SUPPORT

Using this interface

Tutorial: How to Find Videos

This short video will illustrate the five ways to find the videos that meet your needs. It is a screen capture video that shows all the keystrokes.

Tutorial: How to Create a Custom Curriculum

This short tutorial video demonstrates how to create a custom curriculum of videos for your company. It covers how to create a curriculum category, naming a curriculum, and selecting and ordering videos. The video covers a quick overview of the process and then a more detailed way of creating curriculum using our topics list Word document provided with our "What's New" video each month.

Tutorial: How to Watch Videos

This short video will illustrate how to play a video, select player resolution and use the transport controls. It is a screen capture video that shows all the keystrokes.

Tutorial: How to Access Support Materials

This short video will illustrate how to access, download and use the Support Materials. You will find outlines, dialogs, worksheets, charts and much more. These materials work with the videos as well as with buyers and sellers.

BY EXPERIENCE

New Agents

Prospecting

MS01-1 Introduction to Prospecting

Shows agents how to master the very fundamental skill of contacting prospects determining who is ready, willing and able to buy NOW. Introduction to the characters who will be the buyers and sellers in the role play demonstrations. Being Good vs. being There. The majority of time in this business is the act of prospecting. Overview of coming topics: Active vs. Passive sources, the importance of being systematic and role play demonstrations.

QT44 Back to the Basics with Bob Wolff

Bob’s annual volume is $115 million annually. His approach to business is to focus on the basics, and not spend a lot of money. He returns calls, writes thank you notes and stays in touch with past clients. He will also demonstrate his telephone dialog.

QT12: Mispronounced, Misused

There is a word in our industry that is mispronounced more than any other. If you are one of those abusing it, then maybe it's time to see a doc-a-tor! For logo rules go here: http://www.realtor.org/logos-and-trademark-rules/the-realtor-logo To take the Quiz to here: https://www.nar.realtor/rmoquiz2.nsf/trademark?openform

RL01-1 Be There, Sources, Follow Up, Systematic

Four ways to increase income. Being good gives you the right to be in the business, being There is how you get paid. Agent demonstration of anniversary call to a past client, post interview. Avoid avoidance. Person on the street interviews about their real estate agents. This makes a point. The importance and ways to follow up. Discipline to stay on task using daily plans, systems, Activity vs. Income relationship. Comfort zones. How to use a prospecting call log.

RL01-S1 New Agents: Getting Started with Prospecting

This video is for new agents only. David presents ways to overcome fear of prospecting, prospect actively, manage rejection, convert income to activity and create self-training through Model, Practice & Feedback. Hear interviews with brand new agents still in their license course.

KFT78 Top Producer Advice to New Agents

"If you were a new agent starting over, what would you do?" This is your chance to hear candid advice from Kathy Koehler and Heather Bortnick, who together with their team of 25 agents sold $233 million in real estate last year. You’ll hear how to plan a real estate career, what prospecting sources will give you immediate results and how to present yourself as a professional regardless of your time in the business. Give our question some thought and leave your own suggestions in the comment section next to the video.

KFT48-1 Open Houses Launch New Agent's Career (Part 1)

Open houses can be the key for launching and maintaining a successful career in real estate. David interviews new agent John Bomgardner about his approach to open houses and how they have helped create opportunities for future business. This two part interview will help agents at any experience level prepare the open house, build rapport and convert visitors to transactions. NOTE: John became David's real estate agent as a result of his open house.

KFT48-2 Open Houses Launch New Agent's Career (Part 2)

This is part 2 of David's interview with new agent John Bomgardner about his successful approach to open houses and how they have helped create opportunities for future business. This segment focuses on rapport. NOTE: John became David's real estate agent as a result of his open house.

KFT48-3 Inside an Open House with Mike McAnally

In KFT43-3 we follow experienced agent Mike McAnally at an open house. Mike talks about how he establishes rapport, what techniques work for him and how open houses generate more income.

MS03-1 Open House: Create Traffic, Preparation

Importance of open houses. Bob Wolff used open houses when moving from Ft. Collins to Dana Point. Why hold open houses? Sell the home or create a prospect? Selling the owner on open houses. How to avoid the “Day the Earth Stood Still” syndrome. Create traffic by contacting prospects, buyers, friends and neighbors. How to prepare for an open house. Information on other available properties. Prepare the home.

MS03-2 Open House: Rapport, Debrief, Appointment

Avoid the retail dance: “May I help you..No just looking.” Greet and let go. Role play demonstration of meeting the prospects at the door. Give them a reason to return and talk to you. Debrief and determine their motivation. Probe to determine their situation. Role demonstrate of qualifying prospects. See the follow up probing questions that follow the initial question. How to ask for an appointment. Probe for discontent, present benefits of meeting then ask for a time to meet. Role play demonstration of asking for appointment. Bloopers at the end.

KFT09 Open House Techniques That Secure Buyers

UPDATED December 2016! So you don’t like doing open houses, but want more buyers? After this presentation you will view open houses more favorable and have techniques to make them work for you. You’ll see an interview with top agent Bob Wolff as he discusses his success with open houses. Learn how to select the property, schedule the open, market it to get traffic, meet the prospects and establish rapport.

KFT92 Open House Follow Up

Your open house produced a list of prospects. Now what? In this live seminar to a group of Atlanta subscribers, David describes effective ways of reaching out to convert these leads to buyers and listings. You've already put the effort into conducting an open house, now make it pay off.

KFT35 You Make the Call

This video describes the techniques for making outgoing warm calls to your past clients and Sphere of Influence. If you're not being overwhelmed with prospecting calls coming in to you, then you must make the calls out. Download "KFT35 WORKSHEET Telephone Scripts" to help you structure your calls. *Be sure to rate and comment after watching.

KFT55-1 Right from the Start, Part 1 Listing

Are you concerned about how you'll finish the month...or your year? Do you worry that you'll lose a transaction at the last minute? This video will re-focus your attention on those FIRST things that you can do that carry you through to a positive finish. This Part 1 applies this concept to listings and Part 2 applies to quarterly sales revenue.

KFT36 Cold Calls, Bold Calls

This video will focus on the scripts and techniques to make outgoing prospecting calls to people you don't know. You'll hear techniques for contacting your farm, FSBOs, expireds and inquiry follow-ups.

MS02-2 Establish a Referral System

Number one source of business friends. 67% of business from a referral system. Benefit of referrals. Three elements of a system: names, database, dialog. Prospecting to your A, B, C prospects. New agents need to get their introductory letter out. Leveraged referral; getting someone to call on your behalf. Examples of client appreciation events. How to ask for a referral. Two key mistakes vs. the proper way. Role play demonstration of asking the wrong way. Using “NEXT” in your questioning. Role play demonstration of the proper way to ask for a referral. Using hand written notes.

MS01-2 Questioning Skills

Have you ever not known what to say? Fear of prospecting goes away when you realize that it’s not what you Say, but what you ASK. Story of purchasing a wide angle lens and the importance of asking questions before presenting benefits. Being serious, attached to the outcome, minimizes success. Have you ever not wanted the listing? Ever tried to get to your vacation? What happens? Two types of questions: open and closed. Role play demonstration of questioning. When to use each type. Reflexive questions to keep conversation going.

KFT66-1 Canvassing for Listings: Preparing

With high buyer demand and low listing inventory, you need to tap every source available and be proactive in securing listing prospects. Door knocking bypasses all of the technological barriers and is the most direct way to meet homeowners face to face to determine their situation. In KFT66-1 meet our canvassing agent and learn how he prepares himself, what marketing material he uses and what it's like to knock on that first door.

KFT66-2 Canvassing for Listings: Meeting the Homeowners

In this Part 2 we follow agent Dave Long as he knocks on doors and meets the neighbors. Pay attention to his dialog and hear David coach him in real time. Hear real sellers respond to his questions and see what prospects he generates.

Lead conversion

MS01-2 Questioning Skills

Have you ever not known what to say? Fear of prospecting goes away when you realize that it’s not what you Say, but what you ASK. Story of purchasing a wide angle lens and the importance of asking questions before presenting benefits. Being serious, attached to the outcome, minimizes success. Have you ever not wanted the listing? Ever tried to get to your vacation? What happens? Two types of questions: open and closed. Role play demonstration of questioning. When to use each type. Reflexive questions to keep conversation going.

QT42 Expert Advice for a Low Inventory Market

These five gentleman asked to come to our studio for some personal video. (They call themselves “iAmigos” and meet in a mastermind group throughout the year.) We took advantage of their visit and recorded five full-length interviews that addressed technology, online lead generation, referrals, listing, pricing and commission.

Afterwards, we assembled them together for a couple of group Quick Tips. This focuses on how they generate listings in a low inventory market. You'll hear from David Brenton, Indianapolis, Rob Levy, Portland, Sam Miller, Knox County OH, Mike Parker, Florence, KY and Rob Zwemmer, Palm Desert, CA.

KFT108 Annoying Greetings to You!

Telephone technique in our industry in painfully bad. We are abusing our callers and setting horrible first impressions. This video presents several examples on what NOT to do with your in-bound calls and voicemail messages. Learn how to design greetings that create a positive impression with all your callers.

KFT105-3 Lead Management & Follow-Up, Listing Presentation, Paul Tharp

In this final segment with sales agent Paul Tharp, David finds out how Paul generates leads, manages inquiries, follows a listing process and handles commission objections.

QT37 How to Break Through Resistance

David presents an idea to help you move past initial prospect resistance to converting leads.

QT11: We Have a Friend in the Business

So, your prospects "have a friend in the business." Then why are they talking to you? The fact they are interviewing you indicates there must be SOME reason that they want a comparison. Find out what it is. Why did they call you? If they were definitely going to list with that friend you would’ve never even been invited.

KFT62-2 Listing Lead Management, interview with CJ Gade, Part 2

In this Part 2 CJ Gade describes her follow up process, her annual marketing plan and what she sends to her database. She also demonstrates a call to a past client by role playing with David. (In Part 1, she describes how she captures internet leads and enters them into her system.)

KFT22s Call Logs and Automated Systems

The "s" is for support. These two sub topics were moved from KFT22 to this support video. The first topic is a review of how to use a prospecting call log to keep you on track with the discipline of taking action. The second topic is a presentation of the key elements of a contact management system and how to automate your follow up. Download support material: RL01 Worksheet - Prospecting Contact Log.pdf

KFT14 Mastery of the Game of Selling

By treating selling as a game, you become less attached to the outcome, reduce your stress, relax and actually perform better. This is an introduction to the concept of natural, feedback-sensitivity selling. It is a refreshing way to approach the selling process. If you have ever been in a situation in which you did NOT want the sale, then you can relate to this type of selling. Learn how you can recreate that feeling with every client. Intead of focusing on what you "get" from a sale, focus on what you must "give."

KFT17 Answer the $%^& Phone!

JUST UPDATED! One of the reasons marketing might not be paying off for you is because no one seems to answer the $%^& phone! You get prospects to call, then you ignore them as they get thrown into the hostile environment of your automated voicemail systems. Learn the importance of responsiveness and what questions to ask to convert a caller into a prospect. Use these skills on telephone callers and email inquiries. You have two goals when responding to inquiries: Determine Motivation and Get an Appointment.

MS02-1 Convert Sign and Ad Calls

Telephone technique is a critical weakness in real estate. Cost to create a prospect call. What is the purpose of telephone technique? Prospects don’t usually buy the home on which they called. Must qualify and convert. Sign calls vs. ad calls. Determine their motivation. How to get their name. Qualify, don’t sell. Secure an appointment by presenting the benefits of working with an agent. Role play demonstration of incoming and outgoing telephone calls. *Note: the Do-Not-Call registry was not in existence at the time of this taping. You must act in accordance with it now.

MS01-3 Who is Ready, Willing & Able

Philosophy of selling: instead of forcing people to act, find those who are already acting. Deepak Choprah philosophy: Let Go of the outcome. Key skill of DISqualifying. The Three Critical Questions to ask buyers. Story of Mom working with real estate agents on Marco Island. Role play demonstration of asking key questions. What other questions to ask prospects. Probability Ranking of prospects. How to prioritize them by motivation. Probe for motivation. All purchases are to satisfy motivation. Exercise of asking audience who has purchased something unemotionally. Emotion comes from running out. How to probe for motivation by asking why-based questions. Reasons vs. Emotions. Role play demonstration of asking “why.”

KFT113-2 How Top Producers use Technology to Generate Leads

In part one they described their technology. In this Part 2 you will learn how this mastermind group of top producers uses technology specifically for lead generation and follow-up.

Buyers

MS10-1 Buyers: The First Meeting, Needs & Motivation

Buyers are not liars, we just don’t ask the right questions and listen. You must begin the process with a buyer counseling interview. The first meeting; when, where? Pre-counsel the buyer, get personal, understand their lifestyle, reasons, motivation and urgency. Role play demonstration of the first meeting with buyers. Determine whether to buy first or sell first. Determine their housing needs; location, size, rooms and features. Download two lists of buyer questions: MS10 Buyer Questions P1 and P2

KFT70-2 New Agent Converts Internet Buyers, Landon Miller, Part 2

In part 2 we follow Landon through some showings as he discusses his process of working with buyers. He tries to be a friend and sells himself instead of the house. He doesn’t need the money today, so he doesn’t get greedy and push the buyers into any one property. Next is a formal interview with Landon in which he describes how they connected, how he followed up and how he discovered that other agents had been in contact with these buyers. He describes his approach to buyers; how he establishes loyalty and lays out the process.

KFT70-1 New Agent Converts Internet Buyers, Landon Miller, Part 1

Generating leads is one thing, converting them is another. The majority of internet leads end up purchasing through an agent so you must master the skills of converting inquiries to appointments. In this video you will hear from both the agent and his buyers on how an internet inquiry turned into a $2 million sale. We begin as the buyers describe their situation of moving to southern California and meeting our SELLebrity Landon. You'll hear how they met and how Landon was "relentless without being overbearing." The buyer discusses his surprise at the agents he met and how unprofessional they were. We continue through a showing of the first home and end with his debrief. The buyer describes his method of selecting agents, which leads him to describe how unresponsive most were. After talking to many agents, Landon was the most responsive and diligent…and that was rewarded with loyalty. This video continues in Part 2.

KFT64-2 Work With Builders to Sell New Construction: Research and Meet Builders

Our builders and new construction experts describe how to research reputable builders, conduct a first meeting with a builder and gain basic knowledge of construction. If you are considering showing new homes to your buyers, you will learn how to work with builders and be paid a commission for selling their product.

KFT64-1 Work With Builders to Sell New Construction: Benefits and Confidence

Increased buyer demand and low listing inventory requires you to expand your property options to sell more homes. This video will introduce you to the skills of working with builders and selling new construction. Your buyers will find new construction with or without you, so you need to be familiar with this segment of the market. We interviewed seven experts, on location and in our studio, to bring you the best, most current practices for offering new homes to your buyers. You'll hear from two builders, one new home consultant and four agents. Subsequent videos in this series will address meeting with builders to establish a relationship, the new construction sale and managing the process from sale to move in. In KFT64-2 you will learn how to research builders, conduct meetings and explore the construction process.

KFT61-S2 Buyer Side of Multiple Offers, Agent Interview

In part 2 of the interview with real estate agent CJ Gade on multiple offers, David and CJ discuss multiple offers from the buyers' side and what method work for her in a competitive marketplace.

KFT42-2 Ten Tips for Better Showing, Part 2

Knox First Tuesday 42 is "Ten Tips for Better Showings." Part Two - Tips 6 through 10.

KFT42-1 Ten Tips for Better Showing, Part 1

Knox First Tuesday 42 is "Ten Tips for Better Showings." Part One - Tips 1 through 5. The act of showing homes to prospective buyers is one of your most important presentations, yet this skill is often underdeveloped. In this two-part video you will learn how to manage buyer expectations, engage their emotions, deal with objections and prepare them to buy. You will definitely have more fun on your next showing!

MS11-1 Buyers: Showing Sequence and Guidelines

Preparing for showings. The DCAB method using the law of contrast to sequence your showings. How to avoid “sticker shock” by playing the game “The Price is Right.” Showing guidelines; delay the feature sheet, save price until the end. Role play demonstration of this. Silence is golden, be quiet. Avoid being Champion of the Obvious. Let them lead the showings and you follow. Role play demonstration of preparing for showings. Pay attention to their feedback, buying signals and complaints. Role play demonstration of showing, debriefing and asking for feedback.

RL06-S2 Financial Qualifying with Debbie Morris

Debbie Morris conducts a financial qualifying interview with a first time buyer.

RL06-S1 Financial Qualifying Interview

Watch a complete financial qualifying interview conducted by finance professional Robert O'Toole.

MS10-2 Financial Qualifying & Prepare Buyers to Buy

Although you will send your buyers to a lender for pre qualification, this video shows how you might explain it to them in advance. These role plays will help you deal with finances and prepare your buyers to buy, then get them ready to make the decision to buy once you find them a home. Address all the possible barriers now, before they arise: how many homes to see, are you ready to buy the first one, willing to pay market value. Role play demonstration of preparing the buyer. Begin the discussion of buyer agency and asking for commitment. Prepare them for find a home quickly and paying market value.

RL08-4 Working with Buyers, Showing

Bob Wolff is one of the top agents in the U.S. and a past CRS Instructor. He shares all of his methods of building a referral business that generates more than $100 million in annual sales. Watch an interview with Bob plus client interaction. In this session Bob discusses and demonstrates how he works with his real buyers. Begins in the car on the way to his showings through his actual showing process. Next he discusses his sales philosophy and the importance of listening instead of talking. He continues through more showings with his buyers. Next, Bob debriefs the showings with his buyers. Skills for the future; what will you need to be able to do to succeed in the future. But still, we need human contact, rapport, listening and trust.

QT14: Saving Time with Buyers - Robert Allen

When we were in Atlanta for a seminar real estate agent Robert Allen gave us a great quick tip to save time while working with buyers. Let us know what you think. What are your time saving methods for working with buyers?

Listing Presentation

KFT50-1 How to Get Listings Now (Part 1)

Many areas are moving through a balanced market to even a seller's market. Which means you need listings...NOW. This two part video will help. Part 1 is a "Back to the Basics" session that focuses on the prospecting skills that will create an abundance of listing leads. KFT50-2, Part 2, is more advanced and shows how to convert these prospects to appointments then convert them to listings. The outline contains links to the other videos in the library that address each topic in more depth.

RL25-8 Listing Presentation: Documents and Preparation

The job isn't finished until the paperwork is done. In the final video you see them present the listing contract, agency, representation and much more up to the final signing. This might be more interesting to a new agent than one who's gone through this many times.

RL25-7 Listing Presentation: Close and Commission

Watch and learn how Kathy and Heather ask for the order and deal with commission. Practice your trial closes, direct closes and closed questions to get decisions from your sellers. Watch how Heather just confidently brings up the commission then sells her value. Watch this more than once!

RL25-6 Listing Presentation: Demonstrate and Secure Agreement

In this video you'll learn how to teach the sellers the importance of having the home ready for photos and showings...a key skill. This is when you describe your showing procedures and methods for providing feedback. You also present your skills as a negotiator that helps them get the highest price for their home. These ladies are not shy about promoting their skill! (Neither should you.)

RL25-5 Listing Presentation: Secure Prospects

Now it's time to secure your prospects. This is the step that separates the amateurs from the professionals. Anyone can expose a home, but not everyone converts this exposure to leads and appointments. Kathy and Heather show their sellers how they secure prospects, including answering the phone, following up on lead capture information and responding immediately to inquiries.

RL25-2 Listing Presentation: Seller Questioning

Now it's time to question the seller's situation. The Seller Counseling Interview is when you establish trust and rapport...and perhaps have the sellers ready to list with you even before your formal presentation. The point of this step is to uncover their urgency and motivation.

RL25-3 Listing Presentation: Marketing Management

In part 3 of Mastering Your Listing Presentation David will present the major steps in the Real Marketing Sequence. Learning this method will establish your credibility and provide you an organized, seller-focused track for all your presentations. Be sure to download RL04 Presentation Chart PDF and RL25 Real Marketing Listing Presentation Checklist. Market Management is the step that allows you to present your experience, sales volume, credentials and performance statistics to establish a base for you to achieve the rest of the steps.

RL25-4 Listing Presentation: Exposure

In RL25-4 we continue with the Real Marketing Sequence. Sellers need to know that real estate agents expose properties to two distinct groups: Agents and the Public. They don’t know that many of buyers come from other agents and companies. Sellers must know that you welcome the participation of your competitors in selling their home. Show your sellers know how you intend to create agent and public exposure of their home. David highlights how Kathy and Heather describe to their prospects how they will make sure their home gets the attention it deserves after listing.

RL25-1 Listing Presentation: The Opening

Kathy and Heather run one of the most successful teams in the U.S. (#15 ranked nationally) and you get to see them in action. We have created an eight part series detailing the steps of a listing presentation. Be sure to watch the entire series. In part one David details the opening of the listing presentation leading to seller questions. Watch how they use "homework" to engage the sellers. The support materials include documents you can customize and use in your own listing. RL25 Outline Master Listing Presentation RL25 FORM Home Features Drawbacks RL25 QUESTIONAIRE Seller Listing Priorities RL25 REALmarketing Listing Presentation Checklist RL25 WORKSHEET Improvements since purchase

KFT73 Seller Motivation: Away or Towards?

Do you know if your sellers are moving away from pain or towards pleasure? It's time to find out. Seller motivation is the most important aspect of any listing presentation because it determines everything else: urgency, timing, price and your marketing plan. KFT73 will explain why it is so important to uncover your seller's motivation. Once you determine if your sellers are moving towards pleasure or away from pain, you will learn how to structure a listing presentation that is in harmony with their emotional state. (v2)

RL20-3.3 Part 3 Actual Listing Presentation, Jack Cotton

Watch top luxury market agent Jack Cotton on an actual listing presentation with a seller. In Part 3, Jack turns it over to the seller by allowing him to ask questions. They discuss signs, open houses, creative marketing, exposure to the Boston market and the use of print marketing.

RL20-3.2 Part 2 Actual Listing Presentation, Jack Cotton

Watch top luxury market agent Jack Cotton on an actual listing presentation with a seller. In Part 2 he presents his 7-step pricing process for arriving at market value. He continues into the heart of his listing presentation presenting the benefits of professional photos, his marketing checklist, website, hard cover property book, the importance of good sales copy and how to avoid the “12 showing mistakes.” Notice how he equates his services with their effect on the percentage of sale price.

RL20-3.1 Part 1 Actual Listing Presentation, Jack Cotton

Watch top luxury market agent Jack Cotton on an actual listing presentation with a seller. In Part 1 he opens the presentation with a discussion of market timing and his company marketing plan. He estimates the value to be “north of $1.3 million. “They discuss the importance of online activity as a measure of proper pricing.

RL20-2 Establishing Point of Difference Through Authorship

A powerful way to differentiate yourself and build credibility is through authorship and professional writing. Jack describes how his books provide a value added edge. The techniques in this video will help you increase your own credibility by writing articles, blogs or reports.

KFT10 New Year Action Plan

Although this video was designed for the start of a new year in 2009, you will learn techniques for starting off any month or any day. Learn how to focus on establishing a budget, converting income to activity and planning daily behaviors to hit your targets. Analyze your business to date to see what is and what is not working. Use a prospecting call log to discipline your daily contacts. NOTE: Regarding reference to DVD RL01, as a member of this online training, you already have access to it. Search "RL01" and see all the parts. Also, the Prospecting Contact Log is now attached to this video as well as RL01.

RL03-S1 REALcoach

Real coaching requires M-P-F: Model, Practice and Feedback. David uses these principles to coach real agents performing for real in an actual transaction. David and the agent watch the clip of an actual presentation then discuss what worked, and what didn't. Managers and trainers will see how to coach agents. Agents can learn by watching the agent clip, pause the video, write down your feedback then continue so see how close you came.

RL02-2 Criteria for Value, Objective Standard

Selecting comps for your CMA. Criteria that determine value: Location, Size, Amenities. Agent demonstration of presenting competing homes for sale. Use the X-Ray as an example to establish an objective standard for pricing. Principles of valuation: cost, price, value, market value. Agent demonstrations of presenting the SOLDs. How to present Absorption Rate.

RL02-1 CMA, Rules, Importance of Pricing

Competitive Market Analysis, CMA philosophy: three parts to listing. How sellers should select a real estate agent: marketing, not price. Save price until the end. Rules of CMAs. Agent demonstrations of beginning the pricing presentation and introducing the CMA. Comps: Competing vs. Comparable. The pricing pyramid and the importance of proper pricing. Agent demonstrations of persuading their sellers to price to the market. Positioning vs. Pricing. How to organize and present a CMA. How to sequence your list of comps.

KFT91 Listing: One Call or Two?

Often agents ask, “Should I plan to one call or two call?” The answer to this question is; it depends. Just avoid the “no call.” In KFT91 I will help you plan a listing presentation that has the best probability of winning against a competitor. Be ready to secure the listing in one appointment and be prepared to split it into two appointments. You will learn the benefits of each approach and how to “make the call” regarding the number of appointments. Next time you go on a listing, you’ll have the confidence to compete!

Rising Stars

Growing the business

KFT111 Get Motivated, Get Help

If you’re ready to take your business to the next level, then you’ll need the desire to do so and some help getting there. This video was inspired by hearing how Venus Morris Griffin took her business from $20,000 in commission income to more than $1 million. She had the force of her will driving her and her team helping her. This video will help you get in touch with your “why” then begin a plan for hiring the first person on your team.

RL08-1 Growing the Business, Referrals

Bob Wolff is one of the top agents in the U.S. and a past CRS Instructor. He shares all of his methods of building a referral business that generates more than $100 million in annual sales. Watch an interview with Bob plus client interaction. In this session he tells you how he took his business from zero to his current level. It begins with an interview with him in his car around 6:00am then proceeds to the main interview. He covers his career history, how he used open houses to develop his market, his success vision & mind set, handling failure, moving through the productions levels, professional appearance, starting over in a new market. Hear interviews with his actual clients. Final question; “Is there any one thing that had you not done, that you wouldn’t have made it this far?”

RL05-S1 Howard Brinton interview Take Business to Next Level

Howard Brinton is the founder of STARpower systems. For more than 20 years he has interviewed some of the highest producing real estate agents in the country to build a base of knowledge to help you succeed. In this first of a two-part interview, he shares his views on how to grow your business by delegating tasks to others so you can focus on dollar productive activity.

KFT75-3 Multi Million Dollar Team: Meet the Team

In the final segment you will be introduced to the Koehler/Bortnick team. Find out what roles each team member plays as part of this very successful real estate business.

KFT75-1 Multi Million Dollar Team: From Agent to Team, Kathy Koehler

In this video Kathy Koehler describes how she built a team and details those first steps. Learn how she manages and trains her team of agents then conducts periodic reviews. In the final segment you will hear her team members describe their roles.

KFT60-5 Tutorial: Income Worksheet for All Agents

Here is another way to approach your business planning. The Agent Income Worksheet allows you to project your annual income based upon entering your average sale price, commission, appointments and leads. Download "KFT60 Tutorial: Agent Income Worksheet" from the Support Materials below. This tutorial video will give you the step-by-step process to fill-out this form and compute multiple "what if?" scenarios.

KFT60-3 Tutorial: Agent Business Plan for Rising Stars

Watch KFT60-1 and then, depending on your professional experience, watch the detailed tutorial on how to create a business plan using the free Business Plan worksheet. Get the outline from the Support Materials and follow the instructions on how to download the tools: Agent Business Plan and Agent Income Worksheet.

KFT60-1 Creating Your Business Plan

This video provides the instruction and the TOOLS to help you more easily create a business plan. You know you need to “do the math” to convert income to transactions. Our SELLebrity, Jack Cotton has offered an easier way. In this video you’ll learn to analyze your business, then establish a realistic relationship between your income, average sale price, leads, appointments and commission rates. You’ll not only know your numbers, but you’ll have a monthly “scorecard” to track and measure your progress on your way to a successful year. The Tutorial videos (KFT60-2 through -5) illustrate the specific steps to using the Excel documents. Log in and go to “KFT60 Creating Your Business Plan.” Get the outline from the Support Materials and follow the instructions on how to download the tools: Agent Business Plan and Agent Income Worksheet. The website referred to in the video is www.luxurybusinessplan.com

KFT59-3 How Top Producers Had Their Moment of Success

In KFT59 some of the country's top producing real estate agents were interviewed at the NAR convention and in this release they talk about the moment when their business ramped-up to the next level. Find out what elements came together for these top producers to have that moment of success. Featured agents include: David Crockett, Sandra Nickel, Cathy Russell, Pat Wattam and Buddy West.

RL13-2 Distinctive Value, Thom Winninger

In RL13-2 Thom Winninger continues his presentation on selling value. You'll learn how to present value instead of defending price.

RL08-2 Generating Leads, Prospecting, Marketing

Bob Wolff is one of the top agents in the U.S. and a past CRS Instructor. He shares all of his methods of building a referral business that generates more than $100 million in annual sales. Watch an interview with Bob plus client interaction. Advertising: In this session reviews his early mistakes in advertising. Now he makes all his income with very little advertising. How he develops referral business from his current customers and clients. Watch an interview with his best clients. Marketing: mail, E-mail, notes and gifts. (Cards from Lentzdesign.com) Bob sends ten hand written thank you notes ever day. He demonstrates the little things he does for his clients. Watch how quickly he responds to a client request for housing information.

RL05-S2 Take Your Business to the Next Level, Howard Brinton

Howard Brinton is the founder of STARpower systems. For more than 20 years he has interviewed some of the highest producing real estate agents in the country to build a base of knowledge to help you succeed. This is Part 2 of David's interview with Howard. Topics include: how husbands and wives can work together, common mistakes with forming teams, giving titles to members, compensation, systems vs. people, and prepared packages for clients.

Referrals

QT15: Sphere of Influence Calls - Ellen Hill

Successful real estate agent Ellen Hill is new but has become one of the most productive agents in her area. Ellen shows us how she successfully engages contacts within her Sphere of Influence.

RL29-4 Venus Morris Griffin: Generating Sphere of Influence Leads

70% of Venus's business comes from her Sphere of Influence: 40% is repeat business and 30% is being referred to her as new clients. She describes how she stays top of mind, contacts her database, secures referrals and thanks them for their business. She demonstrates her method by role playing with David. She also describes her client follow up and social media presence.

RL01-3 Real Touch Promotions

How to stay in touch with your customers using customer appreciation methods. You must Give to Receive in this business. Interview with Marty Siegel describing his “Magnificent Seven” bus tour on the Parade of Homes. (Watch the bonus feature to see his “Trees for Toys” event.) Mailings: do they work? What to send. (Although the industry has moved more electronic since this taping, the techniques apply to E-mail marketing as well. But even today, a handwritten birthday card will be more effective than an E-mail.) Direct link to Dave Beson's Letterwriter®: http://davebeson.com/index.php/products/letterwriter-series

RL01-2 Contact Management, Referrals

How to use a contact management system. How to make your database valuable and functional to generate business from your sphere of influence. Fill it up, follow up. Skill of determining who is a prospect based upon their timing and urgency. Learn how to ask time-based questions. A very important skill. How to question for motivation. Agent demonstration of calls. Interviews with agents about their prospecting challenges. Great interview with Marty Siegel on how he generates $30 million in sales from referrals. This will inspire you. The two key questions to ask to get referrals. Avoid the two wrong questions. Agent demonstrations of calling to use these questions to get referrals. Great demonstration.

RL07-S2 Living Large on Referrals

(Intermediate) Bill Barrett is a past CRS instructor and a top national speaker. For years, Bill has hosted an annual retreat with 50 of the top agents in the country. From this event he collects marketing techniques used by these top producers. In this interview Bill will help you increase your referral business. He addresses how to get started with a program, what to do at a closing, forms you can implement to gain referrals, co-op agent referrals, contact methods, contact frequency, do-not-call lists, direct mail and superstar examples.

RL08-2 Generating Leads, Prospecting, Marketing

Bob Wolff is one of the top agents in the U.S. and a past CRS Instructor. He shares all of his methods of building a referral business that generates more than $100 million in annual sales. Watch an interview with Bob plus client interaction. Advertising: In this session reviews his early mistakes in advertising. Now he makes all his income with very little advertising. How he develops referral business from his current customers and clients. Watch an interview with his best clients. Marketing: mail, E-mail, notes and gifts. (Cards from Lentzdesign.com) Bob sends ten hand written thank you notes ever day. He demonstrates the little things he does for his clients. Watch how quickly he responds to a client request for housing information.

Listing

RL04-2 REALmarketing Steps 1-4

The first four steps of the REALmarketing Structure: Marketing Management, Exposure to Agents, Exposure to Public, Secure Prospects. You will love the easy flowing sequence of these steps. You’ll be able to fit everything you say into one of these steps. Agent demonstrations of each step in action. Watch them establish credibility and present their strength. Beautiful examples of NFB statements and gaining seller agreement. The Securing Prospects step shows how anyone can generate prospect inquires, but only a professional can actually capture them. It addresses the FSBO objection and the owner’s belief that because it’s on the internet that they don’t need a good agent.

