The Florida Keys Board of Realtors in conjunction withDistrict Four, Inc. presents:
CRS 210: Building An Exceptional Customer Service Referral Business
Instructor
Gee Dunsten has been in the real estate business for three decades, selling over $200 million during his career. Gee is nationally recognized as a residential sales and marketing specialist, his practice is still located on the Eastern Shore of Maryland.Gee has been a Senior Instructor for more than 10 years with the Council of Residential Specialists and in 2001 served as National President. *CRS Instructors are subject to change due to unforeseen circumstances.
For Information and RSVP for CRS ClassClick here or Call Israel 954-885-4990For Hotel Reservationsat Key Largo Hilton HotelCall 1(800) KEY LARGO(539-5274) and identify yourself as a FAR, District 4Conference participant.
Course Description
Building an Exceptional Customer Service Referral Business is a highly interactive course designed to deliver all the essentials for refocusing the student's business plan to a customer service centered, repeat and referral business. The information provided will help identify the expectations of the "new consumer", the "new behaviors" necessary to meet those expectations and specific systems to make the agent's business more productive, more profitable and more enjoyable.
Course Content:
Attracting a higher caliber client Meeting the expectations of the "new consumer"
Dialogues and strategies for building a referral database
Delivery systems to generate a successful referral business
Thur., July 10 & Fri., July 11
7:45am Registration s 8am - 5pm Seminar
Key Largo Hilton Hotel97000 Overseas Highway(MM 97 Bayside)Key Largo, FL 33037
Only $375(Includes Continental Breakfast & District Conference Registration)
Attend the CRS Class on Thursday and Friday, July 10 and 11 AND at no additional charge, you may attend the Professionals in Paradise Education Conference on Saturday, July 12. See schedule below:Saturday, July 12, 20088:15 - 12:00 Registration for Conference 9:00 - 12:30 Exhibits will be Open8:45 - 9:45 Breakfast with FAR Leadership10:00 - 1:00 Cruising with Diversity By: Chuck Bonamer, CRB (3hrs CE)10;00 - 11:00 Blogs, Hogs & Lattes - Building your Brand and Creating the Experience By: Deborah Boza-Valledor CRB, CRS, GRI11;00 - 12:00 Coaching Yourself to Success - By: Renate Smith MBA, CRB12:00 - 12:30 Reception in the Exhibit Hall12:30 - 2:00 Lunch on your own2:00 - 3:00 Effective Pricing Techniques for a Down Market - By: Marc Blackburn3:00 - 4:30 Exhibits, Grand Finale, Door Prizes and Cocktail Party
Registration Form
Please complete and fax to
954-885-4986
___ Yes, I want to attend the District Conference at no extra charge.Name: ______________________________________________
Tel: ________________________ Fax: ___________________
Address: ____________________________________________
Firm: _______________________________________________
Email: ______________________________________________
Amount: $ ____ Exp.Date: _____ /_____
Credit Card No.: _____________________________________
Sign: _______________________________________________Cancellation for refund must be received in writing 72 hours prior and incurs a $100.00 processing fee.
Offer Code: CRS210
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Sunday, June 29, 2008
Thursday, June 26, 2008
Your Expectations Will Make the Difference
Michael Jordan, one of the greatest basketball players who ever played in the National Basketball Association (NBA), said, “You have to expect things of yourself before you can do them.”
As a player, Michael Jordan walked the walk by setting high expectations for himself. He believed in his abilities and then went out and did what he believed he could do.
What we expect of ourselves forms the foundation for how we see ourselves and what actions we undertake.
With positive self expectations we can see the desired outcome of events in our mind as already achieved, before the first step is initiated.
You’re standards for both life and business are established through your expectations for yourself.
What one believes and expects of themselves are key components of continued success.
Believe in yourself and expect the best of yourself!
As a player, Michael Jordan walked the walk by setting high expectations for himself. He believed in his abilities and then went out and did what he believed he could do.
What we expect of ourselves forms the foundation for how we see ourselves and what actions we undertake.
With positive self expectations we can see the desired outcome of events in our mind as already achieved, before the first step is initiated.
