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 [email protected] 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 [email protected]. 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 [email protected]. 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.

21 TEAMS continued... OTHER TEAM TOPICS Advantages of Having a Team Team Leaders Christopher Invidiata, Jan Bellamy and Melinda Duncan explain the key benefits of having a team. At What Point Do You Consider a Team? Richard Robbins explains that if you ve reached the point where you feel like the business is controlling you, it s time to begin thinking about a team. Building a Team Real estate coach Peter McLaughlin shows you what kind of people you need to build a successful team. Hiring an Assistant Advice on finding and hiring great assistants. Hiring a Buyer s Agent Associates Terry Shantry, Linda Hoverman and Karen Rollings discuss buyer s agents and reasons to hire them. Hiring a Transaction Coordinator Associates discuss reasons to hire a transaction coordinator and what traits they should have. How Do You Hire Someone? Brian and Kevin Buffini detail what you should do when interviewing potential Team Members. How to Field a Championship Team Don Matheson and Debbie Reed deliver tips on making their teams work for them. It s All About the Team Dave Liniger says teams are the future of RE/MAX. More and more RE/MAX training is focusing on building successful teams and helping Team Leaders. Key Thoughts on an Administrative Assistant Richard Robbins suggests hiring an unlicensed but experienced administrative assistant over a licensed assistant. Dirk Zeller discusses numerous aspects of the real estate team concept, including how and when to hire and whether to consider adding a buyer s agent to your team. Why Are Teams Becoming So Popular? Richard Robbins explains that when you form a team, you transition from being self-employed to being a business person. TEAM TIPS Brian s Top Tips on Leadership Brian Buffini outlines characteristics of top leaders. Buffini explains the five traits that can help Team Leaders ensure the success of their teams. Key Thoughts on Buyer s Agents Richard Robbins says that agents want to become buyer s agents because they enjoy serving the client. The Next Level Kim Lund of the Cayman Islands describes the advantages of building a team. Potential Team Members Tom Pauldine, Kim Hawkins and Cheryl Fairbanks talk about how to find the right talent in Team Members. Teams Two factors are changing the real estate industry, Richard Robbins says: coaches and teams. Team Synergy Kevin Hildebrand gives tips on forming a successful team. Using Your Own Name for Your Company Team Leaders Christopher Invidiata and Jan Bellamy discuss how and why they transitioned to using their names as team names. What s Your Team Worth? Nevada Associate Tim Kuptz explains how he learned to buy and sell teams for a profit. COMMERCIAL QUICK HITS Becoming a Good Commercial Agent Broker/Owners Frank Carone, Ron Ross and Malcolm Smith list attributes of successful commercial brokers. Benefits and Risks of the Commercial Transaction Commercial experts discuss the issues residential agents should consider when handling commercial transactions. Hitting Your Team Targets Dirk Zeller says winning teams need to be honest about what their goals and objectives are and where they re falling short. Setting Pre-determined Standards for Buyer Agents Dirk Zeller explains his 1/3, 1/3, 1/3 rule for success. Seven Keys to the Right Size Team Dirk Zeller discusses seven questions to consider when expanding your team. Six Tips for Starting a Team Brian Buffini shares his six steps that can help get you off on the right foot when starting a team. Tips on How to Have a Successful Team Brian and Kevin Buffini explain that the most successful teams have Team Leaders who delegate tasks to others. Tracking Leads Discover two different ways to hold your agents accountable for every lead and keep the pipeline flowing. Grow Your Business and Personal Portfolio With 1031 Exchanges Rochelle Stone and John Mangham of Starker Services provide a valuable look at how 1031 exchanges can help you increase business and satisfy your clients. RE/MAX University Catalog 21

22 Find the Opportunities Many agents see only challenges in today s shifting real estate market. The Certified Distressed Property Expert Designation allows you to see only opportunity. Now more than ever, homeowners need educated real estate agents who understand the issues they are facing and can help them find solutions. CDPE is an instructional course built around a ready-touse, functional system that you can implement in your business to be immediately effective in any market. More than 10,000 RE/MAX Associates have earned the CDPE. You can complete your CDPE training through RE/MAX University. The CDPE Designation includes: Two Days of Instruction 170+ Page Distressed Property Field Manual Complete Short Sale Forms Disk Checklist for Distressed Situations Foreclosure Solutions Flow Charts Sample Short Sale Package Monthly Follow-up & New Information Updates Use of the CDPE Logo and Designation For more information, visit or call (800) To register, visit the Learn section of RE/MAX Mainstreet. The cost is only $ RE/MAX University Catalog

23 TECHNOLOGY FULL-LENGTH PROGRAMS Excellence in Matthew Ferrara demonstrates how to maximize your Microsoft Outlook tools to make a central part of your marketing strategy. IDX Policy: Data Transmission and Security Issues Mark Lesswing examines every facet of Internet Data Exchange (IDX), wherein brokers publish all their market s listings on their Web site while allowing competitors to do the same. Search Engine Optimization: What Really Works Google s Justin McCarthy dispels the myths surrounding search engine placement and explains the importance of relevant links and strong content. LEADSTREET SKILL SERIES Information in the LeadStreet Skill Series programs applies only to states in which eneighborhoods administers the LeadStreet system. Associates in other states should contact their region for training and more information. To find out what company administers the system in your state, visit the Downloads section of RE/MAX Mainstreet and enter Vendor Breakdown in the search box. Real estate online guru Susan Sweeney explains how to choose a Web developer, optimize your search engine success, generate repeat traffic to your Web site and more. In this three-segment training program, RE/MAX International ebusiness Training Manager John Chinello covers the nuts and bolts of making effective use of LeadStreet from both a Broker/Owner and Sales Associate perspective. Agent Essentials & Manage and Enhance Your Listings Get an introduction to LeadStreet and remax.com, and learn how to enhance your listings using the LeadStreet system. Broker/Owner Web Site Setup & Broker/Owner Essentials and Reporting Office leaders discover how to get the LeadStreet system up and running and how to perform their LeadStreet responsibilities. Manage Your Contacts & Enhance Your Business With Campaign Manager Find out how to manage leads, add and import existing contact lists into LeadStreet, and stay in contact with prospects through drip campaigns. RE/MAX DESIGN CENTER Stand Out With RE/MAX Design Center Discover the benefits of the RE/MAX Design Center a powerful tool that helps Associates stand out from the crowd, all at no additional charge. Getting the Most Out of the RE/MAX Design Center Explore advanced applications of the RE/MAX Design Center, which provides free access to more than 1,500 customizable marketing materials. REO MAESTRO SKILL SERIES With record numbers of homes in foreclosure, the REO niche can be lucrative. REO Maestro, a RE/MAX Approved Supplier, offers software to help you manage these properties, from pre-listing to closing. Lauren Roberts shows you the ropes. The Basics Learn how to set up the REO Maestro system, and discover how to access support resources. REO Property Marketing and Management Find out how to track each phase of managing an REO property from BPOs and listing, through maintenance, to closing. Vendors and Clients Discover the important roles vendors and clients play in successful management of REO properties through REO Maestro. TOP PRODUCER SKILL SERIES The Web-based Top Producer 8i, RE/MAX Edition software is a comprehensive agent-productivity product with contactmanagement, time-management and marketing tools including a Top Producer Web site. In the four-segment series, Top Producer representative Gregg Paul shows you, step by step, how to get the most out of the product. Creating Presentations, Managing Listings, Closing Deals Use the software to work effectively with buyers, increase listing inventory and keep your transactions on track. Increase Your Web Marketing and Sales Power Explore the customizable designs of Top Producer Web sites, which help you increase your online reach and capture more sales leads. Leverage Your MLS to Give Prospects What They Want, When They Want it Provide real-time MLS market updates and trend analyses to your prospects and clients on demand. Managing Your Contacts, Time and Marketing Get an overview of time- and task-management features, as well as the marketing libraries. QUICK HITS Website Design Choosing a Web Developer Susan Sweeney outlines principles for selecting a vendor to build your Web site. The Formula for Online Success Susan Sweeney explains how you can make your e-business model easy for visitors to do what you want them to do. Optimizing for Search Engines Internet marketing expert Susan Sweeney presents a process to give your Web site the best chance of attaining a high ranking in the search engines. Pay-Per-Click Advertising Susan Sweeney presents a strategy for generating traffic for your Web site through search engines such as Google and Yahoo. RE/MAX University Catalog 23

24 TECHNOLOGY continued... Permission Marketing Susan Sweeney helps you turn Web site visitors into permanent customers using permission marketing. Podcasting for Realtors Susan Sweeney provides a podcasting primer. Repeat Traffic Generation Susan Sweeney delivers techniques for ensuring that consumers return often to your Web site. Viral Marketing Susan Sweeney shows you how to help visitors to your Web site share your message with their friends. Website Design and Development Susan Sweeney provides stepby-step directions for putting up a Web site. LeadStreet/remax.com Find Out About New Lead Activity on remax.com Find out what your potential customers are doing on remax.com. LeadStreet: Importing and Exporting Contacts Into Your Database Discover how to import contacts into LeadStreet. Learn to import files from your desktop and modify categories. LeadStreet: Adding a Listing That Hasn t Appeared in Your MLS or on remax.com Learn how to add a new listing to your LeadStreet account. LeadStreet: Start an Drip Campaign Go through the process of setting up a drip campaign to keep your name in front of people. LeadStreet: Add Individual Clients and Give Them Personalized Access to remax.com Discover how to provide your clients with personalized access to remax.com using LeadStreet. LeadStreet: Managing Contacts and Leads Learn how to effectively manage leads, and ultimately turn them into closed transactions. LeadStreet: Accept Pending Leads and Setup Notification Options Get started with LeadStreet and learn how to accept leads. You can accept leads via or on your mobile device. LeadStreet and remax.com Explained John Chinello, RE/MAX International ebusiness Training Manager, explains how LeadStreet and remax.com function. LeadStreet: Searching Properties With the Map Function Learn how to search geographically for properties with the map function. LeadStreet: Managing Activities with the Activities Tab Discover how to create and promote open house notices on your remax.com listing displays. You can preview your open house information and add special instructions. LeadStreet: Enhancing and Updating Your MLS Listing Learn how to add virtual tours and additional photos to your listings through LeadStreet on remax.net. LeadStreet: Sending out Personal s or Form s Explore how to send out s using LeadStreet s contact management system. RE/MAX Design Center Create a Web Commercial, Parts 1 & 2 Learn how to use the Design Center to create the right Web commercial for your listing. Creating a Brochure Create a colorful, professional-looking brochure with the help of the Design Center. Managing Your Memory Storage Learn how to make the best use of the storage space available to you on the Design Center. Overview of Other Options Available Navigate the Design Center to locate templates for items such as listing presentation tools, cards, CD/DVD packaging, ecards, charts and graphs and more. InTERNET The Internet and Real Estate Greg Braithwaite of RE/MAX Australia discusses how the Internet affects the real estate industry. A Web Site and Blog Priceless Julie Ryan shows you how blogging can be an effective marketing strategy. Choose from among more than 1,500 marketing projects in the RE/MAX Design Center. 24 RE/MAX University Catalog

25 MOTIVATIONAL FULL-LENGTH PROGRAMS Beyond Success: The Path to Mastery Brian Buffini outlines the importance of growth in five life circles spiritual, family, business, financial and personal to reach your full potential. Can You Spare Some Change? Skier Steve Podborski tells you how he overcame a serious knee injury to become an Olympic medalist. The Challenge of Change Kit Grant teaches you how to escape personal comfort zones and discover the benefits of change. Change & Leadership Tom Peters talks about the keys to bringing about effective change to prosper in a permanent state of flux. Coloring Outside the Lines Jeffrey Tobe helps you rediscover your childhood creativity and bring it back into your life and your business. When Australian motivational speaker Amanda Gore puts on her kangaroo ears in Live Out Loud, watch out: You re in for quite a ride. Comic Vision You ll Have Humor on Call Tim Gard shows you how to use humor to reduce stress, improve productivity and increase self-esteem. Counter Attack 7 Steps to Creating an Unstoppable Mindset Richard Robbins reveals seven ways you can gain on your competitors while they re struggling to survive. Dead Fish Tales: Inspire Greatness and Joy at Work Visit Seattle s Pike Place Fish, where vendors put on a show by flinging fish. Learn how individuals within a company can rocket the organization to success. Ethical Leadership, Business Success Frank Bucaro explains the five pillars of being a company that people want to do business with. Dreamin Is Believin Brian Buffini describes a goal as a dream with a deadline. He uses this session to provide a practical guide to accomplishing yours. Future Focused: Experience a Performance Breakthrough Richard Robbins helps you embrace change and develop a relentless passion for learning and growth. Game Plan for Success Former Notre Dame football coach Lou Holtz outlines his five keys to success. Helping Successful Leaders Get Even Better Marshall Goldsmith explains how he helps leaders take a closer look at themselves, enabling them to make positive changes. How the Best Get Better Mark Sanborn focuses on how businesses can grow in this age of foolishness. See situations from the client s point of view, and eliminate foolishness in your own business to be successful, he says. How to Have Your Best Year Every Year Richard Robbins outlines a step-by-step formula to help you clarify important goals, then develop strategies and take action to achieve them. Humor, Motivation and Mental Toughness Mark Cassis preaches that attitude is everything especially when business and life get crazy. Ignite, Perform, Achieve Richard Robbins touches on the power of moving from the negative to the positive with the idea of changing the future from within. Investing in Your Best Appreciating Asset Your best asset is you, Richard Robbins says and you can dramatically change your life by focusing on yourself. Living at the Speed of Life: Do What You Love; Love What You Do You ll never work a day in your life if you love what you do and do what you love, says motivational speaker John Powers. Live Long and Prosper Dr. Will Miller discusses everything from popular culture to fear of flying, all with a healthy dose of humor. Live Out Loud Amanda Gore uses her humor, infectious style and charisma to emphasize the importance of being energized at home and at work. The Music Paradigm Maestro Roger Nierenberg and a top-flight symphony orchestra show you leadership in action. Passion at Work Ernesto Sirolli shows you how to be successful by pooling your passion with that of others. Quantum Physics Judy LaDeur talks about the power of positive thinking and how it can make your goals become reality. RE/MAX COACHING HALL OF FAME Brian Buffini How To Stay Motivated The keys to remaining highly motivated are to surround yourself with positive people and focus on personal growth. Making Choices That Count How to associate with the right people, communicate openly and directly and develop sales skills techniques. Mastering the Game of Life A program for success in all areas of life, including work and relationships, and describes a healthy lifestyle. SuperCharge Your Career in 2005 Find satisfaction in your business and personal lives and develop a team attitude in working with others. RE/MAX University Catalog 25

