What NOT to do in this market!

Sick of being told what you SHOULD be doing? Well join us for tomorrow's Business Booster where we discuss what NOT to do in this market.

Business is everywhere. Buyers are everywhere. Learn what some agents are doing to chase away these buyers. Come hear real conversations with Birmingham real estate agents, who NEVER even ask the callers name. See what photos NOT to submit into the MLS or on the internet. Read the worst descriptions of property written only by agents who either don't care enough about selling their client's houses or are just too ignorant to know what a terrible job they are doing. Their loss is your opportunity.

Hank Blackmon with HomeFront Inspections is providing breakfast at 9:00 am tomorrow. Topic discussion starts at 9:30. Yes, I have a few 7L Books left. And, we'll also discuss why you really need the CDPE more than ever.

See you in the morning!! Be prepared to Laugh and to Learn.

Why Should Someone Choose You to Sell or Buy a Home?

Recently returned from a visit with the Indiana RE/MAX broker owners where I was invited to speak on the topic of distinction and how our coaching program makes our RE/MAX office different. Such a warm, hospitable group; especially the regional owner, Dan Breault.
While attending, I got to hear Scott McKain speak. He is the author of Collapse of Distinction. It's a business book that is so true to life. He speaks of how all businesses have copied each other instead of focusing on something to differentiate themselves. The public has a hard time choosing between businesses so they rely on price to help them make a final decision on which to give its money and its service.
In general, the public has always had a difficult time deciding which real estate agents to use. After all, aren't we all the same? We're just here to open the door and play tour guide right? No! As a whole, we do a poor job showing the public our value and why we are different. I beg of you to buy Scott's book. Read it. Then, clearly define why you are different and promote it. Let people KNOW why you are special!

Bobby's Booty!!!!

Bobby's Booty is in full swing and going strong! The month long contest was kicked off just two weeks ago and money is being awarded left and right to be redeemed at our Business Booster coming up on October 21st. We are hosting a luncheon for our over 150 Re/Max Advantage agents and at the luncheon, the agents will be able to bid on auction items provided by our valued vendors with "bobby's Booty" or Re/Max Dollars that they have earned for recommending or using a donor, closings, new listings etc. throughout the contest. The vendors who have so graciously donated to the event, will be invited to the luncheon to network and to also stand with their auction item as it is bid on. Please let me know if you are interested in donated to the auction. Below is just a sneak peak of last years auction !!! You don't wanna miss out on this and remember to keep track of your Bobby's Booty!!! Check out the list of our confirmed donors to date!!!









Rachel McCuen 888-492-7359 x761 Home Warranty Of America
Kelly Gunnels 281-8545 Signature Homes- Any Community
Woody Woodfin 229-2877 First Federal Mortgage
May Jo Johnson 915-4111 Statewide Title Services
Charlie Stewart 437-1279 Closing Attorney
Benny Roberts 332-7701 Personal Trainer/ Anytime Fitness
Annette Chase 223-0079 Farmer's Insurance
Erin Tatum 283-5626 Classis Home Mortgage
Jay Williams 966-9059 Build Tech
Alana Beaugez 381-1615 Home Plus Mortgage
Donna Brock 585-0899 American Home Shield
Steven Clark 441-4676 Photograper
Texie Warnick 919-1867 Air Advantage Heating/Air
Matthew Calhoun 802-7400 Hallman Hill Condos
Bridgett Ogburn 907-4299 Preferred Title
David Arnette 413-7990 Mortgage Banc
Ryan Sparks 215-8433 Closing Attorney
Gloria Jackson 969-3334 First Federal Mortgage
Chris Montz 531-8189 Hengar Rast Mortgage
Gary Eubanks 410-4946 Covenant Bank
Debbie Daughtry 986-3000 Mortgage America
Gene Roberts 337-9214 Old Republic Home Warranty
Jennifer Banik 262-2459 Reli Title
Chuck Bates 980-2305 Renassance Bank
Brian Chastain 966-4675 Chastain Construction
Stephen Wolfe 991-1500
John Henson 969-7057 Morgan Stanley/Smith Barney
Julie May 251-490-5676 Anything Creative
Dianne Daniels 991-1500 South City Theatre
Jimmy Moore 913-7673 All State
Joey Muire 290-1399
Lauren Adair 937-0828 Personal Trainer
Lauren Baum 328-8020 Jefferson Title/ closing attorney
Paige Kennedy 877-450-7283 Birmingham City Saver
Eileen Rattiner 383-1966 W M Mortgage
Wayne Wood 253-1485 Johnson Brother's Wine
John Craft 678-4944 Chelsea Tire
Debbie Rodgers 306-7353 Mary Kay
Darryl Richardson 266-3755 Synovus Mortgage Group
Rock Ponder