You’re standards for both life and business are established through your expectations for yourself.
What one believes and expects of themselves are key components of continued success.
Believe in yourself and expect the best of yourself!
Monday, June 23, 2008
Effective Personal Promotion and Marketing Strategies
Lou Ludwig Real Estate Mastery Series®
■Look at Personal Promotion and Marketing in a Different Prospective
■Stop Wasting your Time and Money on Methods that No Longer Work!
■Explore Low Cost - High Return Concepts and Strategies
Lou Ludwig’s Real Estate Sales Mastery® is a personalized, interactive program designed to meet the specific needs of each participant. Whether you are new to the industry or an experienced Realtor®, Real Estate Mastery is geared towards your individual goals, skills, and strategies to become a more effective Realtor®.
Instructor
Lou Ludwig
CRB, CRS, CIPS, e-PRO, GRI, SRES, TRC, CMP, MCSP, CSP
June 25, 2008
Realtors® Association of the Palm Beaches
Boca Raton Conference Center
3200 N. Military Trail
Boca Raton, Florida 33431
Contact Danielle Boutin
561-997-8266
Register online at www.RAPB.com
Program Investment
*$25.00
* Program Costs are Underwritten by the Affiliate Partners
■Look at Personal Promotion and Marketing in a Different Prospective
■Stop Wasting your Time and Money on Methods that No Longer Work!
■Explore Low Cost - High Return Concepts and Strategies
Lou Ludwig’s Real Estate Sales Mastery® is a personalized, interactive program designed to meet the specific needs of each participant. Whether you are new to the industry or an experienced Realtor®, Real Estate Mastery is geared towards your individual goals, skills, and strategies to become a more effective Realtor®.
Instructor
Lou Ludwig
CRB, CRS, CIPS, e-PRO, GRI, SRES, TRC, CMP, MCSP, CSP
June 25, 2008
Realtors® Association of the Palm Beaches
Boca Raton Conference Center
3200 N. Military Trail
Boca Raton, Florida 33431
Contact Danielle Boutin
561-997-8266
Register online at www.RAPB.com
Program Investment
*$25.00
* Program Costs are Underwritten by the Affiliate Partners
Sunday, June 22, 2008
Education the Overlooked Business Advantage For New Home Sales Professionals
I have a unique opportunity to meet thousands of successful new home sales professionals as a result of consulting and sales & management training programs for builders and developers. Companies range from small entrepreneurial companies to companies listed on the stock exchange. I have observed several common traits in these successful individuals that have reached the top of their profession.
I would like to focus on one key trait…Their commitment to continuous incremental improvement in themselves and their Education.
The successful new home sales professional has a passion for success that is supported through their commitment to education and the improvement of their sales and business skills through personal development.
I would like to share a story about Tiger Woods who is currently ranked #1 in world of men’s professional golf.
Recently in a TV interview Woods states, “I’ve had a coach my entire career to guide me in my profession and through the endless hours of practice and preparation.” Woods also states that to stay on top of his game he has adjusted his swing 4 times in the last several years. Even Tiger Woods, who may be the best men’s professional golfer of his generation, relies on continuous improvement of his skills to remain at the top of his profession.
Tiger Woods is a student of the profession of golf and prescribes to the philosophy of golf excellence.
How does Tiger Woods commitment to excellence relate to us as sales and business professionals?
First the commitment to professional development and education is a choice.
Second the commitment to excellence in business and life is a choice.
Third investing in your success is a choice.
The top new home sales professionals make the commitment to personal excellence. They understand that success is not an expressway but a road that is always under construction where we continually encounter detour, delays, and roadblocks. Education is a tool that sets our personal GPS system to stay on course and assists us through the obstacles on the road of success with purpose and confidence.
The Value of Education
No matter where we are in our career or our role in our company there is room for continued incremental improvement. Sharpening our business, management and sales skills are critical today.
Education will focus our techniques, methods and strategies creating greater efficiency and profitability for us and our business.
Continued incremental improvement in our careers is achieved with the pursuit of personal and professional excellence through seminars, workshops, audio programs, professional development books and professional designations related to our field.
