Regardless of how you answer, I strongly encourage you to carve out a few hours on one of the dates listed on this Mainstreet download to hear Dave Liniger’s take on what real estate sales professionals need to be doing right now.
Watch this video invitation from Dave to get a hint of what to expect from his “Demand Success, Today and Tomorrow” message.
Then visit DemandSuccessToday.com and register for the event location that works best for you. The presentation in Salt Lake City Utah is Thursday, Oct. 15.
There are some critical steps you need to be taking right now, both in the industry and within our network, to ensure you’re getting the most out of where this unique market is heading.
Dave spells it all out in his direct, insightful and always-engaging style.
Please, don’t miss this opportunity.
Rob Terranova
Regional Vice President
RE/MAX Mountain States
P.S. If you have colleagues outside of RE/MAX who would enjoy hearing Dave, please feel free to invite them. It’s fine to forward them the download from Mainstreet. Just make sure they preregister on DemandSuccessToday.com if they want to attend.
Here are some comments from RE/MAX International’s Chairman and Co-Founder Dave Liniger on today’s market and distressed properties.
As you read Dave’s comments, consider the following…
“it’s more important than ever to make sure your Sales Associates have updated their Web Roster pages with accurate, current information. Their profiles simply must include all of the relevant details about their skills, specialties, training and achievements.”
Behind the Scenes:
We're Hopeful for Short Sale Changes
RE/MAX International leaders are personally involved in a great deal of behind-the-scenes activity aimed at getting the U.S. housing market back on track. Some of the efforts are confidential. Some are long-term, with results likely to emerge many months after the fact. And some, unfortunately, fail to bear fruit. Whatever the case, we keep pushing forward with the plans and proposals we think make the most sense. On several levels, we're aggressively engaged in the process of finding solutions to the foreclosure problem. And after a meeting we had earlier this month -- September 9 in Washington, D.C. -- we're hopeful that some of our key suggestions may soon become part of public policy on Short Sales.
Impressive group
We met that day with three of the nation's top housing officials -- HUD Secretary Shaun Donovan, FHA Commissioner David Stevens and Laurie Maggiano, Director of Policy for the Treasury Department's Office of Homeownership Preservation.These are three very sharp, very smart individuals. They understand the problem inside and out, and we were pleased that they agreed with many of our conclusions regarding Short Sales as a viable option for people who simply can't afford to stay in their homes.
They also agreed that the current Short Sale process is slow, inconsistent and problematic. David Stevens, who once was a key executive at Long & Foster, a major regional company and a good competitor of ours in the Washington, D.C., area, has experience from a real estate professional's perspective. He knows exactly how brutal the Short Sale landscape can be for consumers and agents alike.Obviously, the government's hands are tied to some degree in terms of telling banks what they have to do with legally binding mortgage agreements. But we're envisioning a program in which lenders, investors and second-lien holders are given greater incentive to accept Short Sales, streamline the process and reduce delays that lead to frustrating dead ends. Loan modification remains the top avenue for underwater borrowers, but when the numbers just don't work, a Short Sale is the next-best option for everyone involved. People need to know that.
We were encouraged by what we heard in Washington. And we fully expect that when a Treasury Department announcement is made in the next few weeks, it will have an immediate, substantial impact on the way lenders view and handle Short Sales.RE/MAX Associates who have prepared themselves will be well positioned to take advantage of this shift. Make no mistake: The Certified Distressed Property Expert (CDPE) training we've endorsed and promoted throughout the year should pay off big for those who've earned the designation.
A long road there
Getting to the very top of the governmental mountain -- Secretary Donovan is in the President's Cabinet, after all -- involved many meetings along the way. Officials from entities such as the Federal Housing Finance Agency (FHFA), Fannie Mae and Freddie Mac supported our ideas and helped us move through the channels. Eventually, in August, we had an interesting and productive personal session with Sen. Harry Reid (D-Nev), the Senate Majority Leader. He was so intrigued with our ideas that he set up the meeting with Secretary Donovan. RE/MAX International, like you, is out there in the trenches, working as hard as possible. We're doing all we can to affect public policy in ways that will have a positive impact on consumers, real estate professionals, lenders and communities. Long ago, we realized that Short Sales offered families a way to avoid foreclosure and its terrible tolls, both financial and emotional. We're glad to play a part in promoting the concept.
