Using Technology to Grow your Real Estate Business

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1 Using Technology to Grow your Real Estate Business Welcome! We are committed to Serving and Supporting NEW and Experienced agents. We Deliver! Everyone has choices! We REALLY Like our Brand-It s Awesome See Why Now!

2 Agenda 1. Real estate Market update-now is a good time to get into real estate 2. Compensation example 3. Current Reality and then some (industry & business facts) 4. Branding-Important or not 5. Technology wheel 6. Best smart phone applications recommendations 7. Essential Skills of realtors and how to develop them 8. Importance of training and support discussion 9. Wrap up - Examples of Ask the right questions 10.Conclude-Words of encouragement and some positive facts. 11.Question and Answer time

3 Q: Is now a good time to get into real estate? A: YES look at what everyone s saying!

4 The real estate market moves through cycles. These cycles are caused by supply and demand issues. Low Demand Supply High Home Values Low Supply Demand High What have you heard about today s real estate marketplace? Market Action Report

5 Stats You Must Know Time Period (April, 2012) Updated Total Active Residential Listings 8,523 Total Market Time (Apr., 2012) 123 Compared to last year (Apr., 2011) 153 Average Sales Price (Apr., 2012) $262,400 Average Sales Price (Apr., 2011) $267,300 Avg. Sales Price, Year to date (Apr., 12) $254,600 Avg. Sales Price, Year to date (Apr., 11) $257,000 Closed Sales Year to Date (Apr., 12) 6,236 Closed Sales Year to Date (Apr., 11) 5,513 Inventory in Months (Apr., 2012) 4.7 Inventory in Months (Apr., 2011) 7.2 Here are some things you can tell your clients about the Real Estate Market: Inventory of homes for sale in April, 2012 was 4.7 months. This is down from a peak of 19.2 months in January, Inventory has consistently been 7 months or below for the last 12 months in a row. This is the lowest inventory has been since June, Generally speaking, when we are below 6 months inventory it is considered a seller s market. Closed sales are increasing! Closed sales have increased from April of last year by 13.1%.

6 Current Reality and Then Some In 9 out of 10 major metro areas, home markets are stabilizing or increasing. Real estate agents AND the Internet continue to be the most important resource in the home buying process. More than 50% of consumers will access information from their smartphones. o What does this mean for the real estate industry? It means that many homebuyers, especially Gen X and Gen Y consumers, will be searching for real estate information on their cell phones, smart phones and Ipads- not their computers. The Internet buyer is looking up to 18 months prior to buying. The American dream of homeownership is more affordable now than at any other time in the last 40 years. 63% of renters say owning a home is a priority in the future. According to some economists what is important is who has employment. Social media is not a fad, it s a fundamental shift in the way we communicate 1 Billion ipad Apps downloaded in 9 months.

7 Current Reality and Then Some We live in a Blended environment: , Facebook, Text, Tweets, Web and Craigslist Technology-Expectation is still interaction, it is just a different level of interaction. Technology must be learned and tested toward building relationships. Technology is a way we communicate with the online consumer; we need to learn to enhance the relationship, not replace it. Technology is here to keep us in the business if we apply it and embrace it Millions of status updates a day on Facebook CENTURY 21 ranks in Google.com top 10 under real estate- lead generation 70% past clients and customers didn t use the same agent on their next transaction. Database management is the number one most important thing you can do. 34% of bloggers post opinions about products or brands 78% of consumers trust peer recommendation, 14% trust advertisement

8 Compensation Example For Example: o Assuming an average sales price of $250,000 x 3% = $7500 o Subtract any fees, costs or expenses (assumption is 20%) ($1500) $6000 o Subtract any industry Splits 90/10 percent to you is $ /20 percent to you is $ /30 percent to you is $ /40 percent to you is $3600

9 Branding

10 Consumer Preference An Industry Leader For the past decade, CENTURY 21 has reigned as the nation s most recognized brand in real estate! Donald Trump in our Super Bowl commercial Youtube.com/century21

11 Online Marketing

12 Online Marketing

13 Online Marketing More Visibility! More Leads! Website Monthly Visitors (M) Zillow 19,423 Realtor 15,549 Trulia 7,310 Homes 3,808 Homefinder 1,407 Total 47,898

14 Leveraging & Building Your Business With What is Available! This is the technology wheel

15 Leveraging & Building Your Business With What is Available! Gen X & Y Free Smart Phone App For Client-C21Mobile For You-Rmlsweb Mobile

16 Mobile Property Apps Go to Century21.com on your smartphone and download the app Other Property finding Apps-All Different-All have Pro s and Con s Realtor.com, Realestatebook.com, Zillow, Trulia, etc..

