With RSN s final broadcast on April 30, RE/MAX University enters a new era.

Transcription

1 catalog MARCH 2010

2 Dear Fellow RE/MAX Affiliates: Our world-class training program, RE/MAX University, is taking yet another major step forward. The changes we re making to RU promise to make the service even more relevant, more usable, more vital to you than ever before. In a nutshell, we re making our vast archive of educational programming available 24/7, online and on-demand, on your computer, your television or your iphone. You can select full-length programs, ranging from designation courses to 30-minute tech training sessions. Or you can view any of hundreds of Quick Hits videos under five minutes on every imaginable real estate topic. And, aside from designation courses, it s all free. Our training program has always been based on the latest technology available. Way back in 1994, broadcast was it. So we inaugurated the RE/MAX Satellite Network becoming the first real estate franchise network to offer an educational television channel. With RSN s final broadcast on April 30, RE/MAX University enters a new era. Unlike satellite television, the new RU platform enables us to offer virtually unlimited programming. On your computer, your mobile device or your TV, at home or in the office, you can view not only recent programs, but the highest-value content from our archives. You can learn your way, on your time. We ve entered a new era in real estate training a service designed for today s busy, mobile real estate professionals with the education you need to propel your business forward. I hope you re as excited about the new RU as we are about offering it to you. Dave Liniger (ABR, CDPE, CRB) RE/MAX International Chairman and Co-Founder Index 3 Spotlight on 5 Distressed Properties 6 The New RU and You Courses 10 Distressed Properties 12 Social Networking 12 Listings 16 Buyers 16 Business Operations 19 Teams 21 Commercial 23 Technology 25 Motivational 26 International 27 Community Citizenship 27 Prospecting 29 Today s Market 30 Profiles 31 Referrals 31 Sales Skills 34 For Brokers Only Classroom 47 RE/MAX International Summer Conference Classroom 47 Management Education Classroom 48 RE/MAX Commercial Symposium Classroom 48 Tech Essentials Workshop Classroom 49 Regional Events 50 Webinars

3 The New and You Just what is the new RE/MAX University? Simply put, it s the most extensive on-demand collection of advanced video-based training in real estate and it s all yours. RE/MAX University s upgrade in video-delivery platform from satellite television to online and on-demand TV means our ever-expanding inventory of educational programming is now more timely, accessible and cost-effective than ever. The vast RE/MAX University catalog of courses, panels, expert speakers, motivators and informational sessions is available 24/7 at your home or at your office on your television, computer or iphone. To take full advantage of the RE/MAX University channel on your TV in the U.S. and Canada, all you need is the Roku HD-XR digital media player, available at roku.com/remax. A player for other countries will be available soon. After that there s nothing else to pay for the service. Ever. On your computer or iphone networkwide, the thousands of hours of RE/MAX University videos and webinars are available through the Learn area of RE/MAX Mainstreet (remax.net). Again, there are no fees. s are easily found by browsing channels and subchannels or via keyword search. s flagged as Quick Hits typically run less than five minutes and are edited to get straight to the bottom-line insights. While on-demand video represents RE/MAX University s core, the service also will continue to expand and develop classroom offerings, live streaming of RE/MAX Town Halls, onsite Convention coverage, other live video events, and real-time and ondemand webinars all focused on helping you earn more right now. Courses leading to professional certifications and designations are now available on demand. Courses include 203(k) Specialist, ABR, CCIM, CDPE, CLHMS, CNHS/RCC, CRB, CRS, EcoBroker, epro, FSP, I.R.E.S., NAR Green, SFR and SRES. They require registration and payment to cover the conferring organization s charges. The goal is the same as it s always been: to put you in full control of your education and training so you can advance in your career and grow your income on your schedule. RE/MAX University and you. It s a powerful combination that s changing your future and our industry. RE/MAX University Catalog 3

4 Focused on your success in 2010 Your local Bank of America mortgage loan officer is committed to helping you build stronger communities and a strong business, with: Expert advice education about mortgage products, the loan process and more Comprehensive home financing from affordable solutions to jumbo loans Alliances that add value marketing relationships to help your business grow To learn more about how we can help your clients find the loans that are right for them, please call or visit bankofamerica.com/mortgage to locate a mortgage loan officer near you. Expand your relationship. A formal alliance with Bank of America offers even more ways to work together including the ability to expose your listings to more than 25 million Online Banking customers through the Bank of America Real Estate Center. To learn about alliance options, contact Shay Shearer at shay.shearer@bankofamerica.com or call THIS INFORMATION IS NOT INTENDED OR AUTHORIZED FOR CONSUMER DISTRIBUTION. Bank of America, N.A. Member FDIC. Equal Housing Lender Bank of America Corporation. Credit and collateral are subject to approval. Terms and conditions apply. This is not a commitment to lend. Programs, rates, terms and conditions are subject to change without notice. PRGM C AR103378

5 DISTRESSED PROPERTIES RE/MAX University has gone all-out to train Associates to work with distressed properties. The wave of foreclosures and Short Sales we ve seen in the last two years is perhaps the biggest development in real estate since the advent of buyer agency in the mid-1990s. By aligning with organizations with expertise in distressed properties, and identifying RE/MAX Affiliates who can provide their own real-world experience, RU offers the industry s best training in this market. Associates have responded in a big way. More than 10,000 have earned the Certified Distressed Property Expert designation far more than any other real estate franchise network. Over the next few years, distressed property expertise will be more valuable than ever. Even with many markets leveling out, distressed properties constitute half the market in many areas. RU has all the training you need to help you become a distressed property expert. On the RE/MAX Mainstreet Learn page or the RE/MAX International channel on the Roku digital media player, you can search for courses and videos covering every angle of the distressed property market. COURSES RU offers courses leading to the Certified Distressed Property Expert (CDPE), Five Star Professional (FSP), Foreclosures, Short Sales and REOs (FSR) and NAR s Short Sales & Foreclosure Resource Certification (SFR). See page 6 for more details. Certified Distressed Property Expert Alex Charfen, founder of the Distressed Property Institute, shows you how to enter the distressed property market, work with investors and market your expertise. You also explore the Short Sale process. Five Star Professional You can complete three courses through RU: Providing Broker Price Opinions, REO From A to Z and Short Sales from A to Z. Short Sales & Foreclosure Resource Certification RU offers one of two course options leading to the SFR: REBAC Short Sales and Foreclosures Course. Gain competence and confidence in dealing with Short Sales, foreclosures, sheriff s sales and REOs. Foreclosures, Short Sales and REOs Illinois Broker/Owner Nancy Freeman teaches this course, helping you market your services to lenders; shepherd clients through the foreclosure or Short Sale process; and successfully market REO properties. DISTRESSED PROPERTY VIDEOS These include full-length programs and more than 50 Quick Hits that you can view when you have a few minutes. Presenters include experts such as Alex Charfen and RE/MAX Affiliates who ve built a successful business working with distressed properties. See page 10 for more details. Full-length programs include a pair of RE/MAX Town Hall Meetings Distressed Properties and Foreclosures and Short Sales that go into great detail. These sessions feature Dave Liniger, Margaret Kelly and other experts. Among the Quick Hits are tips in dealing with other agents in foreclosure, broker price opinions, marketing to asset managers, dealing with lenders, foreclosure alternatives, cash for keys and managing REO properties. Charfen covers topics such as the consequences of foreclosures vs. Short Sales and techniques to give you the best chance of getting a Short Sale approved by the lender. In A New Perspective, he explains why today s economy has created the greatest opportunity to help homeowners in the history of real estate. And you get nuts-and-bolts instruction in working with HUD, Freddie Mac, Fannie Mae and New Vista Asset Management, a private organization that sells foreclosed properties primarily to minority and first-time buyers. RE/MAX University Catalog 5 Spotlight on...