Getting REO business
Short Sales haven't been the sole focus of our behind-the-scenes discussions. We've also met with major lenders, the FDIC, the GSEs, loss mitigation companies and asset management firms in an effort to get REO properties into the hands of our Broker/Owners and Sales Associates. For obvious reasons, negotiations in these matters are kept confidential, but we're hoping that our efforts bring additional transactions into the network. In fact, to some extent, it's already happening. Our mission on this front is twofold. First, we're trying to help the nation avoid the mistakes made in the wake of the Savings and Loan crisis 20 years ago, when the government threw tens of thousands of properties onto the market and sold them for pennies on the dollar instead of going through established real estate channels.
Second, we're trying to deliver potential sales to our people. And to be frank, we have the best and most skilled sales force to manage the disposition of these properties. In fact, the quality of RE/MAX Sales Associates -- illustrated by their experience, production and designations -- gives us a distinct competitive edge.
We hope to have exciting news on this front very soon. In the meantime, it's more important than ever to make sure your Sales Associates have updated their Web Roster pages with accurate, current information. Their profiles simply must include all of the relevant details about their skills, specialties, training and achievements.
Looking up and ahead
As we've noted before, signs of recovery and renewal are emerging. We think we're seeing the bottom of the market, and the uptick in July 2009 sales over July 2008 was definitely a good thing. Although we expect a seasonal slowdown this winter -- and remain concerned about additional foreclosures tied to unemployment and Option ARM loans -- we're cautiously optimistic looking forward. What's more, we believe that most RE/MAX professionals have made the adjustments necessary to succeed even in these turbulent times. It's important for us as Broker/Owners and leaders to motivate and support our Sales Associates, and to help them spread the word to consumers that there's never been a better time to buy. That notion will become even truer if Short Sales are streamlined into a straightforward variation of a traditional transaction. We think it will happen sooner rather than later.
“it’s more important than ever to make sure your Sales Associates have updated their Web Roster pages with accurate, current information. Their profiles simply must include all of the relevant details about their skills, specialties, training and achievements.”
Behind the Scenes:
We're Hopeful for Short Sale Changes
RE/MAX International leaders are personally involved in a great deal of behind-the-scenes activity aimed at getting the U.S. housing market back on track. Some of the efforts are confidential. Some are long-term, with results likely to emerge many months after the fact. And some, unfortunately, fail to bear fruit. Whatever the case, we keep pushing forward with the plans and proposals we think make the most sense. On several levels, we're aggressively engaged in the process of finding solutions to the foreclosure problem. And after a meeting we had earlier this month -- September 9 in Washington, D.C. -- we're hopeful that some of our key suggestions may soon become part of public policy on Short Sales.
Impressive group
We met that day with three of the nation's top housing officials -- HUD Secretary Shaun Donovan, FHA Commissioner David Stevens and Laurie Maggiano, Director of Policy for the Treasury Department's Office of Homeownership Preservation.These are three very sharp, very smart individuals. They understand the problem inside and out, and we were pleased that they agreed with many of our conclusions regarding Short Sales as a viable option for people who simply can't afford to stay in their homes.
They also agreed that the current Short Sale process is slow, inconsistent and problematic. David Stevens, who once was a key executive at Long & Foster, a major regional company and a good competitor of ours in the Washington, D.C., area, has experience from a real estate professional's perspective. He knows exactly how brutal the Short Sale landscape can be for consumers and agents alike.Obviously, the government's hands are tied to some degree in terms of telling banks what they have to do with legally binding mortgage agreements. But we're envisioning a program in which lenders, investors and second-lien holders are given greater incentive to accept Short Sales, streamline the process and reduce delays that lead to frustrating dead ends. Loan modification remains the top avenue for underwater borrowers, but when the numbers just don't work, a Short Sale is the next-best option for everyone involved. People need to know that.
We were encouraged by what we heard in Washington. And we fully expect that when a Treasury Department announcement is made in the next few weeks, it will have an immediate, substantial impact on the way lenders view and handle Short Sales.RE/MAX Associates who have prepared themselves will be well positioned to take advantage of this shift. Make no mistake: The Certified Distressed Property Expert (CDPE) training we've endorsed and promoted throughout the year should pay off big for those who've earned the designation.