17 Leveraging & Building Your Business With What is Available! Gen X & Y Free Smart Phone App For Client-C21Mobile For You-Rmlsweb Mobile Free C21 Agent Website Century21.com & lovelyportlandhomes.com

18 Century 21.com

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20 Leveraging & Building Your Business With What is Available! Gen X & Y Free Smart Phone App For Client-C21Mobile For You-Rmlsweb Mobile Free C21 Agent Website Century21.com & lovelyportlandhomes.com Signatures

21 Adding Social Exposure to Your Signature Page Every time you or text someone, you will have the opportunity for them to click onto your social networking page or websites

22 Leveraging & Building Your Business With What is Available! Gen X & Y Free Smart Phone App For Client-C21Mobile For You-Rmlsweb Mobile Free C21 Agent Website Century21.com & lovelyportlandhomes.com Signatures 21online Newsletters-Drip Campaigns

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25 Leveraging & Building Your Business With What is Available! Gen X & Y Free Smart Phone App For Client-C21Mobile For You-Rmlsweb Mobile Free C21 Agent Website Century21.com & lovelyportlandhomes.com Signatures Social Media 21online Newsletters-Drip Campaigns

26 Social Media

27 Leveraging & Building Your Business With What is Available! Gen X & Y Free Smart Phone App For Client-C21Mobile For You-Rmlsweb Mobile Free C21 Agent Website Century21.com & lovelyportlandhomes.com Signatures Online Dominance Reply Social Media 21online Newsletters-Drip Campaigns

28 Online Reply: Dominate Your Presence! Hello! Thanks for stopping by one of our websites. We hope you found the information helpful. We realize that you are currently in the information gathering stage, and may not be ready to "open up" about who you are, or what your needs are at this time. Be assured this is perfectly okay and we and our staff will completely respect your online privacy. Also, keep in mind that our ability to help you is dependent upon understanding your particular needs and wants with respect to finding a home. So when you are ready to explore your real estate needs further, we will be happy to assist you. We have a "state of the art" website that will automatically send you property information via and only in areas or neighborhoods and price ranges you want to look at. Here is the website: and you can unsubscribe anytime you wish. There also are other resources at this website for buying or selling a home. We have a mobile app We hope you find these useful and if you have any questions please contact us. We are able to set up a showing or a consultation for you. Contact us at Have a great day, and we look forward to hearing from you. Best Regards, Your Name Your Phone Oh by the way... If you or your family or friends needed help with buying or selling real estate, please feel free to call us with their contact information. We love referrals and we'll take excellent care of them.

29 Leveraging & Building Your Business With What is Available! Gen X & Y Free Smart Phone App For Client-C21Mobile For You-Rmlsweb Mobile Free C21 Agent Website Century21.com & lovelyportlandhomes.com Virtual Tours/YouTube Online Dominance Reply Social Media Signatures 21online Newsletters-Drip Campaigns

30 Virtual Tour and You Tube 100 hours of video uploaded to you tube every 4 minutes That means that 252,000 hours of video is uploaded to You Tube weekly! 200 million videos are watched each and everyday on mobile phone What s changed recently: Hardware High speed/fast load Software-flexible Video expedites the buying decision by 72% Customers who view video on websites are 64% more likely to become customers Ranks highest on search engines 65% of online video viewers are online M-F from 9-5

31 Social Media

32 Leveraging & Building Your Business With What is Available! Gen X & Y Free Smart Phone App For Client-C21Mobile For You-Rmlsweb Mobile Free C21 Agent Website C21 Golden Ruler Virtual Tours/YouTube Online Dominance Reply Social Media Century21.com & lovelyportlandhomes.com Signatures 21online Newsletters-Drip Campaigns

33 Keeping You Informed Online Marketing Summary The C21exclusive "Golden Ruler" tool is a listing measurement device that provides reports on the number of consumer views online property listings.

