Realty Network Team Windermere, - Windermere Real Estate/RNT

Building Your Real Estate Business in a
Declining, Changing Market

Like any other business, real estate is very cyclical, and in most cases the peaks and valleys occur every 4 to 6 years in different markets at different times. In the changing or declining market, well trained agents are high skilled when they can capitalize in a market. Other agents either panic or become negative in a changing market with the result being low productivity and an exit from the business.

Are you in a position to capitalize on this market because your updated skills and knowledge bring higher value to buyers and sellers, which puts you in higher demand in the market place?

The consumer's attitude, expectations have changed considerably, it's also become a consumer-driven business. Today's clients are better informed and demand more than a real estate professional.

In other words, if you intend to stay in this business in the next 2-3 years you must find a new way of doing business.

Success Agenda:

The Dynamics of a Declining, Changing Market
Seller Motivation
Prospecting Methods
Seller Market Education
How to Generate More Leads, Appointments Quickly
Developing more business from Past Clients and Centers of Influence
How to do Lead Follow-Up and Convert Leads to Listings and Sales
How to Rapidly Build Your Business While Reducing Costs
How to Add 10-12 Transactions to Your Production
Mindset
Listing Presentation Pricing vs. Marketing
Appreciation Path: Net vs. Peak
Listing vs. Sold
Short Sale/ Foreclosure
Influences: Internal & Internal
Price Reduction
Handling Objections
Negotiation
Getting the Listing Sold
Target Motivated Buyer

Real Estate Investing Success Agenda

Real Estate Investment Deal Evaluation

Here is what you will learn:

You will learn all aspects of evaluating a deal from start to finish.
You will learn how to put together a deal evaluation that is worthy of any lender's standards.
You will learn how to turn a deal evaluation into a system you can teach others.
You will learn how to only do bulletproof deals using your deal evaluations and dive into this essential element of great investing!

Seller Financing

10 reasons that serious investors must be at this class:

Learn how to get rid of banks.
Learn how to offer mortgages to people who can't get them.
Use seller financing as a capital raising tool.
Learn simple assumptions.
Learn how to buy and sell LLCs instead of properties.
Build up residual income and positive cash flow.
Property-less passive income.
Recyclable mortgages.
Learn how to de-collateralize buildings with seller financing on them.
Learn how to finance anything.
You will turn any kind of sale into a seller financing deal.
Converting lease options into seller financing.
Making down payments commercial/conventional with no money down.
Understanding tax implications.
Incorporating 1031s and seller financing in the same deal.
Paying a mortgage off quickly by wrapping.
Reviewing assumption addendums and novation agreements.
Buying down interest rates.
Creating seller financing partnerships.
Trust deed and notes escrow companies, value of title Insurance issues, FHA/government loans.
Contract language and disclosure, calls/balloons pre-payment penalties and bonuses.
Interest only vs. principle payments.

Cash Flow

At the "Cash Flow" class, you will learn:

Two different ways to make cash with your income producing property.
Learn how to turn equity into cash flow.
Learn how to cash flow for the rest of your life.
Learn how to cash flow in a bad market.
Learn how to cash flow WITH and WITHOUT property ownership.
Learn how to cash flow forever without using up your investment.
Get others to create cash flow for you.

Creating & Enhancing Equity

Covering countless techniques to raise, force, and enhance your equity positions. Creating & Enhancing Equity will improve your cash flows over and over again. This class will defy your preconceived limitations, enabling you to profit instantly!

You will become an expert in:

Recognizing future potential
Creating equity through both paper and physical changes
Curb appeal
Fencing
Additions
Basements
Attic Finishing
Subdivisions
Site plans
Up-zoning
PUDs & PRDs
Variances
Overlays
Lot line changes
Grouping properties
Adding bedrooms and baths
Changing color schemes
Rearranging floor plans
Unit conversions
Condo Conversions
Future use to profit now
Re-development areas
Using terms to create value
Transfer development rights
Offering terms
Turning high-density, single-family units into multi-family units
Turning low-density into single-family

Advanced Business Workshop Agenda
"How to Run it like a Business"
Michael Lai/ Windermere Real Estate/RNT

