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How to Become THE Primary Real Estate Professional for
Local BusinessesLead Generation Strategy
For Real Estate Agents
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• If this ATM was giving 50 dollar bills for every 1 dollar bill you inserted
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Get Your Coffee, Close Your Door
• #WhatsYourFlavor
• #RealAccessPro
• #TowneMortgagePro
• #APMCPro
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• If this ATM was giving 50 dollar bills for every 1 dollar bill you inserted
• How many $1.00 bills would you insert
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Imagine $1,000,000 Listing
• What would you give to someone to get a $1,000,000 listing
• (Is it worth $5,100 of your commission)
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What is Real Access Pro
• Real Access Pro (RAP) is a business development platform – For Real Estate Agents– Real Estate Brokers
Owners– Associated Vendors and
Advertisers
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How to Become a “PRO”
• P PRIMARY
• R Real
• e Estate
• a Agent (for)
• O Organization
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Largest South Florida Companies
1. Baptist Health South Florida (14,627)2. University of Miami (13,428)3. American Airlines (9,939)4. Broward Health Care (8,183)5. Miami Dade College (6,787)
Source: SFBJ – July 2013(South Florida Business Journal)
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Total Number of Employees
52,964 Employees
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Total Number of Transactions
953 Transactions(18 transactions for every 1000 employees)
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So What is It?
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So What is It?
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So What is It?
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So What is It?
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Corporate Real Estate Benefits
• Why– 17000 Companies Employees surveyed
across the US – Corporate Real Estate Benefits was one
of the Top 3 Requested Benefits by Employees
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Corporate Real Estate Benefits
• What– One Stop Shopping
• Mortgages• Title• Credit Repair• Area Discounts• Property Listings (Backlinks to your own websites)
– Discounts for “In Network” Usage of Professionals
– Other Benefits• Lunch and Learn (presentations)• Area Merchant Discounts (referral partner marketing)
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Corporate Real Estate Benefits
• What it is NOT– Corporate Relocation Services– Upwards of 40% referral fee
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Corporate Real Estate Benefits
• What– Free Service to the Company– Free Enrollment to the Employee– No annual dues or membership fees– Savings, Rewards, Discounts
• (Not everyone is willing, ready and able to buy real estate)
• Some will remain renters
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Corporate Real Estate Benefits
• Other Ideas– Target by Company name– Target by Profession
• Examples, Nurses in Ontario– http://www.whitbyparade.com/Benefits
– Target by LEO / MIL– Target by Area (hyper local)
• Examples, New England Title– http://www.newenglandtitleandescrow.com/reap/
– Target by Subdivision
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Other Corporate Benefits Ideas
• Realtor Trade Organization– http://careeratnrc.com/
2013-nar-realtor-benefits-program/
– Offers Discounts on Avis, Hertz, Lowes, Sprint and More
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Successful Elements• Powerpoint for HR dept• Website for signups• Social Media (marketing)• Press Releases• Network (Sphere of Influence)
– Trades (Home Cleaning, Painting, Lawn Care, Security, Plumber, etc)– Professionals (Attorneys, CPAs, Financial Advisors, etc)– Services Industries
• Food• Hotel• Local Area Attractions (to you)
• Follow Up System (Branded with Agent and Business)• YouTube Channel
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Idea Behind CREB
• Entice transactions by offering an ethical bribe– Agents
• A percentage off of your real estate transaction in the form of money OR closing costs credits
• Other benefits could include travel vouchers– Mortgage
• A set number off your closing costs– Free Appraisal?– Money or % off origination fees– Up to a set amount gift card ($400)
– Everyone Else• Discounted Services (Flat fee or Percentage)
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Idea Behind CREB
• Entice by offering an ethical bribe– Agents
– $1,000,000 Transaction– Assumes 3% Fees = $30,000 in fees– Cash Back Rebate (or Closing Costs Credit) =
$5,100 (17% of agents commission)
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Idea Behind CREB
• Entice by offering an ethical bribe– Agents
– $199,200 Transaction– Assumes 3% Fees = $5,976 in fees– Cash Back Rebate (or Closing Costs Credit) = $1,015
(17% of agents commission)– Gross to Agent = $4,960– 10 More of these EVERY month = $49,600 monthly
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Don’t Get Hung Up on the Rebate
• Common Misconception / Complaint– I am giving away my money
• We give away our money all the time– Referral Fees– Commissionectomies
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Don’t Get Hung Up on the Rebate
• This is not the first time for CREB idea– Several companies do this
• HomeBenefitIQ.com (monthly fees)• Hero Home Source (monthly fees)• Redfin (discount brokerage)• VMG (Benefits4uprogram.com)
– Many More out there
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Don’t Get Hung Up on the Rebate
• Choose Your Own Rebate– (Not all states allow a cash back rebate)
– Tiered System• 0 - $75,000 5%• 75 - $150K 10%• 150 – 300K 15%• 417 and up 17%
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Closing
• Every Day– Agents and SMBs get calls for
• Lead Generation Services• Website and Social Media Marketing• Online and Offline Marketing• “Preferred Agent” Status• Listing Appointments Setting
– Why do Agents Spend Money• 1) A D D (which is a requirement for Sales)
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Fear of the 500 # Phone
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Fear of Rejection
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Thursday’s Agenda
• Review of a CREB Website
• Letters and Other Lead Generating Ideas
• Expectations of Referral Partners
• Talking to HR depts and business
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Next Week – HUD HOMES Trainings
• How to Market• What are HUD Homes• Little Known Programs
• Guest Speaker –• John Rainville –• HUD Listing Broker in
Pennsylvania
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Contact
Chuck WardDirector of MarketingHead Trainer
Real Access ProChuck.ward ( at ) realaccesspro.com888-884-0303 x200