Agents Need Specialized Information to Help Clients in a New Economy

With depreciation affecting many Birmingham neighborhoods, sellers need professional direction more than ever. Fortunately, a course has been designed to provide real estate agents with the CORRECT information and tools that will help them handle negotiating short sales.
Earning the Certified Distress Property Expert Designation will not only equip agents with the most up to date information about short sales and foreclosures, but it also teaches processes and systems of banks and asset managers. In today's market, it is vital that an agent earn this designation so he or she can provide the most value to clients.
Agents can earn the CDPE in Birmingham, Alabama, November 8th and 9th at the Marriott on Hwy 280. It is also approved for 12 hours of CE. Sign up today at www.cdpe.com/remax or give me at call at 205-223-1044.

TOP PRODUCER PANEL

Debbie Burks, Jason Boner, and Deborah Bowles will share with us how they get leads and the systems they use to build successful businesses. You can ask questions for these top closing agents so that you can pick up great tips to use in your own business. Debbie Burks closed 25 transactions last year. This year, she'll far exceed that number. Jason closed 28 transactions last year and has almost reached his 2010 goal of 35 active listings. Deborah Bowles was a RE/MAX 100% club award winner last year and has a thriving business.

Drew Honeycutt, Trent Kurkyndall, and the RBC Bank team is bringing breakfast at 9:00. Panel Q & A starts at 9:30.

Come learn and earn some more BOB BUCK$!

Refer these Sponsors of March Money Madness!

Mortgage Banc - David Arnette205-413-7990
Emerald Gardens in McCalla is donating an outdoor rug and a Japanese Maple tree.
Annette Chase - Farmer's Insurance 205-223-0079 3 bottles of wine $60 value
Anytime Fitness on 119/280 is donating 6 month free membership that includes tanning and massage. Also comes with a Tshirt.
Charlie Stewart donated a Will and consultation. $500 value. And, a deep tissue massage from Santa Fe Day Spa.
BuildTech is donating Family Dinner from Full Moon BBQ. 966-9059
Gentry Williams is donating original paintings
Real Source - Doris is donating a Spring gardening gift basket
American Home Shield - Donna Brock - gift card to FLIP Burger
Steven Clark photography is donating a professional photo session
Ryan Sparks
First Federal Mortgage - Gloria Jackson and Woody Woodfin
Homeplus Mortgage - Alana Beaugez 205-381-1615 donated a gas card
Hennergar Rast Mortgage - Chris Montz 205-531-8189
Rustmark Custom Homes
Air Advantage Heating and Cooling is donating a service call to clean and inspect the air unit to prepare for summer. 919-1867
Covenant Bank - Gary Eubanks 205-410-4946
Debbie Daughtry - Mortgage America 205-986-3000
Gene Roberts - Old Republic Home Warranty 205-337-9214
Erin Tatum - Classic Home Mortgage donated two tickets for a night with Nick Saben including dinner.
Drew Honeycutt - RBC Bank
RELI Title - Jennifer Banik
Signature Homes - 3 nights in a condo at the beach.
Holliman Hill - $100 to DoDiYo's
Karen Sladick with Organize 4 Results - an bag of files labels and a timer, an organizational Lead follow up informational CDRom
Bridgett Ogburn - Preferred Title - dinner for 6 made by Bridgett

Remember, each time you refer business to one of these sponsors during March, you get $100 in Bob Buck$!

Good luck. And please support these sponsors who are supporting YOU!

March Business Development Calendar

Tuesday, March 2 Aliant Bank is providing breakfast at 9:00

9:30 Marketing Systems will be discussed. HGTV Frontdoor will be with us by conference call. Lehman Alley with Text My MLS and Postmen. SimpleBlast.com, MailChimp.com, and more will be demonstrated for you so you can either promote your services or your listings better.

Tuesday, March 9 Meet us at 2512 Savoy in Bluff Park for a special training,

"Get Your Listings SOLD!" Breakfast will be provided by Erin Tatum at Classic Home Mortgage at 9:00 am. Program starts at 9:30. Only 30 seats available at this special location.

Tuesday, March 16 RBC Bank is providing breakfast at 9:00.

Special agents PANEL. Jason Boner, Deborah Bowles, and Debbie Burks.

Find out from these TOP PRODUCING agents where they get their leads and learn tips of the trade. Jason has 28 listings. Deborah Bowles has 14 listings and earned the 100% club RE/MAX Award for 2009. Debbie closed 25 transactions in '09 and has lots of professional tips like how to present offers directly to a seller when working with a buyer.

