today`s buyer`s rep

TODAY’S
BUYER’S REP
A p u b l i c a t i o n o f t h e R e a l E s t a t e B u y e r ’s A g e n t C o u n c i l , I n c .
A w h o l l y - o w n e d s u b s i d i a r y o f t h e N a t i o n a l A s s o c i a t i o n o f R E A LT O R S ®
Nov em ber 2015 · Volume XXI V · Num ber 11
Making the Most of
Your Network
At its core, real estate is a people business. Properties may be the central focus of
transactions, but without expert services from many related professionals, those
properties would never change hands as smoothly as they do.
Everyone involved in a purchase/sale intuitively understands that people are
what keep the gears turning. Later, when someone else needs assistance with
THEIR transaction, they’ll search out the best PEOPLE in the business, often
asking others for recommendations.
This is why real estate professionals place such a high priority on networking
and referrals. The more people you know, and the stronger your reputation, the
more business you’ll gain. The strength of your network also includes related
service professionals—people who stand out in their respective fields or other
real estate markets. After all, the referrals you GIVE can be just as important as
the referrals you RECEIVE.
Traditionally, real estate professionals often called their networking efforts
“sphere of influence” marketing. That concept is still valid, even though
technology, has forced a shift in tactics. In an Internet-connected world, most
agents’ “spheres” are much larger, demanding different thinking about who and
how you influence others.
This issue of Today’s Buyer’s Rep focuses on what’s-working-now networking
and referral tips, including advice from the latest inductees to the REBAC
Hall of Fame. Look inside to learn what tactics other Accredited Buyer’s
Representatives are relying upon. Also, make sure you’re taking advantage of
special networking forums for ABR® designees and other business-building
members-only benefits.
LOOK INSIDE...
Networking Tips from
Leading ABR® Designees
page 4
3 Ways to Network with REBAC
page 5
Vetting Process: Treat Referrals
Like YOU’RE the One on the Line
page 6
New Consumer One-sheet:
Home Maintenance Checklist
page 7
MEMBERSHIP
UPDATE
November is
Designation
Awareness
Month
Designation Awareness
Month is the perfect time
of the year to consider
expanding your credentials
and to ensure you’re taking
advantage of all the benefits
you’ve earned from your
current designations. For
a complete list of NAR’s
official certifications and
designations visit
realtor.org/designations.
As you reflect on the value
of designations, we hope
you’ll renew your REBAC
membership so you can
continue receiving this
newsletter and enjoying
many other member
benefits. (See page 3 for
details.) When you choose
to pay the balance of
your 2016 dues online
by January 4, 2016, you
will receive a 5% discount.
Renew today at REBAC.net.
WORTH QUOTING...
“Minds are like parachutes; they
work best when open.” - Thomas Dewar
Congratulations!
New Inductees to the REBAC Hall of Fame
The REBAC Hall of Fame was established to acknowledge real estate professionals who have
made a lasting impact on buyer representation through their dedication to superior client
services, skill-based education and community service. This year’s inductees will be honored at
a special reception held during the REALTORS® Conference & Expo in San Diego:
Victoria Doran,
ABR®, GRI
Coldwell Banker
Barrington, RI
Connie GlassBirnbohm, ABR®,
CRS, GRI
BHHS Fox & Roach,
REALTORS®
Marlton, NJ
Sharon Goodin,
ABR®, Associate
Broker
Long & Foster
Yorktown, VA
Krista Shortreed,
ABR®
Realty Executives
Janesville, WI
Victoria is a seasoned real estate agent and broker, having worked in the
industry for over 30 years. She has served as president and director on
various committees and boards in the Rhode Island area, and is active in
local, state and national REALTOR® associations. She gives back to the
community by fundraising for various charities, and volunteers her time to
prepare meals for AIDS patients.
Connie is not only an ABR® designee, but also an instructor of NJ
Salesperson Pre-Licensing and ABR® courses. She is a broker, and
has served on numerous councils and committees in the state of New
Jersey. Additionally, Connie is involved in her community through her
philanthropy work for five local children’s charities, plus raising funds
and awareness for breast cancer research.
