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FAST TRACK DETAILS

* First Time Attendees Okay To Go

TRACK ONE: Listing Property *

DAY ONE at the Corporate Training Center, 9:30 – 4:00

The Better Homes and Gardens Gary Greene value Proposition Mark and Marilyn welcome new agents and talk about the mission statement, core values and the points of difference that create value for the agents and clients.
The value proposition offered to our sellers.  The features and concepts that are used to get a seller to their goal are presented to further emphasize our points of difference.
Where to find your first listings.  1) Making phone calls  2) Personalizing your announcements   3) FSBO   4)Expired listings  Strategies presented with scripts and role play.

DAY TWO at The Woodlands Branch Office 9:30-10:30

Meet with Ken to go over how to collect comparables, and create a CMA.  You’ll schedule a time to present your CMA and share your commitment around prospecting for FSBO’s and Expired listings with both Ken and Linsey.

Homework

1. Complete and mail announcements within seven days. Send one to yourself, Ken and Linsey.
2. Call at least 10 people – sphere, FSBO’s, and/or expireds.  Record the results in your call log.
3. Complete a sample CMA.  Use this previously sold property as your subject property: MLS# 9754630

4.  Watch these three David Knox Videos on CMA and Pricing:

RL31-3 Listing Presentation: CMA and Pricing = 10 minutes

RL02-1 CMA, Rules, Importance of Pricing = 19 minutes

MS09-2 Respond to Pricing Objections – 13 minutes

5.  Print, customize, and save to your computer both the pre-marketing and listing proposals. Click the links to download.

DAY THREE at the Corporate Training Center, 9:30 – 4:00

Things to Bring

1. Fast Track Manual
2. Printed Proposals
3. Sample CMA to use in Role Play
4. Call Log

Recap and review listing appointment activities.
The Pre-marketing Appointment.  Presenting the IABS, walking through the home, what to take, presenting the pre-marketing proposal, and the target marketing questions.
Preparing for the Listing Proposal Appointment.
Watch a Listing Proposal.
Role Play  practice of presentation pages from the listing proposal.
Presentation of the CMA. Using the CMA to gain agreement to list by negotiating the best market position.  Have CSS report, days on market, and list price/sales price ratio available.
Handling objections. Scripts on lowering commission and wanting to overprice.
Getting the listing agreement signed.  Review of the necessary paperwork.

DAY FOUR at The Woodlands Branch Office 9:30-11:00

Meet with Linsey to go over to review how to set up Zipforms and the office process for listing a property, creating flyers, and marketing for a listing.  Review progress on listing prospecting activities.  Also, discuss business planning.

Meet with Michael Timmons with Gibraltar Mortgage to review how to qualify potential buyers, and discuss the lending process. Following that, meet with Gibraltar Insurance to cover reading home insurance declarations page.

Homework

1. Complete Business Plan.
2. Set appointment to role play with Linsey your listing proposal.
3. Complete Zipforms Templates within seven days, if you haven’t already.
4. Within 10 days, write a contract on the property with this MLS# 9754630.  Buyers: John Smith and Mary Jones.  Conventional Loan/20% down.  Seller to pay for Title Policy and Home Service Contract.  Set an appointment with Ken to review.

Schedule an open house for the weekend following Track Two, Day Two.

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TRACK TWO: Working with Buyers *

DAY ONE at the Corporate Training Center, 9:30 – 4:00

Things to Bring

1. Fast Track Manual
2. Zap personal website set up with at least 5 names entered into the system.
3. Login and password sheet.

Where and how to find ‘warm’ buyers.  It’s not who you know, but who knows you.  On-purpose and in-person contact and conversation.  Using Facebook and Social Media.
Using Zap to generate leads.
Converting ‘cold’ leads.  Getting appointments on property time.  Converting e-leads into appointments.  Scripts and role play.
Open Houses as a source of buyers.
Lead opportunities through relocation.

DAY TWO at The Woodlands Branch Office 9:30-11:00

Meet with Linsey/Ken to review open house strategies, schedule your open house. Review texting your contacts your new contact numbers.

Meet with Texas American Title to review the closing process for both buyers and sellers.

HOMEWORK

1. Time Block your daily activities.
2. Complete open house over the weekend.
3. Send your Updated Mobil Contact Card to everyone in your cell phone. Complete this task by next Friday, include Ken and Linsey.
4. Add Gibraltar Partners to your Cell Phone contacts. Ken to text you their Contact Cards.
5. Update your Facebook, HAR and LinkedIn profiles by Wednesday.  When completed, send Ken and Linsey an email with a link to your profiles.  Thanks.
6. Using your cell phone and Facebooks Find Friends feature, send Friend Requests to Ken and Linsey and connections you haven’t Friended yet.  Complete this task by Wednesday.
7. Create Facebook Lists and add your important connections to your Facebook Lists by Friday.
8. Everyday, use your Facebook lists to review activity, Facebook Comment On Five, Like 15 per day, wish happy birthdays and share your Status Update.

DAY THREE at the Corporate Training Center, 9:30 – 4:00

Things to Bring

1. Fast Track Manual
2. Report on your open house.
3. Login and password sheet.

Using the Greenhouse prospecting tools.  Create and send an e-card.
Using the Powerhouse prospecting tools.
Meet Creative Services.
The International Division as a lead generator for multi-lingual agents.
Meeting the buyer for the first appointment.  Presenting the IABS, asking the right questions, confirm the house they have chosen to see and suggest others.  Present the buyer representation agreement.  Role Play.
Gibraltar Mortgage What can the buyer afford and what financing options are available.

DAY FOUR at the Corporate Training Center, 9:30 – 4:00

Things to Bring

1. Fast Track Manual

Showing property.
Watching for buyer signals.
Setting the second appointment.  Ask for an extended representation agreement, provide a blank contract for their review, confirm your role and what you will be doing on their behalf, offer to set prequalifying appointment with Gibraltar.
When the right house has been found overcoming objections, overview of the buyer CMA
Structuring an offer. Review of sample contract, using the zip form templates
Go over assignment to write an offer

DAY FIVE at the Corporate Training Center, 9:30 – 4:00

Things to Bring

1. Fast Track Manual
2. Business Plan

Presenting and negotiating the offer with the listing agent.
Presenting the counter offer to the buyer.
Opening title with Gibraltar Title Company.
Offering the services of Gibraltar Insurance.
The closing process.
The value to the buyer of a residential service contract.
Creating a client for life   Better Homes & Gardens Magazine subscription, Real Satisfied survey request, adding the client’s name to your databases.
Review and recap.

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TRACK THREE: Leases and Tenants *

DAY ONE at the Corporate Training Center, 9:30 – 4:00

Things to Bring

1. Fast Track Manual

Prepare a tenant showing packet.  IABS, TAR lease and application, buyer/tenant representation agreement.
Tenant interview and showing properties.
The Lease Agreement.
Offering the services of Gibraltar Insurance for renters insurance.
Finalizing the lease with the listing agent.
Collecting the security deposit and first month’s rent.
Lease Agreement practice.

Click HERE for Google Map driving directions to Fast TrackTraining at our Corporate Office and Training Center.

*Note: Park at the Surface parking or garage off of Sage Rd. you will enter the building and make a right at the concierge desk and another right at the fountain to get to the Tower Elevators. Please make you way up to the 5^th floor and enter suite 5020. If you park on the Roof Top Parking area or the Garage Parking area please follow instruction on the maps.