KFT76 Close for the Listing

Watch the Koehler/Bortnick team in three different real-life listing presentations. Listen how they use trial, assumptive and direct closes, then use these methods on your next appointment. Guess which of the last two listing presentations signed the contract and write your thoughts in the comment section.

RL25-3 Listing Presentation: Marketing Management

In part 3 of Mastering Your Listing Presentation David will present the major steps in the Real Marketing Sequence. Learning this method will establish your credibility and provide you an organized, seller-focused track for all your presentations. Be sure to download RL04 Presentation Chart PDF and RL25 Real Marketing Listing Presentation Checklist. Market Management is the step that allows you to present your experience, sales volume, credentials and performance statistics to establish a base for you to achieve the rest of the steps.

RL25-2 Listing Presentation: Seller Questioning

Now it's time to question the seller's situation. The Seller Counseling Interview is when you establish trust and rapport...and perhaps have the sellers ready to list with you even before your formal presentation. The point of this step is to uncover their urgency and motivation.

RL25-5 Listing Presentation: Secure Prospects

Now it's time to secure your prospects. This is the step that separates the amateurs from the professionals. Anyone can expose a home, but not everyone converts this exposure to leads and appointments. Kathy and Heather show their sellers how they secure prospects, including answering the phone, following up on lead capture information and responding immediately to inquiries.

RL25-6 Listing Presentation: Demonstrate and Secure Agreement

In this video you'll learn how to teach the sellers the importance of having the home ready for photos and showings...a key skill. This is when you describe your showing procedures and methods for providing feedback. You also present your skills as a negotiator that helps them get the highest price for their home. These ladies are not shy about promoting their skill! (Neither should you.)

RL25-7 Listing Presentation: Close and Commission

Watch and learn how Kathy and Heather ask for the order and deal with commission. Practice your trial closes, direct closes and closed questions to get decisions from your sellers. Watch how Heather just confidently brings up the commission then sells her value. Watch this more than once!

RL25-8 Listing Presentation: Documents and Preparation

The job isn't finished until the paperwork is done. In the final video you see them present the listing contract, agency, representation and much more up to the final signing. This might be more interesting to a new agent than one who's gone through this many times.

KFT87 Target Marketing

This video will give you the competitive edge on not only getting the listing, but getting sold once on the market. As the listing agent, you’re responsible for getting it sold, which means knowing who the most likely buyer is.

RL22-3 New Agents, Old School Part 3: Door Knocking, Listing and Pricing

This is part three of our in-depth interviews with three young professionals mentored by top real estate Bob Wolff. In this video learn how these new agents benefit from door knocking and find out their methods for lisitngs and overcoming pricing objections.

KFT71-2 Listing Interview First Call with Brandon Small, Part 2

This is part two of a two part series. We follow agent Brandon Small on his first listing call as he questions issues on both the buy side and the sell side. With a little guidance from David, Brandon uncovers the owners' motivation to sell creating the foundation for the next meeting and potential listing. (v2)

RL04-3 REALmarketing Steps 5-8

The final steps of the REALmarketing Structure: Demonstrate the Home (showings), Secure Agreement to Purchase (closing), Closed Transaction (financing and processing) and Net Equity Check. Excellent agent demonstrations of all of these steps. Some of the best presentations ever captured on video. You will see how different a listing presentation can be when it is organized, logical, seller-focused and benefit oriented. You will be a MUCH better at presenting next time.

RL13-1 Selling Value by Targeting Trends, Thom Winninger

Thom Winninger is a past president of the National Speakers Association and and the author of numerous books on selling. In this video you will learn how to differentiate your self by moving from Product, to Process to Purpose. This video is a great support to "KFT04 No Difference? No Deference" and "KFT26 Creating Unique Selling Propositions Difference."

RL13-2 Distinctive Value, Thom Winninger

In RL13-2 Thom Winninger continues his presentation on selling value. You'll learn how to present value instead of defending price.

RL16-7 REALtalk Demonstrating Sales Methods via Role Play

In this video Verl Workman and David Knox conduct three role play demonstrations with each other. In the first commission objection role play, David plays the agent and Verl plays the seller with the objection; “We know you’re good, but you’re 2% higher than others.” David uses the P.A.I.D. method to process the objection and set up the key question: "if our fees were not different, who would you list with?" In the second role play, Verl responds to the objection; “So this is your rate? I’d like you to come down.” Verl asks the question: "If someone comes in with a low-ball offer and want to pay you less, how do you want me to respond?" In the final role play David responds to the objection of a buyer not wanting do decide now over fear of a better deal coming along. These are a great demonstrations to help you in your own practice.

KFT56-1 Professional Property Photography, Part 1

Photos are the most important element of marketing you listings online. Bad photos drive away buyers and reduce showings. In Part 1 you will follow a professional photographer on an actual shoot to see how he approaches a shoot. He takes into account the time of day, home facing direction and shooting angles. He prepares the interior by turning on lights, opening blinds and removing personal items. He shoots photos so the continuity will show the flow from room to room. You will be a much better photographer using these methods. Chapters: 1. An agent's perspective, 2. Professional approach, 3. How to set up.

KFT56-2 Professional Property Photography, Part 2

In Part 2 you will continue to follow a professional photographer on an actual shoot to see how he lights the rooms, composes the shot and places the furniture. You will learn how to handle high dynamic range situations in which there is extreme contrast between the bright and dark areas, such as rooms with many windows. Both the video and your outline show before and after photos. Your sellers will thank you for watching this video and taking better photos of their home. Be sure to download the outline and checklist in the support materials. Chapters: 4. How to shoot interiors, 5. High Dynamic Range.

KFT62-2 Listing Lead Management, interview with CJ Gade, Part 2

In this Part 2 CJ Gade describes her follow up process, her annual marketing plan and what she sends to her database. She also demonstrates a call to a past client by role playing with David. (In Part 1, she describes how she captures internet leads and enters them into her system.)

KFT71-1 Listing Interview First Call with Brandon Small, Part 1

The first listing call is an important meeting because it establishes the relationship. In this video we will watch agent Brandon Small on his first listing call as he questions their issues on both the buy side and the sell side. You will see him establish trust and rapport, then determine the owners’ situation and motivation. In part one, you'll learn Brandon's approach to creating rapport and his plan to delay the price discussion. David details the proper path of a listing timeline and reveals how the owners decide whether or not you are able to handle the sale.

KFT105-2 Generate Neighborhood Listings, Paul Tharp

In KFT105 (Part 2): agent Paul Tharp describes his video email, how one listing generates another and what he does to stand out. In Party 1 he addressed neighborhood prospecting, timing of contacts, dialog and follow up methods.

Listing & Selling

RL08-4 Working with Buyers, Showing

Bob Wolff is one of the top agents in the U.S. and a past CRS Instructor. He shares all of his methods of building a referral business that generates more than $100 million in annual sales. Watch an interview with Bob plus client interaction. In this session Bob discusses and demonstrates how he works with his real buyers. Begins in the car on the way to his showings through his actual showing process. Next he discusses his sales philosophy and the importance of listening instead of talking. He continues through more showings with his buyers. Next, Bob debriefs the showings with his buyers. Skills for the future; what will you need to be able to do to succeed in the future. But still, we need human contact, rapport, listening and trust.

RL23-3 Koehler Bortnick Interview: The Listing Process

This is part three of our extended in-depth interview with the multimillion dollar producing team of Kathy Koehler and Heather Bortnick. Learn how to approach the listing process with confidence.

RL25-6 Listing Presentation: Demonstrate and Secure Agreement

In this video you'll learn how to teach the sellers the importance of having the home ready for photos and showings...a key skill. This is when you describe your showing procedures and methods for providing feedback. You also present your skills as a negotiator that helps them get the highest price for their home. These ladies are not shy about promoting their skill! (Neither should you.)

RL25-5 Listing Presentation: Secure Prospects

Now it's time to secure your prospects. This is the step that separates the amateurs from the professionals. Anyone can expose a home, but not everyone converts this exposure to leads and appointments. Kathy and Heather show their sellers how they secure prospects, including answering the phone, following up on lead capture information and responding immediately to inquiries.

RL25-2 Listing Presentation: Seller Questioning

Now it's time to question the seller's situation. The Seller Counseling Interview is when you establish trust and rapport...and perhaps have the sellers ready to list with you even before your formal presentation. The point of this step is to uncover their urgency and motivation.

RL25-3 Listing Presentation: Marketing Management

In part 3 of Mastering Your Listing Presentation David will present the major steps in the Real Marketing Sequence. Learning this method will establish your credibility and provide you an organized, seller-focused track for all your presentations. Be sure to download RL04 Presentation Chart PDF and RL25 Real Marketing Listing Presentation Checklist. Market Management is the step that allows you to present your experience, sales volume, credentials and performance statistics to establish a base for you to achieve the rest of the steps.

RL25-4 Listing Presentation: Exposure

In RL25-4 we continue with the Real Marketing Sequence. Sellers need to know that real estate agents expose properties to two distinct groups: Agents and the Public. They don’t know that many of buyers come from other agents and companies. Sellers must know that you welcome the participation of your competitors in selling their home. Show your sellers know how you intend to create agent and public exposure of their home. David highlights how Kathy and Heather describe to their prospects how they will make sure their home gets the attention it deserves after listing.

RL23-2 Koehler Bortnick Interview: What Drives You?

This is part two of our extended in-depth interview with the multimillion dollar producing team of Kathy Koehler and Heather Bortnick. Learn what drives them to do better and how they balance life and careers. Let this video help you define your own motivation in real estate sales.

KFT61-S1 Seller Side of Multiple Offers, Agent Interview

KFT61-S1 This is part one of an interview with real estate agent CJ Gade on multiple offers, from the sellers' perspective. How do you handle multiple offers? What typical scenarios arise and what steps can you take to support your sellers in the process?

RL08-3 Securing Listings, Pricing & Commission Objections

Bob Wolff is one of the top agents in the U.S. and a past CRS Instructor. He shares all of his methods of building a referral business that generates more than $100 million in annual sales. Watch an interview with Bob. In this session he discusses his listing process. Most of his listings are two-call presentations with some exceptions. On his first call he delays price, builds rapport, establishes credibility by being prepared with property information. Watch how he establishes his competitive difference. He sets up a later time to return for the listing presentation and CMA. He sets himself apart by conducting personal preview of the competitive homes on the market; simple, yet effective. The second call: goal to get the listing, get it at his price. Here’s how he avoids getting into price until he has some commitment to list. He presents his marketing plan. See how he uses a “house counting” home to establish value. Hear his rant on whether new agents could do what he does. Fun ranting answer! Marketing the listing, how to get MLS involvement immediately, get it staged right. He really focuses on preparing the home to sell. In the final section he discusses how he handles pricing objections and commission objections.

RL05-S4 Extended DISC®

If you've ever heard someone described to as a "High D" or a "Low S," they may be referring to the behavioral descriptions from the four behavioral types in the Extended DISC® system. Use the information to identify differences in your clients and plan strategies to interact more effectively with them. Markku Kauppinen is an employee and expert with Extended DISC North America Inc.

RL10-S4 REALcoach: Overcoming Objections, James Robinson, Part 2

David demonstrates the P.A.I.D technique of overcoming objections through a coaching role play with a real estate agent. You will really see how to master a technique.

RL10-S3 REALcoach: Overcoming Objections, James Robinson, Part 1

In part one of this REALcoach session, David will introduce the the P.A.I.D. technique to address objections. Part one concentrates on pause and acknowledgment by role playing different scenarios with real estate agent James Robinson.

RL04-3 REALmarketing Steps 5-8

The final steps of the REALmarketing Structure: Demonstrate the Home (showings), Secure Agreement to Purchase (closing), Closed Transaction (financing and processing) and Net Equity Check. Excellent agent demonstrations of all of these steps. Some of the best presentations ever captured on video. You will see how different a listing presentation can be when it is organized, logical, seller-focused and benefit oriented. You will be a MUCH better at presenting next time.

RL04-2 REALmarketing Steps 1-4

The first four steps of the REALmarketing Structure: Marketing Management, Exposure to Agents, Exposure to Public, Secure Prospects. You will love the easy flowing sequence of these steps. You’ll be able to fit everything you say into one of these steps. Agent demonstrations of each step in action. Watch them establish credibility and present their strength. Beautiful examples of NFB statements and gaining seller agreement. The Securing Prospects step shows how anyone can generate prospect inquires, but only a professional can actually capture them. It addresses the FSBO objection and the owner’s belief that because it’s on the internet that they don’t need a good agent.

RL23-4 Koehler Bortnick Interview: One Call or Two Call?

This is part four of our extended in-depth interview with the multimillion dollar producing team of Kathy Koehler and Heather Bortnick. Find out why this million dollar team uses a one or a two call listing process. Heather and Kathy also describe what they consider to be the key elements of any listing presentation.

Getting unstuck

KFT54-1 Response Ability

This video will empower you in both personal and business situations. By developing the skill of Response Ability, you reduce the situations in which you become a victim of circumstance. You will learn to examine not only the Event that occurred, but the Set Up that made it all but inevitable. You may want to share this lesson with your family.

KFT33 Make 2011 a Good Year

In a slump? Sick of the market? In a funk? This video may help. Originally recorded to kick off 2011, the concepts apply to moving forward in your real estate business buy getting back to the fundamentals. (Some of my predictions on jobs and taxes were close.)

KFT18 Fall Back Into the Game

This session is to help you kick off your fall season (or any season) by reconnecting with your sphere of influence and organizing your Facebook lists. You’ll see how to use key questions to determine the moving situations of people on your list. See how to organize your Facebook lists into groups to determine what information and photos your friends see. See how to properly respond to friend requests. Finally, hear some tips on how to clean up your written communication.

KFT39 PDA Perseverance, Discipline, Action

For some of you, this is the most difficult market…ever. And even the best markets present their difficulties, so this topic will help. Many agents are wondering what the secret is. The fact is, there is no secret. It takes P.D.A. This topic will help you develop the internal strength to carry on, the motivation to get back in the game and get you back to making money and enjoying life. There still IS a market and real estate agents are getting it. But it requires Perseverance; the dogged commitment to action and Discipline; the focus on long term reward over of immediate gratification. And finally, this video will remind you of the fundamental actions that generate business. Time codes: 02:31 Perseverance, 09:00 Discipline, 14:00 Action.

RL16-2 Top 10 Strategies for Getting Unstuck (Part 1), by Verl Workman

The wheels are spinning, but are you getting anywhere? Popular coach and trainer Verl Workman is back with a new presentation: Top 10 Strategies for Getting Unstuck. Verl’s high energy delivery and practical techniques are getting rave reviews. Watch this two-part video on recognizing your situation, making a change and never looking back.

RL16-3 Top 10 Strategies for Getting Unstuck (Part 2), by Verl Workman

This is part 2 of Verl Workman’s Top 10 Strategies of Getting Unstuck starting with step five. Make sure to watch RL16-2 for steps one through four. Verl is a 20-year veteran in the industry and knows how to get you and your business moving again.

KFT52 iPractice You Practice

Professionals practice and this session shows how to use M-P-F, Model-Practice-Feedback, as a way to master your skills. The Feedback step uses the iPad to record a practice exercise then play it back for instantaneous evaluation. This is THE most powerful way to improve your client interaction. Get yourself a partner or two and try this out!

KFT94 New Beginnings

This video will help you start a new year…or a new month…or anytime you’re ready for a course change in your life. One of the keys of moving forward is to let go of things that may be holding you back. These include paper, people, prospects, pounds, tasks and habits.

Top Producers

Client Relations

RL03-S2 The Art of Active Involvement - Connie Podesta

Connie Podesta is a Board Certified Professional Counselor, top speaker and expert on listening...which she prefers to call active involvement. In this interview by David, you will become better at interacting with prospects, clients and family. For more information on Connie, go to: http://www.conniepodesta.com/

QT31 Sphere of Influence Advocates with Steve Goff

If you don’t want to make hundreds of calls every day, consider targeting key people who can help you grow your business.

QT34 Heart to Heart with Mercy Abraham

Mercy Abraham describes how to put that personal connection back into your client relationships.

RL24-4 Legends: Favorite Teachings, by Dave Beson

Dave Beson's four part presentation on Real Estate Legends concludes with his favorite teachings. Top trainers and agents are known for developing specific techniques that motivate us to become more precise, polished and professional. Dave's teachable moments include the myth of perfection, imposing deadlines, being more interested than interesting and becoming a decision maker.

RL24-3 Legends: Double Your Productivity, by Dave Beson

In part 3 of Real Estate Legends, Dave Beson presents multiple ways to double our productivity on your to becoming a legend, not exactly 101 ways because "son, I only need but one." Sources for doubling your productivity may be multifaceted: education, family, friends, travel and faith, just to name a few. Find your motivation and plan big, because doing anything less doesn't have the magic.

RL24-2 Legends: Become a legend, by Dave Beson

This is part two of Dave Beson's Real Estate Legends. In part one Dave introduces you to past and present legends and their legacy of sales insight. In part two Dave wants YOU to become a legend, because "If not you, then who?" Learn how to find your difference, realize your not a commodity, use and practice proven techniques to increase your productivity and grow your business.

QT13: Personal Proactive Differences with Bob Wolff

Bob Wolff is one of our favorite top producers. In this Quick Tip Bob offers a few methods you can implement immediately in order to make a difference, not just in your transactions but in the "people part" of the profession.

KFT97 Become a Vendor Resource

To become more valuable to your clients you need to be the go-to person for the important services they need. The goal of this video is to help you become that resource in order to keep your clients happy and gain more referrals.

QT09: Video Follow-Up Messages

Brandon Small describes using his mobile device to record and send personalized videos to prospects, opens house visitors and his SOI.

QT10: Be a Sales PERSON First

Landon Miller describes the importance of being a person, before being a sales person. He applies this to his open house interactions and prospect follow up. Great advice.

KFT19 Client and Charitable Giving

The inspiration for this session came from Veterans Day and the Thanksgiving holiday that followed. Learn how to give back to your clients and your community while you touch your past customers and clients. Hear some ideas on how to plan client appreciation events then follow up with photos and Facebook postings. Check out the support topic in Real Estate LIVE!®: RL01-3 Real Touch Promotions

RL01-S3 Trees for Toys - Marty Siegel

Support Feature: Successful real estate agent Marty Siegel talks to David about how he developed a very popular community oriented holiday event.

RL29-3 Venus Morris Griffin: Marketing & Branding

Much of this video is more appropriate to experienced agents wanting to take their business to the next level, perhaps from $200,000 GCI to $500,000 or more. Ven us describes her outdoor advertising, TV commercials, copyrighted slogan, marketing budget, photos, image and attitude. She reinforces that there is no easy way; you must do the hard work. She also separates marketing from direct prospecting. See more on this in KFT110 Familiarity vs. Direct Prospecting.

Personal Growth

KFT21-1 How to Enhance Your Five Equities (part 1)

(Part 1 of 2) We can measure our personal equity in five key areas: Physical, Spiritual, Psychological, Intellectual and Financial. The first two are covered here. As you kick off any year, it is important to have both focus and balance. This presentation will lead you through an analysis of each equity and provide the means to enhance each of them. Three supporting videos to watch in conjunction with this presentation are: KFT07 Values Based Goal Setting, KFT10 New Year Action Plan and RL08-5 Bob Wolff Managing the Business, Systems, Staff & Goals.

RL24-4 Legends: Favorite Teachings, by Dave Beson

Dave Beson's four part presentation on Real Estate Legends concludes with his favorite teachings. Top trainers and agents are known for developing specific techniques that motivate us to become more precise, polished and professional. Dave's teachable moments include the myth of perfection, imposing deadlines, being more interested than interesting and becoming a decision maker.

RL24-3 Legends: Double Your Productivity, by Dave Beson

In part 3 of Real Estate Legends, Dave Beson presents multiple ways to double our productivity on your to becoming a legend, not exactly 101 ways because "son, I only need but one." Sources for doubling your productivity may be multifaceted: education, family, friends, travel and faith, just to name a few. Find your motivation and plan big, because doing anything less doesn't have the magic.

RL24-2 Legends: Become a legend, by Dave Beson

This is part two of Dave Beson's Real Estate Legends. In part one Dave introduces you to past and present legends and their legacy of sales insight. In part two Dave wants YOU to become a legend, because "If not you, then who?" Learn how to find your difference, realize your not a commodity, use and practice proven techniques to increase your productivity and grow your business.

RL24-1 Legends: Learn from others, by Dave Beson

This is the first of a four-part series presented by real estate trainer and speaker Dave Beson. In this presentation, Dave pays tribute to the vital and unique qualities found in top real estate trainers and agents. Become familiar with Dave's list of legends in order to gain a historical perspective on sales, rapport and productivity. Gain insight from Hank Trisler, Howard Brinton, Lou Tice and many more. Then, find a mentor (past or present) that fits your style. Dave Beson is a popular CRS instructor, keynote speaker and creator of the LetterWriter series of products for real estate professionals.

QT08: "No" Power

This is not about having no power...it's about having the power to say "no" in situations that require it. If you've ever felt uncomfortable due to a request asked of you, check out this Quick Tip video.

QT19 Safety Tips with Terri Murphy - Personal Safety Tools

This is the last topic in an agent safety series presented by Terri Murphy. This Quick Tip covers the pros and cons of various personal safety tools.

QT18 Safety Tips with Terri Murphy - Showings/Open Houses

In QT16-19 my good friend and professional speaker Terri Murphy will present her tips on real estate agent safety. This presentation is about showing and open-house safety.

QT17 Safety Tips with Terri Murphy - Safe Locations

In this series of Quick Tips 16-19, my good friend and professional speaker Terri Murphy will present her tips on real estate agent safety. This Quick Tip discusses concerns when in or around your automobile and using a safe meeting location with prospects.

QT16 Safety Tips with Terri Murphy - Awareness

In this series of Quick Tips 16-19, my good friend and professional speaker Terri Murphy will present her tips on real estate agent safety. This Quick Tip discusses how to be aware of your surroundings and what to do when you feel unsafe.

QT21 Success Through Integrity

John Bombgardner shares an important lesson he learned from his father; how his success comes from integrity. (John was featured in RL48 on Open Houses.)

KFT94 New Beginnings

This video will help you start a new year…or a new month…or anytime you’re ready for a course change in your life. One of the keys of moving forward is to let go of things that may be holding you back. These include paper, people, prospects, pounds, tasks and habits.

KFT86 Methods vs. Mindset

How is it possible to KNOW the methods of real estate success yet still not USE those methods? It’s because of our mental attitude and mindset. This video, along with the related QuickTips, will help you unleash the power and skills you already possess. You’ll get in touch with your “WHY” and re-engage in positive activities.

KFT54-1 Response Ability

This video will empower you in both personal and business situations. By developing the skill of Response Ability, you reduce the situations in which you become a victim of circumstance. You will learn to examine not only the Event that occurred, but the Set Up that made it all but inevitable. You may want to share this lesson with your family.

KFT21-2 How to Enhance Your Five Equities (part 2)

(Part 2 of 2) Continues through the five personal equities of Psychological, Intellectual and Financial. This presentation will lead you through an analysis of each equity and provide the means to enhance each of them. Three supporting videos to watch in conjunction with this presentation are: KFT07 Values Based Goal Setting, KFT10 New Year Action Plan and RL08-5 Bob Wolff Managing the Business, Systems, Staff & Goals.

KFT107 Physical Fitness Improves Your Business

We talk to top producer Venus Morris Griffin about how her fitness routine supports her success in real estate.

KFT59-3 How Top Producers Had Their Moment of Success

In KFT59 some of the country's top producing real estate agents were interviewed at the NAR convention and in this release they talk about the moment when their business ramped-up to the next level. Find out what elements came together for these top producers to have that moment of success. Featured agents include: David Crockett, Sandra Nickel, Cathy Russell, Pat Wattam and Buddy West.

KFT59-2 How Top Producers Hold Themselves Accountable

In KFT59 some of the country's top producing real estate agents were interviewed at the NAR convention and in this release they talk about accountability. Hear how top producers hold themselves accountable for generating revenue, managing behavior and improving results for themselves and their customers. In Part 3 you'll hear about the moment that launched their career to higher levels. Featured agents include: Rik Rushton, Cathy Russell, Pat Wattam, Samia Morgan, Sandra Nickel, Steve Westmark and Verl Workman.

Luxury Real Estate

RL19-1 Luxury Real Estate: Connecting with Your Market, Jack Cotton

In this series we highlight top real estate agent Jack Cotton and learn how he established himself in one the most prestigious luxury home markets in the world - Cape Cod, Massachusetts. His methods are relevant for any agent in any market. These videos will help you enter the luxury real estate market...or treat any client like a million dollars! In the first of the series Jack describes how he uses his boat to connect with the market and add value to his clients. He connects with incoming prospects through the current residents. You will also get a water tour of his most expensive listing at $28 million. NOTE: During the taping of this video we could not reveal the client's name. Today, January 11, 2013 the sale of the property made the national news. Read about it online at the Wall Street Journal. Paste this link into your browser: http://online.wsj.com/article/SB10001424127887323482504578230202853470768.html

RL19-6 Luxury Real Estate, Prospecting the High End

Prospecting for clients in the high end market requires some different methods. One is to prospect asymmetrically, that is to connect via other service providers to this market. Jack discussed how to create your own board of directors of "gatekeepers." You'll join him on a meeting with an architect during which they discuss the exchange of prospects. He will also discuss whether you must live in that market. In RL19-7 Jack discusses how to use events to connect with his market. (Private Access Video)

RL19-7 Luxury Real Estate: Events & Dialog

Jack Cotton will discuss how by-invitation open houses and other events allow him to expand his sphere of influence. By partnering with other service providers to the high-ing market you can add their contacts to yours. He will describe the simple dialogs he uses to find prospects and create referrals. (Private Access Video)

RL19-8 Luxury Real Estate: Luxury Home Tour, Raines & Cadieux

Sandy Raines and Ron Cadieux are luxury market agents in Columbus OH. In this video you'll see how they conduct a home tour that is co-sponsored by other high-end service providers. The Lamborghinis in the front of the home add great impact! (Private Access Video)

RL20-1 Luxury Real Estate: Pre-Listing Process, Jack Cotton

NOTE: the support material RL20 Cotton Pre Listing Book is 8.3mb so be sure your on a faster connection before you download. In this video Jack Cotton describes how he sets himself apart and establishes credibility up front through his pre-listing process. Everything he does for his high end clients is applicable to any listing in any market or price range. He has provided his actual pre listing book in PDF for you to see. (Private Access Video)

RL20-2 Luxury Real Estate: Establishing Point of Difference Through Authorship

A powerful way to differentiate yourself and build credibility is through authorship and professional writing. Jack describes how his books provide a value added edge. The techniques in this video will help you increase your own credibility by writing articles, blogs or reports.(Private Access Video)

RL20-3.1 Luxury Real Estate: Part 1 Actual Listing Presentation, Jack Cotton

Watch top luxury market agent Jack Cotton on an actual listing presentation with a seller. In Part 1 he opens the presentation with a discussion of market timing and his company marketing plan. He estimates the value to be “north of $1.3 million. “They discuss the importance of online activity as a measure of proper pricing. (Private Access Video)

RL20-3.2 Luxury Real Estate: Part 2 Actual Listing Presentation, Jack Cotton

Watch top luxury market agent Jack Cotton on an actual listing presentation with a seller. In Part 2 he presents his 7-step pricing process for arriving at market value. He continues into the heart of his listing presentation presenting the benefits of professional photos, his marketing checklist, website, hard cover property book, the importance of good sales copy and how to avoid the “12 showing mistakes.” Notice how he equates his services with their effect on the percentage of sale price. (Private Access Video)

RL21-1 Luxury Real Estate: Home Pricing, Jack Cotton, Part 1

This concludes the series of videos featuring top luxury market agent, Jack Cotton. He is an icon in the Cape Cod, MA market. He is first featured in Real Estate LIVE! 19. In this part one, Jack describes how he presents his 7-Step pricing process to sellers. This process includes how he measures online reaction for the first 14 days to check for early indications of overpricing. By having a clearly defined process, Jack is able to establish market value as well as manage the seller’s expectations of his sellers. In addition, He describes the difference in doing a CMA for high end property and how he assembles market statistics to use in establishing value. (Private Access Video)

RL21-2 Luxury Real Estate: Home Pricing, Jack Cotton, Part 2

This concludes the series of videos featuring top luxury market agent, Jack Cotton. He is an icon in the Cape Cod, MA market. He is first featured in Real Estate LIVE! 19. Part 2 begins with Jack presenting a small slice of his pricing presentation to a real seller. (The full listing presentation may be seen in RL20.) We return to our interview with Jack in his office as he discusses his “pricing art” method. (Private Access Video)

KFT53 Luxury Real Estate: Quantify Difference and Keep Your Commission

Value Added Secrets of a Luxury Market Agent: This video features Jack Cotton from Cape Cod, MA., author of "Selling Luxury Homes." In this interview, Jack describes his process of leading his sellers to recognize the value of his services in a very unique way. He contrasts this value to the reduction in commission requested by his sellers. He also demonstrates the ultimate "Let Go" philosophy. (Private Access Video)

RL20-3.3 Luxury Real Estate: Part 3 Actual Listing Presentation, Jack Cotton

Watch top luxury market agent Jack Cotton on an actual listing presentation with a seller. In Part 3, Jack turns it over to the seller by allowing him to ask questions. They discuss signs, open houses, creative marketing, exposure to the Boston market and the use of print marketing. (Private Access Video).

BHHS01 Introduction to Luxury Certification

Watch a brief interview to the new Luxury Certification with Lori Lane and David Knox

BHHS02 Introduction to videos required for Luxury Certification

Watch a brief overview of the video content available for Berkshire Hathaway HomeServices Georgia Properties Luxury Certification.

BHHS04 Overview of the Elegance Campaign - Interview with Lori Lane

Get an in-depth understanding of the Berkshire Hathaway HomeServices Georgia Properties Elegance campaign with Lori Lane and David Knox.

RL19-5 Luxury Real Estate: How they Got Started by Raines & Cadieux

Sandy Raines moved into a new market knowing no one but her husband and having no money for marketing. She and her husband, Ron Cadieux build a successful business in the luxury market. Hear how they got started, branded themselves and stay connected to their prospects. (Private Access Video)

RL19-4 Luxury Real Estate: Getting Started by Barry Berg

In the previous three videos you've heard how Jack Cotton broke into the luxury market in Cape Cod, MA. In this interview, top agent, Barry Berg describes how he got started in the Minneapolis Lakes high end market. You'll hear how his run for State legislature created name recognition and how he got to know the owners by knocking on doors. He also focused on buyers instead of listings as his first strategy.

RL19-3 Luxury Real Estate: Setting Yourself Apart, Jack Cotton

Jack Cotton describes he two-step listing process he feels is required for his high-end market. He overwhelms sellers with his competence through thorough research and following a precise process. He describes the three ways to NOT get into the luxury market. Learn his seller counseling methods that get to the why behind the why. (Version 2)

RL19-6 Luxury Real Estate, Prospecting the High End, Jack Cotton

Prospecting for clients in the high end market requires some different methods. One is to prospect asymmetrically, that is to connect via other service providers to this market. Jack discussed how to create your own board of directors of "gatekeepers." You'll join him on a meeting with an architect during which they discuss the exchange of prospects. He will also discuss whether you must live in that market. In RL19-7 Jack discusses how to use events to connect with his market.

RL19-7 Luxury Real Estate, Events & Dialog, Jack Cotton

Jack Cotton will discuss how by-invitation open houses and other events allow him to expand his sphere of influence. By partnering with other service providers to the high-ing market you can add their contacts to yours. He will describe the simple dialogs he uses to find prospects and create referrals.

RL19-2 Luxury Real Estate: Breaking into the Luxury Market, Jack Cotton

In this series we highlight top real estate agent Jack Cotton and learn how he established himself in one the most prestigious luxury home markets in the world - Cape Cod, Massachusetts. In this segment you will hear how he broke in to the luxury market by being an expert in valuation, finding the "maverick" homeowners and focusing on their best interests. You will learn how to give luxury service to any client. He describes a listing presentation on which he competed against an agent with a 90% market share.

RL19-4 Luxury Real Estate, Getting Started by Barry Berg

In the previous three videos you've heard how Jack Cotton broke into the luxury market in Cape Cod, MA. In this interview, top agent, Barry Berg describes how he got started in the Minneapolis Lakes high end market. You'll hear how his run for State legislature created name recognition and how he got to know the owners by knocking on doors. He also focused on buyers instead of listings as his first strategy.