6 COURSES DISTRESSED PROPERTIES Courses With distressed properties expected to constitute as much as half the market in the next few years, training in this area is critical for business success. RE/MAX University provides a number of courses to help you work the foreclosure, Short Sale and REO markets. Organizations conferring designations related to distressed properties include the Certified Distressed Property Institute, the Five Star Institute and the Real Estate Buyer s Agent Council. Five Star Professional (FSP) (Five Star Institute) Founded in 2005, the Texas-based Five Star Institute is an educational and networking organization that serves real estate professionals, lenders, loan-servicers, asset managers, default attorneys and other industry providers. The Five Star Institute s courses focus on four key areas: home retention, REOs, default servicing and foreclosures. Each course is worth one of five credits needed to earn the FSP designation. Providing Broker Price Opinions Establishing a defaulted property s market value is critical to getting it sold and to obtaining the listing in the first place. Learn how to compute BPOs quickly and accurately by analyzing factors such as property type, comparable sales and repair costs. REO From A to Z With the number of REO properties mushrooming, the need for trained and motivated real estate agents to manage and sell them is greater than ever. Whether you re a new or a veteran REO agent, you can increase your expertise through the insights presented here. Short Sales From A to Z It s nearly impossible to have a successful real estate career these days without a thorough understanding of Short Sales. Learn how to guide clients through the Short Sale process, whether buyers or sellers. And gain the confidence to demonstrate that you have the skills to successfully oversee Short Sales from either side. Certified Distressed Property Expert (CDPE) (Distressed Property Institute) For homeowners facing foreclosure, their best possible ally may be a real estate agent trained in helping them take the right course of action. This course, directed by Distressed Property Institute Co-Founder and CEO Alex Charfen, provides the tools and information you need to work with these clients. You learn how to enter the distressed property market, work with investors and market your expertise. You also explore the Short Sale process. Short Sales and Foreclosures Course (SFR) (Real Estate Buyer s Agent Council) Gain competence and confidence in dealing with Short Sales, foreclosures, sheriff s sales and REOs in this course, presented by the Real Estate Buyer s Agent Council. You learn how to qualify sellers for Short Sales, develop a Short Sale package, negotiate with lenders, tap into buyer demand, safeguard your commission, limit risk and protect buyers. Also good for elective credit towrd the ABR designation. After taking this course or CRS 111: Short Sales and Foreclosures Protecting Your Clients Interests, available through the Council of Residential Specialists you need to complete three free one-hour webinars and pay a $175 application fee to receive the Short Sales & Foreclosure Resource Certification. Foreclosures, Short Sales and REOs Agents with the right skills and knowledge can prosper under current U.S. market conditions. In this DVD-based course, Broker/Owner Nancy Freeman of RE/MAX of Joliet in Illinois shows you how to develop your own business in these areas. She helps you market your services to lenders; locate the right clients and shepherd them through the foreclosure or Short Sale process; successfully market REO properties; and make Broker Price Opinions a lucrative element of your business. TO REGISTER FOR A RE/MAX UNIVERSITY COURSE 1. On the Learn page of RE/MAX Mainstreet, choose the Courses link. 2. Click on a course icon. You ll see the description and pricing, plus links for more detailed information, preview links and the option to purchase the course. 3. To view a short sample of the course, select the Preview button. 4. Select the More Info button to see course details, including the program length and information on whether an exam is required. 5. To register, select the Purchase button, provide payment information and add the course to your shopping cart. 6. You ll receive course materials. 7. Begin viewing the course, either on Mainstreet or (in the United States and Canada) on your television through your Roku box. For more information on RU courses, call (888) or rueducation@remax.net. 6 RE/MAX University Catalog

7 DESIGNATION AND CERTIFICATION COURSES FULL-LENGTH PROGRAMS BUFFINI & COMPANY Buffini & Company s 100 Days to Greatness RE/MAX Edition The best way to thrive in real estate is to focus on lead generation, repeat customers and referrals. Five 90-minute video sessions set the foundation, and the next 13 weeks are devoted to implementing weekly activity plans, tracking activities and results, and viewing streaming videos and DVDs. RE/MAX Ultimate Agent This course is for Associates who are already doing well but would like to do even better. Brian Buffini designed the course specifically for RE/MAX. In addition to presenting dozens of business-building ideas, he emphasizes taking full advantage of RE/MAX services such as LeadStreet, RE/MAX University and the RE/MAX Design Center. He explains how they give RE/MAX Associates a competitive advantage in today s tough marketplace. RE/MAX Profitable Broker Buffini & Company s Profitable Broker program helps Broker/ Owners run efficient, profitable offices while at the same time becoming Certified Mentors for 100 Days to Greatness RE/MAX Edition and RE/MAX Ultimate Agent. The course teaches mentoring strategies that enable Broker/Owners, Managers and Team Leaders to use the systems, activity plans and marketing tools provided through the two programs. 203k Specialist This four-hour course educates you on the FHA s 203k program, through which homebuyers can wrap funds for home repair into a primary mortgage. You discover how this knowledge can become a competitive advantage. ABR: Buyer Agency Buyer agency pioneer Curtis Hall presents a comprehensive program for working with buyers and building a prosperous career while doing so. Hall (ABR, ABRM, CDPE, CRP, CRS, Green, SRES), a Broker Associate with RE/MAX Achievers in Chandler, Ariz., helped design the original ABR curriculum. He explores every aspect of buyer agency, including legal and ethical implications. This basic course is required of all ABR candidates. ABR: Innovative Marketing Techniques for Buyer s Reps Learn to identify homebuyers needs and create a strong marketing strategy in this course taught by Rhonda Hamilton, a trainer with more than 20 years of real estate experience. Hamilton (ABR) shows you how to market for repeat and referral business based on the changing needs of today s consumers. Certified New Home Specialist/Residential Construction Certified This course helps you achieve success in all areas of new-home sales and marketing. Taught by Dennis Walsh, it covers builder/ broker relations, market research, sales and marketing strategies, creative marketing ideas and more. After completing the course and passing a test, you earn the CNHS certification as well as one elective CRS credit. The Residential Construction Certified course, a prerequisite to the CNHS course, covers materials, methods, terminology and details of residential construction. CCIM: Introduction to Commercial Investment Real Estate Analysis RE/MAX Associates David Bickell (CCIM) and Tim Hatlestad (CCIM) are the instructors. Along with reviewing the fundamentals of investing, you learn to capitalize on your expertise through tenant representation and the marketing process; estimate net operating income and cash flow after taxes; and estimate sales proceeds after taxes, plus internal rate of return. An HP-10bII calculator is required. CI 101: Financial Analysis for Commercial Investment Real Estate Identify new markets and perform the financial analysis necessary to conduct successful transactions with the help of instructors David Bickell (CCIM) and Richard Juge (CCIM, CIPS), both RE/MAX Broker/Owners. The course covers investment fundamentals and approaches, how to see the true financial picture, guidelines that appraisers use to determine market value, and real estate investments from a tax perspective. An HP-10bII calculator is required, and a laptop computer with a CD-ROM drive and Excel software is recommended but not required. Commercial Real Estate: Troubled Assets Workshop Find out what s behind the commercial market s current state and what you can do about it. Topics include the lifecycle of a troubled asset, finding business opportunities, lender and owner objectives, development of an asset management disposition plan, best marketing path and likely sales price based on the method of sale, and more. CRB: Managing and Leading Teams Discover how to organize, develop and manage teams. Learn how the team structure affects your business; how to use management and leadership skills to improve team performance; how to develop a team structure including job descriptions and a compensation plan that matches your company goals; and how to improve communication, motivation, skill development, coaching and counseling. CRS 200: Business Planning and Marketing for the Residential Specialist Instructor Gee Dunsten (CRS) focuses on budgeting and cost analysis, prospecting techniques and personal promotion techniques in this Certified Residential Specialist course. You need to have a standard calculator to participate. CRS 204: Building Wealth for the Residential Specialist Pat Zaby (CCIM, CRB, CRS) shows you how to build wealth through residential real estate investment: identifying the right opportunities, comparing potential investments and creating additional wealth for you and your clients. A financial calculator is required. The HP-10bII or HP-12C are recommended. This course is also good for credit toward the ABR designation. CRS: Creating Value for Your Clients In this learn-by-doing course, you discover how to develop a business plan, conduct an effective listing presentation, develop negotiating skills, build a referral business and more. CRS: Putting Technology to Work for Your Clients The course examines the changing role of real estate agents, delivers tips on working effectively with online consumers and provides templates and strategies for utilizing today s real estate technology. EcoBroker The EcoBroker program provides real estate professionals with tools to serve and counsel environmentally conscious buyers and sellers and ultimately benefit their communities. Holders of the EcoBroker certification or any of several other green designations can market themselves as RE/MAX Green agents and use the RE/MAX Green logo on their advertising materials. e-pro The online revolution has changed the rules businesspeople operate under. The e-pro Certification Program helps you stay on top of these changes and thrive in the competitive world of online real estate. This program, sponsored by NAR, covers every aspect of online marketing, including risk reduction, legal, copyright, security and privacy issues. Green Designation: Core Course NAR s Green Designation certifies Realtors as experts in green real estate including eco-friendly building practices, solid knowledge of environmental fundamentals, and a firm RE/MAX University Catalog 7 Courses