26 MOTIVATIONAL continued... Dave Liniger The Beginning RE/MAX began with a dream, Liniger says. He shows you how to share your own dreams, excite your staff and customers and use your dream to create growth. Resilience Dave Beson offers metaphysical advice that drums out negative thinking in favor of positive results. Rise to the Challenge Mountaineer Alison Levine shares lessons she learned as captain of the 2002 American Women s Everest Expedition. Success is a Choice Renowned basketball coach Rick Pitino shares his thoughts and strategies about being successful. Success Leaves Clues In this two-part program, real estate trainers Richard Robbins and Wayne Einhorn share strategies for fulfilling the five purposes of a successful venture. SuperCharge Your Career RE/MAX University s annual live SuperCharge program was a highlight every November for many years. Real estate coaches and trainers, inspirational speakers and quite often, Dave Liniger provided the foundation to get Associates off to a great start in the new year Dave Liniger, the sole speaker, shares his insights from more than 30 years in the real estate business Customer service is the focus of this session, led by Chip Bell, author of books such as Customer Love Attracting and Keeping Customers for Life Trainers Howard Brinton, Brian Buffini and Richard Robbins launched the RE/MAX Coaching Hall of Fame series with this session Author, humorist and playwright Connie Podesta demonstrates the ties between the quality of your personal life and success in business. She joins Dave Liniger on stage Adventurer Jamie Clarke shares tales of his journeys to Mount Everest and the Arabian Peninsula, joined by Dave Liniger Dave Liniger, Howard Brinton, Brian Buffini and Richard Robbins deliver an encore SuperCharge performance Alison Levine reveals the life lessons she learned during a nearly successful attempt to summit Mount Everest in The Ultimate Turnaround: From Worst to First Continental Airlines CEO Gordon Bethune explains that in order to turn around a failing product, you need to fix the product and then dress it and sell it A panel of top-producing Associates provide their best businessbuilding ideas. Your Personal Best Mike Lipkin shows you how to move beyond excellent to outstanding. INTERNATIONAL FULL-LENGTH PROGRAMS Discover Mexico, Land of Opportunity Why do business in Mexico? The answers lie within insights from six professionals inside and outside the RE/MAX network. Heaven on Earth: The Caribbean and Central America Through the Eyes of RE/MAX Learn about buying and selling real estate in the Caribbean or Central America. International Referrals and You Get tips on generating international referrals from Franz Hogl of Austria and Gerlinde Moser of South Africa. Living Your Dream in the Caribbean and Central America Three Associates from the region provide an overview of the climate and diverse environments, policies and procedures for buying and selling properties, economic information and residency requirements. Paradise Found: Doing Business in the Caribbean Learn more about the prospect of doing business in the paradise of Central America and the Caribbean from Luis R. Rodriguez. Targeting the Hispanic Market How do you market to one of the fastest-growing demographic niches in North America? Frank Solis shows you. QUICK HITS Going Global Stefan Swanepoel provides resources to help you tap into the growing international real estate market. RE/MAX International Vice President Ricardo Cardenas explains the importance of tapping into the international market in Referral Generation System. Latin American/Caribbean Numeros que debe Saber RE/MAX International Vice President Ricardo Cardenas talks about the four numbers you should know to know your market well. (Presented in Spanish) Numbers You Should Know Getting accurate data in the real estate market can be difficult. Ricardo Cardenas discusses the four numbers you should know to know your market well. Referral Generation System Ricardo Cardenas shows you how to tap into the global referral market. 26 RE/MAX University Catalog

27 INTERNATIONAL continued... Sistema para Generar Referidos Ricardo Cardenas shows you how to tap into the global referral market. (Presented in Spanish) Europe Italy Svilluppo di una mia giornata tip Alessandro Lanzarini walks you through his day as a RE/MAX Associate. (Presented in Italian) Portugal Consejos de Agentes con Experiencia Nuno Venceslau explains the importance of training. (Presented in Spanish) Portugal Marketing Nuno Venceslau details marketing techniques and why they re important. (Presented in Portuguese) Portugal Conociendo sus clientes Nuno Venceslau discusses different ways that you can connect with clients, ensuring that they re clients for life. (Presented in Spanish) COMMUNITY CITIZENSHIP FULL-LENGTH PROGRAMS RE/MAX COACHING HALL OF FAME Howard Brinton Premier Community Citizenship and Your Real Estate Practice Brinton, Dave Liniger and Margaret Kelly describe the personal and professional benefits of charitable and community involvement. QUICK HITS Operation RE/MAX: Career Fair Here are highlights of a job fair for military veterans and non-commissioned officers in San Antonio. PROSPECTING FULL-LENGTH PROGRAMS 8 Simple Rules For Networking Success Associates Michael Maher and Nancy Thorsen tell you how to get out of your comfort zone to become effective at networking. The Art and Science of Prospecting Trainer Cheryl Fairbanks provides her top strategies for integrating a variety of marketing vehicles into a comprehensive strategy that keeps customers coming through the door. No More Cold Calls: Low-Cost Ads That Compel Prospects to Call You Craig Proctor encourages you to replace cold calling and image ads with low-cost newspaper advertising. Power Farming Despite claims by some that farming is old news or that it doesn t work, Lauren Harper is here to tell you that it does still work and always has. Prospecting: Keep the Pump Primed Associates Eden Jordan and Steve Redding reveal their strategies to keep the funnel full. Fearless and Effective Online Marketing and Prospecting Errol Samuelson offers advice on how to best market yourself and your business on the Internet. Dalton s Don ts and Do s of Real Estate Marketing Allan Dalton advises you to change the way you do business to account for the Internet-enabled consumer. Fearless and Effective Online Marketing and Prospecting Errol Samuelson offers advice on how to best market yourself and your business on the Internet. How Top Agents Use REALTOR.com Associates Carl Dawson and Linda Rehwalt describe how they use REALTOR.com to enhance their listings and their marketing efforts. Mastering Your Marketing Advantage Allan Dalton discusses changing your marketing and promotional strategies to reflect a new industry reality. More Marketing, Now More Than Ever Allan Dalton is one of the foremost and most astute proponents of online real estate marketing, and he demonstrates why it s critical to amp up your efforts. RE/MAX COACHING HALL OF FAME Margaret Kelly Personal Promotion Kelly discusses personal promotion techniques with several top producers. Craig Proctor Generating Prospects Without Cold-Calling Proctor describes his marketing strategies, such as smart open houses and 24-hour talking ads, and reveals the biggest marketing mistakes you can make. Richard Robbins Converting Leads to Appointments A system for following up on leads and getting that appointment. Magnetic Marketing How to build a business network, nurture relationships and utilize testimonials to keep your business humming. Strategic Marketing How to prosper by generating new business. The best way to do so is through strong relationships with clients, referrals and trust. RE/MAX University Catalog 27

28 PROSPECTING continued... Stammer-Free Prospecting Thomas Toole and Trae Zipperer demonstrate goal-oriented planning that results in successful prospecting. Strategic Marketing Richard Robbins shows you how strategic marketing can help you maintain a successful real estate business. Thousands of Leads Waiting for You REALTOR.com representative Max Pigman provides an in-depth look at the features i-lead XL offers. Turning Virtual Leads Into Real-World Closings Errol Samuelson shows you how to manage online leads and turn them into closed transactions. QUICK HITS Harnessing the Brand Brian Buffini stresses the importance of informing customers of the benefits of working with you and the RE/MAX brand. Holiday Marketing Judy LaDeur explains a creative holiday marketing idea that can set you apart in your marketplace. How to Market Yourself Alberta Associate Terry Paranych shows you how to market yourself and create an effective Web site. Investing in Marketing Judy LaDeur explains why marketing is the best way to ensure a lasting and successful career. Keeping the Pump Primed Georgia Associate Steve Redding explains how he built a successful business as an agent-turned-developer. Lead Follow-Up System Richard Robbins details his lead follow-up system, which includes staying in touch with potential clients on a regular basis. Attract More Clients Fred Peterson discusses various ways to find clients in slower markets. Attracting Business Richard Robbins says agents can find success by creating positive, memorable experiences that clients share with others. Be Famous for Being Creative Julie Ryan shows you how your ads can grab everyone s attention. Build Your Network Julie Ryan offers tips for starting your own networking group. A Changing Society Real estate consultant Phil Ruthven outlines generational differences and explains how they affect the way you interact with clients. Create Value and Be Famous for It Julie Ryan says that it s more important to be famous among a core group of people versus being somewhat memorable to a large group. Building Inventory Mark Leader explains why every type of prospecting works if the salesperson follows through with it. Capturing a Target Market Bill Barrett shows you how some old tools just listed and just sold cards can still be effective if modified. Compel Prospects to Contact You Craig Proctor explains why your ads should offer prospects something they want and make it non-threatening to get. Drive clients to a Web site or a hotline, and not directly to you. Connecting to the Web Dave Beson explains why all of your advertising should drive people to your Web site. Country Club Farm Pennsylvania Associate Art Bodman explains how he farms an 850-home country club community and how his strategy evolved from being a member of the club. Customers Remember Me Dave Beson offers ideas on ensuring that past clients don t forget you re around. He recommends reminding clients of what you ve done for them in the past year. Effective Prospecting Bob Corcoran outlines a prospecting regimen that works including prospecting time every day and lots of practice with your scripts. Farming the Neighborhood and Community Arizona Associate Becca Linnig explains how community activities benefit her business. Find More Buyers in Today s Market Judy LaDeur suggests canvassing apartment complexes for potential buyers. Give Back and Reap Rewards Arizona Associate Treedah Magee explains how participating in the Miracle Home Program boosts her business. Lead Management: Focus on A Leads Bob Corcoran outlines the differences between A, B and C leads and advises you to concentrate primarily on those in the A category customers who are ready to buy or sell in the next 30 days. Lead Management: Managing B and C Leads Bob Corcoran outlines a strategy for staying in contact with clients who are ready to buy or sell up to 180 days out. Leveraging Your Marketing Effectiveness Fred Peterson advises you to analyze your marketing strategies to determine which techniques bring in the most leads. Multiply Your Leads, Part 1 Craig Proctor explains how you can make classified ads one of your most effective marketing strategies. Multiply Your Leads, Part 2 Craig Proctor shows you how certain words in an ad grab a person s interest quickly. No Difference, No Deference If sellers can t see the difference between you and other agents, they won t give you any deference, David Knox says. No More Cold Calls Craig Proctor shares tips on marketing and generating low-cost leads. Personal Marketing Bill Barrett focuses on how to stand out in the crowd. Pizza Box Arizona Associate Marsee Wilhems details how delivering her home seller kits in pizza boxes increases her listings. Prospecting Questions and Dialogs Howard Brinton delivers examples of how to spark stimulating and effective conversations to assess a potential client s frame of mind. Target Audience Bill Barrett offers prospecting tips for a buyer s market. Timely and Effective Follow-up Richard Robbins explains that you should follow up on leads every day with one goal in mind set a face-toface meeting. TV Ads Arizona Associate Marsee Wilhems discusses the benefits and pitfalls of advertising on TV. Tying in to Big Events Learn how Nevada RE/MAX Associate Dan Schroeder takes advantage of local events to draw attention to his business. Use Technology to Capture Market Bill Barrett shows you how to use technology to gain a competitive edge in today s market. Home Tours Texas Associate Sam Ferreri explains why he developed virtual open houses and how they ve helped brand him. 28 RE/MAX University Catalog

