Check out the Loan Toolbox interview done by Jason Klaskin with Scott Kelley and Eric Rehling below. Click here to listen to the interview.
Wednesday, December 28, 2011
Wednesday, December 21, 2011
Tuesday, December 6, 2011
Tuesday, November 22, 2011
15 Ways to Ace a Listing Presentation
By Deborah Ball Kearns, RE/MAX Editor
Posted 11/8/11
Pictured (from left) are: MARK LINDER, LINDA VAN DEN BROEK and JENNIFER KIBLER
Posted 11/8/11
Pictured (from left) are: MARK LINDER, LINDA VAN DEN BROEK and JENNIFER KIBLER
Want to ensure that you’ll walk away with a signed listing agreement at your next seller presentation? Three top RE/MAX producers share their best tips for you to seal the deal and earn more business.
The panel:
Jennifer Kibler, a 100 Percent Club member with RE/MAX Patriots in York, Pa.
Mark Linder, a Hall of Fame member with RE/MAX Select in Greenwood, Ind.
Linda van den Broek, a Lifetime Achievement Award winner and Chairman’s Club member with RE/MAX Executives Realty in Winnipeg, Manitoba
Here are their tips for perfecting your listing presentation:
First of all, how do you get your foot in the door to schedule a listing presentation?
KIBLER: Most of my listing leads come from referrals and from staying in touch with past clients. But when I’m at an open house or get a call on a listing appointment, I do a softer sell and try to get to know the client by asking a lot of questions; people don’t care what you know until they know that you care.
LINDER: Up front, I offer to walk through the home and make a list of things that need to be done in order to list the home and sell it quickly for top dollar.
VAN DEN BROEK: Always start with a personal phone chat, and ask how long a seller has been in the home, what the neighborhood is like, time frame for moving, family situation, and other details that will help you get information as to why you’re going to the presentation. Keep it friendly and informative, and establish up front what you plan to bring with you. Here's a link to my in-depth seller's guide, which I give to all of my sellers.
What should agents show during a listing presentation?
KIBLER: I still use a book-style presentation. I always beginwith the latest statistics, and I also include copies of my marketing brochures, in-home information and a full-color market analysis report. I just got an iPad and I'm looking to incorporate it into my presentations so they're more appealing and memorable.
LINDER: Clients don't like to HEAR; they want to SEE what we have done so I bring in fliers, color brochures and other marketing pieces in a branded RE/MAX folder for sellers to keep. When other agents show up with just a business card, you’ll stand out if you have high-quality, printed marketing materials. Remember that you have only one chance to make a great first impression.
VAN DEN BROEK: My listing presentations are two hours long; I chat as we go on a walk-through tour. When we sit down for the actual presentation, I share press releases, market trends and graphs illustrating that I’m the No. 1 RE/MAX agent in the office. High-end color brochures, professional photography for high-end listings (depends on the state of home), visual tours on 80 percent of properties are a given in my list of services.
What are key points agents should make?
KIBLER: Your initial phone call must establish what’s important to sellers from the get-go. Are they techies who will want an Internet driven presentation? Do they come from a math or science background that makes them more receptive to a detailed statistical analysis? Be prepared and have pre-tailored presentations ready to appeal to different personalities. Make your presentation more about them, not you.
LINDER: My team is known for the one-stop listing appointment, and we use this to our advantage. We put it all out there in that initial meeting: we do a walk-through, present a customized marketing plan, and provide a price on the spot. Our philosophy: If agents refuse to provide a price at a listing appointment then they don't know the market well enough, or they’re not confident in estimating home values.
VAN DEN BROEK: Talk about how to deal with multiple offers and bidding wars; they do happen. If you want to walk out of there with a signed agreement, you have to be genuine. Stop looking at clients with dollar signs on their foreheads. Give them the impression that they are your only clients. Be attentive and do not rush through the presentation.
How can agents set themselves apart in such a brief amount of time?
KIBLER: Sellers want to see tangible items you use that will sell their homes. I put brochure boxes in front of all my listings, something I’ve always done during my 20-plus years as a Realtor. Driving by a sign is still a great way to capture a lead and put information in their hands. I also encourage certain clients to use staging services if the property needs it. Sometimes I will even include a consult as a part of my service; it’s less than the cost of an ad and can save me advertising expenses in the long run.
LINDER: Find out who the top agents are in your MLS and send them direct-mail marketing for some of your standout properties. Another unique thing we do is to find out from sellers who they have left to interview. If they decide to list with us, we offer to call the other agents to cancel those appointments. It makes for a smooth, gentle close that usually works.