A long road there
Getting to the very top of the governmental mountain -- Secretary Donovan is in the President's Cabinet, after all -- involved many meetings along the way. Officials from entities such as the Federal Housing Finance Agency (FHFA), Fannie Mae and Freddie Mac supported our ideas and helped us move through the channels. Eventually, in August, we had an interesting and productive personal session with Sen. Harry Reid (D-Nev), the Senate Majority Leader. He was so intrigued with our ideas that he set up the meeting with Secretary Donovan. RE/MAX International, like you, is out there in the trenches, working as hard as possible. We're doing all we can to affect public policy in ways that will have a positive impact on consumers, real estate professionals, lenders and communities. Long ago, we realized that Short Sales offered families a way to avoid foreclosure and its terrible tolls, both financial and emotional. We're glad to play a part in promoting the concept.
Getting REO business
Short Sales haven't been the sole focus of our behind-the-scenes discussions. We've also met with major lenders, the FDIC, the GSEs, loss mitigation companies and asset management firms in an effort to get REO properties into the hands of our Broker/Owners and Sales Associates. For obvious reasons, negotiations in these matters are kept confidential, but we're hoping that our efforts bring additional transactions into the network. In fact, to some extent, it's already happening. Our mission on this front is twofold. First, we're trying to help the nation avoid the mistakes made in the wake of the Savings and Loan crisis 20 years ago, when the government threw tens of thousands of properties onto the market and sold them for pennies on the dollar instead of going through established real estate channels.
Second, we're trying to deliver potential sales to our people. And to be frank, we have the best and most skilled sales force to manage the disposition of these properties. In fact, the quality of RE/MAX Sales Associates -- illustrated by their experience, production and designations -- gives us a distinct competitive edge.
We hope to have exciting news on this front very soon. In the meantime, it's more important than ever to make sure your Sales Associates have updated their Web Roster pages with accurate, current information. Their profiles simply must include all of the relevant details about their skills, specialties, training and achievements.
Looking up and ahead
As we've noted before, signs of recovery and renewal are emerging. We think we're seeing the bottom of the market, and the uptick in July 2009 sales over July 2008 was definitely a good thing. Although we expect a seasonal slowdown this winter -- and remain concerned about additional foreclosures tied to unemployment and Option ARM loans -- we're cautiously optimistic looking forward. What's more, we believe that most RE/MAX professionals have made the adjustments necessary to succeed even in these turbulent times. It's important for us as Broker/Owners and leaders to motivate and support our Sales Associates, and to help them spread the word to consumers that there's never been a better time to buy. That notion will become even truer if Short Sales are streamlined into a straightforward variation of a traditional transaction. We think it will happen sooner rather than later.
A Great Day of Golf!
A few of the agents got together for a great game of golf. Interested in another round, or missed out on the last one? Contact Norm Robbins at (801) 628-5501, we'll be playing again on Thursday September 24th, mid-morning.
Steve Helm
Chad Rawlins
Kelly Shuldberg
Sue Benson
Rodger Jessop
Steve Helm
Chad Rawlins
Kelly Shuldberg
Sue Benson
Rodger Jessop
Ryan Ivie
Scott Jessop
David Supinger
Mavis Hales and Lisa Brooks
Phone Etiquette
The following thought came to me today: “There are times as Realtors when we wonder how others in this business ever stay in business!”
Without appearing too negative, I would like to touch on a few “pet peeves” that I’m sure you’ll recognize. I think we can become a cut above the rest of the crowd, whether it is in our real estate career or our personal life, by simply adjusting our approach with people.
Some of these things I have been doing for years, others I am still working on. The bottom line for all of us is that we do the work required to be successful. Too many times people are afraid to share their successes in the event that someone may surpass them in this so called “race.” My philosophy is to help push others up the ladder, rather than step on them as I make my way to the top!
Phone Etiquette -- (The Good, The Bad and/or The Ugly)
1. I called an agent regarding his listing for the second time and was directed straight to his voice mail. I left a very detailed message and then waited for his return call. Five hours later I still hadn't heard back so I called again only to hear that his message box was FULL….. are you kidding me!? Unless there is a REALLY terrific reason, like a near death situation, we should NEVER let this happen!
2. Occasionally I will get the “your mailbox is almost full” recording, and I am all about trying to get through those messages in an effort to free up space as soon as possible. If someone doesn’t get a hold of you on the first call they are already frustrated--then to get a voice message is discouraging--but you are going to lose business if people hear “this voice mail box is full.”
3. The really loud music that we, as callers, are forced to listen to “while our party is being reached” – we need to be considerate of those older clients and/or agents, (I speak as an older one!) who are not sure if it is a rock group or an advertisement for a really great night club!!
