SUBJECTS

Commission Lawsuits

KFT145 DOJ NAR Commission Transparency

The U.S. Department of Justice and NAR have reached an agreement that affects how real estate agents disclose their compensation. Although the final rules haven’t been written at the time of this video, David will provide you with ways to address it with your buyers.

 

RL53-1 Commission Lawsuits Overview

Commission lawsuits are moving forward involving NAR and large brokerages that will determine the future of your compensation. Presented by Jack Miller, CEO and President of T3 Sixty.

RL53-2 Commission Lawsuits Interview

David sits down with Jack Miller to answer the key questions you have about the commission lawsuits. Check out the time codes corresponding to each major question below.

(00:35) 1. What are the allegations?
(02:10)  2. Will separating the commission reduce prices?
(03:40) 3. Will buyers avoid a commission by going to the listing agent?
(08:33) 4. How do agents avoid steering buyers to higher commission listings?
(14:21)   5. How do agents establish value for their buyers?
(18:33)  6. Could this be the end of buyer agency?
(21:03)  7. Will agents be seen as a commodity?

KFT159-1 Commission Lawsuits Litigation

Gain an understanding of the lawsuit claims, suggested best practices, and a historical perspective of buyer agency. Be sure to download the valuable Support Materials below: the detailed outline then three documents to be used with your clients, and a list of additional resources from Marcie Roggow and Jack Miller.

KFT159-2 Commission Lawsuits Effect

Many of the effects of the lawsuits will create a more transparent transaction for the parties involved. But there are also unintended consequences and some misrepresentation by the media. This video will help you in discussions with your clients.

KFT159-3 Commission Lawsuits Seller Best Practices

Learn how to educate your sellers about the ramifications of the lawsuits, their options for buyer compensation, and the benefits of coop agent participation.

KFT159-4 Commission Lawsuits Present Your Value to Buyers

Buyers will choose representation based on your fee and value proposition, so you must become as skilled in presenting your value to buyers as you have with sellers in your listing presentation. This video provides you with an outline of major points to present.

KFT159-5 Commission Lawsuits Buyer Broker/Agent Agreement

The commission lawsuits focused on the payment of compensation to a coop agent. Buyers may have to pay for their own representation. This addresses the benefits and elements of a buyer-agent agreement.

KFT160 I Don’t Want to Pay the Buyer Agent v2

On March 15, 2024,  NAR settled the anti-trust lawsuit...pending court approval. This video provides discussion points to sellers who may now resist paying compensation to the buyer agent.  The settlement still allows payment to buyer agents, but it is optional and may not be communicated through the MLS. Seller concessions are also allowed but may not be conditioned upon or payment for a buyer agent.

KFT160 Bonus: Manage Media Misrepresentation

In this 7-minute video, I challenge or refute 11 points made by the media about the NAR settlement. In the rush to judgment, they got most of it wrong. This is either a rant that will make you feel better or a list of talking points to use when you're asked about the news. (For me, it just felt good to rant!) 

Points Covered:
1. Multi-billion stranglehold released
2. Expect commissions to fall due to negotiability and ability to shop around
3. No more x%
4. No more splitting commission
5. Set compensation for buyers’ agents will be prohibited
6. Overall cost should fall
7. Lower fees in other countries
8. Buyers may have to pay their commission
9. The NAR now prohibits brokers from advertising that compensation
10. Homebuying will get cheaper
11. Brokers will probably quit

Prospecting

Questions & Conversion

KFT158 3% to 7% Make the Move

Higher interest rates have reduced buyer affordability and become a barrier to current homeowners who are reluctant to leave their low interest rate for a higher one. This video will provide solid rationales for making the move to a new home in this current market.

RP14 Open House Questions

Open Houses are a great source of business if you know how to work them properly and ask the right questions. This role play demonstrates the first meeting with a visitor through the three most important areas of questioning.

RP15 Buyer Agency Benefits

This demonstrates a conversation with an Open House visitor who may be interested in working with an agent. 

KFT14-1 Mastery of the Game of Selling (Part 1)

This video address the powerful sales method of letting go of the outcome to create more income. If you've ever noticed how the more you want a transaction, the more difficult everything seems to be. Then when you try to take a vacation, prospects come to you. In this first of two parts, You'll learn how to use the mental dynamics of performance, treat the business as a game, and remove the self-limiting pressure that reduces your results.

KFT14-2 Mastery of the Game of Selling (Part 2)

Part two of Mastery of the Game of Selling concentrates on selling skills, the key behaviors of selling, feedback sensitivity and reference points to allow your natural selling skills to emerge.

KFT17 Answer the $%^& Phone!

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.

KFT22-1 Managing Leads: Sources, Conversion, Follow Up

(UPDATED) This presentation will examine your prospecting options,  review the six steps to converting leads and help establish your timing and methods of follow up.

 

KFT22-2 Managing Leads: Research, Manage, Contact

Learn the importance of researching your leads before calling. Have a system for managing them; CRM for long term automated follow up and analog options for short term follow up. Hear options for following up; timing, frequency, dialog and when to let go.

KFT35 You Make the Call

(Updated for 2024) The most important skill in lead generation is having the initiative to create conversations. This video will provide low pressure methods for reaching your Sphere of Influence.

KFT110 Familiarity vs. Direct Prospecting

UPDATED: 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?

 

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.

KFT123 Respond to Inquiries...Now!

The unintended consequence of technology in real estate is that it requires a much faster response time. You need to have a plan and/or assistance for responding to inbound inquiries. This video will highlight the importance of being THERE as well as being good.

KFT136 Six Steps to Converting Leads

With the myriad ways you’re receiving leads, you need to have a plan for converting them. In this video you’ll learn a six-step strategy for responding to any inquiry whether in person, on the phone or online.

KFT138 Agent Archetypes

Which of the four Agent Archetypes of lead generation best fit your style? Dean Cottrill will first address goal setting, then at 06:35 he will help you discover which prospecting style best fits your personality. Are you a Prospector, Networker, Convertor or a Marketer? Knowing this will help you align your efforts with your comfort zone.

KFT142-3 Core Principles: Improving Your Skills and Prospecting

In part 3 of this interview, David and Kimberly talk about improving your skills through the process of Model, Practice, and Feedback, as well as the importance of checklists and prospecting.

QT01 Communication Tool Time

In this first Quick Tip video, David covers the communication options you have when talking to your clients, so you can use the right method on the right person at the right time. He covers the following methods: Personal Contact, Mail, Telephone, Texting, and E-mail. The strengths and weaknesses of each are discussed so you can pick the best method for the situation.

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.

QT63 Spam Annoyance

Don't let Spam Annoyance become Sales Avoidance. These calls anger us all, but we need a mature way to respond instead of letting them destroy our business.

RL45-2 Lead Generation and Conversion, Kelly Moye

In the second part of our segment with agent Kelly Moye, she discusses how she generates and converts leads. We cover how the importance of maintaining relationships with past clients is key in bringing in referrals.

RL45-3 Sphere of Influence Phone Calls, Kelly Moye

For those who are reluctant to call your friends or past clients, agent Kelly Moye will raise your confidence by describing her approach and letting you listen to some of her actual calls.

RL46-2 Converting Seasonal Prospects, Sara Kurtz

Agent Sara Kurtz describes how she generates and converts leads from out-of-town prospects in her market area. If you work in a seasonal market, this video will help.

Referrals

MM21 Repeat and Referral Business

The best leads are the warm, friendly connections from your sphere of Influence. Genevieve shares her methods for creating a bond and generating business.

KFT157 How to Build Your Sphere of Influence

You know the importance of working your Sphere of Influence, but what if you're new to an area, starting over? What if you're new to the business and haven't grown your list? This video will help you build your SOI contact list. We include brief interviews with agents who faced these situations.

QT65 Sphere of Influence Contact with Jenny LeBlanc

Listen in as top producer Jenny LeBlanc makes a call to her Sphere of Influence to address today's market. Hear how she builds rapport then responds to her client's question about buying in this market.

QT64 Sphere of Influence Overview with Jenny LeBlanc

Top producer Jenny LeBlanc describes how she works her Sphere of Influence to generate $26 million in sales and 100+ transactions. 

KFT118 Sphere of Influence: Interrupt vs Bother

UPDATED: One of the best sources for quality clients is your current sphere of influence database of friends, acquaintances and past clients. This video will give you the confidence and skills to make contact this year.

KFT118-S1 Top Producers and SOI: Sam Miller

Learn how Sam Miller, a top producer from Ohio, works his sphere of influence. We dive into dialog, role-plays and a few software applications that may make the job easier.

KFT118-S2 Top Producers and SOI: Rob Levy

This support feature highlights how Rob Levy, a top producer from Oregon, works his sphere of influence. Learn what contact methods, frequency and delivery options work best in his SOI.

KFT138 Agent Archetypes

Which of the four Agent Archetypes of lead generation best fit your style? Dean Cottrill will first address goal setting, then at 06:35 he will help you discover which prospecting style best fits your personality. Are you a Prospector, Networker, Convertor or a Marketer? Knowing this will help you align your efforts with your comfort zone.

KFT142-4 Core Principles: Sphere of Influence and Objections

In the final part of this interview, David and Kimberly discuss how to maintain your sphere of influence, converting listings to sales, and overcoming objections.

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.

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.

RL37-2 Sam Miller: Top 4 Lead Sources

Sam Miller reveals the top lead sources that work for his team: past clients, direct mail, buyer e-alerts, and social media videos.

RL45-1 Fundamentals and Relationships

In this multi-part series, we talk to Kelly Moye, a $40-million agent from Colorado. In part one, Kelly describes how she builds her business on fundamentals and relationships.

RL45-2 Lead Generation and Conversion, Kelly Moye

In the second part of our segment with agent Kelly Moye, she discusses how she generates and converts leads. We cover how the importance of maintaining relationships with past clients is key in bringing in referrals.

RL45-8 Client Tracking and Feedback

Tracking her business showed her how to re-allocate resources to prospect sources that actually paid off. Asking for client feedback helps her adjust how she interacts with them.
In closing she describes the importance of maintaining positive relationships in her professional world.

 

RL46-1 Repeat and Referral Business, Sara Kurtz

In her third year, agent Sara Kurtz generated $19 million in business from repeat and referral business in her seasonal market in Hilton Head, SC. In this interview, Sara describes how she builds her business through calls, follow-up, and community involvement.

RL48-1 Capitalize on Your Previous Career

We introduce a new Interview series with real estate agent Thom Miller. He, like many agents, has stepped into the realities of a new real estate career after working for years in another industry. Thom talks about how he created his own pathway to transfer into real estate sales, and that begins with making the time to learn the business, gaining invaluable lessons from working with a mentor, preparing for income fluctuation and exploring a variety of marketing options to support expanding opportunities.

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.

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.

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.

QT47 Stay Top-of-Mind in Your Community, Hart Brothers

QT47 Stay Top-of-Mind in Your Community, Hart brothers

QT50 Client Appreciation and Website Release Event

Event marketing is more expensive, yet more effective, because getting face-to-face is always the best way to connect with your clients. Mark describes how he created an event to promote his new website.

QT55 To Be Referred, Be Remembered

David shares a powerful anecdote that emphasizes the importance in being remembered if you want to secure referrals.

Open House

MM20 Back to Basics: Answer the Phone, Open Houses

Bob became a top-producing real estate agent by focusing on the basics and mastering the fundamentals, not just the latest shiny technology. This will inspire you whether you’re a new agent or in a bit of a slump.

RL52-1 Open House: Benefits

Open houses are the "low-hanging fruit" in real estate. They are low cost, low rejection, and a quick way to meet prospects. Join us on location as we interview top agents Cari Ann, Nolan, and Kevin as they describe their process. You'll also hear from the actual visitors during this open house.

RL52-2 Open House: Select

The first choice of properties to hold open are your own listings. Then select areas in which you want to work to attract prospects. If you are new, find agents who need help holding their listings open.

RL52-3 Open House: Promote

You want your open houses to be highly attended. In addition to signs and arrows, use your online channels, neighborhood announcements, quality flyers and current prospect contact. Hear how this top team generates very busy open houses.

RL52-4 Open House: Prepare

An open house needs be appealing to the visitors. It increases interest, and it also serves as your marketing demonstration to other seller prospects. This top team describes their preparation from the first photos taken to the final staging.

RL52-5 Open House: Conduct

This video focuses on the initial contact with a visitor and the process of creating a welcome environment. Having created rapport you are more likely to secure visitor information and convert them to a prospect.

RL52-6 Open House: Questions

Who is a buyer for this home? Who might be a prospect to list or buy another? Learn this by asking the right questions. Learn the 3 Critical Questions and hear how this top team uncovers prospects future prospects.

RL52-7 Open House: Follow Up

Having done the first steps well and generated leads, you must close the loop and follow up with the visitors. This is how you convert all your work into appointments. Learn the clever ways these agents get information and follow up to secure appointments.

RP10 Open House Greeting

This roleplay with agent Thom Miller demonstrates how to handle the first prospect interaction at an open house.

RP14 Open House Questions

Open Houses are a great source of business if you know how to work them properly and ask the right questions. This role play demonstrates the first meeting with a visitor through the three most important areas of questioning.

RP15 Buyer Agency Benefits

This demonstrates a conversation with an Open House visitor who may be interested in working with an agent. 

RL36-2 New Agent Coaching: Sources and Open Houses

She wanted to know the best way to generate leads given that her Sphere of Influence were not yet buying homes. Instead of buying leads, Open houses are a fast, inexpensive way to meet prospects and practice skills. Learn the key questions to ask to determine the real prospects. Learn from other agents as well.

KFT119 Open House Demonstrations

Watch the three ways agents conduct themselves and approach prospects at an open house. This lively session will show you the proper way to engage potential buyers.

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.

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.

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.

BHHS Carolinas - Open House Tips with David Knox

This video was created exclusively by David Knox for Berkshire Hathaway Home Services.  It addresses the best practices for generating leads from Open Houses. The three chapters are:

1. Selecting and Marketing

2. Conducting

3. Follow up.

See also the more detailed Open House videos in the training curriculum.

BHHS06 Open House Tips with David Knox

This video was created exclusively by David Knox for Berkshire Hathaway Home Services Georgia Properties.  It addresses the best practices for generating leads from Open Houses. The three chapters are:

1. Selecting and Marketing

2. Conducting

3. Follow up.

See also the more detailed Open House videos in the training curriculum.

FR01 Open House Extravaganza - David Knox

This video was created exclusively by David Knox for Berkshire Hathaway Home Services Fox & Roach, REALTORS®.  It addresses the best practices for generating leads from your Open House Extravaganzas. The three chapters are:

1. Selecting and Marketing

2. Conducting

3. Follow up

See also the more detailed Open House videos in the training curriculum.

KFT142-3 Core Principles: Improving Your Skills and Prospecting

In part 3 of this interview, David and Kimberly talk about improving your skills through the process of Model, Practice, and Feedback, as well as the importance of checklists and prospecting.

For Sale By Owner

RL50-1 New Market: Generate Listing Leads

Colby Lampman, broker/owner of a 400 agent company in Idaho, describes how he generates listing leads, what he uses for specific lead sources and how to contact them.

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

KFT115 For Sale By Owners: Face to Face

If you need listings, work For Sale By Owners. They need to move, they’re just not ready to list…yet. Few agents have the courage to work FSBOs, but after listening to Bill Hassell describe his success, you might reconsider.

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.

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.”

Expired Listings

KFT125 An Approach to Expired Listings

In this video, David will cover some great tips on how to handle expired listings, including techniques and materials from agent Keith Coleman.

RP08 Expired Listing: Contact at Door

David is joined by Pamela Porazzo for a roleplay covering the initial dialog with the owner of an expired listing. It works in-person or over the phone.

Watch Roleplay 9 for the follow-up as the agent and seller move into the home.

RP09 Expired Listing: Meeting in Home

In the second part of this expired listing roleplay, David and Pamela move from the front door to inside the home. As the agent, David demonstrates how to use a marketing pyramid to determine why the property didn't sell and convince the seller to work with you.

RL50-1 New Market: Generate Listing Leads

Colby Lampman, broker/owner of a 400 agent company in Idaho, describes how he generates listing leads, what he uses for specific lead sources and how to contact them.

MM13 Create Your Own Inventory with Expired Listings - Robert Allen

Robert will help you make contact with expired listing owners, develop a dialog for the first call, get to their pain/pleasure point, develop a follow up system and how to be different from other agents. He also has success with old expired listings.

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.

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.

KFT36 Cold Calls, Bold Calls

(UPDATED) 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.

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.”

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.

Farming & Canvassing

KFT138 Agent Archetypes

Which of the four Agent Archetypes of lead generation best fit your style? Dean Cottrill will first address goal setting, then at 06:35 he will help you discover which prospecting style best fits your personality. Are you a Prospector, Networker, Convertor or a Marketer? Knowing this will help you align your efforts with your comfort zone.

KFT147 Multiply Your Listing

Too many agents are missing easy opportunities to secure their next listing. Anytime one home goes up for sale, you’ve probably seen the two or three more that follow soon after. If you’re the one with that listing, then you need a plan to get the others. In this video we’ll focus on multiplying opportunities from a current listing. This video will help you identify marketing opportunities for a new listing and create a plan to generate more neighborhood listings.

RL46-3 Farming for Listings, Sara Kurtz

If you want to dominate your market area, start a listing farm. Sara shares how she targets a specific geographic area to generate listings.

RL48-2 How to Start Prospecting

Agent Thom Miller describes his initial marketing steps: SOI contact, phone calls, postcards, door knocking, social media, getting face-to-face, and prospect conversion.

RL50-1 New Market: Generate Listing Leads

Colby Lampman, broker/owner of a 400 agent company in Idaho, describes how he generates listing leads, what he uses for specific lead sources and how to contact them.

RL26-3 Pounding the Pavement with Lawrence Wong

Part three of Brooklyn's Big Deal follows Lawrence Wong as he door knocks for business in his Dyker Heights neighborhood. Find out where and when to include door knocking to your prospecting schedule.