Education expands our business competence and skills resulting in greater personal confidence in our actions while creating the opportunities to achieve the desired outcomes and results.
National Association of Home Builders Designations and Courses
NAHB currently offers more than 15 professional designations including:
■Advanced RAM
■Certified Active Adult Specialist (CAASH)
■Certified Aging-In-Place Specialist (CAPS)
■Certified Graduate Associate (CGA)
■Certified Graduate Builder (CGB)
■Certified Graduate Remodeler (CGR)
■Certified Green Professional (CGP)
■Certified Leasing Professional (CLP)
■Certified New Home Marketing Professional (CMP)
■Certified New Home Sales Professional (CSP)
■Graduate Master Builder (GMB)
■Graduate Master Remodeler (GMR)
■Housing Credit Certified Professional (HCCP)
■Member, Institute of Residential Marketing (MIRM)
■Master Certified New Home Sales Professional (MCSP)
■Registered in Apartment Management (RAM)
■Residential Construction Superintendent (RCS)
NAHB Designation Programs are comprehensive and offer an outstanding opportunity for personal growth and development.
Successful new home sales professionals share that having earned designations has helped them in many areas of their careers and separated them from their competition. In a number of cases, the designations assist them in seeking employment. They also feel their customers value the designations and assists in elevating their statue in the eyes and minds of their customers as an expert or specialist. Overtime, professionals with designations have higher incomes.
New home sales professionals who have earned designations earn more money as a result of the accumulation of knowledge and the designation.
For more information regarding NAHB designations and courses visit the NAHB website www.nahb.org for a list of courses scheduled by date, location and specialty.
Make Education your Business Advantage
No matter what our role is within our company, we are all in sales.
It’s become a business advantage to have an enhanced understanding of the sales process and to be able to apply the key selling strategies and techniques in today’s market.
Education along with specialty training increases our knowledge of how to operate our business with successful methods, processes and strategies in an effective manner.
As our knowledge increases we become more efficient in our sales and business practices, increased sales, making better use of our time and operating capital, and creating a path to increased personal income and profitability of our business.
As we become more efficient in our business practices, we gain an increase in confidence. That confidence properly projected elevates our customers’ opinion of us in the business relationship.
Understanding What Customers Want From A New Home Sales Professional
A recent survey shows the top qualities that customers want from a professional in the housing industry are:
■Honesty and integrity
■Competence
■Trust
Honesty and integrity are values that are also reinforced in the minds of our customers with our business knowledge and skills.
Our knowledge is reflected in our business practices. Many innocent mistakes can be misread as either honesty or integrity issues, resulting in lost of business or loss of reputation both being very costly.
Education and competence minimizes the potential of those innocent mistakes or misunderstandings.
How do You Fulfill what the Customers Want from a New Home Sales Professional
Our Competence creates Customer Confidence
Customer Confidence creates Customer Trust
Customer Trust creates Rapport between you and your Customer
Rapport between the parties creates a Strong Business Relationship
The Business Relationship creates the path to a sale
Business and sales achievement begins with the devolvement of our competence in the eyes of our customers
Competence is developed as a result of education and training
Conclusion
The Reality is We May Be Seeing Fewer Customers and Prospects in the Coming Months
What becomes critical is to maximize each and every customer opportunity as they present themselves to us.
Pay Now or Pay Later
Success as well as failure has a price
We can invest in our future today by making a commitment to our professional devolvement and education. The cost today is in a commitment of time, effort, energy and dollars. An investment in ourselves today will continue to paid dividends through-out our career.
OR
We can elect to pay later in terms of the costs. When we pay later we continue to pay and pay and fail. The cost of failure becomes much higher than the cost of success.
Education becomes a choice
Education creates the foundation of competence and the path to success
It becomes imperative to adjust to stay ahead of change while developing the skills and attributes to create our success
Success is a journey that requires a commitment to continued incremental improvement, education and preparation.
I would like to focus on one key trait…Their commitment to continuous incremental improvement in themselves and their Education.
The successful new home sales professional has a passion for success that is supported through their commitment to education and the improvement of their sales and business skills through personal development.