8 DESIGNATION AND CERTIFICATION COURSES continued... Courses belief in creating sustainable communities. To earn the designation, you must complete this course as well as one of three one-day electives: Residential, Commercial or Property Management. This course is also good for one elective credit toward the Accredited Buyer Representative designation. Green Designation: Residential Elective One of three electives for NAR s Green Designation, this one-day course gives you knowledge and awareness of green building principles. It helps you successfully market eco-friendly homes as well as guide buyers in their purchase of such homes. You ll also be able to counsel homeowners wishing to remodel their homes. Introduction to Real Estate Auction More and more, auctions are becoming a viable option to market and sell properties of all types. Real estate, in fact, is the fastest-growing segment of the auction industry. This course, intended for agents with little or no experience using auctions, shows you the basics of using the auction method of marketing, including how to identify auctionable properties and how to network with auction professionals. I.R.E.S. RE/MAX Associate Audree Mevellec of RE/MAX Premier Properties in Plano, Texas, developed the International Real Estate Specialist certification. The course helps you work with international clients who want to buy or sell property in the United States; help U.S. clients buy or sell property abroad; market domestic and international properties around the world; and obtain legal and financial perspectives for international properties. Luxury Home Expert This course leads to the Certified Luxury Home Marketing Specialist (CLHMS) designation, which helps position you as an expert in the luxury home market, and gives you the knowledge you need to be the agent of choice for affluent buyers and sellers. The instructor is Laurie Moore-Moore, author of Rich Buyer, Rich Seller! The Real Estate Agent s Guide to Marketing Luxury Homes. Prior to registering, you should check with the Institute for Luxury Home Marketing to see if your transactions meet performance criteria. REALTOR University REALTOR University is NAR s exclusive provider of online courses. It offers more than 400 hours of real estate education and professional continuing education. Its catalog of more than 65 courses includes topics such as privacy protection, disclosure, safety, diversity, commercial real estate, home staging, marketing, time management, prospecting, sales skills and e-commerce. SRES: Seniors Real Estate Specialist The Seniors Real Estate Specialist designation, administered by the Real Estate Buyer s Agent Council, helps you work with senior buyers and sellers, emphasizing the unique challenges posed by this demographic. Instructor Art Reed helps you develop skills in communicating and consulting with seniors and shows you how to build key skills for counseling them. Course participants receive elective credit toward the ABR designation. CONTINUING EDUCATION The CE Shop RE/MAX is the first major real estate franchisor to team up with The CE Shop to provide state-specific continuing education courses for U.S. Associates. The company offers approved online CE courses in more than 40 states a number that eventually will expand to every state that accepts CE credits earned online. QUICK HITS NAR Green Designation Associates Curtis Hall, Bob Gordon and Leslie Jones describe the necessity of being educated in green issues. And you learn how to obtain NAR s Green Designation. Benefits of the Green Designation Several Associates who participate in the RE/MAX Green program describe the positives of getting green training. CCIM: Certified Commercial Investment Member RE/MAX Commercial Practitioners David Bickell, Tim Hatlestad and Richard Juge explain the benefits of holding the designation. CCIM Explained Tim Hatlestad and Richard Juge discuss how the Certified Commercial Investment Member designation benefits your business. Certified Luxury Home Marketing Specialist Laurie Moore- Moore explains how to earn the designation and how it helps your business. Certified New Home Specialist Dennis Walsh explains why real estate agents need to have a firm understanding of new homes to serve clients looking for both new construction and existing homes. 100 Days to Greatness Know Your Personality Type Brian Buffini explains the two personality types and how to identify them in agents and clients. Pre-Listing Appointment Brian Buffini shows you how to get listings using pre-listing appointments. The Pop-By Brian Buffini talks about his pop-by plan. Bring an item of value with you or leave one behind if clients aren t home. Your Database Is Your Fortune Brian Buffini explains what a database is: a list of relationships. He also discusses how a simple phrase can lead to new business. A Case for the First 100 Days Brian Buffini explains why the first 100 days of any venture are the most important. Think Outside of the Box Brian Buffini shares his favorite real estate story about a client with unrealistic expectations. Process of Elimination Brian Buffini says that working with a buyer is about the process of elimination and not selection. Show Character and Competence Earn the trust of your clients by demonstrating your good character. The Mayor Campaign Here are dialogs to help you build up your database by making direct connections. Have a Long-Term Business Perspective Find leads and sales today, but proceed with tomorrow in mind. New Agents are Good! How to overcome a rookie agent s fear by communicating enthusiasm over experience. Organizing Your Database Learn how to develop your pot of gold by putting your database in order. The Power of Personal Notes How to win clients over with a simple, yet personal message. The Referral Dialogue Learn how to turn a simple phrase into millions of dollars. Good vs. Bad Salesperson How to become memorable in a good way. RE/MAX Profitable Broker Program View owners and managers describing how critical this Buffini & Company program has been to their brokerages success. 8 RE/MAX University Catalog

9 How to View RE/MAX University s You can view videos on your computer, on your television using a digital media player or on select mobile devices such as iphones. On Your Television U.S. and Canadian residents: By buying a Roku HD-XR box (available at you can view videos on your office or home television via a high-speed Internet connection. At the same site you can view a video to help you connect the Roku to your TV. Coming soon for residents outside the U.S. and Canada: a digital media player for you. Check RE/MAX Mainstreet for information about the player that will be available in your country. The video is of higher quality than what you see on your computer. And when you purchase a Roku box, you also have access to Netflix videos, Amazon On Demand, MLB.tv (live and archived major league baseball games) and much more. You access the RE/MAX University Channel using your Mainstreet user ID and password. On Your Computer This option requires no additional equipment. Start by selecting the Learn tab on RE/MAX Mainstreet (remax.net). On the Learn page, you can browse the Topics (Distressed Properties, Listings, Motivational and so on) or search under Courses, RU Today or What s New. You can also search by keywords. And you can create your own Favorites Channel and have the videos on hand instantly. The video player can be expanded to full-screen size. When accessing Mainstreet on your iphone, you can select the appropriate format for the videos you want to view. New s Added Regularly RE/MAX University will continually add to its catalog of training videos. These will include live RE/MAX Town Hall Meetings, coverage of RE/MAX Conventions and other live events. Each month a PDF will be posted in the Mainstreet Downloads highlighting upcoming programs. To easily access recently posted videos, check the What s New Channel on the Learn home page. For RU Information: Call (303) or ru@remax.net. RE/MAX University Catalog 9