QT24 Neighborhood Knocking

Real estate agent Ciara Pierson describes how she personally contacts neighbors within twelve blocks from her home to drive more business.

QT51 Door Knocking Courage

In this video Tina Furgala describes how she went from fear through courage to having a pleasant experience. You too may find that people are pleasant on the other side of the door. Hear how she developed her twenty seconds of courage.

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. 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.

KFT105-2 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.

Marketing

Branding

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.

RL42-1 Sensational Social Selling

We received a request from one of our members to highlight what real estate agents Conrad Bitangcol and Ben Loates are doing in Canada. They are social media sensations in real estate and top producers for their companies. In this multi-part interview titled Being Real in Real Estate we cover how they successfully use Facebook, Instagram, video and photography to grow their business, have fun and introduce themselves to prospects before ever meeting face-to-face.

RL43-5 Connecting With Instagram

Agent Genevieve Stoll reveals how she uses Instagram to connect with an audience of potential clients. She discusses how she provides a behind the scenes look into real estate, and how she builds her image with personal interests, intriguing captions, and creative images.

RL45-4 Become a Media Spokesperson

Kelly describes how she became a local news media go-to source for the real estate market. Learn the process of gaining this exciting, dramatic, and free point of difference.

Kelly In The News - See videos of Kelly's media appearances on her website

RL47-5 Did It All For The 'Gram, Jeremias “JMan” Maneiro

Jeremias “JMan” Maneiro wants to help you use Instagram better. In this advanced presentation, Jman talks about how visibility often beats ability, especially when it comes to social media. He demonstrates the importance of adjusting your profile, using third-party applications to get more attention, upgrading to a business account, using analytics, adding links to your Instagram Stories, using Instagram advertising, scheduling posts, and adding tags.

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.

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.

KFT110 Familiarity vs. Direct Prospecting

UPDATED: 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?

 

KFT112 Shoot Better Video

NOTE: In the current work-from-home environment where you are communicating by video, these methods are even more important now.

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.

 

Event Marketing

RL35-1 Event Marketing: Planning Your Event

In part 1 of this series you will meet Erin and Christina and learn about their non-traditional way to generate referrals. They teamed up a number of years ago and chose to create fun events to which they could invite their prospects, clients and sphere of influence. They will describe how they choose their market, partner with charities and plan their events.

RL50-2 New Market: Create Marketing Events

Colby describes how he creates well-attended, community-based client appreciation events.

RL35-2 Event Marketing: Getting Started

Erin and Christina take you through the steps of getting started on your own event; how to choose a location, pick a charity, develop your guest list and create an invitation. Hear some simple, inexpensive ways to get going with a smaller event. You'll also hear what the homeowner thought of the event.

RL35-3 Event Marketing: Day of the Event, Follow Up

Erin and Christina share their tips for the day of the event, including how to make it great, have fun and avoid stress. Then the most important part: how they follow up using a party video, photographs and emails.

RL38 Trees for Toys: Client Charity Event

Successful real estate agent Marty Siegel talks to David about how he developed a very popular client-oriented holiday event. You'll learn tips that can apply to client events all throughout the year.

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.

QT48 Past Client Events

Your most valuable prospects are those people who have already done business with you. Nicole describes some of the ways she connects with her past clients by way of event marketing.

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.

Listings

Pre Listing

QT07 Five Pre-Listing Tips

(UPDATED) 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.

RL48-3 The Listing Process: Pre-Listing, Rapport

Hear about Thom's pre-listing research and focus on seller motivation. He says: "Without doing this step first, I'd just be stumbling around the listing presentation."

MM09 Pre-Listing Questionnaire – Vicki Westapher

Every one of her listings begin with, and is contingent upon, her prospective sellers completing her questionnaire. She wants to understand seller needs and fears before her presentation. Hear how she handles the first minutes of a listing appointment. Although her exact questionnaire is proprietary, the document below contains most of the questions she includes.

MM14 Pre-listing Seller Intake Process - Tanya Ruff

Tanya has one of the best pre-listing processes you will encounter. She wants her prospects to see her as knowledgeable, professional and prepared. You will have access to her 5-part, online seller intake form for you to use and it will help you become competitor proof! Download sample questionnaire from support materials.

MM17 Pre-listing Testimonial Videos - Brandon Small

Brandon Small created a YouTube channel of video testimonials. Hear how he gets the recordings and uses them in his pre-listing process.

RL37-3 Sam Miller: Listing Process

Sam Miller from Knox County, Ohio, goes over his listing process, from lead capture to closing. You'll hear about the importance of getting true motivation early, tips on what to include in your pre-listing package, and researching before the presentation.

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.

First Listing Call

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!

MM18 Get to the Sellers' Why - Brandon Small

Brandon Small describes how he gets to the seller’s real motivation so he can address it in his listing presentation.

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!

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.

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

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.

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.

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)

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.

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.

Seller Counseling

KFT84 Listen to the Needs of Your Sellers

Do a LISTENING presentation before your listing presentation The most important part of the interview 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.  Download the support material "Pre-listing and listing questions with checklist."

MM19 Personal Approach to Seller Counseling

The most important step in your listing presentation is to have a “listening presentation.” Cari Ann Carter will describe a very gentle, personal way to understand the needs of your sellers.

KFT159-3 Commission Lawsuits Seller Best Practices

Learn how to educate your sellers about the ramifications of the lawsuits, their options for buyer compensation, and the benefits of coop agent participation.

MM18 Get to the Sellers' Why - Brandon Small

Brandon Small describes how he gets to the seller’s real motivation so he can address it in his listing presentation.

KFT158 3% to 7% Make the Move

Higher interest rates have reduced buyer affordability and become a barrier to current homeowners who are reluctant to leave their low interest rate for a higher one. This video will provide solid rationales for making the move to a new home in this current market.

KFT13 Seller Motivation: Sell or Stay

Pricing objections are often addressed with statistics and logic...which are the basis of a good pricing discussion. But overpricing is almost always based in emotion. This video addresses David's classic seller question: Do you want to Sell or Stay? Print out your own Sell/Stay cards. Use the Pricing Motivation matrix to plan your next price strategy.

KFT73 Seller Motivation: Away or Toward?

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)

RL37-3 Sam Miller: Listing Process

Sam Miller from Knox County, Ohio, goes over his listing process, from lead capture to closing. You'll hear about the importance of getting true motivation early, tips on what to include in your pre-listing package, and researching before the presentation.

LS01-3 Pricing Listings: Role of the Real Estate Agent

If you’ve ever lost a listing to an agent who promises a higher price, then this section will show how to separate the listing decision from the pricing decision.

QT62 Power of the Pause

When confronted with an objection the common reaction is to respond immediately to each issue presented. In this video, David wants you to literally do nothing for just a moment. Welcome to the power of the pause.  Often, simply offering a moment of silence helps prioritize a minor observation and gives the agent an opportunity to understand if what's being said is simply an observation or something that will need further attention. This is part of David's P.A.I.D. method for acknowledging and overcoming objections you may encounter during listings and showings. Check out the related videos for more about P.A.I.D.

RP12 Sellers Fear Wrong Time to Move: Values, Rates and Inventory

Watch a demonstration of how to address sellers' fears of moving in a challenging market. Notice the importance of initial questioning before responding. Role playing is the best way to master a skill so be sure to follow this up by creating a role play of your own with a trusted partner.

 

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.

RL39-1 The Virtual Listing: Pre-listing, Seller Counseling, First Meeting

In this series of videos David interviews agent Vicki Westapher, from Colorado Springs, CO. The current pandemic has forced many agents to work virtually, and Vicki talks about her recent successes holding listing presentations over Zoom.

Part 1 covers how Vicki transitioned to virtual listing presentations, her pre-listing process and first meeting her clients over webcam.

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.

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.

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.

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.

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.

Listing Presentation

MM03 Modified Two Step Listing Presentation – Vicki Westapher

Hear how Vicki modifies her presentation to take advantage of online interaction with sellers to save time. She is a believer in pre-listing packages and sends a series of links that address all of her marketing plans.

Vicki Westapher has been the top single agent in her company for the last 10 years of her 24 year career. She has a small team of unlicensed assistants and prides herself on using all technology to improve the efficiency of her business. She has been a main speaker at her company’s international convention. Her designations include: ABR, CDPE, CRS, GRI, ePRO, QSC, SRES. She is from Colorado Springs. CO

RL48-4 The Listing Process: Counseling, Presentation

Thom continues educating the seller about the process, creates confidence in his ability to address their motivation, and finds the moment to ask, ”Are we ready to move forward?” Then he prepares pricing after touring the home but delays the actual pricing discussion until his second appointment.

LS01-5 Pricing Listings: Presenting Value

Given the importance of pricing, you must have a pricing presentation using logic and visuals that teaches your sellers how buyers perceive value. Illustrate benefit of even number pricing.

LS01-4 Pricing Listings: Establishing Value

Teach sellers how value is established to avoid the objections: “We have a lot of money invested” or “Our house is better.”

LS01-2 Pricing Listings: Price First or Last?

To avoid having your sellers use price as a listing criteria, you may want to delay price until you have secured an agreement to list. There are also situations when leading with the price is appropriate.

RL46-4 Listing Presentation, Sara Kurtz

Agent Sara Kurtz walks David through her listing presentation from the first contact. She describes her pre-listing process, interview questions, condition consultation, expectations, marketing, and how she delays discussing price.

RL45-5 Listing Presentation - Kelly Moye

Learn how to research and prepare for your next listing, including a preliminary CMA. Kelly shares how she establishes trust and rapport during the home tour, and then focuses her presentation only on her points of difference.

RL37-3 Sam Miller: Listing Process

Sam Miller from Knox County, Ohio, goes over his listing process, from lead capture to closing. You'll hear about the importance of getting true motivation early, tips on what to include in your pre-listing package, and researching before the presentation.

KFT50-3 How to Get Listings: Listing Presentation

Having secured a listing presentation appointment, you must deliver a persuasive presentation that gets to seller motivation, presents benefits that meet their needs, then ask for a listing decision. This video addresses how to prepare, practice and present.

KFT124 A Top Agent's Listing Process, Tami Holmes

Learn about how top agent Tami Holmes conducts her listings. She will take you through her steps from appointment, to listing, to pricing. Discover how her methods can make your own presentations smooth and professional.

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.)

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.

KFT26 Creating Unique Selling Propositions

You've heard the term "elevator speech." This video 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.

KFT132 Feature Benefit Listing Presentation

Watch 13 selected Feature-Benefit statements from a listing presentation by top agent Tami Holmes. You will be able to respond to your seller’s need more effectively using this structure.

RL39-3 The Virtual Listing: Tour & Marketing Process

In part 3 of this series you'll see how Vicki Westapher presents her marketing process, conducts a home tour over webcam, and describes some of the unexpected benefits of conducting business over video conference.

RL39-2 The Virtual Listing: Listing Presentation

In part 2 of this series, Vicki Westapher talks about her virtual listing presentation, accompanied by clips from the actual presentation.

RL39-4 The Virtual Listing: Pricing & Commission

In part 4 of this series, Vicki Westapher describes how she handles pricing and commission objections, demonstrates the property tour video, and shares how this has been an opportunity for her to develop new tools.

RL39-5 The Virtual Listing: Full Listing Presentation

Watch Vicki Westapher's complete, unedited listing presentation conducted completely over videoconference. See the student outline for the precise time code of the points presented.

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.

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.

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)

Close, Objections

LS03-1 Value Added Selling (Avoid the Commissionectomy): Profit

Objections to your commission may be the most difficult of all. Often we see only two choices: cut our fee or lose the listing. This seminar will help you secure more (not all) listings at your full fee.
In the first part of this live Zoom recording we will focus on the math of profit, whether it’s better to lose fee or units. We will examine the fairness of multiple commission rates and the importance of providing value to minimize the objection arising at all.

Click here to view our roleplay demonstration of a commission objection!

KFT160 I Don’t Want to Pay the Buyer Agent v2

On March 15, 2024,  NAR settled the anti-trust lawsuit...pending court approval. This video provides discussion points to sellers who may now resist paying compensation to the buyer agent.  The settlement still allows payment to buyer agents, but it is optional and may not be communicated through the MLS. Seller concessions are also allowed but may not be conditioned upon or payment for a buyer agent.

KFT160 Link in description for updated video

CLICK HERE TO WATCH A NEW VERSION OF THIS VIDEO - On March 15, 2024,  NAR settled the anti-trust lawsuit, pending court approval. This video will provide discussion points to sellers who may now resist paying compensation to the buyer agent.  The settlement still allows payment to buyer agents, but it is optional and may not be communicated through the MLS. Seller concessions are also allowed but may not be conditioned upon or payment for a buyer agent.

Market Mastery: Open Forum on Commission Objections

NOTE: For those who couldn't enter th the live Zoom on May 16, we are posting a full recording of the session here for all to watch. We've resolved the inadvertent error with our Zoom account that resulted in a cap of 100 participants.

In this recording of a live Zoom, David is joined by John MacGilvary to address your questions on commission objections. John is the Vice President of Sales for a 600-agent real estate team and a valued member of David Knox Real Estate Training. With over 30 years of experience as a marketing professional, John is known for his creativity and thought leadership.

RP16 Commission Objection, P.A.I.D. approach

Commission objections are not only the most challenging objection but also the most common. So you must be prepared to respond, and role-playing is the BEST way to master this skill. This demonstration deals with a husband and wife, and follows the Pause • Acknowledge • Isolate • Discover method, ending with the question: "If our fees were the same, who would you choose?"

RL48-5 The Listing Process: Pricing, Commission

Thom discusses price and responds to price objections. When confronted with a commission objection, he demonstrates the breakdown of services and all the marketing strategies he uses. He describes to his prospects his key points of difference. He shoots property videos for his marketing.

LS01-9 Pricing Listings: Effects of Overpricing, Objections

Learn how to respond to these common pricing objections: “They can always make an offer.” “We can always come down.” “Could we try it for two weeks?” Avoid being a “pinball listing.” Watch how these objections are addressed in scenes from “Pricing Your Home to Sell” consumer video.

RL46-5 Commission and Pricing Objections, Sara Kurtz

Sara shares how she handles the two most difficult listing decisions. She talks about demonstrating her value, then setting boundaries with a position of strength.

LS03-3 Value Added Selling (Avoid the Commissionectomy): Dialog, Net, Strength

In the final segment of this live Zoom presentation learn how to use the P.A.I.D. method of responding to sellers. Learn the absolute BEST question to ask to differentiate yourself from the competitor. Direct the sellers’ attention away from the fee to net equity. Watch David role play a commission objection with an attendee.

Click here to view our roleplay demonstration of a commission objection!

LS03-2 Value Added Selling (Avoid the Commissionectomy): Value, Difference

Will people pay more for value? This video focuses on how to demonstrate your differences and contrast them to your competitors. Differentiate yourself with the metrics of sale-to-List ratio %, days on market, expiration, average price and per-person productivity. Be so good they’ll want to give you money!

Click here to view our roleplay demonstration of a commission objection!

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.

RP05 P.A.I.D. Strategy

David is joined in this roleplay by Pamela Porazzo, an agent from Orlando, FL. In this video, they go through a real situation that happened to Pamela in the past. David takes on the role of the agent during a listing presentation and Pamela is a seller who has very specific concerns. In order to address them, David utilizes the P.A.I.D strategy: Pause, Acknowledge, Isolate, and Discover.

RP06 Commission Objection, Demonstrate Difference

In this roleplay demonstration, David is the agent and Pamela Porazzo is a seller with a commission objection. David once again uses the P.A.I.D technique (pause, acknowledge, isolate, discover) to learn the client's issues, and then focuses on selling the difference rather than the whole commission price. See Role Play 16 for this process demonstrated on a seller couple.

KFT142-4 Core Principles: Sphere of Influence and Objections

In the final part of this interview, David and Kimberly discuss how to maintain your sphere of influence, converting listings to sales, and overcoming objections.

KFT120 How Do We List Without a Place to Buy?

UPDATED: David shows how to identify sellers who would like to move if they could and determine their level of motivation to risk making a double move. He also provides a plan to list first and buy second.

RP02 Hesitant to List Without a Place to Buy

In a fast-moving market, sellers may be resistant to list without a new home to buy. Watch how to address their concerns, then lead them to consider temporary housing. Watch KFT120 for more on this subject.

RP01 Showing Protocol Concerns

Even as we near the end of the pandemic, you may find sellers who are resistant to list because of lingering fears of having strangers in their home. See how to lead sellers through a series of questions to arrive at a possible solution.

RL31-4 Listing Presentation: Close & Commission

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 and addresses commission objections.

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.

Servicing & Marketing

RL39-6 The Virtual Listing: Property Tour Video

This is Vicki's home tour video to provide to buyers in the absence of physical showings. Notice that it was shot on a steadicam rig with a remote microphone on her. Great sound and video.

KFT146 Tik Tok 101 for REALTORS®

Tik Tok is the fastest growing media platform on the planet. Join agent Jeanie Kang as she demonstrates the ease of creating a Tik Tok video to promote your next listing.

RL42-2 Elements of a Listing Video

Conrad and Ben are social media sensations in real estate and top producers for their companies. In part two of this series learn how to promote your personality and your listing using engaging video to reach more buyers.

KFT126 Navigating a Changing Market

Updated for 2023: The real estate market has always been cyclical, and the time has come to address another change. The increase in interest rates, stabilization of inventory and reduction of buyer demand is making itself known in many markets. David talks to top real estate agent Bob Wolff about the risks and opportunities agents have in this changing market. (Bob has sold more than $1 Billion in residential real estate in his career. Check out Real Estate LIVE® 8 to hear his story.)

KFT151 Strategies for a Shifting Market

The time to address market shifts with your clients is at the very first signs. When you see longer market times, lower offers, price reductions and inventory increasing, you must gather this data and present it to your clients immediately. This video will provide the methods.

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.

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

(UPDATED) 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)

(UPDATED) 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.

KFT97 Become a Preferred Vendor Resource

UPDATED: 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.