Tuesday, March 23 AHS Home Warranty is providing breakfast at 9:00.

Alana Beaugez at Home Plus Mortgage is going to educate us on new loan programs that will help us sell more property.

Tuesday, March 23 4:30 Mortgage Banc Birthday Blast Happy Hour

Tuesday, March 30 9:30 Top Producer Training Class taught by Bruce Craig

Learn to Survive Through Creative Financing

Robert Scott, our RE/MAX Advantage owner, reminded me this week of the old wrap around mortgage. It was used often during the 80's down market in order to make sales happen. Today, we have so many things going for us; prices are decreasing causing homes to be more affordable, interest rates are so LOW, lots of inventory gives buyers more of what they want, and low down payment loans are still available. A major obstacle is getting people qualified for ANY mortgage. As real estate professionals, we need to sharpen our skills to help those buyers who have a desire to buy and sellers who have a desire to sell; even if in an unconventional manner.

Here are a few key points from the creative financing course that Ryan Sparks, real estate attorney, and I taught this past week. Even though Ryan and I differ on our opinions of these creative financing tools, (he prefers a lease purchase), we both agree that extra measures are needed in this market. Lease Purchase vs. Land Installment Contracts:

1) Lease Purchase normally makes a buyer think of the situation as temporary. 85% of them never close. We all know that once a buyer moves in, buyer remorse can set in heavily. A Land Installment Contract provides immediate ownership with ZERO maintenance issues on the shoulders.

2) When writing a lease purchase, get a non-refundable DEPOSIT that will go toward the purchasers down payment at closing. Take a fee for your services out of this deposit. Make sure you have this agreement in writing with your client and your broker. This fee is non-refundable if it does not close. The remainder of your fee will be paid at closing (if it ever closes). Remember to write both a sales contract and a rental agreement using the most up to date form from the AAR website. Refer to each document on each document. Be clear that you will NOT collect rental payments! A land installment contract will pay your broker a part of the DOWN PAYMENT for putting the sale together. Then, you're removed from the situation because ownership is already in place at closing. A few thousand dollars for a small amount of work is a good paycheck.

3) Write a lease purchase as simply as possible. Most agents try to get way too complicated with them. DO NOT TAKE ANY MONEY FROM THE MONTHLY PAYMENT TO CONTRIBUTE TO DOWN PAYMENT OR PRINCIPLE REDUCTION. Monthly rent should be for the privilege of living in the house only. You can put additional down payment installments in your initial contract, ie, $2500 every six months. A land installment contract is normally a down payment up front that allows the purchaser to in a way, assume, the seller's principle balance and loan terms. The purchaser will either pay the bank directly. Or, one of the best ways I've found is to have the payment electronically deposited into the seller's account which is then electronically deposited into bank's account each month. Then, all parties are ensured payments are being made and are timely.

4) Eviction is necessary for a lease purchase and can sometimes be costly and frustrating. Automatic foreclosure happens with a land installment contract if a payment is ever 30 days late. The property is reverted back to the seller. Eviction may still be necessary, but it sends a CLEAR message to the purchaser right up front.

5) Both have definite risks for buyers and sellers. But, provide alternative methods for getting property sold. DISCLOSE all risks to your clients. Or, simply have them call Ryan Sparks for full disclosure before moving ahead.

You'll gain loyalty and credibility from clients when you learn how to master these transactions because you'll be able to provide viable options for your clients.

February Training Calendar

Business Booster
Tuesday, February 2 9:00 Breakfast sponsored by David Arnette/MortgagBanc 9:30 Creative Financing Ryan Sparks & Genny Williams Learn how to protect your clients and yourself, how to get paid up front and how to complete those transactions the way Bill Martens needs us to do. Genny will also discuss lease purchase and bond-for-title transactions.

Tuesday, February 9 8:30 Breakfast sponsored by Erin Tatum with Classic Home Mortgage.

CE Class 9:00-12:00 CE Class "How to Get Organized for More Sales" Karen Sladick SOLD OUT

Business Booster

Tuesday, February 16 9:00 Breakfast sponsored by Chris Montz/HenegarRast Mortgage 9:30 "How and What Affects Your Credit Rating" by Rick Kornis Discussion into how you can help advise your clients to bring up their scores.

Tuesday, February 23 9:30 Get to Know LeadStreet Better/Darrell - Re/Max Advantage Technology (tentative)

4:30 Mortgage Banc's Birthday Blast Happy Hour Come celebrate February birthdays!

Join us each Thursday at 2:00 for Starting from Scratch. It's an intimate group setting where we are discussing the absolute basics of helping clients. This week is net sheets.