Sharon is described as an honest agent who puts every buyer’s interest
before her own. Her passion lies in working with first-time home buyers
and military families. She is a dedicated agent who finds a way to work
with clients, even those who are out of state, to purchase their dream
home. She strives to serve as an example to her sons who have followed
in her footsteps and work in the real estate profession as well.
Krista is yet another ABR® designee who not only is proud to hold the
designation, but is passionate about teaching others of its importance
as an agent. She is active in her community, and has worked with
high school business classes, family community events, and local teen
homeless shelters. At her previous company, First Weber Group Real
Estate, Krista was the recipient of a Quality Service Award for over five
years in a row.
Connect online with fellow ABR® designees for news, tips, and referrals!
REBAC.net
@abrebac
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TBR • November 2015
Have You Visited the
Member Center Lately?
Do you know your REBAC membership includes exclusive access to a
long list of business-building resources? The password-protected Member
Center at REBAC.net is a central hub for tapping into networking/
referrals resources, marketing materials, tools for working with buyers, and
informative publications.
•
•
Networking Referrals – Need to
make a referral? Use the ‘Find a
Buyer’s Rep’ database to search for
other ABR® designees—or access
our private online referral network
and/or Facebook group to strike up
conversations with other members.
Marketing Materials – We’ve
simplified the process of creating
attractive promotional materials,
including postcards, flyers, and
brochures (with customizing options)
via the REBAC Print Shop.
•
Tools for Working with Buyers – Lots
of great resources here, including the
customizable Home Buyer’s Toolkit
and consumer one-sheets on 35
educational topics for buyers!
•
Publications – Looking for a past
issue of Today’s Buyer’s Rep?
You’ll find it here, plus several
other resources.
TBR • November 2015
3
Networking Tips
from Leading
ABR® Designees
Who should you network with? Practically everyone you
meet! That’s one reason Victoria Doran, ABR®, GRI,
with Coldwell Banker in Barrington, RI, and a 2015
REBAC Hall of Fame Inductee, almost always wears her
REALTOR® pin. “It may seem like a small thing, but
it’s amazing how many people want to talk about real
estate,” says Doran. “I always make a point of asking if
they, or someone they know, could use my help.”
Likewise, when Doran spends time at the beach, her company
logo is prominently displayed on her chair and beach bag.
“That’s also a great conversation-starter,” she adds.
Other local agents may be viewed as competitors, but in terms of
networking, it’s important to earn their trust even before you’re
involved in a transaction. “As you network or socialize with
other agents, they begin to know you and your character,”
explains Sharon Goodin, ABR® and Principal Broker with
Long & Foster in Yorktown, VA, also a 2015 REBAC Hall of
Fame Inductee.
“In a future multiple offer situation, for example, your
character could be a determining factor in whether your
buyer’s offer is accepted over another buyer’s offer,” says
Goodin. “How well we network with other agents can greatly
affect our clients’ outcomes.”
Related real estate professionals can be an essential component
of every agent’s networking strategy, especially if you’re able
to develop strong reciprocating referral relationships. That’s
what’s worked well for Krista Shortreed, ABR®, with Realty
Executives in Janesville, WI, and another new member of the
REBAC Hall of Fame.
“I am one of the presenters for a first-time home buyer
workshop sponsored by the city and local lenders. I know
these lenders do a great job with first-time buyers, so in my
presentation, I encourage buyers to rely on their expertise,”
explains Shortreed. “The lenders recommend me to buyers
for the same reason.”
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TBR • November 2015
“First-time buyers seem to feel more comfortable having an
experienced ‘team’ that can help them navigate the process,”
says Shortreed. “Bottom line, I’ve been extremely successful
in networking with these lenders and creating a strong
referral base.”
Past clients, on the other hand, are often overlooked in agents’
networking efforts. When surveyed, most consumers say
they’d use their agent again, although most haven’t had any
contact since closing. “I send cards to my recent sales and
past clients to keep my name in front of them,” says Doran.