4. The message on the other end is very, very long and says that person will call you back immediately, and you wait and wait and wait…… then you call them back and yes, you got it, their mail box is full!
5. You reach a voice message that is so garbled and/or they give you another number to call that you can’t understand because they say it so fast!
Here are a few tips that I think will make a real difference. I do this myself and have had a lot of clients and agents respond positively.
1. Change your voice mail daily (yes, I really do this) if you just can’t seem to do that then please make sure you have a pleasant generic message. (have someone critique it for you) Mine simply says “Hi this is Sue with RE/MAX Metro, today is (the date), please leave your name, phone number and message or send me a text or email and I will get back to you as soon as possible.” I added the text and email because I have a BlackBerry and sometimes that is the fastest way to get to me. If I am going to be out of town or even gone for the day, I put this on a voice mail with another agent’s name and number if the caller needs immediate help. Another important thing to remember when you are setting up your voice mail – please listen to it carefully, have someone else listen to it until you get the hang of routinely changing your message.
2. MOST importantly RETURN calls or texts as soon as you can. We are all in a service oriented business, if clients and/or agents can’t get us to call them back regarding listings, contracts, etc then how in the world can we offer them terrific service, think about it!
3. Try to put a smile on your face and then it will transfer to your voice, it makes a huge difference to the person on the other end of the line!
4. Please be honest – don’t say to people that you tried to call them and that you have left messages or they are hard to get a hold of when in fact you may have only tried to call once…..I have had people tell me this, I know it isn't true because (1) I almost always answer my phone (2) I return ALL of my voice mail messages.
I know there are a lot of other items that fall into phone etiquette – hopefully some of you will comment with your problems and/or solutions. This is one of our greatest tools – study it and use it to your advantage!
Wishing success to you all!
Sue Benson
Without appearing too negative, I would like to touch on a few “pet peeves” that I’m sure you’ll recognize. I think we can become a cut above the rest of the crowd, whether it is in our real estate career or our personal life, by simply adjusting our approach with people.
Some of these things I have been doing for years, others I am still working on. The bottom line for all of us is that we do the work required to be successful. Too many times people are afraid to share their successes in the event that someone may surpass them in this so called “race.” My philosophy is to help push others up the ladder, rather than step on them as I make my way to the top!
Phone Etiquette -- (The Good, The Bad and/or The Ugly)
1. I called an agent regarding his listing for the second time and was directed straight to his voice mail. I left a very detailed message and then waited for his return call. Five hours later I still hadn't heard back so I called again only to hear that his message box was FULL….. are you kidding me!? Unless there is a REALLY terrific reason, like a near death situation, we should NEVER let this happen!
2. Occasionally I will get the “your mailbox is almost full” recording, and I am all about trying to get through those messages in an effort to free up space as soon as possible. If someone doesn’t get a hold of you on the first call they are already frustrated--then to get a voice message is discouraging--but you are going to lose business if people hear “this voice mail box is full.”
3. The really loud music that we, as callers, are forced to listen to “while our party is being reached” – we need to be considerate of those older clients and/or agents, (I speak as an older one!) who are not sure if it is a rock group or an advertisement for a really great night club!!
4. The message on the other end is very, very long and says that person will call you back immediately, and you wait and wait and wait…… then you call them back and yes, you got it, their mail box is full!
5. You reach a voice message that is so garbled and/or they give you another number to call that you can’t understand because they say it so fast!
Here are a few tips that I think will make a real difference. I do this myself and have had a lot of clients and agents respond positively.
1. Change your voice mail daily (yes, I really do this) if you just can’t seem to do that then please make sure you have a pleasant generic message. (have someone critique it for you) Mine simply says “Hi this is Sue with RE/MAX Metro, today is (the date), please leave your name, phone number and message or send me a text or email and I will get back to you as soon as possible.” I added the text and email because I have a BlackBerry and sometimes that is the fastest way to get to me. If I am going to be out of town or even gone for the day, I put this on a voice mail with another agent’s name and number if the caller needs immediate help. Another important thing to remember when you are setting up your voice mail – please listen to it carefully, have someone else listen to it until you get the hang of routinely changing your message.
2. MOST importantly RETURN calls or texts as soon as you can. We are all in a service oriented business, if clients and/or agents can’t get us to call them back regarding listings, contracts, etc then how in the world can we offer them terrific service, think about it!
3. Try to put a smile on your face and then it will transfer to your voice, it makes a huge difference to the person on the other end of the line!
