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WHAT DOES THE FUTURE OF REAL ESTATE HOLD FOR YOU?

WHAT DOES THE FUTURE OF REAL ESTATE HOLD FOR YOU?. Presented by: Marguerite Crespillo. Little About Me…. Licensed Realtor since 1993. Successfully helped over 3000 families with their real estate needs President and Owner of Sellstate Realty First & Sellstate Advantage

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WHAT DOES THE FUTURE OF REAL ESTATE HOLD FOR YOU?

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  1. WHAT DOES THE FUTURE OF REAL ESTATE HOLD FOR YOU? Presented by: Marguerite Crespillo

  2. Little About Me… • Licensed Realtor since 1993. • Successfully helped over 3000 families with their real estate needs • President and Owner of Sellstate Realty First & Sellstate Advantage • Foreclosure and Bank Owned Specialist since 1996 • Northern California Master Broker – National REO Brokers Association • 2012 Placer County WCR – Entrepreneur of the Year • 2012 REALTrends Top 1000 Agents • Ranked 66th in Overall production Nationwide • Ranked 7th in Overall production in California

  3. Me Personally… • Personal Team Closing 150 Homes a Year • Company with 75+ Agents

  4. What does the future hold… Is REO Going Away? What about Short Sales? What next? REO?

  5. Market has shifted… REO MARKET TRADITIONAL MARKET

  6. One thing I can Guarantee… is Change! • Do you have a plan? • What’s your plan? • What does it look like?

  7. In the Recent Years with REO… • We’ve been consumed with REO • We’ve been removed from Sales 101 • Did not keep in touch with your database • Possibly lost track of your database • Database has since moved or lost their homes to foreclosure

  8. We’ve Got to Get Back to Basics!

  9. Real Estate is about Relationships! • How many you have • How great they are

  10. Are you running your business like a business • What are the pillars of your business? • Do you have more than one?

  11. 3 Key Components to ANY Business • Finance • Marketing • Operations

  12. Finance

  13. What cannot be measured,Cannot be managed!

  14. Establish Your Goals!

  15. Develop a Plan!

  16. Develop a Plan!

  17. What do you do on a daily basis to Generate Business?

  18. MARKETING

  19. Are you Pro-Active or Re-Active?

  20. Greatness Tracker • Face to Face • Break Bread • Phone Calls • Mailers • Seminars • Thank You Cards

  21. Other Sources of Business • Database • Business Contacts/Networks • Building a Brokerage • Attorneys • Financial Planners • Relocation Companies • Builders • Equity Sales • Lenders • CPA’s • Executive Recruiters • Expired’s/FSBO’s

  22. Keep it Simple Just Pick 3!

  23. My Business Comes From… • Advertising • Business • Database

  24. DATABASE BUSINESS-REO AD Signs FNMA LOTH Website HUD EOS FMAC Open House B-Card Craigslist Fin Planners Client Events RE Magazines LP’s Summer Carnival Internet Builder’s 100/1 10/1 3/1

  25. The Value of ONE Referral... Linda Buckmaster has personally Referred 12 People. But her entire tree has generated 75+ and still counting referrals! These referrals have resulted in 27 sales and…… Over $250,000 in commissions!

  26. OPERATIONS

  27. I can NEVER find good help! • Most agents don’t have any systems or processes in place before hiring • End up hiring out of desperation • Seagull approach

  28. Hire Slow, Fire Fast! • Establish clear job descriptions before hiring • Create a checklist of daily duties • Identify the Primary Goal of the position • Let other people that know you interview them • Don’t hire emotionally or out of desperation