RL19-5 Luxury Real Estate, How they Got Started by Raines & Cadieux

Sandy Raines moved into a new market knowing no one but her husband and having no money for marketing. She and her husband, Ron Cadieux build a successful business in the luxury market. Hear how they got started, branded themselves and stay connected to their prospects.

RL20-1 Listing Luxury Real Estate, Pre-Listing Process, Jack Cotton

NOTE: the support material RL20 Cotton Pre Listing Book is 8.3mb so be sure your on a faster connection before you download. In this video Jack Cotton describes how he sets himself apart and establishes credibility up front through his pre-listing process. Everything he does for his high end clients is applicable to any listing in any market or price range. He has provided his actual pre listing book in PDF for you to see.

RL20-2 Establishing Point of Difference Through Authorship

A powerful way to differentiate yourself and build credibility is through authorship and professional writing. Jack describes how his books provide a value added edge. The techniques in this video will help you increase your own credibility by writing articles, blogs or reports.

KFT88 Understanding the High-End Client with Lori Lane

Do you sell in the luxury market? Do you have aspirations to become a luxury agent? In many markets the upper end of the price range is heating up. In KFT88 I ask Lori Lane, a Luxury Division Senior Vice President with a large multi-office company in Atlanta, to give us her insight in understanding high-end clients.

RL19-3 Luxury Real Estate: Setting Yourself Apart

Jack Cotton describes he two-step listing process he feels is required for his high-end market. He overwhelms sellers with his competence through thorough research and following a precise process. He describes the three ways to NOT get into the luxury market. Learn his seller counseling methods that get to the why behind the why. (Private Access Video)

RL19-1 Luxury Real Estate: Connecting with Your Market

In this series we highlight top real estate agent Jack Cotton and learn how he established himself in one the most prestigious luxury home markets in the world - Cape Cod, Massachusetts. His methods are relevant for any agent in any market. These videos will help you enter the luxury real estate market...or treat any client like a million dollars! In the first of the series Jack describes how he uses his boat to connect with the market and add value to his clients. He connects with incoming prospects through the current residents. You will also get a water tour of his most expensive listing at $28 million. NOTE: During the taping of this video we could not reveal the client's name. Today, January 11, 2013 the sale of the property made the national news. Read about it online at the Wall Street Journal. Paste this link into your browser: http://online.wsj.com/article/SB10001424127887323482504578230202853470768.html

RL19-2 Luxury Real Estate: Breaking into the Luxury Market

In this series we highlight top real estate agent Jack Cotton and learn how he established himself in one the most prestigious luxury home markets in the world - Cape Cod, Massachusetts. In this segment you will hear how he broke in to the luxury market by being an expert in valuation, finding the "maverick" homeowners and focusing on their best interests. You will learn how to give luxury service to any client. He describes a listing presentation on which he competed against an agent with a 90% market share. (Private Access Video)

BHHS03 Overview of the new Luxury Certification - Interview with Lori Lane

Get an in-depth understanding of the Berkshire Hathaway HomeServices Prudential Georgia Luxury Certification background and process with Lori Lane and David Knox.

RL20-3.1 Part 1 Actual Listing Presentation, Jack Cotton

Watch top luxury market agent Jack Cotton on an actual listing presentation with a seller. In Part 1 he opens the presentation with a discussion of market timing and his company marketing plan. He estimates the value to be “north of $1.3 million. “They discuss the importance of online activity as a measure of proper pricing.

RL20-3.2 Part 2 Actual Listing Presentation, Jack Cotton

Watch top luxury market agent Jack Cotton on an actual listing presentation with a seller. In Part 2 he presents his 7-step pricing process for arriving at market value. He continues into the heart of his listing presentation presenting the benefits of professional photos, his marketing checklist, website, hard cover property book, the importance of good sales copy and how to avoid the “12 showing mistakes.” Notice how he equates his services with their effect on the percentage of sale price.

Technology

KFT113-1 How Top Producers use Technology

You’ll hear from five gentleman who are top producers in their market and stay at the forefront of the technological advances in real estate. 
They have been featured Stars in Howard Brinton’s Starpower® series of top producers. You met them in QT42 and QT43 and will now see their full interview that addresses lead generation, prospecting, presentation skills and business management. In Part one they will describe their CRM software and other technology that is most useful to them.

KFT114 How Top Producers use Social Media

We continue our series with five top producers from across the United States. Find out how they use social media to connect with their community and Facebook online advertising to benefit their business.

RL16-4 Get Your Head in the Cloud, by Verl Workman (Part 1)

Verl Workman returns to get your head in the cloud…Cloud computing that is. It’s a hot topic, and in this 2 part session, Verl highlights specific technology tools, training and trade secrets, that will make a difference in your business.

RL16-5 Get Your Head in the Cloud, by Verl Workman (Part 2)

Part two of Verl Workman's Get Your Head in the Cloud. More specific technology tools, training and trade secrets that will make a difference in your business.

KFT49 Demonstrate Digital Marketing

Most sellers demand your current technology to be used in marketing their home. Some may resist. With either group, you must have an organized plan to identify current technology tools and present their benefit. This video does not teach technology, but helps you organize your technology presentation.

BY SUBJECT

10-Week Listing Course

Week 1 Capture Leads

KFT02 Questions That Turn Prospects into Clients

The most important skill of selling is ASKing, not talking. In this updated version of our popular Knox First Tuesday video, you will learn the specific questions that determine which prospect is most likely to be a customer or client. Hear messages and methods for contacting your sphere of influence, avoid the two key mistakes when asking for referrals and replace them with the two key questions.

KFT105-2 Generate Neighborhood Listings, Paul Tharp

In KFT105 (Part 2): agent Paul Tharp describes his video email, how one listing generates another and what he does to stand out. In Party 1 he addressed neighborhood prospecting, timing of contacts, dialog and follow up methods.

KFT105-1 Generate Neighborhood Listings, Paul Tharp

In KFT105 (Part 1): agent Paul Tharp describes how he works his neighborhood to get listings. He’ll detail his neighborhood selection, timing of contacts, dialog and follow up methods. Follow his techniques and get more listings every month in 2017. In Part 2 he will discuss video email, how one listing generates another and how he stands out.

Download the support material for your meeting.

KFT105-3 Lead Management & Follow-Up, Listing Presentation, Paul Tharp

In this final segment with sales agent Paul Tharp, David finds out how Paul generates leads, manages inquiries, follows a listing process and handles commission objections.

KFT50-1 How to Get Listings Now (Part 1)

Many areas are moving through a balanced market to even a seller's market. Which means you need listings...NOW. This two part video will help. Part 1 is a "Back to the Basics" session that focuses on the prospecting skills that will create an abundance of listing leads. KFT50-2, Part 2, is more advanced and shows how to convert these prospects to appointments then convert them to listings. The outline contains links to the other videos in the library that address each topic in more depth.

RL08-2 Generating Leads, Prospecting, Marketing

Bob Wolff is one of the top agents in the U.S. and a past CRS Instructor. He shares all of his methods of building a referral business that generates more than $100 million in annual sales. Watch an interview with Bob plus client interaction. Advertising: In this session reviews his early mistakes in advertising. Now he makes all his income with very little advertising. How he develops referral business from his current customers and clients. Watch an interview with his best clients. Marketing: mail, E-mail, notes and gifts. (Cards from Lentzdesign.com) Bob sends ten hand written thank you notes ever day. He demonstrates the little things he does for his clients. Watch how quickly he responds to a client request for housing information.

KFT70-1 New Agent Converts Internet Buyers, Landon Miller, Part 1

Generating leads is one thing, converting them is another. The majority of internet leads end up purchasing through an agent so you must master the skills of converting inquiries to appointments. In this video you will hear from both the agent and his buyers on how an internet inquiry turned into a $2 million sale. We begin as the buyers describe their situation of moving to southern California and meeting our SELLebrity Landon. You'll hear how they met and how Landon was "relentless without being overbearing." The buyer discusses his surprise at the agents he met and how unprofessional they were. We continue through a showing of the first home and end with his debrief. The buyer describes his method of selecting agents, which leads him to describe how unresponsive most were. After talking to many agents, Landon was the most responsive and diligent…and that was rewarded with loyalty. This video continues in Part 2.

KFT70-2 New Agent Converts Internet Buyers, Landon Miller, Part 2

In part 2 we follow Landon through some showings as he discusses his process of working with buyers. He tries to be a friend and sells himself instead of the house. He doesn’t need the money today, so he doesn’t get greedy and push the buyers into any one property. Next is a formal interview with Landon in which he describes how they connected, how he followed up and how he discovered that other agents had been in contact with these buyers. He describes his approach to buyers; how he establishes loyalty and lays out the process.

KFT22 Managing Leads

Getting a lead is one thing, converting it is another. This seminar will focus on how to respond, qualify, secure prospect information, follow up and seek final resolution. Whether the lead comes from the internet, telephone or any other prospecting source, these skills apply. Great support materials include: -RL08 Telephone Call Log.doc, -RL01 Worksheet - Prospecting Contact Log, -MS10 Buyer Questions Part 1 and Part 2, and -KFT22 Lead Conversion Questions

Week 2 Referrals

RL08-1 Growing the Business, Referrals

Bob Wolff is one of the top agents in the U.S. and a past CRS Instructor. He shares all of his methods of building a referral business that generates more than $100 million in annual sales. Watch an interview with Bob plus client interaction. In this session he tells you how he took his business from zero to his current level. It begins with an interview with him in his car around 6:00am then proceeds to the main interview. He covers his career history, how he used open houses to develop his market, his success vision & mind set, handling failure, moving through the productions levels, professional appearance, starting over in a new market. Hear interviews with his actual clients. Final question; “Is there any one thing that had you not done, that you wouldn’t have made it this far?”

KFT99 Fanatical Prospecting: The Difficulty of It with Jeb Blount

This is the first of a four part, 14-chapter video interview with Jeb Blount, author of the book “Fanatical Prospecting” (The next parts are in RL27). At the end of this series you will have the confidence, motivation and methods to dramatically improve your prospecting. Here are the chapters covered in this video: 1. Why prospecting so difficult for people 2. How to get referrals and testimonials 3. Remind people that you’re still in business

RL27-1 Fanatical Prospecting: The Difficulty of It by Jeb Blount

This is the second of a four part, 14-chapter video interview with Jeb Blount, author of the book “Fanatical Prospecting” (The first part is in KFT99). At the end of this series you will have the confidence, motivation and methods to dramatically improve your prospecting. Here are the chapters covered in this video: 4. You have to bother them 5. Give them your reason 6. How to ask for referrals 7. Time blocking is the key and 8. Remove distractions

RL27-2 Fanatical Prospecting: Notes, Voicemail, Leads by Jeb Blount

Part three of the online interview with Jeb Blount, author of the book “Fanatical Prospecting” will address these chapters: 9. Write handwritten notes 10. Leave a voicemail 11. Generate Leads

RL27-3 Fanatical Prospecting: Social Media by Jeb Blount

In part four of the online interview with Jeb Blount, author of the book “Fanatical Prospecting” we will address these chapters: 12. Social media 13. Familiarity vs. Prospecting 14. New school old school?

RL07-S2 Living Large on Referrals

(Intermediate) Bill Barrett is a past CRS instructor and a top national speaker. For years, Bill has hosted an annual retreat with 50 of the top agents in the country. From this event he collects marketing techniques used by these top producers. In this interview Bill will help you increase your referral business. He addresses how to get started with a program, what to do at a closing, forms you can implement to gain referrals, co-op agent referrals, contact methods, contact frequency, do-not-call lists, direct mail and superstar examples.

RL01-2 Contact Management, Referrals

How to use a contact management system. How to make your database valuable and functional to generate business from your sphere of influence. Fill it up, follow up. Skill of determining who is a prospect based upon their timing and urgency. Learn how to ask time-based questions. A very important skill. How to question for motivation. Agent demonstration of calls. Interviews with agents about their prospecting challenges. Great interview with Marty Siegel on how he generates $30 million in sales from referrals. This will inspire you. The two key questions to ask to get referrals. Avoid the two wrong questions. Agent demonstrations of calling to use these questions to get referrals. Great demonstration.

KFT74-2 Multi Million Dollar Dialogs: Sphere of Influence

In part two Kathy and Heather each demonstrate their approach to calling past clients to generate business. These dialogs will help you become more confident and effective with your own past clients. Download of transcript available.

KFT35 You Make the Call

This video describes the techniques for making outgoing warm calls to your past clients and Sphere of Influence. If you're not being overwhelmed with prospecting calls coming in to you, then you must make the calls out. Download "KFT35 WORKSHEET Telephone Scripts" to help you structure your calls. *Be sure to rate and comment after watching.

Week 3a: FSBO, Expireds

KFT74-1 Multi Million Dollar Dialogs: Expired, FSBO

Kathy Koehler and her daughter Heather Bortnick are the principals of the Koehler/Bortnick team in Kansas City, KS, that sold $233 million in real estate last year. A third of it was sold by Kathy and Heather themselves, and the balance by their team of 25 agents that they built, trained and manage. This video is part of a location shoot that included a team tour, interviews, appointments, role plays and three full listing presentations. You’ll hear Kathy describe the prospecting calls she makes, then demonstrate a FSBO call and Expired listing call. Be sure to download the printed version of these role plays: “KFT74 Worksheet Role Play Transcripts.”

RL29-5 Venus Morris Griffin: FSBOs and Open Houses

Venus began her career by contacting FSBOs. She is fearless and actually enjoys the thrill of challenging herself. FSBOs are often relegated to new agents when it’s the experienced agents who should be working this source! She says FSBOs are fun and she enjoys the challenge. Open houses were part of the mix as a new agent and they still are today. She sells about one home per month during her open houses and generates prospects for others. Venus will describe her process of holding an open house, greeting the visitors and following up.

KFT68-1 For Sale By Owner: Contact and Qualify

With a shortage of inventory, you need to be as motivated as your buyers to find homes for sale. For Sale By Owners are publicly announcing their intention to sell making them a perfect source. By using methods from this video, you might just be their listing. In Part 1 you’ll hear from actual FSBOs, listen to SELLebrity Bob Horsnell make live calls and watch as he takes a quick tour of the seller’s home. NOTE: at the beginning of Bob's telephone calls he introduced himself as a real estate agent. We cut the intro to save time.

KFT68-2 For Sale By Owner: Contact and Qualify

In Part 2 watch three different scenes of our agent interviewing a For Sale by Owner. Watch as he uncovers her motivation, leads her to her frustration and presents reasons for scheduling a listing presentation

KFT69-1 Take the BO Out of FSBO, Part 1 Question Their Marketing

This is Part 1 of 2. In KFT68 you learned how to get the appointment. Now it's time to meet with the owner to question three key areas: their motivation, marketing results and challenges. Lead them to become aware of their own limitations.

KFT69-2 Take the BO Out of FSBO, Part 2 Marketing Comparison

In part 2 - As For Sale by Owners become aware of their limitations, they are more ready to hear your presentation that demonstrates your marketing edge in 8 key areas. Download and learn to use the Marketing Comparison Agent Owner worksheet.

MS05-2 Expired: Questions at First Meeting

Most important questions to ask the owner of an expired listing. How to use the Marketing Pyramid as a basis for the seller counseling discussion. Determine why the listing expired. Role play demonstration of a meeting with the seller. Watch bloopers at the end.

Week 3b: Open Houses

KFT09 Open House Techniques That Secure Buyers

UPDATED December 2016! So you don’t like doing open houses, but want more buyers? After this presentation you will view open houses more favorable and have techniques to make them work for you. You’ll see an interview with top agent Bob Wolff as he discusses his success with open houses. Learn how to select the property, schedule the open, market it to get traffic, meet the prospects and establish rapport.

RL29-5 Venus Morris Griffin: FSBOs and Open Houses

Venus began her career by contacting FSBOs. She is fearless and actually enjoys the thrill of challenging herself. FSBOs are often relegated to new agents when it’s the experienced agents who should be working this source! She says FSBOs are fun and she enjoys the challenge. Open houses were part of the mix as a new agent and they still are today. She sells about one home per month during her open houses and generates prospects for others. Venus will describe her process of holding an open house, greeting the visitors and following up.

30 Open Houses in 30 Days by Dennetta Stikkel

This was originally a webinar presented to our Administrators and Managers. We all found it so helpful and compelling that we decided to make it available to all real estate agents as well. As a first year agent she secured six transactions, two pendings and nine referrals from her month of open houses. The techniques she presents will totally change the results you get from your own open houses.

KFT92 Open House Follow Up

Your open house produced a list of prospects. Now what? In this live seminar to a group of Atlanta subscribers, David describes effective ways of reaching out to convert these leads to buyers and listings. You've already put the effort into conducting an open house, now make it pay off.

Week 4: Pre Listing

QT07: Five Pre-Listing Tips

Sellers begin making their listing decision very early in the process, not just after the presentation. So it’s important that agents establish a positive first impression before the appointment. These simple tips will make you stand out above your competition. The five steps are: 1. Send a pre-listing package, 2. Arrive early, 3. Prepare mentally, 4. Arrive on time and 5. Delay the tour of the home.

KFT31 Pre-Listing Inspections

Don't kill the chances of selling your listings due to unknown inspection issues. Getting a pre-listing inspection is one of the smartest things you can do in this market. You will learn the benefits of doing pre-listing inspections and how to persuade your sellers to do them.

RL04-S1 Powerful Pre-Listing Package Ideas

You can establish your credibility with sellers by sending a pre-listing package before you arrive for your listing appointment. These top agents share the secrets of the packages they send to their sellers.

RL19-3 Luxury Real Estate: Setting Yourself Apart, Jack Cotton

Jack Cotton describes he two-step listing process he feels is required for his high-end market. He overwhelms sellers with his competence through thorough research and following a precise process. He describes the three ways to NOT get into the luxury market. Learn his seller counseling methods that get to the why behind the why. (Version 2)

RL20-1 Listing Luxury Real Estate, Pre-Listing Process, Jack Cotton

NOTE: the support material RL20 Cotton Pre Listing Book is 8.3mb so be sure your on a faster connection before you download. In this video Jack Cotton describes how he sets himself apart and establishes credibility up front through his pre-listing process. Everything he does for his high end clients is applicable to any listing in any market or price range. He has provided his actual pre listing book in PDF for you to see.

RL08-3 Securing Listings, Pricing & Commission Objections

Bob Wolff is one of the top agents in the U.S. and a past CRS Instructor. He shares all of his methods of building a referral business that generates more than $100 million in annual sales. Watch an interview with Bob. In this session he discusses his listing process. Most of his listings are two-call presentations with some exceptions. On his first call he delays price, builds rapport, establishes credibility by being prepared with property information. Watch how he establishes his competitive difference. He sets up a later time to return for the listing presentation and CMA. He sets himself apart by conducting personal preview of the competitive homes on the market; simple, yet effective. The second call: goal to get the listing, get it at his price. Here’s how he avoids getting into price until he has some commitment to list. He presents his marketing plan. See how he uses a “house counting” home to establish value. Hear his rant on whether new agents could do what he does. Fun ranting answer! Marketing the listing, how to get MLS involvement immediately, get it staged right. He really focuses on preparing the home to sell. In the final section he discusses how he handles pricing objections and commission objections.

Week 5: Seller Interview

KFT50-2 How to Get Listings Now (Part 2)

Many areas are moving through a balanced market to even a seller's market. Which means you need listings...NOW. This two part video will help. Part 2: master the skills of converting your prospects to appointments, then converting them to qualified listings. Each section includes links to related videos that will explore the topic in depth. Watch KFT50-1, part 1, to review the methods of securing listing prospects.

KFT24 Seven Steps to Building Rapport

Rapport is the first step to a successful prospecting call, a presentation or any relationship. Learn how to consciously apply the seven basic steps of establishing that early comfort in your transactions. This video will show you how to be the person that clients seek out. A great competitive advantage!

RL25-2 Listing Presentation: Seller Questioning

Now it's time to question the seller's situation. The Seller Counseling Interview is when you establish trust and rapport...and perhaps have the sellers ready to list with you even before your formal presentation. The point of this step is to uncover their urgency and motivation.

RL03-1 Seller Counseling: Needs, Interview Skills, Motivation

You must begin with the Need in mind; Need Satisfaction Selling. NFB Selling: Need-Feature-Benefit. How to establish trust and rapport. Agent demonstrations of the first meeting of a listing presentation; opening and rapport. Key questions to ask to determine the seller’s motivation. Open vs. Closed questions. Agent demonstrations of conducting seller counseling interviews.

RL03-2 Seller Counseling: Motivations, Expectations, Readiness to List

All listing decisions are emotional so you must be able to probe beneath their reasons to their motivation. You must also determine who is a real seller now. This is the basis of EVERYTHING you will do with sellers from now on. List of Dominant Motivations. Difference between a reason and a motivation. Agent demonstrations of asking “why” based questions to get to motivation. If you want to get a listing or win a competitive listing situation, the sellers will actually tell you what to do to get their listing...if you ask the right questions. Question to learn their expectations of a real estate agent. Key questions to ask sellers. Agent demonstrations of probing seller expectations. If you know the seller’s expectation of value and price, you can structure accordingly. Agent demonstrations of asking opinion of value. Now you must test whether they’re ready to list with you. Before you present your CMA, you must know whether they’re going to hire you. This will also bring out any objections they have so you can address them.

Week 6: Listing

KFT26 Creating Unique Selling Propositions

You've heard the term "elevator speech." This seminar will help agents with no writing skills to structure powerful, targeted sales copy that will entice prospects to engage your services. You’ll be able to identify your primary customer, recognize your Unique Selling Propositions then structure USP statements that add pizzazz to your selling. You’ll use this skill to appeal to your customers, differentiate yourself from competitors and quickly explain your service to others. These USP's can be written for your web site, marketing, advertising and emails.

RL25-3 Listing Presentation: Marketing Management

In part 3 of Mastering Your Listing Presentation David will present the major steps in the Real Marketing Sequence. Learning this method will establish your credibility and provide you an organized, seller-focused track for all your presentations. Be sure to download RL04 Presentation Chart PDF and RL25 Real Marketing Listing Presentation Checklist. Market Management is the step that allows you to present your experience, sales volume, credentials and performance statistics to establish a base for you to achieve the rest of the steps.

RL25-4 Listing Presentation: Exposure

In RL25-4 we continue with the Real Marketing Sequence. Sellers need to know that real estate agents expose properties to two distinct groups: Agents and the Public. They don’t know that many of buyers come from other agents and companies. Sellers must know that you welcome the participation of your competitors in selling their home. Show your sellers know how you intend to create agent and public exposure of their home. David highlights how Kathy and Heather describe to their prospects how they will make sure their home gets the attention it deserves after listing.

RL25-5 Listing Presentation: Secure Prospects

Now it's time to secure your prospects. This is the step that separates the amateurs from the professionals. Anyone can expose a home, but not everyone converts this exposure to leads and appointments. Kathy and Heather show their sellers how they secure prospects, including answering the phone, following up on lead capture information and responding immediately to inquiries.

RL25-6 Listing Presentation: Demonstrate and Secure Agreement

In this video you'll learn how to teach the sellers the importance of having the home ready for photos and showings...a key skill. This is when you describe your showing procedures and methods for providing feedback. You also present your skills as a negotiator that helps them get the highest price for their home. These ladies are not shy about promoting their skill! (Neither should you.)

Week 7: Pricing

KFT06 Separate Pricing from Listing

UPDATED (October 2016): Too many agents lead with price on a listing presentation. If you lead with price, you’ll lose with price. You must separate these discussions by presenting marketing first and saving price until last. No, the sellers don’t want it this way, but after this session, you’ll be able to use this method. See a sample presentation of five key pricing charts from The Pricing Illustrator† to begin every listing or pricing presentation.

RL15-1 The Pricing Showdown, Seller Situation

In today's market there is a wide disparity between sellers' expectations of value and the current reality. Confronting a seller with this requires preparation, empathy and finesse. In part 1 of this video, you'll hear the behind-the-scenes expectations of the seller and top agent Jeff Scislow. Listen to the seller pre-interview to learn their motivations, then in the next videos, watch Jeff uncovers these same concerns. NOTE: In March 2015 I met with Jeff. He didn't get this listing during this video and the sellers listed four or five more times at higher prices. Now, years later Jeff got the listing again and sold it in a week for $50,000 less than what he quoted on this listing. The sellers, by now, were actually happy to have it sold.

RL15-2 The Pricing Showdown, Motivation and Opinion of Value

In part 2 you will see top agent Jeff Scislow greet the sellers, build rapport, delay the discussion of price and uncover their motivations. Before Jeff addresses price, he wants to be sure he understands their situation and motivation. If you watched Part 1, then you already know the sellers' situation so now you can watch Jeff discover their issues. At the 6:40 time in the video, he begins "The Showdown" when Jeff's opinion of value meets their expectation.

KFT74-3 Multi Million Dollar Dialogs: Pricing, Commission

In part three Kathy Koehler demonstrates using role play her approach to getting a price reduction on a current listing. Heather Bortnick then demonstrates her response to a commission objection on a listing presentation. Download of transcript available.

RL21-1 Luxury Home Pricing, Jack Cotton, Part 1

This concludes the series of videos featuring top luxury market agent, Jack Cotton. He is an icon in the Cape Cod, MA market. He is first featured in Real Estate LIVE! 19. In this part one, Jack describes how he presents his 7-Step pricing process to sellers. This process includes how he measures online reaction for the first 14 days to check for early indications of overpricing. By having a clearly defined process, Jack is able to establish market value as well as manage the seller’s expectations of his sellers. In addition, He describes the difference in doing a CMA for high end property and how he assembles market statistics to use in establishing value.

RL21-2 Luxury Home Pricing, Jack Cotton, Part 2

This concludes the series of videos featuring top luxury market agent, Jack Cotton. He is an icon in the Cape Cod, MA market. He is first featured in Real Estate LIVE! 19. Part 2 begins with Jack presenting a small slice of his pricing presentation to a real seller. (The full listing presentation may be seen in RL20.) We return to our interview with Jack in his office as he discusses his “pricing art” method.

Week 8: Closing

KFT40-1 Ask for the Order, Part 1

In part 1 I address closing mistakes, closing psychology and how to structure your closing questions. All too often we lose a prospects, sales or listings by not getting a decision. After all the time you've invested and the steps you've taken...it's the final act of getting an answer that separates low producers from high producers. In this video you'll gain the confidence and techniques to get decisions. Your new theme will be: "No more maybes."

KFT40-2 Ask for the Order, Part 2

In part 2 I’ll provide some sample closes and advanced closing concepts. All too often we lose a prospects, sales or listings by not getting a decision. After all the time you've invested and the steps you've taken...it's the final act of getting an answer that separates low producers from high producers. In this video you'll gain the confidence and techniques to get decisions. Your new theme will be: "No more maybes." These methods will either move your prospects toward agreement or allow you to Let Go of the non-prospects.

RL25-7 Listing Presentation: Close and Commission

Watch and learn how Kathy and Heather ask for the order and deal with commission. Practice your trial closes, direct closes and closed questions to get decisions from your sellers. Watch how Heather just confidently brings up the commission then sells her value. Watch this more than once!

RL25-8 Listing Presentation: Documents and Preparation

The job isn't finished until the paperwork is done. In the final video you see them present the listing contract, agency, representation and much more up to the final signing. This might be more interesting to a new agent than one who's gone through this many times.

Week 9: Objections

RL10-1 Objections: Anticipate, The PAID Method, Pause

Instead of jumping to an answer to an objection, follow a process first. First, anticipate and prepare for objections. Most objections in real estate are known so you should never be surprised. Divulge weakness early and bring up the objection first. The P.A.I.D. process: Pause, Acknowledge, Isolate and Discover. Pause, the most important first step. Avoid the push-back response and let the customer deal with it first. Agent demonstrations of pausing after all of his buyer’s objections. Finally they start answering their own concerns! This is great.

RL10-2 Objections: Acknowledge, Isolate, Discover

Before, or after the pause, you must let the customer know that you were listening and that you’re considering their concern; acknowledge. Then question the objection to understand the real issue. Agent demonstrations of these skills. Now you must isolate the objection to see if there are any more and determine what is the real issue. Be sure you uncover all the concerns before you even think about answering. Seinfeld example: gets blood out of your clothing. Sample questions for isolating the objection. Agent demonstrations of the PAID process. Great pause by Tammy Fadler! Discover; the process of questioning their position and probing for the basis of their objection. Help the customer resolve their own issues. Example of isolating the objections on an offer presentation. Example of the game “Password” as a way of getting your customers to answer their own concern. Agent demonstrations of the Discover technique.

RL10-3 Objections: Attitudes of Resistance, Answering Objections

Three attitudes of resistance: Objection, Doubt and Indifference. How to respond differently to each. The purpose of Discovery is to determine their attitude so when you proceed to the Answer step, you’ll respond properly. Answering objections. Even when you do have to answer, phrase it as a question and ask them to resolve the issue first. Lead them to the answer. Techniques for creating specific answers. Reduce it to difference in time or money rather than addressing the entire amount. Agent demonstrations of answering objections. Final exercise that really makes the point that you almost never have to answer an objection; “What didn’t you like about the last home you bought?”

RL10-S4 REALcoach: Overcoming Objections, James Robinson, Part 2

David demonstrates the P.A.I.D technique of overcoming objections through a coaching role play with a real estate agent. You will really see how to master a technique.

KFT76 Close for the Listing

Watch the Koehler/Bortnick team in three different real-life listing presentations. Listen how they use trial, assumptive and direct closes, then use these methods on your next appointment. Guess which of the last two listing presentations signed the contract and write your thoughts in the comment section.

Week 10: Commission

MS08-3 Commission Objections

Commission objections are the most difficult of all real estate situations. In this session you will learn how to apply the process and provide specific answers. Absolute vs. comparative commission objections. “Negotiability” of commissions...doesn’t mean you have to cut. When you cut your fee, you do not make it up in volume; mathematical exercise. Fairness in charging your fee. Value Added selling: overwhelm your sellers with service, value and competence. Position of strength and pride in your value. Must be willing to walk away. Role play demonstration of closing the seller and being hit with a commission objection, then going on to sell value. Comparative objections; when your competitor charges less. Convert the commission objection to a net equity objection. One of the best role play demonstrations on using the pause on a commission objection. Post-listing commissionectomy; when they bring up the objection at the offer presentation. Story: “Knowing where to tap.”

KFT53 Quantify Difference and Keep Your Commission

Value Added Secrets of a Luxury Market Agent: This video features Jack Cotton from Cape Cod, MA., author of "Selling Luxury Homes." In this interview, Jack describes his process of leading his sellers to recognize the value of his services in a very unique way. He contrasts this value to the reduction in commission requested by his sellers. He also demonstrates the ultimate "Let Go" philosophy.

LS03-1 Value Added Selling, Avoid the Commissionectomy: Compete on Value not Price

This is our third Live Seminar Series release and is available in High Definition (HD) if you have enough bandwidth. This is the first time this seminar has been made available on video, ever. In this part 1, you'll recognize the difference between competing on price and competing on value. One of the most difficult challenges you face is being asked to cut your commission. Now you will have the strength to stand on principle. In addition to the outline, LS03 Outline Value Added Commission, you'll find some other great support materials: LS03 CHECKLIST Little Things Make Add Big Value and LS03 WORKSHEET Commission Scripts. The Worksheet will provide you soma actual dialogs to use with commission objections.

LS03-5 Value Added Selling, Avoid the Commissionectomy: Dialog and Net

In the last part of this live seminar series, David presents effective dialog to overcome objections and presents a compelling way to illustrate your net from any commission.

KFT04 No Difference? No Deference

This is a new version of a popular Knox First Tuesday video. Learn how to overcome commission objections by having and presenting a point of difference. Will people spend more money for more value? Yes. You must deliver value. Don’t let price be your only difference. Avoid being a commodity, instead, sell difference. There are eight categories of differences in a listing presentation. Learn ways to add value to your clients to minimize the request for a commission cut.

KFT02 Questions That Turn Prospects into Clients

The most important skill of selling is ASKing, not talking. In this updated version of our popular Knox First Tuesday video, you will learn the specific questions that determine which prospect is most likely to be a customer or client. Hear messages and methods for contacting your sphere of influence, avoid the two key mistakes when asking for referrals and replace them with the two key questions.

Building a Team

KFT111 Get Motivated, Get Help

If you’re ready to take your business to the next level, then you’ll need the desire to do so and some help getting there. This video was inspired by hearing how Venus Morris Griffin took her business from $20,000 in commission income to more than $1 million. She had the force of her will driving her and her team helping her. This video will help you get in touch with your “why” then begin a plan for hiring the first person on your team.

RL30-1 Building Your Team: The People

Venus Morris Griffin was featured in our six-part video Real Estate LIVE!® 29 in which she described her journey from a difficult life situation to becoming a top agent in her market. In this video you’ll learn how she got help by hiring assistants and building a team.

