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Archive for January, 2014

The Super Bowl: 4 Quarters of Real Estate Coaching

The SuperBowl: 4 Quarters of Real Estate Coaching

The SuperBowl: 4 Quarters of Real Estate Coaching – by Dana Sparks
Super Bowl XLVIII will be played next Sunday, 2/2/14 between the Seattle Seahawks and the Denver Broncos.  You, the real estate agent, have the opportunity to create the Super Bowl experience for yourself everyday! These magical elements of the Super Bowl are within your grasp and can greatly enhance your productivity business!

Challenge – Everyday as an agent, you get to challenge yourself and grow!   There are many challenges within our profession: finding people who want to sell or buy their property, converting  these leads into clients by demonstrating your value in terms of the skills and market knowledge you possess.    Then you have the challenge of reading and interpreting the real estate market so as to properly price a listing to sell and educate a buyer as to why THIS is the absolute best time to buy as this opportunity will not stay around for long! The myriad list of challenges exists within your chosen career.   When you really challenge yourself as these football players do, unbelievable results are available to you (like the Super Bowl’s first ever 100 yard interception return for a touchdown that just occurred by a Pittsburgh Steeler!)   With each one of these challenges you face and overcome, your confidence grows and your skills get honed giving you the opportunity to face more challenges head on, help more people and earn more money!

Excitement– The Super Bowl is arguably one of the most exciting football games played annually – the attention to the players and all the entertainers that long to be involved, the ticket prices to attend!   There are  many levels of excitement that you and your clients experience in the realm of real estate sales.   It is exciting to go on that listing appointment and walk out with a signed agreement!   It is exciting when you get many showings right away; it is exciting when you receive that first offer on that listing; it is even MORE exciting when you counter back that lowball offer with the list price and the buyer accepts!   It is also thrilling when you work with a buyer who is so appreciative of your professional skill in finding their exact dream home at a price and for terms and in a location that supersedes their wildest dreams!   It is exciting knowing that YOU have just influenced their childrens’ lives;  due to  your skill in securing them that home, their children will attend a specific school, make certain friends, and perhaps meet the “childhood sweetheart” they  will eventually marry!   Now if THAT does not give you chill-bumps…

Competition, Winning & Losing – The competition is the thing!   The growth occurs in the journey.   We all learn lessons (on every level) from winning as well as from losing.   (I will admit that winning is more fun!)   Being in action is when the productivity success occurs.   When you ask aficionados to recall their favorite Super Bowl, they will regale you with tales of specific PLAYS throughout the game, regardless if their favorite team won or lost!   You compete with other agents for clients and market-share, with the media to keep your clients ahead of the perceptions the media creates and get them the best deals possible; and you compete with yourself everyday you decide to go find people who need your real estate services.   If you do not find them, someone else will and sellers and buyers out there need and deserve YOUR skills and services.   Going through the competition is how you get to make your contribution, how you get advance, how you get to earn commissions, how you get to demonstrate your value!

Media Attention – The real estate business is replete with the media attention you create:   internet media, print media, social networking media, telephone media!   How are you at conversational selling?   The media tells stories to make a point.   Do you use scripts that “tell” or do you use stories that “sell?”   When talking to a  seller or buyer do you lead with questions, with persuasive questions?    You constantly present yourself within all sources of media and types of communication.   Your jobis to  attract leads and clients and you earn a living through the words you use to turn those leads and clients into commission checks.   When was the last time you  invested in learning and honing your communication skills?

Endorsement Contracts – In sports, professional athletes earn potentially millions of dollars from their endorsement contracts.   This residual income does not rely on their sweat and effort on the field, this money comes to them!   Your real estate career lends itself doubly to endorsement contract with every transaction you close!   (Please read the post: How to Immediately Double Your Business.)   Your past client (and the other party of the deal – buyer or seller) IS the endorsement deal you seek! Put the appropriate business system in place to consistently,  effectively and valuably  stay in touch  with education  about the opportunity in the real estate market  and  you too will earn a substantial amount of money from your own endorsement contracts!

The Super Bowl, the ultimate contest between the best of the best,  occurs only once a year for two  professional football teams.   You have the unbelievable opportunity to participate in your own Super Bowl every day you choose to work!  Your real estate sales business embodies the same elements, strategies, emotions,  performance excellence as the Super Bowl just in a different arena (pun intended!) Enjoy your real estate profession, relish the challenge and competition, savor the excitement, delight in the media attention, cash those checks from your endorsement contracts… really go after your game and who knows… you may end up going to Disney World!

Go Broncos!!!!

How to Immediately Double Your Business

How to Immediately Double Your Business

How to Immediately Double Your Business – by Dana Sparks
Want an easy way to immediately double your business AND be of service at the same time?   This is the perfect time of year to contact your  Buyers and Sellers from last year with two key pieces of information they will need for 2013: 1) reminder for Buyers to file for their homestead exemption from property  taxes; 2) copy of HUD-1 Settlement Statement for Buyers and Sellers for their income tax preparation.   Many times when people move, they put their  important documents  in a “very safe place” and we all know what happens then, right!?   So a copy of the closing documents will be received as a welcomed service from you.

So how, you ask, does this double my business?   I am so glad you asked!   Consider there are two sides to every real estate transaction: the Seller side and the Buyer side.  Typically, you represent only one side of this transaction yet both parties need the settlement statement from their closing.   Therefore, send these documents to BOTH parties of every transaction in which you were engaged and you can “adopt” the other party and hence double your business – two for one!   Stay in touch with and provide information to both parties of the transaction throughout the year and watch your real estate business grow by leaps and bounds!