29 PROSPECTING continued... Virtual Parking Lot Stefan Swanepoel shows you how to make sure your online marketing messages cut through the clutter and reach their intended audience. What Do You Do to Stay Connected? Dave Beson offers some simple strategies to say Thank You to people who ve done business with you. Why New Construction? Georgia Associate Steve Redding explains how he broke into new construction because his buyers seemed to prefer new homes over re-sales. Work Internet Leads Colorado Associate Vicki Westapher outlines her strategy for generating and managing online leads. Working the Market From the Bottom Up Judy LaDeur explains how to market your services to renters. Working With Qualified Prospects Richard Robbins explains how and why you should work with only qualified customers. In Tying in to Big Events, Nevada Associate Dan Schroeder shows you how he adds his personal marketing touch to major events such as the RE/MAX World Long Drive Championship finals in Mesquite, Nev. TODAY S MARKET FULL-LENGTH PROGRAMS The Buyer s Market All markets are different in every region across the country, but Bill Barrett maintains that you can control your own by the way you run your business. Choose How You Live With Changing Markets Howard Brinton urges you to become an expert on the state of the market and inundate your clients with useful information. Counter Attack: The Contrarian Approach to a Changing Market To be successful these days, Richard Robbins says, you need to create your own game rather than competing to be the best in everybody else s. Demand Success, Today and Tomorrow Dave Liniger and Margaret Kelly outline the trends that will shape real estate in the future including distressed properties, first-time buyers, Gen Y clients, social media and more and show you how to prosper. Las Vegas Opening General Session (2009) Dave Liniger provides his industry perspective, and Christopher Gardner, the inspiration for the 2006 film The Pursuit of Happyness, tells you how he overcame homelessness to become the owner of his own investment brokerage firm. New Cheese Please: The Power of Dynamics and Change In a session based on Who Moved My Cheese?, Marylyn Schwartz helps you adapt to change. The Real Estate Cycle: Past, Present and Future Carter Murdoch simplifies the economic and real estate environment as TALF, TARP and the Economic Stimulus Plan take effect. REAL Trends Roundtable Steve Murray, editor of the REAL Trends newsletter, moderates a wideranging discussion about the future of the real estate industry. RE/MAX COACHING HALL OF FAME Howard Brinton Adapting to the Real Estate Market Discover how top-producing Associates are revising their business practices in a slowing market. Brian Buffini The 3 Keys to Success in Today s Market How to generate leads, work by referral and use the power of the RE/MAX brand. Success Strategies for Today s Market How to make money by following specific strategies based on current market conditions. Thriving in a Changing Market The differences between good and bad salespeople, outlines two types of clients and shows you how to be great. Richard Robbins Winning Big Four traps keep real estate professionals from achieving at a higher level. Richard Robbins wants to help you avoid them. QUICK HITS 12 Good Things About the Economy Dave Liniger lists a dozen positive aspects to the current market. Adjusting to This Market Associates Ruby Darr, Brian Flynn and Simon Hunt discuss how they ve adjusted to a shifting market. Buyers in Today s Market Dave Beson talks about the old saying, buyers are liars, and explains how it has changed over time. Engaging Today s Consumer REAL Trends Editor Steve Murray outlines the differences between today s consumers and those of seven years ago. RE/MAX University Catalog 29

30 TODAY S MARKET continued... Good, Bad and the Ugly Stefan Swanepoel explains how to focus on your business and not on the financial market. Today s Consumer: It s Not About You Today s consumers are interested in one thing: what you can do for them. Growing on a Slippery Slope Stefan Swanepoel discusses ways to grow your market share in the current market. Homebuyer Tax Credit RE/MAX Associates provide the answers to questions about the tax credit for homebuyers in the U.S. New Digital Currency Stefan Swanepoel explains how real estate found its now-prominent place on the Internet. Stepping Up to Leadership Stefan Swanepoel says that if you re looking to improve and grow your market share, you should seek to work with women, minorities and youth. Two Worlds, One Industry Stefan Swanepoel explains why you should be involved in online communities. Winning in a Buyer s Market Fred Peterson shows you how to lure buyers to your listings by having the best price, better and unique terms and top compensation for cooperating agents. PROFILES FULL-LENGTH PROGRAMS The Shadow Series Follow top-producing Associates as they go about their daily business. See what makes them successful. Samantha Alley Alley, with RE/MAX Integrity in Corvallis, Ore., and her team have systems to make sure no detail falls through the cracks and ensure that they stay in constant touch with clients. Doris Gee The Lifetime Achievement Award winner and Chairman s Club member with RE/MAX Central explains her success in the Burnaby, British Columbia, market. Linda Hoverman Hoverman, with RE/MAX Metro Realty in Charlotte, N.C., has built her business by turning customers into friends. Dennis King King, with RE/MAX Unlimited in Cincinnati, gives it his all every day, in and out of the job. Find out how he generates a steady stream of referrals. In a Shadow Series installment, Corvallis, Ore., Associate Samantha Alley explains how she and her team stay in constant touch with clients. Mary Milton Milton, with RE/MAX Associates in Birmingham, Ala., prides herself on her strong personal promotion campaign. Get a glimpse of her unique marketing strategies. Dawn Petrozzini Petrozzini, with RE/MAX of Princeton in Princeton, N.J., is a high-energy producer who is very active in the community and has developed a strong personal promotion campaign. Marcia Rubini Rubini, with RE/MAX Preferred Associates in Toledo, Ohio, shows you how she has maintained 100 Percent Club status in the face of the recent economic downturn. Gary Stallings Stallings, with RE/MAX Northwest in Spring, Texas, runs a thriving office while also developing a top real estate practice. 30 RE/MAX University Catalog

31 REFERRALS FULL-LENGTH PROGRAMS Business Building Through Referrals RE/MAX veterans Kitty Moring and Susie Nelson-Crowley show you how to geometrically expand your business with virtually no marketing costs. RE/MAX COACHING HALL OF FAME Brian Buffini Doing Business by Referral A comprehensive working-by-referral strategy, including proactive referral systems and advice on sorting and qualifying your database. Referral Systems How to build a referral-based business by putting together a dynamite database, creating word-of-mouth buzz and expressing tangible appreciation for your clients. Work By Referral. Live the Good Life! Buffini outlines his seven habits for success. Step-by-Step System to a 100 Percent Referral Real Estate Business Brian Buffini outlines a detailed system for generating referrals. Start taking control and stop leaving your referrals to chance. Working by Referral Brian Buffini shows you how to increase your average sales price and your number of transactions while decreasing your expenses. QUICK HITS Building Your Base For Referrals Judy LaDeur suggests that you write down recommendations for services on the back of your business cards. Business-to-Business Referrals Bill Barrett explains how to use business-to-business deals to get referrals. How to Work Referrals Judy LaDeur explains how she worked her referrals by sending thank-you notes and gifts to the referring client. Networking for Referrals Arizona Associate Don Matheson explains how he uses his contacts to generate referrals. Referrals David Knox explains how asking the right questions will lead to more referrals. Referrals The Lost Art Mark Leader discusses the art of customer service, and how it can benefit your business. Step-by-Step System to a 100 Percent Referral Real Estate Business Brian Buffini outlines a detailed system for generating referrals. Start taking control and stop leaving your referrals to chance. Taking Advantage of RE/MAX Referral Business Nevada Associate Chris Brown explains how the network s referral system helped him pick up leads in California and Michigan. SALES SKILLS FULL-LENGTH PROGRAMS 30 Years of Timeless Techniques David Knox reveals the 10 proven techniques RE/MAX Affiliates have discovered throughout their careers to earn more money. Maximize Brief, Frequent Encounters Kare Anderson shows you how to build rapport, encourage sales and increase referrals and use your gut instincts to deepen client relationships. Platinum and Beyond: Smash Through the Income Ceiling Find out how Associates Arnold Hickey and Mark Hughes approach technology, branding, day-to-day business, productivity and other areas. Assertive Closing Techniques David Knox describes effective techniques you can use to get a decision from a buyer or seller. Destination Platinum Club: Get Directions Now Associates Marilyn Kohn and Chris Schlueter outline ways to reach Platinum level performance. A Funny Thing Happened on the Way to the Sale Scott Friedman explains the importance of humor in building rapport with your customers. How to Read Your Customer s Mind You may not be able to read your clients minds after this session, but they ll swear you can if you implement Kerry Johnson s systems. It s Our Experience Associates Carol Gaeke, Dave Evans and Karl Martone reveal the things they re glad they ve incorporated into their business, and those they wish they d done differently or sooner. It s Our Experience Associates Linda Gaspard and Al Vallejo, with more than 33 years of combined real estate experience, offer their best business-building tips. It s Your Call Comedian Ross Shafer shows you how to handle business calls like a pro while putting a fun face on the skills that matter. Platinum Performance Starts Here What does it take to make the leap from the 100 Percent Club to the Platinum Club? RE/MAX stars Kathy Helbig and Dick Helminiak have the answers. Profile Your Way to Twice As Many Closings Judy LaDeur explores the four different personality types, and how an agent can cater to them to help individuals feel good about their home purchase. RE/MAX COACHING HALL OF FAME Howard Brinton Creating the Wow Experience for Your Clients Techniques for far exceeding your customers expectations of your service. Distinguishing Your Service How to prove the value of your service over that of other agents. Negotiating as an Art Form Different approaches to negotiation and how they apply to listing and buyer presentations. Darryl Davis How To Dramatically Increase Your Production How to develop and remain focused on goals, handle objections and get your listings sold. RE/MAX University Catalog 31

32 SALES SKILLS continued... David Knox Mastery of the Game of Selling Know shows you how to be in harmony with prospects and pay attention to your customer s reactions. Dave Liniger RE/MAX Top Producers Liniger shows you how top RE/MAX Associates succeed. The keys include time management, coaching and life-work balance. Richard Robbins Richard Wants to Know Your Objections Robbins shows you how to upgrade your skills in overcoming common objections. RE/MAX Ultimate Agent Words To Win With This is a 90-minute sample of the two-day RE/MAX Ultimate Agent course, designed by Brian Buffini, which is aimed at Associates who are doing well but would like to do even better. Think Platinum, Earn Platinum Joe DiVito, Valerie Green and Bob Wolff discuss marketing techniques that can help you earn your way into the Platinum Club. QUICK HITS The #1 Secret to Sales Success What s the one thing all motivational speakers have in common? They use stories, metaphors and analogies. Achieve Success With MPF David Knox talks about creating mastery through the Model-Practice-Feedback method. Becoming an Expert Richard Robbins explains why generalists in any profession including real estate don t earn as much as specialists. Different Dialogues Dave Beson encourages you to practice and play with your favorite sayings, quotes and dialogues to empower you in your business. Don t Ask, Don t Sell David Knox shows you how to close the deal by getting a yes or no answer. Make it OK for the client to say no. Face-to-Face Selling Learn how Art Bodman balances technology demands with the real estate gene that compels him to stay connected with clients in person. Handle Objections in 6 Steps Mark Leader explains his system for dealing with commission objections. Handling Objections Daryl Rouse shows you how to overcome an objection and preserve the sale. 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. Increase Productivity Richard Robbins explains how to increase productivity by focusing on sellers. It s Our Experience Louisiana Associate Linda Gaspard shares her thoughts on building a successful business and team. Keeping it Simple Daryl Rouse explains what he means when he says real estate is like a grilled cheese sandwich. Being a great real estate agent is about keeping things simple and doing them well. Baton Rouge, La., Associate Linda Gaspard explains her philosophy of team-building in It s Our Experience. Negotiate in Tough Situations David Knox explains how to remove barriers during negotiations. Negotiation Dave Beson offers tips on mediating between the seller and buyer to reach the right price. Objection Don t Answer David Knox tells you why it s important to let go of objections. Outwit and Outplay Your Competition Daryl Rouse offers tips on keeping you in the sellers minds while they interview other agents. Overcoming the Addiction to Avoidance Behavior Mark Leader explains that sales people fail because they don t put into practice what they know not because of what they don t know. Personality Profiles Howard Brinton talks about adapting to unique customer personalities, identifying preferences and appealing to their different needs. Post-Sales Services Richard Robbins focuses on service after the transaction, arguing that it s more important than pre-sale service. Sales Peter McLaughlin explains the negative emotions agents can feel when hunting for new business. Staying Connected to Your Clients Daryl Rouse explains what kinds of questions to ask clients to determine their specific needs, gain their trust and close more sales. Top 100 Agents Tips, Parts 1 & 2 Seven top agents discuss strategies for navigating today s real estate markets and for staying connected with consumers. Treat People Right Howard Brinton outlines ways to get your offer accepted by appealing to each individual s unique personality. Turning Objections Into Sales Daryl Rouse outlines the three types of objections you need to understand to get contracts written. Understanding Personality Types Judy LaDeur explains four different personality types and how to cater to each. King Of Pain People buy to ease pain first and find pleasure second, David Knox says. Find out how to use this human characteristic for the benefit of your business. 32 RE/MAX University Catalog