DAY	TIME	CLASS
1	8-10 AM	Introduction: Kiss (keep it simple) Setting a Foundation Work Schedule Business Plan Setting a Realistic Production, Income Goal Managing and Leading your Business Service, Inventories, Products Financial Management System of Marketing, Technologies Company Market Share, Reputation, Tools, Management Administrative Support The importance of having a Productive, Supportive environment, Training, Business Mentor, and Accountability Minimum Standard Determine Your Level of Motivation, Commitment of your personal production Income, profitability, your lifestyle and the dreams that you have Having fun in the process Topic: Introduction to Prospecting: Questioning & Motivation Major Points Discover the three most critical questions to ask prospects. Learn questioning skills...sell by Asking, not telling. Determine who is Ready, Willing, and able...NOW, and eliminate Non-prospects. Probe for Motivation by asking WHY-oriented questions. Title Topic raising the red flag and reading the title report. Marketing help from Title Company. Important of homeowner warranty Assignment.
2	8-10 AM	Topic: Telephone & Referral Prospecting Major Points Convert sign ad calls to prospects. Conduct effective prospecting calls that produce appointments. Develop a referral system that can create 50% of your business. Eliminate the two major mistakes that you make during referrals.
3	8-10 AM	Topic: Open houses Major Points Increase traffic at your open houses. Learn to establish rapport and trust with prospects. Discover questioning skills that separate the buyers from the lookers. Probe for discontent and get appointments.
4	8-10 AM	Topic: For Sale by Owners Major Points Avoid the three critical mistakes in FSBO prospecting Make contact, establish rapport, ask key questions and get into their home Deliver a FSBO listing presentation that differentiates your marketing from theirs
5	8-10 AM	Topic: Expired Listings Major Points Make contact and get an appointment with an Expired listing. Present the three reasons why listings expire. Discover the key questions to ask owners of expired listings. Learn how to convert expired to listings.
6	8-10 AM	Topic: Seller Counseling Major Points Learn the single best way to differentiate yourself from other agents. Learn the pre-listing steps that establish credibility and positive first impressions. Determine a sellers' real motivation.
7	8-10 AM	Topic: Listing Presentation and Closing the Seller Major Points Sequence your listing presentation. Create acceptance of you and your company. Structure effective Need-Feature-Benefit statements throughout your marketing plan. Close on the seller to secure the listings. Present the servicing and marketing procedures.
8	8-10 AM	Topic: Managing Resistance and Commission Objections Major Points Recognize the three categories of resistance. Master the six steps of responding to any resistance. Learn specific responses to buyer and seller objections. Maintain your value when competing against a lower priced provider. How to handle the BIG one...the commission objection.
9	8-10 AM	Topic: Pricing Presentation Major Points Use a CMA to establish and communicate value. Create a winning pricing presentation. Separate listing decisions from pricing. Learn how to overcome the most common pricing objections
10	8-10 AM	Topic: Buyer Counseling Major Points Learn the skills of determining buyer's real needs and motivations. Present the issues of agency, representation and finances. Turn prospects into good buyers by preparing them to BUY. Mortgage Current Loan Programs Available
11	8-10 AM	Topic: Showing Homes and Closing the Buyer Major Points Sequence your showing to create a positive response. Discover guidelines to improve showings, reduce resistance and recognize buying signs. Learn the best ways to close, get full price offers, and prepare for negotiation. Special Program Getting your first time Buyer to Buy (1 hour) Home inspection (1 hour)
12	8-10 AM	Topic: Presenting and Negotiating Purchase Agreements Major Points Structure Win-Win Negotiations. Learn techniques for successful offer presentations. Handle the low offer, counter offers and multiple offers. Other: Escrow Assignment
13	8-10 AM	Topic: Preparing your listing to sell Major Points Five Factors: Location, Financing, Marketing, Price and Condition. Condition is the one factor over which you & your clients have total control. Seller's Role Change from being a homeowner to a home seller. Convert your home from LIVING condition to SHOWING condition. How to make a lasting impression. The Six Stages of Preparing Your Home. The little things that can make a big impact.

1505 Westlake Ave N, Suite 310
Seattle, WA 98109
206-526-7612
educ-sea@windermere.com

ProStart I: 30 clock hours

Class at Windermere Education- Seattle

Agency, Evaluation residential property

Listing Forms

P& S Agreements

Finance

Negotiate &Sale Technique.

ProStart II: 30 Clock Hours

Open house Techniques

Sphere Marketing

Working with buyers

Photo Gallery/Customer Express

CMA/Prospector

Business Planning

Listing & Marketing property

Presenting & Receiving Offers

Bringing Focus to your career

Advanced Business Workshop

Look-Up by MLS Number

Look-Up by Street Address

Client Account Access