VAN DEN BROEK: I strongly believe that all clients should get the same quality of service, whether the property is $100,000 or $1 million. Mention that you will follow-up after every showing, as well as handle all calls and direct contact. Never ever bash your competition. I always encourage sellers to interview several agents to ensure they’re working with someone they’ll be comfortable with. Never pressure potential clients; be informative without being aggressive or pushy. Give them the good, the bad and the ugly but be constructive about your advice.
If a seller doesn't sign with you that day, what steps do you take to secure the business down the road?
KIBLER: I follow up with a personal note and add them to my mailing list. I also try to send them updates on the market monthly by email. If the client doesn’t list right away, I’ll stay in touch so they remember me when they are ready to sell.
LINDER: We have a system for this very thing called the "Lucky Bamboo System." We send a lucky bamboo in a small vase (professionally delivered) with a note that reads, "The Linder Team wishes you luck in choosing the right agent. We know you will make the right decision!" This token shows our confidence and professionalism and, so far, we have acquired seven out of the last eight clients we have used this technique with.
VAN DEN BROEK: Follow up three to four days after a presentation to ask when you can contact the seller again. It’s important to me to find out why I wasn’t chosen. Sometimes, it’s because agents cut their commission lower to get the business; I refuse to do that. If that conversation comes up, I provide valid reasons for what I charge (5 percent across the board). I explain that if I can't negotiate my commission, why hire me to negotiate the price of their home? After all, anyone can show a house, but not everyone can sell one, and there's a difference.
RE/MAX Affiliates may share this article, provided they do not charge for it and this notice is included. All other rights reserved.
The panel:
Jennifer Kibler, a 100 Percent Club member with RE/MAX Patriots in York, Pa.
Mark Linder, a Hall of Fame member with RE/MAX Select in Greenwood, Ind.
Linda van den Broek, a Lifetime Achievement Award winner and Chairman’s Club member with RE/MAX Executives Realty in Winnipeg, Manitoba
Here are their tips for perfecting your listing presentation:
First of all, how do you get your foot in the door to schedule a listing presentation?
KIBLER: Most of my listing leads come from referrals and from staying in touch with past clients. But when I’m at an open house or get a call on a listing appointment, I do a softer sell and try to get to know the client by asking a lot of questions; people don’t care what you know until they know that you care.
LINDER: Up front, I offer to walk through the home and make a list of things that need to be done in order to list the home and sell it quickly for top dollar.
VAN DEN BROEK: Always start with a personal phone chat, and ask how long a seller has been in the home, what the neighborhood is like, time frame for moving, family situation, and other details that will help you get information as to why you’re going to the presentation. Keep it friendly and informative, and establish up front what you plan to bring with you. Here's a link to my in-depth seller's guide, which I give to all of my sellers.
What should agents show during a listing presentation?
KIBLER: I still use a book-style presentation. I always beginwith the latest statistics, and I also include copies of my marketing brochures, in-home information and a full-color market analysis report. I just got an iPad and I'm looking to incorporate it into my presentations so they're more appealing and memorable.
LINDER: Clients don't like to HEAR; they want to SEE what we have done so I bring in fliers, color brochures and other marketing pieces in a branded RE/MAX folder for sellers to keep. When other agents show up with just a business card, you’ll stand out if you have high-quality, printed marketing materials. Remember that you have only one chance to make a great first impression.
VAN DEN BROEK: My listing presentations are two hours long; I chat as we go on a walk-through tour. When we sit down for the actual presentation, I share press releases, market trends and graphs illustrating that I’m the No. 1 RE/MAX agent in the office. High-end color brochures, professional photography for high-end listings (depends on the state of home), visual tours on 80 percent of properties are a given in my list of services.
What are key points agents should make?
KIBLER: Your initial phone call must establish what’s important to sellers from the get-go. Are they techies who will want an Internet driven presentation? Do they come from a math or science background that makes them more receptive to a detailed statistical analysis? Be prepared and have pre-tailored presentations ready to appeal to different personalities. Make your presentation more about them, not you.
LINDER: My team is known for the one-stop listing appointment, and we use this to our advantage. We put it all out there in that initial meeting: we do a walk-through, present a customized marketing plan, and provide a price on the spot. Our philosophy: If agents refuse to provide a price at a listing appointment then they don't know the market well enough, or they’re not confident in estimating home values.
VAN DEN BROEK: Talk about how to deal with multiple offers and bidding wars; they do happen. If you want to walk out of there with a signed agreement, you have to be genuine. Stop looking at clients with dollar signs on their foreheads. Give them the impression that they are your only clients. Be attentive and do not rush through the presentation.
How can agents set themselves apart in such a brief amount of time?