KFT38 Extreme Property Preparation

If you have a listing that is a candidate for the TV show "Hoarders," full of too much stuff, this video will help you. See how to assist your sellers with a plan to move forward by clearing things out and staging for showings.

Check out our Client Videos, including Preparing Your Home to Sell: davidknox.com/videos

QT23 Just Listed/Just Sold Postcards

Real estate agent Nathan Ryan describes how he uses Just Listed/Just Sold postcards to get more business from his market area.

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.)

Pricing

Establish Value, CMA

RP03 Pricing the Listing

David plays an agent working with sellers who want to try a listing price higher than the CMA. See how the conversation goes to seller motivation, objection technique, preparing for an adjustment, and leading the sellers to price properly.

LS01-1 Pricing Listings: It's the Motivation not the Money

One of the most difficult objections in real estate is overpricing. It is critical that you have a pricing presentation and a plan to address resistance to listing at market value. As you will see in this first video, motivation is THE most important element of getting listings price right.

LS01-4 Pricing Listings: Establishing Value

Teach sellers how value is established to avoid the objections: “We have a lot of money invested” or “Our house is better.”

LS01-5 Pricing Listings: Presenting Value

Given the importance of pricing, you must have a pricing presentation using logic and visuals that teaches your sellers how buyers perceive value. Illustrate benefit of even number pricing.

LS01-6 Pricing Listings: Demonstrate Dramatically

To be persuasive, demonstrate your points with a Pricing Storybook and a CMA Field trip to play “The Price is Right.”

LS01-7 Pricing Listings: External Influences on Value

Sellers will place their attention on the internal influences of value, yet there are many external influences that are out of their control such as interest rates, competition, the economy, etc. They must learn to let go of these variables and focus on their need to move.

MM15 Establish Value in a New Market - Jeff Scislow

Jeff Scislow describes the new way he selects comps and presents them to sellers. The process will help you with the objection: “the other agent said a higher price.”

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.

RL31-3 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

KFT151 Strategies for a Shifting Market

The time to address market shifts with your clients is at the very first signs. When you see longer market times, lower offers, price reductions and inventory increasing, you must gather this data and present it to your clients immediately. This video will provide the methods.

MM16 Pricing Discussion - Jeff Scislow

Jeff Scislow describes his initial meeting with the seller to address price. Hear how he involves sellers in arriving at market value.

LS01-10 Pricing Listings: Communication, Secure Price Reduction

Sometimes we just need to take an overpriced listing. In that case, you must maintain consistent, frequent communication to report progress. Then you can follow these steps of securing a price reduction, change in condition or a canceled listing.

LS01-8 Pricing Listings: Advantages of Proper Pricing

This reiterates the importance of focusing on motivation and objectivity. Learn how to present the advantage of buying up in price in a declining market.

LS01-7 Pricing Listings: External Influences on Value

Sellers will place their attention on the internal influences of value, yet there are many external influences that are out of their control such as interest rates, competition, the economy, etc. They must learn to let go of these variables and focus on their need to move.

LS01-6 Pricing Listings: Demonstrate Dramatically

To be persuasive, demonstrate your points with a Pricing Storybook and a CMA Field trip to play “The Price is Right.”

LS01-5 Pricing Listings: Presenting Value

Given the importance of pricing, you must have a pricing presentation using logic and visuals that teaches your sellers how buyers perceive value. Illustrate benefit of even number pricing.

LS01-3 Pricing Listings: Role of the Real Estate Agent

If you’ve ever lost a listing to an agent who promises a higher price, then this section will show how to separate the listing decision from the pricing decision.

LS01-2 Pricing Listings: Price First or Last?

To avoid having your sellers use price as a listing criteria, you may want to delay price until you have secured an agreement to list. There are also situations when leading with the price is appropriate.

LS01-1 Pricing Listings: It's the Motivation not the Money

One of the most difficult objections in real estate is overpricing. It is critical that you have a pricing presentation and a plan to address resistance to listing at market value. As you will see in this first video, motivation is THE most important element of getting listings price right.

RP03 Pricing the Listing

David plays an agent working with sellers who want to try a listing price higher than the CMA. See how the conversation goes to seller motivation, objection technique, preparing for an adjustment, and leading the sellers to price properly.

KFT126 Navigating a Changing Market

Updated for 2023: The real estate market has always been cyclical, and the time has come to address another change. The increase in interest rates, stabilization of inventory and reduction of buyer demand is making itself known in many markets. David talks to top real estate agent Bob Wolff about the risks and opportunities agents have in this changing market. (Bob has sold more than $1 Billion in residential real estate in his career. Check out Real Estate LIVE® 8 to hear his story.)

KFT06 Separate Pricing from Listing

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-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.

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.

LS01-1 Market Challenges, Pricing Listings in a Buyer's Market

This is the first of a series of presentations in front of a live audience. This is chapter 1 of "Pricing Listings in a Changing Market" that addresses the challenges you face in today's market.

LS01-2 Pricing Denial Syndrome, Pricing Listings in a Buyer's Market

This is Chapter 2 of "Pricing Listings in a Buyer's Market" that addresses Pricing Denial Syndrome...the sellers' disbelief in the current market valuation. This is part of a new series of videos taped in front of a live audience.

LS01-3 The Pricing Intervention, Pricing Listings in a Buyer's Market

This is Chapter 3 of "Pricing Listings in a Buyer's Market" that discusses how to break through the sellers' denial of the present market situation. Few sellers can believe that the value of their home has fallen so low. You need compassion and assertiveness to lead them to the truth.

Pricing Objections

QT57 Another Agent Will List it at a Higher Price

Learn how to combat another agent "out bidding" you on listing price using analogies and examples.

Below is a link to a meteorologist ranting against his co-anchor's complaints about his weather report. Show this to your sellers when they complain about your "pricing weather" report!

https://www.cnn.com/videos/weather/2018/04/14/weatherman-rant-michigan-orig-mss.cnn

In addition to our training video library, we produce a suite of Client Videos that are designed for agents to provide to their buyers and sellers via online or mobile app. Check out this promo of our client video "Pricing Your Home To Sell" for another great pricing tool.

KFT13 Seller Motivation: Sell or Stay

Pricing objections are often addressed with statistics and logic...which are the basis of a good pricing discussion. But overpricing is almost always based in emotion. This video addresses David's classic seller question: Do you want to Sell or Stay? Print out your own Sell/Stay cards. Use the Pricing Motivation matrix to plan your next price strategy.

RL45-6 Pricing and Commission

Gain confidence in dealing with the two most difficult listing objections using Kelly’s humorous pricing response and tiered commission answers.

RL46-5 Commission and Pricing Objections, Sara Kurtz

Sara shares how she handles the two most difficult listing decisions. She talks about demonstrating her value, then setting boundaries with a position of strength.

LS01-9 Pricing Listings: Effects of Overpricing, Objections

Learn how to respond to these common pricing objections: “They can always make an offer.” “We can always come down.” “Could we try it for two weeks?” Avoid being a “pinball listing.” Watch how these objections are addressed in scenes from “Pricing Your Home to Sell” consumer video.

RL48-5 The Listing Process: Pricing, Commission

Thom discusses price and responds to price objections. When confronted with a commission objection, he demonstrates the breakdown of services and all the marketing strategies he uses. He describes to his prospects his key points of difference. He shoots property videos for his marketing.

RP16 Commission Objection, P.A.I.D. approach

Commission objections are not only the most challenging objection but also the most common. So you must be prepared to respond, and role-playing is the BEST way to master this skill. This demonstration deals with a husband and wife, and follows the Pause • Acknowledge • Isolate • Discover method, ending with the question: "If our fees were the same, who would you choose?"

Market Mastery: Open Forum on Commission Objections

NOTE: For those who couldn't enter th the live Zoom on May 16, we are posting a full recording of the session here for all to watch. We've resolved the inadvertent error with our Zoom account that resulted in a cap of 100 participants.

In this recording of a live Zoom, David is joined by John MacGilvary to address your questions on commission objections. John is the Vice President of Sales for a 600-agent real estate team and a valued member of David Knox Real Estate Training. With over 30 years of experience as a marketing professional, John is known for his creativity and thought leadership.

Pricing Your Home To Sell Clip - "Another Agent Will List it at a Higher Price"

If you've watched Quick Tip 57 & 58, here's another great pricing tool to use with your clients. In this promo for our client video "Pricing Your Home To Sell" David presents a clip to demonstrate how the video can help educate your clients on pricing their home properly. "Pricing Your Home To Sell" is one of our collection of client videos that help you educate your clients, available streaming online and via our mobile app here.

As a valued subscriber to our training, you can get your first month of David Knox Client Videos FREE. Just use promo code RET at checkout.

See what David Knox Client Videos can do for you today!

QT58 The Pricing Storybook

Stories sell, so create a book of lost listings that ended up in your Pricing Storybook instead of you Sold book. Demonstrate to sellers that you were right, but didn't get paid then ask which book they'd like to be in.

Below is a link to a meteorologist ranting against his co-anchor's complaints about his weather report. Show this to your sellers when they complain about your "pricing weather" report!

https://www.cnn.com/videos/weather/2018/04/14/weatherman-rant-michigan-orig-mss.cnn

In addition to our training video library, we produce a suite of Client Videos that are designed for agents to provide to their buyers and sellers via online or mobile app. Check out this promo of our client video "Pricing Your Home To Sell" for another great pricing tool.

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.

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)

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?"

Personal Development

Values and Equities

KFT07 Values Based Goal Setting

An exercise in personal goal setting that examines the 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.

Follow up this video with an exercise in determining your values by watching: Discover Your Personal Values - Knox First Tuesday 34

RL36-1 New Agent Coaching: Successful Agent Attributes

Meet Geneva Eilertsen, a very new agent, who wanted advice on how to get off to a good start in the real estate business. In this first part she asked whether being on a team was a good way to begin. The discussion turned to the top characteristics and habits of successful agents.

KFT142-1 Core Principles: What Makes a Successful Agent?

In February, Kimberly Houk from Prospecting Today came to our studio and turned the tables on David by interviewing him. In part 1 of this wide-ranging discussion, David covers his background with training, why agents fail, and the qualities that can make them successful.

KFT148 First Impressions Last

The first touch points you have with prospects can make you look professional...or NOT. In this video, David gives you important advice for making the best first impression by summarizing techniques from six of our videos.

Videos Mentioned:
Answer the $%^& Phone!
Annoying Greetings to You!
Email Signatures
Who's THAT on Your Card?
Set Up a Videoconference Space
Mispronounced, Misused

 

RL43-6 Business Philosophy

Our last segment with Genevieve concentrates on the importance of being genuine, the challenge of delivering unwelcome news to clients, and offering a spirit of cooperation, generosity, and abundance.

RL44-5 Time Management Secrets of CEOs, Richard Grimes

Richard Grimes is the CEO of a large company in Alabama. He describes the importance of the key 20%, planning the night before, first things first, avoiding distractions, delegation and the importance of family time.

KFT10 New Year Action Plan for 2024

The ending of one year provides an opportunity to start the next one fresh with a clean slate. This video will lead you through fundamentals of personal and business planning for 2024.  Plan your budget, review your lead generation and determine your goals. At the end, David addresses some thoughts on running your business after the commission lawsuits.

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 to follow along.

WATCH THIS VIDEO FIRST: Values Based Goal Setting - Knox First Tuesday 07

At the end of this video you will have a basis for a business plan and personal goal setting.

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

(UPDATED: Part 1 of 2) We can measure our personal equity in five key areas: Physical, Spiritual, Psychological, Intellectual, and Financial. This video leads you through an analysis of each equity and provides the means to enhance them.

Three supporting videos to watch in conjunction with this presentation are:
KFT07 Values Based Goal Setting
KFT10 New Year Action Plan
RL08-5 Bob Wolff Managing the Business, Systems, Staff & Goals

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

(UPDATED: Part 2 of 2) Continues through the five personal equities of Psychological, Intellectual, and Financial. This video leads you through an analysis of each equity and provides the means to enhance them.

Three supporting videos to watch in conjunction with this presentation are:
KFT07 Values Based Goal Setting
KFT10 New Year Action Plan
RL08-5 Bob Wolff Managing the Business, Systems, Staff & Goals

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.

Goal Setting

KFT129 Present Moment Focus

With all the distractions and disrupters in the industry, it’s easy to lose sight of what’s important. This month, David will help you focus on your important daily behaviors. Your first step is to watch KFT129.

QT54 Top Agent Plans a New Year

Bob Wolff shares what he's focusing on leading into the new year.

KFT137 8 Coaching Steps to $100,000

Last month David released a video helping managers train motivated agents to reach $100,000 in GCI (Leadership Series 516: 8 Steps to Developing $100,000 Agents). This month we have uploaded David's companion topic for agents. This video combines proven strategies and best practices to give you a step-by-step process for maintaining consistently higher income.

 

 

KFT142-2 Core Principles: First Impressions and Goal Setting

In part 2 of this interview, David and Kimberly Houk discuss the importance of first impressions, the mindset of a successful agent, and how to make the job fun.

RL44-1 Time Management Secrets of CEOs, Josh Harley

Agents have described how their days get away from them and end up feeling unproductive. We want to help you by getting advice from skilled time managers that subscribe to our training platform. This series will feature a variety of company CEOs and we will continue to add segments as they are produced. In this episode, David talked to Josh Harley, CEO of a large multi-market company about his time management skills and what he thinks works best for real estate agents. Watch for more segments in the future.

RL44-2 Time Management Secrets of CEOs, Mark Johnson

Continuing our series where we interview CEOs to learn their time management secrets, this month we hear from Mark Johnson, CEO of a 50-market company. Mark discusses the importance of intention and mindset, establishing priorities, and setting time limits for yourself.

RL44-3 Time Management Secrets of CEOs, Bill Scavone

Bill Scavone is the CEO and president of a 350-affiliate, 7,000 agent company in 43 States. He will help you scale down your big-picture, macro-view of priorities to the daily time-blocking needed to make you more effective.

RL44-4 Time Management Secrets of CEOs, Dan Forsman

In the fourth release of this series, CEO Dan Forsman shares the discipline of his morning routine, techniques for a productive day, and ways to minimize interruptions.

RL44-5 Time Management Secrets of CEOs, Richard Grimes

Richard Grimes is the CEO of a large company in Alabama. He describes the importance of the key 20%, planning the night before, first things first, avoiding distractions, delegation and the importance of family time.

KFT10 New Year Action Plan for 2024

The ending of one year provides an opportunity to start the next one fresh with a clean slate. This video will lead you through fundamentals of personal and business planning for 2024.  Plan your budget, review your lead generation and determine your goals. At the end, David addresses some thoughts on running your business after the commission lawsuits.

KFT10 New Year Action Plan for 2023

There is a newer version of this video updated for 2024, which you can find here.

UPDATED December 2022: Although this video was designed for the start of a new year, you will learn techniques for starting fresh at any time. 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.

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.)

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%.

QT03 Mindset Affirmations - Bob Wolff

As Bob gets more mature in this business, he realizes that his mindset is more important than methodology. He describes his use of affirmations, tracking his most likely listing prospects, focusing on his personal goals and making time for himself

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.

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.

Attitude

MM12 Control the Controllables – Rik Rushton

Rik suggests attaining peace by focusing your energy on only those things that you control. You cannot control events, only your response to them.

MM06 Positive Market Mindset – Rik Rushton

Rik describes his "10 before 10" lead generation and gratitude list to improve his market mindset. He works in the Australian market and faces even more difficult challenges than in North America. 

Rik Rushton is a Peak Performance Coach, one of the top trainers in Australia, the author of “The Power of Connection” and a speaker at TedX Docklands. He is a recognized authority on building growth cultures in elite business and sports organizations. He is a frequent emcee and presenter at the Australasia Real Estate Conference (AREC). You may learn more about Rik at: https://rikrushton.com. He is based in Melbourne, Victoria, Australia.

KFT155 7 Ways to Prepare for This Market

Many agents have never experienced a real estate market like this. In front of a live audience, David shares seven ways agents and companies can prepare and be successful right now. 

RL43-6 Business Philosophy

Our last segment with Genevieve concentrates on the importance of being genuine, the challenge of delivering unwelcome news to clients, and offering a spirit of cooperation, generosity, and abundance.

KFT14-2 Mastery of the Game of Selling (Part 2)

Part two of Mastery of the Game of Selling concentrates on selling skills, the key behaviors of selling, feedback sensitivity and reference points to allow your natural selling skills to emerge.

KFT142-1 Core Principles: What Makes a Successful Agent?

In February, Kimberly Houk from Prospecting Today came to our studio and turned the tables on David by interviewing him. In part 1 of this wide-ranging discussion, David covers his background with training, why agents fail, and the qualities that can make them successful.

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.

KFT95 Get Off Your Aspirations

In KFT95 hear from two very different agents: Bob Wolff, a seasoned veteran, REALTOR® of the year from southern California, and Lawrence Wong, a NAR 2015 30-under-30 member from Brooklyn NY. They describe the one common element that sets each of them apart.

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.

KFT39 PDA Perseverance, Discipline, Action

UPDATED MAY 2023: 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: 02:10 Perseverance, 06:52 Discipline, 13:40 Action.

KFT29 Results vs. Reasons

(UPDATED): 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.

KFT54-1 Response Ability

UPDATED: Reduce the situations in which you become a victim of circumstance by examining not only the Event that occurred, but the Set Up that made it all but inevitable. Empower yourself in both personal and business situations by developing the skill of Response Ability. You may want to share this lesson with your family.

KFT54-2 Response Ability

UPDATED: Learn how to avoid negative Set-Ups, see how only 1% control is enough to change an event, plan positive Set-Ups, turn hindsight into foresight, avoid permanent mistakes and examine whether the event may actually have been for the best.

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.

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. 

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.

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.

KFT14-1 Mastery of the Game of Selling (Part 1)

This video address the powerful sales method of letting go of the outcome to create more income. If you've ever noticed how the more you want a transaction, the more difficult everything seems to be. Then when you try to take a vacation, prospects come to you. In this first of two parts, You'll learn how to use the mental dynamics of performance, treat the business as a game, and remove the self-limiting pressure that reduces your results.