Although one of her members is licensed, Venus is the only one listing, selling and producing revenue. You will meet all the members of her team and learn their roles. This will help you make your hiring selections.

RL30-2 Building Your Team: The Process

Having a team allows Venus to focus on listing and selling by delegating other tasks to her employees. It improves her productivity and most importantly, her customer service. In this video you’ll hear their process from an incoming lead to closing the transaction. This will help you establish your own internal systems.

KFT75-1 Multi Million Dollar Team: From Agent to Team, Kathy Koehler

In this video Kathy Koehler describes how she built a team and details those first steps. Learn how she manages and trains her team of agents then conducts periodic reviews. In the final segment you will hear her team members describe their roles.

KFT75-2 Multi Million Dollar Team: Starting a Team, Kathy Koehler & Heather Bortnick

Kathy Koehler and Heather Bortnick discuss starting their team, defining the resources and specific systems to manage agents and staff. (v2)

KFT75-3 Multi Million Dollar Team: Meet the Team

In the final segment you will be introduced to the Koehler/Bortnick team. Find out what roles each team member plays as part of this very successful real estate business.

RL23-1 Koehler Bortnick Interview: Building the Team

This is part one of our extended in-depth interview with the multimillion dollar producing team of Kathy Koehler and Heather Bortnick. Learn how they grew their business to be one of most successful operations in the Midwest. Their methods will help you improve your success in real estate.

RL08-5 Managing the Business, Systems, Staff, Goals

Bob Wolff is one of the top agents in the U.S. and a past CRS Instructor. He shares all of his methods of building a referral business that generates more than $100 million in annual sales. Watch interviews with Bob and his team. This session focuses on how to manage the business, team members and administration. Staff: He discusses how he hires staff, his systems and why he wishes he'd hired earlier than he did. Watch how he organizes his time, contacts and phone calls. He discusses his goals and how he motivates himself. Watch a short sequence of him flying his own plane down the CA coast for lunch. He discusses his challenges and the worst part of the job then answers the question, "Do I have balance in my life?"

RL05-1 Time to Get Help, The First Hire

Are you overwhelmed? Your business will grow until you need help. The question is, do you wait until you grow to get help, or do you get help so you CAN grow! This video covers those question. You will learn how and when to get help and how to build a team. You will hear agent interviews with five different top agents across the country. Whether you hire one person or ten, you will gain from this topic. Even if you employ no one, you can use these methods to establish a virtual team. The only way you can get highest and best use of your time is to delegate low producing activities to others. Learn how to make that leap to your first hire. Who should it be and what should they do?

RL05-2 Building a Team, Managing and Leading

Hear how our SELLebrity agents grew their teams. How did those employees help grow their business. They will discuss hiring considerations using the DISC® system. See a chart of all the things that that need to be done and who should do them. Watch interviews and interactions with the agents and their team members. Learn how to management skills to lead and develop your team. How to define their roles and conduct meetings to keep everyone happy and motivated.

RL05-3 Systems, Administration

A system is a series of repeatable behavior to create predictable results and better customer service. Two types of systems, non-technology and technology based. Agent and team member interviews about how they use their systems; contact management, lead generation, customer management, transaction management. Administration; how to manage time, compensation, payroll, accounting, etc.

RL05-S1 Howard Brinton interview Take Business to Next Level

Howard Brinton is the founder of STARpower systems. For more than 20 years he has interviewed some of the highest producing real estate agents in the country to build a base of knowledge to help you succeed. In this first of a two-part interview, he shares his views on how to grow your business by delegating tasks to others so you can focus on dollar productive activity.

RL05-S2 Take Your Business to the Next Level, Howard Brinton

Howard Brinton is the founder of STARpower systems. For more than 20 years he has interviewed some of the highest producing real estate agents in the country to build a base of knowledge to help you succeed. This is Part 2 of David's interview with Howard. Topics include: how husbands and wives can work together, common mistakes with forming teams, giving titles to members, compensation, systems vs. people, and prepared packages for clients.

RL05-S4 Extended DISC®

If you've ever heard someone described to as a "High D" or a "Low S," they may be referring to the behavioral descriptions from the four behavioral types in the Extended DISC® system. Use the information to identify differences in your clients and plan strategies to interact more effectively with them. Markku Kauppinen is an employee and expert with Extended DISC North America Inc.

RL05-S3 First-Hire by Bob Corcoran

Has your business exceeded your time available? Are you wondering how to get help? This video could help. Bob Corcoran is founder and president of Corcoran Consulting & Coaching. He specializes in performance coaching and the implementation of sound business systems into the agent’s existing practice. Bob has worked with hundreds of top agents worldwide in developing and implementing customized, money-saving business systems. In this segment Bob will address your business mission, job descriptions, interview questions, finding candidates and how to bring them on board. Be sure to check out these great support materials!

Prospecting

Getting started

MS01-1 Introduction to Prospecting

Shows agents how to master the very fundamental skill of contacting prospects determining who is ready, willing and able to buy NOW. Introduction to the characters who will be the buyers and sellers in the role play demonstrations. Being Good vs. being There. The majority of time in this business is the act of prospecting. Overview of coming topics: Active vs. Passive sources, the importance of being systematic and role play demonstrations.

RL29-1 Venus Morris Griffin: Life Changing Start

Eight years ago Venus was left alone as a single parent with six children, $200,000 in debt, no financial backing and only a part-time real estate income. She faced her fear, overcame adversity, committed to making real estate a “real job” and produced a six-figure income that year.

She rose from despair to hope, kept her spirits up and became a top agent generating $1 million in gross commission income. This is the first chapter of her story.

RL29-2 Venus Morris Griffin: Transition Mindset and Actions

Hopefully you were inspired by Venus’s story in RL29-1. In this video you’ll hear how she made the transition from $20,000 in part-time income to more than $1 million in GCI. She will describe her mindset, prospecting methods and listing philosophy.

RL26-1 New, Young and Hungry with Lawrence Wong

This is part one of Brooklyn's Big Deal. Meet Lawrence Wong, one of Brooklyn's rising real estate agents. Find out how Lawrence got his start and what fuels his success.

KFT102 Who's THAT on Your Card?

When it comes to image and branding, your photo and business card are key touch points. If people don’t recognize you from your photo, it’s time to change. This video will help you evaluate the quality of your photo and business card, plan an update for both then have consistency across all of your media.

KFT17 Answer the $%^& Phone!

JUST UPDATED! One of the reasons marketing might not be paying off for you is because no one seems to answer the $%^& phone! You get prospects to call, then you ignore them as they get thrown into the hostile environment of your automated voicemail systems. Learn the importance of responsiveness and what questions to ask to convert a caller into a prospect. Use these skills on telephone callers and email inquiries. You have two goals when responding to inquiries: Determine Motivation and Get an Appointment.

KFT100 Productive, Profitable and Professional

In celebration of the previous 99 KFTs, this video reviews a few of the topics that stand the test of time and are relevant for today’s market. The video reviews questions that turn prospects into clients, selling value, answering the phone, personal values, negotiation, financial business planning, closing for the listing and prospecting.

KFT101-1 How to Get Restarted (Part One)

Is it time for a restart? It is for real estate agent Brittney Shull. Whether you’re new to the business or returning after a break, David's interview with Brittney will inspire you to find your path to effortless prospecting. In part one, Brittney describes how she restarted her business. Hear how her initial reluctance with Facebook turned into positive results and find out how she sets up (and follows-up) open houses.

KFT99 Fanatical Prospecting: The Difficulty of It with Jeb Blount

This is the first of a four part, 14-chapter video interview with Jeb Blount, author of the book “Fanatical Prospecting” (The next parts are in RL27). At the end of this series you will have the confidence, motivation and methods to dramatically improve your prospecting. Here are the chapters covered in this video: 1. Why prospecting so difficult for people 2. How to get referrals and testimonials 3. Remind people that you’re still in business

KFT101-2 How to Get Restarted (Part Two)

In part two of David's interview with Brittney Shull find out how she engages her sphere of influence.

QT41 Time Blocking Discipline

Marcus Necessary was on a top agent panel at his national company convention. He stated that he really didn't do anything special to achieve his success. Upon further questioning we discover that perhaps it isn't a special technique but it is a special discipline of scheduling time blocks to perform prospecting activities.

KFT36 Cold Calls, Bold Calls

This video will focus on the scripts and techniques to make outgoing prospecting calls to people you don't know. You'll hear techniques for contacting your farm, FSBOs, expireds and inquiry follow-ups.

RL26-2 Cold Calling Consistency with Lawrence Wong

In part two of Brooklyn's Big Deal, learn how cold calling helped Lawrence Wong create the foundation for a successful real estate career. Hear real calls with prospects.

KFT35 You Make the Call

This video describes the techniques for making outgoing warm calls to your past clients and Sphere of Influence. If you're not being overwhelmed with prospecting calls coming in to you, then you must make the calls out. Download "KFT35 WORKSHEET Telephone Scripts" to help you structure your calls. *Be sure to rate and comment after watching.

RL01-S1 New Agents: Getting Started with Prospecting

This video is for new agents only. David presents ways to overcome fear of prospecting, prospect actively, manage rejection, convert income to activity and create self-training through Model, Practice & Feedback. Hear interviews with brand new agents still in their license course.

QT29 Hand Out Business Cards with Mike Bowman

Business cards are still an important touch point for prospecting. This video will encourage you to hand them out to everyone everywhere. (KFT102 will help you design a card that you’ll want to hand out!)

Questions & conversion

MS01-2 Questioning Skills

Have you ever not known what to say? Fear of prospecting goes away when you realize that it’s not what you Say, but what you ASK. Story of purchasing a wide angle lens and the importance of asking questions before presenting benefits. Being serious, attached to the outcome, minimizes success. Have you ever not wanted the listing? Ever tried to get to your vacation? What happens? Two types of questions: open and closed. Role play demonstration of questioning. When to use each type. Reflexive questions to keep conversation going.

QT43 How They Convert Leads

Five top producers present their ideas on how they convert leads. They meet in a mastermind group throughout the year, and we assembled them together for a couple of group Quick Tips. This video focuses on how they generate listings in a low inventory market. You'll hear from David Brenton, Indianapolis; Rob Levy, Portland; Sam Miller, Knox County, OH; Mike Parker, Florence, KY; and Rob Zwemmer, Palm Desert, CA.

In addition, see QT42 on how they generate business in a low inventory market.

KFT110 Building Familiarity vs. Direct Prospecting

(Recorded during a live seminar) If you find yourself working hard, doing the right things, yet not generating the leads and conversion you want, then you might be building familiarity instead of prospecting directly. That means being face-to-face or phone-to-phone then asking the right questions to determine if they’ll be a prospect today. What are you doing?

 

QT12: Mispronounced, Misused

There is a word in our industry that is mispronounced more than any other. If you are one of those abusing it, then maybe it's time to see a doc-a-tor! For logo rules go here: http://www.realtor.org/logos-and-trademark-rules/the-realtor-logo To take the Quiz to here: https://www.nar.realtor/rmoquiz2.nsf/trademark?openform

KFT113-2 How Top Producers use Technology to Generate Leads

In part one they described their technology. In this Part 2 you will learn how this mastermind group of top producers uses technology specifically for lead generation and follow-up.

MS01-3 Who is Ready, Willing & Able

Philosophy of selling: instead of forcing people to act, find those who are already acting. Deepak Choprah philosophy: Let Go of the outcome. Key skill of DISqualifying. The Three Critical Questions to ask buyers. Story of Mom working with real estate agents on Marco Island. Role play demonstration of asking key questions. What other questions to ask prospects. Probability Ranking of prospects. How to prioritize them by motivation. Probe for motivation. All purchases are to satisfy motivation. Exercise of asking audience who has purchased something unemotionally. Emotion comes from running out. How to probe for motivation by asking why-based questions. Reasons vs. Emotions. Role play demonstration of asking “why.”

KFT17 Answer the $%^& Phone!

JUST UPDATED! One of the reasons marketing might not be paying off for you is because no one seems to answer the $%^& phone! You get prospects to call, then you ignore them as they get thrown into the hostile environment of your automated voicemail systems. Learn the importance of responsiveness and what questions to ask to convert a caller into a prospect. Use these skills on telephone callers and email inquiries. You have two goals when responding to inquiries: Determine Motivation and Get an Appointment.

KFT35 You Make the Call

This video describes the techniques for making outgoing warm calls to your past clients and Sphere of Influence. If you're not being overwhelmed with prospecting calls coming in to you, then you must make the calls out. Download "KFT35 WORKSHEET Telephone Scripts" to help you structure your calls. *Be sure to rate and comment after watching.

KFT36 Cold Calls, Bold Calls

This video will focus on the scripts and techniques to make outgoing prospecting calls to people you don't know. You'll hear techniques for contacting your farm, FSBOs, expireds and inquiry follow-ups.

KFT22 Managing Leads

Getting a lead is one thing, converting it is another. This seminar will focus on how to respond, qualify, secure prospect information, follow up and seek final resolution. Whether the lead comes from the internet, telephone or any other prospecting source, these skills apply. Great support materials include: -RL08 Telephone Call Log.doc, -RL01 Worksheet - Prospecting Contact Log, -MS10 Buyer Questions Part 1 and Part 2, and -KFT22 Lead Conversion Questions

MS02-1 Convert Sign and Ad Calls

Telephone technique is a critical weakness in real estate. Cost to create a prospect call. What is the purpose of telephone technique? Prospects don’t usually buy the home on which they called. Must qualify and convert. Sign calls vs. ad calls. Determine their motivation. How to get their name. Qualify, don’t sell. Secure an appointment by presenting the benefits of working with an agent. Role play demonstration of incoming and outgoing telephone calls. *Note: the Do-Not-Call registry was not in existence at the time of this taping. You must act in accordance with it now.

KFT30-1 Generational Marketing Part 1

There are four distinct generations in the marketplace that each have their own communication style and marketing preferences. Your job is to have an awareness of the generations and figure out a marketing strategy aroun them. Part 1, of 2, in Generational Marketing covers the Forgotten/Silent Generation as well as Baby Boomers.

KFT30-2 Generational Marketing Part 2

Generational Marketing Part 2. of 2, focuses on the characteristics and interaction skills when dealing with the final two of the four generations in today's marketplace: Generation X and Generation Y.

Referrals

QT32 Retirement Communities with Tami Ellis, SRES®

As a Seniors Real Estate Specialists®, Tami will help you make contact with retirement communities and learn their special requirements.

QT15: Sphere of Influence Calls - Ellen Hill

Successful real estate agent Ellen Hill is new but has become one of the most productive agents in her area. Ellen shows us how she successfully engages contacts within her Sphere of Influence.

RL29-3 Venus Morris Griffin: Marketing & Branding

Much of this video is more appropriate to experienced agents wanting to take their business to the next level, perhaps from $200,000 GCI to $500,000 or more. Ven us describes her outdoor advertising, TV commercials, copyrighted slogan, marketing budget, photos, image and attitude. She reinforces that there is no easy way; you must do the hard work. She also separates marketing from direct prospecting. See more on this in KFT110 Familiarity vs. Direct Prospecting.

RL29-4 Venus Morris Griffin: Generating Sphere of Influence Leads

70% of Venus's business comes from her Sphere of Influence: 40% is repeat business and 30% is being referred to her as new clients. She describes how she stays top of mind, contacts her database, secures referrals and thanks them for their business. She demonstrates her method by role playing with David. She also describes her client follow up and social media presence.

QT31 Sphere of Influence Advocates with Steve Goff

If you don’t want to make hundreds of calls every day, consider targeting key people who can help you grow your business.

RL01-1 Be There, Sources, Follow Up, Systematic

Four ways to increase income. Being good gives you the right to be in the business, being There is how you get paid. Agent demonstration of anniversary call to a past client, post interview. Avoid avoidance. Person on the street interviews about their real estate agents. This makes a point. The importance and ways to follow up. Discipline to stay on task using daily plans, systems, Activity vs. Income relationship. Comfort zones. How to use a prospecting call log.

RL01-2 Contact Management, Referrals

How to use a contact management system. How to make your database valuable and functional to generate business from your sphere of influence. Fill it up, follow up. Skill of determining who is a prospect based upon their timing and urgency. Learn how to ask time-based questions. A very important skill. How to question for motivation. Agent demonstration of calls. Interviews with agents about their prospecting challenges. Great interview with Marty Siegel on how he generates $30 million in sales from referrals. This will inspire you. The two key questions to ask to get referrals. Avoid the two wrong questions. Agent demonstrations of calling to use these questions to get referrals. Great demonstration.

KFT02 Questions That Turn Prospects into Clients

The most important skill of selling is ASKing, not talking. In this updated version of our popular Knox First Tuesday video, you will learn the specific questions that determine which prospect is most likely to be a customer or client. Hear messages and methods for contacting your sphere of influence, avoid the two key mistakes when asking for referrals and replace them with the two key questions.

MS02-2 Establish a Referral System

Number one source of business friends. 67% of business from a referral system. Benefit of referrals. Three elements of a system: names, database, dialog. Prospecting to your A, B, C prospects. New agents need to get their introductory letter out. Leveraged referral; getting someone to call on your behalf. Examples of client appreciation events. How to ask for a referral. Two key mistakes vs. the proper way. Role play demonstration of asking the wrong way. Using “NEXT” in your questioning. Role play demonstration of the proper way to ask for a referral. Using hand written notes.

RL07-S2 Living Large on Referrals

(Intermediate) Bill Barrett is a past CRS instructor and a top national speaker. For years, Bill has hosted an annual retreat with 50 of the top agents in the country. From this event he collects marketing techniques used by these top producers. In this interview Bill will help you increase your referral business. He addresses how to get started with a program, what to do at a closing, forms you can implement to gain referrals, co-op agent referrals, contact methods, contact frequency, do-not-call lists, direct mail and superstar examples.

RL08-1 Growing the Business, Referrals

Bob Wolff is one of the top agents in the U.S. and a past CRS Instructor. He shares all of his methods of building a referral business that generates more than $100 million in annual sales. Watch an interview with Bob plus client interaction. In this session he tells you how he took his business from zero to his current level. It begins with an interview with him in his car around 6:00am then proceeds to the main interview. He covers his career history, how he used open houses to develop his market, his success vision & mind set, handling failure, moving through the productions levels, professional appearance, starting over in a new market. Hear interviews with his actual clients. Final question; “Is there any one thing that had you not done, that you wouldn’t have made it this far?”

RL01-S3 Trees for Toys - Marty Siegel

Support Feature: Successful real estate agent Marty Siegel talks to David about how he developed a very popular community oriented holiday event.

RL19-7 Luxury Real Estate, Events & Dialog, Jack Cotton

Jack Cotton will discuss how by-invitation open houses and other events allow him to expand his sphere of influence. By partnering with other service providers to the high-ing market you can add their contacts to yours. He will describe the simple dialogs he uses to find prospects and create referrals.

Open House

MS03-1 Open House: Create Traffic, Preparation

Importance of open houses. Bob Wolff used open houses when moving from Ft. Collins to Dana Point. Why hold open houses? Sell the home or create a prospect? Selling the owner on open houses. How to avoid the “Day the Earth Stood Still” syndrome. Create traffic by contacting prospects, buyers, friends and neighbors. How to prepare for an open house. Information on other available properties. Prepare the home.

KFT87 Target Marketing

This video will give you the competitive edge on not only getting the listing, but getting sold once on the market. As the listing agent, you’re responsible for getting it sold, which means knowing who the most likely buyer is.

QT18 Safety Tips with Terri Murphy - Showings/Open Houses

In QT16-19 my good friend and professional speaker Terri Murphy will present her tips on real estate agent safety. This presentation is about showing and open-house safety.

30 Open Houses in 30 Days by Dennetta Stikkel

This was originally a webinar presented to our Administrators and Managers. We all found it so helpful and compelling that we decided to make it available to all real estate agents as well. As a first year agent she secured six transactions, two pendings and nine referrals from her month of open houses. The techniques she presents will totally change the results you get from your own open houses.

KFT92 Open House Follow Up

Your open house produced a list of prospects. Now what? In this live seminar to a group of Atlanta subscribers, David describes effective ways of reaching out to convert these leads to buyers and listings. You've already put the effort into conducting an open house, now make it pay off.

KFT48-3 Inside an Open House with Mike McAnally

In KFT43-3 we follow experienced agent Mike McAnally at an open house. Mike talks about how he establishes rapport, what techniques work for him and how open houses generate more income.

KFT48-2 Open Houses Launch New Agent's Career (Part 2)

This is part 2 of David's interview with new agent John Bomgardner about his successful approach to open houses and how they have helped create opportunities for future business. This segment focuses on rapport. NOTE: John became David's real estate agent as a result of his open house.

KFT48-1 Open Houses Launch New Agent's Career (Part 1)

Open houses can be the key for launching and maintaining a successful career in real estate. David interviews new agent John Bomgardner about his approach to open houses and how they have helped create opportunities for future business. This two part interview will help agents at any experience level prepare the open house, build rapport and convert visitors to transactions. NOTE: John became David's real estate agent as a result of his open house.

MS03-2 Open House: Rapport, Debrief, Appointment

Avoid the retail dance: “May I help you..No just looking.” Greet and let go. Role play demonstration of meeting the prospects at the door. Give them a reason to return and talk to you. Debrief and determine their motivation. Probe to determine their situation. Role demonstrate of qualifying prospects. See the follow up probing questions that follow the initial question. How to ask for an appointment. Probe for discontent, present benefits of meeting then ask for a time to meet. Role play demonstration of asking for appointment. Bloopers at the end.

RL29-5 Venus Morris Griffin: FSBOs and Open Houses

Venus began her career by contacting FSBOs. She is fearless and actually enjoys the thrill of challenging herself. FSBOs are often relegated to new agents when it’s the experienced agents who should be working this source! She says FSBOs are fun and she enjoys the challenge. Open houses were part of the mix as a new agent and they still are today. She sells about one home per month during her open houses and generates prospects for others. Venus will describe her process of holding an open house, greeting the visitors and following up.

For Sale By Owner

MS04-1 FSBO: Things Not to Do, Making Contact

One of the best sources of business. The skills you learn working FSBOs will apply to all of your business. If you can do FSBOs, you can do anything! Great source for immediate listings. FSBO stats from NAR: after 4 weeks, 80% will need to list. Three things NOT to do. How to make the first contact. What to say, what to hand out. The key is to be There. Role play demonstrations of FSBO first calls in person and on the telephone.

RL29-5 Venus Morris Griffin: FSBOs and Open Houses

Venus began her career by contacting FSBOs. She is fearless and actually enjoys the thrill of challenging herself. FSBOs are often relegated to new agents when it’s the experienced agents who should be working this source! She says FSBOs are fun and she enjoys the challenge. Open houses were part of the mix as a new agent and they still are today. She sells about one home per month during her open houses and generates prospects for others. Venus will describe her process of holding an open house, greeting the visitors and following up.

MS04-2 FSBO: Follow up, Qualifying, Listing

What questions to ask FSBOs to lead them to the belief they need an agent. How and when to follow up on a FSBO. Waiting for them to achieve their moment of discontent. Role play demonstration of follow up calls and visits. Determine seller situation and motivation. Key questions to ask. More demonstrations of follow up calls and visits. Demonstration of first in-home seller qualifying interview. Very powerful demonstration of all the key skills. FSBO listing presentation role play demonstration. Contrast the difference between what an owner can do and what an agent does. Even if you never list a FSBO, the act of pursuing them will make you better.

KFT68-1 For Sale By Owner: Contact and Qualify

With a shortage of inventory, you need to be as motivated as your buyers to find homes for sale. For Sale By Owners are publicly announcing their intention to sell making them a perfect source. By using methods from this video, you might just be their listing. In Part 1 you’ll hear from actual FSBOs, listen to SELLebrity Bob Horsnell make live calls and watch as he takes a quick tour of the seller’s home. NOTE: at the beginning of Bob's telephone calls he introduced himself as a real estate agent. We cut the intro to save time.

KFT68-2 For Sale By Owner: Contact and Qualify

In Part 2 watch three different scenes of our agent interviewing a For Sale by Owner. Watch as he uncovers her motivation, leads her to her frustration and presents reasons for scheduling a listing presentation

KFT74-1 Multi Million Dollar Dialogs: Expired, FSBO

Kathy Koehler and her daughter Heather Bortnick are the principals of the Koehler/Bortnick team in Kansas City, KS, that sold $233 million in real estate last year. A third of it was sold by Kathy and Heather themselves, and the balance by their team of 25 agents that they built, trained and manage. This video is part of a location shoot that included a team tour, interviews, appointments, role plays and three full listing presentations. You’ll hear Kathy describe the prospecting calls she makes, then demonstrate a FSBO call and Expired listing call. Be sure to download the printed version of these role plays: “KFT74 Worksheet Role Play Transcripts.”

KFT02 Questions That Turn Prospects into Clients

The most important skill of selling is ASKing, not talking. In this updated version of our popular Knox First Tuesday video, you will learn the specific questions that determine which prospect is most likely to be a customer or client. Hear messages and methods for contacting your sphere of influence, avoid the two key mistakes when asking for referrals and replace them with the two key questions.

KFT68-S1 "Selling By Owner" Consumer Video Preview

This is a clip of our NEW consumer video DVD “Selling by Owner”  version 3. It demonstrates to FSBOs the challenges of selling their own home and gently encourages them to consider an agent. They're more likely to be persuaded by an objective, third party. Topics addressed are: Seller's Objectives, Seller's Challenges, Marketing, Pricing your home, Target Marketing, Expose your home to the market, Preparing the Home for Showings, Selling and dealing with buyers, Closing of Escrow and Processing. To check out the online delivery service, go to: www.RealEstateConsumerVideos.com

KFT69-1 Take the BO Out of FSBO, Part 1 Question Their Marketing

This is Part 1 of 2. In KFT68 you learned how to get the appointment. Now it's time to meet with the owner to question three key areas: their motivation, marketing results and challenges. Lead them to become aware of their own limitations.

KFT69-2 Take the BO Out of FSBO, Part 2 Marketing Comparison

In part 2 - As For Sale by Owners become aware of their limitations, they are more ready to hear your presentation that demonstrates your marketing edge in 8 key areas. Download and learn to use the Marketing Comparison Agent Owner worksheet.

Expired Listings

MS05-1 Expired: Understand and Contact Expireds

Difference between Expireds and FSBOs. Follow your MLS and/or Board rules when contacting them. Key questions to ask. Role play demonstration of contacting Expireds. Three reasons why listings expire.

KFT96 Expired Listing Marketing Analysis

Why don't you want to work expired listings? Did you know that more than 20% of listings may expire? That's a great source of income. You already know they want to move, now it's your turn to show them how you can get it done. There are three main reasons why listings expire: Marketing, Condition and Price. I’ll lead you through a marketing pyramid that shows sellers the reason for their expired listing and how to compare previous marketing attempts to yours.

QT28 Secured $9 million expired Listing with Jeffrey Arron

Jeffrey describes how he prospected an expired that lead to two listings from one client including a $9 million property.

QT33 Expired Listing Seller Video with Bill Inman

Bill Inman describes a very clever way to differentiate yourself when working with expired listings. Here's the answer to "How does Bill get their email?" Bill subscribes to Landline.com that delivers expired leads to him. It contains telephone numbers and the majority are cell phones. He records the video on his iPhone then shares it with the the owner.

MS05-2 Expired: Questions at First Meeting

Most important questions to ask the owner of an expired listing. How to use the Marketing Pyramid as a basis for the seller counseling discussion. Determine why the listing expired. Role play demonstration of a meeting with the seller. Watch bloopers at the end.

RL07s David Counsels a Seller

This video outtake captures David talking to a FSBO/expired seller about why she is not getting offers on her home.

KFT36 Cold Calls, Bold Calls

This video will focus on the scripts and techniques to make outgoing prospecting calls to people you don't know. You'll hear techniques for contacting your farm, FSBOs, expireds and inquiry follow-ups.

KFT28 Facebook Group Page for Expired Listings

Social media is a tool that can be used to generate leads in many ways. This presentation combines the steps of creating a group page in Facebook account plus techniques for converting expired listings. Even if you don’t use Facebook, you’ll learn dialogs for converting expired listings. You’ll also see how to use the Expired Listing Marketing Pyramid chart in an expired listing presentation.

KFT74-1 Multi Million Dollar Dialogs: Expired, FSBO

Kathy Koehler and her daughter Heather Bortnick are the principals of the Koehler/Bortnick team in Kansas City, KS, that sold $233 million in real estate last year. A third of it was sold by Kathy and Heather themselves, and the balance by their team of 25 agents that they built, trained and manage. This video is part of a location shoot that included a team tour, interviews, appointments, role plays and three full listing presentations. You’ll hear Kathy describe the prospecting calls she makes, then demonstrate a FSBO call and Expired listing call. Be sure to download the printed version of these role plays: “KFT74 Worksheet Role Play Transcripts.”

Farming & Canvassing

KFT66-1 Canvassing for Listings: Preparing

With high buyer demand and low listing inventory, you need to tap every source available and be proactive in securing listing prospects. Door knocking bypasses all of the technological barriers and is the most direct way to meet homeowners face to face to determine their situation. In KFT66-1 meet our canvassing agent and learn how he prepares himself, what marketing material he uses and what it's like to knock on that first door.

KFT66-2 Canvassing for Listings: Meeting the Homeowners

In this Part 2 we follow agent Dave Long as he knocks on doors and meets the neighbors. Pay attention to his dialog and hear David coach him in real time. Hear real sellers respond to his questions and see what prospects he generates.

KFT98 Event Marketing

In this video you’ll hear some creative ways to connect to your market by sponsoring events targeted at the homeowners in your chosen neighborhood.

QT30 Working with Builders – Alexander Chandler

Alex handled over 500 builder transactions over the last year. His tips will help you cultivate builder relationships. Get to know them and their product.

Luxury real estate

RL19-3 Luxury Real Estate: Setting Yourself Apart, Jack Cotton

Jack Cotton describes he two-step listing process he feels is required for his high-end market. He overwhelms sellers with his competence through thorough research and following a precise process. He describes the three ways to NOT get into the luxury market. Learn his seller counseling methods that get to the why behind the why. (Version 2)

RL28-3 $17 Million Listing: Luxury Home Event

Get an inside look at what type of event the McArthur/Ellson team helped coordinate to get their $17 million listing the best exposure to the right kind of potential buyers..

RL28-2 $17 Million Listing: Marketing

This is part 2 of our interview with Mary Ann McArthur and Kerryn Ellson. They are currently the listing agents for one of the most expensive properties in Tampa Bay, Florida with an asking price of more than $17 million. Learn what type of marketing works for very high-end properties and how they target market potential buyers.

RL28-1 $17 Million Listing: Prospecting

This is a rare opportunity to hear how two agents prospected and marketed a $17 million property. In Part 1 learn how Mary Ann McArthur and Kerryn Ellson secured this high-end listing and what advice they give to other agents working in any market. Other videos in this series include coverage of a luxury marketing event and a brief tour of the estate.

RL20-3.3 Part 3 Actual Listing Presentation, Jack Cotton

Watch top luxury market agent Jack Cotton on an actual listing presentation with a seller. In Part 3, Jack turns it over to the seller by allowing him to ask questions. They discuss signs, open houses, creative marketing, exposure to the Boston market and the use of print marketing.

RL20-3.2 Part 2 Actual Listing Presentation, Jack Cotton

Watch top luxury market agent Jack Cotton on an actual listing presentation with a seller. In Part 2 he presents his 7-step pricing process for arriving at market value. He continues into the heart of his listing presentation presenting the benefits of professional photos, his marketing checklist, website, hard cover property book, the importance of good sales copy and how to avoid the “12 showing mistakes.” Notice how he equates his services with their effect on the percentage of sale price.

RL20-3.1 Part 1 Actual Listing Presentation, Jack Cotton

Watch top luxury market agent Jack Cotton on an actual listing presentation with a seller. In Part 1 he opens the presentation with a discussion of market timing and his company marketing plan. He estimates the value to be “north of $1.3 million. “They discuss the importance of online activity as a measure of proper pricing.

RL20-2 Establishing Point of Difference Through Authorship

A powerful way to differentiate yourself and build credibility is through authorship and professional writing. Jack describes how his books provide a value added edge. The techniques in this video will help you increase your own credibility by writing articles, blogs or reports.

RL19-2 Luxury Real Estate: Breaking into the Luxury Market, Jack Cotton

In this series we highlight top real estate agent Jack Cotton and learn how he established himself in one the most prestigious luxury home markets in the world - Cape Cod, Massachusetts. In this segment you will hear how he broke in to the luxury market by being an expert in valuation, finding the "maverick" homeowners and focusing on their best interests. You will learn how to give luxury service to any client. He describes a listing presentation on which he competed against an agent with a 90% market share.