4. Please be honest – don’t say to people that you tried to call them and that you have left messages or they are hard to get a hold of when in fact you may have only tried to call once…..I have had people tell me this, I know it isn't true because (1) I almost always answer my phone (2) I return ALL of my voice mail messages.
I know there are a lot of other items that fall into phone etiquette – hopefully some of you will comment with your problems and/or solutions. This is one of our greatest tools – study it and use it to your advantage!
Wishing success to you all!
Sue Benson
We Are Pleased To Announce...We Are Sad To Announce...
As most of you know by now, our beloved Debbie will be married to Gary Fonnesbeck on September 12th, 2009!!! She will then be moving back to her native state of California, living in beautiful Huntington Beach. We are so excited for her and wish her the best. Debbie has been with RE/MAX in Bountiful since the beginning. In 1998 Debbie was one of the first agents to join RE/MAX in Davis County...As a RE/MAX Agent Debbie has always been a top producer and a member of RE/MAX International's coveted 100% Club for 11 of the past 18 years. As time progressed RE/MAX Metro of Bountiful was blessed with the opportunity to have Debbie as their Branch and Managing Broker. Her experience, knowledge, and professionalism has helped guide us through the ups and downs of the market conditions and our personal lives. We are thankful for the time we have had to share with you Debbie, and wish you the best in the new chapter of your life. Debbie has sold her business to Cari Moss and will be working closely with her over the next year.
With the change, many have asked, how will this affect RE/MAX Metro of Bountiful? I am here to assure you we have a plan. Steve Helm will remain the Bountiful Branch Broker. Many of the clerical functions that were performed by Debbie are now being integrated into our new accounting system, Lone Wolf. Susan will no longer have the task of accounting, allowing her and Robyn the ability to spend more time providing excellent service to you and your clients! Best of all we have created a new position within our company...
I would like to take the opportunity to welcome Kelly Shuldberg as the Director of Agent Development. Kelly will add a new level of excellence to our company that is welcomed and appreciated. Kelly's responsibilities, to name a few, will include recruiting, training and development of new and existing agents, public relations and marketing.
Kelly has been involved in the sales industry for 19 years and working as a Realtor with RE/MAX in Bountiful for the past 10 years. "I am a true red, white, and blue RE/MAX fan. I love all that they have to offer and most importantly their professionalism," says Kelly. "My husband, Patrick, and I are natives of Davis County and consider it home. We have one son, Jace, a senior in high school, three horses, and a Jack Russell Terrier, Gidget!" Kelly's is fascinated by architecture, loves antiques, and going to the horse races, and recently has taken a swing at golf.
Kelly brings with her the following industry designations:
Accredited Buyer Representative (ABR), Certified Internet REALTOR (e-PRO), Council of Residential Specialists (CRS) and Associate Broker (AB) very, very soon!!!
As we strive for excellence and continue to grow RE/MAX Metro, we are as always "Committed to your success!"
With the change, many have asked, how will this affect RE/MAX Metro of Bountiful? I am here to assure you we have a plan. Steve Helm will remain the Bountiful Branch Broker. Many of the clerical functions that were performed by Debbie are now being integrated into our new accounting system, Lone Wolf. Susan will no longer have the task of accounting, allowing her and Robyn the ability to spend more time providing excellent service to you and your clients! Best of all we have created a new position within our company...
I would like to take the opportunity to welcome Kelly Shuldberg as the Director of Agent Development. Kelly will add a new level of excellence to our company that is welcomed and appreciated. Kelly's responsibilities, to name a few, will include recruiting, training and development of new and existing agents, public relations and marketing.
Kelly has been involved in the sales industry for 19 years and working as a Realtor with RE/MAX in Bountiful for the past 10 years. "I am a true red, white, and blue RE/MAX fan. I love all that they have to offer and most importantly their professionalism," says Kelly. "My husband, Patrick, and I are natives of Davis County and consider it home. We have one son, Jace, a senior in high school, three horses, and a Jack Russell Terrier, Gidget!" Kelly's is fascinated by architecture, loves antiques, and going to the horse races, and recently has taken a swing at golf.
Kelly brings with her the following industry designations:
Accredited Buyer Representative (ABR), Certified Internet REALTOR (e-PRO), Council of Residential Specialists (CRS) and Associate Broker (AB) very, very soon!!!
As we strive for excellence and continue to grow RE/MAX Metro, we are as always "Committed to your success!"
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