KIBLER: Sellers want to see tangible items you use that will sell their homes. I put brochure boxes in front of all my listings, something I’ve always done during my 20-plus years as a Realtor. Driving by a sign is still a great way to capture a lead and put information in their hands. I also encourage certain clients to use staging services if the property needs it. Sometimes I will even include a consult as a part of my service; it’s less than the cost of an ad and can save me advertising expenses in the long run.
LINDER: Find out who the top agents are in your MLS and send them direct-mail marketing for some of your standout properties. Another unique thing we do is to find out from sellers who they have left to interview. If they decide to list with us, we offer to call the other agents to cancel those appointments. It makes for a smooth, gentle close that usually works.
VAN DEN BROEK: I strongly believe that all clients should get the same quality of service, whether the property is $100,000 or $1 million. Mention that you will follow-up after every showing, as well as handle all calls and direct contact. Never ever bash your competition. I always encourage sellers to interview several agents to ensure they’re working with someone they’ll be comfortable with. Never pressure potential clients; be informative without being aggressive or pushy. Give them the good, the bad and the ugly but be constructive about your advice.
If a seller doesn't sign with you that day, what steps do you take to secure the business down the road?
KIBLER: I follow up with a personal note and add them to my mailing list. I also try to send them updates on the market monthly by email. If the client doesn’t list right away, I’ll stay in touch so they remember me when they are ready to sell.
LINDER: We have a system for this very thing called the "Lucky Bamboo System." We send a lucky bamboo in a small vase (professionally delivered) with a note that reads, "The Linder Team wishes you luck in choosing the right agent. We know you will make the right decision!" This token shows our confidence and professionalism and, so far, we have acquired seven out of the last eight clients we have used this technique with.
VAN DEN BROEK: Follow up three to four days after a presentation to ask when you can contact the seller again. It’s important to me to find out why I wasn’t chosen. Sometimes, it’s because agents cut their commission lower to get the business; I refuse to do that. If that conversation comes up, I provide valid reasons for what I charge (5 percent across the board). I explain that if I can't negotiate my commission, why hire me to negotiate the price of their home? After all, anyone can show a house, but not everyone can sell one, and there's a difference.
RE/MAX Affiliates may share this article, provided they do not charge for it and this notice is included. All other rights reserved.
Tuesday, November 8, 2011
Wednesday, October 26, 2011
RE/MAX Realty Group 2011 Wine Tour
Check out a few pictures from the RE/MAX Realty Group 2011 Wine Tour. Four different wineries were visited and a good time was had by all!
Departing from the Harleysville office in the morning
Sand Castle Winery in Erwinna, PA
Wine tasting at Sand Castle Winery
Crossings Vineyard
Buckingham Valley Vineyards in Buckingham, PA
Wycombe Vineyards in Furlong, PA
Kinya relaxing after a glass of wine.
Thanks to Cindy Manero for the use of her beautiful photos!
Tuesday, October 18, 2011
Feeling Left Behind?
As I was driving down the road the other day listening to some commentary on the news channel, I heard an interview with the CEO of a Fortune 500 company talk about the importance of innovation within his industry. He discussed how the company's strong commitment to innovating and reinventing their product has helped them maintain their #1 ranking in customer service and market share for nearly four decades.
The term innovation derives from the Latin word innovatus, which is the noun form of innovare "to renew or change"
When many of us picture innovation, we think technology or product development. Some brainiac engineer in the back tweaking and mixing chemicals to produce the next world's greatest idea.
Innovation though is the result of small strides taken daily by each of us and it is just as important in the real estate industry as in any other industry in the country. To see innovation at work, look at Google. They give their employees 20% of the work week to engage themselves in whatever project they want to, whether it is within their day-to-day scope of focus or not. Look at a Realtor® delivering contracts digitally so a purchase offer contract can be executed by a wife on a business trip in Asia and a husband traveling in California.
So what can you do to innovate and invigorate your business?
Before the end of the year, try something new. Commit to it and enjoy the results. Remember, progress is achieved through change.
The term innovation derives from the Latin word innovatus, which is the noun form of innovare "to renew or change"
When many of us picture innovation, we think technology or product development. Some brainiac engineer in the back tweaking and mixing chemicals to produce the next world's greatest idea.
Innovation though is the result of small strides taken daily by each of us and it is just as important in the real estate industry as in any other industry in the country. To see innovation at work, look at Google. They give their employees 20% of the work week to engage themselves in whatever project they want to, whether it is within their day-to-day scope of focus or not. Look at a Realtor® delivering contracts digitally so a purchase offer contract can be executed by a wife on a business trip in Asia and a husband traveling in California.
So what can you do to innovate and invigorate your business?