RL19-1 Luxury Real Estate: Connecting with Your Market, Jack Cotton

In this series we highlight top real estate agent Jack Cotton and learn how he established himself in one the most prestigious luxury home markets in the world - Cape Cod, Massachusetts. His methods are relevant for any agent in any market. These videos will help you enter the luxury real estate market...or treat any client like a million dollars! In the first of the series Jack describes how he uses his boat to connect with the market and add value to his clients. He connects with incoming prospects through the current residents. You will also get a water tour of his most expensive listing at $28 million. NOTE: During the taping of this video we could not reveal the client's name. Today, January 11, 2013 the sale of the property made the national news. Read about it online at the Wall Street Journal. Paste this link into your browser: http://online.wsj.com/article/SB10001424127887323482504578230202853470768.html

RL19-5 Luxury Real Estate, How they Got Started by Raines & Cadieux

Sandy Raines moved into a new market knowing no one but her husband and having no money for marketing. She and her husband, Ron Cadieux build a successful business in the luxury market. Hear how they got started, branded themselves and stay connected to their prospects.

RL19-4 Luxury Real Estate, Getting Started by Barry Berg

In the previous three videos you've heard how Jack Cotton broke into the luxury market in Cape Cod, MA. In this interview, top agent, Barry Berg describes how he got started in the Minneapolis Lakes high end market. You'll hear how his run for State legislature created name recognition and how he got to know the owners by knocking on doors. He also focused on buyers instead of listings as his first strategy.

RL19-8 Luxury Real Estate, Luxury Home Tour, Raines & Cadieux

Sandy Raines and Ron Cadieux are luxury market agents in Columbus OH. In this video you'll see how they conduct a home tour that is co-sponsored by other high-end service providers. The Lamborghinis in the front of the home add great impact!

RL19-7 Luxury Real Estate, Events & Dialog, Jack Cotton

Jack Cotton will discuss how by-invitation open houses and other events allow him to expand his sphere of influence. By partnering with other service providers to the high-ing market you can add their contacts to yours. He will describe the simple dialogs he uses to find prospects and create referrals.

RL19-6 Luxury Real Estate, Prospecting the High End, Jack Cotton

Prospecting for clients in the high end market requires some different methods. One is to prospect asymmetrically, that is to connect via other service providers to this market. Jack discussed how to create your own board of directors of "gatekeepers." You'll join him on a meeting with an architect during which they discuss the exchange of prospects. He will also discuss whether you must live in that market. In RL19-7 Jack discusses how to use events to connect with his market.

RL28-4 $17 Million Listing: Luxury Home Tour

We've added this video as a bonus feature to give you a brief tour of the Century Oaks estate near Tampa Bay, Florida that has been listed for more than $17 Million by the Ellson/McArthur team.

Marketing

KFT110 Building Familiarity vs. Direct Prospecting

(Recorded during a live seminar) If you find yourself working hard, doing the right things, yet not generating the leads and conversion you want, then you might be building familiarity instead of prospecting directly. That means being face-to-face or phone-to-phone then asking the right questions to determine if they’ll be a prospect today. What are you doing?

 

RL29-3 Venus Morris Griffin: Marketing & Branding

Much of this video is more appropriate to experienced agents wanting to take their business to the next level, perhaps from $200,000 GCI to $500,000 or more. Ven us describes her outdoor advertising, TV commercials, copyrighted slogan, marketing budget, photos, image and attitude. She reinforces that there is no easy way; you must do the hard work. She also separates marketing from direct prospecting. See more on this in KFT110 Familiarity vs. Direct Prospecting.

RL08-2 Generating Leads, Prospecting, Marketing

Bob Wolff is one of the top agents in the U.S. and a past CRS Instructor. He shares all of his methods of building a referral business that generates more than $100 million in annual sales. Watch an interview with Bob plus client interaction. Advertising: In this session reviews his early mistakes in advertising. Now he makes all his income with very little advertising. How he develops referral business from his current customers and clients. Watch an interview with his best clients. Marketing: mail, E-mail, notes and gifts. (Cards from Lentzdesign.com) Bob sends ten hand written thank you notes ever day. He demonstrates the little things he does for his clients. Watch how quickly he responds to a client request for housing information.

KFT106-2 Maximize Your Personal Professional Brand

In part 2 of David's interview with Amber Rose Bjerke you'll get advice on what social media platforms work best, what you need in your website, effective marketing materials and what your vehicle says about you.

KFT106-1 Maximize Your Personal Professional Brand

First impressions are indeed lasting. In this interview, Amber Rose Bjerke describes branding disasters then leads you through a plan to improve your appearance, photo, business cards, email and so much more. Start your year off right with a positive image.

RL19-8 Luxury Real Estate: Luxury Home Tour, Raines & Cadieux

Sandy Raines and Ron Cadieux are luxury market agents in Columbus OH. In this video you'll see how they conduct a home tour that is co-sponsored by other high-end service providers. The Lamborghinis in the front of the home add great impact! (Private Access Video)

KFT98 Event Marketing

In this video you’ll hear some creative ways to connect to your market by sponsoring events targeted at the homeowners in your chosen neighborhood.

KFT98-S1 Event Marketing Brainstorming

This support video for KFT98 was inspired by one of our subscribers after she watched last month's video on Event Marketing. Learn how members put into action the ideas presented from our online training.

KFT112 Shoot Better Video

Mobile devices have the capability to shoot amazing High Definition video. Yet so much of the video posted online is poorly lit, vertically oriented, shaky, annoying and difficult to hear. Whether posting on YouTube or Facebook, we want our members to stand out by having the highest quality content. You’ll learn how simple, basic tips that will dramatically improve what you post.

 

Listings

Pre Listing

QT07: Five Pre-Listing Tips

Sellers begin making their listing decision very early in the process, not just after the presentation. So it’s important that agents establish a positive first impression before the appointment. These simple tips will make you stand out above your competition. The five steps are: 1. Send a pre-listing package, 2. Arrive early, 3. Prepare mentally, 4. Arrive on time and 5. Delay the tour of the home.

RL04-S1 Powerful Pre-Listing Package Ideas

You can establish your credibility with sellers by sending a pre-listing package before you arrive for your listing appointment. These top agents share the secrets of the packages they send to their sellers.

RL20-1 Listing Luxury Real Estate, Pre-Listing Process, Jack Cotton

NOTE: the support material RL20 Cotton Pre Listing Book is 8.3mb so be sure your on a faster connection before you download. In this video Jack Cotton describes how he sets himself apart and establishes credibility up front through his pre-listing process. Everything he does for his high end clients is applicable to any listing in any market or price range. He has provided his actual pre listing book in PDF for you to see.

KFT31 Pre-Listing Inspections

Don't kill the chances of selling your listings due to unknown inspection issues. Getting a pre-listing inspection is one of the smartest things you can do in this market. You will learn the benefits of doing pre-listing inspections and how to persuade your sellers to do them.

MS06-1 Preparation for the Listing

The first meeting with a seller to determine their situation; diagnose before you prescribe. This is the key skill of listing. One call vs. two call. How to prepare for your listing presentation. Overview of a pre-listing package and the benefits of its use. Getting raving fan brag letters. How to establish trust and make a positive first impression. Matching their pace. Story: “That is how we listen too.” Role play demonstration of the first meeting with a seller. Find common ground, look for personal items and relate to their interests.

First listing call

RL31-1 Listing Presentation: Pre-listing, Property Tour

Venus Morris Griffin, she will describe her listing process from the first prospect inquiry through her presentation to the final close. Each of the four segments will include clips from three, live listing presentations.
You will hear how she handles the first meeting and property tour. We begin with interviewing the sellers in advance of her arrival so you will know their situation before she does.
If you’d like to watch each of her entire listing presentations from the arrival through the final handshake, see the three support videos attached to RL31.

RL23-4 Koehler Bortnick Interview: One Call or Two Call?

This is part four of our extended in-depth interview with the multimillion dollar producing team of Kathy Koehler and Heather Bortnick. Find out why this million dollar team uses a one or a two call listing process. Heather and Kathy also describe what they consider to be the key elements of any listing presentation.

KFT71-1 Listing Interview First Call with Brandon Small, Part 1

The first listing call is an important meeting because it establishes the relationship. In this video we will watch agent Brandon Small on his first listing call as he questions their issues on both the buy side and the sell side. You will see him establish trust and rapport, then determine the owners’ situation and motivation. In part one, you'll learn Brandon's approach to creating rapport and his plan to delay the price discussion. David details the proper path of a listing timeline and reveals how the owners decide whether or not you are able to handle the sale.

KFT93 How Long Have You Been in the Business?

One of the most dreaded questions asked of a new agent is “How long have you been in the business?" Dreaded because the truth just might cost you the listing. You may have to accept it because experience is a critical factor for sellers selecting a real estate agent––but it's not the only factor. After watching KFT93 you’ll have the confidence to anticipate and respond to this question.

KFT71-2 Listing Interview First Call with Brandon Small, Part 2

This is part two of a two part series. We follow agent Brandon Small on his first listing call as he questions issues on both the buy side and the sell side. With a little guidance from David, Brandon uncovers the owners' motivation to sell creating the foundation for the next meeting and potential listing. (v2)

MS06-2 Establish Trust & Determine Motivation

How to establish trust with your sellers and buyers. Advanced technique; divulge weakness early. How to delay the the discussion of price by delaying the tour of the home. Opening presentation explain the steps of the listing process. Role play demonstration. Determine seller motivation and urgency as a basis of the rest of the listing presentation. Role play demonstration of determining the seller situation. Have they definitely decided to move? Why? What are they looking for in a real estate agent? They provide all the needs necessary on which to build a listing presentation. Determining whether to do one call or two call.

RL25-1 Listing Presentation: The Opening

Kathy and Heather run one of the most successful teams in the U.S. (#15 ranked nationally) and you get to see them in action. We have created an eight part series detailing the steps of a listing presentation. Be sure to watch the entire series. In part one David details the opening of the listing presentation leading to seller questions. Watch how they use "homework" to engage the sellers. The support materials include documents you can customize and use in your own listing. RL25 Outline Master Listing Presentation RL25 FORM Home Features Drawbacks RL25 QUESTIONAIRE Seller Listing Priorities RL25 REALmarketing Listing Presentation Checklist RL25 WORKSHEET Improvements since purchase

KFT24 Seven Steps to Building Rapport

Rapport is the first step to a successful prospecting call, a presentation or any relationship. Learn how to consciously apply the seven basic steps of establishing that early comfort in your transactions. This video will show you how to be the person that clients seek out. A great competitive advantage!

LS01-4 Separate Listing from Pricing, Pricing Listings in a Buyer's Market

This part 4 from the live seminar taping of "Pricing Listings in a Buyer's Market" resolves the issue of when you should address price with your sellers. Should you delay the discussion of price or lead with it? These two discussions should be separate from each other and the listing decision should be based on your competence, not your agreement to their price.

RL09-S1 Russell Williams Listing Part 1 of 4

This is one of our most requested videos: an unedited listing presentations by Russell Williams. To keep Real Estate LIVE!® segments brief, we do quite a bit of editing. Although it improves the pace, it loses context. Now you can see how Russell handles a listing in real time. The only edits we make are to remove references to his company and personal information. Download RL09s GUIDE P 1&2 Russell Williams Listing.pdf to follow a long with a "play-by-play" analysis notes by David. This is Part 1 of 4. Motivation and Marketing.

KFT55-1 Right from the Start, Part 1 Listing

Are you concerned about how you'll finish the month...or your year? Do you worry that you'll lose a transaction at the last minute? This video will re-focus your attention on those FIRST things that you can do that carry you through to a positive finish. This Part 1 applies this concept to listings and Part 2 applies to quarterly sales revenue.

RL03-S2 The Art of Active Involvement - Connie Podesta

Connie Podesta is a Board Certified Professional Counselor, top speaker and expert on listening...which she prefers to call active involvement. In this interview by David, you will become better at interacting with prospects, clients and family. For more information on Connie, go to: http://www.conniepodesta.com/

KFT08 The Upside-Down Seller

This economy has produced thousands of sellers whom owe more on their mortgage than their home is worth. There are no good alternatives, only less painful ones. Learn how to deal with sellers who are upside down and when sellers should be held accountable for their lack of equity. Watch an agent make a presentation to a seller who has refinanced. This next video that follows this is “Knox First Tuesday” #15 on short sales as the next option.

Seller Counseling

RL31-2 Listing Presentation: Present

Once she has completed to tour, she sits down for the listing interview in which she learns the sellers’ situation and describes her marketing.

RL31-1 Listing Presentation: Pre-listing, Property Tour

Venus Morris Griffin, she will describe her listing process from the first prospect inquiry through her presentation to the final close. Each of the four segments will include clips from three, live listing presentations.
You will hear how she handles the first meeting and property tour. We begin with interviewing the sellers in advance of her arrival so you will know their situation before she does.
If you’d like to watch each of her entire listing presentations from the arrival through the final handshake, see the three support videos attached to RL31.

RL31-S2 Venus Morris Griffin Entire Presentation (Listing 2)

This listing features two sellers who are considering the options of remodeling their current home or purchasing another. Venus sold them this home so is already familiar with the people and the property. The sellers need to know market value so they can make a decision.

KFT103 SPIN Selling: Implication Questions

This presentation is based on the book SPIN Selling by Neil Rackham. Learn how to take your counseling questions to the next level by amplifying your prospect's needs. Be sure to download the WORKSHEET of sample questions.

KFT104 SPIN Selling: Need Payoff Questions

We pick up from KFT103 where we focused on the problem and pain. Now we move to questions that create pleasure by leading clients to see the solutions.

KFT87 Target Marketing

This video will give you the competitive edge on not only getting the listing, but getting sold once on the market. As the listing agent, you’re responsible for getting it sold, which means knowing who the most likely buyer is.

QT13: Personal Proactive Differences with Bob Wolff

Bob Wolff is one of our favorite top producers. In this Quick Tip Bob offers a few methods you can implement immediately in order to make a difference, not just in your transactions but in the "people part" of the profession.

KFT89-1 Persuasion Through Contrast, Part 1

The law of contrast states that any perception of what is good or bad is relative. It begs the question, "Compared to what?" In KFT89 you'll learn how to manage the process of comparison and contrast when working with negotiations, buyers, pricing commissions and more. Objectives of this video include: 1. recognize the factors that affect client perception, 2. present options in a sequence that leads clients to a decision and 3. manage the contrast criteria in an ethical way.

KFT89-2 Persuasion Through Contrast, Part 2

The only way to a proper conclusion is through comparison and contrast. In part 2 of this series David presents how to use this contrast concept to sellers.

RL25-2 Listing Presentation: Seller Questioning

Now it's time to question the seller's situation. The Seller Counseling Interview is when you establish trust and rapport...and perhaps have the sellers ready to list with you even before your formal presentation. The point of this step is to uncover their urgency and motivation.

RL03-1 Seller Counseling: Needs, Interview Skills, Motivation

You must begin with the Need in mind; Need Satisfaction Selling. NFB Selling: Need-Feature-Benefit. How to establish trust and rapport. Agent demonstrations of the first meeting of a listing presentation; opening and rapport. Key questions to ask to determine the seller’s motivation. Open vs. Closed questions. Agent demonstrations of conducting seller counseling interviews.

KFT84 Listen to the Needs of Your Sellers

The most important part of a listing presentation is the seller counseling in which you ask questions and listen for the needs of your sellers. Then, in your listing presentation, you'll be able to target their needs with your feature benefit statements. Watch a recent live seminar presentation in which David examines an on-location scene from RL04. Be ready to take notes during the meeting with the seller, just as you would on your own listing. Afterwards, pause the video and see how many needs she expressed. Continue the video to see if you heard them all. DOWNLOAD: Be sure to download the accompanying outline that shows each need and sample Need-Feature-Benefit sample scripts.

RL03-2 Seller Counseling: Motivations, Expectations, Readiness to List

All listing decisions are emotional so you must be able to probe beneath their reasons to their motivation. You must also determine who is a real seller now. This is the basis of EVERYTHING you will do with sellers from now on. List of Dominant Motivations. Difference between a reason and a motivation. Agent demonstrations of asking “why” based questions to get to motivation. If you want to get a listing or win a competitive listing situation, the sellers will actually tell you what to do to get their listing...if you ask the right questions. Question to learn their expectations of a real estate agent. Key questions to ask sellers. Agent demonstrations of probing seller expectations. If you know the seller’s expectation of value and price, you can structure accordingly. Agent demonstrations of asking opinion of value. Now you must test whether they’re ready to list with you. Before you present your CMA, you must know whether they’re going to hire you. This will also bring out any objections they have so you can address them.

RL03-S2 The Art of Active Involvement - Connie Podesta

Connie Podesta is a Board Certified Professional Counselor, top speaker and expert on listening...which she prefers to call active involvement. In this interview by David, you will become better at interacting with prospects, clients and family. For more information on Connie, go to: http://www.conniepodesta.com/

KFT13 Seller Motivation: Sell or Stay

Overpriced listings are usually the result of lack of seller motivation. This seminar addresses the key question; “Do you want to Sell or Stay.” If you’ve ever presented all the facts to the sellers (Education), and they still don’t want to adjust the price, then it’s probably a motivation issue. You MUST divide all your inventory into two categories: those sellers who want to Sell and those who want to Stay. Use the "Sell or Stay" cards with your sellers!

KFT73 Seller Motivation: Away or Towards?

Do you know if your sellers are moving away from pain or towards pleasure? It's time to find out. Seller motivation is the most important aspect of any listing presentation because it determines everything else: urgency, timing, price and your marketing plan. KFT73 will explain why it is so important to uncover your seller's motivation. Once you determine if your sellers are moving towards pleasure or away from pain, you will learn how to structure a listing presentation that is in harmony with their emotional state. (v2)

RL04-1 Need-Feature-Benefit, REALmarketing

The listing presentation is your most important event. Most presentations are random, agent-ego focused and incomplete. If you use the marketing plan structure and methods from this session, you will be a superior listing agent. Overview of the steps of listing. Seller motivation, review their need before you proceed. Summarize their situation and get agreement. How to structure Need-Feature-Benefit statements within your presentation. Agent demonstrations of uncovering needs and following with a feature and benefit. Excellent demonstrations from some of the best agents captured on tape. Styles of presentations: canned, wing-it, planned. The REALmarketing Sequence; and 8-step track on which to present any listing presentation. It is logical, sequential, seller focused and benefit oriented.

RL09-S2 Russell Williams Listing Part 2 of 4

This is one of our most requested videos: an unedited listing presentations by Russell Williams. To keep Real Estate LIVE!® segments brief, we do quite a bit of editing. Although it improves the pace, it loses context. Now you can see how Russell handles a listing in real time. The only edits we make are to remove references to his company and personal information. Download RL09s GUIDE P 1&2 Russell Williams Listing.pdf to follow a long with a "play-by-play" analysis notes by David. This is Part 2 of 4, Motivation and Marketing continued.

Listing Presentation

RL25-2 Listing Presentation: Seller Questioning

Now it's time to question the seller's situation. The Seller Counseling Interview is when you establish trust and rapport...and perhaps have the sellers ready to list with you even before your formal presentation. The point of this step is to uncover their urgency and motivation.

RL31-S1 Venus Morris Griffin Entire Presentation (Listing 1)

We’ve featured Venus Morris Griffin quite extensively in our video training. Now is your opportunity to see her in action, on real listing presentations with actual clients.
In the first 36 hours of our arrival in Augusta GA, she went on three listings and we recorded each one.
On this first listing appointment she meets with the husband only. Normally this isn’t the best practice, but because she sold this house to them, a relationship is already established. As you’ll see, the biggest challenge is the condition of the property. 
But her philosophy is to be honest and direct with owners, and on this property, that is important.
Because these presentations are about a half an hour long, be ready to really study them. Get some coffee and a legal pad and see how she gets 119 listings a year.

RL31-S3 Venus Morris Griffin Entire Presentation (Listing 3)

This presentation is to a young couple who’s listing had expired. They previously listed with broker at above market price.
The listing expired and they were referred to Venus so she has not met them before. You’ll see their first meeting and tour, then return to the office for the final presentation.

RL31-S2 Venus Morris Griffin Entire Presentation (Listing 2)

This listing features two sellers who are considering the options of remodeling their current home or purchasing another. Venus sold them this home so is already familiar with the people and the property. The sellers need to know market value so they can make a decision.

MS07-1 How to Open a Listing Presentation

This is the most key skill of a real estate agent: the listing presentation. How to open a listing presentation. This is the step immediately following the seller counseling and property tour. The importance of visuals in your presentation. Re-establish their needs before proceeding with the listing presentation. Role play demonstration of summarizing the sellers’ needs. The Marketing Process chart as a track to follow throughout the presentation. Divulge weakness early as a way to establish trust. Role play demonstration of divulging a weakness.

RL04-2 REALmarketing Steps 1-4

The first four steps of the REALmarketing Structure: Marketing Management, Exposure to Agents, Exposure to Public, Secure Prospects. You will love the easy flowing sequence of these steps. You’ll be able to fit everything you say into one of these steps. Agent demonstrations of each step in action. Watch them establish credibility and present their strength. Beautiful examples of NFB statements and gaining seller agreement. The Securing Prospects step shows how anyone can generate prospect inquires, but only a professional can actually capture them. It addresses the FSBO objection and the owner’s belief that because it’s on the internet that they don’t need a good agent.

RL04-3 REALmarketing Steps 5-8

The final steps of the REALmarketing Structure: Demonstrate the Home (showings), Secure Agreement to Purchase (closing), Closed Transaction (financing and processing) and Net Equity Check. Excellent agent demonstrations of all of these steps. Some of the best presentations ever captured on video. You will see how different a listing presentation can be when it is organized, logical, seller-focused and benefit oriented. You will be a MUCH better at presenting next time.

RL25-3 Listing Presentation: Marketing Management

In part 3 of Mastering Your Listing Presentation David will present the major steps in the Real Marketing Sequence. Learning this method will establish your credibility and provide you an organized, seller-focused track for all your presentations. Be sure to download RL04 Presentation Chart PDF and RL25 Real Marketing Listing Presentation Checklist. Market Management is the step that allows you to present your experience, sales volume, credentials and performance statistics to establish a base for you to achieve the rest of the steps.

RL31-2 Listing Presentation: Present

Once she has completed to tour, she sits down for the listing interview in which she learns the sellers’ situation and describes her marketing.

RL19-3 Luxury Real Estate: Setting Yourself Apart, Jack Cotton

Jack Cotton describes he two-step listing process he feels is required for his high-end market. He overwhelms sellers with his competence through thorough research and following a precise process. He describes the three ways to NOT get into the luxury market. Learn his seller counseling methods that get to the why behind the why. (Version 2)

KFT26 Creating Unique Selling Propositions

You've heard the term "elevator speech." This seminar will help agents with no writing skills to structure powerful, targeted sales copy that will entice prospects to engage your services. You’ll be able to identify your primary customer, recognize your Unique Selling Propositions then structure USP statements that add pizzazz to your selling. You’ll use this skill to appeal to your customers, differentiate yourself from competitors and quickly explain your service to others. These USP's can be written for your web site, marketing, advertising and emails.

RL25-4 Listing Presentation: Exposure

In RL25-4 we continue with the Real Marketing Sequence. Sellers need to know that real estate agents expose properties to two distinct groups: Agents and the Public. They don’t know that many of buyers come from other agents and companies. Sellers must know that you welcome the participation of your competitors in selling their home. Show your sellers know how you intend to create agent and public exposure of their home. David highlights how Kathy and Heather describe to their prospects how they will make sure their home gets the attention it deserves after listing.

RL25-5 Listing Presentation: Secure Prospects

Now it's time to secure your prospects. This is the step that separates the amateurs from the professionals. Anyone can expose a home, but not everyone converts this exposure to leads and appointments. Kathy and Heather show their sellers how they secure prospects, including answering the phone, following up on lead capture information and responding immediately to inquiries.

KFT53 Quantify Difference and Keep Your Commission

Value Added Secrets of a Luxury Market Agent: This video features Jack Cotton from Cape Cod, MA., author of "Selling Luxury Homes." In this interview, Jack describes his process of leading his sellers to recognize the value of his services in a very unique way. He contrasts this value to the reduction in commission requested by his sellers. He also demonstrates the ultimate "Let Go" philosophy.

RL25-6 Listing Presentation: Demonstrate and Secure Agreement

In this video you'll learn how to teach the sellers the importance of having the home ready for photos and showings...a key skill. This is when you describe your showing procedures and methods for providing feedback. You also present your skills as a negotiator that helps them get the highest price for their home. These ladies are not shy about promoting their skill! (Neither should you.)

RL25-7 Listing Presentation: Close and Commission

Watch and learn how Kathy and Heather ask for the order and deal with commission. Practice your trial closes, direct closes and closed questions to get decisions from your sellers. Watch how Heather just confidently brings up the commission then sells her value. Watch this more than once!

RL20-2 Establishing Point of Difference Through Authorship

A powerful way to differentiate yourself and build credibility is through authorship and professional writing. Jack describes how his books provide a value added edge. The techniques in this video will help you increase your own credibility by writing articles, blogs or reports.

MS07-2 Acceptance & Marketing Plan

Create acceptance: move them from pain to pleasure. The difference between a feature and a benefit and how to present them. N-F-B statements. Need-Feature-Benefit. Present your Marketing Plan. Present the solutions that satisfy their needs. Wendy’s research example. Present the concept of Target Marketing in which you tell the sellers who the most likely buyer will be based upon your research and expertise. Avoid being a commodity. Value Added selling describes your point of difference? Role play demonstration of presenting points of difference. This may be the most important role play to watch over and over. Ends with bloopers.

RL25-8 Listing Presentation: Documents and Preparation

The job isn't finished until the paperwork is done. In the final video you see them present the listing contract, agency, representation and much more up to the final signing. This might be more interesting to a new agent than one who's gone through this many times.

RL20-3.1 Part 1 Actual Listing Presentation, Jack Cotton

Watch top luxury market agent Jack Cotton on an actual listing presentation with a seller. In Part 1 he opens the presentation with a discussion of market timing and his company marketing plan. He estimates the value to be “north of $1.3 million. “They discuss the importance of online activity as a measure of proper pricing.

RL20-3.2 Part 2 Actual Listing Presentation, Jack Cotton

Watch top luxury market agent Jack Cotton on an actual listing presentation with a seller. In Part 2 he presents his 7-step pricing process for arriving at market value. He continues into the heart of his listing presentation presenting the benefits of professional photos, his marketing checklist, website, hard cover property book, the importance of good sales copy and how to avoid the “12 showing mistakes.” Notice how he equates his services with their effect on the percentage of sale price.

RL20-3.3 Part 3 Actual Listing Presentation, Jack Cotton

Watch top luxury market agent Jack Cotton on an actual listing presentation with a seller. In Part 3, Jack turns it over to the seller by allowing him to ask questions. They discuss signs, open houses, creative marketing, exposure to the Boston market and the use of print marketing.

KFT49 Demonstrate Digital Marketing

Most sellers demand your current technology to be used in marketing their home. Some may resist. With either group, you must have an organized plan to identify current technology tools and present their benefit. This video does not teach technology, but helps you organize your technology presentation.

Close, Objections

MS07-3 Close for the Listing

You’ve presented your listing features and benefits and now it’s time to get their decision to list with you. Summarize the benefits and ask for the order. Act or Ask. Assertive vs. Aggressive closing techniques. Sellers will run out of excuses not to list. Definition of closing: getting a “yes” or getting a “no?” To get a Decision. Give people permission to say “no” in order to make it easier for them to say “yes.” Role play demonstration of closing on a seller. Servicing and Marketing: telling your seller what you will do now. Role play demonstration of disclosures, inspections, Fair Housing, agency and representation, privacy of the home during showings, and signing the listing agreement. Ends with bloopers

RL08-3 Securing Listings, Pricing & Commission Objections

Bob Wolff is one of the top agents in the U.S. and a past CRS Instructor. He shares all of his methods of building a referral business that generates more than $100 million in annual sales. Watch an interview with Bob. In this session he discusses his listing process. Most of his listings are two-call presentations with some exceptions. On his first call he delays price, builds rapport, establishes credibility by being prepared with property information. Watch how he establishes his competitive difference. He sets up a later time to return for the listing presentation and CMA. He sets himself apart by conducting personal preview of the competitive homes on the market; simple, yet effective. The second call: goal to get the listing, get it at his price. Here’s how he avoids getting into price until he has some commitment to list. He presents his marketing plan. See how he uses a “house counting” home to establish value. Hear his rant on whether new agents could do what he does. Fun ranting answer! Marketing the listing, how to get MLS involvement immediately, get it staged right. He really focuses on preparing the home to sell. In the final section he discusses how he handles pricing objections and commission objections.

RL09-S3 Russell Williams Listing Part 3 of 4

Russell Williams continues his listing presentation into pricing and commission discussions.

RL09-S4 Russell Williams Listing Part 4 of 4

Russell Williams continues his listing presentation into the final close and signing of the papers.

KFT90 From Contract to Closing

Whether representing a buyer or a seller, your service of selling or finding a home includes seeing the transaction through to the closing. This video will help you establish a plan for completing a transaction so you can get paid. You will be judged by your clients on how well you manage the process. Learn how to design a system to have a good “last impression” to create happy clients. Thank you to Teri Comacho of Steinborn & Associates for her participation in the video and contribution of supporting documents.

RL31-4 Listing Presentation: Close

By the time Venus is ready to secure a listing decision, she has established rapport, built trust, instilled confidence and established a price range. All that is left is for the owners to agree to hire her. She provides that opportunity effortlessly.

KFT76 Close for the Listing

Watch the Koehler/Bortnick team in three different real-life listing presentations. Listen how they use trial, assumptive and direct closes, then use these methods on your next appointment. Guess which of the last two listing presentations signed the contract and write your thoughts in the comment section.

Prepare to Sell

KFT38 Extreme Property Preparation

In a market with competition from a large inventory of listings, you need to make your listing stand out. In this video you will see how to take property preparation to a higher level so your listings will gain positive buyer attention. You can't just turn on the lights and make the beds. Some of your sellers will need to do a complete makeover. Having this plan to dispose of the home contents to six specific places will make the job easier on the sellers. NOTE: If you want a GREAT way to dispose of trash, watch this NBC Video: http://www.nbc.com/saturday-night-live/video/yard-a-pult/1345285

KFT109-1 Listings Coming Soon

As many markets have a shortage of inventory, listings are becoming more valuable to agents. This has led to a proliferation of listings “Coming Soon.” In this video we will address the five key areas of this practice.

  1. In whose interest is a “coming soon” listing?
  2. Under what circumstances is it appropriate?
  3. What are the legal and ethical requirements?
  4. How does it affect our fellow real estate agents?
  5. How does it affect the local real estate market?

KFT109-2 Listings Coming Soon: Industry Viewpoints

In this person-on-the street video you’ll hear a variety of perspectives on listings “Coming Soon.” Responses include brokers, a MLS executive and agents. (We welcome a video from you, send it to us and we’ll add it to this segment.)

KFT56-1 Professional Property Photography, Part 1

Photos are the most important element of marketing you listings online. Bad photos drive away buyers and reduce showings. In Part 1 you will follow a professional photographer on an actual shoot to see how he approaches a shoot. He takes into account the time of day, home facing direction and shooting angles. He prepares the interior by turning on lights, opening blinds and removing personal items. He shoots photos so the continuity will show the flow from room to room. You will be a much better photographer using these methods. Chapters: 1. An agent's perspective, 2. Professional approach, 3. How to set up.

KFT56-2 Professional Property Photography, Part 2

In Part 2 you will continue to follow a professional photographer on an actual shoot to see how he lights the rooms, composes the shot and places the furniture. You will learn how to handle high dynamic range situations in which there is extreme contrast between the bright and dark areas, such as rooms with many windows. Both the video and your outline show before and after photos. Your sellers will thank you for watching this video and taking better photos of their home. Be sure to download the outline and checklist in the support materials. Chapters: 4. How to shoot interiors, 5. High Dynamic Range.

KFT51-1 Call your Sellers, Part 1 (Benefits, Expectations, Avoidance)

This video will help you increase your customer satisfaction by improving your communication with sellers of current listings. You’ll overcome their #1 complaint. You’ll improve marketability, keep sellers happier and increase your post-listing referral business. Part 1: Benefits of seller communication, Setting expectations and Avoiding Avoidance. See Part 2: What sellers want to hear, What to say when nothing to say, Frequency and Contact methods.

KFT51-2 Call your Sellers, Part 2 (What sellers want, Frequency, Methods)

This video will help you increase your customer satisfaction by improving your communication with sellers of current listings. You’ll overcome their #1 complaint. You’ll improve marketability, keep sellers happier and increase your post-listing referral business. Part 2: What sellers want to hear, What to say when nothing to say, Frequency and Contact methods. See Part 1 for: Benefits of seller communication, Setting expectations and Avoiding Avoidance.