Key Points to Short Sales

Collier Swecker, top producer with the Mega Agent Team at RE/MAX Advantage, shared the ins and outs of Short Sales, as well as, the new federal HAFA and HAMP guidelines with our agents. It was extremely informative. Here are a few of the key points discussed concerning short sales:

1) Learn the 10 ways your clients can avoid foreclosure and educate them as a professional. Placing the house on the market may not always be the RIGHT answer. Before suggesting short sale to to your client in order to avoid foreclosure, make sure you know how to direct the transaction toward success.

2) Be proactive. If your client decides short sale is the best method, get your mortgage authorization signed immediately and get it to the loss mitigation department of the lender. Have your client request the short sale package. Help your client fill out this paperwork. The package is so thick and can be extremely overwhelming because it requires bank statements, tax returns, and lots of tedious personal information. Remind your client that the lender could pay them $thousands$ of dollars for filling out this paperwork if the property is approved.

3) If your client has lots of cash in the bank or many assets, it doesn't mean the bank will not consider a short sale. The bank will look at depreciation, but the hardship situation will be the most analyzed to determine approval.

4) Remember to tell all parties to be patient because it could be 60 days before approval is granted. To expedite the process, ensure the paper work is complete.

5) The bank will order a BPO to ensure the offer is reasonable so inform buyers that extremely low ball offers may not be possible. Suggest the buyer provide TWO approval letters so the loss mitigation specialist will take the buyer seriously.

6) The short sale may not even affect the seller's credit rating. It can cause a zero to fifty point effect.

To learn more about short sales, consider earning your CDPE; Certified Distressed Property Expert designation. Bank of America will soon be assigning short sales to RE/MAX agents with CDPE designations. Short sales will be increasingly more prevalent due to the cost of foreclosure being 40% to 50% of the value of the house.

Collier also discussed the new federal HAFA and HAMP guidelines which I will share with you later in the week. If you have a property that you know is over priced and the sellers have told you they cannot drop the price, discuss the short sale process with them and get it into action.

How to Find Red Flags on a Title Policy

Ryan Sparks, closing attorney, taught our RE/MAX Advantage agents how to properly read a title policy and how to especially look for red flags. When we can identify issues ahead of time, we can create a better experience for our clients. Here are a few of the many tips Ryan shared with us.

1) A title commitment is only good for six months. It must be updated just prior to closing to protect the lender and the purchaser.

2) GET A PRELIMINARY policy to ensure who the owners are and how the title is held. If title is held in anything other than Fee Simple, additional research is needed.

3) If the title is a special warranty deed, the bank is only warranting the property for the time of ownership held. So, check the foreclosure date to advise your client of the one year Right of Redemption where the foreclosed party has the opportunity to re-claim the property.

4) If your BUYER is purchasing a foreclosure, ask your title company for a copy of the foreclosure deed. It is best for your client to purchase the property for LESS than the foreclosure deed.

5) Always ask the seller to provide a redemption bond when representing the buyer. But, remember, it only protects the new lender.

6) Check under schedule B for requirements necessary to transfer title. Ensure that no liens have been noted. Possible liens can include IRS, State tax liens, and medical or hospital.

7) Have a survey done prior to closing. Many title issues can be resolved with a survey, such as easements and public access.

So much more was discussed and learned, but these topics are the main points. Please read your prelim title when it is delivered. You may think the title company will alert you when the policy reports problems, but that is not always the case. And, guess who gets the blame?

My Top 10 Strategy Picks of Mary Lou's Team

Mary Lou and Chris Vondereau of Mary Lou's Team at RE/MAX Advantage in Birmingham, AL hosted our Top Producing panel today for our agents. Mary Lou has consistently run a highly productive business with RE/MAX for over 15 years. She and her son, Chris, have developed many systems for marketing, referrals, and customer service. With over 80% of their business coming from earned referrals, they have a thriving business with very low overhead. There was an abundance of great information shared, but these are my favorites of what they shared that you can implement into your business, too.

1) Hire a Coach. The team is a member of By Referral Only with Joe Stumpf.

2) Always think through every process from the client's point of view. Give them what they need and make it easy for them.

3) Say "thank you" a lot; especially if someone took the time to remember you and give your number to a friend. The team sends Starbucks or pizza coupons to say thanks for referrals.

4) Use a database management system to keep up with your clients and prospects systematically.

5) Get all of your client's personal information, including children's names and birthdays. Learn as much as you can about them so you can send personal gifts.

6) Build strong relationships with your clients by continually contacting them systematically throughout the year so you can do business with them for life.

7) Host a client party every year to thank clients and to purposely produce referrals.