10 DISTRESSED PROPERTIES FULL-LENGTH PROGRAMS The Auction Option Auctioneer Tom Spanky Assiter delivers strategies and techniques to work with auction companies in marketing homes, whether homeowner listings or REOs. The Long and Short of Short Sales Broker/Owners Learn from Nancy Freeman of Illinois and Ray Valle of New Jersey how to supervise Short Sales. RE/MAX COACHING HALL OF FAME Alex Charfen Save Homeowners and Explode Your Business Alex Charfen, who created the Certified Distressed Property Expert program, shows you how to save homeowners from foreclosure. RE/MAX TOWN HALL Distressed Properties Find out how to make the foreclosure and Short Sale market work for you. RE/MAX International CEO Margaret Kelly hosts RE/MAX Town Hall Sessions, including Distressed Properties, showing you how to benefit yourself and your community through the Short Sale, foreclosure and REO market. Foreclosures and Short Sales Illinois Broker/Owner Nancy Freeman helps you work with buyers and sellers of distressed properties. Short Sales Advising and Guiding Your Clients Alex Charfen shows you how to help sellers in danger of foreclosure avoid that stigma and also how to counsel buyers who may be interested in a Short Sale. QUICK HITS Agents Dealing with Agents in Foreclosures Michigan Associate Nathan Boji shows you how to communicate with other agents when working with foreclosures. Broker Price Opinions Illinois Broker/Owner Nancy Freeman explains why people like BPOs and what they re commonly used for. Buyers, Sellers and Short Sales Florida Broker/Manager Rick Sicilia and General Counsel Paul Caillaud emphasize the importance of educating clients in the Short Sale process. Clients Facing Foreclosure Nancy Freeman explains how you can help your clients by moving quickly to save equity. Courting Asset Managers Several Associates who successfully list and sell REO properties describe their marketing strategies. Dealing With Lenders California REO specialist Mike Novak-Smith explains the importance of developing relationships with asset managers. Foreclosure Alternatives Oregon Associate Margot Cote-Murphy explores strategies to help homeowners avoid foreclosure. A Short Sale is one way, but there may be other options. Foreclosure: Nuts and Bolts Nancy Freeman says it s imperative to fully understand the foreclosure process before you enter into it. Foreclosure vs. Short Sale Consequences, Part 1 Alex Charfen of the Distressed Property Institute dispels myths about the effect of foreclosures and Short Sales on homeowners. Foreclosure vs. Short Sale Consequences, Part 2 Alex Charfen cites several critical differences between the two transactions. Most importantly, a foreclosure can result in a job loss. Gaining a Lender s Attention Alex Charfen lists five tactics to employ that will give you the best chance of getting your Short Sales approved by the lender. Getting Leads for Short Sales Short Sale Specialist Jeanny Campbell says a good source of Short Sale leads is the Clerk of Courts. Listing Short Sales Alex Charfen lists the reasons you must become familiar with Short Sales: You can help homeowners, control your market and gain clients for life. Must-Have Qualifications for a Short Sale Alex Charfen outlines three mandatory conditions for a Short Sale. A New Perspective Alex Charfen tells you why today s economy has created the greatest opportunity to help homeowners in the history of real estate. Pitfalls of Foreclosed Homes Michigan Associate Nathan Boji explains why it s important to inform clients about possible complications when buying a foreclosed home. Preventing Foreclosure Dave Liniger advises you to reach out to clients with information on how to prevent foreclosure. Protecting Your Client Arizona Associate Frank Dickens discusses the importance of making sure your clients receive appropriate advice in a Short Sale situation. REOs & The Cash for Keys Option Ohio Associate Debbie Johnson provides the basics for developing and maintaining an REO business, and describes the Cash for Keys concept. REOs and Their Effect on the Market Bob Corcoran advises you to make your sellers understand that the large number of REOs and other distressed properties on the market drives prices down. REOs: Getting on the List Nancy Freeman shows you how to get your name out there if you want to list REO properties. REOs: Handling Evictions California Associates Chad Costa, Doug Goss and Randy Miller explain how they handle the tricky task of evicting homeowners or renters from foreclosed homes. REOs: Keeping the Listing Nancy Freeman shows you what to do once you ve gotten REO listings. 10 RE/MAX University Catalog

11 DISTRESSED PROPERTIES continued... REOs: Team Setup REO specialists Mark Cabrera, Ron Lee, Randy Miller, Jackie Pederson and Frank Russo discuss their strategies for listing and selling REO properties. REOs: Property Management California Associate Mike Novak- Smith provides tips to help you manage REO properties. Repo Home Tour Illinois Associates Bill Diehl and Matt McCarthy describe their bus tour of foreclosed homes. A Short Sale Listing Presentation Texas Associate Steve Craven explains how to tailor your listing presentation for someone facing a Short Sale. Short Sale Pitfalls Alex Charfen examines the 10 most common reasons why a Short Sale doesn t go through. Short Sale Myths Alex Charfen dispels the seven most dangerous misconceptions about Short Sales. Short Sales: Representing the Buyer Nancy Freeman suggests that you educate your buyers on the Short Sale process. Short Sales: Working with the Seller Nancy Freeman outlines the process for helping sellers through a Short Sale. Show Compassion With Short Sales Several Associates who work with Short Sales show you how you can turn a family s tragedy losing their home into a victory. Streamlined Short Sale Directive Dave Liniger highlights the most salient points in the Treasury Department s HAFA program. Tips for Handling Short Sales Arizona Associate Frank Dickens outlines the documentation necessary to facilitate a Short Sale. Totally Remodeled Foreclosure Denver Associate Aaron Hart and his investor clients performed a major remodel of a property and sold it quickly. Understanding the Bank s Perspective Texas Associate Steve Craven discusses what happens when a lender forecloses on a property. Valuing Short Sales Short Sale specialist Jeanny Campbell lays out the fundamentals of pricing and negotiating Short Sales. Work the Market: Foreclosures and Short Sales Nancy Freeman offers tips for working foreclosure, BPO, REO and Short Sale niches. HUD HUD: Getting Started Q&A The basics of working with HUD on listing or selling a home. HUD: Selling a HUD Home Find out how to submit a purchase contract on a HUD home. Any agent can do so. FREDDIE MAC Freddie Mac: Getting Started Q&A Learn how to get into Freddie Mac s database. Buyers can find you directly through the database. Freddie Mac: Working With Buyers Learn the process of selling Freddie Mac homes. First get on the list of selling agents. Freddie Mac: Listing Agent Guidelines Freddie Mac works with Realtors to market and sell homes it owns. Find out how to get on its database on the selling side. FANNIE MAE Fannie Mae: Getting Started Q&A Here s a primer on how Fannie Mae works. Fannie Mae: Working With Buyers Learn how to help buyers purchase Fannie Mae properties. Fannie Mae: Listing Agent Guidelines Discover how to get on Fannie s database of agents to list and sell homes. NEW VISTA New Vista: Getting Started Q&A Find out how New Vista helps turn foreclosed homes into new beginnings for first-time and minority buyers. New Vista: Working With Buyers REOs can be attractive purchases because of low costs, low interest rates, low closing costs and bargaining leverage. New Vista: Listing Agent Guidelines Learn how to get on the company s database of listing agents and what you need to do to list a New Vista home. RE/MAX University Catalog 11