34 Leveraging & Building Your Business With What is Available! Gen X & Y Free Smart Phone App For Client-C21Mobile For You-Rmlsweb Mobile Database management & 21online.com C21 Golden Ruler Virtual Tours/YouTube Online Dominance Reply Social Media Free C21 Agent Website Century21.com & lovelyportlandhomes.com Signatures 21online Newsletters-Drip Campaigns

35 Sphere of Influence and Growing Your Database One of the easiest ways to increase your sales and listing is through referral business. Referral business is most often from people who know you, trust you, care about you and want you to succeed. New to the area? Don t have a referral base yet? We ll show you how to build one.

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37 MCI Card

38 Leadrouter Lead generation Leveraging & Building Your Business With What is Available! Gen X & Y Free Smart Phone App For Client-C21Mobile For You-Rmlsweb Mobile Database management & 21online.com C21 Golden Ruler Virtual Tours/YouTube Online Dominance Reply Social Media Free C21 Agent Website Century21.com & lovelyportlandhomes.com Signatures 21online Newsletters-Drip Campaigns

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40 Quick Response with Lead Router According to NAR (National Association of Realtors) on the average it takes most agents 54 hours to respond to a buyer inquiry We do it in about 60 seconds with Lead Router! NAR stats say 70% of buyers work with the first agent who makes contact Today, 90% of home buyers are online. That s why we send inquiries directly to our agents cell phones. The system is called LeadRouter and it helps us sell homes faster and for more money. LeadRouter is a software-based system that captures leads from homebuyers and sellers, and then matches the lead information with the most appropriate sales associate within 60 seconds of the internet lead being sent. Converting data to voice, LeadRouter instantly informs the sales associates of the lead via phone or designated communication vehicle. This enables sales associates to respond to consumers within minutes of receiving the request.

41 Leadrouter Lead generation Leveraging & Building Your Business With What is Available! Traditional Methods Gen X & Y Free Smart Phone App For Client-C21Mobile For You-Rmlsweb Mobile Database management & 21online.com C21 Golden Ruler Virtual Tours/YouTube Online Dominance Reply Social Media Free C21 Agent Website Century21.com & lovelyportlandhomes.com Signatures 21online Newsletters-Drip Campaigns

42 These are Some of the Resources Available C21 Traditional Methods C21 Commitment Plan C21 Gen X & Y C21 Leadrouter Lead generation C21 Free Smart Phone App Rmlsweb Mobile C21 Database management & 21online.com C21 Free C21 Agent Website C21 Signatures C21 Golden Ruler C21 Virtual Tours/YouTube C21 Online Dominance Reply C21 Online Strategy C21 21online Newsletters-Drip Campaigns Social Media

43 Essential skills Time on the telephone: Contacting people who know you, like you and trust you. Hour of Power: One hour a day-(time block) to contact people you will be financially taken care of by those you know! Create value during that phone call/connection: It s not how many people you can call. It s about feeling good about that phone call when you are done. What would you do during this call? Market update- be the local expert, bring a very local update, know the Statistic You Must Know. Annual review- Find out if they want to know what the current value of their home is or their neighborhood values.

44 Essential skills Refer something- find something to recommend to them, Vendors-roofers, landscapers, remodeling contractors, share with people the things in your life, new Starbucks tea, new diet you re trying or that your journaling daily or a new product you have tried. FORD-(Family, Occupation, Recreation, Dreams) learn how to talk to people about family-how are the kids doing, their occupation-how is work going, recreation and their Dreams-vacations past or future. Create a stronger base or foundation with these folks, sometimes you just have to listen so be a committed listener. Advice-Trade information on a successful system in our business with the client: Can I ask you for a little advice? I m interested in expanding my business and I was wondering what would I have to do over the next 12 months for you to feel comfortable letting others know about my business? ( oh, you bet no problem ) Great! So, the next time you re in a conversation with someone who needs to buy or sell a home, tell them feel free to give me a call and I d be happy to give them a call, ask them some questions and find out if I d be a good consultant for them. Another way to ask is What kind of value do I have to bring you in order for you to feel comfortable referring others to me? Plant the seed-next time your in a conversation with someone, please don t keep me secret, referrals are the life blood of my business. OR use Buffini training which is Oh.By The Way If you..