I would like to share a story about Tiger Woods who is currently ranked #1 in world of men’s professional golf.
Recently in a TV interview Woods states, “I’ve had a coach my entire career to guide me in my profession and through the endless hours of practice and preparation.” Woods also states that to stay on top of his game he has adjusted his swing 4 times in the last several years. Even Tiger Woods, who may be the best men’s professional golfer of his generation, relies on continuous improvement of his skills to remain at the top of his profession.
Tiger Woods is a student of the profession of golf and prescribes to the philosophy of golf excellence.
How does Tiger Woods commitment to excellence relate to us as sales and business professionals?
First the commitment to professional development and education is a choice.
Second the commitment to excellence in business and life is a choice.
Third investing in your success is a choice.
The top new home sales professionals make the commitment to personal excellence. They understand that success is not an expressway but a road that is always under construction where we continually encounter detour, delays, and roadblocks. Education is a tool that sets our personal GPS system to stay on course and assists us through the obstacles on the road of success with purpose and confidence.
The Value of Education
No matter where we are in our career or our role in our company there is room for continued incremental improvement. Sharpening our business, management and sales skills are critical today.
Education will focus our techniques, methods and strategies creating greater efficiency and profitability for us and our business.
Continued incremental improvement in our careers is achieved with the pursuit of personal and professional excellence through seminars, workshops, audio programs, professional development books and professional designations related to our field.
Education expands our business competence and skills resulting in greater personal confidence in our actions while creating the opportunities to achieve the desired outcomes and results.
National Association of Home Builders Designations and Courses
NAHB currently offers more than 15 professional designations including:
■Advanced RAM
■Certified Active Adult Specialist (CAASH)
■Certified Aging-In-Place Specialist (CAPS)
■Certified Graduate Associate (CGA)
■Certified Graduate Builder (CGB)
■Certified Graduate Remodeler (CGR)
■Certified Green Professional (CGP)
■Certified Leasing Professional (CLP)
■Certified New Home Marketing Professional (CMP)
■Certified New Home Sales Professional (CSP)
■Graduate Master Builder (GMB)
■Graduate Master Remodeler (GMR)
■Housing Credit Certified Professional (HCCP)
■Member, Institute of Residential Marketing (MIRM)
■Master Certified New Home Sales Professional (MCSP)
■Registered in Apartment Management (RAM)
■Residential Construction Superintendent (RCS)
NAHB Designation Programs are comprehensive and offer an outstanding opportunity for personal growth and development.
Successful new home sales professionals share that having earned designations has helped them in many areas of their careers and separated them from their competition. In a number of cases, the designations assist them in seeking employment. They also feel their customers value the designations and assists in elevating their statue in the eyes and minds of their customers as an expert or specialist. Overtime, professionals with designations have higher incomes.
New home sales professionals who have earned designations earn more money as a result of the accumulation of knowledge and the designation.
For more information regarding NAHB designations and courses visit the NAHB website www.nahb.org for a list of courses scheduled by date, location and specialty.
Make Education your Business Advantage
No matter what our role is within our company, we are all in sales.
It’s become a business advantage to have an enhanced understanding of the sales process and to be able to apply the key selling strategies and techniques in today’s market.
Education along with specialty training increases our knowledge of how to operate our business with successful methods, processes and strategies in an effective manner.
As our knowledge increases we become more efficient in our sales and business practices, increased sales, making better use of our time and operating capital, and creating a path to increased personal income and profitability of our business.
As we become more efficient in our business practices, we gain an increase in confidence. That confidence properly projected elevates our customers’ opinion of us in the business relationship.
Understanding What Customers Want From A New Home Sales Professional
A recent survey shows the top qualities that customers want from a professional in the housing industry are:
■Honesty and integrity
■Competence
■Trust
Honesty and integrity are values that are also reinforced in the minds of our customers with our business knowledge and skills.
Our knowledge is reflected in our business practices. Many innocent mistakes can be misread as either honesty or integrity issues, resulting in lost of business or loss of reputation both being very costly.
Education and competence minimizes the potential of those innocent mistakes or misunderstandings.
