Multiple Bank-Owned OPEN Houses this Saturday--Get the MAP
KELLER WILLIAMS REALTY LAS VEGAS Paints the Town RED
| Host: | KWLV |
| Type: | Party - House Party |
| Network: | Las Vegas, NV |
| Date: | Saturday, January 24, 2009 |
| Time: | 11:00am - 4:00pm |
| Location: | Las Vegas and Henderson, NV |
SATURDAY, 1/24/09: MULTIPLE Bank-Owned OPEN HOUSES
GET IN THE GAME WITH COACH WHITTAKER
Ask for it!
2008 turned out to be quite a year.
In the Coaching Program we closed $3,193,090 in sales volume in December. Since October, the Agents in my program have closed $5,099,990 in sales volume. Don't tell those agents committed to taking their business to the next level that the market is too soft or that things slowed down because of the Holidays. They just won't hear it.
How are the agents that are thriving in this market doing it? They are asking for the business. It's that simple. We don't survive unless we close deals and we don't close deals unless we first get appointments. Go back and re-read Chapter 5 in Shift, by Gary Keller, Dave Jenks and Jay Papasan. A Lead is NOT a Lead until you have an appointment set. Converting contacts into appointments is the most dollar productive thing you will do in your business. In this market, you must convert quickly-within 24 to 48 hours-or your potential client will get away. Mega KW agent, Brad Corn, says you should then lose sleep at night, because you are feeding those people to the sharks if you let them go to another agent.
Ask the connection questions found in Shift:
1. Who are they?
2. What do they want or need to do?
3. Where do they want or need to do it?
4. Why do they want or need to do it?
5. When do they want or need to do it?
6. How do they plan to do it?
Lay the foundation by investigating. This is our job. We are not in this business to give out free information. This is not about manipulating people. Keep asking questions. "Really, why's that?" Mega KW agent, Nikki Ubaldini, says after everything her clients tell her. Then ask to get together. Not everyone will want to meet you, but you won't know if you don't ask. It is our job to instigate the next natural step, getting face to face, without being attached to the answer.
Flip to page 100 of Shift and practice the 10 Classic Closes. Figure out which one works for you and then use it. "Sounds like we need to get together; would Friday or Saturday work better for you?" Remember to always come from contribution. Our clients need our help, whether they are buying or selling.
What will you do in 2009? What is your number? How many appointments do you need to set each week to get there? Are you following your business plan?
Although there is training in my job, I'm a coach first, not a trainer. Most of you know what you are supposed to be doing. The challenge is in keeping our commitments to ourselves and staying motivated. Coaching has been proven to work. Even a mediocre coach will help you get at least 2-4 more deals each year. Contact me about a customizing a program to make your business plan a reality. YES WE CAN!
Dana Whittaker
Productivity Coach
Certified Real Estate Negotiator
Broker/Salesperson
Keller Williams Realty Las Vegas
702.300.7653
Coach@DanaWhittaker.com
I have been to some wonderful training sessions with some of the best speakers, leaders, and business owners in the country this year. Based on that information, here is my TOP 10 for becoming a HUGE Success in 2009.
1. Have a HUGE and AUDACIOUS Goal for the Year.
2. WRITE it down! Harvard studies prove this helps you attain your goals.
3. Know WHY you want to be successful. Have passion, be totally committed to it. Live with a Mission and a Vision. Be on Purpose.
4. WRITE it down. Write down your Mission and Vision statements and HANG them up where you will be reminded of them regularly.
5. CREATE a detailed business plan of everything YOU MUST and WILL DO to achieve your goals and be in alignment with your Vision and Mission. And, WRITE it down! Don't put it in a drawer, carry it with you all the time.
6. TIME BLOCK your Perfect Week. WRITE down when you'll Lead Generate everyday, when you'll Practice-Practice-Practice your Scripts, and when you'll take appointments. BOOK your play time and days off Now.
7. STICK TO YOUR SCHEDULE and DON'T CHEAT. You do DESERVE your Goals, you are WORTHY of Success. GET EXCITED AND SHOW UP READY TO PLAY!!