33 & Detailed systems, accountability, no travel and proven results FOR SALES ASSOCIATES 100 Days to Greatness RE/MAX Edition $395 Brian Buffini takes newer agents and veterans ready for a career boost through a step-by-step system for generating leads and building a business based on long-term relationships. The activity-based training includes content such as video role-plays with agents in typical sales situations. RE/MAX Ultimate Agent $395 Picking up where 100 Days leaves off, this fast-paced program was created by RE/MAX University and Buffini & Company specifically to take RE/MAX 100 Percent Club and Platinum Club Associates into Chairman s Club territory. It s the next step for agents who have been earning $100,000 to $500,000 annually. FOR BROKER/OWNERS AND MANAGERS RE/MAX Profitable Broker Program $395 RE/MAX Broker/Owners and Managers completing this program become Buffini & Company Certified Mentors. The distinction resonates with prospects and is amplified further by documented stronger results agents achieve when a trained mentor guides them through 100 Days to Greatness RE/MAX Edition and RE/MAX Ultimate Agent. You ll be better able to provide effective encouragement and accountability, and you ll gain broader insights that can improve every aspect of your brokerage operations. For more information on these courses, and to register, visit the Learn section of RE/MAX University on Mainstreet, or call RE/MAX University at (888) or Buffini & Company at (800) , Ext. 4. RE/MAX University Catalog

34 FOR BROKERS ONLY RECRUITING FULL-LENGTH PROGRAMS Add Three Commercial Agents This Year Looking to increase the size of your office? Don t overlook commercial specialists. Defining Your Value Proposition Ken McLachlan and David Pearce explain that having a value proposition can make or break your ability to recruit the right people. Finding Prospects Who Really Want to Commit Al Stasson and Louise Voelker show you how they ve successfully recruited more than 100 Associates to their offices. Get the Agents You Want Judy LaDeur reveals how to recruit the agents you want to build the best office environment possible. How to Position Your Office to Attract the Best Agents Kim Hawkins explains how to make your office appealing to the best agents. In-House Training that Attracts Top-Caliber New Licensees Robert Allphin shares how he developed his own eight-step, fast-start training program that helps him attract and keep good people. It s the Small Things That Make a Big Difference in Recruiting Judy LaDeur explains that by making some small changes to your recruiting style, you can improve your results instantly. Know Your Competition s Soft Spots Lynn Britt, Bill Saunders and Will Carillo of California share their game plans to research the competition and discover their weaknesses. The Master Recruiter s Close A great closer is someone who has the ability to make others feel good about making the decision they have already made, says Judy LaDeur. Ready-for-Anything Recruiting Judy LaDeur outlines a comprehensive plan based on working with homebuyers for successful recruiting. Recruiting by Referral Brian Buffini shares invaluable recruiting tips for Broker/Owners. Recruiting, he says, is like selling when it comes to working by referral. Recruiting Relocation Agents Veteran Broker/Owners Barry Binder and Howard Lein offer tips on recruiting agents with relocation experience. Recruiting Recap Top-producing Affiliates share their success stories, explain why they joined RE/MAX, and outline the impact the decision has had on their careers. Recruiting Roundtable Several RE/MAX Broker/Owners and Managers candidly share their recruiting advice in this two-segment panel discussion. Recruiting Strategies in Today s Market Join recruiting guru Judy LaDeur for a seminar on successfully recruiting under current market conditions. Recruiting With Your Value Proposition Mark Reed and Russell Wood reveal their value propositions. Woods puts everything in writing and Reed consistently observes the office motto: Work hard. Play hard. Massachusetts Broker/Owner Linda O Koniewski takes you through an initial recruiting interview in The Litmus Test. Recruiting Without Stress Recruiting should be fun, simple and easy to understand. Achieve all three of these key elements, says Judy LaDeur, and bid goodbye to feelings of rejection. Recruit & Retain by Helping Agents Retire Judy LaDeur explores how to recruit and retain agents who are on the verge of retirement. The Recruiting & Retention Bond Broker/Owners John Hamner and Mark Wolfe, and recruiting consultant Jim Van Horn of Jim Van Horn & Associates in Houston, deliver advice about recruiting and retaining agents. Retention-Based Recruiting Strategies Get recruiting and retention tips from Howard Lein, Otto Lugo and Jan Meyers. All three have experienced great success in recruiting and keeping agents. Secrets of a Master Recruiter Judy LaDeur outlines the steps involved in getting prospects into your office, then gives tips on conducting the interview and explains how to close the deal. Taming the Recruiting Roller Coaster Judy LaDeur teaches you how to consistently and successfully recruit agents by finding time to recruit, developing the right hit list, creating a farming system, and more. The Ultimate Recruiting Coach Judy LaDeur shares tips for recruiting top agents, within your desired time frame, in order to dramatically increase your market share. QUICK HITS A Program That Works Brian Buffini provides seven tips to recruit winners and describes a powerful marketing piece that can attract the agents you want. Agent Personality Types Learn how to distinguish between personality types and to cater to their different needs. 34 RE/MAX University Catalog

35 RECRUITING continued... Broker/Owner Advice on Recruiting Top RE/MAX Broker/Owners discuss the ins and outs of recruiting. Build Your Office With New Tools Make sure recruits know all about the tools RE/MAX offers, Virginia Broker/Owner Chuck Cornwell says. Building and Categorizing Your Recruiting List Judy LaDeur shows you how to recruit both logical and emotional agents by customizing your approach. Closing the Experienced Agent Judy LaDeur shows you how to master specific questions that help experienced agents overcome their misconceptions and reluctance. Confronting the RE/MAX Myth Judy LaDeur advises you to face the myths about RE/MAX head-on. Customizing Your Marketing by Personality Type Logical and emotional types respond to different styles of marketing. Judy LaDeur helps you develop customized plans. Cutting Deals Help offered to prospects and veterans must be fair to the entire office. Here s why. Effective Dialog Honest Broker/Owners recruit more effectively. Learn from Judy LaDeur how to be that leader. Finding Agents to Recruit Judy LaDeur discusses how you can scout out difficult-to-find, high-quality recruits. Making More Effective Phone Calls Judy LaDeur discusses the art of making phone calls that produce results. Networking Works! - Texas Broker/Owner Gayla Skates establishes connections with agents at networking events. A New Approach to Recruiting In this day and age, you should build recruiting into everything you do, Judy LaDeur says. Piggyback Hires Kathy Baker, Debby Cernich and Kim Hawkins show you how to turn one recruit into several more. Reach for the Sky Learn more about RE/MAX with this promotional video. It talks about taking a leap of faith and building a future with the RE/MAX network. The Real Value of RE/MAX Rick Yohn, Regional Director for the RE/MAX California & Hawaii region, examines four areas in which the RE/MAX brand benefits Affiliates. Recruiting Agents The recruiting process begins with self-examination, Bob Corcoran says. Recruiting the Commercial Practitioner Learn to attract commercial professionals and build your brokerage through an expertise in commercial real estate. Recruiting Equals Farming To become a successful recruiter, Judy LaDeur says, you need to go back to your real estate roots farming, marketing, cold-calling, mastering dialogues. Five Steps to Mastering Your Dialogue Learn the five steps to improving telephone recruiting dialogue while building agent relationships. Four Personality Types Judy LaDeur shows how to recruit the right people to help you fulfill your vision of success. Handling Objections Role Play Kathy Baker and Debby Cernich role-play a recruiting presentation in which the agent says, I love my broker. By asking probing questions, Baker determines the real objection to joining RE/MAX. Hiring the Emotional Agent Judy LaDeur provides insight into hiring Associates who make decisions on a less-logical basis. Holding Your Listings Hostage Judy LaDeur shows you what to do when your recruit s broker holds listings hostage. How to Identify the Right New Agent Judy LaDeur explains how to choose experienced and new sales professionals who are well-suited for RE/MAX. The Interview Process Judy LaDeur offers tips on keeping interviews on track so you can tell if prospects are right for your office and get them to say yes. Is Your Recruiting Style Out-of-Date? In today s market, recruiting good agents is a long, hard process. Industry consultant Bob Clarkson explains how you can get top agents to speak with you. Keep Agents Happy & Recruiting Prosperous Successful RE/MAX Broker/Owners, Bob Clarkson says, spend 20 to 25 percent of their time building their business. Clarkson shows you how to increase time devoted to recruiting. The Litmus Test Massachusetts Broker/Owners Linda O Koniewski and Steve Chuha take you through an initial interview with a prospective agent. Lower Fee Objection Judy LaDeur discusses RE/MAX wannabes companies that claim to be maximum-commission brokerages with very low monthly fees. Recruiting During the Holidays Learn about the best tools, marketing and strategies for keeping your real estate business moving during traditionally slow times. Recruiting: The Lifeblood Now is the time to recruit top agents, Dave Liniger says. RE/MAX is the solution to many of the problems agents face today. Recruiting by Probing for Pain Judy LaDeur and North Carolina Broker/Manager Kathy Baker outline the process of recruiting by discovering what is causing agents pain at their current office. Recruiting Process for the Commercial Broker Florida Sales Associate/Owner Michael Frye tells you what you need to know when trying to recruit a commercial agent. Recruiting by Referral Here s a strategy that might change the way you think about getting new Associates into your office. Recruiting Sideways Illinois Broker/Owner Paul Wells advises you to stay in constant touch with recruits. Recruiting Via Facebook - Colorado recruiter Tom Downing explains how and why he maintains a strong presence on Facebook. Recruit With Your Ears Listening is the key to recruiting, Illinois Broker/Owner Paul Wells says. When you get a recruit into a presentation, you should ask questions. Recruiting Through Unique Marketing Strategies Texas Broker/Owner Gayla Skates discusses techniques she uses to recruit her market s best agents. Recruiting With Pink Slips Indiana Broker/Owner Paul Caldwell talks about his recruiting campaign in which he uses telephone pink slips. Recruiting and Retaining Agents San Antonio Broker/Owner Florencio Villalpando explains why he never stops recruiting. RE/MAX University Catalog 35

36 FOR BROKERS ONLY RECRUITING continued... RE/MAX of Bartlesville (Okla.) Donna Barclay talks about the importance of recruiting new agents in a small market. RE/MAX in a Challenging Market Today s market offers some of the best recruiting opportunities in many a year, Judy LaDeur says. RE/MAX Recruiting Tools Between RE/MAX International and your brokerage, you have recruiting tools at your fingertips. Learn what to emphasize and how to show your brokerage at its best. The RE/MAX Value Proposition Be sure you define your office s competitive advantages. Richard Robbins 10 Steps to Recruiting Success: Introduction to the 10 Steps An introduction to the 10 Steps to Recruiting Success. Step 7: C-U-Es Act like your prospects broker before you really are. Step 8: Ongoing Phone Communication How to keep the relationship moving, secure permission to keep calling and what to say. Step 9: Tracking, Monitoring, and Analyzing the Results A review of the tools and resources you need to analyze business results. Step 10: Growing Your Winning Team Recruiting doesn t end with a prospect joining the office. Learn how to take the next step more recruiting. Sell the Strengths of RE/MAX Alex Karavasilis and Paul Mydelski show you how to answer the still-persistent myths about RE/MAX. The Subtle Side of Successful Recruiting Little things can make a big difference in recruiting, says Barry Grooms. Steps 1a & 1b: Building a Winning Team Building a database of prospects who share the core values of your organization. Steps 2a & 2b: Setting the Face-to-Face With a plan in hand, make a phone call and set up an initial meeting with your prospect. Step 3: Make Your Calls Daily A scattered approach won t do schedule time to call prospects every morning. Steps 4a, 4b & 4c: The Recruiting Appointment Put prospects at ease, identify their priorities, and outline your firm s benefits. Step 5: Direct Response Mailers The secrets and uses of direct response mailers. Step 6: Appreciation Events Show Associates and business partners how much they mean to you. Systems in Place Judy LaDeur shows you how to develop a strategy to farm for recruits. Use Recruiting Letters to Get More Judy LaDeur explains there is good use for recruiting letters that flood your mailbox from other companies. Waiting for the Bonus Here s how to deal with the situation when recruits are waiting for a bonus check from their current broker. What Are the Requirements of a Commercial Broker? Arizona Manager Frank Dickens discusses requirements commercial agents need to meet, and the benefits RE/MAX has to offer them. What Do You Say? Learn what Broker/Owner Paul Caldwell says that scares and ultimately lures to his office new recruits. Your Agent Hit List Recruiting is all about building relationships, according to Judy LaDeur. RETENTION FULL-LENGTH PROGRAMS QUICK HITS Competitor-Proof Retention Systems Dave Werner and Frank Leach share their sure-fire ways of attracting top agents and keeping them. Good-Bye Manager, Hello Coach Marylyn Schwartz discusses the advantages of getting away from being a manager and becoming a coach for your staff members. Keep Your Agents Forever Frank Christensen and John Mangas reveal their best retention methods, such as team-building activities; having monthly birthday parties; and turning commission checks around quickly. Keeping Agents from Straying Chad Ochsner tells you how he helps keep his agents happy and productive by offering incentives, motivation and training. Discover how he keeps turnover low and agent satisfaction high. Retention Magic: Agent Appreciation and Recognition Joey Long and Dennis Steed reveal detailed, practical ways to reward and retain your best agents for their efforts. Value-Added Services That Make Agents Stick Bob Acuff, Wayne Wyvill and Al Young share their secrets of recruiting and retaining the right people to work as a team toward a common goal. Adding Value The RE/MAX Concept is the same everywhere. You add the difference. Agent Bill of Rights There are certain things you should do for your current Associates in today s adjusting market. Judy LaDeur s Agent Bill of Rights outlines these options and rights. A Daily Walk With Purpose Richard Robbins describes how to create a superior experience for your Associates simply by taking a walk. The Adjusting Market Judy LaDeur talks about retention strategies for today s market conditions. Some agents have never seen a normal market. Balancing Act With Roger Bodemer Brian Buffini and Roger Bodemer deliver tips for balancing the needs of your Associates with your own responsibilities. Brian Buffini One on One: Dale Ostertag Brian Buffini goes over Dale Ostertag s recruiting and retention challenges. Cost Cutting for the New Marketplace Dave Liniger and Broker/ Owners Howard Lein, Jim Homolka and Brad Whitehouse explore strategies for boosting profitability by reducing expenses. Create a Special Day Set up a private recognition system on each agent s birthday and start-date anniversary. 36 RE/MAX University Catalog