KFT46 Three Positive Outcomes of Activity

UPDATED: When winning becomes the only thing you focus on, it may actually be more difficult to win. This video teaches you to accept the other two positive outcomes of activity: the joy of the experience and the lessons of failure. By acknowledging the other two you create a win-win-win philosophy that takes the pressure off achievement.

Use the R-E-L Worksheet in your outline to plan all three outcomes in your next endeavor.

KFT47 Managing Rejection

(UPDATED) 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.

Safety

KFT80 Agent Safety

The loss of a fellow REALTOR® in Arkansas triggered an industry-wide re-examination of safety in our work place. The only good that can come out of this terrible tragedy is if we take individual action to protect ourselves. Recent legal action warns owners/brokers/managers that companies may be responsible for training agents and having a plan for safety.
Here's an article on the foundation for REALTOR® safety that was established in her name. We deal every day with strangers, vacant homes and situations in which a perpetrator could take advantage and cause harm or death. We must take the necessary precautions to prevent these events or minimize their effects. This video addresses the key elements of a good safety plan divided into three key areas of a business meeting: Before: how to prepare before you're faced with danger, During: how to increase your awareness during normal business encounters, and After: what actions to take when an attack actually happens.

October 30, 2017: this article appeared on Inman

RL49-4 Agent Safety: Lessons Learned

Learn about real life situations where real estate professionals became the the victims of serious crimes. Use these examples of how not to put yourself in dangerous situations.

RL49-3 Agent Safety: Self Defense Products

In this short video Safety Expert Tracey Hawkins highlights just a few non-lethal effective self defense products and tips on how to use them if needed

RL49-2 Agent Safety: Safe Practices - Tips and Steps to Stay Safe

In part two of this video Tracey offers steps you can use right now to stay safe while working with clients on location.

RL49-1 Agent Safety: Safe Practices - Awareness, Recognition and Instinct

Safety Expert Tracey Hawkins teaches you to connect with situational awareness and your instinct to avoid threatening situations. In part two of this video Tracey offers steps you can use right now to stay safe while working with clients on location.

RL49-5 Tech Safety for Real Estate Agents

Virtual technology requires virtual security. Tracey will help protect your online open houses, online showings, virtual assistants, cyberspace interaction, online privacy, Google topic alerts, phone scams, safety apps, software security, and camera surveillance.

RL49-6 Cyber Security with Tracey Hawkins

In her final presentation on real estate safety, Tracey Hawkins covers Cyber Security, including how to secure Zoom calls, recognize social engineering and phishing scams, using Google Alerts, and preventing network breaches that lead to ransomware.

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.

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.

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.

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.

Professionalism

KFT135 Is Real Estate Professionalism Gone?

Marcie Roggow is a past board member for several NAR committees dedicated to improving industry professionalism. In this presentation, Marcie covers consumer expectations and the code of ethics for real estate agents.
 

KFT150-1 Are We in a Housing Bubble? Part 1

In this video, you'll get a fresh perspective about the current real estate market from David Childers at Keeping Current Matters. In part 1, David covers household debt service ratio, loan comparisons from past years, the mortgage credit availability index and much more.

KFT150-2 Are We in a Housing Bubble? Part 2

We continue our interview with David Childers by examining rising equity appreciation, cash-out percentages, affordability and single-family home construction.

RL45-4 Become a Media Spokesperson

Kelly describes how she became a local news media go-to source for the real estate market. Learn the process of gaining this exciting, dramatic, and free point of difference.

Kelly In The News - See videos of Kelly's media appearances on her website

QT02 Email Signatures

UPDATED: Here it is 2021 and I'm STILL receiving emails with NO signature or amateur-looking ones!! They’re unprofessional and not mobile-friendly. This video will help you look more professional and be client-friendly in your email communication. PLEASE PUT A SIGNATURE ON YOUR EMAIL!

QT63 Spam Annoyance

Don't let Spam Annoyance become Sales Avoidance. These calls anger us all, but we need a mature way to respond instead of letting them destroy our business.

MM01 Be Valuable by Knowing Your Market – Bob Wolff

When people know you’re a real estate agent, they will ask you about the market. Bob shares how he prepares for these interactions.

Bob Wolff has sold $2 billion in residential real estate as a sole agent making him the top producer in his company of 13,000 and one of the top in the world. He has been a CRS Instructor, REALTOR® of the Year, presenter at the NAR conference and the Australasia Real Estate Conference. He is featured in 17 of our training videos. He is from Dana Point, CA.

KFT134 Marcie Roggow: Procuring Cause

In this interview, Marcie Roggow details the five major elements required to assure you have earned your right to a commission. This is important information for all sales agents and can be of benefit when entering certain arbitration situations.

KFT127-1 How NAR Represents You, John Smaby

In the first part of this interview with 2019 National Association of REALTORS® President, John Smaby, you'll learn what exactly NAR is and how it represents you. Learn more about NAR Commitment to Excellence at: C2EX.

KFT127-2 NAR Communication and Advocacy, John Smaby

One of John Smaby's key missions is to improve the communication with the membership, to get their attention and represent their interests. Key issues include flood insurance, affordable housing and reasonable finance regulations.

KFT127-3 NAR Control of Data, John Smaby

John talks about the value of the data generated by NAR, MLS partnerships and the next step for the UPSTREAM platform. Brokers, agents and NAR must work together to insure their best interests.

KFT127-4 REALTOR® Competence, John Smaby

The final section discusses the plan to improve the overall competency of the residential real estate industry. A large percentage of REALTORS® are unproductive. John cautions confusing productivity with competence. Professionalism is a shared responsibility between brokers and NAR. It starts at the local level.

RL36-5 New Agent Coaching: Professionalism

Professionalism is demonstrated through photos, emails and telephone. Skills can only be improved through role play, and better yet, on video playback. And finally, you must have a plan to be safe.

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

RL19-2 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)

RL19-6 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.

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.

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.

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.

RL28-2 $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.

RL28-3 $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.

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.

RL35-1 Event Marketing: Planning Your Event

In part 1 of this series you will meet Erin and Christina and learn about their non-traditional way to generate referrals. They teamed up a number of years ago and chose to create fun events to which they could invite their prospects, clients and sphere of influence. They will describe how they choose their market, partner with charities and plan their events.

RL35-2 Event Marketing: Getting Started

Erin and Christina take you through the steps of getting started on your own event; how to choose a location, pick a charity, develop your guest list and create an invitation. Hear some simple, inexpensive ways to get going with a smaller event. You'll also hear what the homeowner thought of the event.

RL35-3 Event Marketing: Day of the Event, Follow Up

Erin and Christina share their tips for the day of the event, including how to make it great, have fun and avoid stress. Then the most important part: how they follow up using a party video, photographs and emails.

Buyers

Buyer Counseling

KFT145 DOJ NAR Commission Transparency

The U.S. Department of Justice and NAR have reached an agreement that affects how real estate agents disclose their compensation. Although the final rules haven’t been written at the time of this video, David will provide you with ways to address it with your buyers.

 

QT61 Buy in a Seller's Market or Wait?

With prices rising and multiple offers being commonplace, buyers wonder if now is the time to buy or whether to wait till the market cools. This video helps you navigate that question with your buyers.

RL43-2 Managing Buyers in a Seller’s Market

Learn how to manage your buyers in a market of low interest rates, rising prices, high demand, limited listings, and multiple offers. Genevieve describes how she guides her buyers through the insanity, becomes their trusted advisor, and chooses responsive, local lenders. She requires a buyer consulting interview to educate them on the market statistics and prepare them to pay more than asking price.

RL43-3 Risk Assessment and Contingencies

Buyers are taking drastic action to waive contingencies designed to protect them, believing that securing a home is more important. Genevieve describes how she navigates risk to make offers more appealing while still protecting her buyers. She also addresses “love letters” to sellers.

RL43-4 Buyer Fatigue

Buyers in this current market are spending more time, seeing more homes, and writing more offers. Genevieve describes the skills to keep them “in the game” until they successfully secure a home.

KFT152 "We’ll Buy When the Market Drops"

Following a year of escalating prices, buyers may be hesitant to buy now, believing that the market will drop.  This is a follow up to QT61 that focused the question “Buy in a Seller’s Market or Wait?” In this video we focus on the corollary, NOT buying now in hopes of saving money in the future. Use the methods in this video to lead them through the considerations to make an informed decision. ERROR:  Sorry but I said PITI instead of just PI, Principle and Interest.

RP11 Buyer Counseling: Agency and Loyalty

David and agent Thom Miller demonstrate how to discuss buyer agency and buyer loyalty as a condition of working together to find homes.

Preview - 8 Steps to Buying a Home

Watch a short preview of our new client video "8 Steps to Buying a Home." Educate clients, save time, and add value with our whole collection of client videos.

RealEstateConsumerVideos.com

Agent subscriptions start at $19.77/month. Get your first month free with promo code RET at checkout. Company subscription pricing is available. See the company pricing document in Support Materials below.

RL50-3 New Market: Manage Your Buyers

Our final segment with Colby covers how to manage your buyers: build confidence, replace fear with reason and create ways to make a purchase more affordable.

RP13 Buyers Fear Higher Interest Rates

This role play demonstrates how to respond to your buyers who are hesitant to purchase due to rising interest rates. Role-playing is the best way to master a skill so be sure to follow this up by creating a role-play of your own with a trusted partner.

MM10 Secure a Buyer Counseling Interview – Genevieve Stoll

Securing a buyer counseling interview can be difficult given the impatience of buyers. Genevieve describes her process of gaining their trust through this meeting.

KFT158 3% to 7% Make the Move

Higher interest rates have reduced buyer affordability and become a barrier to current homeowners who are reluctant to leave their low interest rate for a higher one. This video will provide solid rationales for making the move to a new home in this current market.

KFT159-4 Commission Lawsuits Present Your Value to Buyers

Buyers will choose representation based on your fee and value proposition, so you must become as skilled in presenting your value to buyers as you have with sellers in your listing presentation. This video provides you with an outline of major points to present.

KFT159-5 Commission Lawsuits Buyer Broker/Agent Agreement

The commission lawsuits focused on the payment of compensation to a coop agent. Buyers may have to pay for their own representation. This addresses the benefits and elements of a buyer-agent agreement.

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?

Prepare Buyers to Buy

RL43-3 Risk Assessment and Contingencies

Buyers are taking drastic action to waive contingencies designed to protect them, believing that securing a home is more important. Genevieve describes how she navigates risk to make offers more appealing while still protecting her buyers. She also addresses “love letters” to sellers.

KFT159-5 Commission Lawsuits Buyer Broker/Agent Agreement

The commission lawsuits focused on the payment of compensation to a coop agent. Buyers may have to pay for their own representation. This addresses the benefits and elements of a buyer-agent agreement.

KFT159-4 Commission Lawsuits Present Your Value to Buyers

Buyers will choose representation based on your fee and value proposition, so you must become as skilled in presenting your value to buyers as you have with sellers in your listing presentation. This video provides you with an outline of major points to present.

KFT158 3% to 7% Make the Move

Higher interest rates have reduced buyer affordability and become a barrier to current homeowners who are reluctant to leave their low interest rate for a higher one. This video will provide solid rationales for making the move to a new home in this current market.

MM11 Patience Pays With Buyers – Rishi Bakshi

Today’s buyers have been inundated with bad news which has immobilized their purchase decision. Rishi describes his patient process of building trust with buyers.

MM04 Manage Buyer Expectations - Genevieve Stoll

Genevieve faces the challenge of preparing her buyers for the market while dealing with the uncertainty of what they will face. She recommends a sit-down buyer interview to answer questions and provide an understanding of market value.

Genevieve Stoll started her real estate career in Connecticut. Without knowing anyone, she quickly established herself through promotion, open houses, charity events and social media.
Moved to Kent, Washington just south of Seattle where she is a managing broker. She is featured in RL43. She works in Puget Sound, WA.

RL50-3 New Market: Manage Your Buyers

Our final segment with Colby covers how to manage your buyers: build confidence, replace fear with reason and create ways to make a purchase more affordable.

Preview - 8 Steps to Buying a Home

Watch a short preview of our new client video "8 Steps to Buying a Home." Educate clients, save time, and add value with our whole collection of client videos.

RealEstateConsumerVideos.com

Agent subscriptions start at $19.77/month. Get your first month free with promo code RET at checkout. Company subscription pricing is available. See the company pricing document in Support Materials below.

RL43-4 Buyer Fatigue

Buyers in this current market are spending more time, seeing more homes, and writing more offers. Genevieve describes the skills to keep them “in the game” until they successfully secure a home.

RL43-2 Managing Buyers in a Seller’s Market

Learn how to manage your buyers in a market of low interest rates, rising prices, high demand, limited listings, and multiple offers. Genevieve describes how she guides her buyers through the insanity, becomes their trusted advisor, and chooses responsive, local lenders. She requires a buyer consulting interview to educate them on the market statistics and prepare them to pay more than asking price.

RP07 Prepare Your Buyers to Buy

David is joined again by agent Pamela Porazzo from Orlando in this roleplay demonstration. This video focuses on an agent conducting a buyer counseling interview and preparing their client for the process.

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.

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.

KFT23 Prepare Buyers to Buy

NOTE: New version updated in January 2021. 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.

KFT121 Manage Buyer Expectations

In a market with more buyers than sellers, you must prepare your buyers to be motivated, realistic and ready to purchase promptly. In this segment from a recent live seminar, David will show you how to educate your buyers to the market with respect and a bit of fun.

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?

KFT16 The Low Appraisal

(UPDATED) 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.

Showing

KFT134 Marcie Roggow: Procuring Cause

In this interview, Marcie Roggow details the five major elements required to assure you have earned your right to a commission. This is important information for all sales agents and can be of benefit when entering certain arbitration situations.

Preview - 8 Steps to Buying a Home

Watch a short preview of our new client video "8 Steps to Buying a Home." Educate clients, save time, and add value with our whole collection of client videos.

RealEstateConsumerVideos.com

Agent subscriptions start at $19.77/month. Get your first month free with promo code RET at checkout. Company subscription pricing is available. See the company pricing document in Support Materials below.

KFT42-1 Ten Tips for Better Showings, Part 1

UPDATED: Part 1 covers Tips 1 through 4. 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 Showings, Part 2

UPDATED: Part Two covers tips 5 through 10. 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!

KFT122 Overcome Buyer Objections...Not!

Be sure to watch until the END! We open and close this video with some humorous answers to objections. Many agents believe that an immediate answer is required to every buyer objection, no matter how big or small. In this video David and Dave (an actor we know) conduct role plays to demonstrate the right and wrong ways to respond. You will not only find this to be a fun video, you will learn how to let go of objections, relax, acknowledge their comments and see which objections are real.

Inspections

RL41-1 Home Inspections: Considerations

Home inspections have the ability to disrupt your real estate transactions. This new series of videos will help you keep your transactions together in spite of a potentially challenging report. In part one, meet Faina Shapiro and find out what your buyers need to know before a home inspection.

RL41-2 Home Inspections: Selecting an Inspector

Our featured agent Faina Shapiro and a home inspector Ron Larson will define the criteria for selecting and/or referring a home inspector for your buyers.

RL41-3 Home Inspections: Who Should Attend?

Our featured agent, a home inspector and an attorney advise you on attendance and cautions at a home inspection.

RL41-4 Home Inspections: Managing Buyer Expectations

The reality of negative inspection reports will continue to be a reality, so you must prepare your clients in advance by managing their expectations.

RL41-5 Home Inspections: Pre-Listing Inspections

One of the ways to minimize negative reports and prepare your sellers in advance is to have the home inspected before it goes on the market.

RL41-6 Home Inspections: Reframing and Monetizing

Negative events can be better managed if they are reframed in a broader context. Further, when converted to a cost to solve, it shortens the discussion and gets to the solution faster.

RL41-7 Home Inspections: Interview with Ron Larson

In addition to Ron Larson’s segments included in the previous videos, you may watch his entire interview here in context.

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.

Close for the Purchase

KFT12 Securing Higher Offers

In KFT11 we focused on negotiating low offers. In this video we address the skills of motivating your buyers to make offers at or above market value, depending on the situation. See how play "The Price is Right" to teach value to your buyers. Learn how to appeal to emotion, sell differences and encourage your buyers to pay full price.

KFT11 Negotiating Low Offers

It seems that no matter what the market, buyers will attempt to offer less than asking price, and often even less than market value. When this happens, you need a plan. Ideally you prepare them in advanced to make higher offers which is addressed in KFT12 Secure Higher Offers. In this video you'll learn how to keep the parties negotiable, focus on motivation and structure a counter offer that is more acceptable to your buyer.

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)

Closing, Objections

Closing Skills

RP05 P.A.I.D. Strategy

David is joined in this roleplay by Pamela Porazzo, an agent from Orlando, FL. In this video, they go through a real situation that happened to Pamela in the past. David takes on the role of the agent during a listing presentation and Pamela is a seller who has very specific concerns. In order to address them, David utilizes the P.A.I.D strategy: Pause, Acknowledge, Isolate, and Discover.

KFT40-1 Ask for the Order, Part 1

In part 1: 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

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.

KFT122 Overcome Buyer Objections...Not!

Be sure to watch until the END! We open and close this video with some humorous answers to objections. Many agents believe that an immediate answer is required to every buyer objection, no matter how big or small. In this video David and Dave (an actor we know) conduct role plays to demonstrate the right and wrong ways to respond. You will not only find this to be a fun video, you will learn how to let go of objections, relax, acknowledge their comments and see which objections are real.

KFT142-4 Core Principles: Sphere of Influence and Objections

In the final part of this interview, David and Kimberly discuss how to maintain your sphere of influence, converting listings to sales, and overcoming objections.

RP01 Showing Protocol Concerns

Even as we near the end of the pandemic, you may find sellers who are resistant to list because of lingering fears of having strangers in their home. See how to lead sellers through a series of questions to arrive at a possible solution.