12 SOCIAL NETWORKING FULL-LENGTH PROGRAMS The Five W s of Social Networking Brad Hanks explains the who, what, where, when and why of social networking. Blogging for Fun and Profit Associates Linda Davis and Brett Ellis show you how to connect with readers and build their business by blogging. RE/MAX Town Hall Meeting Social Networking Discover how the social media phenomenon Facebook, YouTube, Twitter, LinkedIn and other sites can help you expand your marketing reach. QUICK HITS Blogging for Fun & Profit Associates Linda Davis and Brett Ellis share some do s and don ts for a successful blog. The Five W s of YouTube Brad Hanks shows you how you can expand your marketing reach by creating a personal channel on YouTube the world s No. 1 video-sharing platform. Online Reputation Management Brad Hanks shows you how and why to know what s being said about you online. Social Media Stefan Swanepoel explains the importance of using online media and real estate-specific sites such as ActiveRain. Social Media 101 Cory Jo Vasquez, a RE/MAX International Public Relations Manager, shows you the ins and outs of social media and explains why you should use them in your business. Using the Web s Social Network Power Agent Services Manager Tavia Ritter shows you how to enhance your personal branding power through social media. Facebook Live! Massachusetts Associate Juliet Leydon explains how she merged online and personal networking by organizing a gathering of her Facebook friends. The Five W s of Facebook Brad Hanks tells you why you should be using Facebook the world s No. 1 social networking site. The Five W s of LinkedIn Brad Hanks explains why you need to have a presence on LinkedIn. In contrast to Facebook, it s a businessoriented site. What s Up With Twitter? Brad Hanks shows you why you need to start using Twitter today. With more than 10 million users, it s the fastestgrowing social networking site. Why Embrace Social Media Barry Grooms, Bob Colvin and Richard Prigal are focused on making social networking work for them and their agents. LISTINGS FULL-LENGTH PROGRAMS Dominate Your Market by Setting Yourself Apart From the Competition Craig Proctor explains how he developed his Unique Selling Proposition (USP) the factor that sets his business apart from the competition. Listing Presentations: Nail It Every Time Associates Donna Barclay and Terry Paranych open up their listing presentation toolboxes and share ideas that have helped differentiate them from the competition. Pricing Listings to Sell Every Time Learn how to nail a home s listing price to within $500 of the eventual selling price every time with expert tips from real estate coach Cheryl Fairbanks. Realistic Listing Presentations That Soothe Stressed Sellers David Knox shows you how to build credibility, trust and rapport with sellers before and during your listing presentation. RE/MAX COACHING HALL OF FAME Howard Brinton Listing Presentations A successful listing presentation, including a menu of services, pricing metaphors and specific scripts. Judy LaDeur Selling a Home in a Buyer s Market How to ride the waves of any market to sell your listings. In Realistic Listing Presentations That Soothe Stressed Sellers, David Knox outlines strategies and techniques to ease the minds of jittery sellers. Craig Proctor How to Beat Commission-Discounters and List Price Inflators A nine-step process to get the listing contract without reducing your commission or agreeing to an unrealistically high price. Richard Robbins The Art of Listing Property How to obtain listings by setting yourself apart from other agents and proving to sellers that they need your services. 12 RE/MAX University Catalog

13 LISTINGS continued... Setting the Stage: How Home Staging Can Boost Your Business Learn the basic steps of staging a property from Barb Schwarz, founder of Home Staging, and Jo Potvin, owner of Design to Market. QUICK HITS The Adjusted Formula Cheryl Fairbanks explains why knowing how to adjust comps helps you develop a more accurate price range. Buyer Profile System Craig Proctor says that in this market, you need to change your language in listing presentations. Tell sellers how many buyers receive daily updated home information from you and show them a printout of your delivery list. Cater Your Listing Presentation to the Client Colorado Associate Brian Maecker insists that clients come into his office for listing presentations. Choose Listings Wisely Dave Liniger says there are two types of listings: listings and sellable listings. Lining your portfolio with the former is a recipe for disaster. Converting Expireds and FSBOs Dave Beson details follow-up dialogues to use when calling these prospects. They need the help of a professional real estate agent, he says. Creating Buyer Urgency Howard Brinton discusses how you can create urgency for your listings by being prepared, building a case on logic and having a well-thought-out strategy. Creating a Positive First Impression Australian Broker/Owner Daryl Rouse provides questions you can ask to help you tailor listing presentations to each client. Dominate Your Marketplace Craig Proctor explains how to set yourself apart from other agents by offering a guaranteed sale program. Don t List too High Judy LaDeur details why it s beneficial to list homes close to market prices. Educate the Seller Cheryl Fairbanks and Colorado Associate Lois Bradbury advise you to stay in constant communication with homesellers. Featured Home of the Month Judy LaDeur explains how featuring one home per month can enhance your marketing and help sellers make their homes more appealing. In Get Your Listings Sold Today, Darryl Davis explains how critical it is to stay in constant touch with sellers. How to Get a New Listing Judy LaDeur says calling the local area where a new listing has just appeared can be beneficial, even if the listing is with a competing agent. Keep Sellers in the Game Real estate coach Fred Peterson explains how to educate sellers on ways to keep their homes listed competitively. List it Right Fred Peterson provides key phrases that can help you get a listing at the right price. Listing Agent Negotiations Dave Beson shows you how to take virtually any offer and use it to help a tough seller understand the state of the market. Listing Presentation Role Play Dave Liniger and Margaret Kelly act out a typical listing presentation and show you how to deal with difficult questions potential clients may pose. Listing Presentations Alberta Associate Terry Paranych explains how to create a great listing presentation by setting yourself apart from the competition. Listing Tactics and Tools Alberta Associate Terry Paranych details how certain tools, such as a pre-listing packet, can bolster your listing presentations. Get the Listing Priced Right David Knox explains why you don t have to take every listing, and why it s critical to be selective. Get Your Listings Sold Today Real estate coach Darryl Davis says communication is just as important as price in selling your listings. Getting a Price Reduction Daryl Rouse explains why you shouldn t call a seller and ask for a price reduction. He instead suggests you set up a face-to-face meeting. Handling the Lowball Offer Dave Beson shows you why it s best to not pre-judge an offer and just present the offer to the seller without saying it s too low. Hook Buyers With a Home Book Oregon Associate Samantha Alley leaves a nearly 40-page Home Book in each of her listings that details not only the home but the neighborhood. How to Educate Sellers About Your Fee Real estate coach Bill Barrett explains how to show the seller your commission fee matches the service you provide. Mastering the Art of Listing Expireds Darryl Davis describes the advantages of working this niche. Make Serious Money, Part 2 Craig Proctor shows you how to target Must-Sell Sellers. Making & Closing a Listing Presentation Oklahoma Associate Donna Barclay explains that being prepared and enthusiastic will help make your listing presentations more effective. New Forms Bill Barrett introduces various forms you can use during a listing presentation. New Ways to Get Listings Sold Bill Barrett provides tips on new ways to market your listings to get them sold quickly. One-Step Listing Presentations Illinois Associate Leslie McDonald gets as much information on the phone as possible before the listing presentation. Prelisting Packages with a Punch Cheryl Fairbanks suggests ways to wow the seller before even making your listing presentation. RE/MAX University Catalog 13

