortable investing my time into a negotiation that I don't think can work."

By taking the time to prepare your buyers before the offer, you put them in a better position to secure their dream home.

Copyright © 2004 Realty Times. All rights reserved. 11/3/04

Question:
What will be your domestic policy priority going into 2005?

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Interactive Exchange
Associates Share Ideas on Creating Marketing Budgets

It's getting close to the time when many RE/MAX Associates start planning their marketing budget for the coming year. How will you approach this task and determine how much you'll spend in next year? Here is how several RE/MAX Associates answered that question.

"Track all your marketing ventures so you know."
"I base my budget on how well I do the year before - and on where I got most of my business from that year. The most important thing is to track all of your marketing ventures so that you know where your business is coming from and so you don't make the same mistakes year after year. When I determine which method is most effective, I allot more of my marketing budget to it. In my market, it fluctuates from year to year. Right now, because the market is so hot, the Sunday paper works better than it ever has."
Geeta Khana-Gorwara, RE/MAX Real Estate Enterprises, Wyckoff, N.J.

"I don't start off the year by asking myself, `What am I going to spend?'"
"When I first started selling real estate I realized there were two approaches to creating business. One was to go after it - with prospecting - and the other was to have the business come to you - with marketing. I chose the latter, creating an image of success around me and my listing inventory, and having consumers call me for my services rather than me calling them to ask for their business. In 1989 (when I started in the business) I had a very limited budget, so I started small and took a building block approach. I added newspaper advertising, geographical farming, sponsorship and community events to the roots of my business. Today I have increased the types of advertising and promotions that I do on an annual basis. I have increased my budget over the years, but my business has also grown proportionately. I don't start off the year by asking myself, 'What am I going to spend?' Instead, my thinking is if I spend the same as last year, I should make the same as last year - provided I put the time and effort in to make it work for me."
Steve Peroff, RE/MAX Keswick Realty, Keswick, Ontario

"I ask myself two questions."
"I determine what I am going to spend on marketing each November for the following year. I ask myself two questions: How successful was my marketing plan for the present year? And, what parts of my marketing plan got me the most business? I look at the business I received from TV ads, 1-800 number ads, client newsletters and mail outs, Internet Web pages, farming mail outs, local newspaper ads, directional arrow/signs, client gifts, FSBO and expired campaigns and everything else. I look at my source of business and cost to get each transaction and then I do up my budget keeping all factors in mind. I try to stay around 10 percent of my gross for marketing. Over the last four years, the Internet has been a major area of focus for my budget. Client follow-up, client parties and client newsletters have been second and direct mail is my third area of focus. We have started doing virtual tours with all listings and these create a lot of traffic to our Web site. We have virtually eliminated print advertising for the last six months of 2001."
Carver Fraser (RRS), RE/MAX Camosun, Victoria, British Columbia

"As for a budget, this will be relative to how much money you make."
To understand what it is that makes marketing work you have to study it. Pick up a few books that will give you the understanding needed to write ads, target markets and media, and, most importantly, count your results. I have personally read more than 25 books on the subject and one book that I read over and over is "Tested Advertising Methods" by John Chaples.

Once you understand that there is a formula for advertising and remove some of the guesswork, you can zero in on the things that work best in your area. For instance, I run ads in three print media, the Internet and use a 24-hour talking ad system.

As for a budget, this will be relative to how much money you make. I can only suggest that you increase the percentage of your budget leading up to and during the busy seasons in your market and scale back during the holiday and slower periods. This will enable you to achieve the biggest bang for your buck.
James Osmar (ABR), RE/MAX Centre City Realty, London, Ontario

Copyright ) 2001 RE/MAX International Inc. 9/26/01

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Dual Purposes
Jim Crawford : Should You Take This Listing?

By Jim Crawford, Realty Times Columnist

Taking a listing probably is one of the more detailed and involved processes that we do in our daily chores. It involves market analysis, research, CMA and then finally our listing presentation. However, we must not get so involved in the process of winning the listing that we forget to ask ourselves if it is smart business sense to take the listing - and on what terms?