37 RETENTION continued... Fill Your Tank When you walk into your office, everyone is feeding off your energy. Be sure your tank is full. Fostering Positive Attitudes Kim Hawkins explores techniques to keep your office atmosphere upbeat. Freedom Walk, Spokane, Wash. Broker/Owner Jennifer Valerien and her brokerage participated in the first Freedom Walk in Spokane to commemorate 9/11. See how this participation helped build a strong team within the brokerage. Help Your Agents, Help Yourself Jay Blessent, Barry Grooms and Brad Marsh tell you how their training and support help their Associates succeed. Host Annual State of Our Union Address Learn how to give agents a future focus and create a sense of security via an annual speech. I Love My Broker This session extols the virtues of good brokers, and explains what it means to the whole office. Keep Agents From Straying To keep agent turnover to a minimum, says Denver Broker/Owner Chad Ochsner, you first need to take stock of how your office does things. Keep Morale High in a Tough Market Most agents are emotional decision-makers, says Judy LaDeur. They tend to follow your lead. If you re upbeat, they ll have a positive attitude. Mentoring New Agents with Dale Ostertag Brian Buffini and Dale Ostertag reveal the secrets to mentoring and motivating new Associates. Mentor vs. Manager Learn to be both a manager and a mentor in your role as a leader in the office. Offer Support Call Requests Richard Robbins shows how to effectively provide support. RE/MAX Royal Gorge (Canon City, Colo.) Broker/Owner Bill Christensen explains how treating his Associates like family helps his office prosper. Richard Robbins outlines his Lifetime Loyalty System, a strategy to help you retain your best agents. Richard Robbins Lifetime Loyalty System: Conduct Semi-Annual Performance Reviews Use semi-annual reviews to help agents stay on track while gathering valuable feedback about your organization. Distribute Feel-Good Marketing Richard Robbins offers tips and advice on getting the word out about your business and services in a positive manner. Issue Checks Daily Stop standing between your agents and their money. Productivity Recognition Create a system to support recognition, one of the top three motivators for career professionals. Target Training Sessions Make weekly training sessions magnetic with income-boosting agendas. Retain Through Recruiting Strategies In today s market, many brokers are baby-sitting unproductive agents rather than helping productive ones. That creates a recruiting opportunity for RE/MAX Broker/Owners. Recruit, Retain, Retrain Be careful about cutting expenses so much that you lose agents, Judy LaDeur says. Recruit and Retain Agents in a Down Market Recruiting is a never-ending game a process that even includes your current agents, says Michigan Broker/Owner Nathan Boji. Retention Intro Richard Robbins provides his unique tips on retaining your top producers. Retention Is in the Details For Illinois Broker/Owner Paul Wells, it s the little things that count in the retention game. For example, he sends birthday cakes not only to his Associates, but also to their spouses and children. Retention Wrap-Up Richard Robbins explains how small actions that don t matter add up to make a big difference. Three Strikes and You re Out Find experts who share your values and help maintain professional standards. Supportive Brokers = Successful Agents Texas Broker/Owner Gayla Skates is committed to making life as easy as possible for her Associates. Training Agents to Work Smarter Judy LaDeur explains why you need to train your agents to work differently than they did five years ago. Training and Retaining Bob Corcoran explains why it s vital to offer in-house training to Associates at every level. Vulnerable Recruits Kathy Baker, Debby Cernich and Kim Hawkins outline strategies for making new recruits feel welcome. RE/MAX University Catalog 37

38 FOR BROKERS ONLY MERGERS & ACQUISITIONS FULL-LENGTH PROGRAMS Merge, Acquire or Get Out of the Way Increase profits and market share with a merger or acquisition. Learn the ins and outs of these types of transactions from Bob Kline and Mike Kozinski. Merge, Acquire & Maybe Retire Mega office owners Charlie Bengel, Chuck Ochsner and Glenn Sipes describe how mergers and acquisitions made them profitable. RE/MAX Town Hall Mergers & Acquisitions Dave Liniger and Margaret Kelly are joined by Broker/ Owners who successfully negotiated a merger or acquisition. QUICK HITS Broker/Owners who were involved in a huge merger explain the process in The Story of a Florida Merger. Banding Together Colorado Broker/Owner Joe Clement explains how he convinced Mary Calvert, a former Associate in his office, to rejoin RE/MAX along with her team. Business After a Merger Peter Crowley and Ron Travis, who were involved in a merger that created a 400-Associate powerhouse in Sarasota, Fla., explain that there s more to the process than financial analysis. Complementary Mergers When Maryland Broker/Owner Alex Karavasilis considers merging with an office, he seeks to join forces with successful companies that are a fit with his company culture and philosophy. Determining the Value of a Company Steve Murray of REAL Trends provides formulas for determining the value of a real estate brokerage. Keeping Up on Competitors Broker/Owners Paul Mydelski and Alex Karavasilis show you how to stay on top of what the competition is doing in your market. Mergers: Teaming Up for Success Washington Broker/Owners Dave Ripplinger and Keely Jared explain how and why they merged their two RE/MAX offices into one. Putting Together a Successful Merger & Acquisition Steve Murray of REAL Trends provides a basic blueprint for a merger or acquisition. RE/MAX System Demands Growth Peter Crowley, Dave Coupland and Ron Travis explain why they merged their two RE/MAX brokerages into the nine-office, 400-Associate RE/MAX Alliance powerhouse in Sarasota, Fla. Small Market M&A Opportunities British Columbia Broker/Owner Brad Marsh notes that merger or acquisition transactions are essentially the same in large or small markets. The Story of a Florida Merger Peter Crowley, David Coupland and Ron Travis explain the hows and whys of the merger of their two operations. Why Merge Now? The principals of a major Denver-area merger involving two RE/MAX brokerages and a large independent explain why they made the move. MANAGING TEAMS FULL-LENGTH PROGRAMS Nurturing Teams to Expand Your Office Real estate trainer Howard Brinton explains the benefits and nuances of building a team. When Your Office Is Teeming With Teams Broker/Owners Dennis Anderson, Louis Puliti and Ralph Ripley reveal their strategies for managing offices that are full of teams. QUICK HITS A Team Is Like a Marriage Owners Rosalie Daniels and Howard Lein ensure that their Team Leaders and Team Members have agreements in place before the team ever forms. Building a Team Massachusetts Broker/Owner Linda O Koniewski discusses the importance of prioritizing and delegating in creating a wellfunctioning team. Defining Team Members What restrictions define the capabilities of licensed and unlicensed assistants? Hear how three successful brokers handle Team Members. Growing Your Brokerage with Teams Broker/Owners Margie Richard and Cindy Sikorski share their experiences and strategies in growing their brokerages with teams. Three-Tiered Fee Structure Arizona Sales Associate/Owner Howard Lein explains his three-tier approach to determine a fee structure of teams in your office. Training My Teams It s important to offer ongoing education and training opportunities within the brokerage. 38 RE/MAX University Catalog

39 BUSINESS OPERATIONS FULL-LENGTH PROGRAMS Building the Ultimate Office Brian Buffini discusses the three biggest issues facing Broker/Owners: recruiting, retention and profitability. The Discount Brokerage Myth Mary Burge, Janice Corley and Dave Messner provide specific ideas and examples of what Brokers/Owners and Managers can do when faced with discount brokerage misconceptions. Diversity and Inclusion, The Business Case Dave Liniger says diversity and inclusion are among the most important issues facing RE/MAX today. The Five Secrets to Extraordinary Profits in the Real Estate Brokerage Business Richard Robbins reveals the five secrets to profitability. Also, learn how to position yourself to claim your share of the pie. Five Simple Steps to Becoming a Mega Broker Ray Glynn and Tim Hatlestad discuss the pros and cons of managing and operating mega brokerages. The Forced-Success Business Plan for Agents South Carolina Broker/Owner David Ness explains that his strong business plan and the encouragement he gives to his Associates to create their own annual business plans is responsible for his office s success. Integrity-Driven Leadership Richard Robbins discusses how to grow your business through leadership. LONE WOLF SKILL SERIES The Lone Wolf Skill Series offers instruction for using Lone Wolf Software an integrated back-office management system that includes not only office-management tools but an accounting system as well. The series features Lone Wolf President Lorne Wallace. Entering Listings and Transactions Discover how Lone Wolf makes entering listings and transactions a breeze with its one-entry point system. Financial Reporting Discover which reports best reflect the financial status of your office. Franchise Reporting Learn how Lone Wolf software can make reporting to your regional office quick and easy. Performing Agent Billing and Processing Accounts Payable Discover how to handle recurring billing and office charges, producing an easy-to-read bill for Associates. Managing and Maximizing Agent Productivity David Knox outlines eight practical techniques for building a team of successful sales agents and getting the best out of each of them. Mentor vs. Manager Rick DeLuca explains why it s important to understand the differences between managing and mentoring. More-Than-Normal Profits in Normalizing Markets Butch Dailey and Brad Whitehouse explain how tightening the purse strings and encouraging Associates to invest in the office can turn the accounting books around. Ownership vs. Leadership Richard Mendenhall, the first RE/MAX Affiliate to preside over the National Association of Realtors, takes a close look at the distinction between ownership and leadership. People Connection: Managing for Success Frank Maguire discusses the essential qualities of leadership and successful teams. The Power of Mentoring By using Buffini & Company s 100 Days to Greatness RE/MAX Edition, Broker/Owners can mentor wayward agents back on the right path. Getting Started Get tips on installing Lone Wolf and learn how to set up agent fee structures and billing plans. Analyzing Agent Production Learn how to generate reports on agent productivity, including uncovered expense reports, a commission-cutting report and a RAPP fee target report. Analyzing Your Office Production Lone Wolf can help you analyze and compile reports on current, closed and pending transactions, and turn the data into meaningful information. Ancillary Products Discover how add-ons such as the transaction coordinator, duty roster and task manager can add value to your Lone Wolf system. Bank Reconciliations and a Clean Set of Books Learn the tips and tricks of bank reconciliation, and how to read and decipher the reports. Closing and Paying Out Transactions Here s how to close out transactions and issue checks to your Associates quickly and accurately. Prepare for the Unthinkable Dave Evans and Nancy Mroz, plus RE/MAX International Insurance and Risk Management Director Fred Young, show you how to cope when disaster strikes your business. RE/MAX COACHING HALL OF FAME Richard Robbins The Five Secrets to Extraordinary Profits in the Real Estate Brokerage Business How to gain more than your share of the real estate brokerage pie. Semi-Retirement the RE/MAX Way Judy LaDeur explores ways to structure, finance and complete the deal when the time is right to sell your real estate business. Travails, Traps & Growing Despite Them Kim Hawkins, Vice President of Recruiting and Business Development for one of the largest brokerages in the network, explains how to avoid situations that can block you in when growing your business. The Ultimate Office Business Plan Michael Metzner, Vice President and Co-Region Owner of RE/MAX of Michigan, discusses the importance of putting your goals in writing, and thinking of your business plan as a map. RE/MAX University Catalog 39

