Our 2009 Agent Leadership Council has already stepped up in a big way. One of the first tasks at hand is reaching out to the agents in the office. Our Motto in 2009 is "We are here for you! Wherever you may be." One of the ways we are reaching out is through Peer Groups. Each of the 12 ALC members have been assigned 10 to 12 agents to mentor, communicate information to, and let them know that "We are here for you!"
Mia Hannah and Deb & Michael Martino did a fabulous job of reaching out this week. I wanted to share their thoughts in this blog today. I hope you find it useful.
Deb & Michael Martino - met with their Peer Group for breakfast before the team meeting this week. For the agents who couldn't make the breakfast they sent them this video. The video does a great job of explaning our goals this year.
PLEASE TURN THE MUSIC OFF ON THE PLAYLIST TO THE RIGHT OF THIS POST BEFORE WATCHING THE VIDEO
Mia Hannah has stepped up to be the Chairperson of the Finance Committee. Mia shared with us a great reason to call our database. Here is what Mia had to say:
Hi KWAPPERS!
Connie introduced the different committees at this week’s team meeting and we all had a minute or two to talk with you. I’m the Chair of the Finance Committee and, as it happens, newly responsible for helping to promote and build relationships with our Core Services group.
In my couple of minutes, I brought up a way that I had found to lead generate, provide a branded service to my contact on a weekly basis, display my professionalism, and provide a core service referral to my contact . . . all in one phone call. I got very good feedback with more questions so I thought I might elaborate in the spirit of us all "winning".
Lead Generate – in 2 days I made 25 calls, 17 contacts (w/return phone calls), put 17 contacts on my Gateway & CMA Plan within Top Producer, and got 3 leads for refinancing to Neil Hediger w/WR Starkey. Most importantly for me, I qualified everyone I spoke with . . . “if someone you knew was in the market to buy or sell, would I be the agent you would refer them to?” I’m combing my database baby J
Provide a Branded Service – “I have a great tool to keep you abreast of values in your neighborhood.” Explain the Gateway and set it up to get actives in their neighborhood. Every 4 months run sold comps for the last six months in their neighborhood. I assume they want to be educated. EVERYONE (all 17) said yes to this.
Display my Professionalism – Ask if they have any questions about the market. You’d be surprised at how many do and beat me to it so I never have to ask them. This is where I got asked by 3 different contacts what I thought about them refinancing. Here is where you really get to display your professionalism:
(1) Ask 2 questions: how long have you been in the house (hopefully you know because you put them in it) and what percentage did they put down. In other words, they have to have at least 5% equity in a home to refinance – if they bought the home two years ago, did 100% financing and an interest only loan, chances are they probably don’t qualify.
(2) Do a quick CMA for them to determine values to help confirm at least 5% equity.
Provide a Core Service Referral - If it looks like they meet the criteria (5% equity) then they might be a good candidate for a refinance. Hand it over to Neil at that point. Do a Virtual Introduction (an email introducing one to the other, with contact info and the reason for the referral).
Remember this . . . it is to everyone’s benefit that we use the incredible talent we have on our “team”. While there is the obvious benefit of pure profit into our profit share bucket, I tend to think this way: Neil Hediger is first and foremost an extension of my professionalism – I want to be associated with his type of ethic and competitiveness by my clients, customers, prospects, friends, etc. However, the bottom line benefit is that I totally trust that my client, customer, prospect, friend etc. is being taken care of. Gotta love that.
It’s a win-win-win KWAPPERS. Consider a bit of a paradigm-shift J
Your 2009 ALC is here for you! Good selling and have a great weekend - Mia
Connie introduced the different committees at this week’s team meeting and we all had a minute or two to talk with you. I’m the Chair of the Finance Committee and, as it happens, newly responsible for helping to promote and build relationships with our Core Services group.
In my couple of minutes, I brought up a way that I had found to lead generate, provide a branded service to my contact on a weekly basis, display my professionalism, and provide a core service referral to my contact . . . all in one phone call. I got very good feedback with more questions so I thought I might elaborate in the spirit of us all "winning".
Lead Generate – in 2 days I made 25 calls, 17 contacts (w/return phone calls), put 17 contacts on my Gateway & CMA Plan within Top Producer, and got 3 leads for refinancing to Neil Hediger w/WR Starkey. Most importantly for me, I qualified everyone I spoke with . . . “if someone you knew was in the market to buy or sell, would I be the agent you would refer them to?” I’m combing my database baby J
Provide a Branded Service – “I have a great tool to keep you abreast of values in your neighborhood.” Explain the Gateway and set it up to get actives in their neighborhood. Every 4 months run sold comps for the last six months in their neighborhood. I assume they want to be educated. EVERYONE (all 17) said yes to this.
Display my Professionalism – Ask if they have any questions about the market. You’d be surprised at how many do and beat me to it so I never have to ask them. This is where I got asked by 3 different contacts what I thought about them refinancing. Here is where you really get to display your professionalism:
(1) Ask 2 questions: how long have you been in the house (hopefully you know because you put them in it) and what percentage did they put down. In other words, they have to have at least 5% equity in a home to refinance – if they bought the home two years ago, did 100% financing and an interest only loan, chances are they probably don’t qualify.
(2) Do a quick CMA for them to determine values to help confirm at least 5% equity.
Provide a Core Service Referral - If it looks like they meet the criteria (5% equity) then they might be a good candidate for a refinance. Hand it over to Neil at that point. Do a Virtual Introduction (an email introducing one to the other, with contact info and the reason for the referral).
Remember this . . . it is to everyone’s benefit that we use the incredible talent we have on our “team”. While there is the obvious benefit of pure profit into our profit share bucket, I tend to think this way: Neil Hediger is first and foremost an extension of my professionalism – I want to be associated with his type of ethic and competitiveness by my clients, customers, prospects, friends, etc. However, the bottom line benefit is that I totally trust that my client, customer, prospect, friend etc. is being taken care of. Gotta love that.
It’s a win-win-win KWAPPERS. Consider a bit of a paradigm-shift J
Your 2009 ALC is here for you! Good selling and have a great weekend - Mia
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