How do You Fulfill what the Customers Want from a New Home Sales Professional
Our Competence creates Customer Confidence
Customer Confidence creates Customer Trust
Customer Trust creates Rapport between you and your Customer
Rapport between the parties creates a Strong Business Relationship
The Business Relationship creates the path to a sale
Business and sales achievement begins with the devolvement of our competence in the eyes of our customers
Competence is developed as a result of education and training
Conclusion
The Reality is We May Be Seeing Fewer Customers and Prospects in the Coming Months
What becomes critical is to maximize each and every customer opportunity as they present themselves to us.
Pay Now or Pay Later
Success as well as failure has a price
We can invest in our future today by making a commitment to our professional devolvement and education. The cost today is in a commitment of time, effort, energy and dollars. An investment in ourselves today will continue to paid dividends through-out our career.
OR
We can elect to pay later in terms of the costs. When we pay later we continue to pay and pay and fail. The cost of failure becomes much higher than the cost of success.
Education becomes a choice
Education creates the foundation of competence and the path to success
It becomes imperative to adjust to stay ahead of change while developing the skills and attributes to create our success
Success is a journey that requires a commitment to continued incremental improvement, education and preparation.
Saturday, June 21, 2008
Builders Turning to FHA and VA Financing
With the modernization of the FHA and VA mortgage programs builders and Realtors® are increasingly turning to FHA and VA mortgage financing.
Let’s look at several areas that will have a positive effect for your buyers and sales.
Lower Down Payments
FHA - 3% down payment
VA - zero down payment
Benefit- Reduces the amount of money required for a down payment by the buyers. Note: 50% of the buyers today are first time home buyers.
More of your customers will qualify under an FHA or a VA mortgage program than with conventional financing.
Credit Challenged Buyers
Many of our buyers may have some issues with their credit. Both programs are more flexible than conventional mortgage financing.
The mortgage amounts to income ratios are more flexible for the buyers than traditional conventional financing. Both programs are more flexible in working with credit challenge buyers.
Benefit- More of your customers will be approved for mortgages.
Mortgage Processing
The programs have been streamlined. FHA and VA are using local appraisers resulting in quicker appraisal turn around. The mortgages are now being approved in a shorter period of time.
Local Lending Limits
Check with your local FHA and VA lenders for the most current information for your local mortgage lending limits.
FHA and VA financing is a business opportunity to close additional sales.
Let’s look at several areas that will have a positive effect for your buyers and sales.
Lower Down Payments
FHA - 3% down payment
VA - zero down payment
Benefit- Reduces the amount of money required for a down payment by the buyers. Note: 50% of the buyers today are first time home buyers.
More of your customers will qualify under an FHA or a VA mortgage program than with conventional financing.
Credit Challenged Buyers
Many of our buyers may have some issues with their credit. Both programs are more flexible than conventional mortgage financing.
The mortgage amounts to income ratios are more flexible for the buyers than traditional conventional financing. Both programs are more flexible in working with credit challenge buyers.
Benefit- More of your customers will be approved for mortgages.
Mortgage Processing
The programs have been streamlined. FHA and VA are using local appraisers resulting in quicker appraisal turn around. The mortgages are now being approved in a shorter period of time.
Local Lending Limits
Check with your local FHA and VA lenders for the most current information for your local mortgage lending limits.
FHA and VA financing is a business opportunity to close additional sales.
Tuesday, June 10, 2008
Excellent Time for International Buyers to Buy New Homes
In speaking with a number of international buyer’s and builders there are two major factors regarding their decisions in purchasing properties in the United States. First, they see the value of U.S. property and second, the currency exchange rate makes this an excellent time for international buyers to buy new homes.
Demand for U. S. properties continues to grow as a result of both.
At the time this blog is being written the currency exchange rate for the Euro is 1.57 against the U. S. dollar and the Pound Sterling is now trading at 1.97 against the U.S. dollar.
To get up to date currency exchange information go to http://www.xe.com/
International buyers, of U.S. properties, are getting discounts as high as 50% based on the currency exchange rate plus the additional builder’s incentives.
As the builder’s inventory diminishes the incentives will be eliminated making this an opportune time for the international buyer to buy a U.S. property.