RP02 Hesitant to List Without a Place to Buy

In a fast-moving market, sellers may be resistant to list without a new home to buy. Watch how to address their concerns, then lead them to consider temporary housing. Watch KFT120 for more on this subject.

QT62 Power of the Pause

When confronted with an objection the common reaction is to respond immediately to each issue presented. In this video, David wants you to literally do nothing for just a moment. Welcome to the power of the pause.  Often, simply offering a moment of silence helps prioritize a minor observation and gives the agent an opportunity to understand if what's being said is simply an observation or something that will need further attention. This is part of David's P.A.I.D. method for acknowledging and overcoming objections you may encounter during listings and showings. Check out the related videos for more about P.A.I.D.

KFT156 The Heart of Objections

In this live workshop, David humorously proves that all purchases are emotional. Then, by interacting with actual audience objections, demonstrates that objections don't need to be "overcome."

Market Mastery: Open Forum on Commission Objections

NOTE: For those who couldn't enter th the live Zoom on May 16, we are posting a full recording of the session here for all to watch. We've resolved the inadvertent error with our Zoom account that resulted in a cap of 100 participants.

In this recording of a live Zoom, David is joined by John MacGilvary to address your questions on commission objections. John is the Vice President of Sales for a 600-agent real estate team and a valued member of David Knox Real Estate Training. With over 30 years of experience as a marketing professional, John is known for his creativity and thought leadership.

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.

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.

Commission

RL45-6 Pricing and Commission

Gain confidence in dealing with the two most difficult listing objections using Kelly’s humorous pricing response and tiered commission answers.

KFT160 Bonus: Manage Media Misrepresentation

In this 7-minute video, I challenge or refute 11 points made by the media about the NAR settlement. In the rush to judgment, they got most of it wrong. This is either a rant that will make you feel better or a list of talking points to use when you're asked about the news. (For me, it just felt good to rant!) 

Points Covered:
1. Multi-billion stranglehold released
2. Expect commissions to fall due to negotiability and ability to shop around
3. No more x%
4. No more splitting commission
5. Set compensation for buyers’ agents will be prohibited
6. Overall cost should fall
7. Lower fees in other countries
8. Buyers may have to pay their commission
9. The NAR now prohibits brokers from advertising that compensation
10. Homebuying will get cheaper
11. Brokers will probably quit

KFT160 I Don’t Want to Pay the Buyer Agent v2

On March 15, 2024,  NAR settled the anti-trust lawsuit...pending court approval. This video provides discussion points to sellers who may now resist paying compensation to the buyer agent.  The settlement still allows payment to buyer agents, but it is optional and may not be communicated through the MLS. Seller concessions are also allowed but may not be conditioned upon or payment for a buyer agent.

KFT160 Link in description for updated video

CLICK HERE TO WATCH A NEW VERSION OF THIS VIDEO - On March 15, 2024,  NAR settled the anti-trust lawsuit, pending court approval. This video will provide discussion points to sellers who may now resist paying compensation to the buyer agent.  The settlement still allows payment to buyer agents, but it is optional and may not be communicated through the MLS. Seller concessions are also allowed but may not be conditioned upon or payment for a buyer agent.

KFT159-3 Commission Lawsuits Seller Best Practices

Learn how to educate your sellers about the ramifications of the lawsuits, their options for buyer compensation, and the benefits of coop agent participation.

KFT159-2 Commission Lawsuits Effect

Many of the effects of the lawsuits will create a more transparent transaction for the parties involved. But there are also unintended consequences and some misrepresentation by the media. This video will help you in discussions with your clients.

KFT159-1 Commission Lawsuits Litigation

Gain an understanding of the lawsuit claims, suggested best practices, and a historical perspective of buyer agency. Be sure to download the valuable Support Materials below: the detailed outline then three documents to be used with your clients, and a list of additional resources from Marcie Roggow and Jack Miller.

MM05 Pre-Listing Process to Prevent Commission Objections – Jack Cotton

Jack Cotton is a luxury market expert who believes that when a commission objection comes up, it’s already too late. He focuses on preventing the objection by establishing value up front. Learn how to separate yourself from the pack on any listing.

Jack Cotton specializes in luxury real estate on Cape Cod and is the author of “Selling Luxury Homes.” He founded Cotton Real Estate in 1974 and has a reputation as one of the most respected Cape Cod Real Estate professionals. He believes so strongly in the importance of continued training and education that he funded the creation of the Cotton Center for Real Estate studies at Cape Cod Community College in 2006. He is featured in our online training.

RL31-4 Listing Presentation: Close & Commission

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 and addresses commission objections.

KFT145 DOJ NAR Commission Transparency

The U.S. Department of Justice and NAR have reached an agreement that affects how real estate agents disclose their compensation. Although the final rules haven’t been written at the time of this video, David will provide you with ways to address it with your buyers.

 

RL46-5 Commission and Pricing Objections, Sara Kurtz

Sara shares how she handles the two most difficult listing decisions. She talks about demonstrating her value, then setting boundaries with a position of strength.

RL48-5 The Listing Process: Pricing, Commission

Thom discusses price and responds to price objections. When confronted with a commission objection, he demonstrates the breakdown of services and all the marketing strategies he uses. He describes to his prospects his key points of difference. He shoots property videos for his marketing.

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.

KFT149 You Are Worth Your Fee in This Market

When homes are selling quickly with multiple offers in this market, it is normal for a seller to question whether to pay your full fee. Not only are you worth your fee, but given the unique market challenges, you’re worth even more! You must demonstrate your value by discussing the increased Marketing, Negotiating, and Management that you perform in the sale and closing of their home, and this video shows you how.

LS03-3 Value Added Selling (Avoid the Commissionectomy): Dialog, Net, Strength

In the final segment of this live Zoom presentation learn how to use the P.A.I.D. method of responding to sellers. Learn the absolute BEST question to ask to differentiate yourself from the competitor. Direct the sellers’ attention away from the fee to net equity. Watch David role play a commission objection with an attendee.

Click here to view our roleplay demonstration of a commission objection!

LS03-2 Value Added Selling (Avoid the Commissionectomy): Value, Difference

Will people pay more for value? This video focuses on how to demonstrate your differences and contrast them to your competitors. Differentiate yourself with the metrics of sale-to-List ratio %, days on market, expiration, average price and per-person productivity. Be so good they’ll want to give you money!

Click here to view our roleplay demonstration of a commission objection!

LS03-1 Value Added Selling (Avoid the Commissionectomy): Profit

Objections to your commission may be the most difficult of all. Often we see only two choices: cut our fee or lose the listing. This seminar will help you secure more (not all) listings at your full fee.
In the first part of this live Zoom recording we will focus on the math of profit, whether it’s better to lose fee or units. We will examine the fairness of multiple commission rates and the importance of providing value to minimize the objection arising at all.

Click here to view our roleplay demonstration of a commission objection!

RP06 Commission Objection, Demonstrate Difference

In this roleplay demonstration, David is the agent and Pamela Porazzo is a seller with a commission objection. David once again uses the P.A.I.D technique (pause, acknowledge, isolate, discover) to learn the client's issues, and then focuses on selling the difference rather than the whole commission price. See Role Play 16 for this process demonstrated on a seller couple.

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.

KFT04 No Difference? No Deference.

UPDATED: There are those who know the price of everything and the value of nothing. If you experience price resistance or commission objections, this video provides a framework for selling your difference in 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.

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.

LS03-2 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.

Negotiation

Negotiation Principles

LS02-1 Are You a Messenger or a Negotiator? Extreme Positions

This has long been considered one of David's best and most popular presentations. Negotiating is one of your most important skills because it applies to prospecting, pricing, listing, contracts, presentation, and commission. This first part examines the futility of extreme positions and differences between a messenger and a negotiator.

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

Perhaps the most important skill of negotiation is to set realistic expectations in the minds of your clients long before issues arise. Learn how to prepare your clients for all the critical events that may occur in the transaction such as home prices, inspections, appraisals, etc.

LS02-3 Are You a Messenger or a Negotiator? Questioning Their Position

When conflict arises in a transaction, the first reaction is often to defend one’s own position. Yet questioning the other person’s position is far more productive. Learn how to apply the P.A.I.D. method to issues. Understand their emotional interest so you can provide alternative solutions. Instead of having clients negotiate against each other, use an objective standard as a basis for reaching an agreement.

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

Your clients will often ask you for advice but it is more professional to provide feedback. Advice is limiting, controlling, aggressive, and will hold you responsible. Feedback is empowering, assertive, and keeps the responsibility on the client. Learn to use the law of contrast to create a positive perception, and how you do not have to sell “the whole thing” but only the difference.

LS02-5 Are You a Messenger or a Negotiator? Negotiating the Purchase

In this video you will learn how to apply the previous principles to writing a competitive offer, preparing buyers for multiple offers, presenting it to sellers, and negotiating a counter offer.

LS02-6 Are You a Messenger or a Negotiator? Negotiate Price

In the final part of this series, David covers how to tackle the most common pricing objections such as "We can always come down" and "Could we try it for a couple of weeks?"

KFT05 Managing Expectations

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.

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.

Purchase Agreement

LS02-5 Are You a Messenger or a Negotiator? Negotiating the Purchase

In this video you will learn how to apply the previous principles to writing a competitive offer, preparing buyers for multiple offers, presenting it to sellers, and negotiating a counter offer.

KFT11 Negotiating Low Offers

It seems that no matter what the market, buyers will attempt to offer less than asking price, and often even less than market value. When this happens, you need a plan. Ideally you prepare them in advanced to make higher offers which is addressed in KFT12 Secure Higher Offers. In this video you'll learn how to keep the parties negotiable, focus on motivation and structure a counter offer that is more acceptable to your buyer.

KFT12 Securing Higher Offers

In KFT11 we focused on negotiating low offers. In this video we address the skills of motivating your buyers to make offers at or above market value, depending on the situation. See how play "The Price is Right" to teach value to your buyers. Learn how to appeal to emotion, sell differences and encourage your 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)

KFT77-1 Five Ways to Get Your Multiple Offer Accepted

UPDATED: Part 1 of 2. In a market of limited inventory and abundant buyers, many listings will attract multiple offers. Your best position is to be the listing agent, but if you’re representing the buyers, then you must have a strategy for being the winning offer. This video focuses on presenting your buyer’s offer on a coop listing, but the methods will be helpful in any multiple offer situation. Learn how to prepare your buyers, write a competitive offer and negotiate an acceptable counter offer. From the Support Materials be sure to download the KFT77 Checklist Multiple Offer Comparison. A great tool for buyer agents, listing agents and buyers. Major chapters are: 1. Prepare the buyers. 2. Learn the seller situation. 3. Write a competitive offer. Today, July 31, 2014, at the same second we uploaded this video an Active Rain article came out that supports the points made. Copy and paste this link: http://activerain.trulia.com/blogsview/3357288/top-10-ways-to-strengthen-your-offer---beat-out-competing-buyers-

KFT77-2 Five Ways to Get Your Multiple Offer Accepted

UPDATED: Part 2 of 2. In a market of limited inventory and abundant buyers, many listings will attract multiple offers. Your best position is to be the listing agent, but if you’re representing the buyers, then you must have a strategy for being the winning offer. This video focuses on presenting your buyer’s offer on a coop listing, but the methods will be helpful in any multiple offer situation. Learn how to prepare your buyers, write a competitive offer and negotiate an acceptable counter offer. From the Support Materials be sure to download the KFT77 Checklist Multiple Offer Comparison. A great tool for buyer agents, listing agents and buyers. Major chapters are: Completion of point 3 and review of Multiple Offer Checklist. 4. Connect with the listing agent. 5. Present in person. Today, July 31, 2014, at the same second we uploaded this video an Active Rain article came out that supports the points made. Copy and paste this link: http://activerain.trulia.com/blogsview/3357288/top-10-ways-to-strengthen-your-offer---beat-out-competing-buyers-

KFT133 Negotiating Offers With Coop Agents

David covers the key negotiation points that require agent cooperation, barriers you may face, and how to establish a positive coop offer policy.

Building a Team

RL34 Anatomy of a Top Real Estate Team: Meet the Team

Tami will introduce you to her team members and discuss how their positions support the business.

RL45-7 Teams, Balance, and Fitness

Kelly’s small team serves her business and clients. It allows her life balance and provides better customer service. She discusses the importance of balance, fitness and diet.

RL37-4 Sam Miller: Assembling a Team

Sam Miller discusses the makeup of his real estate team and how it allows him to handle more business. He also gives advice on what he would do if he were starting today.

RL34-1 Anatomy of a Real Estate Team: The Start and Stats

1. The Start, 2. Challenges, 3. Practical Scalability, 4. Working with a Team, 5. Production Numbers and Goals

RL34-1 Anatomy of a Top Real Estate Team: The Start and Stats

1. The Start, 2. Challenges, 3. Practical Scalability, 4. Working with a Team, 5. Production Numbers and Goals

RL34-2 Anatomy of a Real Estate Team: When to Hire and Team Positions

1. When to Hire, 2. Delegation and Systems, 3. Buyer Agents/Listing Partners, 4. Inside Sales Agents (ISAs), 5. Strategy

RL34-2 Anatomy of a Top Real Estate Team: When to Hire and Team Positions

1. When to Hire, 2. Delegation and Systems, 3. Buyer Agents/Listing Partners, 4. Inside Sales Agents (ISAs), 5. Strategy

RL34-3 Anatomy of a Top Real Estate Team: Marketing ROI and USP

1. Lead Generation, 2. Marketing ROI, 3. Unique Selling Proposition, 4. Succession Planning.

RL34-3 Anatomy of a Real Estate Team: Marketing ROI and USP

1. Lead Generation, 2. Marketing ROI, 3. Unique Selling Proposition, 4. Succession Planning

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.

QT53 Teams: When to Start, Greg Chaplain

Not sure when to start a team? Greg Chaplain shares the one major thing you should keep in mind.

QT52 Teams: An Important Lesson, Greg Chaplain

Greg Chaplain shares one of the most important lessons he learned about being a team leader.

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.

Technology

Social Media

RL43-5 Connecting With Instagram

Agent Genevieve Stoll reveals how she uses Instagram to connect with an audience of potential clients. She discusses how she provides a behind the scenes look into real estate, and how she builds her image with personal interests, intriguing captions, and creative images.

RL37-1 Sam Miller: Social Media Videos

Sam Miller, real estate agent from Ohio, goes in depth on how social media videos have increased his business. You'll learn how he creates them, how he markets them, and how they work quickly for his team.

RL42-1 Sensational Social Selling

We received a request from one of our members to highlight what real estate agents Conrad Bitangcol and Ben Loates are doing in Canada. They are social media sensations in real estate and top producers for their companies. In this multi-part interview titled Being Real in Real Estate we cover how they successfully use Facebook, Instagram, video and photography to grow their business, have fun and introduce themselves to prospects before ever meeting face-to-face.

KFT128-1 Instagram: Online vs. Face-to-Face

In this interview, agent Emily Von Vett discusses how her use of Instagram has changed since we last talked to her. She compares online marketing to face-to-face, and talks about other activities to participate in.

KFT146 Tik Tok 101 for REALTORS®

Tik Tok is the fastest growing media platform on the planet. Join agent Jeanie Kang as she demonstrates the ease of creating a Tik Tok video to promote your next listing.

RL42-2 Elements of a Listing Video

Conrad and Ben are social media sensations in real estate and top producers for their companies. In part two of this series learn how to promote your personality and your listing using engaging video to reach more buyers.

RL47-4 Live Video Part 2, Jeremias “JMan” Maneiro

Ever tried online live video to increase your real estate marketing and prospecting? Even those of you with experience will learn something new as Jman introduces an extensive list of the online platforms and tools that will offer increased creativity, flexibility and professionalism to your production. (See your outline for time codes to navigate to your desired chapter.)

RL47-3 Live Video Part 1, Jeremias “JMan” Maneiro

What are you afraid of? If you don't use a live video platform to promote your business, you're missing out. Jman introduces the benefits and major platforms you can use to produce live video on social media. (See your outline for time codes to navigate to your desired chapter.)

RL47-5 Did It All For The 'Gram, Jeremias “JMan” Maneiro

Jeremias “JMan” Maneiro wants to help you use Instagram better. In this advanced presentation, Jman talks about how visibility often beats ability, especially when it comes to social media. He demonstrates the importance of adjusting your profile, using third-party applications to get more attention, upgrading to a business account, using analytics, adding links to your Instagram Stories, using Instagram advertising, scheduling posts, and adding tags.

RL47-6 Using Chatbots, Jeremias “JMan” Maneiro

Learn how to automate some of your marketing, and exceed clients' expectations, using chatbots. This video is an introduction to conversational marketing using bots, messenger marketing, and chatbox questions.

RL51-1 Digital Marketing: Going Live

In this first of a three part series, David interviews real estate speaker and instructor Jeremias JMan Maneiro. Learn how this talented, high energy presenter got his start. He'll help you step outside your comfort zone, manage rejection and create an authentic online presence. Both David and JMan go Facebook live during the interview.

RL51-2 Reaching Prospects Using Technology

In part two of this interview series with Jeremias "Jman" Maneiro, we discuss presenting yourself on social media, using predictive analytics in your prospecting and overcoming the fear of getting face-to-face with potential clients while addressing your own self-doubt.

RL51-3 Quality Conversations and Follow-Up

In the final interview segment with David  and Jeremias "JMan" Maneiro, they role play initiating contact with leads from predictive analytics and demonstrate how to use text or use social media to track interest during a referral follow-up.

MM08 Two Minute Tuesday Social Media Post – Sam Miller

Sam maximizes his social media presence and his “Two Minutes on Tuesday” is a feature that describes his current buyer needs as a way of attracting sellers and staying top of mind.

KFT128-2 Instagram: Target Your Audience

In part 2 of this interview, Emily discusses how to target your specific audience on Instagram. She also gives a live demo of setting up a promotional post and creating an Instagram Story.

KFT128-3 Instagram: How to Follow Up

In the final part of this interview, Emily talks about following up, holding giveaways on Instagram, and using polls to determine what your audience wants to see.