KFT57-1 How to Get the Most Out of Your Digital Camera, part 1

KFT 57 will make you a better photographer. Learn more about the often overlooked settings on your camera and how they help create higher quality images that will get you more business. David talks to photography expert Dick Engebretson on how you can take better property photographs using your digital point-and-shoot camera or DSLR. Part One covers camera handling, camera image modes and a discussion on megapixels.

KFT62-1 Listing Lead Management, Interview with CJ Gade, Part 1

Generating leads is one thing, capturing them is another. The actions you take immediately after someone responds to your marketing determines whether you’ll have a business relationship in the future. In this video interview, Part 1, CJ Gade describes how she captures internet leads and enters them into her system. In Part 2 she describes her follow up and demonstrates a call to a past client.

KFT32 Keeping Sellers Happy in an Unhappy Market

At the end of the year you need to be sure your sellers are happy and ready to continue working with you into the next year. This requires that your inventory of listings is priced right and prepared to sell. This video shows you how to improve the marketability of your listings as you prepare for the new year.

Luxury Real Estate

RL28-1 $17 Million Listing: Prospecting

This is a rare opportunity to hear how two agents prospected and marketed a $17 million property. In Part 1 learn how Mary Ann McArthur and Kerryn Ellson secured this high-end listing and what advice they give to other agents working in any market. Other videos in this series include coverage of a luxury marketing event and a brief tour of the estate.

RL28-3 $17 Million Listing: Luxury Home Event

Get an inside look at what type of event the McArthur/Ellson team helped coordinate to get their $17 million listing the best exposure to the right kind of potential buyers..

RL28-4 $17 Million Listing: Luxury Home Tour

We've added this video as a bonus feature to give you a brief tour of the Century Oaks estate near Tampa Bay, Florida that has been listed for more than $17 Million by the Ellson/McArthur team.

RL28-2 $17 Million Listing: Marketing

This is part 2 of our interview with Mary Ann McArthur and Kerryn Ellson. They are currently the listing agents for one of the most expensive properties in Tampa Bay, Florida with an asking price of more than $17 million. Learn what type of marketing works for very high-end properties and how they target market potential buyers.

RL19-1 Luxury Real Estate: Connecting with Your Market, Jack Cotton

In this series we highlight top real estate agent Jack Cotton and learn how he established himself in one the most prestigious luxury home markets in the world - Cape Cod, Massachusetts. His methods are relevant for any agent in any market. These videos will help you enter the luxury real estate market...or treat any client like a million dollars! In the first of the series Jack describes how he uses his boat to connect with the market and add value to his clients. He connects with incoming prospects through the current residents. You will also get a water tour of his most expensive listing at $28 million. NOTE: During the taping of this video we could not reveal the client's name. Today, January 11, 2013 the sale of the property made the national news. Read about it online at the Wall Street Journal. Paste this link into your browser: http://online.wsj.com/article/SB10001424127887323482504578230202853470768.html

RL19-2 Luxury Real Estate: Breaking into the Luxury Market, Jack Cotton

In this series we highlight top real estate agent Jack Cotton and learn how he established himself in one the most prestigious luxury home markets in the world - Cape Cod, Massachusetts. In this segment you will hear how he broke in to the luxury market by being an expert in valuation, finding the "maverick" homeowners and focusing on their best interests. You will learn how to give luxury service to any client. He describes a listing presentation on which he competed against an agent with a 90% market share.

RL19-3 Luxury Real Estate: Setting Yourself Apart, Jack Cotton

Jack Cotton describes he two-step listing process he feels is required for his high-end market. He overwhelms sellers with his competence through thorough research and following a precise process. He describes the three ways to NOT get into the luxury market. Learn his seller counseling methods that get to the why behind the why. (Version 2)

RL19-4 Luxury Real Estate, Getting Started by Barry Berg

In the previous three videos you've heard how Jack Cotton broke into the luxury market in Cape Cod, MA. In this interview, top agent, Barry Berg describes how he got started in the Minneapolis Lakes high end market. You'll hear how his run for State legislature created name recognition and how he got to know the owners by knocking on doors. He also focused on buyers instead of listings as his first strategy.

RL19-5 Luxury Real Estate, How they Got Started by Raines & Cadieux

Sandy Raines moved into a new market knowing no one but her husband and having no money for marketing. She and her husband, Ron Cadieux build a successful business in the luxury market. Hear how they got started, branded themselves and stay connected to their prospects.

RL19-6 Luxury Real Estate, Prospecting the High End, Jack Cotton

Prospecting for clients in the high end market requires some different methods. One is to prospect asymmetrically, that is to connect via other service providers to this market. Jack discussed how to create your own board of directors of "gatekeepers." You'll join him on a meeting with an architect during which they discuss the exchange of prospects. He will also discuss whether you must live in that market. In RL19-7 Jack discusses how to use events to connect with his market.

RL19-7 Luxury Real Estate, Events & Dialog, Jack Cotton

Jack Cotton will discuss how by-invitation open houses and other events allow him to expand his sphere of influence. By partnering with other service providers to the high-ing market you can add their contacts to yours. He will describe the simple dialogs he uses to find prospects and create referrals.

RL19-8 Luxury Real Estate, Luxury Home Tour, Raines & Cadieux

Sandy Raines and Ron Cadieux are luxury market agents in Columbus OH. In this video you'll see how they conduct a home tour that is co-sponsored by other high-end service providers. The Lamborghinis in the front of the home add great impact!

RL20-1 Listing Luxury Real Estate, Pre-Listing Process, Jack Cotton

NOTE: the support material RL20 Cotton Pre Listing Book is 8.3mb so be sure your on a faster connection before you download. In this video Jack Cotton describes how he sets himself apart and establishes credibility up front through his pre-listing process. Everything he does for his high end clients is applicable to any listing in any market or price range. He has provided his actual pre listing book in PDF for you to see.

RL20-2 Establishing Point of Difference Through Authorship

A powerful way to differentiate yourself and build credibility is through authorship and professional writing. Jack describes how his books provide a value added edge. The techniques in this video will help you increase your own credibility by writing articles, blogs or reports.

RL20-3.1 Part 1 Actual Listing Presentation, Jack Cotton

Watch top luxury market agent Jack Cotton on an actual listing presentation with a seller. In Part 1 he opens the presentation with a discussion of market timing and his company marketing plan. He estimates the value to be “north of $1.3 million. “They discuss the importance of online activity as a measure of proper pricing.

RL20-3.2 Part 2 Actual Listing Presentation, Jack Cotton

Watch top luxury market agent Jack Cotton on an actual listing presentation with a seller. In Part 2 he presents his 7-step pricing process for arriving at market value. He continues into the heart of his listing presentation presenting the benefits of professional photos, his marketing checklist, website, hard cover property book, the importance of good sales copy and how to avoid the “12 showing mistakes.” Notice how he equates his services with their effect on the percentage of sale price.

RL20-3.3 Part 3 Actual Listing Presentation, Jack Cotton

Watch top luxury market agent Jack Cotton on an actual listing presentation with a seller. In Part 3, Jack turns it over to the seller by allowing him to ask questions. They discuss signs, open houses, creative marketing, exposure to the Boston market and the use of print marketing.

KFT53 Quantify Difference and Keep Your Commission

Value Added Secrets of a Luxury Market Agent: This video features Jack Cotton from Cape Cod, MA., author of "Selling Luxury Homes." In this interview, Jack describes his process of leading his sellers to recognize the value of his services in a very unique way. He contrasts this value to the reduction in commission requested by his sellers. He also demonstrates the ultimate "Let Go" philosophy.

RL21-1 Luxury Home Pricing, Jack Cotton, Part 1

This concludes the series of videos featuring top luxury market agent, Jack Cotton. He is an icon in the Cape Cod, MA market. He is first featured in Real Estate LIVE! 19. In this part one, Jack describes how he presents his 7-Step pricing process to sellers. This process includes how he measures online reaction for the first 14 days to check for early indications of overpricing. By having a clearly defined process, Jack is able to establish market value as well as manage the seller’s expectations of his sellers. In addition, He describes the difference in doing a CMA for high end property and how he assembles market statistics to use in establishing value.

RL21-2 Luxury Home Pricing, Jack Cotton, Part 2

This concludes the series of videos featuring top luxury market agent, Jack Cotton. He is an icon in the Cape Cod, MA market. He is first featured in Real Estate LIVE! 19. Part 2 begins with Jack presenting a small slice of his pricing presentation to a real seller. (The full listing presentation may be seen in RL20.) We return to our interview with Jack in his office as he discusses his “pricing art” method.

KFT76 Close for the Listing

Watch the Koehler/Bortnick team in three different real-life listing presentations. Listen how they use trial, assumptive and direct closes, then use these methods on your next appointment. Guess which of the last two listing presentations signed the contract and write your thoughts in the comment section.

KFT56-2 Professional Property Photography, Part 2

In Part 2 you will continue to follow a professional photographer on an actual shoot to see how he lights the rooms, composes the shot and places the furniture. You will learn how to handle high dynamic range situations in which there is extreme contrast between the bright and dark areas, such as rooms with many windows. Both the video and your outline show before and after photos. Your sellers will thank you for watching this video and taking better photos of their home. Be sure to download the outline and checklist in the support materials. Chapters: 4. How to shoot interiors, 5. High Dynamic Range.

KFT56-1 Professional Property Photography, Part 1

Photos are the most important element of marketing you listings online. Bad photos drive away buyers and reduce showings. In Part 1 you will follow a professional photographer on an actual shoot to see how he approaches a shoot. He takes into account the time of day, home facing direction and shooting angles. He prepares the interior by turning on lights, opening blinds and removing personal items. He shoots photos so the continuity will show the flow from room to room. You will be a much better photographer using these methods. Chapters: 1. An agent's perspective, 2. Professional approach, 3. How to set up.

Pricing

Establish Value, CMA

RL02-1 CMA, Rules, Importance of Pricing

Competitive Market Analysis, CMA philosophy: three parts to listing. How sellers should select a real estate agent: marketing, not price. Save price until the end. Rules of CMAs. Agent demonstrations of beginning the pricing presentation and introducing the CMA. Comps: Competing vs. Comparable. The pricing pyramid and the importance of proper pricing. Agent demonstrations of persuading their sellers to price to the market. Positioning vs. Pricing. How to organize and present a CMA. How to sequence your list of comps.

RL02-2 Criteria for Value, Objective Standard

Selecting comps for your CMA. Criteria that determine value: Location, Size, Amenities. Agent demonstration of presenting competing homes for sale. Use the X-Ray as an example to establish an objective standard for pricing. Principles of valuation: cost, price, value, market value. Agent demonstrations of presenting the SOLDs. How to present Absorption Rate.

RL02-3 Adjusting Differences, CMA Summary

When your comps are different from the subject property, how do you still use them and adjust for differences? Final chapter summarizing the CMA and getting agreement on price. Summarize all the data, present it on a grid, establish and let the seller react. Don’t suggest a price, let them suggest so they own it. Question their position, don’t defend your own.

RL21-1 Luxury Home Pricing, Jack Cotton, Part 1

This concludes the series of videos featuring top luxury market agent, Jack Cotton. He is an icon in the Cape Cod, MA market. He is first featured in Real Estate LIVE! 19. In this part one, Jack describes how he presents his 7-Step pricing process to sellers. This process includes how he measures online reaction for the first 14 days to check for early indications of overpricing. By having a clearly defined process, Jack is able to establish market value as well as manage the seller’s expectations of his sellers. In addition, He describes the difference in doing a CMA for high end property and how he assembles market statistics to use in establishing value.

RL21-2 Luxury Home Pricing, Jack Cotton, Part 2

This concludes the series of videos featuring top luxury market agent, Jack Cotton. He is an icon in the Cape Cod, MA market. He is first featured in Real Estate LIVE! 19. Part 2 begins with Jack presenting a small slice of his pricing presentation to a real seller. (The full listing presentation may be seen in RL20.) We return to our interview with Jack in his office as he discusses his “pricing art” method.

RL31-S3 Venus Morris Griffin Entire Presentation (Listing 3)

This presentation is to a young couple who’s listing had expired. They previously listed with broker at above market price.
The listing expired and they were referred to Venus so she has not met them before. You’ll see their first meeting and tour, then return to the office for the final presentation.

RL31-3 Listing Presentation: CMA and Pricing

From the moment she walks into a seller’s home she establishes that the market sets the price and that she does not take overpriced listings. She does complete research on the market, creates a CMA and makes adjustments for property differences.
She leads them through the homes for sale and sold. Often she will ask for their opinion of value to gauge how close or far the Sellers’s opinion is from actual market value.
She does not fear seller overpricing because she simply won’t take an overpriced listing.

Pricing Presentation

MS09-1 Separate Listing from Pricing, Present the CMA

Don’t lead with the CMA, lead with listing, then follow with pricing. Get it priced right...now. Save your reputation, get your listing sold faster. Problems of overpricing. Three reasons why agents overprice. Listing sequence; Marketing Plan first, or CMA first? Save pricing until the end. Role play demonstrations of saving price until then end, after they agree on a marketing plan. Establish value by presenting the CMA. Role play demonstration of a pricing presentation and CMA presentation.

RL31-S3 Venus Morris Griffin Entire Presentation (Listing 3)

This presentation is to a young couple who’s listing had expired. They previously listed with broker at above market price.
The listing expired and they were referred to Venus so she has not met them before. You’ll see their first meeting and tour, then return to the office for the final presentation.

LS01-8 Demonstrate Dramatically, Pricing Listings in a Changing Market

Convincing sellers to price properly may require you to go beyond just presenting data. You may have to add drama through metaphor and demonstration to make your point. This segment shows you how to use an X-ray, media, competition for sale, a Pricing Storybook and a "CMA Field Trip" to persuade your sellers.

LS01-7 Present Market Data, Pricing Listings in a Buyer's Market

This is the seventh of nine chapters. This session covers how to present the market data to a seller using Principles of Evaluation, the CMA, Preparation for the Pain, Internal vs. External Influences and Absorption Rate. You will find a link to our pricing presentation PDF document called The Pricing Illustrator.

LS01-4 Separate Listing from Pricing, Pricing Listings in a Buyer's Market

This part 4 from the live seminar taping of "Pricing Listings in a Buyer's Market" resolves the issue of when you should address price with your sellers. Should you delay the discussion of price or lead with it? These two discussions should be separate from each other and the listing decision should be based on your competence, not your agreement to their price.

RL07s David Counsels a Seller

This video outtake captures David talking to a FSBO/expired seller about why she is not getting offers on her home.

RL07-3 Absorption Rate, Price Reductions, Upside Down Sellers

How to compute and present Absorption Rate to use months of supply to price properly. Agent demonstrations of presenting absorption rate. See a list of the seps to securing a price reduction from your sellers. Cindy Sanders does an excellent demonstration of working with a seller who is upside down because they refinanced. She does a net sheet at the price had then not refinanced. This is beautiful. Agent demonstration of securing price reductions.

RL07-2 Pricing: Seller Education

Educating sellers to price, or reduce to market value in a declining market. Agent demonstration of presenting pricing and market trends. Using the media to enforce and support your pricing. Internal vs. external pricing influences. Using statistics: competing units by price range, days on market by price range, new listings vs. solds. Interviews with SELLebrity agents. Agent demonstrations of getting price reductions. One of the best demonstrations ever of Cindy Sanders doing a CMA Field Trip with a seller to play the “Price is Right” game to get a price reduction. This is priceless!

RL07-1 Dynamics of a Changing Market, Seller Motivation

Market Dynamics. Knowers vs. Learners in times of change. The differences when moving from a sellers market to a buyers market. Fewer agents will be competing for less business providing a chance to gain market share. They buyers aren’t coming to you, so you must 1. go to them and 2. lower the price of your listings. Listings still control the market. Two key problems: lack of Education, lack of Motivation Seller Motivation: are they going to Sell or Stay? Actual demonstration of agents addressing seller motivation. Interviews with the SELLebrity agents about seller motivation. Key questions to ask to determine motivation. Benefits of buying up in a down market. Focus on Net appreciation instead of the peak.

RL15-3 The Pricing Showdown, Present CMA and Seller Decision

In Part 3 Jeff Scislow presents his CMA and handles the sellers' objections. You will feel the anguish of the sellers as they confront Jeff's price and defend the value of their property. Part 4 that follows was recorded years later and describes the painful saga of these sellers. Don't miss that!

RL15-2 The Pricing Showdown, Motivation and Opinion of Value

In part 2 you will see top agent Jeff Scislow greet the sellers, build rapport, delay the discussion of price and uncover their motivations. Before Jeff addresses price, he wants to be sure he understands their situation and motivation. If you watched Part 1, then you already know the sellers' situation so now you can watch Jeff discover their issues. At the 6:40 time in the video, he begins "The Showdown" when Jeff's opinion of value meets their expectation.

RL15-1 The Pricing Showdown, Seller Situation

In today's market there is a wide disparity between sellers' expectations of value and the current reality. Confronting a seller with this requires preparation, empathy and finesse. In part 1 of this video, you'll hear the behind-the-scenes expectations of the seller and top agent Jeff Scislow. Listen to the seller pre-interview to learn their motivations, then in the next videos, watch Jeff uncovers these same concerns. NOTE: In March 2015 I met with Jeff. He didn't get this listing during this video and the sellers listed four or five more times at higher prices. Now, years later Jeff got the listing again and sold it in a week for $50,000 less than what he quoted on this listing. The sellers, by now, were actually happy to have it sold.

KFT06 Separate Pricing from Listing

UPDATED (October 2016): Too many agents lead with price on a listing presentation. If you lead with price, you’ll lose with price. You must separate these discussions by presenting marketing first and saving price until last. No, the sellers don’t want it this way, but after this session, you’ll be able to use this method. See a sample presentation of five key pricing charts from The Pricing Illustrator† to begin every listing or pricing presentation.

RL31-3 Listing Presentation: CMA and Pricing

From the moment she walks into a seller’s home she establishes that the market sets the price and that she does not take overpriced listings. She does complete research on the market, creates a CMA and makes adjustments for property differences.
She leads them through the homes for sale and sold. Often she will ask for their opinion of value to gauge how close or far the Sellers’s opinion is from actual market value.
She does not fear seller overpricing because she simply won’t take an overpriced listing.

Pricing Objections

MS09-2 Respond to Pricing Objections

How to respond to specific pricing objections. Role play demonstration: “Our home is better”, “They can always make an offer”, “We can always come down”, “Couldn’t we just try it for a couple of weeks.”, “We’re moving to a higher priced market”. Demonstrate cost vs. value, principles of evaluation, regression vs. progression, absorption rate, pricing strategies for a changing market, buying up in a down market. We have created a product called "The Pricing Illustrator" that contains 48 charts and a 20-page User Guide. It is available as a PDF download for $59. Go to: https://www.davidknox.com/shop/the_pricing_illustrator/

KFT03 How to Cure P.D.S. Pricing Denial Syndrome

New version! No matter how bad the market gets, no matter how much evidence is presented, some sellers just do not believe that it applies to their home. Many sellers are in denial. You must have methods and communication skills to break through their belief system. See the steps to getting a price reduction on your listing and how to use the media as a partner to encourage sellers to reduce their price. (v2)

RL08-3 Securing Listings, Pricing & Commission Objections

Bob Wolff is one of the top agents in the U.S. and a past CRS Instructor. He shares all of his methods of building a referral business that generates more than $100 million in annual sales. Watch an interview with Bob. In this session he discusses his listing process. Most of his listings are two-call presentations with some exceptions. On his first call he delays price, builds rapport, establishes credibility by being prepared with property information. Watch how he establishes his competitive difference. He sets up a later time to return for the listing presentation and CMA. He sets himself apart by conducting personal preview of the competitive homes on the market; simple, yet effective. The second call: goal to get the listing, get it at his price. Here’s how he avoids getting into price until he has some commitment to list. He presents his marketing plan. See how he uses a “house counting” home to establish value. Hear his rant on whether new agents could do what he does. Fun ranting answer! Marketing the listing, how to get MLS involvement immediately, get it staged right. He really focuses on preparing the home to sell. In the final section he discusses how he handles pricing objections and commission objections.

LS01-5 Seller Motivation, Sell or Stay? Pricing Listings in a Buyer's Market

In this fifth chapter of "Pricing Listings in a Buyer's Market," you will learn how to address THE most important part of pricing: Seller Motivation. The sellers need to resolve whether they want to sell or stay.

LS01-6 Why Sellers Should Sell, Pricing Listings in a Buyer's Market

This is chapter 6 of Pricing Listings in a Buyer's Market, a live presentation by David Knox. It will provide the methods and dialogs to you persuade your sellers to sell in this challenging market. If you have sellers who say "I'm not moving unless I get my price," then this video will help you. It addresses the topics: Why sellers should sell, Three more options, Pay now or pay later, Source of statistics, "But we need the money" objection, Buying up in a down market and Sources of cash to buy up.

LS01-9 Price Reduction & Objections, Pricing Listings in a Buyer's Market

In this final segment of "Pricing Listings in a Buyer's Market" you will learn how to secure a price reduction on a current listing and handle the typical objections of "We can always come down" and "Couldn't we just try it for a couple of weeks?"

RL09-S3 Russell Williams Listing Part 3 of 4

Russell Williams continues his listing presentation into pricing and commission discussions.

RL31-3 Listing Presentation: CMA and Pricing

From the moment she walks into a seller’s home she establishes that the market sets the price and that she does not take overpriced listings. She does complete research on the market, creates a CMA and makes adjustments for property differences.
She leads them through the homes for sale and sold. Often she will ask for their opinion of value to gauge how close or far the Sellers’s opinion is from actual market value.
She does not fear seller overpricing because she simply won’t take an overpriced listing.

Buyers

Qualifying financially

RL06-S1 Financial Qualifying Interview

Watch a complete financial qualifying interview conducted by finance professional Robert O'Toole.

RL06-S2 Financial Qualifying with Debbie Morris

Debbie Morris conducts a financial qualifying interview with a first time buyer.

MS10-2 Financial Qualifying & Prepare Buyers to Buy

Although you will send your buyers to a lender for pre qualification, this video shows how you might explain it to them in advance. These role plays will help you deal with finances and prepare your buyers to buy, then get them ready to make the decision to buy once you find them a home. Address all the possible barriers now, before they arise: how many homes to see, are you ready to buy the first one, willing to pay market value. Role play demonstration of preparing the buyer. Begin the discussion of buyer agency and asking for commitment. Prepare them for find a home quickly and paying market value.

RL12-S2 ARM Financing by Pat Zaby

Pat Zaby, CRS Instructor, explains how to use Adjustable Rate Mortgages as a benefit to buyers. Pat answers questions: Who is the best candidate for an ARM? How much do buyers save on an ARM? How do the rates change? What is the break-even point?

RL04-S2 RESPA with Oliver Frascona

Oliver Frascona, our favorite real estate attorney, will help you avoid violations of the Real Estate Settlement Procedures Act. If you or your company are involved with related services such as mortgage or title, then you need to hear this.

RL12-S1 Two/One Buydown by Pat Zaby

Pat Zaby, CRS Instructor, is one of the real estate industry's top speakers on using finance as point of difference. In this video discover how financing concessions and knowledge of buydown options can make you stand apart from the competition.

RL12-S3 Financial Benefits of Owning by Pat Zaby

Pat Zaby, CRS Instructor discusses the benefits of owning vs. renting. Learn how to secure proper financing for your buyers. Consumer difficulty in securing financing is a root problem for buyers. You capture a niche in the market by providing financial advice and getting buyers to buy NOW. Calculate the financial comparison between renting and owning.

RL12-S4 Overcome Buyer Objections with Financing Information by Pat Zaby

Having a tough time getting your buyers to buy? Pat Zaby, CRS Instructor shows you how to overcome buyer objections using financing information. Objections: cost of waiting to buy, affordability concerns by reducing to the difference.

RL06-2 Needs & Motivation, Financial

Satisfying need is the basis of all selling. You must diagnose before you prescribe. Determine their specific housing needs, then proceed to uncovering their dominant motivation, the emotion that will ultimately drive their purchase. Use the internet and/or MLS computer to eliminate homes now so you don’t have to actually show properties they won’t buy.

QT06: New CFPB Lending Requirements (U.S., August 2015)

The Dodd-Frank act passed in the United States in 2008, created the Consumer Financial Protection Bureau (CFPB). New lending requirements will take effect on loan applications taken on or after August 1, 2015. This video is an overview some major points. Be sure to discuss this with your lender directly. NOTE: TILA-RESPA Integrated Disclosure requirements that go into effect Aug.1, but there will be a good-faith enforcement grace period that both the mortgage industry and a bipartisan coalition in Congress have asked for.

Buyer Counseling

RL06-1 Buyer Counseling, Agency, Expectations, Urgency

Although the title refers to first time buyers, the methods work on all buyers. You will learn how to get the buyers who going to buy, buy now and buy from you. How to begin the buyer counseling interview by opening, greeting and establishing rapport. Agent demonstrations by our SELLebrities. See how agents interact with different styles. Buyer agency presentation. Watch agents present the agency disclosures. Education the buyer and managing their expectations to make them more realistic buyers. How do you know if they’re “good” buyers? Determine their motivation by asking the three most critical questions. When are they going to buy? Determine what issues need to be resolved before they buy.

RL06-2 Needs & Motivation, Financial

Satisfying need is the basis of all selling. You must diagnose before you prescribe. Determine their specific housing needs, then proceed to uncovering their dominant motivation, the emotion that will ultimately drive their purchase. Use the internet and/or MLS computer to eliminate homes now so you don’t have to actually show properties they won’t buy.

QT27 Buyer Consulting Booklet with Lee Silverman

Lee describes and demonstrates his Buyer Consulting Booklet that helps educate and convert his buyers. You may download his sample booklet in PDF to help you create your own version. See you Support Materials.

QT14: Saving Time with Buyers - Robert Allen

When we were in Atlanta for a seminar real estate agent Robert Allen gave us a great quick tip to save time while working with buyers. Let us know what you think. What are your time saving methods for working with buyers?

MS10-1 Buyers: The First Meeting, Needs & Motivation

Buyers are not liars, we just don’t ask the right questions and listen. You must begin the process with a buyer counseling interview. The first meeting; when, where? Pre-counsel the buyer, get personal, understand their lifestyle, reasons, motivation and urgency. Role play demonstration of the first meeting with buyers. Determine whether to buy first or sell first. Determine their housing needs; location, size, rooms and features. Download two lists of buyer questions: MS10 Buyer Questions P1 and P2

Prepare buyers to buy

RL06-3 Agency and Loyalty, Prepare them to Buy, Showing

Continue to present agency and ask for loyalty. You want the buyers to buy from you. Teach agency up front, then get a signed agreement now. Agent demonstrations of presenting agency and asking for loyalty. Prepare your buyers to buy by addressing key issues up front: how many homes they should see, when they expect to find a home, feeling about paying market value. Review the contract to get them prepared. Agent demonstrations. Showings by the agents to their buyers. Follow the agents through the homes using the proper methods for showing. Use silence to enhance the process. Learn how to overcome objections by not answering.

QT27 Buyer Consulting Booklet with Lee Silverman

Lee describes and demonstrates his Buyer Consulting Booklet that helps educate and convert his buyers. You may download his sample booklet in PDF to help you create your own version. See you Support Materials.

KFT23 Prepare Buyers to Buy

The majority of issues that prevent a sale, or cause it to fail later, could be prevented with a buyer-preparation consultation. Learn how to "test drive" your buyers to see how they will react during the house hunting and sales process. Train them in advance to be good buyers. Minimize the number of showings, increase their initial offer and pre-condition them for objections.

QT14: Saving Time with Buyers - Robert Allen

When we were in Atlanta for a seminar real estate agent Robert Allen gave us a great quick tip to save time while working with buyers. Let us know what you think. What are your time saving methods for working with buyers?

KFT01 Get Your Buyers to Buy Now

A buyers' market brings the challenges of high inventory and skeptical buyers. How do you get them to buy now? This market presents opportunities; many want to wait until the market hits the bottom. However, how will buyers know when the market bottoms out? When the prices start to go back UP. See the benefits of buying before the bottom hits rather than after it. Download and open the support document "Buyer Letter Why Buy Now" in Microsoft Word. Edit it as you choose and make it your own. Then send or email it to your current Sphere of Influence.

KFT37-1 Managing the Non Urgent Buyer, Barry Berg, Part 1

Part 1 of 2. David interviews Barry Berg, one of the top real estate agents in Minnesota. He holds an MBA from Harvard and sets the bar for production and professionalism in real estate. He is also recognized as the leader in upper bracket home sales in the Minneapolis area. In this interview Barry discusses the techniques of managing buyers who feel little urgency to purchase a home. You will hear how he presents value, ownership tenure, perfection syndrome, scarcity, exit strategy and waiting for the bottom. Part 2 continues with a discussion of buyers waiting until the market bottoms. The Client Survey referenced in Part 2 is a support document to KFT18: “KFT18-WORKSHEET Client Survey.doc”

KFT37-2 Managing the Non Urgent Buyer, Barry Berg, Part 2

Part 2 of 2. Part 2 continues with a discussion of buyers waiting until the market bottoms. David interviews Barry Berg, one of the top real estate agents in Minnesota. He holds an MBA from Harvard and sets the bar for production and professionalism in real estate. He is also recognized as the leader in upper bracket home sales in the Minneapolis area. In this interview Barry discusses the techniques of managing buyers who feel little urgency to purchase a home. You will hear how he presents value, ownership tenure, perfection syndrome, scarcity, exit strategy and waiting for the bottom. The Client Survey referenced is a support document to KFT18: “KFT18-WORKSHEET Client Survey.doc”

KFT16 The Low Appraisal & the HVCC

The Home Valuation Code of Conduct has produced an unintended consequence of having appraisals performed by out-of-area appraisers, coming in low and killing the transaction. Learn how to prepare your sellers and buyers for these appraisals, plus techniques for saving the transaction once it does come in low.

KFT43-1 The Buyer Side of Short Sales, Part 1

This begins our three part series on examining the short sale process from the buyer side. You may choose not to work short sales as a listing agent, but if you work with buyers in the U.S., there's a 30-40% chance you'll have to manage a short sale purchase for your buyers. This Part 1 features an interview with two professional short sale negotiators as they discuss the benefits, misconceptions and first three steps of the short sale approval process.

KFT43-2 The Buyer Side of Short Sales, Part 2

This continues our three part series on examining the short sale process from the buyer side. You may choose not to work short sales as a listing agent, but if you work with buyers in the U.S., there's a 30-40% chance you'll have to manage a short sale purchase for your buyers. This Part 2 completes the interview with the short sale negotiators as they address the final three steps of the approval process and the questions a buyers' agent should ask the listing agent of a short sale.

KFT43-3 The Buyer Side of Short Sales, Part 3

This concludes our three part series on examining the short sale process from the buyer side. You may choose not to work short sales as a listing agent, but if you work with buyers in the U.S., there's a 30-40% chance you'll have to manage a short sale purchase for your buyers. This Part 3 is an interview with a real estate agent who has experienced a 100$% closing ratio with short sales. He addresses all the issues presented in Part 1 and 2, but from an agent's perspective.

Showing

MS11-1 Buyers: Showing Sequence and Guidelines

Preparing for showings. The DCAB method using the law of contrast to sequence your showings. How to avoid “sticker shock” by playing the game “The Price is Right.” Showing guidelines; delay the feature sheet, save price until the end. Role play demonstration of this. Silence is golden, be quiet. Avoid being Champion of the Obvious. Let them lead the showings and you follow. Role play demonstration of preparing for showings. Pay attention to their feedback, buying signals and complaints. Role play demonstration of showing, debriefing and asking for feedback.

RL08-4 Working with Buyers, Showing

Bob Wolff is one of the top agents in the U.S. and a past CRS Instructor. He shares all of his methods of building a referral business that generates more than $100 million in annual sales. Watch an interview with Bob plus client interaction. In this session Bob discusses and demonstrates how he works with his real buyers. Begins in the car on the way to his showings through his actual showing process. Next he discusses his sales philosophy and the importance of listening instead of talking. He continues through more showings with his buyers. Next, Bob debriefs the showings with his buyers. Skills for the future; what will you need to be able to do to succeed in the future. But still, we need human contact, rapport, listening and trust.

KFT42-1 Ten Tips for Better Showing, Part 1

Knox First Tuesday 42 is "Ten Tips for Better Showings." Part One - Tips 1 through 5. The act of showing homes to prospective buyers is one of your most important presentations, yet this skill is often underdeveloped. In this two-part video you will learn how to manage buyer expectations, engage their emotions, deal with objections and prepare them to buy. You will definitely have more fun on your next showing!

KFT42-2 Ten Tips for Better Showing, Part 2

Knox First Tuesday 42 is "Ten Tips for Better Showings." Part Two - Tips 6 through 10.