Don’t know what to say in  the included  letter?   Here are some ideas:

  • Thank them for their business
  • Inform them you are including the HUD-1 Settlement Statement for their tax preparation
  • Remind Buyers to notify their county and apply for their homestead exemption from their property taxes
  • Remind Buyers they may also be eligible for school tax exemptions
  • Provide the phone number and email address of their resident county
  • Provide the deadline date for the county for these tax exemptions
  • Ask them for referral business
  • Inform them you will be contacting them regularly to inform them of the opportunities available in real estate
  • Ask them to assist you with the goal you have set for this year “to help ___ number of families with their real estate needs”

Seem like a lot of work?   It does not have to be!   Automate your job by implementing effective business systems for the most effective use of your time.

This year, with EVERY closing you have, make three additional copies of the closing paperwork (one copy is for you to keep in your records, one for the Buyer and one for the Seller.)   Print a letter  (for Buyers,  for Sellers,  and for people who bought and sold using your services) dated “January 2014.”   When closing out your file, put this letter, a copy of the Settlement Statement, and your business card in an envelope addressed with their new address.    File these envelopes in a folder  labeled “HUD & Homestead Letters for January 2014.”   Next January, stamp these envelopes and watch your business grow again!

Technology Solutions at Maximum One Realty

Technology Solutions at Maximum One

New Technology at Maximum One 
We are excited to unveil new technology to make your experience at Maximum One easier and more efficient. The NEW and Improved Extranet will be launched on Monday 1/14/14.  If you did not make the training last Friday, there is another live interactive Training Webinar on Thursday at 2pm.  Please click on the link to training here or on the online training calendar ( )for the Go-to-Meeting login information.  You can also view Friday’s RECORDED SESSION by Clicking Here  Once we go live you will receive a “welcome” email with your id & initial password.  You then go into the system & create your own password.  Here is how you can access new Extranet:
  …you can click on “Extranet” Button on
Extranet – The New Extranet is only a small part of the entire technology solution called “WolfConnect.”  Not only can you search for extranet information through the “Search” option but there are email distributions lists by branch as well! This program also offers a contact management system, drip campaigns, capabilities to email agents throughout FMLS, new listings taken by our agents and so much more!  ExtraNet Tip Sheets for you:
                Extranet Manual
                How to Import and Export Contacts
                Drip Marketing – This is your “one stop shop” for all of your Maximum One needs!  When you click on this website, you will see a “Windows 8” type screen with links to all that you need access to at Maximum One. This site includes links to Swift, AOD, Training videos, Training Calendar, online Agent Bill pay and more! You will also see some other new links such as our eBay store for your supplies, a LIVE CHAT feature and more!  Now you only have to remember:  Check it out!!!
Imprev – This Marketing service includes flyers, ecard campaigns, internet syndication, Craigslist ads, marketing campaigns, brochures, Social Media marketing and more!  We have a limited number of spots available for agents on a first come first serve basis.  Check out their services at: then contact Dave Kubat to secure your spot and get current pricing!
Paperless Pipeline – will be getting Docusign so that you may email docuements directly out of this technology.
Electronic BlueSheet – Stay tuned!  In a few months, you will be able to electronically enter the information required on the BlueSheet directly into your transaction through WolfConnect!  This Electronic Data System (EDS) is the next platform that they will be unveiling in a few months!  No more BlueSheet!
New Online Training Calendar – We will also be launching a new online training calendar (same URL) that will have capabilities to search for a class, print the entire monthly calendar and send a specific class to your smartphone or Outlook calendar!

Get Organized & Get Going!

Grow Your Business at Maximum One Realtors  Get Organized & Get Going – by Dana Sparks
“If you can’t measure it… you can’t manage it!” This adage is especially pertinent to being successful as a Real Estate Salesperson!  When you chart your productivity, two key pieces of information result: you will be able to predict and duplicate your business and you will be able to target those skills which need improvement.
Want to control how much money you’ll make each year?  Start tracking your productivity numbers and you will be able to determine how many hours each week you need to prospect (generate new business) and how much income each hour of client generation is worth.  Go get a calendar, or use a calendar program on your smartphone or tablet and go through the entire year and plan your days off, vacations and holidays so that you will know how many working days you have in 2014.  Then use the forms provided in this article (or use ones you create) to start measuring your effectiveness in your chosen career of real estate and having total control over your business and income!
Until you “know your numbers” you will be spinning your wheels and potentially spending your time on aspects of your business which do not need attention.  How do you know which of your skills need attention and which do not: do you need to generate more leads or do you need to convert more leads to clients?  Do you need more listings or do you need to price your listings better?  Do you convert leads to clients easily and need to generate more leads?  Do you need to pump up your lead-generating website or send more postcards?  How do you know these answers unless you track your business?  For example, once you determine that when you talk to people you are not able to get them to meet with you, then you need to work on your appointment-setting skills; you go on plenty of appointments but don’t get many listing contracts or buyer brokerage agreements signed, then you need to work on your objection handling; getting plenty of listings but they’re not selling, then a CMA class is in order!  Is the primary source of your business referrals from current clients, postcards, your internet site, sign-calls, Agent-on-Duty?  Until you know this, how do you know in which part of your business to invest?  If you spend $650/month on postcards and $20 on a lead-generating website… wouldn’t you like to know what type of return you’re getting on your investment?  If you get more from that agent-website… perhaps you should create another one!  If you are buying leads from or Trulia or Zillow, is that a source of revenue for your business or are you getting leads that never turn in to closings?  How do you know unless you approach your business as a business!
Below are some forms to help you track and chart your business so you can actually run your business like a business!  Once you know your numbers, then you can choose how much money you will make each year and how many people you will help!
Useful Tracking Forms:

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