40 FOR BROKERS ONLY BUSINESS OPERATIONS continued... QUICK HITS Accountability Broker/Owner accountability takes two forms, says Bob Corcoran. There s your accountability to agents and the tools you provide to help Associates be accountable to themselves. Adding Commercial to Your Business Several RE/MAX Commercial Broker/Owners discuss necessary elements to having a Commercial Division within a residential office. The Art of Leadership Fred Peterson explains how you can be a great leader. All it takes is attention to your skills and a willingness to try new strategies. The Art of Transparency Pennsylvania Broker/Owner Jack Fry tells you why he meets annually with his Associates to go over the office budget in detail. Avoiding the Coming Management Gap Steve Murray of REAL Trends explains why turning top Sales Associates into managers isn t always a good idea. Steve Murray of REAL Trends and a panel of real estate consultants discuss qualities of great leaders in Avoiding the Coming Management Gap. Bridging the Generation Gap British Columbia Broker/Manager Arlene Butler explains how her experience as a Sales Associate helps her manage a 100-Associate brokerage. Broker/Owner Talkback Texas Broker/Owner Don Dahlberg shows you how to get agents on the same page through a detailed training program. Budget for the Worst, Plan for the Best Dave Liniger advises you to budget for the current year based on the previous year s market. Budgets: Reviewing Maintenance Contracts Jack Fry reviews his office budget every year line item by line item. His Associates appreciate his transparency. Business Planning Real estate coach Bob Corcoran gives you a blueprint for building an effective business plan. Clever Ways to Cut Costs Several Broker/Owners describe how they keep expenses under control. It s critical, they say, to reduce expenses without cutting services. Collecting Fees North Carolina Broker/Manager Kathy Baker says Broker/Owners have a responsibility to thoroughly review the process of collecting fees and the consequences of nonpayment during the interview process. Collecting Fees From Delinquent Agents Bob Clarkson shows you how to collect overdue fees. You do it, he says, by not being the bad cop yourself. Control vs. Influence In today s environment, your leadership techniques can make or break your success. Create a Commercial Division in Your Residential Office Tom Blazer, Marty Kibbe and Stan Newman discuss how to create a Commercial Division in a residential office, how to market the change and how to attract new recruits, including the skeptical blue-bloods. Creativity Keeps Agents Close You can t do today s business using yesterday s methods. Dave Liniger and coaches Brian Buffini, Judy LaDeur and Richard Robbins add their perspective. Designate for Profit Texas Broker/Owner Jeff Bentley hired a designated broker to manage the office and handle other tasks such as agent training. Embrace Short Sales and Profit Alex Charfen of the Distressed Property Institute explains why your key to recruiting, retention and profitability in this market is knowledge of Short Sales and distressed properties. Firing an Associate Role Play Kim Hawkins shows you how to let an unproductive Associate go. She does it with compassion and sensitivity. The Five Secrets to Extraordinary Profits in the Real Estate Brokerage Business Richard Robbins shows you how to gain more than your share of the real estate brokerage pie. Going Green Eirik Olsen has made every aspect of his office more eco-friendly modifying everything from the amount of paper the office uses to the type of coffee it brews. Hands-On Managing Arlene Butler explains her management style. It includes demanding high standards of Associates and providing them all the support they need to meet those standards. Help Agents Gain Foothold in REO Market Arizona s Howard Lein came up with a unique plan to help his Associates pursue REO listings. His office fronts the money and collects from the lenders when the listings sell. Highs and Lows of Short Sales Texas Broker/Owner Steve Craven provides his strategy for helping agents oversee Short Sales. How to Increase Production Immediately It s hard to motivate individuals, Mark Leader says but easy to motivate teams. I m Not Making Any Money When reaching break-even takes too long, here s how to pick up the pace. Improve Operating Income Trainer Fred Peterson explores scenarios that can result in vastly different effects on your income. In-House Services Pennsylvania Broker/Owner Jack Fry offers marketing, listing and administrative services to his Associates on an a la carte basis. In-House Short Sale Group Florida Broker/Manager Rick Sicilia explains why his office created a support group for Associates who list Short Sales. In Office vs. Home Office: A Profit Comparison Jim Homolka, Howard Lein and Brad Whitehouse explain their strategies for dealing with agents who work primarily out of the office. 40 RE/MAX University Catalog

41 BUSINESS OPERATIONS continued... The Internet Café Massachusetts Broker/Owner Linda O Koniewski explains why she built an Internet café in one of her brokerage s four offices. Time Management With Roger Bodemer Brian Buffini helps California Associate Roger Bodemer with thorny time-management problems. Jumping Into a Paperless Office Texas Broker/Owner Jaci Coan has taken her office completely paperless and now has agents where file cabinets used to be. Justifying Fees When recruits ask about fees, says Florida Sales Associate/Manager Barry Grooms, you should make it about return on investment. Keep Your Agents Focused By developing an office plan quarterly, says Darryl Davis, you help keep your agents consistently focused on the goal. Making Minorities a Priority Most of today s REO homes are being sold to investors or first-time buyers and many of those first-time buyers are minorities, Dave Liniger says. Making Telecommuting Work About 12 percent of the Associates in Jack Fry s office are based primarily away from the office. Fry and one of those home agents, JoAnn Schmura, describe how the process works. Managing the REO Boom California Broker/Owner Ted Boecker had to change the way his office operated when its property inventory expanded from 350 to 1,200 almost entirely REOs between 2006 and The New Office The era of the headquarters office is rapidly disappearing, says Dave Liniger. The managers and owners who will thrive are those who focus on cutting costs, consolidating, merging and acquiring. Think Like an Owner Real estate knowledge helps; but true success comes from leadership. Thoughtful Office Design Texas Broker/Owner Gayla Skates outlines her strategies for an office design that promotes Associates productivity. Time Management Texas Broker/Owner Julius Zatopek III explains how time management can help small-market brokerage owners. Top Ten List: Competing in a Changing Market Dave Liniger outlines the techniques every Broker/Owner must adopt to be profitable in today s market. Training Trio Tackles the RAPP Program Kathy Baker, Debby Cernich and Kim Hawkins discuss strategies for implementing and administering the RAPP Program. Two Key Questions Brian Buffini reveals the questions every Broker/ Owner must know the answers to. Use Dots to Increase Production This system, outlined by Darryl Davis, can significantly increase your Associates production. Simply put all the Associates names on a dot board and put colored dots by their name when they list a home, sell a listing or help a buyer purchase a home. What Are You Feeding Your Agents? Bob Clarkson compares a real estate office to a restaurant. Office Space Fees Three top RE/MAX Broker/Owners discuss how they define and designate space that generates fair and equitable fees. Overcoming Fee Objections The way to overcome recruits concerns about fees, Florida Associate Barry Grooms says, is to convince them that they ll make more money with RE/MAX. Pay Off Debt and Increase Revenues Dave Liniger shows you how to withstand the current market downturn by reducing debt and enhancing income. Profitability RE/MAX office profitability is formulaic; here are the steps. RE/MAX Preferred (Voorhees, N.J.) Randel Jones offers a detailed explanation of what has driven the growth of his brokerage. RE/MAX Preferred Partners (Edwardsville, Ill.) Richard Rolfingsmeyer breaks down his 47-member brokerage to show you how it maintains its success. RE/MAX Sunvest (Wilmington, Del.) Co-Broker/Owner Lyman Chen explains his strategy of locating where top agents work and live. Short Sales Are Big Business Broker/Owners Ray Valle and Nancy Freeman explain how their expertise in Short Sales benefits their offices. Small Market Multi-Office Operations Broker/Owner Brad Marsh shows you how he manages his far-flung seven-office company in British Columbia. Surviving a Down Market Broker/Owners Richard Juge and Michael Frye encourage their agents to go back to basics. New Jersey Broker/Owner Ray Valle (above) and Illinois Broker/Owner Nancy Freeman explain how their knowledge of Short Sales benefits their Associates in Short Sales Are Big Business. Think and Grow Rich Using the classic 1937 book, Think and Grow Rich, by Napoleon Hill as a reference point, Dave Liniger inspires you to plant the seeds of tomorrow s success right now. RE/MAX University Catalog 41

42 FOR BROKERS ONLY PROFILES FULL-LENGTH PROGRAMS GREAT OFFICES RE/MAX 100 South Bend, Ind., Broker/Owner Marsha Lambright boasts a strong retention rate by providing comprehensive support services and paying attention to Associates ideas. RE/MAX Achievers Tim Hatlestad, a former CCIM Institute president, seamlessly merges his residential and commercial operations in the Phoenix area. RE/MAX Action Realty Broker/Owner Chuck Fox has guided this Greenwood, S.C., office for nearly two decades consistently holding No. 1 market share. RE/MAX Equity Group Broker/Manager Jim Homolka shows you how he operates this Oregon and Washington brokerage, one of the RE/MAX network s largest with more than 1,000 Associates. RE/MAX Allegiance A 2003 merger brought three Washington, D.C.-area brokerages together to create a 30-office giant under the direction of Judy Austin, Charlie Bengel and Bob Blount. RE/MAX Associates Plus Broker/Owner Dennis Anderson emphasizes community activities at his eight-office brokerage in the Twin Cities of Minnesota. RE/MAX Creative Realty Group Janice Mueller fills her Lexington, Ky., office with agent services such as a nail salon and fitness room. RE/MAX Elite (N.M.) Broker/Owners Alice Richards and Nola Stofac show you how they got their Albuquerque, N.M., office off to a fast start. RE/MAX Elite (Tenn.) Robb Campbell provides services that set his Nashville-area powerhouse apart from all other competitors. RE/MAX Encore II Chris Dishon populates his Clarkson, Mich., office with vibrant, enthusiastic, talented agents and gives them the tools they need to thrive. Tour the Gardnerville, Nev., office of RE/MAX Realty Affiliates in the Great Offices series. RE/MAX Excalibur Howard Lein encourages his Phoenix-area Associates to work from home, and more than 40 percent take him up on the offer. RE/MAX Executive Realty Charlotte, N.C., Broker/Owners Scott Sadler and Cindy Sikorski are committed to providing cutting-edge technology and resources. RE/MAX Fine Properties Mario and Maggie Rios explain how their no-pressure recruiting strategy plus a few jokes work wonders in their Sugar Land, Texas, office. RE/MAX First Choice Real Estate Margie Richard s Westborough, Mass., office thrives because of her personal attention to Associates. RE/MAX Gold Coast This Southern California powerhouse, under the direction of Fred Evans and Glenn Sipes, offers a full-time trainer among many other services. RE/MAX Gulf Shores Gulf Shores, Ala., Broker/Owner Bob Shallow helps his Associates thrive by demanding an annual business plan and strongly supporting the team concept. RE/MAX Hallmark Realty Ken McLachlan and Kent Sheppard keep this Toronto-area brokerage thriving by providing a quality work environment and recruiting by referral only. RE/MAX of Midland Midland, Mich., Broker/Owner Wayne Crosby provides leadership by example and insists that his Associates have strong business plans. RE/MAX of Ocean City Kurt Feinstein and Bob Pitera keep their Associates on the top of their game in this New Jersey resort area. RE/MAX P&O Cincinnati Broker/Owner Ken Parchman fosters an environment in which the focus is on respecting everyone s unique talents and methods of doing business. RE/MAX Premier Realty Southern California Broker/Owner Tom Baron finds recruiting success by first befriending top agents. 42 RE/MAX University Catalog

43 PROFILES continued... RE/MAX Property Associates The leadership of Broker/Owner Lynn Britt helps this Raleigh, N.C., brokerage lead the market in agent productivity. RE/MAX Real Estate Group Don and Mary Godwin, each with four decades of real estate experience, lead this Des Moines, Iowa, office. RE/MAX Realty 100 Milwaukee Broker/Owners Jeff Benson and Bruce Martin provide all the tools their Associates need, including an in-house training division. RE/MAX Realty Affiliates Gardnerville, Nev., Broker/Owner John Fisher enables Associates to customize their own office space, inspiring their creativity. RE/MAX Realty Group By recruiting only the best agents, Jeff Hoffman and Michael Haymes have built the No. 1 office in Rochester, N.Y. RE/MAX Regency Chuck and Helen Cornwell of this Warrenton, Va., office keep their Associates well-informed by sending monthly s on the state of the market. RE/MAX Right Choice Real Estate Trumbull, Conn., Broker/Owners Jeff Wright and Janet James provide strong in-house training and promote team development. RE/MAX Select Realtors Paul Caldwell creates a family atmosphere in his Greenwood, Ind., office. RE/MAX Showcase Chicago-area Broker/Owner Piero Orsi broke into a market formerly dominated by three competitors and gained a strong share of the market. RE/MAX The Woodlands & Spring Broker/Owners Debbie Bates and Rocky Del Papa encourage their Houston-area Associates to become involved in their community. Broker/Owner Paul Caldwell shows you through his RE/MAX Select Realtors office in Greenwood, Ind., in an installment of the Great Offices series. RE/MAX Unlimited Peoria, Ill., Broker/Owner John Ginder takes advantage of RE/MAX International Conventions to pick up ideas to help his Associates thrive. QUICK HITS OFFICE TOURS RE/MAX Gulfstream Realty Maximize office space to achieve the highest possible efficiency by following the example set by RE/MAX Gulfstream Realty in Bradenton, Fla. RE/MAX Lake of the Ozarks Frank Christensen offers condominium office suites that teams can purchase. Learn how this office annex has boosted Christensen s success. RE/MAX Preferred Randel Jones shows how double offices and double conference rooms in an 18-agent office helps increase success. In the long-running Great Offices series, RE/MAX International Vice Chairman Gail Liniger visits with the network s top brokerages, picks the minds of the Broker/Owners, explores their systems and finds out what makes their offices great. RE/MAX Royal Gorge Bill Christensen of Canon City, Colo., explains how a friendly family atmosphere in a thriving office can make all the difference. RE/MAX Select Realtors Paul Caldwell provides a behind-thescenes look at his Greenwood, Ind., brokerage. RE/MAX University Catalog 43