It's often a fatal mistake for the real estate professional to lose sight of who is conducting the listing interview - the seller or the agent? I believe it is the listing agent, and because we are paid only by commission, our choices will either put money in our pockets, or sap us mentally of our time, money and spent talents. We must never lose sight of the fact that it is the real estate professional who is conducting the interview on a listing presentation, and that it is wise to take the listing only if it is on our terms. Not all listings are sellable.

Industry veterans fully understand why some agents will take a listing on any terms. They do so from a lack of experience and skill. It is a fatal and costly mistake to take all listings - no matter how good or bad. It's more important to have listings that are sellable, and that can successfully close. A satisfied customer is our best source of advertising. So why not leave the bad listings for the competition? Let their phones ring off the hook by irate and unrealistic home sellers who are frustrated when their overpriced, personalized or messy home doesn't sell. Poor listings in general are a waste of time and money.

If we take a listing based solely on the seller's needs and objectives, we do so because of a lack of self-confidence. It would appear that we aren't capable of handling objections as they arise. If you want to get a listing and close a seller on objections of price, commission or appearance, you'll first need to make a presentation with a logical and coherent dialogue. Sellers must see the market as a true real estate professional sees it. All parties must all be reading on the same page. Pricing, appearance, market conditions, and terms must be brought to the table and addressed. It is important to tell potential clients the truth.

When taking a listing, it isn't easy to tell selles that their $200,000 home is overpriced by $40K, or that to get $200,000, their home needs paint, carpet, and repairs if they hope to sell in this millennium. So why do so many agents take listings that are overpriced, and in poor condition? We must ask ourselves: If a listing doesn't sell and expires, is that a good reflection on us or our brokerage? Does it make sense to list a home you cannot give away, and then call other agents for feedback? I think most will agree it does not. It is counterproductive and not only makes us look bad to the sellers and the local community, but will be deemed unprofessional by other agents.

Here are a few questions we should ask ourselves when taking a listing:

1. Is the listing a home you would not object to buying yourself?
2. Does the home show well? If not what can be done to improve the salability?
3. Are the sellers' expectations reasonable? Their time frame?
4. Are the sellers motivated? Is there a sense of urgency or need to sell?
5. What are the positives of the home? The negatives?
6. Are there any structural items that need to be addressed?
7. Will identified negatives be addressed by the seller prior to listing the home?
8. Will the pricing the seller will agree to be in-line with the neighborhood comps?
9. Will the seller list with you, at your commission rate and terms?

If the answers to the above questions are mostly "No," then why bother taking the listing?

To do so will ensure an unhappy relationship with unreasonable demands until the term of the listing expires. An unreasonable seller's comments about your inability to sell the home can ruin your local reputation in your marketplace. The expired listing can negate any local marketing or farming efforts that you were building over a period of years. This is adding insult to injury considering all the services and marketing dollars that you spent.

It is truly time to ask yourself how the seller did on your listing presentation.

Jim Crawford (ABR) is a Sales Associate with RE/MAX Greater Atlanta.

Copyright ) 2003 Realty Times. All rights reserved. 9/11/03

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Industry Honor
SN Coaching Series Wins Awards

Two editions of the RE/MAX Satellite Network's "RE/MAX Coaching Hall of Fame" series have received Gold Awards in the Aurora Awards competition.

Programs featuring Brian Buffini and Richard Robbins were recognized, bringing the 2004 total to four international honors for the two programs. Earlier this year, the productions received two International Film and Video Festival awards.

"It's an honor not only for RE/MAX International and RSN but for Rich and Brian, two of the most talented coaches in the real estate industry, as well," says Mike Ryan, RE/MAX International Vice President of RSN.

The Coaching Hall of Fame is a monthly series of live broadcasts featuring Howard Brinton in addition to Buffini and Robbins. The series debuted last December and will begin a second 12-month run in January. Connie Podesta has been added to the lineup of coaches. Tens of thousands of Associates have viewed the programs, downloaded related documents from RE/MAX Mainstreet and received responses to their call-in or e-mailed questions during the interactive broadcasts.

Next up in the coaching series is Buffini on Tuesday, Oct. 5.

Since its inception in 1994, RSN has been recognized with more than 30 International Film and Video Awards - including six Gold Aurora Awards. Other companies winning the Gold Award in 2004 included Comcast, Discovery and Warner Brothers Pictures.