- Work "on" your business - So many of us spend our days working "in" our business. Running around chasing the issues of the day. It is imperative that you have time to reflect "on" your business. Take some time, say every 6 months, to take a step back and analyze what is working and what is not working. This is innovation at work. Small tweaks here and there in pursuit of success.
- Try a new marketing idea - perhaps you have been mailing a newsletter or calendar to your clients for five years. Maybe send them a personal note or instead of a monthly newsletter you decide to throw a party and invite all those on the calendar mailing list.
- Send a video email - Video marketing certainly looks as if it is here to stay. Why not try to send a video response to an email inquiry instead of the same old same old canned response.
Before the end of the year, try something new. Commit to it and enjoy the results. Remember, progress is achieved through change.
Tuesday, October 11, 2011
Past KW Star: 'That Balloon's Tough Competition'
| Past KW Star: 'That Balloon's Tough Competition' | |
By Amanda Okker, RE/MAX Editor | |
| Posted 9/27/11 |
"It's tough to compete with that big balloon," Kuhns says. So when his team felt their existing brokerage model getting "stale," they decided, "instead of trying to beat RE/MAX, we should join 'em."
In July, the team of five moved to RE/MAX Elite in Melbourne.
Kuhns says the Keller Williams model focuses more on agent count than production, and that's tough for highly productive agents to get behind. At RE/MAX, his team is enjoying new energy and the motivation of working alongside other top professionals who are focused on helping people buy and sell homes.
"Now we're with the No. 1 agents at the No. 1 real estate company," Kuhns says. "That can't be oversold."
Kuhns' team has been impressed with the leadership, camaraderie and support at their new office, and the many tools and resources available to them.
They're enjoying the "awesome and easy to use" RE/MAX Design Center, Kuhns says. When it comes to RE/MAX University, he can't imagine what education or designation isn't offered (He earned the CDPE soon after joining). Add to that the leads the team received through LeadStreet in their first month, and Kuhns knows they made the right move.
He says they look forward to setting the bar higher than ever through their Short Sale, REO and conventional transaction divisions, and their cause marketing efforts.
"Everything that was promised, and more, is here," Kuhns says. "Agents who think RE/MAX won't work for them would be better served by at least talking to someone. I'm so glad I did."
KUHNS TEAM
RE/MAX Affiliates may share this article, provided they do not charge for it and this notice is included. All other rights reserved.
Thursday, September 29, 2011
Tuesday, September 27, 2011
Wednesday, September 14, 2011
Local realtor toasts West Norriton's '100 best places to live' designation (video)
0digg
WEST NORRITON — Was it the legacy of a legendary golf course architect that draws golfers from far and wide, or the low crime rate that nudged West Norriton into Money magazine’s best 100 places to live?
Or maybe it was our renowned comfort food, like the chopped steak smothered in mushroom gravy and the real French fries at Amedeo’s Too in the heart of Jeffersonville.
No doubt about it, there are plenty of feathers in the township’s cap.
Or maybe it was our renowned comfort food, like the chopped steak smothered in mushroom gravy and the real French fries at Amedeo’s Too in the heart of Jeffersonville.
No doubt about it, there are plenty of feathers in the township’s cap.
Friday, September 2, 2011
Conshohocken - Boom Town?
Conshohocken has the resources to become a boom town on the Schuylkill
Conshohocken, Pa., is a borough of more than 8,000 people, located in Montgomery County, on the north bank of the Schuylkill River, about 10 miles northwest of Philadelphia. Its location on the river and proximity to interstates and rail corridors make it an ideal place to start or relocate a business.
Now Mittman — a real estate agent who serves as a member of the city’s planning commission and as the chairman of the borough’s business development commission — is trying to get the word out.
“There is a main street, which is Fayette St., and it is full of retail shops and businesses. We’re also close to a number of main routes, such as Interstate 76 and 476, the Pennsylvania Turnpike and U.S. 202,” Mittman says. “I would tell a new business owner that we have just completed a revitalization plan, and a plan for the future of Conshohocken. And it digs down to what is needed in the borough. We already know that banks want to be here; we have Wawa (that) wants to be here. So there are other successful businesses that want to get into the borough.”
Wednesday, August 31, 2011
RE/MAX Realty Group gives advice in tough times
CONSHOHOCKEN — Those brawny S&P tough guys may have kicked sand in the faces
of the somewhat skinny U.S. housing market, but nobody should be throwing in their beach towel
over it, cautioned a local realtor and financial expert.
According to a statement recently released by Standard & Poors, the simultaneous
browbeating of both Uncle Sam and mortgage giants Fannie Mae and Freddie Mac from
a triple A credit rating down to AA+ signifies both FMs are overly dependent on the government.
For the rest of the article: visit
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