14 LISTINGS continued... Preparing the Best SMA Cheryl Fairbanks says it is more than selecting the three best comps. Check out the competition in the seller s neighborhood and then expand it to a larger area in the same price range. Price Aggressively and Get Ahead of the Market Darryl Davis shows you how to persuade homeowners to price their properties realistically. The Price Is Right Cheryl Fairbanks offers tips and advice on making sure homes are priced right. Price Reductions Cheryl Fairbanks discusses ways to approach your sellers about price reductions. Pricing Howard Brinton provides metaphors that you can use with sellers to help get the price right. Pricing Homes to Sell Hear from experts why it s critical to price homes correctly in a buyer s market. Pricing Listings to Sell Cheryl Fairbanks details keys to pricing a home to within $500 of its sales price without seeing the inside of the home. Real estate trainer Cheryl Fairbanks describes several methods of obtaining a third comp when it s not readily available in When There Aren t Any Comps. Pricing Properties Judy LaDeur explains why it s so critical to know how to price homes using the human touch. Regaining Control in Today s Market Judy LaDeur shows you how to control what buyers see online by posting only the best photos and using emotional language Savvy Ideas Real estate coach Julie Ryan explains the 15-minute open house idea and other tips to stand out in your marketplace. Selling a Home in a Buyer s Market Judy LaDeur offers valuable tips on how to get a listing in a buyer s market. Seller Interview Cheryl Fairbanks explains how her seller interview survey helps you price homes easier and better prepare for listing presentations. Seller Survey Judy LaDeur explains the importance of conducting a seller s survey over the phone before visiting a home. Seller Systems: Making Your Life Easier Howard Brinton discusses six different checklists you can use during listing presentations to help make you more efficient. Show Them The Money David Knox provides realistic, concrete strategies for using a CMA to convince sellers that you can accurately assess the value of their home. Statistical Feedback Howard Brinton outlines a plan to help you inform your sellers of the state of the market. Success Dialogue: Committing a Seller Judy LaDeur explains how to sign the seller in one listing appointment. Success and Your Listing Presentation Dave Beson says that it s important to be truthful with sellers. He offers three scripts to explain what might happen when you start marketing their home. Sunday Home Tour Craig Proctor suggests you group listings together and have all of the homes open for a short period of time on the same day. You can end up with multiple buyers looking at homes all at once, creating an auction effect. Systematic Market Analysis Cheryl Fairbanks explains how her systematic market analysis can boost your business. The RE/MAX Collection Learn how to brand your high-end properties with The RE/MAX Collection. Turn FSBOs Into Sold by RE/MAX Darryl Davis shows you how to approach FSBOs and provides a dialog for when you get them on the phone. Two-Step Listing Presentation Florida Associate Brett Ellis details his two-step listing presentation that includes visiting a home and then doing the presentation at his office. Values for Pricing Residential Properties Cheryl Fairbanks explains the difference between opinions of value and actual value. What Counts in Home Improvement Cheryl Fairbanks and Colorado Associate Lois Bradbury emphasize the primacy of location and square footage over home improvements in pricing. What Is the Difference? Cheryl Fairbanks explains the distinction between an upgrade and an improvement. When Sellers Want to Overprice Properties Daryl Rouse shows you how to educate sellers on the state of the market. When There Aren t Any Comps Cheryl Fairbanks suggests following an appraiser s lead if there are only two comps in the seller s subdivision. Why Is the Seller Selling? Cheryl Fairbanks and Texas Associate Camille Ulmann advise you to work only with motivated, realistic sellers. Why Overpricing Costs You Dave Liniger describes the consequences of accepting overpriced listings, and Associates Lois Bradbury and Jimmy Dulin emphasize the importance of knowing the market. Written Marketing Plan Judy LaDeur explains how a detailed marketing plan can secure listings. 14 RE/MAX University Catalog

15 No Matter What Specialty You Pursue Courses RE/MAX University Has the Course for YoU Buyer Agency Distressed Properties Commercial Green Real Estate New Homes Luxury Homes Seniors More than 50,000 Associates have received professional designations and certifications through RE/MAX University. Join them in taking your education to the next level. Find course information on pages 6-8 of this Catalog. Registration information is on page 6. To register, visit the Learn tab on RE/MAX Mainstreet. For more information, call (888) or presented by RE/MAX University Catalog presented by September October November RE/MAX University December Catalog

16 BUYERS FULL-LENGTH PROGRAMS QUICK HITS Buyers Rule: Succeed With a Buyer Focus Hall of Famers Wayne Babb and Sandie Hea specialize in working with buyers, and they explain their successful strategies. Finding and Signing Qualified, Motivated Buyers Arizona Associate Curtis Hall reveals Commandment No. 7 of real estate sales: Absent a value proposition, the consumer will go cheap. But if you can prove your value beyond doubt, you ll be able to command top dollar. How to Effectively List the Buyer ABR instructor Curtis Hall offers nuts-and-bolts tips to ensure that the initial buyer counseling session ends in a signed agreement. How to Sign the Buyer Curtis Hall explains why you need to get buyers under a representation agreement early in the process. Buyers Are NOT Liars Daryl Rouse demonstrates how to find clients the right home by keeping the lines of communication open. Dream Features Can Close the Deal Judy LaDeur explains that emotional decision-makers decide what home to buy after a logical decision-maker chooses what homes to look at. Following Up With Buyers Following up with potential buyers is critical for you and your agents, says Associate Sigurdur Gunnlaugsson of Iceland. Help Buyers Write Better Offers Daryl Rouse explains how to help buyers understand the benefits of submitting fair offers. How to Move a Prospect to a Buyer Howard Brinton presents a list of 10 important questions to ask buyers. RE/MAX COACHING HALL OF FAME Judy LaDeur Show and Tell, First Time Out The essential steps to selling a home on the first trip out. Craig Proctor Building Your Ultimate Buyer Business A comprehensive strategy for working with buyers, starting with generating leads and concluding with the post-buyer agreement period. RE/MAX TOWN HALL Buyers in the New Market Discover the impact of immigrants and Generation Y first-time buyers on the coming real estate market, and learn about FHA s 203(k) program for folding repair and renovation funds into mortgage loans. Make Serious Money, Part 1 Craig Proctor helps you identify people who are ready to buy. Sell a Buyer the First Time Judy LaDeur outlines ways to sell the buyer the first time you take them out to tour homes. Strategy for Putting In a Low Offer Dave Beson offers suggestions on how to put in an offer that is less than the list price. Understanding Your Client s Motivation Fred Peterson discusses the three types of buyers to help you understand why your client is looking to buy. Work the House, Not the Buyer Real estate coach Darryl Davis shows you how to show fewer houses but make more sales. BUSINESS OPERATIONS FULL-LENGTH PROGRAMS Agent Exit Strategies: Retiring From RE/MAX Whether you re planning to sell your business outright, or turn it over to a family member, there are many variables to consider before retiring. Learn from the experts how to plan your exit. Building a Big Business in a Small Market Associates Scott Hollinger and Julie Miller help you master the art of working in a market where your client is also likely to be your friend and neighbor. Delivering Knock Your Socks Off Destination Services Associates Lyn Drake and Geoff McGowan outline their strategies for delivering all-world service to relocating buyers. Cloning the Ultimate Transaction Coordinator Join Sue Doepp for an in-depth look at how you can develop an efficient transaction coordinator to help you in your daily business. Crisis Media Training Former reporter Steve Wilson discusses crisis management and media relations, and also shows you keys to dealing with the media. Don t Let Toxic Mold Creep Up on You Spend an hour in the world of mold with real estate risk management expert Bob White. An Effective and Proven 10-Point Plan for Sales Success Howard Brinton has a plan for real estate success that s sure to get your blood pumping and business flowing. Five Survival Skills for the 21st Century C.W. Metcalf promises an end to terminal seriousness and points you toward an environment conducive to peak performance. Get People on Your Side Negotiation & Persuasion Kare Anderson delivers her practical tips for mastering the essential skill of negotiation. The Great Assistant Hunt Associates Phil Haig and Andee Hausman cover the basics of locating, hiring, compensating and keeping good assistants and team members. Guiding Principles: Your Roadmap to Success Howard Brinton advises establishing bedrock principles that you want to live your life by and acting in accordance with those principles. Helping Successful Leaders Get Even Better Executive coach Marshall Goldsmith shows you how to change your behavior when it becomes necessary. How the Best Get Better Mark Sanborn focuses on how you can grow your business by practicing personal curiosity. 16 RE/MAX University Catalog