KFT64-1 Work With Builders to Sell New Construction: Benefits and Confidence

Increased buyer demand and low listing inventory requires you to expand your property options to sell more homes. This video will introduce you to the skills of working with builders and selling new construction. Your buyers will find new construction with or without you, so you need to be familiar with this segment of the market. We interviewed seven experts, on location and in our studio, to bring you the best, most current practices for offering new homes to your buyers. You'll hear from two builders, one new home consultant and four agents. Subsequent videos in this series will address meeting with builders to establish a relationship, the new construction sale and managing the process from sale to move in. In KFT64-2 you will learn how to research builders, conduct meetings and explore the construction process.

KFT64-2 Work With Builders to Sell New Construction: Research and Meet Builders

Our builders and new construction experts describe how to research reputable builders, conduct a first meeting with a builder and gain basic knowledge of construction. If you are considering showing new homes to your buyers, you will learn how to work with builders and be paid a commission for selling their product.

Closing, Objections

Closing skills

MS11-2 Buyers: Closing, Purchase Agreement

Begin the closing process; where should you be when you close? When they’re ready to buy: let them. Role play demonstration of returning to their current home to write a purchase agreement on their next one. How to get a full price offer. Getting the “good deal” or getting the “good house.” Handling difficult offers. Role play demonstration of the low offer and the very low offer. Presenting the seller options: accept, reject, counter, accept another. How to present the value of the home and negotiate the offer. “If you don’t get the house, what would you do with the $10,000 you saved?” How to get higher offers. Role play demonstration of the multiple offer situation. Skills of getting your offer accepted.

RL09-1 Closing, Assertive vs. Aggressive, Closing Mistakes

What is closing...getting a “yes” or getting a “no?” It’s getting a decision. Don’t take “maybe” for an answer. Agent demonstrations of asking for the order. Demonstration of closing on a FSBO. Assertive vs. Aggressive closing. How to close, but not be high pressure. The decision must be in the best interests of your customer or client. Closing mistakes. Here’s how to avoid all the common mistakes agents make like talking too much, waiting till the end, using a trial close as a close.

RL09-2 Closing: Needs, Implied Consent

All closing must be based in the customer and client needs. Agent demonstrations of establishing their needs. Implied consent, assumptive closing in which you proceed as if you have the sale or listing. If they don’t stop you, then continue to the decision. If you were on a listing and knew you were going to get the listing, how would you proceed? Techniques: take a sign to the property, have a feature sheet prepared, have them do homework, write all their answers on a contract, ask for a house key, etc. See a Closing Worksheet that you can use to confirm seller decisions. Agent demonstrations of assumptive closing. Measure your closing skills by what you ask, not how they answer.

RL09-3 Trial Closing, How to Close, Types of Closes

How do you know when to close? How do you know if it’s OK to close? Use trial closes to test their feelings, opinion and readiness to decide. Agent demonstrations of trial closes. How to Close: Need-Benefit-Ask. The Best Close: just start writing. Recognize the attitude of acceptance. When they’re ready to list, let them. Be aware of buying signals. Recognize when you’re not going to get the listing or sale. Types of closes: minor point, alternative choice, assumptive, etc. Agent demonstrations of their actual final close. How many “no”s will you experience before they say “yes?”

KFT40-1 Ask for the Order, Part 1

In part 1 I address closing mistakes, closing psychology and how to structure your closing questions. All too often we lose a prospects, sales or listings by not getting a decision. After all the time you've invested and the steps you've taken...it's the final act of getting an answer that separates low producers from high producers. In this video you'll gain the confidence and techniques to get decisions. Your new theme will be: "No more maybes."

KFT40-2 Ask for the Order, Part 2

In part 2 I’ll provide some sample closes and advanced closing concepts. All too often we lose a prospects, sales or listings by not getting a decision. After all the time you've invested and the steps you've taken...it's the final act of getting an answer that separates low producers from high producers. In this video you'll gain the confidence and techniques to get decisions. Your new theme will be: "No more maybes." These methods will either move your prospects toward agreement or allow you to Let Go of the non-prospects.

RL23-5 Koehler Bortnick Interview: Keep the Listing

Part five of our extended in-depth interview with the multimillion dollar producing team of Kathy Koehler and Heather Bortnick. Find out how they keep the listing once they've closed.

QT35 Paper Contract Review with Steve Goff

Paper contract review, Steve Goff (electric signing often limits the ability to really know the contract.)

Objections

KFT05 Managing Expectations

NEW VERSION! Ever had a seller complain that their home sold too fast? Ever had an appraisal come in too low? Has a buyer found a home first time out, then wanted to see more? All of these are problems not of reality, but unrealistic expectations. You must anticipate and prepare for problems. Answers to specific objections that could’ve been handled up front.This presentation is the basis of handling all difficult situations in real estate.

RL10-1 Objections: Anticipate, The PAID Method, Pause

Instead of jumping to an answer to an objection, follow a process first. First, anticipate and prepare for objections. Most objections in real estate are known so you should never be surprised. Divulge weakness early and bring up the objection first. The P.A.I.D. process: Pause, Acknowledge, Isolate and Discover. Pause, the most important first step. Avoid the push-back response and let the customer deal with it first. Agent demonstrations of pausing after all of his buyer’s objections. Finally they start answering their own concerns! This is great.

RL10-2 Objections: Acknowledge, Isolate, Discover

Before, or after the pause, you must let the customer know that you were listening and that you’re considering their concern; acknowledge. Then question the objection to understand the real issue. Agent demonstrations of these skills. Now you must isolate the objection to see if there are any more and determine what is the real issue. Be sure you uncover all the concerns before you even think about answering. Seinfeld example: gets blood out of your clothing. Sample questions for isolating the objection. Agent demonstrations of the PAID process. Great pause by Tammy Fadler! Discover; the process of questioning their position and probing for the basis of their objection. Help the customer resolve their own issues. Example of isolating the objections on an offer presentation. Example of the game “Password” as a way of getting your customers to answer their own concern. Agent demonstrations of the Discover technique.

RL10-3 Objections: Attitudes of Resistance, Answering Objections

Three attitudes of resistance: Objection, Doubt and Indifference. How to respond differently to each. The purpose of Discovery is to determine their attitude so when you proceed to the Answer step, you’ll respond properly. Answering objections. Even when you do have to answer, phrase it as a question and ask them to resolve the issue first. Lead them to the answer. Techniques for creating specific answers. Reduce it to difference in time or money rather than addressing the entire amount. Agent demonstrations of answering objections. Final exercise that really makes the point that you almost never have to answer an objection; “What didn’t you like about the last home you bought?”

RL10-S4 REALcoach: Overcoming Objections, James Robinson, Part 2

David demonstrates the P.A.I.D technique of overcoming objections through a coaching role play with a real estate agent. You will really see how to master a technique.

RL10-S3 REALcoach: Overcoming Objections, James Robinson, Part 1

In part one of this REALcoach session, David will introduce the the P.A.I.D. technique to address objections. Part one concentrates on pause and acknowledgment by role playing different scenarios with real estate agent James Robinson.

LS03-1 Value Added Selling, Avoid the Commissionectomy: Compete on Value not Price

This is our third Live Seminar Series release and is available in High Definition (HD) if you have enough bandwidth. This is the first time this seminar has been made available on video, ever. In this part 1, you'll recognize the difference between competing on price and competing on value. One of the most difficult challenges you face is being asked to cut your commission. Now you will have the strength to stand on principle. In addition to the outline, LS03 Outline Value Added Commission, you'll find some other great support materials: LS03 CHECKLIST Little Things Make Add Big Value and LS03 WORKSHEET Commission Scripts. The Worksheet will provide you soma actual dialogs to use with commission objections.

LS03-2 Value Added Selling, Avoid the Commissionectomy: Strength

This is chapter two in David's live seminar series on Value Added Selling. One way of avoiding the commissionectomy is to present yourself from a position of strength. David describes how standing on your principles will help you avoid the long-term realities of cutting your commission just to make the deal. Click the HD link below the player watch this video in high-definition. More chapters will be uploaded soon.

LS03-4 Value Added Selling, Avoid the Commissionectomy: Difference

In part 4 of this live seminar series, learn how to avoid being a commodity by defining and marketing just the difference in order to create added value.

LS03-5 Value Added Selling, Avoid the Commissionectomy: Dialog and Net

In the last part of this live seminar series, David presents effective dialog to overcome objections and presents a compelling way to illustrate your net from any commission.

RL16-7 REALtalk Demonstrating Sales Methods via Role Play

In this video Verl Workman and David Knox conduct three role play demonstrations with each other. In the first commission objection role play, David plays the agent and Verl plays the seller with the objection; “We know you’re good, but you’re 2% higher than others.” David uses the P.A.I.D. method to process the objection and set up the key question: "if our fees were not different, who would you list with?" In the second role play, Verl responds to the objection; “So this is your rate? I’d like you to come down.” Verl asks the question: "If someone comes in with a low-ball offer and want to pay you less, how do you want me to respond?" In the final role play David responds to the objection of a buyer not wanting do decide now over fear of a better deal coming along. These are a great demonstrations to help you in your own practice.

KFT89-1 Persuasion Through Contrast, Part 1

The law of contrast states that any perception of what is good or bad is relative. It begs the question, "Compared to what?" In KFT89 you'll learn how to manage the process of comparison and contrast when working with negotiations, buyers, pricing commissions and more. Objectives of this video include: 1. recognize the factors that affect client perception, 2. present options in a sequence that leads clients to a decision and 3. manage the contrast criteria in an ethical way.

KFT89-2 Persuasion Through Contrast, Part 2

The only way to a proper conclusion is through comparison and contrast. In part 2 of this series David presents how to use this contrast concept to sellers.

MS08-1 Categories of Resistance

Overview of session 8. Three categories of resistance: objection, doubt, indifference. Six steps to handling an objection. The fast answer is not the right response. Save your answers, instead: Pause. Role play demonstrations of the pause. Role play demonstration of the pause. How to acknowledge without agreeing. Isolating: the conditional answer.

MS08-2 Questioning Objections

Before you answer an objection, question it first. Determine the real issues beneath the objection. Play real estate “Password.” Role play demonstration of questioning. Final step: Answer their objection. Very powerful exercise: when you bought your last home, what did you not like about it? This is a must see demonstration. Answers to specific buyer and seller objections. Role play demonstration of answering objections.

Commission

MS08-3 Commission Objections

Commission objections are the most difficult of all real estate situations. In this session you will learn how to apply the process and provide specific answers. Absolute vs. comparative commission objections. “Negotiability” of commissions...doesn’t mean you have to cut. When you cut your fee, you do not make it up in volume; mathematical exercise. Fairness in charging your fee. Value Added selling: overwhelm your sellers with service, value and competence. Position of strength and pride in your value. Must be willing to walk away. Role play demonstration of closing the seller and being hit with a commission objection, then going on to sell value. Comparative objections; when your competitor charges less. Convert the commission objection to a net equity objection. One of the best role play demonstrations on using the pause on a commission objection. Post-listing commissionectomy; when they bring up the objection at the offer presentation. Story: “Knowing where to tap.”

LS03-1 Value Added Selling, Avoid the Commissionectomy: Compete on Value not Price

This is our third Live Seminar Series release and is available in High Definition (HD) if you have enough bandwidth. This is the first time this seminar has been made available on video, ever. In this part 1, you'll recognize the difference between competing on price and competing on value. One of the most difficult challenges you face is being asked to cut your commission. Now you will have the strength to stand on principle. In addition to the outline, LS03 Outline Value Added Commission, you'll find some other great support materials: LS03 CHECKLIST Little Things Make Add Big Value and LS03 WORKSHEET Commission Scripts. The Worksheet will provide you soma actual dialogs to use with commission objections.

LS03-2 Value Added Selling, Avoid the Commissionectomy: Strength

This is chapter two in David's live seminar series on Value Added Selling. One way of avoiding the commissionectomy is to present yourself from a position of strength. David describes how standing on your principles will help you avoid the long-term realities of cutting your commission just to make the deal. Click the HD link below the player watch this video in high-definition. More chapters will be uploaded soon.

LS03-4 Value Added Selling, Avoid the Commissionectomy: Difference

In part 4 of this live seminar series, learn how to avoid being a commodity by defining and marketing just the difference in order to create added value.

LS03-5 Value Added Selling, Avoid the Commissionectomy: Dialog and Net

In the last part of this live seminar series, David presents effective dialog to overcome objections and presents a compelling way to illustrate your net from any commission.

KFT04 No Difference? No Deference

This is a new version of a popular Knox First Tuesday video. Learn how to overcome commission objections by having and presenting a point of difference. Will people spend more money for more value? Yes. You must deliver value. Don’t let price be your only difference. Avoid being a commodity, instead, sell difference. There are eight categories of differences in a listing presentation. Learn ways to add value to your clients to minimize the request for a commission cut.

KFT89-2 Persuasion Through Contrast, Part 2

The only way to a proper conclusion is through comparison and contrast. In part 2 of this series David presents how to use this contrast concept to sellers.

KFT89-1 Persuasion Through Contrast, Part 1

The law of contrast states that any perception of what is good or bad is relative. It begs the question, "Compared to what?" In KFT89 you'll learn how to manage the process of comparison and contrast when working with negotiations, buyers, pricing commissions and more. Objectives of this video include: 1. recognize the factors that affect client perception, 2. present options in a sequence that leads clients to a decision and 3. manage the contrast criteria in an ethical way.

RL16-7 REALtalk Demonstrating Sales Methods via Role Play

In this video Verl Workman and David Knox conduct three role play demonstrations with each other. In the first commission objection role play, David plays the agent and Verl plays the seller with the objection; “We know you’re good, but you’re 2% higher than others.” David uses the P.A.I.D. method to process the objection and set up the key question: "if our fees were not different, who would you list with?" In the second role play, Verl responds to the objection; “So this is your rate? I’d like you to come down.” Verl asks the question: "If someone comes in with a low-ball offer and want to pay you less, how do you want me to respond?" In the final role play David responds to the objection of a buyer not wanting do decide now over fear of a better deal coming along. These are a great demonstrations to help you in your own practice.

Negotiation

Negotiation principles

MS12-1 Negotiation Strategies, Presenting the Agreement

Here’s where it all comes together where the seller’s property meets the buyer’s offer. How to achieve a win-win result. This may be the most fun part of the business, Myths and stereotypes of negotiating. Handling cultural differences in negotiating. Establishing an objective standard as a basis of negotiating. Prepare to present the offer. Update the CMA, meet with the other agent,problems with your offer, reasons why a seller should accept. Setting the stage for the presentation. Role play demonstration of setting the stage. The presentation. Role play demonstration of presenting the single offer from a coop agent. Multiple offer presentation. Role play demonstration of presenting two competing offers.

KFT89-2 Persuasion Through Contrast, Part 2

The only way to a proper conclusion is through comparison and contrast. In part 2 of this series David presents how to use this contrast concept to sellers.

LS02-4 Are You a Messenger or a Negotiator? Giving Feedback vs. Advice

Clients will ask for advice, but what they really need is feedback. In this video you will learn how to identify the difference and respond in a way that you will not be held responsible for their decision. This method will help you in your personal relationships as well. Next and final part: LS02-5 Writing a competitive offer.

LS02-3 Are You a Messenger or a Negotiator? Questioning Their Position, Client Interests, Objective Standard

In this part 3 you will master three more negotiation skills. Questioning a client position takes you reduces defensiveness and leads the client to ponder their position. Clients often take a position that actually harms their interests to you will lead them to their deeper motives. Negotiation of one party directly against the other often produces anger and resentment. Help them see an objective standard against which both can identify. Next part: LS02-4 Feedback vs. Advice.

LS02-2 Are You a Messenger or a Negotiator? Expectations

In most difficult situations, reality wasn't the problem. Unrealistic expectations exacerbated the situation. In this chapter you will learn how to manage expectations as a critical skill to becoming a great negotiator. *Playable in High Definition (HD) if you have enough bandwidth. Next part: LS02-3 Question their position, Focus on Client Interests, Provide an objective standard.

LS02-1 Are You a Messenger or a Negotiator? Difference Between

This has long been considered one of David's best and most popular presentations. In this part 1, you will recognize the difference between a negotiator who brings parties together, or a messenger that haplessly relates one party's wishes to the other. You will gain the skills of being a professional negotiator that will help you get listings priced right, secure better offers from buyers and move difficult people to agreement.. Next part: LS02-2 Managing Expectations. *This video is available in High Definition (HD) if you have enough bandwidth.

KFT61-S2 Buyer Side of Multiple Offers, Agent Interview

In part 2 of the interview with real estate agent CJ Gade on multiple offers, David and CJ discuss multiple offers from the buyers' side and what method work for her in a competitive marketplace.

KFT61-S1 Seller Side of Multiple Offers, Agent Interview

KFT61-S1 This is part one of an interview with real estate agent CJ Gade on multiple offers, from the sellers' perspective. How do you handle multiple offers? What typical scenarios arise and what steps can you take to support your sellers in the process?

KFT61 Managing Multiple Offers

This video is a segment from David's new LIVE SEMINAR "Are You a Messenger or a Negotiator?" When listings are in short supply and the buyer demand remains strong, you will encounter more multiple offers. A post multiple-offer sale will leave the seller happy but one or more of the buyers disappointed. This situation requires strong negotiation skills and adherence to the Code of Ethics, Standards of Practice and your company policy. This video will address the skills from the buyer, seller and agent side of the transaction. NOTE: We have added a new HD (High Definition) link under the player window for those that have higher bandwidth connections. Check it out! Let us know what you think. Please leave a comment. (v2)

KFT41 Are you a Messenger or a Negotiator?

Too many transactions begin with extreme positions that result in long, painful, multiple counter offers. It could be that you're being a messenger instead of a negotiator. In this video you learn to use the skills of question a position, focusing on interests, providing an objective standard, reversing perception, managing expectations and providing feedback. Download and print the KFT41 Worksheet Negotiation Role Play, but before you look at it, have someone tear it into three parts and provide them to each person in the role play.

KFT05 Managing Expectations

NEW VERSION! Ever had a seller complain that their home sold too fast? Ever had an appraisal come in too low? Has a buyer found a home first time out, then wanted to see more? All of these are problems not of reality, but unrealistic expectations. You must anticipate and prepare for problems. Answers to specific objections that could’ve been handled up front.This presentation is the basis of handling all difficult situations in real estate.

KFT89-1 Persuasion Through Contrast, Part 1

The law of contrast states that any perception of what is good or bad is relative. It begs the question, "Compared to what?" In KFT89 you'll learn how to manage the process of comparison and contrast when working with negotiations, buyers, pricing commissions and more. Objectives of this video include: 1. recognize the factors that affect client perception, 2. present options in a sequence that leads clients to a decision and 3. manage the contrast criteria in an ethical way.

Purchase agreement

MS12-2 Coop offers, Counter Offers, Customers for life

This is on offer presentation on a coop listing. Role play demonstration of this. The Very Low offer presentation. How to handle seller resistance from the low offer. Watch the sellers react, then present the positives. How to work toward agreement by reducing the changes to ONE instead of many. A powerful technique for reaching agreement. Role play demonstration of taking the counter offer back to the buyers. Final chapter: Keep your customers for life. 67% of customers leave because of an attitude of indifference. You must stay in touch with your customers and clients. Grow your skills by learning from models in the industry and get feedback. Use role plays as a way to improve your skills. Ends with bloopers

KFT11 Negotiating Low Offers

Narrow the gap between your buyer’s low offer and the seller’s high asking price. Learn how to get a better offer in the first place. Focus on interests, not positions. Humanize the buyer and prepare the sellers. See a great way to negotiate differences to structure the counter offer so it will be more acceptable to the buyer.

KFT12 Securing Higher Offers

After learning how to present low offers, here’s how to avoid them in the first place. Regardless of whom you represent, you must write an agreement that has a chance of acceptance. Focus on interest instead of position, establish an objective standard. Play the real estate version of the game “The Price is Right” to prepare buyers to pay full price.

Financing, Legal

Financial

MS10-2 Financial Qualifying & Prepare Buyers to Buy

Although you will send your buyers to a lender for pre qualification, this video shows how you might explain it to them in advance. These role plays will help you deal with finances and prepare your buyers to buy, then get them ready to make the decision to buy once you find them a home. Address all the possible barriers now, before they arise: how many homes to see, are you ready to buy the first one, willing to pay market value. Role play demonstration of preparing the buyer. Begin the discussion of buyer agency and asking for commitment. Prepare them for find a home quickly and paying market value.

RL06-S1 Financial Qualifying Interview

Watch a complete financial qualifying interview conducted by finance professional Robert O'Toole.

RL06-S2 Financial Qualifying with Debbie Morris

Debbie Morris conducts a financial qualifying interview with a first time buyer.

RL12-S3 Financial Benefits of Owning by Pat Zaby

Pat Zaby, CRS Instructor discusses the benefits of owning vs. renting. Learn how to secure proper financing for your buyers. Consumer difficulty in securing financing is a root problem for buyers. You capture a niche in the market by providing financial advice and getting buyers to buy NOW. Calculate the financial comparison between renting and owning.

QT06: New CFPB Lending Requirements (U.S., August 2015)

The Dodd-Frank act passed in the United States in 2008, created the Consumer Financial Protection Bureau (CFPB). New lending requirements will take effect on loan applications taken on or after August 1, 2015. This video is an overview some major points. Be sure to discuss this with your lender directly. NOTE: TILA-RESPA Integrated Disclosure requirements that go into effect Aug.1, but there will be a good-faith enforcement grace period that both the mortgage industry and a bipartisan coalition in Congress have asked for.

Mortgages

RL12-S1 Two/One Buydown by Pat Zaby

Pat Zaby, CRS Instructor, is one of the real estate industry's top speakers on using finance as point of difference. In this video discover how financing concessions and knowledge of buydown options can make you stand apart from the competition.

RL12-S2 ARM Financing by Pat Zaby

Pat Zaby, CRS Instructor, explains how to use Adjustable Rate Mortgages as a benefit to buyers. Pat answers questions: Who is the best candidate for an ARM? How much do buyers save on an ARM? How do the rates change? What is the break-even point?

RL04-S2 RESPA with Oliver Frascona

Oliver Frascona, our favorite real estate attorney, will help you avoid violations of the Real Estate Settlement Procedures Act. If you or your company are involved with related services such as mortgage or title, then you need to hear this.

RL10-S1 Loan Fraud by Oliver Frascona

Oliver Frascona has long been one of this industry's favorite attorneys. He is accurate, funny and here to help you conduct your business within the bounds of law and ethics. In this release he discusses the dangers of loan fraud.

RL04-S4 Legal Aspects of Inspections by Frascona

Oliver Frascona is one of our favorite speakers and attorneys. He will address the home inspection process and how to keep it legal.

RL17-1 Using the FHA 203k Loan, Part 1, by Jocelyn Predovich

If you have buyers on a budget and sellers with homes in need of repairs, then the FHA 203k loan may bring them together. Jocelyn Predovich will show you how to expand your market using this program. This first of two parts covers the market for this loan, description of program, the two different types, eligible and ineligible costs and how it works.

RL17-2 Using the FHA 203k Loan, Part 2, by Jocelyn Predovich

In this part 2 of the FHA 203k loan, Jocelyn Predovich will address the topics of costs, borrowing limits, flow-chart of the process, eligible properties, who qualifies and some final questions.

RL17-3 Ninja Marketing Strategies for FHA 203k, by Jocelyn Predovich

Jocelyn Predovich is back with her 10 Ninja marketing strategies using the FHA 203k program. Be sure to check out RL17-1 and RL17-2 for an overview of what the program as to offer. In this presentation Jocelyn will discuss how to develop effective marketing methods by tying the FHA 203k option to referral sources, HUD properties, open houses and much more.

RL17-4 REALtalk Questions on the FHA 203k Loan

The final video in the series with Jocelyn Predovich is a REALtalk interview that answers questions you may have on the FHA 203k loan program. Be sure to check out Joceyln's presentations introducing the FHA 203k starting with RL17-1.

Legal, Ethics

RL04-S4 Legal Aspects of Inspections by Frascona

Oliver Frascona is one of our favorite speakers and attorneys. He will address the home inspection process and how to keep it legal.

RL04-S2 RESPA with Oliver Frascona

Oliver Frascona, our favorite real estate attorney, will help you avoid violations of the Real Estate Settlement Procedures Act. If you or your company are involved with related services such as mortgage or title, then you need to hear this.

RL11-S4 Roggow Article 12

This is a support feature to RL11 on Social Media and Networking. Marcie Roggow will show you how to avoid violating the Code of Ethics with your posts to social media. If you talk real estate, online, then you need this information.

RL10-S1 Loan Fraud by Oliver Frascona

Oliver Frascona has long been one of this industry's favorite attorneys. He is accurate, funny and here to help you conduct your business within the bounds of law and ethics. In this release he discusses the dangers of loan fraud.

QT06: New CFPB Lending Requirements (U.S., August 2015)

The Dodd-Frank act passed in the United States in 2008, created the Consumer Financial Protection Bureau (CFPB). New lending requirements will take effect on loan applications taken on or after August 1, 2015. This video is an overview some major points. Be sure to discuss this with your lender directly. NOTE: TILA-RESPA Integrated Disclosure requirements that go into effect Aug.1, but there will be a good-faith enforcement grace period that both the mortgage industry and a bipartisan coalition in Congress have asked for.

Short Sale

KFT43-1 The Buyer Side of Short Sales, Part 1

This begins our three part series on examining the short sale process from the buyer side. You may choose not to work short sales as a listing agent, but if you work with buyers in the U.S., there's a 30-40% chance you'll have to manage a short sale purchase for your buyers. This Part 1 features an interview with two professional short sale negotiators as they discuss the benefits, misconceptions and first three steps of the short sale approval process.

KFT43-2 The Buyer Side of Short Sales, Part 2

This continues our three part series on examining the short sale process from the buyer side. You may choose not to work short sales as a listing agent, but if you work with buyers in the U.S., there's a 30-40% chance you'll have to manage a short sale purchase for your buyers. This Part 2 completes the interview with the short sale negotiators as they address the final three steps of the approval process and the questions a buyers' agent should ask the listing agent of a short sale.

KFT43-3 The Buyer Side of Short Sales, Part 3

This concludes our three part series on examining the short sale process from the buyer side. You may choose not to work short sales as a listing agent, but if you work with buyers in the U.S., there's a 30-40% chance you'll have to manage a short sale purchase for your buyers. This Part 3 is an interview with a real estate agent who has experienced a 100$% closing ratio with short sales. He addresses all the issues presented in Part 1 and 2, but from an agent's perspective.

KFT44-1 Six Steps to Successful Short Sales, Part 1

This video addresses the seller side of short sales. As a listing agent, Jeff Zwiefel and Wendy Haisley, professional short sale negotiators, will lead you through the key steps to assure the successful approval and closing. Part 1 Steps: 1. Fair Market Value and 2. Earnest Money.

KFT44-2 Six Steps to Successful Short Sales, Part 2

This video addresses the seller side of short sales. As a listing agent, Jeff Zwiefel and Wendy Haisley, professional short sale negotiators, will lead you through the key steps to assure the successful approval and closing. Part 2 Steps: 3. Counter to MV, 4. Inspection, 5. BPO, 6. Reduce asking price to sale price.

KFT45-1 The Short Sale Seller Interview, Part 1

Chris Willette, a short sale specialist real estate agent, will lead you through the process of interviewing a seller to determine their eligibility for a short sale. In this Part 1 he will address: Understanding the short sale seller, Requirements for the bank and Agent requirements.

KFT45-2 The Short Sale Seller Interview, Part 2

Chris Willette, a short sale specialist real estate agent, will lead you through the process of interviewing a seller to determine their eligibility for a short sale. In this Part 1 he will address: Benefits of a short sale, Options for sellers and Advice to a short sale agent.

Technology

Social Media

KFT113-1 How Top Producers use Technology

You’ll hear from five gentleman who are top producers in their market and stay at the forefront of the technological advances in real estate. 
They have been featured Stars in Howard Brinton’s Starpower® series of top producers. You met them in QT42 and QT43 and will now see their full interview that addresses lead generation, prospecting, presentation skills and business management. In Part one they will describe their CRM software and other technology that is most useful to them.

KFT114 How Top Producers use Social Media

We continue our series with five top producers from across the United States. Find out how they use social media to connect with their community and Facebook online advertising to benefit their business.

RL11-1 Social Media & Networking, How to Use

In this first of three parts, we provide an overview of social media and networking. We begin by establishing proper terminology then show how to incorporate social media into your prospecting. The way to make money in this arena is to provide relevant content to your participants. We close this part with a list of the common media outlets and an introduction to Facebook.

RL11-11 Using Tags and Links in Facebook

Dave Awl is back with another tutorial on using Facebook for business. Dave details how to tag text and images as well as insert links to help you get better connected using social media.

RL11-9 Official Facebook Pages: Privacy General Settings

Want to control who can see what content on your Official Facebook Page? Do you know how to limit who has the ability to post on your timeline? Social media and privacy concerns are always a hot topic. Dave Awl, author of Facebook Me, continues in this second of three videos regarding privacy controls within Facebook. It's time to learn how to control and protect your professional image.

RL11-8 Official Facebook Pages: Privacy Audience Settings

This is the first of three videos detailing how to navigate and set the privacy controls within Facebook to create a better experience for your audience and to protect your professional image.

KFT28 Facebook Group Page for Expired Listings

Social media is a tool that can be used to generate leads in many ways. This presentation combines the steps of creating a group page in Facebook account plus techniques for converting expired listings. Even if you don’t use Facebook, you’ll learn dialogs for converting expired listings. You’ll also see how to use the Expired Listing Marketing Pyramid chart in an expired listing presentation.

RL11-S4 Roggow Article 12

This is a support feature to RL11 on Social Media and Networking. Marcie Roggow will show you how to avoid violating the Code of Ethics with your posts to social media. If you talk real estate, online, then you need this information.

RL11-S3 REALtalk on Social Media, Brad Hanks

This is a support feature to RL11 on Social Media and Networking. David interviews Brad Hanks and asks many of the same questions that you may have on incorporating social media into your business plan.

RL11-S2 Measuring Your Web Footprint by Brad Hanks

This is a support feature to RL11, Social Media & Networking. Brad Hanks believes that you should make an impact on the web with your social media. He will show you how to measure your impact, expand your "footprint" and increase your search rankings.

RL11-3 Social Media, LinkedIn, Twitter, Youtube

This part three of three covers the other key social media outlets. You will learn about LinkedIn, Twitter. The Cranbrook team will demonstrate how they use Twitter in their business. Peggy McNamara will demonstrate Twellow, Yelp Biznik, GoDaddy and RSS feeds. David continues by discussing the "Magic Moment" when you make that social connection and how to maximize it. We close with a discussion of YouTube. NOTE: for more information on making a video, watch our Behind-The-Scenes videos under the Support curriculum.

RL11-2 Social Media, Facebook & Fan Pages

In this second of three parts we focus on Facebook. You will see the Cranbrook team demonstrate how to connect with your sphere of influence, generate leads, use a fan page, post relevant content and post events. Next Brad Hanks gives a brief overview of how to start conversations with your SOI using a fan page. Peggy McNamara continues with techniques on fan pages.

Computing

RL16-4 Get Your Head in the Cloud, by Verl Workman (Part 1)

Verl Workman returns to get your head in the cloud…Cloud computing that is. It’s a hot topic, and in this 2 part session, Verl highlights specific technology tools, training and trade secrets, that will make a difference in your business.

RL16-5 Get Your Head in the Cloud, by Verl Workman (Part 2)

Part two of Verl Workman's Get Your Head in the Cloud. More specific technology tools, training and trade secrets that will make a difference in your business.

KFT52 iPractice You Practice

Professionals practice and this session shows how to use M-P-F, Model-Practice-Feedback, as a way to master your skills. The Feedback step uses the iPad to record a practice exercise then play it back for instantaneous evaluation. This is THE most powerful way to improve your client interaction. Get yourself a partner or two and try this out!

KFT52-S Video Tips for iPractice Sessions

KMT52-S is a short video offering tips on how to record and present videos for iPractice sessions. In addition, there is a brief section explaining how feedback differs from advice when reviewing role plays.

KFT113-1 How Top Producers use Technology

You’ll hear from five gentleman who are top producers in their market and stay at the forefront of the technological advances in real estate. 
They have been featured Stars in Howard Brinton’s Starpower® series of top producers.
You met them in QT42 and QT43 and will now see their full interview that addresses lead generation, prospecting, presentation skills and business management.
In Part one they will describe their CRM software and other technology that is most useful to them.

KFT113-1 How Top Producers use Technology

You’ll hear from five gentleman who are top producers in their market and stay at the forefront of the technological advances in real estate. 
They have been featured Stars in Howard Brinton’s Starpower® series of top producers. You met them in QT42 and QT43 and will now see their full interview that addresses lead generation, prospecting, presentation skills and business management. In Part one they will describe their CRM software and other technology that is most useful to them.