KFT131-1 Using Social Media Stories

Marki Lemons-Ryhal is back in studio and in this segment she details how to use the stories feature in Instagram and Facebook to promote your business.

KFT131-3 Using Messenger and Bots

Learn the effectiveness of using Messenger to reach your prospects and find out how to use third-party services to creare online bots for your business.

KFT131-2 Sharing Video Content

Marki and David present examples of engaging real estate content and then demonstrate recording a real-time Instagram story to share.

KFT131-4 20 Ways to Repurpose Your Video

Marki will detail how the video and audio content recorded with Zoom can be downloaded, edited and distributed across multiple platforms to give you maximum exposure.

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.

KFT113-2 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.

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.

RL32-1 Facebook Live: Before, Marki Lemons-Ryhal

In part one of this three part series, Marki shows you what to do before you Go Live. Learn about Facebook Pages, social media promotions, using third party support apps and production equipment.

RL32-2 Facebook Live: During, Marki Lemons-Ryhal

Marki shows you how to set privacy controls, write descriptions, set broadcast modes, work with group and business pages, interact with visitors, then save and download your video.

 

RL32-3 Facebook Live: After, Marki Lemons-Ryhal

What should you do when your Facebook Live session is done? Marki will show you what to do, how to follow-up and the apps that work best for getting you seen by the largest number of people.

KFT116 Connect and Engage with Facebook Live, Marki Lemons-Ryhal

Social media engagement can be enhanced through the use of audience targeting, live video and calls to action. Marki Lemons-Rhyal wraps all these techniques in this new video series. This is the first in a series of videos that will help you understand the value of real-time engagement using Facebook live.

KFT117 Facebook Live: Behind the Scenes with Marki Lemons-Ryhal

Follow Marki and David behind the scenes as they present a Facebook Live session. They cover downloading the app, setting up the camera and interacting with viewers.

QT49 Linking In with LinkedIn

Real Estate Agent Kim Williams explains how she is reaching out individually to her LinkedIn connections to generate more business.

RL33-1 Instagram: Shift to Social Media - Emily Von Vett

1. Emily’s background 2. How did she get her first listing (old school) 3. Why she shifted to social media 4. Why she prefers Instagram

 

RL33-2 Instagram: Get Over Yourself - Emily Von Vett

1. How to get followers on Instagram 2. What not to do 3. Importance of establishing consistency (branding/imagery) 4. Get over seeing yourself on video

 

RL33-3 Instagram: Converting and Posting - Emily Von Vett

1. How Instagram has worked for her (example of getting her a listing) 2. What to post 3. Before/After comparisons 4. Property tours 5. Live video 6. Testimonials from clients

RL33-4 Instagram: A Closer Look - Emily Von Vett

View a demonstration of Emily's Instagram page with examples of her posts, and basic explanations of the interface.

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.

Computing

KFT142-3 Core Principles: Improving Your Skills and Prospecting

In part 3 of this interview, David and Kimberly talk about improving your skills through the process of Model, Practice, and Feedback, as well as the importance of checklists and prospecting.

RL22-4 New Agents, Old School: Technology, Learning Experiences and Balance

This is the last segment in our series of interviews with young real estate professionals. Find out how they integrate technology in their careers, what learning experiences have helped them grow and what they do to strike a balance between their job and everything else.

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

KFT140 Set Up a Videoconference Space

In this video, David tells you exactly how to set up a videoconference space in your home so you can make the best first impression during your virtual meetings. Learn how to avoid the common mistakes that distract from your presentation. 

NOTE: Includes a "CHECKLIST Videoconference Setup" in the support materials.

KFT143 Video Tool Time

David breaks down the vast number of different video conferencing apps into four manageable categories: Video Calls, Video Meetings, Team Communication, and Livestreaming. Get advice on which apps you should use for each category, and how you use them with your business. Make sure to download the outline for even more detailed comparisons.

KFT112 Shoot Better Video

NOTE: In the current work-from-home environment where you are communicating by video, these methods are even more important now.

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.

 

Financing, Legal

Financial

KFT150-1 Are We in a Housing Bubble? Part 1

In this video, you'll get a fresh perspective about the current real estate market from David Childers at Keeping Current Matters. In part 1, David covers household debt service ratio, loan comparisons from past years, the mortgage credit availability index and much more.

KFT150-2 Are We in a Housing Bubble? Part 2

We continue our interview with David Childers by examining rising equity appreciation, cash-out percentages, affordability and single-family home construction.

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.

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.

Legal, Ethics

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.

KFT134 Marcie Roggow: Procuring Cause

In this interview, Marcie Roggow details the five major elements required to assure you have earned your right to a commission. This is important information for all sales agents and can be of benefit when entering certain arbitration situations.

KFT135 Is Real Estate Professionalism Gone?

Marcie Roggow is a past board member for several NAR committees dedicated to improving industry professionalism. In this presentation, Marcie covers consumer expectations and the code of ethics for real estate agents.
 

KFT145 DOJ NAR Commission Transparency

The U.S. Department of Justice and NAR have reached an agreement that affects how real estate agents disclose their compensation. Although the final rules haven’t been written at the time of this video, David will provide you with ways to address it with your buyers.

 

RL53-2 Commission Lawsuits Interview

David sits down with Jack Miller to answer the key questions you have about the commission lawsuits. Check out the time codes corresponding to each major question below.

(00:35) 1. What are the allegations?
(02:10)  2. Will separating the commission reduce prices?
(03:40) 3. Will buyers avoid a commission by going to the listing agent?
(08:33) 4. How do agents avoid steering buyers to higher commission listings?
(14:21)   5. How do agents establish value for their buyers?
(18:33)  6. Could this be the end of buyer agency?
(21:03)  7. Will agents be seen as a commodity?

RL53-1 Commission Lawsuits Overview

Commission lawsuits are moving forward involving NAR and large brokerages that will determine the future of your compensation. Presented by Jack Miller, CEO and President of T3 Sixty.

KFT159-1 Commission Lawsuits Litigation

Gain an understanding of the lawsuit claims, suggested best practices, and a historical perspective of buyer agency. Be sure to download the valuable Support Materials below: the detailed outline then three documents to be used with your clients, and a list of additional resources from Marcie Roggow and Jack Miller.

KFT159-2 Commission Lawsuits Effect

Many of the effects of the lawsuits will create a more transparent transaction for the parties involved. But there are also unintended consequences and some misrepresentation by the media. This video will help you in discussions with your clients.

KFT159-5 Commission Lawsuits Buyer Broker/Agent Agreement

The commission lawsuits focused on the payment of compensation to a coop agent. Buyers may have to pay for their own representation. This addresses the benefits and elements of a buyer-agent agreement.

EXPERIENCE

New Agents

Getting Started

MM20 Back to Basics: Answer the Phone, Open Houses

Bob became a top-producing real estate agent by focusing on the basics and mastering the fundamentals, not just the latest shiny technology. This will inspire you whether you’re a new agent or in a bit of a slump.

KFT10 New Year Action Plan for 2024

The ending of one year provides an opportunity to start the next one fresh with a clean slate. This video will lead you through fundamentals of personal and business planning for 2024.  Plan your budget, review your lead generation and determine your goals. At the end, David addresses some thoughts on running your business after the commission lawsuits.

QT02 Email Signatures

UPDATED: Here it is 2021 and I'm STILL receiving emails with NO signature or amateur-looking ones!! They’re unprofessional and not mobile-friendly. This video will help you look more professional and be client-friendly in your email communication. PLEASE PUT A SIGNATURE ON YOUR EMAIL!

RL48-1 Capitalize on Your Previous Career

We introduce a new Interview series with real estate agent Thom Miller. He, like many agents, has stepped into the realities of a new real estate career after working for years in another industry. Thom talks about how he created his own pathway to transfer into real estate sales, and that begins with making the time to learn the business, gaining invaluable lessons from working with a mentor, preparing for income fluctuation and exploring a variety of marketing options to support expanding opportunities.

RL43-1 New Agent, New Market

If you’re a new agent wondering “How do I get started?” this video is for you. Agent Genevieve Stoll describes how she began her career in a market in which she knew no one and created a successful business using open houses, charity events, blogs, and social media. She also worked rentals to gain experience and generate buyer leads.

KFT27 Ten Ways to be The One

UPDATED: Become independent from the mass of average, under-producing real estate agents. Practice these "Ten Ways to be The One" so you'll be The One who is selected by clients and The One who thrives in this market. Four of these will make your clients happy and six of them will make you more productive.

RL36-1 New Agent Coaching: Successful Agent Attributes

Meet Geneva Eilertsen, a very new agent, who wanted advice on how to get off to a good start in the real estate business. In this first part she asked whether being on a team was a good way to begin. The discussion turned to the top characteristics and habits of successful agents.

KFT72 New Agent Mentorship Lessons

Hear what new agents are doing to succeed based on lessons learned from top agent Bob Wolff. How do they get started? What prospecting methods work? How much better are they at technology? How do they handle setbacks? Join us on location in Dana Point California to hear how three “young guns” have achieved a stellar start to their real estate careers. Even experienced agents will be reminded of the fundamentals that made them successful.

RL22-1 New Agents, Old School Part 1: Mentoring

RL22 continues the interviews with the three new agents featured in KFT72. In this video we dig deeper and reveal the lessons learned by these "young guns" as they are mentored by Bob Wolff, one of the leading residential real estate agents in the United States. What do new agents do to succeed? What prospecting methods do they use? How do they get started? Even experienced agents will gain insight and reminders of the fundamentals that made them successful.

RL36-2 New Agent Coaching: Sources and Open Houses

She wanted to know the best way to generate leads given that her Sphere of Influence were not yet buying homes. Instead of buying leads, Open houses are a fast, inexpensive way to meet prospects and practice skills. Learn the key questions to ask to determine the real prospects. Learn from other agents as well.

RL36-3 New Agent Coaching: Direct Prospecting

She wants to define a successful first year. She discussed her plan for contacts to create income. Instead of wasting time building familiarity, you must have direct contact with a prospect. If you have the courage, expired listings and For Sale by Owners are great sources. Once you have your first listing, then you can multiply it through many more contact methods.

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

RL36-4 New Agent Coaching: Leads and Listings

As a new agent you must focus on listings as soon as you can. That requires you to be ready for the question: “How long have you been in the business?” Short term income can come from buyers but long term success comes from listings. She describes her prospecting calling script then receives suggestions for make it more effective.

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.

RL36-5 New Agent Coaching: Professionalism

Professionalism is demonstrated through photos, emails and telephone. Skills can only be improved through role play, and better yet, on video playback. And finally, you must have a plan to be safe.

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!

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.

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: https://www.realtor.org/logos-and-trademark-rules/the-realtor-logo

To take the Quiz go here: https://www.nar.realtor/logos-and-trademark-rules/test-your-knowledge-of-the-realtor-trademarks

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.

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.

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.

Here is a local news channel story on her: https://www.youtube.com/watch?v=q-ty4QPfHsQ

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.

Prospecting

RL45-1 Fundamentals and Relationships

In this multi-part series, we talk to Kelly Moye, a $40-million agent from Colorado. In part one, Kelly describes how she builds her business on fundamentals and relationships.

MM07 Conversations Create Transactions – Bob Wolff

Bob’s 9,000 minutes per month cell usage is a testament to his belief that conversations are what drives his business. His Number One Technology is the phone!

MM02 Generate Leads in a Tough Market – Sam Miller

Listing inventory is a challenge for all agents, so they must either leave the business or adapt. Sam provides options to sellers who are resistant to selling, suggests that buyers get re-approved, and shares how agents should prepare them all for this market.

Sam Miller began his career in 1986 and conducts between 250-300 transactions a year. He has a small team that includes administrative support and buyer agents. He is part of a mastermind group that focuses on implementing the latest technology. Designations & Awards: CRS, GRI, REMAX Hall of Fame Member, REMAX Lifetime Achievement. He is featured in a number of our online videos. Sam is from Knox County, OH.

RL54 4 Ways Agents Make Money

According to Jack Miller of T3 Sixty, only one of the four ways agents make money stands out in this current residential real estate market. Get an overview of the ways agents create income and how one method can potentially generate more sales.

KFT157 How to Build Your Sphere of Influence

You know the importance of working your Sphere of Influence, but what if you're new to an area, starting over? What if you're new to the business and haven't grown your list? This video will help you build your SOI contact list. We include brief interviews with agents who faced these situations.

KFT153 Back to the 9Ds for Listings

The first step to gettings listings is to watch for signs of people moving, and the 9 D's describe the trigger events that lead to this. Pay attention to these signs when scrolling your social media feeds and interacting with your sphere of influence.

RL48-2 How to Start Prospecting

Agent Thom Miller describes his initial marketing steps: SOI contact, phone calls, postcards, door knocking, social media, getting face-to-face, and prospect conversion.

RL46-2 Converting Seasonal Prospects, Sara Kurtz

Agent Sara Kurtz describes how she generates and converts leads from out-of-town prospects in her market area. If you work in a seasonal market, this video will help.

RL46-1 Repeat and Referral Business, Sara Kurtz

In her third year, agent Sara Kurtz generated $19 million in business from repeat and referral business in her seasonal market in Hilton Head, SC. In this interview, Sara describes how she builds her business through calls, follow-up, and community involvement.

RL45-3 Sphere of Influence Phone Calls, Kelly Moye

For those who are reluctant to call your friends or past clients, agent Kelly Moye will raise your confidence by describing her approach and letting you listen to some of her actual calls.

KFT147 Multiply Your Listing

Too many agents are missing easy opportunities to secure their next listing. Anytime one home goes up for sale, you’ve probably seen the two or three more that follow soon after. If you’re the one with that listing, then you need a plan to get the others. In this video we’ll focus on multiplying opportunities from a current listing. This video will help you identify marketing opportunities for a new listing and create a plan to generate more neighborhood listings.

RP09 Expired Listing: Meeting in Home

In the second part of this expired listing roleplay, David and Pamela move from the front door to inside the home. As the agent, David demonstrates how to use a marketing pyramid to determine why the property didn't sell and convince the seller to work with you.

KFT10 New Year Action Plan for 2023

There is a newer version of this video updated for 2024, which you can find here.

UPDATED December 2022: Although this video was designed for the start of a new year, you will learn techniques for starting fresh at any time. 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.

KFT142-3 Core Principles: Improving Your Skills and Prospecting

In part 3 of this interview, David and Kimberly talk about improving your skills through the process of Model, Practice, and Feedback, as well as the importance of checklists and prospecting.

RL22-2 New Agents, Old School Part 2: Referrals, Open House

This is part two of our in-depth interviews with three young professionals mentored by top real estate Bob Wolff. In this video we explore how these "young guns" work open houses and what they do to develop and maintain referrals.

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.

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

(Updated for 2024) The most important skill in lead generation is having the initiative to create conversations. This video will provide low pressure methods for reaching your Sphere of Influence.

KFT36 Cold Calls, Bold Calls

(UPDATED) 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.

Lead Conversion

KFT17 Answer the $%^& Phone!

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.

KFT108 Annoying Greetings to You!

"MAILBOX FULL!" 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. Listen to actual live greetings.

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.

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.

KFT22-2 Managing Leads: Research, Manage, Contact

Learn the importance of researching your leads before calling. Have a system for managing them; CRM for long term automated follow up and analog options for short term follow up. Hear options for following up; timing, frequency, dialog and when to let go.

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

RL43-4 Buyer Fatigue

Buyers in this current market are spending more time, seeing more homes, and writing more offers. Genevieve describes the skills to keep them “in the game” until they successfully secure a home.

Preview - 8 Steps to Buying a Home

Watch a short preview of our new client video "8 Steps to Buying a Home." Educate clients, save time, and add value with our whole collection of client videos.

RealEstateConsumerVideos.com

Agent subscriptions start at $19.77/month. Get your first month free with promo code RET at checkout. Company subscription pricing is available. See the company pricing document in Support Materials below.

RP11 Buyer Counseling: Agency and Loyalty

David and agent Thom Miller demonstrate how to discuss buyer agency and buyer loyalty as a condition of working together to find homes.

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?

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.

KFT42-1 Ten Tips for Better Showings, Part 1

UPDATED: Part 1 covers Tips 1 through 4. 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 Showings, Part 2

UPDATED: Part Two covers tips 5 through 10. 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!

Listing Presentation

KFT132 Feature Benefit Listing Presentation

Watch 13 selected Feature-Benefit statements from a listing presentation by top agent Tami Holmes. You will be able to respond to your seller’s need more effectively using this structure.

RL45-5 Listing Presentation - Kelly Moye

Learn how to research and prepare for your next listing, including a preliminary CMA. Kelly shares how she establishes trust and rapport during the home tour, and then focuses her presentation only on her points of difference.

RL46-4 Listing Presentation, Sara Kurtz

Agent Sara Kurtz walks David through her listing presentation from the first contact. She describes her pre-listing process, interview questions, condition consultation, expectations, marketing, and how she delays discussing price.

KFT84 Listen to the Needs of Your Sellers

Do a LISTENING presentation before your listing presentation The most important part of the interview 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.  Download the support material "Pre-listing and listing questions with checklist."

QT62 Power of the Pause

When confronted with an objection the common reaction is to respond immediately to each issue presented. In this video, David wants you to literally do nothing for just a moment. Welcome to the power of the pause.  Often, simply offering a moment of silence helps prioritize a minor observation and gives the agent an opportunity to understand if what's being said is simply an observation or something that will need further attention. This is part of David's P.A.I.D. method for acknowledging and overcoming objections you may encounter during listings and showings. Check out the related videos for more about P.A.I.D.

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!

KFT50-1 How to Get Listings: Mindset

Listings have always been the foundation of a successful business. When you work with listings, YOU control the market…and your life. When you work with buyers, they control YOU. In part one we focus on an attitude of pro-active prospecting and examine a sources/contact matrix.

KFT73 Seller Motivation: Away or Toward?

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)

Getting Unstuck

KFT142-3 Core Principles: Improving Your Skills and Prospecting

In part 3 of this interview, David and Kimberly talk about improving your skills through the process of Model, Practice, and Feedback, as well as the importance of checklists and prospecting.