Demand for U. S. properties continues to grow as a result of both.
At the time this blog is being written the currency exchange rate for the Euro is 1.57 against the U. S. dollar and the Pound Sterling is now trading at 1.97 against the U.S. dollar.
To get up to date currency exchange information go to http://www.xe.com/
International buyers, of U.S. properties, are getting discounts as high as 50% based on the currency exchange rate plus the additional builder’s incentives.
As the builder’s inventory diminishes the incentives will be eliminated making this an opportune time for the international buyer to buy a U.S. property.
Wednesday, June 4, 2008
Mortgage Fraud is Serious Business
Meet your new neighbor . . . . . The FBI
The FBI and The Office of Homeland Security have combined their efforts to investigate and fight mortgage fraud. The issues have become so serious that the FBI has opened field offices in a number of locations to get people in the community in the most critical locations in order to investigate mortgage fraud.
Builders, Developers and Sales Professionals have become a prime target
As the market has tightened the number of cases of mortgage fraud continues to increase with sales professionals, builders, and developers facing exposure in several areas.
The numbers of arrests are increasing. The following information is part of the recent arrests.
Model lease back – For years builders have leased back models. In reality there have been very little issues with model lease backs. Now the practice of model lease backs is being challenged by the FBI.
To protect yourself the lease and financial arrangements of the model lease back has to be part of the contract with complete disclosure to all parties including the lender. Failure to disclose is mortgage fraud.
Hotel condominiums – Lease backs or guaranteed of rent or cash flow. If there is any money being given back to the buyer’s in the transaction full disclosure has to be made to all parties including the lender. Failure to disclose is mortgage fraud.
Inflated sales prices – Where there is the intention of giving cash back to the buyer that is not disclosed is mortgage fraud.
Bulk sales – Many builders are resorting to bulk sales to reduce their quick delivery homes or standing inventory. If there are any financial arrangements of cash back or guarantees there must be complete disclosure in the contract. Non-disclosure results in mortgage fraud.
Cash back at closing – Non-disclosure of cash at or after closing is mortgage fraud.
Lack of knowledge is not a defense – The FBI will not accept the defense that you didn’t know.
Bad advice is not a defense – You are on your own if you receive bad information or legal advice. That will not be a defense.
If cash is given back to the buyers at or after closing without full disclosure it’s considered mortgage fraud.
If it doesn’t feel right it’s not.
The FBI and The Office of Homeland Security have combined their efforts to investigate and fight mortgage fraud. The issues have become so serious that the FBI has opened field offices in a number of locations to get people in the community in the most critical locations in order to investigate mortgage fraud.
Builders, Developers and Sales Professionals have become a prime target
As the market has tightened the number of cases of mortgage fraud continues to increase with sales professionals, builders, and developers facing exposure in several areas.
The numbers of arrests are increasing. The following information is part of the recent arrests.
Model lease back – For years builders have leased back models. In reality there have been very little issues with model lease backs. Now the practice of model lease backs is being challenged by the FBI.
To protect yourself the lease and financial arrangements of the model lease back has to be part of the contract with complete disclosure to all parties including the lender. Failure to disclose is mortgage fraud.
Hotel condominiums – Lease backs or guaranteed of rent or cash flow. If there is any money being given back to the buyer’s in the transaction full disclosure has to be made to all parties including the lender. Failure to disclose is mortgage fraud.
Inflated sales prices – Where there is the intention of giving cash back to the buyer that is not disclosed is mortgage fraud.
Bulk sales – Many builders are resorting to bulk sales to reduce their quick delivery homes or standing inventory. If there are any financial arrangements of cash back or guarantees there must be complete disclosure in the contract. Non-disclosure results in mortgage fraud.
Cash back at closing – Non-disclosure of cash at or after closing is mortgage fraud.
Lack of knowledge is not a defense – The FBI will not accept the defense that you didn’t know.
Bad advice is not a defense – You are on your own if you receive bad information or legal advice. That will not be a defense.
If cash is given back to the buyers at or after closing without full disclosure it’s considered mortgage fraud.
If it doesn’t feel right it’s not.
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