17 BUSINESS OPERATIONS continued... How to Negotiate in Tough Situations With help from David Knox, you can remove barriers by becoming a negotiator instead of a messenger. Hyperchange: Winning at Warp Speed Patrick Lynch helps you establish a balance between relying on your experience and standard procedures, and staying on top of the rapidly changing real estate environment. Identifying Mortgage Fraud David Steinman, a former Assistant United States Attorney, identifies the red flags to be looking for. Life After Real Estate: It Could Happen to You Associates Frank Christensen, Terry Moerler and Ralph Ripley describe what they ve done to prepare for retirement. Real Estate IRAs, Part 1 Jennifer Dizmang explains the ins and outs of adding a real estate investment or helping clients do so to an IRA. Real Estate IRAs, Part 2 Jennifer Dizmang shows you how real estate IRAs work for yourself and your clients. One critical factor is that the investments are in the name of the IRA not the individual. RE/MAX COACHING HALL OF FAME Howard Brinton How to Develop Systems That Guarantee Your Business Future Systematize your business by developing forms for everything: buyers, listings, showing response and more. Leveraging Human Behavior Knowledge for Outstanding Results The Platinum Rule explained: Do unto others as they would like to have it done unto them. Up Close and Personal Brinton and three RE/MAX Associates discuss the benefits of coaching. Brian Buffini How to Build Your Fortune How to achieve financial freedom by running your business like a business and managing your money intelligently. How to Put Your Business on Auto-Pilot Build customers for life. It starts with building trust with your clients, who then will become a referral machine for you. Learn How to Better Manage Your Time The importance of planning your time on a daily and monthly basis and focusing only on dollar-productive activities. Party Your Way to the Top How client parties and appreciation events can propel your business into the stratosphere. The Path to High Performance The power of goal-setting in getting what you want and achieving personal and professional growth. Personal Growth A strategy for improving your business and quality of life. It starts with an honest self-evaluation. Turn Good Clients Into Great Clients Buffini s A-Plus Essentials that will make your clients think only of you for their real estate needs. Jack Canfield The Success Principles The co-author of the Chicken Soup for the Soul series shows you how to visualize success and take specific actions to realize it. Jennifer Dizmang discusses the ins and outs of including real estate investments in your IRA or helping your clients do the same in the two-part Real Estate IRAs series. Jean Chatzky Can Money Buy Happiness? Financial guru Chatzky discusses money vs. happiness, and shows you how to handle credit and make your money work for you. Margaret Kelly Balancing Life and Career Kelly shows you how Associates do well in business while maintaining rewarding personal lives. Judy LaDeur The Formula for Success LaDeur outlines a comprehensive business strategy. In addition to business techniques, the formula includes a belief system. Dave Liniger Business Planning Build a business plan that includes financial and time budgeting. Financial Planning for Business Success How to manage your money, put together a workable budget and plan for retirement. Peak Performance How to perform at your best, emphasizing business planning, the power of RE/MAX and the value of client communication. Richard Robbins Interviews Dave Robbins and Liniger discuss customer service, systems, communication, relationship-building and more. SuperCharge Your Career in 2005 Liniger discusses Premier Market Presence and summarizes the book Everybody Wins: The Story and Lessons Behind RE/MAX. SuperCharge Your Career in 2006 A comprehensive plan for business success, with a strong emphasis on the RE/MAX competitive advantage and online marketing. Time Management How to analyze your use of time, determine the value of your time and make the best use of it. Richard Robbins Creating Financial Freedom How to master financial problems and make your money work for you. Future Focus How to build a business to sustain you for the rest of your life. RE/MAX University Catalog 17

18 BUSINESS OPERATIONS continued... Moving Customers Beyond Loyalty Quit trying to be the best at what everyone does. Instead, compete to be unique. Start Building a Business, Stop Earning A Living The business side of real estate compensating team members and writing contracts. Nick Washienko The Human Side of Effective Communications Washienko helps you develop a strong business presentation that contains an effective delivery style. Brinton/Buffini/Robbins Coaching You to the Max Presentations by the charter members of the RE/MAX Coaching Hall of Fame: Howard Brinton, Brian Buffini and Richard Robbins. S.A.F.E.R.: Safety Awareness for Every Realtor Roger O Neill of NBC News hosts this program designed to illustrate what agents should and shouldn t do when it comes to safety. Seven Guaranteed Steps to Making Dreams Come True Howard Brinton shares strategies that enable you to have a dream-cometrue mentality. The Stanford Guide to Negotiating Margaret Neale helps you sharpen up your negotiating skills. Taking the High Road: How to Succeed Ethically When Others Bend the Rules Frank Bucaro presents an easy-to-understand definition of ethics and offers guidelines for tackling difficult decisions. Time Well-Spent Bill Barrett shares the latest and most effective techniques to avoid wasting time and use technology to streamline listing presentations. Choosing Your Destination Before the Journey Richard Robbins explains why you should build a business that fits with the life you want. Commissions Howard Brinton explores ways to articulate your value to consumers and get the commission you deserve. Create a Mission Statement Judy LaDeur explains why key words in a mission statement are important. Data Theft: Gone in 60 Seconds Stefan Swanepoel shows you how to keep your clients information secure. Delegate to Succeed Dave Beson explains how delegating tasks can help you be more productive. Enjoying Consistent Growth Richard Robbins helps you avoid the mistake of working too hard when building your business. Getting Started as a New Agent Colorado Associate Jane Blomquist says that new agents should begin as assistants to learn the ropes. Give Your Kids a Chance Howard Brinton discusses how building wealth through real estate investments is a way that will help clients prepare for future college costs. Goals Mark Leader explains the difference between goals and business plans. Goals should be short and designed to give you immediate energy. Goal-Setting Real estate coach Bob Corcoran advises you to write down your goals and share them with others. If you don t do both of those things, you ll never attain your goals. Green: Sold in 5 Days Colorado Associate Chris Ratay reveals strategies that helped him sell a home in just five days. Handle Objections in 6 Steps Trainer Mark Leader explains his system for dealing with commission objections. Thriving in Changing Markets & Times Howard Brinton charges into the proven techniques that can help professionals through changing markets with grace. Toxic Mold It s Not Just Your Father s Blue Cheese Neil Selman talks about which molds are dangerous, what recent litigation has revealed and how toxic mold can affect people and their health. Toxic Mold Symposium Curtis Hall sheds an educated light on the issue of toxic mold and all of its ramifications in the real estate industry. Vigilance Required: A New Era in Agent Safety Security expert and consultant Robert Siciliano describes techniques agents can use to protect themselves. QUICK HITS Advice on Relocating Your Business Nevada Associate Chris Brown offers tips on moving your business. The Art of Delegating Associates Kim Lund of the Cayman Islands and Anthony Askowitz of Miami show you how to delegate your way to a bigger and better business. Attitude Real estate coach Mark Leader shows us how important attitude is when facing the challenges of dealing with the public. Catch Up! Consumers Demand Green Associates Curtis Hall, Henry Moulin and Connie Giddings tell you why you need to educate yourself on environmental issues. Hire Slow, Fire Fast Calgary Associates Simon Hunt and Brian Flynn explain how deadbeat staff members drag down the entire office. Hit the Road Jack Nevada Associate Chris Brown discusses how he sold his business, moved to a different city and joined a new office as an agent. How Do You Eliminate Mistakes and Be Successful? Dave Beson says that if you visualize, personalize and automate, you will get closer to success. How to Work With an Analytical Mind Judy LaDeur explains that the toughest clients to work with are analytical clients, and outlines a strategy for working with them. Majoring in Majors Richard Robbins details behaviors that will help you earn more. Negotiating Fees Judy LaDeur shows you how using an analogy or story can help clients understand why you say no to reducing your fees. Preparing Your Business for Sale or Active Retirement Learn how to have an active retirement and get tips on preparing your business for sale. Promises Dave Beson offers this advice: Never have to apologize by never breaking a promise. Real Estate IRAs, Part 1 Jennifer Dizmang explains the ins and outs of adding a real estate investment in an IRA. Real Estate IRAs, Part 2 Jennifer Dizmang shows you how real estate IRAs work for yourself and your clients. 18 RE/MAX University Catalog