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.

KFT39 PDA Perseverance, Discipline, Action

UPDATED MAY 2023: 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: 02:10 Perseverance, 06:52 Discipline, 13:40 Action.

Rising Stars

Growing the Business

KFT60-1 Creating Your Business Plan

This video introduces the tools to help you more easily create a business plan. You know you need to “do the math” to convert income to transactions. 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. Our SELLebrity, Jack Cotton has offered his business plan at www.LuxuryBusinessPlan.com. The Tutorial videos (KFT60 2-4) illustrate the specific steps to using the Excel documents. Download the documents from the Support Materials.

RL45-7 Teams, Balance, and Fitness

Kelly’s small team serves her business and clients. It allows her life balance and provides better customer service. She discusses the importance of balance, fitness and diet.

RL44-5 Time Management Secrets of CEOs, Richard Grimes

Richard Grimes is the CEO of a large company in Alabama. He describes the importance of the key 20%, planning the night before, first things first, avoiding distractions, delegation and the importance of family time.

KFT154-1 Grow Your Business in a Changing Market

Top agents Tom Cotton, Venus Morris Griffin, Rob Levy, and Kelly Moye share how they are tackling this changing market. Part 1 covers: What is changing? Learn about the benefits of this market and how to secure more listings.

KFT154-2 Grow Your Business in a Changing Market

Top agents Jack Cotton, Venus Morris Griffin, Rob Levy, and Kelly Moye share how they are tackling this changing market. Part 2 covers: Managing your sellers and buyers.

MM07 Conversations Create Transactions – Bob Wolff

Bob’s 9,000 minutes per month cell usage is a testament to his belief that conversations are what drives his business. His Number One Technology is the phone!

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.

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.

KFT60-3 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.

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.

KFT142-4 Core Principles: Sphere of Influence and Objections

In the final part of this interview, David and Kimberly discuss how to maintain your sphere of influence, converting listings to sales, and overcoming objections.

RL46-1 Repeat and Referral Business, Sara Kurtz

In her third year, agent Sara Kurtz generated $19 million in business from repeat and referral business in her seasonal market in Hilton Head, SC. In this interview, Sara describes how she builds her business through calls, follow-up, and community involvement.

KFT157 How to Build Your Sphere of Influence

You know the importance of working your Sphere of Influence, but what if you're new to an area, starting over? What if you're new to the business and haven't grown your list? This video will help you build your SOI contact list. We include brief interviews with agents who faced these situations.

MM21 Repeat and Referral Business

The best leads are the warm, friendly connections from your sphere of Influence. Genevieve shares her methods for creating a bond and generating business.

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.

Listing

KFT84 Listen to the Needs of Your Sellers

Do a LISTENING presentation before your listing presentation The most important part of the interview 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.  Download the support material "Pre-listing and listing questions with checklist."

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.

KFT147 Multiply Your Listing

Too many agents are missing easy opportunities to secure their next listing. Anytime one home goes up for sale, you’ve probably seen the two or three more that follow soon after. If you’re the one with that listing, then you need a plan to get the others. In this video we’ll focus on multiplying opportunities from a current listing. This video will help you identify marketing opportunities for a new listing and create a plan to generate more neighborhood listings.

KFT50-3 How to Get Listings: Listing Presentation

Having secured a listing presentation appointment, you must deliver a persuasive presentation that gets to seller motivation, presents benefits that meet their needs, then ask for a listing decision. This video addresses how to prepare, practice and present.

KFT132 Feature Benefit Listing Presentation

Watch 13 selected Feature-Benefit statements from a listing presentation by top agent Tami Holmes. You will be able to respond to your seller’s need more effectively using this structure.

QT56 No Appreciation Listing

David addresses what to do about listings that have gained no appreciation since the original purchase.

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.

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.

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)

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.

KFT87 Target Marketing

UPDATED: This video will give you a competitive edge on securing the listing and getting it sold. As the listing agent, you’re responsible for getting it sold, which means knowing who the most likely buyer is and targeting them.

Go to the one-minute mark in KFT128-2.

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.

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.

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.

Buyers

KFT121 Manage Buyer Expectations

In a market with more buyers than sellers, you must prepare your buyers to be motivated, realistic and ready to purchase promptly. In this segment from a recent live seminar, David will show you how to educate your buyers to the market with respect and a bit of fun.

RL43-4 Buyer Fatigue

Buyers in this current market are spending more time, seeing more homes, and writing more offers. Genevieve describes the skills to keep them “in the game” until they successfully secure a home.

Preview - 8 Steps to Buying a Home

Watch a short preview of our new client video "8 Steps to Buying a Home." Educate clients, save time, and add value with our whole collection of client videos.

RealEstateConsumerVideos.com

Agent subscriptions start at $19.77/month. Get your first month free with promo code RET at checkout. Company subscription pricing is available. See the company pricing document in Support Materials below.

RP11 Buyer Counseling: Agency and Loyalty

David and agent Thom Miller demonstrate how to discuss buyer agency and buyer loyalty as a condition of working together to find homes.

KFT156 The Heart of Objections

In this live workshop, David humorously proves that all purchases are emotional. Then, by interacting with actual audience objections, demonstrates that objections don't need to be "overcome."

KFT122 Overcome Buyer Objections...Not!

Be sure to watch until the END! We open and close this video with some humorous answers to objections. Many agents believe that an immediate answer is required to every buyer objection, no matter how big or small. In this video David and Dave (an actor we know) conduct role plays to demonstrate the right and wrong ways to respond. You will not only find this to be a fun video, you will learn how to let go of objections, relax, acknowledge their comments and see which objections are real.

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.

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?

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.

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)

Top Producers

Personal Growth

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

(UPDATED: Part 1 of 2) We can measure our personal equity in five key areas: Physical, Spiritual, Psychological, Intellectual, and Financial. This video leads you through an analysis of each equity and provides the means to enhance them.

Three supporting videos to watch in conjunction with this presentation are:
KFT07 Values Based Goal Setting
KFT10 New Year Action Plan
RL08-5 Bob Wolff Managing the Business, Systems, Staff & Goals

RL45-7 Teams, Balance, and Fitness

Kelly’s small team serves her business and clients. It allows her life balance and provides better customer service. She discusses the importance of balance, fitness and diet.

KFT54-2 Response Ability

UPDATED: Learn how to avoid negative Set-Ups, see how only 1% control is enough to change an event, plan positive Set-Ups, turn hindsight into foresight, avoid permanent mistakes and examine whether the event may actually have been for the best.

KFT60-4 Tutorial: Agent Business Plan for Top Producers

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.

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

(UPDATED: Part 2 of 2) Continues through the five personal equities of Psychological, Intellectual, and Financial. This video leads you through an analysis of each equity and provides the means to enhance them.

Three supporting videos to watch in conjunction with this presentation are:
KFT07 Values Based Goal Setting
KFT10 New Year Action Plan
RL08-5 Bob Wolff Managing the Business, Systems, Staff & Goals

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.

KFT54-1 Response Ability

UPDATED: Reduce the situations in which you become a victim of circumstance by examining not only the Event that occurred, but the Set Up that made it all but inevitable. Empower yourself in both personal and business situations by developing the skill of Response Ability. You may want to share this lesson with your family.

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.

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.

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.

RL24-3 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.

RL24-4 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.

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.

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.

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.

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.

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.

Client Relations

RL45-8 Client Tracking and Feedback

Tracking her business showed her how to re-allocate resources to prospect sources that actually paid off. Asking for client feedback helps her adjust how she interacts with them.
In closing she describes the importance of maintaining positive relationships in her professional world.

 

RL45-3 Sphere of Influence Phone Calls, Kelly Moye

For those who are reluctant to call your friends or past clients, agent Kelly Moye will raise your confidence by describing her approach and letting you listen to some of her actual calls.

RL45-2 Lead Generation and Conversion, Kelly Moye

In the second part of our segment with agent Kelly Moye, she discusses how she generates and converts leads. We cover how the importance of maintaining relationships with past clients is key in bringing in referrals.

RL38 Trees for Toys: Client Charity Event

Successful real estate agent Marty Siegel talks to David about how he developed a very popular client-oriented holiday event. You'll learn tips that can apply to client events all throughout the year.

QT55 To Be Referred, Be Remembered

David shares a powerful anecdote that emphasizes the importance in being remembered if you want to secure referrals.

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.

QT48 Past Client Events

Your most valuable prospects are those people who have already done business with you. Nicole describes some of the ways she connects with her past clients by way of event marketing.

RL35-1 Event Marketing: Planning Your Event

In part 1 of this series you will meet Erin and Christina and learn about their non-traditional way to generate referrals. They teamed up a number of years ago and chose to create fun events to which they could invite their prospects, clients and sphere of influence. They will describe how they choose their market, partner with charities and plan their events.

RL35-2 Event Marketing: Getting Started

Erin and Christina take you through the steps of getting started on your own event; how to choose a location, pick a charity, develop your guest list and create an invitation. Hear some simple, inexpensive ways to get going with a smaller event. You'll also hear what the homeowner thought of the event.

RL35-3 Event Marketing: Day of the Event, Follow Up

Erin and Christina share their tips for the day of the event, including how to make it great, have fun and avoid stress. Then the most important part: how they follow up using a party video, photographs and emails.

KFT97 Become a Preferred Vendor Resource

UPDATED: 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.

QT46 Unique Niche Marketing

We will feature two gentlemen on a real estate team describing their very unique niche market. Check it out.

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.

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.

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.

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.

QT34 Heart to Heart with Mercy Abraham

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

Luxury Real Estate

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.

RL19-1 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

RL19-1 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, 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.

RL19-2 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)

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)

RL19-3 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)

RL19-6 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)

RL19-4 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. (Private Access Video)

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! (Private Access Video)

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.

RL20-1 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)

RL20-2 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.

RL20-3.1 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)

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 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).

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.

RL21-1 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 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.

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)

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.

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.

Listing Presentation

KFT84 Listen to the Needs of Your Sellers

Do a LISTENING presentation before your listing presentation The most important part of the interview 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.  Download the support material "Pre-listing and listing questions with checklist."

RL45-5 Listing Presentation - Kelly Moye

Learn how to research and prepare for your next listing, including a preliminary CMA. Kelly shares how she establishes trust and rapport during the home tour, and then focuses her presentation only on her points of difference.

KFT50-3 How to Get Listings: Listing Presentation

Having secured a listing presentation appointment, you must deliver a persuasive presentation that gets to seller motivation, presents benefits that meet their needs, then ask for a listing decision. This video addresses how to prepare, practice and present.

LS03-1 Value Added Selling (Avoid the Commissionectomy): Profit

Objections to your commission may be the most difficult of all. Often we see only two choices: cut our fee or lose the listing. This seminar will help you secure more (not all) listings at your full fee.
In the first part of this live Zoom recording we will focus on the math of profit, whether it’s better to lose fee or units. We will examine the fairness of multiple commission rates and the importance of providing value to minimize the objection arising at all.

Click here to view our roleplay demonstration of a commission objection!

KFT132 Feature Benefit Listing Presentation

Watch 13 selected Feature-Benefit statements from a listing presentation by top agent Tami Holmes. You will be able to respond to your seller’s need more effectively using this structure.

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

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.

RL25-5 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.

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.

RL31-2 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.

RL31-3 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.

RL31-4 Listing Presentation: Close & Commission

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 and addresses commission objections.

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.

KFT131-1 Using Social Media Stories

Marki Lemons-Ryhal is back in studio and in this segment she details how to use the stories feature in Instagram and Facebook to promote your business.

KFT131-2 Sharing Video Content

Marki and David present examples of engaging real estate content and then demonstrate recording a real-time Instagram story to share.

KFT131-3 Using Messenger and Bots

Learn the effectiveness of using Messenger to reach your prospects and find out how to use third-party services to creare online bots for your business.

KFT131-4 20 Ways to Repurpose Your Video

Marki will detail how the video and audio content recorded with Zoom can be downloaded, edited and distributed across multiple platforms to give you maximum exposure.

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.

RL33-1 Instagram: Shift to Social Media - Emily Von Vett

1. Emily’s background 2. How did she get her first listing (old school) 3. Why she shifted to social media 4. Why she prefers Instagram

 

RL33-2 Instagram: Get Over Yourself - Emily Von Vett

1. How to get followers on Instagram 2. What not to do 3. Importance of establishing consistency (branding/imagery) 4. Get over seeing yourself on video

 

RL33-3 Instagram: Converting and Posting - Emily Von Vett

1. How Instagram has worked for her (example of getting her a listing) 2. What to post 3. Before/After comparisons 4. Property tours 5. Live video 6. Testimonials from clients

RL33-4 Instagram: A Closer Look - Emily Von Vett

View a demonstration of Emily's Instagram page with examples of her posts, and basic explanations of the interface.

RL32-1 Facebook Live: Before, Marki Lemons-Ryhal

In part one of this three part series, Marki shows you what to do before you Go Live. Learn about Facebook Pages, social media promotions, using third party support apps and production equipment.

RL32-2 Facebook Live: During, Marki Lemons-Ryhal

Marki shows you how to set privacy controls, write descriptions, set broadcast modes, work with group and business pages, interact with visitors, then save and download your video.

 

Time for assistance

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.

RL44-1 Time Management Secrets of CEOs, Josh Harley

Agents have described how their days get away from them and end up feeling unproductive. We want to help you by getting advice from skilled time managers that subscribe to our training platform. This series will feature a variety of company CEOs and we will continue to add segments as they are produced. In this episode, David talked to Josh Harley, CEO of a large multi-market company about his time management skills and what he thinks works best for real estate agents. Watch for more segments in the future.

RL44-5 Time Management Secrets of CEOs, Richard Grimes

Richard Grimes is the CEO of a large company in Alabama. He describes the importance of the key 20%, planning the night before, first things first, avoiding distractions, delegation and the importance of family time.

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.

RL34 Anatomy of a Top Real Estate Team: Meet the Team

Tami will introduce you to her team members and discuss how their positions support the business.

RL34-1 Anatomy of a Top Real Estate Team: The Start and Stats

1. The Start, 2. Challenges, 3. Practical Scalability, 4. Working with a Team, 5. Production Numbers and Goals

RL34-2 Anatomy of a Top Real Estate Team: When to Hire and Team Positions

1. When to Hire, 2. Delegation and Systems, 3. Buyer Agents/Listing Partners, 4. Inside Sales Agents (ISAs), 5. Strategy

RL34-3 Anatomy of a Top Real Estate Team: Marketing ROI and USP

1. Lead Generation, 2. Marketing ROI, 3. Unique Selling Proposition, 4. Succession Planning.

LEADERSHIP

100 Leadership

LDR100 What Makes a Great Leader Introduction

David introduces the Leadership 100 series of videos, focused on What Makes a Great Leader.

LDR110 Leadership in Challenging Times

Given the challenges of interest rates, inventory, and commission lawsuits, we asked CEO Peter Hunt to apply his decades of experience to the challenges brokers, owners, and managers face today. He addresses willingness to take risks, getting agents to use training, six ways to profitability, required core competencies, agent retention, post-commission lawsuit practices, and his view on the future of real estate.

LDR111 Leadership-ing!

DeAnn Golden, an accomplished industry leader, provides advice on how to address today’s challenges and remain profitable.

PROMO - T3 Fellows Program

Jack Miller, president and CEO of T3 Sixty, describes how the T3 Fellows program can help take your business to the next level.

To apply or ask questions, visit: t3fellows.com

LDR101 Key Skills and Attributes

Dean Cottrill examines the key skills and attributes that make for a successful and great leader.

LDR102 Transition from Sales to Leader

Dean Cottrill offers advice on how to transition from a sales position to leadership, including some of the common mistakes to avoid.

LDR103 Quartiling

Dean Cottrill demonstrates how to split your office into quartiles based on production.

LDR104 Determine Your Vision

Dean Cottrill describes how to establish your vision for the office, and how to include your agents in the process

200 Profitability

LDR200 Managing for Profitability Introduction

David introduces the Leadership 200 series of videos, focusing on Managing for Profitability

LDR201 Set Your Profit Goal

Dean Cottrill shows you what you need to do to meet your profit goals.

LDR202 REAL Trends Broker Profitability

REAL Trends President, Steve Murray, discusses business issues that managers are facing in the real estate industry. He'll tell you where business is heading and how you should prepare.

LDR210 10 Steps to Building a Fast Growing Company

Dean Cottrill from T360 shares insight on how to run a more efficient and profitable company. T3 Fellows is a program that works to support brokers and teams that produce $30-million in volume or more but the steps detailed in this video will work with an organization of any size looking for solid ways to increase volume and grow their business.

NOTE: The attached PowerPoint support material is 60 mb so allow time to download.

300 Recruiting

LDR300 Recruiting Introduction

David introduces the Leadership 300 series of videos, focused on your most important job as a leader: Recruiting.

LDR340 Talent Attraction and Recruiting

Mark Johnson, managing partner with Recruiting Insight will share how he grew his company from a few hundred agents to a few thousand. You’ll learn why and how to select your niche, your database and lead conversion.

LDR341 Recruiting and Retention

Bob Clarkson, a highly successful broker/owner based in South Carolina, shares his thoughts and techniques on recruiting and retention, including why your selection process is crucial in retaining agents.

LDR310 Recruiting Philosophy

Brokers, owners and managers: learn the basic concepts for recruiting and use these fundamentals as the basis to hire your next agent (v2).

LDR309 Relationship-Based Recruiting

DeAnn Golden, a top recruiting manager, describes how she recruits agents into her two Smart Offices. Her positive mindset toward recruiting is based in building relationships and counseling her candidates. You’ll find it to be a unique and pleasant approach.

LDR331 Claiming Your Recruiting Niche

For Managers: Mark Johnson presents elements from his Recruiting Success Series. Learn how to identify your unique niche in this market in order to attract the right agent.

LDR332 Building Your Recruiting Database

In part 2 of Mark Johnson's Recruiting Success Series, he describes the categories and considerations of tracking your recruiting prospects.