Photography, Cameras

KFT56-1 Professional Property Photography, Part 1

Photos are the most important element of marketing you listings online. Bad photos drive away buyers and reduce showings. In Part 1 you will follow a professional photographer on an actual shoot to see how he approaches a shoot. He takes into account the time of day, home facing direction and shooting angles. He prepares the interior by turning on lights, opening blinds and removing personal items. He shoots photos so the continuity will show the flow from room to room. You will be a much better photographer using these methods. Chapters: 1. An agent's perspective, 2. Professional approach, 3. How to set up.

KFT56-2 Professional Property Photography, Part 2

In Part 2 you will continue to follow a professional photographer on an actual shoot to see how he lights the rooms, composes the shot and places the furniture. You will learn how to handle high dynamic range situations in which there is extreme contrast between the bright and dark areas, such as rooms with many windows. Both the video and your outline show before and after photos. Your sellers will thank you for watching this video and taking better photos of their home. Be sure to download the outline and checklist in the support materials. Chapters: 4. How to shoot interiors, 5. High Dynamic Range.

KFT57-1 How to Get the Most Out of Your Digital Camera, part 1

KFT 57 will make you a better photographer. Learn more about the often overlooked settings on your camera and how they help create higher quality images that will get you more business. David talks to photography expert Dick Engebretson on how you can take better property photographs using your digital point-and-shoot camera or DSLR. Part One covers camera handling, camera image modes and a discussion on megapixels.

KFT57-2 Getting the Most Out of Your Digital Camera, part 2

KFT 57 will make you a better photographer. Learn more about the often overlooked settings on your camera and how they help create higher quality images that will get you more business. David talks to photography expert Dick Engebretson on how you can take better property photographs using your digital point-and-shoot camera or DSLR. Part 2 covers white balance, exposure compensation and ISO settings.

KFT112 Shoot Better Video

Mobile devices have the capability to shoot amazing High Definition video. Yet so much of the video posted online is poorly lit, vertically oriented, shaky, annoying and difficult to hear. Whether posting on YouTube or Facebook, we want our members to stand out by having the highest quality content. You’ll learn how simple, basic tips that will dramatically improve what you post.

 

Personal Development

Values and Equities

RL29-6 Venus Morris Griffin: Balance and Motivation

If you’ve watched the first five segments of Venus Morris Griffin, your next questions might be; “How does she have a life?!” With seven children and 200 transactions it just doesn’t seem possible…yet she does make time for her health, marriage and family. In this interview she and her husband describe how they achieve this.

KFT34 Discover Your Personal Values

This is a personal experience exercise that will help you determine your top values. Be ready to take 30 minutes to follow along as David leads you through a discovery of your values as chosen from a list of 16. Print out the two worksheets: KFT34 WORKSHEET Values Cards and KFT34 WORKSHEET Values List. At the end of this video you will have a basis for a business plan and personal goal setting. Values - Goals - Objectives are the three elements of life planning. This video picks up where KFT07 left off.

KFT07 Values Based Goal Setting

An exercise in personal goal setting. Three levels of life planning: Values, Goals and Objectives. Use this information for your personal and professional goals to achieve balance in your life. Exercise: “If you don’t have what you want in life, why not?” You end up with either Results or Reasons. Guides to goal setting; a list of criteria to use when making your goals. See a list of values that must be the basis for any goal if you are to truly achieve it.

KFT21-1 How to Enhance Your Five Equities (part 1)

(Part 1 of 2) We can measure our personal equity in five key areas: Physical, Spiritual, Psychological, Intellectual and Financial. The first two are covered here. As you kick off any year, it is important to have both focus and balance. This presentation will lead you through an analysis of each equity and provide the means to enhance each of them. Three supporting videos to watch in conjunction with this presentation are: KFT07 Values Based Goal Setting, KFT10 New Year Action Plan and RL08-5 Bob Wolff Managing the Business, Systems, Staff & Goals.

KFT21-2 How to Enhance Your Five Equities (part 2)

(Part 2 of 2) Continues through the five personal equities of Psychological, Intellectual and Financial. This presentation will lead you through an analysis of each equity and provide the means to enhance each of them. Three supporting videos to watch in conjunction with this presentation are: KFT07 Values Based Goal Setting, KFT10 New Year Action Plan and RL08-5 Bob Wolff Managing the Business, Systems, Staff & Goals.

Goal Setting

RL08-5 Managing the Business, Systems, Staff, Goals

Bob Wolff is one of the top agents in the U.S. and a past CRS Instructor. He shares all of his methods of building a referral business that generates more than $100 million in annual sales. Watch interviews with Bob and his team. This session focuses on how to manage the business, team members and administration. Staff: He discusses how he hires staff, his systems and why he wishes he'd hired earlier than he did. Watch how he organizes his time, contacts and phone calls. He discusses his goals and how he motivates himself. Watch a short sequence of him flying his own plane down the CA coast for lunch. He discusses his challenges and the worst part of the job then answers the question, "Do I have balance in my life?"

KFT10 New Year Action Plan

Although this video was designed for the start of a new year in 2009, you will learn techniques for starting off any month or any day. Learn how to focus on establishing a budget, converting income to activity and planning daily behaviors to hit your targets. Analyze your business to date to see what is and what is not working. Use a prospecting call log to discipline your daily contacts. NOTE: Regarding reference to DVD RL01, as a member of this online training, you already have access to it. Search "RL01" and see all the parts. Also, the Prospecting Contact Log is now attached to this video as well as RL01.

KFT55-2 Right From the Start, Part 2 Revenue Goals

Are you concerned about how you'll finish the month...or your year? Do you worry that you'll lose a transaction at the last minute? This video will re-focus your attention on those FIRST things that you can do that carry you through to a positive finish. This Part 2 addresses quarterly sales revenue goals and Part 1 applies this concept to securing listings.

QT25 Get to the Top 5%

The gap of market share among agents is growing. Agents considered the top 5% in sales may control more than 90% of the market. David talks to Lawrence Wong to get his perspective on what it takes to get into that top 5%.

KFT94 New Beginnings

This video will help you start a new year…or a new month…or anytime you’re ready for a course change in your life. One of the keys of moving forward is to let go of things that may be holding you back. These include paper, people, prospects, pounds, tasks and habits.

QT20 Kick-off a New Year

John Bombgardner describes his thoughts on wrapping up one year and planning for another.He examines his market and transactions from the previous year to plan his direction for the next. (John was featured in RL48 on Open Houses.)

KFT59-1 How Top Producers Set Their Goals

In KFT59, some of the country's top producing real estate agents were interviewed at the NAR convention and in this release they talk about their goals for 2013. Find out what goals they have set for themselves and how they plan to achieve them. See Part 2 to hear how they stay accountable. Featured agents include: Melinda Estridge, Rik Rushton, Cathy Russell, Pat Wattam, Alexis Bolin, Rob Birkeland, Jack Cotton, David Crockett, Samia Morgan, Sandra Nickel, Steve Westmark, Bob Wolff and Verl Workman.

Attitude

KFT101-2 How to Get Restarted (Part Two)

In part two of David's interview with Brittney Shull find out how she engages her sphere of influence.

QT39 What's Holding You Back?

What holds you back? Meet Ben Kasch, a REALTOR who is determined not to let his physical disability define his personality, professionalism or his value to clients.

QT40 What's the Secret?

Venus Morris Griffin is a top agent in Augusta, GA. David asked her about the secret to success. This is her answer.

QT25 Get to the Top 5%

The gap of market share among agents is growing. Agents considered the top 5% in sales may control more than 90% of the market. David talks to Lawrence Wong to get his perspective on what it takes to get into that top 5%.

RL26-4 Mass Marketing with Lawrence Wong

In this segment Lawrence talks about what type of mass marketing helps grow his business: Websites, Door Hangers, and Just Sold/Just Listed cards. As you’ll learn, this young multi-million dollar producer doesn’t do anything fancy or unique, but he does deliver his message consistently in numbers that may surprise you. 

RL23-5 Koehler Bortnick Interview: Keep the Listing

Part five of our extended in-depth interview with the multimillion dollar producing team of Kathy Koehler and Heather Bortnick. Find out how they keep the listing once they've closed.

QT22 What's the Secret?

What's the secret?" So many agents seem to be looking for it. In this month's Quick Tip I asked Bob Wolff this age-old question. His reply may not be what you expect.

QT10: Be a Sales PERSON First

Landon Miller describes the importance of being a person, before being a sales person. He applies this to his open house interactions and prospect follow up. Great advice.

KFT86 Methods vs. Mindset

How is it possible to KNOW the methods of real estate success yet still not USE those methods? It’s because of our mental attitude and mindset. This video, along with the related QuickTips, will help you unleash the power and skills you already possess. You’ll get in touch with your “WHY” and re-engage in positive activities.

RL23-2 Koehler Bortnick Interview: What Drives You?

This is part two of our extended in-depth interview with the multimillion dollar producing team of Kathy Koehler and Heather Bortnick. Learn what drives them to do better and how they balance life and careers. Let this video help you define your own motivation in real estate sales.

KFT14 Mastery of the Game of Selling

By treating selling as a game, you become less attached to the outcome, reduce your stress, relax and actually perform better. This is an introduction to the concept of natural, feedback-sensitivity selling. It is a refreshing way to approach the selling process. If you have ever been in a situation in which you did NOT want the sale, then you can relate to this type of selling. Learn how you can recreate that feeling with every client. Intead of focusing on what you "get" from a sale, focus on what you must "give."

KFT29 Results vs. Reasons

All too often people ask HOW things are done versus the deeper issue of WHY things are done. As a real estate agent, you are not lacking information on how to do things; the question is, “Why aren’t you doing them?” Learn how to address procrastination, perfectionism, being overwhelmed and desiring the easy path. You will also learn how to establish results, identify the reasons that are interfering with your desired results and clarify the importance of results over reasons.

KFT59-2 How Top Producers Hold Themselves Accountable

In KFT59 some of the country's top producing real estate agents were interviewed at the NAR convention and in this release they talk about accountability. Hear how top producers hold themselves accountable for generating revenue, managing behavior and improving results for themselves and their customers. In Part 3 you'll hear about the moment that launched their career to higher levels. Featured agents include: Rik Rushton, Cathy Russell, Pat Wattam, Samia Morgan, Sandra Nickel, Steve Westmark and Verl Workman.

KFT46 Three Positive Outcomes of Activity

When winning becomes the “only thing,” it may actually be more difficult to win. You will learn to accept the joy of the experience and the lessons of failure as well as the thrill of winning. By acknowledging the other two positive outcomes of activity, you create a win-win-win philosophy that takes the pressure off achievement. By letting go of the outcome, you create more income. Tim Gallwey features this philosophy in his “Inner Game” books. This new perspective on activity will create more pleasure and relaxation in the games you play and may be applied to golf, tennis, life, prospecting, listing and selling. Use the R-E-L Worksheet in your outline to plan all three outcomes in your next endeavor.

KFT54-1 Response Ability

This video will empower you in both personal and business situations. By developing the skill of Response Ability, you reduce the situations in which you become a victim of circumstance. You will learn to examine not only the Event that occurred, but the Set Up that made it all but inevitable. You may want to share this lesson with your family.

KFT54-2 Response Ability, Extras

If you've watched "KFT54 Response Ability" main show then you may enjoy these two additional topics: "Temporary vs. Permanent" and "The Negative May Have Been a Positive," as well as a detailed examination of the Three Stages of Awareness.

KFT55-2 Right From the Start, Part 2 Revenue Goals

Are you concerned about how you'll finish the month...or your year? Do you worry that you'll lose a transaction at the last minute? This video will re-focus your attention on those FIRST things that you can do that carry you through to a positive finish. This Part 2 addresses quarterly sales revenue goals and Part 1 applies this concept to securing listings.

KFT39 PDA Perseverance, Discipline, Action

For some of you, this is the most difficult market…ever. And even the best markets present their difficulties, so this topic will help. Many agents are wondering what the secret is. The fact is, there is no secret. It takes P.D.A. This topic will help you develop the internal strength to carry on, the motivation to get back in the game and get you back to making money and enjoying life. There still IS a market and real estate agents are getting it. But it requires Perseverance; the dogged commitment to action and Discipline; the focus on long term reward over of immediate gratification. And finally, this video will remind you of the fundamental actions that generate business. Time codes: 02:31 Perseverance, 09:00 Discipline, 14:00 Action.

KFT47 Managing Rejection

It is a mathematical certainty that at some point in your career you will be rejected. Rejection is part of business and life, especially if you're in sales. In KFT47: Managing Rejection, I will show you how to accept rejection, place it in it's proper perspective, and see how to use it as a means to move forward.

Close for the purchase

MS11-2 Buyers: Closing, Purchase Agreement

Begin the closing process; where should you be when you close? When they’re ready to buy: let them. Role play demonstration of returning to their current home to write a purchase agreement on their next one. How to get a full price offer. Getting the “good deal” or getting the “good house.” Handling difficult offers. Role play demonstration of the low offer and the very low offer. Presenting the seller options: accept, reject, counter, accept another. How to present the value of the home and negotiate the offer. “If you don’t get the house, what would you do with the $10,000 you saved?” How to get higher offers. Role play demonstration of the multiple offer situation. Skills of getting your offer accepted.

KFT12 Securing Higher Offers

After learning how to present low offers, here’s how to avoid them in the first place. Regardless of whom you represent, you must write an agreement that has a chance of acceptance. Focus on interest instead of position, establish an objective standard. Play the real estate version of the game “The Price is Right” to prepare buyers to pay full price.

KFT67-1 Top Producer Negotiates a Multiple Offer

KFT67-1 Get an inside look at how a top producer negotiates his buyer’s offer when competing in a multiple offer situation. You’ll listen in as top agent Bob Wolff manages his buyers, communicates with the listing agent and describes how he structures his offers to be competitive. In part one listen in on phone conversations with his buyers and hear how he manages their emotions and keeps them engaged. (v2)

KFT67-2 Top Producer Negotiates a Multiple Offer

In this part 2 we sit down with Bob Wolff to get his insights on working with multiple offers, managing buyers, working with the listing agent and respecting the seller's position. In the final scene you'll hear how it all turns out. (v2)

MANAGEMENT TRAINING

Management Philosophy

KMT01 It's a Manager's Market

It is a Manager's Market! This video is the foundation for our entire Knox Management Training Series. Learn the philosophy behind improving agent performance, refining your team and mastering the needed skills for success in today's market.

KMT33 Servant Leadership by Paul Herr

Paul Herr is the author of “Primal Management: Unraveling the Secrets of Human Nature to Drive High Performance,” published by the American Management Association in May, 2009 as a featured book. Paul is an internationally-recognized authority and thought-leader on leadership and employee engagement. In this first of three videos, David interviews Paul on the topic of Servant Leadership. If you are interested in attracting and retaining top talent, boosting employee engagement, improving customer satisfaction and retention and building a high-performance culture where everybody wins, Paul Herr can get you there. (Version 2)

KMT34 Five Motivational Hot Buttons, Paul Herr (Part 1)

Paul Herr is the author of “Primal Management: Unraveling the Secrets of Human Nature to Drive High Performance,” published by the American Management Association in May, 2009 as a featured book. Paul is an internationally-recognized authority and thought-leader on leadership and employee engagement. In part two of this interview, Paul details the concept of an intrinsic paycheck and the first two out of five "motivational hot buttons" that will increase the performance and dedication of your agents. Check out a YouTube video that summarizes this: http://www.youtube.com/watch?v=ql-fJ_0iFjk&feature=youtu.be

KMT35 Five Motivational Hot Buttons, Paul Herr (Part 2)

Paul Herr is the author of “Primal Management: Unraveling the Secrets of Human Nature to Drive High Performance,” published by the American Management Association in May, 2009 as a featured book. Paul is an internationally-recognized authority and thought-leader on leadership and employee engagement. In part three of this interview, Paul and David discuss the last three out of five "motivational hot buttons" that will increase the performance and dedication of your agents.

KMT02 Management Philosophy: Interview Sharry Schmid

David interviews Sharry Schmid, a top manager in the Minneapolis - St. Paul area, about managing in today's environment. This market has divided those agents who can produce and those who can't. Hear what Sharry has to say about the various demands on managers and how she deals with it all. She presents valuable information on how to make your office “THE place to be.”

RL18-1 2012 Real Estate Trends, an interview with Stefan Swanepoel (Part 1)

The Swanepoel Trends Report for 2012 will be released in February. This highly regarded publication is a major source of information for real estate agents, managers, and broker/owners as they develop their business strategies. David talks with author, motivational speaker, and real estate expert Stefan Swanepoel about his latest Trends Report. In part one of the two-part interview, Stefan reviews past trends that have shaped today’s real estate market, discusses the impact of listing syndication and highlights what every real estate professional should know about mobile friendly technology.

RL18-2 2012 Real Estate Trends, an interview with Stefan Swanepoel (Part 2)

This is part two of an interview with Trends Report author, motivational and real estate speaker Stefan Swanepoel. This discussion covers a variety of trends within the real estate industry including recruiting, technology, training and market direction.

DeCruiting

KMT03 Decruiting: Why and Why Not

When it comes to recruiting agents, you have a decision to make; will you start the momentum by hiring agents to join your office OR will you first decruit the non-producers? You have to mentally lead with one strategy or the other and it's not easy to fire people. Learn why you keep unproductive agents and why it is good to let them go.

KMT04 Decruiting: How to Fire

Non-producing agents cost you recruits, clients, reputation and sales; learn how to fire agents with dignity and compassion. Watch a role-play of Lance Berwald, a top manager in Minneapolis-St. Paul, firing David. Learn what to say and how to do it. Helping an agent find a different career path can be a good thing.

KMT05 Decruiting: Berwald Interview

David Knox and Peggy McNamara interview Lance Berwald, top Manager in the Minneapolis-St. Paul area, on his philosophy and methods of firing agents. You will learn how Lance uses quartiling as an incentive for his agents and how he decides when to have the "Come to Jesus" meeting, Agents in the bottom quartile can draw down the production of the office; learn how Lance handles this important topic in his office.

KMT06 Decruiting: Schmid Interview

David interviews top manager Sharry Schmid. Hear her philosophy of decruiting, the liability of the bottom quartile, why we keep agents, why you fire them, and how she fires them.

KMT07 Thirty Day Up or Out Plan

Before you fire an agent, allow a final opportunity to demonstrate the ability to improve their production. Learn what to say when setting that crucial meeting. Hear how to set a series of specific and measurable behaviors to be performed on a rigid timeline. Watch a role-play demonstration on the topic. Use this as a final challenge before you make your final firing decision. Download "KMT07 WORKSHEET-Performance Evaluation" to help you monitor agent activity.

KMT08 Thirty Day Up or Out, Schmid Interview

In this interview with David, Sharry Schmid describes what she does with agents who are underperforming. Hear how she sets her meetings, probes for their motivation, sets a clear plan of activity, examines their results and holds them accountable. Before you fire an agent, take them through this process.

Recruiting

KMT09 The Recruiting Game - Sources, Contact, Follow Up

David Knox presents the methods for treating recruiting as a game so it's fun for you...and your recruiting candidates. Review the sources of experienced and new agents. Learn how to make contact, and keep contacting until they join your office. NOTE: March 2014, manager A.J. Lakovich presented his webinar on recruiting in which he offered to provide some of his recruiting materials. Their titles begin with "KMT09 Lakovich..." To see the webinar in which he was a guess speaker, go to: http://retdk.com/static/webinars

KMT10 Recruiting Hit List, Peggy McNamara

Staying focused on recruiting is a necessary, but challenging, reality. Keeping a "Top 10" hit list at your disposal is invaluable. Watch this video to hear some ideas from Peggy McNamara on how to create that list and what to do with it.

KMT11 Recruiting Methods, Lance Berwald

David and Peggy interview top manager Lance Berwald as he describes his recruiting methods. Lance recruited 16 agents in the first 9 months of 2010. Learn how he time blocks 2-3 hours of every day for recruiting and what he does during that time. Lance's goal is to talk to 5 agents, seven days a week, about recruiting. This video offers some great insight for putting consistent strategies in place for recruiting.

KMT12 Recruiting: Making Contact, Lance Berwald

Watch this video to learn how Lance Berwald makes contact with potential recruits. Listen in to hear how he uses Facebook, Texting and his weekly sales meeting to build momentum around recruiting. A direct quote to David and Peggy, by Lance is, "You need to be a good manager before you can be a good recruiter." Hear what Lance has to say about that and more!

KMT13 Recruiting: Experienced Cycle, Sharry Schmid

David talks with Sharry about how she recruits experienced agents. You will learn how Sharry approaches agents, how she builds rapport with them, and the homework and fact finding that she does before reaching out to the recruit. In addition, she talks about the nurturing process. Watch and Learn!

KMT14 Recruiting: Experienced Agent Cycle, Lance Berwald

Continuing on with the interview of Lance Berwald, in this video he discusses a "typical" cycle for recruiting experienced agents. Learn how he follows through on a potential recruit from beginning to end. Hear some of his tips for getting an agent to commit to moving to your office.

KMT22 Recruiting: Unique Selling Proposition, Decision

Having qualified your candidates and decided they're a fit, it's time to sell them on joining your office. This segment focus on presenting your benefits and asking them to join.

KMT21 Recruiting-Determine Agent Motivation by David Knox

KMT21 focuses on agent motivation and questioning skills. This video helps you overcome the biggest mistake managers make in recruiting; selling the company before uncovering motivation. "Before presenting the benefit of your product or service, be sure you know the needs of the customer” and in this case the customer is your potential recruit. Learn how to interview your candidates before you make your presentation. *Be sure to print out KMT21 WORKSHEET Recruiting Interview Questions.

KMT20 Follow-up Strategies

Peggy McNamara discusses strategies to stay in contact with your recruiting candidates.

KMT19 Recruiting: Build Trust and Rapport, David Knox

David Knox presents the skills of building trust and establishing rapport in the first stages of the recruiting sales cycle.

KMT18 Recruiting Interview Demonstration, Lance Berwald

Lance Berwald, a top manager in Minneapolis, demonstrates through role play how he interacts with a recruiting candidate. You'll see three parts; the first meeting, the second meeting to qualify more and sell his office and finally the close. Download the outline to make it easier to follow along: KMT18 Recruiting Interview Demonstration, Lance Berwald.pdf

KMT17 Recruiting: Experienced Agents, Peggy McNamara

Peggy McNamara presents her techniques on recruiting experienced agents as it differs from new agents. She provides a list of questions to ask during a recruiting interview.

KMT16 Recruiting, New Agent Cycle, Lance Berwald

In an interview with David Knox and Peggy McNamara, Lance Berwald describes his cycle of recruiting and hiring new agents.

KMT15 New Agent Hiring Cycle, Sharry Schmidt

David talks with Sharry about the cycle of recruiting new agents.

KMT23 Compensation with Lance

Top manager Lance Berwald discusses his philosophy for compensating the agents he recruits.

Coaching

RL03-S1 REALcoach

Real coaching requires M-P-F: Model, Practice and Feedback. David uses these principles to coach real agents performing for real in an actual transaction. David and the agent watch the clip of an actual presentation then discuss what worked, and what didn't. Managers and trainers will see how to coach agents. Agents can learn by watching the agent clip, pause the video, write down your feedback then continue so see how close you came.

RL24-1 Legends: Learn from others, by Dave Beson

This is the first of a four-part series presented by real estate trainer and speaker Dave Beson. In this presentation, Dave pays tribute to the vital and unique qualities found in top real estate trainers and agents. Become familiar with Dave's list of legends in order to gain a historical perspective on sales, rapport and productivity. Gain insight from Hank Trisler, Howard Brinton, Lou Tice and many more. Then, find a mentor (past or present) that fits your style. Dave Beson is a popular CRS instructor, keynote speaker and creator of the LetterWriter series of products for real estate professionals.

RL07-S1 REALcoach session with David

David demonstrates real one-on-one coaching with SELLebrity Cindy Sanders. You will see a brief video taken from Cindy's presentation followed by David's feedback and suggestions to her. This is a great video for managers to improve their coaching skills. A great way to use this session is to pause the video after the agent clip and write out your own critique. Then continue to play and see how your feedback matches.

RL09-S1 Russell Williams Listing Part 1 of 4

This is one of our most requested videos: an unedited listing presentations by Russell Williams. To keep Real Estate LIVE!® segments brief, we do quite a bit of editing. Although it improves the pace, it loses context. Now you can see how Russell handles a listing in real time. The only edits we make are to remove references to his company and personal information. Download RL09s GUIDE P 1&2 Russell Williams Listing.pdf to follow a long with a "play-by-play" analysis notes by David. This is Part 1 of 4. Motivation and Marketing.

RL09-S2 Russell Williams Listing Part 2 of 4

This is one of our most requested videos: an unedited listing presentations by Russell Williams. To keep Real Estate LIVE!® segments brief, we do quite a bit of editing. Although it improves the pace, it loses context. Now you can see how Russell handles a listing in real time. The only edits we make are to remove references to his company and personal information. Download RL09s GUIDE P 1&2 Russell Williams Listing.pdf to follow a long with a "play-by-play" analysis notes by David. This is Part 2 of 4, Motivation and Marketing continued.

RL09-S3 Russell Williams Listing Part 3 of 4

Russell Williams continues his listing presentation into pricing and commission discussions.

RL09-S4 Russell Williams Listing Part 4 of 4

Russell Williams continues his listing presentation into the final close and signing of the papers.

RL04-S3 REALcoach

Watch David coach agents one-on-one after showing video of their actual presentations with clients. Agents will learn how to develop feedback sensitivity and managers will gain coaching skills.

RL05-S4 Extended DISC®

If you've ever heard someone described to as a "High D" or a "Low S," they may be referring to the behavioral descriptions from the four behavioral types in the Extended DISC® system. Use the information to identify differences in your clients and plan strategies to interact more effectively with them. Markku Kauppinen is an employee and expert with Extended DISC North America Inc.

KMT24 Model-Practice-Feedback, part 1

Follow David has he introduces the MPF (Model-Practice-Feedback) concept for training agents of any skill level. Part one concentrates on how to model and KMT25 demonstrates this approach with James Robinson in a REALcoach session.

KMT25 MPF Coaching Demonstration, Part 1

David demonstrates the method of using Model-Practice-Feedback for training agents to make them better, more effective sales people. In this first part, David demonstrates how to overcome objections using the P.A.I.D. technique. If you manage agents, this will really help you with your one-on-one coaching skills.

KMT26 MPF Coaching Demonstration, Part 2

David demonstrates the method of using Model-Practice-Feedback for training agents to make them better, more effective sales people. In this second part, David allows the agent to practice then follows with feedback. If you manage agents, this will really help you with your one-on-one coaching skills. The interaction is based upon how to overcome objections using the P.A.I.D. technique.

KMT27 Model-Practice-Feedback, part 2

In this session, David continues to present the M-P-F method of coaching and training agents.

KMT28 Feedback Coaching; Advice, Sources

People ask for advice, but they really need feedback. Have you ever made suggestions to agents and continually received resistance? Finally you give up and ask what THEY would do...and guess what, they have the answer. So in this video you will learn how to distinguish between feedback and advice and how to lead people to their own conclusions.

KMT29 Feedback Coaching; Guidelines

In this video, you will learn a specific process for giving feedback to others. The feedback guidelines chart leads you through the steps of one-on-one coaching that can be used in training sessions, role plays, performance evaluations and decruiting sessions. Be sure to download "KMT29 WORKSHEET Feedback Guidlines."

KMT30 Feedback Demonstration Agent Attitude

Sometimes, agents need feedback on their attitudes in and around the office. David demonstrates the skill of giving feedback to an agent (Peggy) on her attitude during a sales meeting. Watch the four quadrants of feedback based upon Peggy's competence and awareness. See how she reacts and learn how to have these important conversations with your agents. Be sure to download the "KMT29 WORKSHEET Feedback Guidelines."

KMT31 Feedback Demonstration Open House Results

This is the second demonstration of giving feedback to an agent. David demonstrates the four quadrants of feedback based upon the subject's competence and awareness. This situation is based upon the behavior of the agent in her open house.

KMT32 Feedback Coaching; Courage to confront

In this brief conclusion to Feedback Coaching, David discusses the power of feedback and illustrates it with a very personal story of feedback that changed his professional life.

Training

KMT40 iPractice Group Roleplay

In this video you will see how to get your entire audience to practice in groups. The group will see the second half of Steve Hansen's video demonstration then attempt to emulate it. You may use the KMT37-S support feature that has just Steve's video. See how to lead a post-practice discussion, solicit audience comments and have them confirm the effectiveness of this type of training.

KMT41 iPractice Pricing Presentation

In this video we change the role play topic to a pricing presentation. We begin by showing the seller's price to the people playing the seller, ($800,000) and the agent's estimated value to the people playing the agent ($600,000). We begin the session and let the drama begin. In the next video we do a "tag team" in which we bring in another agent to continue.

KMT42 iPractice Tag Team Roleplay

In the last video we began a pricing presentation practice. In this video we continue but do a "tag team" by switching out the agent mid-practice to continue.

KMT36 iPractice Through Role Playing; Set Up

Join David on location at an actual coaching workshop and learn how to take your training to the highest possible level; actual behavior change! Adults learn by DOing and this video series (KMT36-42) will show you how to conduct “iPractice;” using the iPad or iPhone to conduct practice role plays and replay them for instantaneous feedback. This is THE most powerful way to teach your agents to master a skill. This first video focuses on the role play Set Up. Subsequent videos will take you through the actual role play and feedback evaluation.

KMT37 iPractice Through Role Playing; Conduct Role Play

In KMT36 we introduced you to the concept of “iPractice” and demonstrated how to set up a role play using the iPad for videotaping. In this video you’ll see the actual role play as it was conducted live on location. Be sure to checkout KMT37-S Steve Hansen Demonstrations to use as a basis for conducting your own workshop

KMT37-S Steve Hansen Demonstrations

In KMT36 and KMT37 you learned how to set up and conduct a role play practice using the iPad. The video demonstrations that are contained in KMT37 and a subsequent video are isolated on this video to make it easier to use them for your own workshop. The video begins with a 10-second countdown to the Steve Hansen Seller Counseling segment. Then another 10-second countdown followed by the Steve Hansen Feature/Benefit segment. Queue this up for your group and play it right before you have them practice.

KMT38 iPractice Recording the Role Play

In KMT38 we continue iPractice training with the next role play in which the "agent" summarizes the "seller's" need then proceeds to present a related benefit. We set up the role play, acknowledge their fear, select new participants and begin the role play. Once again we use the iPad to record so we can play it back to the participants and the audience for feedback.

KMT39 iPractice Delivering Feedback

KMT39 is the follow up feedback evaluation of the role play conducted in KMT38. You will learn how to teach your agents to use the iPad to record feedback from the participants and observers. Use specific observable details to increase the awareness of what works and what doesn't in their presentations. David replays the original sample video to draw attention to the key needs that the participants missed. This segment concludes with some excellent feedback from an audience member who turns out to have had experience as a crime investigator in Jamaica! He shares how those skills apply to giving feedback. This is a great session.

KFT52-S Video Tips for iPractice Sessions

KMT52-S is a short video offering tips on how to record and present videos for iPractice sessions. In addition, there is a brief section explaining how feedback differs from advice when reviewing role plays.

Administrators

AP01 Introduction to 30 Days to a Listing Action Plan

Administrators: This video is designed to be listed first in the corresponding Accountability Plan. They are included in the current templates, but if you’ve already cloned a plan, then you need to add it to the plan. Go to the Videos tab and check the appropriate AP video and put it first in the sequence. Enrolled agents will see this brief introductory video.

AP02 Introduction to New Agent Fast Start Action Plan

Administrators: This video is designed to be listed first in the corresponding Accountability Plan. They are included in the current templates, but if you’ve already cloned a plan, then you need to add it to the plan. Go to the Videos tab and check the appropriate AP video and put it first in the sequence. Enrolled agents will see this brief introductory video.

AP03 Introduction to New Agent Training Action Plan

Administrators: This video is designed to be listed first in the corresponding Accountability Plan. They are included in the current templates, but if you’ve already cloned a plan, then you need to add it to the plan. Go to the Videos tab and check the appropriate AP video and put it first in the sequence. Enrolled agents will see this brief introductory video.

AP04 Introduction to Rising Star Action Plan

Administrators: This video is designed to be listed first in the corresponding Accountability Plan. They are included in the current templates, but if you’ve already cloned a plan, then you need to add it to the plan. Go to the Videos tab and check the appropriate AP video and put it first in the sequence. Enrolled agents will see this brief introductory video.

AP05 Introduction to Luxury Real Estate Action Plan

Administrators: This video is designed to be listed first in the corresponding Accountability Plan. They are included in the current templates, but if you’ve already cloned a plan, then you need to add it to the plan. Go to the Videos tab and check the appropriate AP video and put it first in the sequence. Enrolled agents will see this brief introductory video.