19 BUSINESS OPERATIONS continued... Risk Taking risks is scary, particularly when you can t win. David Knox explains why you should do it anyway. Scouting the Neighborhood Arizona Associate Curtis Hall walks through a neighborhood describing features that make homes appealing. Set Goals Judy LaDeur explains how to set goals and break through barriers. Six Keys to Victory in Any Market Arizona Broker/Owner Tim Hatlestad outlines six areas to examine in your business. Steps to Stay Safe Colorado Associate Jane Blomquist offers ideas to help you protect yourself while showing homes. The Three Million Dollar Challenge Dave Beson explains why it s better to close 12 transactions a year that equal $3 million than selling one $3 million house. Time Management Mark Leader shows you how to have a productive business and still have a personal life. His basic principles Get the highest possible return for time invested, and follow his Formula for Success. Time Management Judy LaDeur offers ideas to help agents manage time more efficiently, like making lists and delegating. Utilizing Buyers and Sellers to Grow Your Business Howard Brinton suggests using surveys to get valuable feedback from clients. Value of an Assistant Kim Lund of the Cayman Islands and Anthony Askowitz of Miami discuss why and when they hired assistants. Assistants save time, money, and handle the details. Working With Developers Georgia Associate Steve Redding discusses important points to know when working with developers and builders. T.I.M.E. Management Time management is actually about personal management, Bob Corcoran says. He delivers tips on controlling your most valuable asset. TEAMS FULL-LENGTH PROGRAMS Building High-Performance Teams Colleen Stanley reveals strategies to help Team Leaders motivate their teams. Growing Teams, Growing Profits Office leaders Amy Lessinger and Judy Thomas discuss ways to embrace the shift in agent mindset from being self-employed to being an entrepreneur. How to Create a Successful Team John Lesniewski and Joyce Tourney explain why they decided to go the team route and reveal their strategies for maintaining a productive and dynamic team. How to Field a Championship Team Dave Liniger joins Team Leaders Don Matheson and Debbie Reed to discuss the hows and whys of building a team. Leadership: Developing a Team Committed to Quality Connie Podesta explains why a successful sales team is always far more than a collection of talented individuals and helps you build such a team. To Team or Not to Team? Team Leaders Andee Hausman and John Wood help you decide if now is the right time to go teaming. Will the additional revenue justify the expense? What s the best structure for a team? Teams: Use the Collective Power Dave Liniger and Brian Buffini help you decide if your market is conducive for a team, select the correct team model and have the right leadership mindset. Team Leader Summit The RE/MAX Team Leader Summit featured Brian Buffini, Dave Liniger and Margaret Kelly. They explored every aspect of team-building, from identifying and recruiting team members to successfully managing a real estate team. Brian Buffini was one of the driving forces behind the RE/MAX Team Leader Summit. On RU, he outlines seven team models and shows you how to be successful with each. How to Recruit the Best People Every Time Buffini explains his Ability Management Systems program to help create a winning culture, retain Team Members and match the right employees with the right positions. How to Run Your Team and Not Lose It Buffini reveals four principles for ensuring team longevity and sanity. The Power Team Panel Buffini, Liniger and Kelly come together in a wide-ranging discussion on the best ways to organize, manage and sustain a real estate team. Selecting the Right Team Model Buffini helps you decide which team model is best for you, and helps you get started in the team-building process. How to Manage Your Money as a Team Leader Buffini helps you develop a budget and outlines five ways you can end up in the team graveyard. The World s Most Profitable Team Buffini reveals methods of running a successful and profitable team. RE/MAX University Catalog 19

20 TEAMS continued... QUICK HITS TEAM MODELS The Agent and Assistant Team Brian Buffini outlines a system for hiring the right assistant. The Group Model and Mega Model Brian Buffini explains that at this level, each agent has his or her own database and is self-sustaining. The Husband-and-Wife Team To be successful, you need to isolate your strengths, match up your job descriptions, get help with your weaknesses and know how to separate your home and work times. Managing My Team Like a Broker Virginia Team Leader Sherry Wilson runs her 24-member team as an S-Corporation. Partners as a Team Brian Buffini tells you to make sure that both parties are producers. Profile for Team Members Brian and Kevin Buffini discuss different types of Team Members. Have Documented Systems for Everything Richard Robbins explains why your team s business must be system-dependent not peopledependent. How Do You Pay Your Team? Brian Buffini walks you through two sample split models to help you decide how you want to pay your team. How to Build an Extraordinary Team Richard Robbins outlines five keys to building an outstanding team. How to Recruit the Right People Every Time Brian Buffini shows you how to find the right people for your team. How to Run Your Team and Not Lose It Brian and Kevin Buffini explain that by using the Ultimate Talent Scout assessment, you can determine how to best use your Team Members. Market Yourself to Get an Assistant Brian Buffini shows you how to have fun hiring your assistant. SUCCESSFUL TEAMS Building My Team Oregon Associate Brian Tienken shows how he went from a single agent to a Team Leader. The Referral Agent Model Brian Buffini discusses how to start a team and not go broke using this hybrid model. The Right Job Description for Your Models Brian Buffini describes Team Leader job descriptions for different models. Seven Types of Teams Brian Buffini discusses seven team models you should consider when structuring a team. Structuring Your Team Team Leaders discuss three different ways they structure their teams for success. The Team Model, Part 1 Brian Buffini details the classic team model with one agent acting as the Team Leader and CEO. The Team Model, Part 2 Brian Buffini discusses his weekly fiveminute meeting where he reviews all of the pertinent information driving the week. TEAM MANAGEMENT Compensating Team Members Team Leaders Ruby Darr, Simon Hunt and Brian Flynn describe their payment structures. Creating Compensation Plans for Administrative Personnel Dirk Zeller advises you to clearly define your compensation package up front. Developing Your Hiring Philosophy Dirk Zeller explains how to develop your team s expansion plan. Do I Need a Buyer Agent? Dirk Zeller outlines eight questions to examine when thinking about hiring buyer agents. Establishing Your Hiring Process Dirk Zeller offers tips on coming up with a strategy for expanding your team. Four Principles for Running Your Team Brian Buffini discusses the core philosophies for operating your team. Getting Clients to Accept Your Team Team Leader Jan Bellamy explains how she convinces clients that her Team Members will take good care of them. Growing Your Team Team Leaders Jan Bellamy, Melinda Duncan and Christopher Invidiata explain when and why they hired assistants. Characteristics of a Championship Team Dirk Zeller outlines six characteristics found in many successful teams. Common Abilities of Team Members, Part 1 Brian and Kevin Buffini show you how to choose your team. Common Abilities of Team Members, Part 2 Brian and Kevin Buffini detail additional traits of Team Leaders. Creating a Champion Team Dirk Zeller explains that your team s success depends on you not your Team Members. Dealing With Sellers Team Leaders Ruby Darr and Brian Flynn discuss different ways of working with sellers in today s market. Five Reasons to Expand Your Team Dirk Zeller explains why you should add to your team. Handing Off and Following Up On Leads Brian Buffini says the purpose of a team is to hand off leads while keeping agents accountable. Paul Wells Team Profile Illinois Broker/Owner Wells delivers numerous tips on building and running a team. Profile for Team Leaders Brian and Kevin Buffini reveal the fact that successful Team Leaders are ones who formed teams that had clearly defined purposes. Prospecting as a Team Bob Corcoran offers tips on prospecting with other agents in your office. As a group, choose one night a week that everyone can make calls from the office. Seven Deadly Sins Brian Buffini details seven common mistakes Associates make in a team situation. Supplement Your Weakness Team Leaders Ruby Darr, Simon Hunt and Brian Flynn explain how hiring assistants to do paperwork and take calls freed them up to work with clients and close more transactions. Team Training Richard Robbins tells you why you must be invested in Team Members potential to be successful. Three Ways to Compensate Your Team Team Leaders Jan Bellamy, Melinda Duncan and Christopher Invidiata explain their varying strategies for compensating Team Members. Growth Pattern of a Highly Productive Team Richard Robbins shows you how to start growing your team. 20 RE/MAX University Catalog Where Do You Go to Hire? Team Leaders Jan Bellamy, Melinda Duncan and Christopher Invidiata show you how to find Team Members through current members, other real estate offices and by networking in the community.