8. DO whatever it takes to maintain a HIGH level of ENERGY! Exercise, eat right and get some sleep.
9. TELL yourself you are a HUGE Success, Worthy of the BEST life has to offer--even if you don't believe it at first--EVERYDAY! There is Plenty of Business out there. YOU are doing what it takes to get in front of it.
10. HIRE a coach that will hold you ACCOUNTABLE to everything that you say you want. Human beings will usually do more for someone else than they will for themselves. Having an Accountability Buddy is nice, however, you WILL hold yourself to a higher standard when you have personally made a substantial Investment in your future.
Make it a great year. What can I do to support you?
Coach Dana Whittaker
For Business, for Life.
www.DanaWhittaker.com
702.300.7653
The Pareto Principle, also known as the 80-20 rule, states that for many events, 80% of the effects come from 20% of the causes.
As real estate professionals we hear this rule and how it applies in business in many different ways all the time: 80% of our business comes from 20% of our activities. 80% of the real estate transactions being done in any given community come from 20% of the agents doing business. 80% of the world's wealth is held by 20% of the population.
Having just completed my first triathlon, The Las Vegas Triathlon held September 28, 2008 at Lake Mead in Nevada, the 80:20 Rule showed itself to me again that I felt also applied to my real estate practice. Finishing the Triathlon was 80% mental, 20% physical. I trained for about 5 hours per week for about 3 months.
What I noticed during the race was that I actually had a huge smile on my face, even though physically it was grueling. I noticed the affirmations in my head coming to me as I was cycling over the hills, "You can do it! You're a winner! You're a great athlete! You're going to finish in great time!" And, although I didn't win, I did finish in 2hrs: 7minutes: 6 seconds. Am I the least bit dissapointed? Not at all!
I don't have an athletic background. Deciding to voluntarliy run this race was way out of the box for me. What I know for sure is that my results would have been very different had I not been practicing saying positve affirmations to myself for the last several years.
Staying in an optimistic mind-set does not come naturally to me. My written affirmations are posted to the back of my medicine cabinet where I look at and read them when I brush my teeth each day. I say, "I'm a successful professional. I'm a great Mom. I'm a motivating leader. I am a wealthy, deserving woman. I am living my dream life every day!"
I coach agents to write and say their personal affirmations each morning for 3 minutes to get focused and motivated to start their day. We need all the positivity we can get in this market.
It's 80% mental and 20% physical. You know enough. Pick up the phone or knock on the door. What would your business look like if you trained like an athlete and you lead generated for 1-2 hours each day?
It's a great time to jump in to this market! You're great!
Good things to know about the
REO-Bank Sale Closing Process:
•1. The Seller- In an REO transaction the Seller is an out of state bank. The bank contracts a 3rd party asset management company which represents them in the transaction and approves the final escrow closing. All correspondence is done by email, below are a few items performed by Escrow to help you understand the closing process.
•2. Title Commitment (prelim) - There may be unforeseen vesting and/or lien issues on the title report that will require Escrow and/or Bank Seller to correct before closing.
•3. HOA Demands (payoffs)- Processing time to obtain HOA/Lien demands is between 5-10 days from the date ordered from the HOA management company. (There may be a possible 5-10 additional processing days to obtain lien demand if lien is not of record.)
•4. Loan Docs - Once loan docs are received, Escrow can set an appointment for the buyer the following day.
•5. Home Warranty - If Seller is paying for the buyer's HW, the demand is required before Seller will approve the HUD.
•6. HUD-1 Approval - After the buyer signs the loan documents, the REO Seller and their 3rd party Asset Company may require 24 to 72 hours to approve the HUD after ALL demands received.
•7. FUNDING - Escrow will coordinate with buyer's lender on the Bank's HUD approval before funding can occur. (Changes to the Seller's side of the HUD require additional Seller approval.)
* As in any transaction, the more communication you have with your professional Real Estate Team during the REO closing process the better the transaction will be for all parties.
This Information was given to me by my title rep from First American Title Insurance Company yesterday. If you would like any more information about buying REO (Real Estate Owned or Bank Owned) properties in Las Vegas or Henderson, NV, give my team a call.
Dana Whittaker, 702.300.7653
Broker/Salesperson
Realtor
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Certified Advanced Professional Coach. "For Business, For Life." Certified Real Estate Negotiator Broker/Salesperson I coach agents to become extremely effective and efficient with their time.
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