JULY 6TH, 2011

Real Estate Champions

Virtual Top Gun Recon Report

We have just finished
our first full quarter of
results in Virtual Top
Gun. Those results
have been published
by group and are
found in the results
section of this newsletter.
The agents who attended worked hard
and did very well in

raising their PPP in the

10 weeks of Virtual
Top Gun. They should
be proud of what they
accomplished. I would
also like to personally
congratulate
the
ACE agents from
each group. Those
people are the agents
with the most targets
acquired in each group
of Virtual Top Gun

(group 3, group 4, and

group 5). They all did
an outstanding job in
going well beyond the
level of 10 targets necessary to achieve their
wings. These agents
will be added to our
ACE Wall of Fame
that you will see on
each issue of the newsletter. Congratulations!

Results for
Second Quarter
Group 3 end date 4/13
276 Total Targets
11.5 per agent average
Group 4 end date 5/12
289 Total Targets
13.76 per agent average
Group 5 end date 6/2
122 Total Targets
11.05 per agent average

Congratulations
Top Gun Aces!

Rev Up your Revenue

Dirk ZellerCEO

Heather Baldwin
Evergreen Real Estate

Bill Anderson
Evergreen Real Estate

Michelle Joiner
Waldrop Real Estate

Jim Hastings
Boardwalk Real Estate

Renita TAnkersly
Waldrop Real Estate

Tracey Wrisper
Sarver Real Estate

Debbie Gentry
Tom Grizzard, Inc.

Gena Beadlescomb
Waldrop Real Estate

Kathy Ruiz
Colonial Real Estate

Ed Chapman
Oakcrest Realty

In todays real estate marketplace,

that seems sluggish, stalled or just plain stale,
there are ways that you can rev up your revenue
and production to greater heights. The best
strategy in todays marketplace is to master the
process of the three Ps of success in a long haul
market. Todays real estate market is what I
would call a long haul market. A long haul market
is where there are no real significant changes
that are occurring either positively or negatively.
The market is moving along and you are in for a
long haul of sameness. This marketplace is going
to be challenging and tough.
The first

Register now for

classes at
TeamERA.com
Next available
class:

July 18th
at 12:00pm EST

in a long haul market is prospecting.

It is abundantly clear that we are in the need of

leads now more than ever. The leads dont convert at the same rate so we need more. The
transactions are tougher, so we need more leads.
I read a Wall Street Journal article last week on
managing loans and last year the 10 largest lenders denied 26.8 % of the loan applications! If you
are working with buyers which we all are, we
need more leads.

Cont. Pg2

*Exceeded 20 Targets Taken!

Based on the intake production questionnaires the

agents in this quarter were
averaging .33 transactions
per week before Virtual Top
Gun. During Virtual Top Gun,
the agents this quarter averaged 1.21 targets per week!
They went from .33 transactions per week to 1.21 targets
per week. Great job and congratulations to all!

Upcoming:

August 18th
at 10:30am EST

VIRTUAL TOP GUN RECON REPORT

Rev Up Your RevenueContinued

Page 2

Know Your 3 Ps The second P is sales presentations. As a sales person you must have better sales presenta

Prospecting
Presentations
Pricing

tion skills than ever before. The sales presentations over the phone, or face to face, must be
dialed in. You must know what to say, how to deliver it, the timing of the delivery, what the
follow up questions should be, what your brand value package is and how you deliver that to
the consumer. You must know what your competitive points of difference are and how thats
important to your prospect, why thats unimportant to the prospect. Also what other companies or other agents are they considering to represent their interests? Are you confident
where the confirmation on trial closes should go in your presentations?

This is really just a short list of key points to consider in your sales presentation. How are you doing on a scale of
1-10, in each of these areas? If you are like most sales people in a real estate, you are doing ok. In a long haul
market, ok is a dangerous place to be.
The last

P is pricing. The problem with the listing presentation is simple, its pricing. In most markets, homes are

still selling. The sales numbers in many markets are good enough for agents and brokers to make money. The
problem is, that the listing inventory is not priced as compelling as it should to be to swing the buyers. In todays
market, homes arent bought they are sold. We have to make the price compelling that we attract buyers. The
truth is, not all sellers will win in a long haul market. In fact, more sellers will lose than win. Last year only 47%
of the sellers actually sold which means 53% didnt sell. What was the number in your market?
You have to know that number and you have to price more competitively and closer to the sales price. There is
too much negotiating room in the list price to actual value of the home. It is causing too many homes to not sell.
We have to focus on the 3 Ps to master this long haul market. Applying them consistently will enble you to create
a revenue stream of consistent revenue and growth. The agents in your office will be coming to you and asking
you how you mastered this market!

Stale Thinking
Caryn YatesCoach

In the course of my work as a

real estate coach and trainer I
get to visit with many agents. It
has become abundantly clear to
me that large numbers of them
have fallen prey to what I call
stale thinking.
Many
seasoned agents hold on desperately to old sales model
thinking- that if they establish
good rapport with a prospect,
that prospect will hire them. I
have noticed this stale thinking
in how these agents approach
incoming inquires, initial prospecting calls and lead follow up
contacts.
They have adopted a sales strategy that will require a prospect
to somehow call them out of
the blue and say something like,
you may not remember me,
but I called a few weeks ago on

an ad, and you were so nice,

you never asked me for information, you never asked me for
a meeting. So I am going to
hire you!

them on why they are unwilling

or unable to do so. The only
question is who is going to
make the sale? In effect, who is
going to close on whom?

They hold on to the hope that

the individual they met at an
open house, called in on an
office ad or sign will find them
captivating enough that they
will come back to them. They
dont. They move on.

The NAR 2010 Profile of Home

Buyers and Sellers tells us 64%
of buyers will work with the
first agent they meet with. Now,
that is not the first agent they
met at an open house, first agent
to send them property matches
or take their incoming call- that
is the first agent they sit down
and have a meaningful conversation with about their needs
and expectations. If your agents
can create enough value in that
first encounter to get a face to
face meeting with the prospect,
they have nearly a 2/3 shot at a
commission check! Cha Ching!

Brokers, we need to instill in

our agents that there is no such
thing as a no sales call. Every
initial prospecting call, every
lead follow-up call, every single inbound call your agents
take or make is a sales call.
Either that agent sells the prospect on the value of meeting
with them, or the prospect sells