8) Every January, send a copy of the settlement statement to your client that closed the previous year so he will have it for tax purposes. You may even send it to all principles of each closing you had.

9) Learn scripts and dialogues by practicing, practicing, practicing. Let your clients speak more than you. DO NOT DO ALL THE TALKING.

10) Use a pre-listing packet with a photo of the house for the CMA. Every time the phone rings for a listing appointment, it's "gold". It could be a $15,000 pay check. Wow them!!!!

I could share so much more because Mary Lou and Chris discussed many more techniques with us. But, I hope that you learned something from my list that you can implement into your business today that can make you even more successful.

BusinessBooster-Jan

January 2010 Business Booster
Tuesday, January 12
9:30-12:00 Business Planning

Tuesday, January 19
9:00 Breakfast/Mortgage America
9:30 Panel Discussion/Mary Lou's Team
Closing gift ideas/Stefanie Scotch

Thursday, January 21

2:00 Start from Scratch group

Part 2 Contract/ Addendum - Net Sheet

Tuesday, January 26
9:30 - 10:30 How to Read a Title Policy/Ryan Sparks
10:30-11:30 New Federal Guidelines/Collier Swecker
4:30 January Birthday Bash/MortgageBanc

This month's Birthday Bash Happy Hour sponsored by MortgageBanc will also be comedy night. Start writing your real estate funny material now. Mickey Berry has already started on his. This is going to be a great event!

Here's what people are saying about these courses:

you did a great job and I was very impressed!!..... learned alot and sparked things I already knew but had pushed back in the back of my mind.. thanks for bringing it forward.

---Linda Dennis

Genny provides realistic information in her classes. Information that if used properly costs very little and reminds clients and friends that you need their help in your business. All of us need to be reminded of what we know to do and many times do not do to enhance our production.

I feel that Genny's classes should be a priority to new or nearly new agents. Also, great reminders to young at heart realtors. Thanks to Genny and Robert for providing free classes for our agents.

---Jan Williams

“I am a big believer in planning your business and having goals set each year. I have been too many planning sessions and trainings regarding this over the years but have found none better than Genny's class. I took it at Keller Williams last year and the one here last week. In my opinion, there is nothing more important than knowing what you need to do to take your business where you want and need it to go. When you leave this class you will know EXACTLY what you need to do to reach the income YOU desire.” - Jason Boner

“I would HIGHLY recommend attending Genny's business planning class. The business outline she uses will show you exactly what you need to do in 2010 to achieve your goals. As important, the ideas that are shared by fellow agents in regard to what is and is not working in their business are great tools to use in implementing your own business plan. Great opportunity to bounce ideas off one another and see what is working for fellow agents.” - Jessica Letson

“Genny's business planning class is fantastic. It's not only the time for me to set goals, it is way I judge how hard I have to work (how many appointments and listings and buyers I have to have) to achieve my goals in the coming year. I have had my license for 13 months now, and my goal for 2010 is 48 closings. My attitude and my ability to achieve this goal are enhanced by using the coaching and advice I receive from Genny. She has been there for me to push me when I needed to be pushed, pull me when I needed to be pulled, and to pick me up when I was ready to give up. I'd recommend the business planning class to anyone, top producers or beginners.” - Mickey Berry

Happy 2010!

2010 is finally here. It's a fresh start; a fresh way of looking at your business. This year, stay positive about what you have to offer clients. I've noticed lately that some of you are saying negative things and focusing on why things are impossible or how they can never work or why someone would never do certain things. When you vocalize these thoughts you are creating negative things in your own life and in your own business. I strongly believe it's ok to have a bad day and to be upset about certain situations, but when you continually use words like. "that will never happen," "someone would be an idiot to buy that house at that price," "the bank will never take a short sale on this one," "these buyers are crazy," etc....you're making these statements happen in your own business. So, please, ask how you can make something work for your clients? What are the options? Let's focus on how to get something done instead of all the reasons it will not work. Don't limit yourself! Be open to new solutions and new magic happening.

Business is everywhere. Leads are everywhere. It's up to you to find them everyday. Deborah Bowels closed 8 transactions this past month as a single agent. It's around you. Dawn Kirkland and Ken Boyd closed 61 transactions on their team in 2009; their best year ever. Just ask for it.

You are talented enough and special enough to be getting your BETTER than fair share of the closings. You did it in 2009. Let's continue to make it happen!!! 2010 is the Year of Seized Opportunity. Your income is going to soar, your business will thrive, and I am on pins and needles waiting to watch it all unfold for you. We're going to have a blast this year!!!!

Happy, Happy New Year. Let the closings begin!