www. margueritecrespillo.com what does the future of real estate hold for you? presented by:...
TRANSCRIPT
www.MargueriteCrespillo.com
WHAT DOESTHE FUTURE OF REAL ESTATE HOLD FOR YOU?
Presented by: Marguerite Crespillo
www.MargueriteCrespillo.com
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
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Me Personally…
• Personal Team Closing 150 Homes a Year • Company with 75+ Agents
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What does the future hold…
Is REO Going Away?What about Short Sales?What next?
REO?
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Market has shifted…
TRADITIONAL MARKET
REO MARKET
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One thing I can Guarantee… is Change!
• Do you have a plan?• What’s your plan?• What does it look like?
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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
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We’ve Got to Get Back to Basics!
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Real Estate is about Relationships!
• How many you have• How great they are
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Are you running your business like a business
• What are the pillars of your business?• Do you have more than one?
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3 Key Components to ANY Business• Finance • Marketing • Operations
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Finance
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What cannot be measured,
Cannot be managed!
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www.MargueriteCrespillo.com
Establish Your Goals!Income Goal $250,000 Per Month $20,833 Per Week $4,807 Per Day (5 Days) $961 Per Hour (8 Hours) $120
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Develop a Plan!What is Your Average Income? $5,000 How Many Deals Per Month? 2 = $10,000 Average Split 70/30 $7,000 Expenses $1,000 Taxes $2,000 *Take Home $4,000
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Develop a Plan!Closed Deals 2How Many Need In Contract 6Active Clients You Need to Work With 18Appointments 54How Many Leads (Depends…) Database (3-1) 162 Business Contacts (10-1) 540 Advertising (100-1) 5,400
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What do you do on a daily basis to Generate Business?
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MARKETING
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Are you Pro-Active or Re-Active?PRO-ACTIVE RE-ACTIVE
Actively seeking business Waiting for business to come to you
Picking up the phone Doing more of the busy work
Sending mailers Stuck in the processes
BNI Group
Contacting Business Contacts
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Greatness Tracker• Face to Face• Break Bread • Phone Calls •Mailers• Seminars• Thank You Cards
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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
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Keep it Simple
Just Pick 3!
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My Business Comes From…
• Advertising • Business • Database
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Signs FNMA
Website
Open House
Craigslist
RE Magazines
Internet
HUD
FMAC
Fin Planners
LP’s
Builder’s
LOTH
EOS
B-Card
Client Events
Summer Carnival
100/1 10/1 3/1
AD BUSINESS-REO DATABASE
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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!
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OPERATIONS
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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
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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
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TRADITIONAL OPERATIONS TEAM STRUCTUREVision: Clients for Life!
Operations Manager Escrow Coordinator Listing Coordinator Greeting AssociateCore 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 Interview
Skills & Experience RequirementsMust be licensed
Must have a minimum of 2 years experience w/ Sellstate Realty First
Must have met all the skill requirements of the other positions in the Dept.
Job DutiesCoach, motivate & train team
Develop new effective systems as needed Payroll of all employees
Tracking sick and vacation timeReview 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 Interview
Skills & Experience RequirementsStrong telephone skills Stronger computer skills
Strong customer service skills
Job DutiesHandle all paperwork from Purchase
Contract to Close of EscrowEnter all information into ACT & Lucero
Contact Buyer on weekly basis with updated information
Scheduling & organizing inspections Preparing the file for 14 Day Disclosure
reviewScheduling 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 Interview
Skills & Experience Requirements Strong telephone skills Stronger computer skills
Strong customer service skills
Job DutiesHandle all paperwork from Listing
Agreement to Close of EscrowEnter all information into ACT & Lucero
Contact Seller on weekly basis with updated information
Work with Marketing Dept on AdvertisingCalling agents for sowing feedback
Delivering fliersOrdering & coordinating Inspections
Order Sign post installation & removalManage 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 Interview
Skills & Experience Requirements Strong telephone skills Stronger computer skills
Strong customer service skills
Job DutiesAnswer telephones
Greet clientsWelcome sign put up every morning
Completing Open/Close checklistKeep office tidy and clean
Prepare Marguerites office before client appt
Keeping client drinks stockedTake notes at office meeting and give out
memoOpen & distribute mail daily Change postage meter date
Track inventory/Order office supplies Water Plants
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REO OPERATIONS TEAM STRUCTUREVision:
REO Team Manager
Repairs/Occupants Field Inspector BPO Manager Billing Manager
Core Purpose:
Vision:
Goal:
Compensation Structure: Salary range as per Job
Interview
Skills & Experience Requirements
Job Duties
Core Purpose:
Vision:
Goal:
Compensation Structure: Salary range as per Job
Interview
Skills & Experience Requirements
Job Duties
Core Purpose:
Vision:
Goal:
Compensation Structure: Salary range as per Job
Interview
Skills & Experience Requirements
Job Duties
Core Purpose:
Vision:
Goal:
Compensation Structure: Salary range as per Job
Interview
Skills & Experience Requirements
Job Duties
Core Purpose:
Vision:
Goal:
Compensation Structure: Salary range as per Job
Interview
Skills & Experience Requirements
Job Duties
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BROKERAGE OPERATIONS TEAM STRUCTUREVision: Clients for Life!
Broker Sales Manager Listing Coordinator Receptionist
Core Purpose:
Vision:
Goal:
Compensation Structure: Salary range as per Job
Interview
Skills & Experience Requirements
Job Duties
Core Purpose:
Vision:
Goal:
Compensation Structure:
Skills & Experience Requirements
Job Duties
Core Purpose:
Vision:
Goal:
Compensation Structure: Salary range as per Job
Interview
Skills & Experience Requirements
Job Duties
Core Purpose:
Vision:
Goal:
Compensation Structure: Salary range as per Job
Interview
Skills & Experience Requirements
Job Duties
www.MargueriteCrespillo.com
So What does your business look like NOW?
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What do you want it to look like?
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Truth is...
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So years ago…
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Power AgentSeries
• Bi-Weekly Tele-Conference Call• Full access to Members Website• Power Agent Series Facebook Group
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For More InformationVisit:
www.MargueriteCrespillo.com
www.MargueriteCrespillo.com
www.MargueriteCrespillo.com
Marguerite Crespillowww.MargueriteCrespillo.com
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