LDR333 Lead Conversion and Perception of Fit

In part 3 of Mark Johnson's Recruiting Success Series, he delivers the steps you should know in order to acquire the right agents and how perception of fit affects how you approach the recruitment process.

LDR334 Limiting Your Distractions

In order to find the agents you need, you have to find the time by using the methods in this video.

LDR335 Recruiting Recap: Niche & Database

David joins Mark Johnson to dig deeper into his video series on recruiting. In the first part of this interview, the two discuss LDR331 Claiming Your Recruiting Niche, and LDR332 Building Your Recruiting Database.

LDR336 Recruiting Recap: Conversion & Limiting Distractions

In Part 2 of this recap interview, David and Mark Johnson delve further into LDR333 Lead Conversion and Perception of Fit and LDR334 Limiting Your Distractions.

LDR301 Job #1: Recruit, Recruit, Recruit!

Dean Cottrill emphasizes exactly why recruiting is your most important job as a leader. 

LDR302 Position of Power and Leverage vs. Fear

Dean Cottrill explains how to put yourself in a position of power while negotiating, rather than fear, and how recruiting helps.

LDR303 Value Package/Value Proposition

Dean Cottrill covers the importance of clearly communicating your value to those you are recruiting.

LDR304 Self Reflection and Honest Assessment

Dean Cottrill illustrates how honest self assessment and peer feedback can improve your leadership skills.

LDR305 Daily Schedule

Dean Cottrill describes why you need to block time in your schedule for recruiting, and shares a sample Mon-Fri daily schedule.

LDR306 Recruiting Strategies and Dialogs

Dean Cottrill provides strategies for recruiting new and experienced associates, and some tips on how to qualify candidates.

LDR307 Recruiting Interview Part 1

In Part 1, Dean Cottrill covers the initial point of contact, dialog for new and experienced associates, and the beginning of the first face-to-face recruiting interview.

LDR308 Recruiting Interview Part 2

In Part 2, Dean Cottrill picks up with the remainder of the first face-to-face interview and how to tackle the second business planning meeting.

310 Recruiting Philosophy

Brokers, owners and managers: learn the basic concepts for recruiting and use these fundamentals as the basis to hire your next agent.

LDR311 Recruiting Sources

David presents a variety of traditional and not-so-traditional ways to look for prospective agents for your company.

LDR312 Recruiting Making Contact

What steps do you take when you contact a potential recruit for your office? David outlines several ways to streamline the process of reaching out to a new prospect.

LDR313 Recruiting First Meeting

David explains how to engage a potential new agent during your first meeting, with demonstrations from a live recruiting presentation with DeAnn Golden.

LDR314 Recruiting Qualifying

You've decided on a second interview. What attributes are you looking for in a new agent? David presents the criteria to help you qualify a candidate for your company.

LDR315 Recruiting Presentation

You know you want to hire this prospect, now it's time to sell. David and DeAnn will give you the insight needed to deliver a convincing message.

LDR316 Recruiting Close and Objections

Now it's time to secure a decision and overcome any objections. David will give you options for engaging a smooth on-boarding process.

400 Onboarding Agents

LDR400 Onboarding New and Experienced Agents

David introduces the 400 Leadership series of videos, focused on onboarding agents new to the office.

LDR401 Onboarding Systems

Dean Cottrill discusses the importance of having people and process in place to ensure new associates get up and running smoothly.

LDR402 Onboarding: Evaluate, Equip & Encourage

Rick Swan describes his onboarding process of welcoming an agent to the company, which includes evaluating, equipping and encouraging them to succeed. His process works for new and experienced agents.

500 Training / Coaching

LDR500 Training, Coaching and Meetings Introduction

David introduces the 500 Leadership series of videos, focused on ongoing training, coaching and sales meetings.

LDR501 Ongoing Training and Coaching

Dean Cottrill goes over the different types, and frequency, of training you can provide your agents at all levels of production.

LDR502 How to Run an Awesome Sales Meeting

Dean Cottrill emphasizes the importance of positive sales meetings, and provides a sample agenda to help develop your meetings.

LDR510 Coaching Through MPF

Follow David as he introduces the MPF (Model-Practice-Feedback) concept for training agents of any skill level.

LDR511 Coaching Model

Learn how to coach by using modeling to provide positive imagery.

LDR512 Coaching Practice

We learn by doing, but we don't start with real buyers and sellers. Agents need to practice their presentation with a manager or other agents to become better at sales. Learn how to setup an environment that supports an effective practice session.

LDR513 Coaching iPractice

This is THE most powerful way to teach your agents to master a skill. This video focuses on how to role play using the iPractice set up, including session recording and feedback.

LDR514 Coaching Feedback

You will learn how to teach your agents to use their smart phone or tablet 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.

LDR515 Coaching One-on-One

Often the most effective form of feedback is one-on-one interaction. Take advantage of these teachable moments by using the techniques David offers in this video

LDR516 8 Steps to Developing $100,000 Agents

Managers, follow David's 8 steps for training motivated agents to reach $100,000 annually. Leadership topics and best practices have been combined in this one video to give you a step-by-step process to support your agents in their quest for higher income.

LDR520 Great Sales Meetings: Avoid Meeting Mistakes

What happened to the sales meeting? It's time to bring them back and start doing them the right way. David will list mistakes made by some managers and emphasize how to maximize attendance.

Here's a RIS Media article on sales meetings: HERE

LDR521 Great Sales Meetings: Get Prepared

Preparation is important for a successful sales meeting. Follow David's helpful suggestions to improve your meetings even before they begin.

LDR522 Great Sales Meetings: Stand and Deliver

David addresses the common fear of public speaking, setting the tone, keeping on time and how to engage your participants.

LDR523 Great Sales Meetings: Facilitate and Evaluate

Learn the techniques of managing an effective meeting, engaging role plays and determining what works and what doesn't.

LDR532 7 Ways to Help Your Agents Navigate This Market

Your agents need all the help they can get to face the current challenges. Hear 7 key methods that could immediately get your agents motivated to engage the challenges in this current real estate market.

600 Decruiting

LDR600 Decruiting Introduction

David introduces the 600 Leadership series of videos, focused on decruiting, or de-recruiting.

LDR601 Decruiting: The Basics

Dean Cottrill covers why you need to de-recruit, or decruit, unproductive agents, and provides some advice on how to gently disassociate.

LDR610 Decruiting: Why, Why Not

David will help you develop a policy for firing unproductive and disruptive sales agents and the baseline criteria to support your decision.

LDR611 Decruiting: Why Should I Fire Them

There are a variety of reasons for firing an agent. This video will touch on how your decision may benefit not only your immediate working environment but the entire real estate industry.

LDR612 Decruiting: Compassionate Confrontation

This video reviews the methods to determine if an agent should stay or go.

LDR613 Decruiting: How to Terminate

You have determined you need to fire an agent. This video presents a plan for letting an agent go with respect and dignity.

700 Listings

LDR700 Listings Introduction

David introduces the 700 Leadership series of videos focused on listings

LDR701 Listings are the Name of the Game Part 1

In Part 1 Dean Cottrill explains why listings are key and demonstrates a map exercise to identify target areas.

LDR702 Listings are the Name of the Game Part 2

In Part 2 Dean Cottrill covers statistics you can use to empower your associates, how to manage troubled listings and how to leverage online showing reports.

800 Teams

LDR800 Building Teams Introduction

David introduces the 800 Leadership series of videos, focused on attracting and growing teams.

LDR801 Attracting and Growing Teams

Dean Cottrill discusses how to embrace teams and support their growth through coaching and tools.

LDR802 Teams and Company Relationship

David talks to Tami and Fred Holmes about running a very successful large team in Ohio. Real estate companies have different attitudes when it comes to managing and profiting from teams. Tami and Fred talk about the arrangement they have with their own company and how inside sales agents streamline the sales process for both their team and their brokerage.

900 Administration

LDR900 Administration Introduction

David introduces the 900 Leadership series of videos, focused on administrative support staff.

LDR901 Administrative Support Staff

Dean Cottrill offers advice on how to establish a loyal support staff with consistent meetings and other methods.

LDR902 Designing a Smart Office

In this interview, DeAnn Golden from Atlanta, GA, talks about how her team designed their "smart" office. You'll hear how they transitioned from a larger traditional office space and "right-sized" into a more modern and functional space focused on technology, to meet the needs of agents today.

LDR903 Safety: Broker, Manager, and Owner

Tracey (The Safety Lady) Hawkins wants real estate brokers, managers, and owners to know what they should do for themselves and their agents regarding safety. Management can often be liable for situations involving their agents at the office and in the field. Learn from Tracey what to consider.

CLASSIC VIDEOS

Personal Development

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.

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.)

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.

KFT83 Five Philosophies of Life with Richard Flint

In this one-on-one interview, Richard Flint addresses behavior, honesty, change, presence and confronting life issues. Adopting your own understanding of these philosophical concepts will help you with clients, personal relationships and your own personal growth.

KFT82 Put on a Smile with Darryl Davis

Darryl Davis is a nationally recognized speaker and author. He stopped by our studios to give us insight on how the simple act of smiling can benefit your sales career and personal health. Darryl's presentation is based on his recently released third book "How to Design a Life Worth Smiling About."

KFT58-1 How Top Producers Kick Off Their Year, Part 1, Opportunity

Some of the country's top producing real estate agents are interviewed at the NAR convention and respond to two questions. In part 1 they answer the question: "What opportunities do you see in the coming year?" In part 2 they answer: "What is the most important skill that agents need to improve upon?" 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.

KFT58-2 How Top Producers Kickoff Their Year, Part 2, Important Skill

Some of the country's top producing real estate agents are interviewed at the NAR convention and respond to two questions. In part 1 they answered the question: "What opportunities do you see in the coming year?" In this part 2 they answer: "What is the most important skill that agents need to improve upon?" 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.

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.

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.

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.

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.

RL14-1 Health and Energy Management a Wise Investment in Your Business

This is the first of a three part series. The real estate business can create days in which we eat poorly then collapse in exhaustion at the end. We need to create a lifestyle to produces health and energy. Kate Larsen, MCC and CWC, is an executive coach, professional speaker, group fitness instructor, certified personal trainer and breast cancer survivor. She can show you how to take charge of your health and career today. You will learn how to beat stress and simplify your life. ‘Seize the day’ will be your new mantra.

RL14-2 Health & Energy Management The Game Plan

In this segment David interviews our guest speaker Kate Larson on establishing a plan to improve your health.

RL18-3 Surviving Your Serengeti, with Stefan Swanepoel

Stefan Swanepoel is back. This time I interview him about his newest book “Surviving Your Serengeti." This best seller compares the traits of specific wild animals to your professional skills. This allows you to capitalize on your natural strengths in today’s changing market. This fascinating and insightful book is very popular among sales people, especially real estate professionals. Web Links: (http://www.swanepoel.com/) (http://www.serengetibook.com/)

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?"

Prospecting

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.

KFT09 Open House Techniques That Secure Buyers

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.

QT60 Open Houses with Bob Wolff

Tips from top producer Bob Wolff on open houses.

KFT63 Become a Valuable Resource Using Customer Survey

A customer survey is a great way to poll your SOI to determine what information they value. To attract and keep clients you must be useful, and to be useful you need to know what they value. In KFT63 David discusses ways of being a valued resource to your sphere of influence. In the last half of this video you'll be given details on how to use a pre-designed online survey to discover the needs and values of your clients so you can build referrals and long-term relationships.

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

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.

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.

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 KFT48-3 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.

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.

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

RL08-1 Growing the Business, Referrals

This is a new introduction to the original 2007 feature on Bob Wolff, with a two-minute update from Bob. Since then his volume has doubled using many of the same techniques.

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. 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, and starting over in a new market. Hear interviews with his actual clients.

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.

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.

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.

KFT85-1 Anything Works, Nothing Doesn't with Dave Beson

The first rule to growing your real estate business is realizing Anything Works, Nothing Doesn't. This month David has a fun and engaging interview with Dave Beson (a popular real estate speaker and CRS instructor) about the variety of ways you can improve your real estate career. Topics include: mentor groups, differences of top agents, preparation for a good market and successful habits.

KFT85-2 Anything Works, Nothing Doesn't with Dave Beson

In part two of Anything Works, Nothing Doesn't David Knox continues his lively and informative interview with Dave Beson. Topics include: creating a "Just Noticeable Difference" and sphere of influence calls. Let us know what you think about this interview. Please leave your comments!

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.

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.

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.

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.

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!

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.

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.

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.)

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.

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.

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.

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

Listings

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.

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.

RL15-4 The Pricing Showdown, Conclusion with Jeff Scislow

This video is being added long after Jeff chose not to take this overpriced listing. He returns to our studio to describe the conclusion of this saga with a fitting ending and some great lessons on overpricing listings.

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)

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.

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?

RL16-6 REALtalk Discussing Today's Real Estate Market

David Knox and Verl Workman sit down for a REALtalk interview to discuss four issues in today's real estate market: Value-Added Selling, Sales Techniques, Challenges with Lenders and the Future of the Real Estate Industry.

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.

RL16-1 How to Be a Freaklng Sales Animal, by Verl Workman

Verl Workman is a 20-year industry veteran presenting seminars on sales and technology. In this segment he will help you improve your selling skills by accepting the role of being a salesperson, staying focused, reading the top sales books, building a pre-listing package, being prepared for objections and increasing your value rather than discounting your fee.

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.

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.

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!

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.

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.

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.

RL09-3 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?”

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.

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.

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.

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.

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.

RL10-3 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?”

RL10-2 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.

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.

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.

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.

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.

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.

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.

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-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.

KFT56-1 Professional Property Photography, Part 1

Photos are the most important element of marketing your listings online. Bad photos drive away buyers and reduce showings. In Part 1 you will follow a professional photographer to see how he approaches an actual 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.

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.

KFT15 Overview of the Short Sale

This is not a seminar on short sales, but an overview of the process and requirements for the successful completion of one. You will be able to recognize the listing situations in which your sellers qualify for a short sale instead of the drastic step of foreclosure. The seller options are: sell, stay, rent, foreclose or short sale. To really learn the process of dealing with a short sale, David recommends the Certified Distressed Property Institute. To receive $100 off the course, go to: www.cdpe.com/davidknox

KFT79 Market Repositioning

Is your market slowing down? We often talk about GETTING listings, but we need to SELL them. When showing activity tapers off, it’s time to examine your listings and consider changes to: Price, Marketing and/or Condition. Examine what you have done so far then prepare a presentation to deliver to your sellers. Use the methods in this video to examine the position of your listings, increase showing activity and secure a price reduction. This video addresses marketing, target marketing, condition and structuring a seller meeting.

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.

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.

RL03-1 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-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/

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.

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.

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.

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.

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.)

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

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.

Buyers

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.

KFT65-2 Work With Builders to Sell New Construction:Transaction Process

Your involvement in a new home sale transaction is somewhat different than an existing home sale. Our builders and new-home agents offer their advice on your role in the process. Be sure to watch both parts of KFT64 that address benefits, confidence and how to learn about new construction developments. (v2)

KFT65-1 Working With Builders to Sell New Construction: Prepare Your Buyers, Negotiation

Working with builders is a great way to expand your buyers’ options by including new construction in your property showings. Hear our experts advise you on how to pre-counsel your buyers to prepare them for the process. Our builders, agents and consultants suggest what advice to give your buyers before considering new construction. You will also learn how to manage buyer expectations on pricing and negotiation. Be sure to watch both parts of KFT64 that address benefits, confidence and how to learn about new construction developments.

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.

RL10-S2 Discovering Buyer Objections, 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 learn how to master the "Discovery" step of the P.A.I.D. process. The key skill to master before answering an objection is the ability to question it to discover the real issue. For more information on Connie, go to: http://www.conniepodesta.com/

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.

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.

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.

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”

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.

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.

Growing the Business

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.

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!

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-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.

RL05-1 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.

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?"

Leadership

105 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.”

321 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.

322 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!

323 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!

324 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.

325 New Agent Hiring Cycle, Sharry Schmid

David talks with Sharry about the cycle of recruiting new agents.

326 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.

327 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

525 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.

526 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.

530 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 One-on-OneFeedback Guidelines worksheet.

531 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.

615 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 meeting to confront their reality. Agents in the bottom quartile can draw down the production of the office; learn how Lance handles this important topic in his office.

616 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.

618 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.

Mentor Series

MS01-1 Introduction to Prospecting

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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.

MS01-2 Questioning Skills

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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.

MS01-3 Who is Ready, Willing & Able

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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.”

MS02-1 Convert Sign and Ad Calls

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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 video. You must act in accordance with it now.

MS02-2 Establish a Referral System

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) Number one source of business is Sphere of Influence. 67% of it comes 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.

MS03-1 Open House: Create Traffic, Preparation

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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. 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

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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.

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

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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.

MS04-2 FSBO: Follow up, Qualifying, Listing

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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.

MS05-1 Expired: Understand and Contact Expireds

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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.

MS05-2 Expired: Questions at First Meeting

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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.

MS06-1 Preparation for the Listing

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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.

MS06-2 Establish Trust & Determine Motivation

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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.

MS07-1 How to Open a Listing Presentation

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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.

MS07-2 Acceptance & Marketing Plan

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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. 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.

MS07-3 Close for the Listing

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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

MS08-1 Categories of Resistance

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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.

MS08-3 Commission Objections

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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.”

MS09-1 Separate Listing from Pricing, Present the CMA

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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.

MS09-2 Respond to Pricing Objections

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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: Pricing Illustrator

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

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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, 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. 

MS10-2 Financial Qualifying & Prepare Buyers to Buy

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) Although you will send your buyers to a lender for pre-approval, 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.

MS11-1 Buyers: Showing Sequence and Guidelines

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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.

MS11-2 Buyers: Closing, Purchase Agreement

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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.

MS12-1 Negotiation Strategies, Presenting the Agreement

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) 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.

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

(Released in 1998, many members request that we not remove it. You'll notice the dialog hasn't changed in 20+ years.) This offer presentation is 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