45 Training

46 FREE CENTURY 21 Training and Support Leading Through Self-Organization 5/31/12 2:00PM Carolyn/Rich Blogging 6/4/12 1:00PM Gray C21 LeadRouter 2012 Agent Training 6/4/12 3:30 PM Dan Handling Expired listings 6/4/12 3:00PM Rose Listing Strategies for Today's Market 6/4/12 3:00PM Gray Negotiating 6/4/12 1:00PM Rose Attitude: Persevere and Stay on Track 6/5/12 4:00PM Bykowski Going Green - Becoming an Eco-Agent 6/5/12 6:00PM Bykowski Learning to Learn Online using WebEx 6/5/12 1:00PM Nicola FSBOs-Fastest Source of Bus Op 6/6/12 3:00PM Rose Phenomenal Phone Skills 6/6/12 8:00PM Bykowski The CENTURY 21 Listing Presentation 6/6/12 5:00PM Rose C21 LeadRouter 2012 Agent Training 6/7/12 1:00 PM James Impress with Exceptional Service 6/7/12 9:00AM Rose Portraying a Professional Image 6/7/12 12:00PM Bykowski Quality Service Survey - Overview 6/7/12 11:00AM Rose 21Online.com for Agents 6/12/12 1:00PM Albano 21st Century Prospecting Techniques 6/12/12 1:00PM Carr Reaching a Mobile Generation 6/12/12 4:00PM Albano The Power of Brand Marketing 6/12/12 3:00PM Carr

47 More FREE CENTURY 21 Training and Support C21 LeadRouter 2012 Agent Training 6/13/12 11:00 AM Dan Contact Management: Made Easy 6/13/12 3:00PM Carr ecampaigns 6/13/12 3:00PM Albano ereferral 6/13/12 12:00PM Rogers Market Yourself as a Real Estate Expert 6/13/12 5:00PM Carr How to Have an Open House By Design 6/14/12 11:00AM Carr My C21 Site Your Online Presence 6/14/12 9:00AM Carr Starting Agents in the Right Direction 6/14/12 2:00PM Carolyn C21 LeadRouter 2012 Agent Training 6/18/12 5:30 PM Dan Managing and Responding to Internet Leads 6/18/12 3:00PM Gray Pricing Your Listing to Sell 6/18/12 5:00PM Gray Regulatory and Environmental Issues in Real Estate 6/19/12 3:00PM Bykowski Social Networking and Developing an Online Business Plan 6/19/12 11:00AM Gray Staying in Touch Means Repeat Business 6/19/12 5:00PM Bykowski Anatomy of a House 6/20/12 1:00PM Rich Blogging 6/20/12 12:00PM Gray CENTURY 21 Hispanic Services 6/20/12 4:00PM Jaros Target Marketing and Specialization 6/20/12 6:00PM Bykowski Turning Around Situations Gone Sour 6/20/12 2:00PM TBA

48 Apps Go to for a FREE 10 page App Document titled New Apps that Will Make Your Smart Phone a Genius

49 Current Reality and Then Some People do business with you because they like you, know you are competent, and feel connected to you! According to the NAR: 70% of buyers and sellers don t use the realtor who helped them with a prior purchase. 80% of all buyers and sellers end up using a realtor Everyone has two friends who buy and sell every year. The average person moves every 5 years. Everyday there are many people making decisions on how to move. Michael Jordan, Wayne Gretzky and many other successful people have Coaches or multiple coaches and support systems.

50 Outstanding Support & Staff

51 Questions

52 Thank You I Have One Last Story

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