  29. TRADITIONAL OPERATIONS TEAM STRUCTURE Vision: Clients for Life! Operations Manager Escrow Coordinator Listing Coordinator Greeting Associate Core Purpose: To over see operations Dept and Office Vision: To always maintain professionalism, friendly and courtesy in all aspects and strive to put customer’s needs first Goal: Ensure that every transaction is being handled with our client’s need coming first. Also to ensure that entire office is working together and working for the best interest of our clients. Compensation Structure: Salary range as per Job InterviewSkills & Experience RequirementsMust be licensedMust have a minimum of 2 years experience w/ Sellstate Realty FirstMust have met all the skill requirements of the other positions in the Dept. Job DutiesCoach, motivate & train teamDevelop new effective systems as needed Payroll of all employeesTracking sick and vacation time Review of all employees Auditing of all transaction files Bank deposits Broker Demands Core Purpose: Buyer Files: Open to Close Vision: To provide the highest quality of service to our clients during the process of purchasing their home. Goal: Wowing clients through out the process so they refer at least 1 person while in the process of purchasing their home. Compensation Structure: Salary range as per Job InterviewSkills & Experience RequirementsStrong telephone skills Stronger computer skills Strong customer service skills Job DutiesHandle all paperwork from Purchase Contract to Close of Escrow Enter all information into ACT & Lucero Contact Buyer on weekly basis with updated information Scheduling & organizing inspections Preparing the file for 14 Day Disclosure review Scheduling signing appointments Review net sheets for accuracy Close out file once commission check received Send out Closing Packet to client Core Purpose: Seller Files: Open to Close Vision: To provide the highest quality of service to our clients during the process of selling their home. Goal: Wowing clients through out the process so they refer at least 1 person while in the process of selling their home. Compensation Structure: Salary range as per Job InterviewSkills & Experience Requirements Strong telephone skills Stronger computer skills Strong customer service skills Job DutiesHandle all paperwork from Listing Agreement to Close of Escrow Enter all information into ACT & Lucero Contact Seller on weekly basis with updated information Work with Marketing Dept on Advertising Calling agents for sowing feedback Delivering fliers Ordering & coordinating Inspections Order Sign post installation & removal Manage MLS Input and Changes Core Purpose: First Contact Vision: Create a warm, comfortable and inviting environment both in person and on the telephone for valued clients and associates. Goal: To be available to our client’s and our team to exceed our client’s needs. Compensation Structure: Hourly range as per Job InterviewSkills & Experience Requirements Strong telephone skills Stronger computer skills Strong customer service skills Job DutiesAnswer telephones Greet clients Welcome sign put up every morning Completing Open/Close checklist Keep office tidy and clean Prepare Marguerites office before client appt Keeping client drinks stocked Take notes at office meeting and give out memo Open & distribute mail daily Change postage meter date Track inventory/Order office supplies Water Plants

  30. REO OPERATIONS TEAM STRUCTURE Vision: REO Team Manager Repairs/Occupants Billing Manager Field Inspector BPO Manager Core Purpose: Vision: Goal: Compensation Structure: Salary range as per Job InterviewSkills & Experience Requirements Job Duties Core Purpose: Vision: Goal: Compensation Structure: Salary range as per Job InterviewSkills & Experience Requirements Job Duties Core Purpose: Vision: Goal: Compensation Structure: Salary range as per Job InterviewSkills & Experience Requirements Job Duties Core Purpose: Vision: Goal: Compensation Structure: Salary range as per Job InterviewSkills & Experience Requirements Job Duties Core Purpose: Vision: Goal: Compensation Structure: Salary range as per Job InterviewSkills & Experience Requirements Job Duties

  31. BROKERAGE OPERATIONS TEAM STRUCTURE Vision: Clients for Life! Broker Sales Manager Listing Coordinator Receptionist Core Purpose: Vision: Goal: Compensation Structure: Skills & Experience Requirements Job Duties Core Purpose: Vision: Goal: Compensation Structure: Salary range as per Job InterviewSkills & Experience Requirements Job Duties Core Purpose: Vision: Goal: Compensation Structure: Salary range as per Job InterviewSkills & Experience Requirements Job Duties Core Purpose: Vision: Goal: Compensation Structure: Salary range as per Job InterviewSkills & Experience Requirements Job Duties

  32. So What does your business look like NOW?

  33. What do you want it to look like?

  34. Truth is...

  35. So years ago…

  36. Power Agent Series • Bi-Weekly Tele-Conference Call • Full access to Members Website • Power Agent Series Facebook Group

  37. For More Information Visit: www.MargueriteCrespillo.com

  38. Stay connected for more great info… Marguerite Crespillo www.MargueriteCrespillo.com Facebook.com/marguerite.crespillo Twitter.com/mcrespillo Linkedin.com/mcrespillo

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