Copyright © 2004 RE/MAX International Inc. 9/16/04

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Coaching You To The Max 11:00 a.m.  CST, Thursday, Nov. 11th (3 hours) This bonus presentation features the three real estate trainers who star in the RE/MAX Coaching Hall of Fame series: Howard Brinton, Brian Buffini and Richard Robbins.

Thousands of Associates enjoyed this presentation during the 2004 RE/MAX International Convention in San Diego. Now RSN viewers have the same opportunity. (Buffini's presentation also comprised the March edition of the Coaching Hall of Fame.)

Drawing on ideas he's gleaned from interviewing hundreds of top producers, Brinton presents a comprehensive plan for success in business – and in life.

In his presentation, "How to Build Your Fortune," Buffini argues that it's not how much money you make that counts: It's how much you keep. He helps you develop a common-sense plan to build wealth.

Robbins says the real estate industry is undergoing radical and lasting change, with a smaller and smaller percentage of agents controlling a larger share of the market. The way to remain among the winners, he says, is to have an outline for developing business on a regular basis. The key to this: treating your customers and past customers right, and turning them into never-ending sources of referrals. 

SuperCharge Your Career 2005 (Live) ­ NEW 11:00 A.M. CST, Thursday, Nov. 18 (3 hours) Two electrifying speakers are on hand for this year's edition of the "SuperCharge" series.

Joining RE/MAX International Chairman and Co-Founder Dave Liniger (ABR, CRB) on the stage is longtime RE/MAX favorite Connie Podesta.

Podesta – author, actress, humorist, playwright and media personality – uses her multiple talents to demonstrate the tie between the quality of your personal life and your success in business. Her presentation, which seamlessly melds motivation, entertainment and thought-provoking content, is sure to inspire you. Her topic: "Life Would Be Easy If It Weren't For Other People."

Liniger, along with RE/MAX International Vice Chairman and Co-Founder Gail Liniger (ABR, CRB, CRP, QSC), sent shock waves through the real estate industry with the organization's founding in 1973. Three decades and nearly 400 consecutive months of growth later, RE/MAX continues to change the way real estate is conducted around the globe. Liniger still approaches RE/MAX in the same innovative spirit of its beginnings. His topic will be "Building Your Dream Team".

RE/MAX International President Margaret Kelly (CRB) hosts the session. She was named the network's president in 2002 and oversees all operations of RE/MAX International. She is a frequent speaker and moderator at RE/MAX conventions and on RSN. A breast cancer survivor, she heads the RE/MAX nationwide co-sponsorship of the Komen Race for the Cure Survivor Recognition program.  

Advanced Certified Luxury Home Marketing Specialist 11:00 AM CST, Tuesday, Nov. 23 (60 minutes) This session is a supplement to the Luxury Home Expert program, which leads to the Certified Luxury Home Marketing Specialist designation.

Instructor Laurie Moore-Moore, founder of the Institute for Luxury Home Marketing, discusses recent research on the luxury home market, and provides updated statistics about buyers and sellers in this niche.

She outlines the relationship between the Institute and the RE/MAX Renowned Properties program. She talks about two keys to success in the luxury home market: confidence and competence.

Moore-Moore also covers new positioning and branding tools available through the Institute to supplement Renowned Properties tools, and tips for differentiating yourself in the market. 

RE/MAX Coaching Hall of Fame ­ NEW 11:00 AM CST, Tuesday, Nov. 30
The RE/MAX Coaching Hall of Fame has proven to be the most popular series of programs RSN has ever produced. An average of nearly 8,000 viewers are tuning in to each of the monthly 90-minute sessions.

The series, which debuted in December 2003, has been extended for a second year, beginning in January. It features four of the top trainers in the real estate industry – with Connie Podesta joining Howard Brinton, Brian Buffini and Richard Robbins.

Robbins, based in Ontario, began a residential sales career in 1985 and developed a thriving business while working less than 45 hours a week. He's an expert on living a balanced life.

Prior to each session, the coach who's up next uploads documents that Associates can download via RE/MAX Mainstreet®. Associates can also access streaming videos of all Coaching Hall of Fame presentations through Mainstreet.

Richard Robbins
PH: (800) 298-9587
Web: www.robbcorp.com

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