44 FOR BROKERS ONLY MARKETING QUICK HITS Broadcasting Your Business Massachusetts Broker/Owners Steve Chuha and Linda O Koniewski explain the benefits of having a TV program on their cable systems local-access channels. Community Involvement in Small Markets British Columbia Broker/Owner Brad Marsh explains how critical community activities are to his brokerage. Create a New Home Profit Center Phil Adams, director of a New Home Services unit, explains the advantages of having a division focused strictly on new homes. Customizing Your Marketing by Personality Type Logical and emotional types respond to different styles of marketing. Judy LaDeur helps you develop customized plans. Distribute Feel-Good Marketing Richard Robbins gives tips on promoting your business in a positive way. Fundraising Can Boost Your Business Kentucky Broker/Owner Janice Mueller explains how her involvement in Children s Miracle Network has not only provided personal satisfaction, but has boosted profitability. Life After a Down Market Stefan Swanepoel shows you how to be ready for the inevitable market upturn. Associates in the RE/MAX Professionals office in Arizona show you how their involvement with Children s Miracle Network benefits them both personally and professionally. Miracle Homes Boosts Bottom Line Arizona Broker/Owners Nate Martinez and Frank Russo explain the value of the Miracle Homes program to their business. Managing Your Online Reputation Brad Hanks explains the importance of knowing what s being said online about your company and your Associates. Marketing the Gen-Y Way The more Internet exposure for listings, the better, says Tavia Ritter. The Agent Services Manager explains that younger consumers get almost all their information online. New Associate Announcement Letters Indiana Broker/Owner Paul Caldwell says the sooner agents send out announcement letters to their mailing lists, the sooner they get business. RE/MAX Masters (West Plains, Mo.) Broker/Owner Rod Hamby reveals how to easily dominate market share in a small community. LEGAL ISSUES QUICK HITS Embezzlement Protection Lorne Wallace, president of Lone Wolf Real Estate Technologies, discusses what you need to look for and what to do when you realize embezzlement has happened. How Has Embezzlement Affected Your Business? Illinois Sales Associate/Owner Richard Rolfingsmeyer discusses how embezzlement can happen to anyone and explores the issue in depth. Independent Contractor Agreement Join top RE/MAX Broker/ Owners for a look at how the ICA is used with Team Leaders vs. Team Members. In Protecting the RE/MAX Brand and Trademarks, RE/MAX International Senior Counsel Adam Scoville explains the importance to every Affiliate of keeping the RE/MAX brand strong and respecting the trademarks. Protecting the RE/MAX Brand and Trademarks (Parts 1, 2 and 3) Adam Scoville, RE/MAX International s Trademark Counsel, helps you keep on brand and protect the RE/MAX trademarks. 44 RE/MAX University Catalog

45 INTERNATIONAL RE/MAX worldwide Premier Marketing Presence is indicated by areas shaded in red. QUICK HITS Español Ireland: Recruiting Through Referrals and Retaining Karl Mulligan believes the best foundation for recruiting is retaining your current agents. Por Qué Reclutar Produce Dinero Independientemente del país en que se encuentre, reclutar es la forma más fácil de aumentar sus ingresos. Descubra aquí por qué reclutar le puede ayudar a ganar más dinero. Italy: How Does the RE/MAX Brand Help Business? (Come il marchio RE/MAX aiuta ad incrementare il business) Alessandro Lanzarini shows you how to help the RE/MAX brand build your business. This can be an enormous competitive advantage, he says. (Presented in Italian) Reclutar es un Deporte de Contacto Reclutar requiere estar en contacto frecuente, a diferencia de otros deportes como la natación, que uno practica solo. Sus clientes le agradecerán por esta forma de contactarlos. Italy: Identifying the Right Agent (Identificare gli agenti giusti) Massimo Minoletti explores the tricky art of finding the right agents to recruit. They may have great qualities, but are they right for your office? (Presented in Italian) Reclutar es un Proceso, No un Evento Dé seguimiento en forma agradable para sus prospectos y para usted. Así se podrá mantener en contacto regularmente. Italy: Reclutamento Massimo Minoletti delivers his best recruiting tips. (Presented in Italian) Use Ayudas Visuales Haga de las ayudas visuales su aliado para reclutar. Aprenda la forma de multiplicar su impacto. Sea Flexible Cada prospecto es diferente y su presentación de reclutamiento no tiene que ser perfecta. Aprenda de sus errores y mejore sus resultados. Preguntas hacia el éxito El mejor reclutador no sabe todas las respuestas, sino todas las preguntas. Avance rápidamente haciendo las preguntas correctas. Europe Austria: Recruiting & Retention Andreas Reindl seeks Associates primarily among salespeople from other fields. Germany: Recruiting - Marktdominanz über Allgemeine Schilder und Flyer Harry Elgass describes how to dominate your market through a strategic sign and flyer campaign. (Presented in German) Germany: Recruiting Permanently (Permanentes Rekrutieren) Harry Elgass describes his recruiting system. (Presented in German) Germany: Recruiting & Retention Alfred Petersen tells you how to go about recruiting agents from outside the industry who ll fit into your office. Malta: Recruiting RE/MAX Malta Region Owner Kevin Buttigieg shares his successful recruiting techniques based on years of trial and error. Netherlands: Building a Successful Office Gerard Hoekstra explains how playing to each agent s strength is the key to building a successful office. Netherlands Recruiting & Mentoring (Rekruteren en Begeleiden) Recruiting and mentoring are important for a thriving business, no matter what type of market you re in, says Gerda Mooy. (Presented in Dutch) Portugal: Recruiting Open the door to recruiting by asking agents in your own office to recommend potential hires, explains Nuno Morais Cardoso. Portugal Recrutamento Nuno Morais Cardoso presents tips on how to get referrals for new hires from your current Associates. (Presented in Portuguese) Reclutar es Vender Todos vendemos constantemente, ya sea que trabajemos en ventas o no. Cuando se trata de reclutamiento, hay técnicas específicas que debe saber. Malta: Marketing RE/MAX Malta Region Owner Kevin Buttigieg explains that marketing savvy includes learning how to capitalize on the RE/MAX name, knowing how to use Internet search engines and good old-fashioned networking. Slovakia: Networking Inside & Outside the Office Tatiana Chura believes that sharing information with other Broker/Owners is one key to running a successful business. Switzerland: Recruiting Volker Nies takes a multipronged approach to recruiting from placing newspaper ads to holding career nights. RE/MAX University Catalog 45

46 Denver, COLOrADO SunDAy, AuguSt 8 tuesday, AuguSt International Convention For Your Travel Needs Whether you re traveling for business or personal reasons, make all your arrangements through EDR Travel. One-stop shopping No service fees Complimentary flight insurance 4-hour emergency service Discounted airfare and hotel rates for selected Conventions EDR Travel (800) [email protected] 46 RE/MAX University Catalog 2010 RE/MAX International, Inc. All rights reserved. RE/MAX International is an Equal Opportunity Employer and supports the Fair Housing Act. Each RE/MAX office is independently owned and operated

47 RE/MAX INTERNATIONAL SUMMER CONFERENCE The RE/MAX International Summer Conference for Broker/Owners and Managers heads to the Rockies this year. The Colorado Convention Center in Denver will host the conference Aug If you want to make positive and profitable changes for your business, there s one place to learn everything you need to know and then some. At the RE/MAX International Summer Conference for Broker/Owners and Managers, you ll get tips and ideas from the most successful and knowledgeable experts in the RE/MAX network. You ll learn how to help your agents reach their goals, and in turn, achieve yours. Whether it s recruiting and retention tips or the latest economic and industry news, there s a profusion of information available during this three-day event. Plus, you ll network with savvy, experienced Broker/Owners and Managers from around the world. You can t afford to miss this chance to learn from the best in the real estate industry and hear what other real estate leaders have to say about today s market. Attending the Summer Conference is a priceless investment in your future. More on Mainstreet For more information, visit the Events section of RE/MAX Mainstreet and select Conventions. Look for details on registration in late May. To register Register online for the conference, and also for pre-conference courses, through the Events section of RE/MAX Mainstreet. Travel arrangements For all your transportation and hotel arrangements, contact EDR Travel at (800) or [email protected], or visit MANAGEMENT EDUCATION Each month, new Broker/Owners and Managers travel to the RE/MAX Global Education Center in Denver for RE/MAX Management Training, a four-day course that provides an orientation on the RE/MAX system and covers every aspect of running a successful office. The course is also open to existing Broker/Owners at no charge. RE/MAX Management Training RE/MAX Global Education Center April 12-15, May 10-13, June 14-17, July 12-15, Aug , Sept Registration required This revamped course gives you the tools and knowledge base you need to prosper and excel no matter what the market is doing. Instructors Andrea Sims and master recruiter Kathy Baker of RE/MAX United in Raleigh, N.C., roll up their sleeves to help you thoroughly understand and overcome the challenges of owning or managing a RE/MAX brokerage. Course topics include: Understanding and applying the RE/MAX Concept Categories of expenses and billing Fiscal management using your own numbers Break-even calculations Recruiting and retention Introduction to RE/MAX Technology Benefits and services of the RE/MAX system The course has undergone significant changes in recent months. Existing Broker/Owners looking for a recharge or a lift for their business are invited back to the course. Your only cost to attend is travel expenses. For more information, or to register, contact Ashley Harriman at [email protected] or (800) Course takeaways include a printed workbook, as well as a flash drive with comprehensive resources for recruiting and retention, office management, profitability and more. RE/MAX 501: Maximizing Your Office Potential Colorado Convention Center, Denver Aug. 7-8 Registration required You set the agenda in this class the only course in real estate in which participants call the shots. Learn how top Broker/Owners are adapting to various market conditions while increasing their profitability and credibility. Topics typically include fiscal management, profitability and team-building through recruiting and retention. To Register You must be registered for the Summer Conference to take RE/MAX 501 in Denver. Visit the Events pages on RE/MAX Mainstreet for online registration under the Conventions dropdown menu. Classroom RE/MAX University Catalog 47

48 RE/MAX COMMERCIAL SYMPOSIUM Classroom TECH ESSENTIALS WORKSHOP RE/MAX Global Education Center Monday through Wednesday, May 3-5 Registration Required Aimed at agents, owners and managers whose sole or primary business is commercial real estate, this three-day seminar reveals how experienced Commercial Practitioners can better position themselves for success in today s market. Top RE/MAX Commercial Practitioners discuss their markets, business-building strategies, tools and other factors that have made them some of the best in the industry. Tentative agenda: The new automated marketing platform RE/MAX Commercial tools and how to apply them Trends and predictions for various markets Roundtable/panel discussion Commercial Expo & Tech Partners A pre-symposium workshop on a current topic is scheduled for Monday, May 3. Information and Registration Shera Bila, (303) or [email protected] RE/MAX Global Education Center Wednesday and Thursday, April 7-8 Registration Required Learn how to use technology to propel your business forward. In addition to advanced discussions regarding LeadStreet and the Design Center, the workshop addresses tools and challenges facing Realtors today, including: Taking your marketing to the next level Technology trends and analysis Successful Internet lead capture and conversion Leveraging social networking to build your business Search engine optimization Breakout sessions show you how to use advanced technology tools such as YouTube, Widgets, Google Analytics and more. You ll be required to provide your own laptop computer for this hands-on session. Internet access will be provided. To Register [email protected]. The cost is $25 and attendance is limited to 80 participants. Foreclosure Search Consumers can now search over 1.3 million pre-foreclosure, auction, and foreclosure properties directly on remax.com. Visit to take advantage of the exclusive RE/MAX Associate pricing giving you access to Foreclosure data, RealtyTrac resources, including U.S. foreclosure laws, live foreclosure activity maps, and real estate trends. PROPERTY Detail More listings for consumers. More leads for agents

49 REGIONAL TRAINING EVENTS RE/MAX DIXIE March 30-April 1 Spring Broker SuperCharge Point Clear, Ala. April 20 Spring Sales Rally New Orleans April 21 Spring Sales Rally Birmingham May Top Producer Summit New Orleans Information: Chris Brock, [email protected] RE/MAX OF GEORGIA RE/MAX OF KENTUCKY/TENNESSEE RE/MAX OF SOUTHERN OHIO RE/MAX OF SOUTHEASTERN MICHIGAN April 13 Agent Orientations Alpharetta April 28 Agent Orientations Alpharetta May 11 Agent Orientations Alpharetta May 19 Agent Orientations Alpharetta June 9 Agent Orientations Alpharetta June 16 Agent Orientations Alpharetta July 21 Agent Orientations Alpharetta Aug. 11 Agent Orientations Alpharetta Aug. 18 Agent Orientations Alpharetta Sept. 8 Agent Orientations Alpharetta Sept. 22 Agent Orientations Alpharetta Information and registration: Elizabeth Nickerson White, (800) , [email protected] RE/MAX OF INDIANA May 5 Building and Strengthening Your Team Site TBD May 6 LeadStreet Training Site TBD Aug. 19 RE/MAX And You Marion Aug. 24 Masters Edge Mentor Program Marion Sept. 15 LeadStreet Training Site TBD Sept. 20 RE/MAX T & T Sales Rally Indianapolis Information and registration: Stacy Gillen, (317) , [email protected] RE/MAX OF MICHIGAN June 10 LeadStreet/Tools for Success Portage Sept. 9 LeadStreet/Tools for Success Portage Information and registration: Kristin Knotek, (269) , [email protected] RE/MAX MID-STATES March 31-April 2 Spring Broker SuperCharge Ridgedale, Mo. April 22 Spring Sales Rally Location TBD May Top Producer Summit Kansas City Information: Nate Brazier, [email protected] RE/MAX OF NEW ENGLAND April 6 The RE/MAX Collection Networking Group Boston April 14 RE/MAX & You New Hampshire April 15 Brain Jam Natick, Mass. April 21 Trading Secrets Natick, Mass. May 6 Elite Producer Lunch Club Natick, Mass. May 12 RE/MAX & You Connecticut June 2 RE/MAX & You Maine June 16 Technology Training New Hampshire June 17 Brain Jam Natick, Mass. June 22 The RE/MAX Collection Networking Group Site TBD July 21 Trading Secrets Natick, Mass. Aug. 19 Brain Jam Natick, Mass. Sept. 8 RE/MAX & You Rhode Island Sept. 9 Elite Producer Lunch Club Natick, Mass. Sept MVP Meeting Newport, R.I. Sept. 15 Broker/Owner Meeting Newport, R.I. Sept. 21 RCNG Meeting Site TBD Information: Danielle Botticello, (508) Registration: RE/MAX OF NEW JERSEY May 11 New Associate Orientation Iselin July 13 New Associate Orientation Iselin Sept. 14 New Associate Orientation Iselin Nov 9 New Associate Orientation Iselin Information and registration: Marisa Davidson, (856) , [email protected] RE/MAX OF TEXAS PowerStart: The RE/MAX Way In Austin March 10, May 5, June 23 In Dallas-Fort Worth March 23, April 20, May 18, June 15, July 20 In Houston March 25, April 22, May 20, June 17, July 22 In San Antonio March 11, May 6, June 24 LeadStreet I: Basics In Austin March 10, March 31, May 5, May 26, June 23, July 14 In Dallas-Fort Worth March 23, March 24, April 20, April 21, May 18, May 19, June 15, June 16, July 20, July 21 In Houston March 25, March 26, April 22, April 23, May 20, May 21, June 17, June 18, July 22, July 23 In San Antonio March 11, April 1, May 6, May 27, June 24, July 15 LeadStreet II: Advanced In Austin March 31, May 26, July 14 In Dallas-Fort Worth March 24, April 21, May 19, June 16, July 21 In Houston March 26, April 23, May 21, June 18, July 23 In San Antonio April 1, May 27, July 15 Special Education Events Feb. 8 Residential Finance Consultant Dallas-Fort Worth Feb. 8-9 RE/MAX of Texas Statewide Convention Dallas-Fort Worth April 14 Zan Monroe: Absorption Pricing Houston April 15 Zan Monroe: Absorption Pricing San Antonio April 16 Zan Monroe: Absorption Pricing Dallas-Fort Worth Information and registration: RE/MAX OF WESTERN CANADA March New Sales Associate Orientation Kelowna April New Sales Associate Orientation Kelowna April Regional Management Training Kelowna May New Sales Associate Orientation Kelowna June 6-9 Broker/Owner & Manager Retreat Kelowna July New Sales Associate Orientation Kelowna July Regional Management Training Kelowna Sept Professional Development Retreat Kelowna Sept New Sales Associate Orientation Kelowna Information and registration: Michelle DePaul, (250) , [email protected] Classroom RE/MAX University Catalog 49

50 Webinars WEBINARS RE/MAX International offers regular tech training webinars covering services such as the RE/MAX Design Center, LeadStreet, remax.com and Mainstreet. To find RE/MAX International webinar schedules, select the Training Calendar link from the RE/MAX Mainstreet home page. For any sessions labeled region-specific, please check Mainstreet to see if they apply to your region. Many regions offer their own webinars or classroom training sessions. Please check with your region or visit your regional intranet for information. RE/MAX International Webinars RE/MAX Design Center Design Center: Print Marketing Learn the A-to-Z basics, from accessing Design Center, to configuring your agent profile and creating custom print materials with the help of the Phrase and Image Assistants. Design Center: Multimedia and Online Projects Learn how to set you and your listings apart by utilizing various Web-based projects. Create Web commercials, virtual tours, slide-show tours and e- cards. Then explore distribution options. LeadStreet The following LeadStreet webinars are intended for Associates in states in which eneighborhoods administers the LeadStreet system. Associates in other states should contact their region for training and more information. To find out what company administers the system in your state, visit the Downloads section of RE/MAX Mainstreet and enter Vendor Breakdown in the search box. LeadStreet: Your Path to LeadStreet Success Your LeadStreet includes a contact management system designed to capture leads from remax.com. This class introduces users to LeadStreet and explains the fundamentals behind configuring agent options, including lead notification ( , cell phone text messages, etc.), and accepting and managing leads. LeadStreet: Customize Your Microsite Acquire the skills you need to customize your Microsite, including setting up your Featured Properties and incorporating custom content to your About page with images and hyperlinks. LeadStreet: Enhance Your Microsite with Multimedia Once you know the Microsite basics, this advanced course guides you through adding multimedia options to your site, along with widgets, Google Analytics tracking code and meta tags for search engine optimization. LeadStreet: Management for Brokers and Managers Audience: Owners and Managers only Generate new business for your office and agents and stay connected with the powerful RE/MAX brand. Explore the back office of the LeadStreet Management System and how to request your office MLS/IDX data feed. LeadStreet: Welcome to Your Agent Web Site Here is an introduction to customizing the appearance of your Web site with themes and graphics as well as setting up Featured Properties and adding internal and external hyperlinks. LeadStreet: Tools and Techniques to Enhance Your Web Site Audience: Region-specific Here is an introduction to customizing the appearance of your Web site with themes and graphics, as well as setting up Featured Properties and adding internal and external hyperlinks. LeadStreet: Fundamentals of LeadStreet Discover additional features within LeadStreet, including how to further manage your contacts and enhance your listings. Learn how to utilize the preloaded drip campaigns and reports to increase your online marketing strength. LeadStreet: Contact and Listing Management Learn how to manage your listings and contacts within LeadStreet, including adding or importing contacts and tracking activities. Plus, learn how to set your listings apart by managing/enhancing them using LeadStreet. LeadStreet: Maximize emarketing with Campaign Manager Learn how to maximize your online marketing initiatives by creating custom drip campaigns and recipient lists. Master setting up campaign frequency and add hyperlinks to direct consumers to related resources. LeadStreet: Introduction to Campaigns Plus Audience: Region-specific Add this powerful online tool to your e-marketing. Learn how to organize your contacts and generate s, including new drip campaigns. Discover how to effectively use electronic property flyers, postcards and greeting cards. LeadStreet: Click-To-Call Enable consumers to contact you by clicking on the Connect Now button in your remax.com listings and Agent Microsite. Find out about sending realtime Web site pages to consumers browsers and understand lead capture from Click-to-Call. Technology Technology: Explore the Tools of remax.com Explore the new features and functionality available to consumers who search remax.com every day. They include saved properties and saved searches, Home Finder Listing Alerts, My RE/MAX and Ask an Agent. Technology: Mainstreet Training Take this guided tour of RE/MAX Mainstreet and its many resources and tools. Learn to create referrals with the streamlined Web Roster. Tap into the comprehensive education from RE/MAX University. Pick up on the latest news and network with other agents on the message boards. Technology: New Sales Associate Training Get off to a strong start with introductions to RE/MAX Mainstreet, LeadStreet and Design Center. Come away knowing the fundamentals to tap into training, leads, networking and marketing tools. Technology: Recruit and Retain Audience: Owners and Managers only Put RE/MAX Mainstreet, LeadStreet and Design Center to work to recruit and retain agents. Learn about Mainstreet s Reservation and RE/MAX University. Find out how you can leverage remax.com traffic, one of the industries most powerful Web sites, in your recruiting efforts. Effectively utilize the Design Center s recruiting materials. LeadStreet: Foreclosures and remax.com Discover the RealtyTrac foreclosure feature on remax.com, which provides consumers with the latest foreclosure listings. Learn how to receive and manage foreclosure leads. 50 RE/MAX University Catalog

51 REGIONAL WEBINARS Contact your region, or visit your regional intranet, for times and dates, details and registration information for these webinars RE/MAX OF GEORGIA RE/MAX OF KENTUCKY/TENNESSEE RE/MAX OF SOUTHERN OHIO RE/MAX OF SOUTHEASTERN MICHIGAN For All Associates Working With Foreclosures Working With REOs First-Time Homebuyers Renters, Uncovering New Buyers Increasing Your Share of the Pie Investor Roundup Fired Up for 2010! Using Social Media to Generate More Business Social Networking Across Homebuyer Generations Social Networking With LinkedIn Using LinkedIn/Flickr to Grow Your Business Using Twitter and Blogging to Grow Your Business Technology Update RESPA Laws and Using Windows Welcome to LeadStreet LeadStreet: Manage and Enhance Your Listings LeadStreet: Manage Your Contacts LeadStreet: Lead Acceptance via Text Message Mainstreet Orientation Getting Started With the Design Center Getting the Most Out of the Design Center LeadStreet Accelerator Training Employing Basic Search Engine Optimization With LeadStreet Agent Web Sites (Prerequisite: LeadStreet Accelerator) Incubating Leads (Prerequisite: Welcome to LeadStreet) Design Center Training Tying it All Together Using Design Center with LeadStreet (Prerequisite: Design Center) Exploring Mainstreet Regional Intranet Training How to Use Social Networking to Grow Your Business Gadgets You Need to Know About Technology Tour Parts 1 and 2 For Brokers/Owners Only Monthly Broker/Owner Webinar Certified LeadStreet Manager (CSLM) Data Doorway Training FRAMES Training Entering Monthly Stats Information and registration: Elizabeth Nickerson White, (800) , [email protected] RE/MAX OF INDIANA Agent Hot Topic of the Month (Specific topics TBD) The RE/MAX Collection Agent Hot Topic of the Month (After the tax credit expires) Information and registration: Stacy Gillen, (317) , [email protected] RE/MAX OF NEW ENGLAND Technology Training Webinar (LeadStreet, Design Center) Information: Danielle Botticello, (508) Registration: RE/MAX OF TEXAS Technology Webinars Design Center Basics Design Center Advanced LeadStreet Basics LeadStreet Agent Websites Registration: Access through your LeadStreet Agent log-in RE/MAX OF WESTERN CANADA LeadStreet: Getting Started Making Sure You Are Set Up LeadStreet: Managing Contacts, Including Importing & Exporting LeadStreet: Managing Listings LeadStreet: Connecting to Clients using Campaigns and Activities LeadStreet: Publishing Reports LeadStreet: Tying it All Together Working With Leads Mainstreet: Tools Overview Design Center: Introduction Social Networking: Using Facebook, Twitter, LinkedIn & YouTube to Enhance Your Business Information and registration: Michelle DePaul, (250) , [email protected] The RE/MAX University Catalog is published by RE/MAX International, Inc., a real estate franchisor serving the industry s most productive Sales Associates. Editor Phil Smith Writers Deborah Ball Amanda Okker Art Director LeAnn Claar To reach the RE/MAX University staff, call (303) [email protected]. To order additional subscriptions to the RE/MAX University Catalog: Call the RE/MAX Order Desk at (303) If your RE/MAX University Catalog doesn t arrive, contact Membership Services at (303) To reach the RE/MAX University Catalog staff, call (303) or [email protected]. Copyright 2010 RE/MAX International, Inc. All rights reserved. The material herein may not be duplicated, copied or reproduced in whole or in part in any way without written permission. The RE/MAX University Catalog is provided to RE/MAX Affiliates as one of many benefits. The opinions of guests appearing in RE/MAX University classes are their own and not necessarily those of RE/MAX International, Inc., or its Affiliates, or any of its owners, officers, employees or agents. RE/MAX International is an Equal Opportunity Employer and supports the Fair Housing Act. Each RE/MAX Office is independently owned and operated. Legal Notice: RE/MAX International is not responsible for the content of advertisements and assumes no liability for any claims arising therefrom. RE/MAX Global Education Center 5075 S. Syracuse St. Denver, CO remax.com RE/MAX International P.O. Box 3907 Englewood, CO Please recycle

52 When you purchase a Roku digital media player available in the United States and Canada you ll have on-demand access on your television to more than 1,000 RE/MAX University training videos, including designation and certification courses. And that s not all. The Roku player opens up a vast new multimedia world, all at your fingertips instantly. Depending on your location, your choices may include: Netflix (U.S. Only) Instantly watch thousands of TV episodes and movies. (Netflix unlimited membership required.) Amazon On Demand (U.S. Only) View more than 50,000 hit movies and shows on a pay-per-view basis (no subscription required). MLB.TV Through MLB.TV Premium, watch live and archived major league baseball games (annual subscription required; blackout and other restrictions apply). And much more To Purchase a Roku Visit Select Buy Now to get the Roku HD-XR player and cables. (The HD-XR is your best choice to take full advantage of RE/MAX University programming.) Trademarks not owned by RE/MAX International are the property of their respective owners.