“It works. Many times I get follow-up calls asking if I can
help someone they know who’s looking for a home.”
Don’t forget your REALTOR® associations. “I would say the
most important thing with networking is to have a presence,”
explains Connie Glass-Birnbohm, ABR®, CRS, GRI, with
BHHS Fox & Roach, REALTORS® in Marlton, NJ, and a
member of the 2015 REBAC Hall of Fame.
“I’ve gained a lot of knowledge serving on various
committees, from the local to the national level,” says
Glass-Birnbohm. “But the hidden benefit is the farranging connections you make and the broad exposure
you gain. It also helps you stay ahead and prepare for new
developments—a win-win all around!”
Online networking has firmly taken its place beside traditional
networking techniques. As Goodin points out, “The Internet
has opened the possibility of receiving referrals from
unknown out-of-state persons.” These inquiries, however, are
still based upon your reputation. “They’re the result of hard
work, positive online reviews, and a job well done over many
years,” concludes Goodin.
3 Ways to Network with REBAC!
1.
Facebook - ABR® Referrals &
Networking Community
Over 4,000 ABR® designees across the
U.S. and Canada participate in this
recently launched private Facebook
group, regularly sharing referral
opportunities. (If you’d like another
invitation to join, email rebac@realtors.org.)
Available to ABR® designees.
3.
2.
ABR® Online Referral Network
Over 7,000 members interact on online forums,
blogs, and more, sharing tips and referrals. If you
haven’t joined yet, email rebac@realtors.org.
Available to ABR® designees.
ABR®, GREEN and SRES®
Networking and Awards Reception
Make personal connections with other
ABR®, GREEN, and SRES® designees, at
this premier networking event of the year,
attended by numerous industry leaders,
including the latest and past inductees to
the REBAC Hall of Fame. If you aren’t able
to attend this year’s event (November 14
in San Diego—held in conjunction with the
REALTORS® Conference and Expo), consider
adding this to your calendar next year!
Attendees enjoying the 2014 Networking and
Awards Reception.
TBR • November 2015
5
Vetting Process:
Treat Referrals
Like You’re the
One on the Line
By Connie Glass-Birnbohm, ABR®, CRS, GRI,
with BHHS Fox & Roach, REALTORS® in Marlton, NJ
I take the referral process very seriously. After all, every
referral is an extension of me. Further, every past customer
can influence several transactions down the road, so I
have to be sure I don’t lose a good customer based on a
bad referral.
For me, the process begins with asking the buyer(s) being
transferred very specific questions regarding their needs, the
new areas they want to explore, and their price range. We’ll
meet in my office where I can use RPR (Realtors Property
Resource®) to give them an overview and key demographics
for the market where they are headed.
We look at homes in the area where they think they’ll
focus their search. Then we discuss how far they want to
commute. (This is a point I’ll thoroughly cover with any
agents I interview to see how realistic the buyer’s commuting
assumptions may be.)
Once the demographic area has been determined, I
interview two or three ABR® designees (or MRP if the client
is military). I’ll ask detailed questions about the agent’s
activity in the area and other aspects of the buyer’s home
preferences.
The more detail oriented you are, the better because you’ll
gain insights about the agent’s knowledge as well as their
personality and related skills. Ultimately, I’ll place the
referral with the agent who best matches my customer’s
personality style and needs.
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TBR • November 2015
If I am referring a listing in another state, I’ll start my agent
search among CRS designees and look for someone who has
also acquired their SRS or GRI designation. For most listing
referrals, I select two candidates, suggesting that the owner
interview both. I also let both agents know they aren’t the
only one with a seat at the table.
I always start the referral search with agents who have
earned designations. I know if the agents are invested in
their professionalism, they are usually more knowledgeable
about the process and how it applies in their specific market.
The referral client always comes first, which is another
reason I focus on finding the best agent for the job.
My buyers (or sellers) are seldom disappointed with the
referrals I’ve given them. I also remind the agents to
remember me if they have a referral for New Jersey. Many of
these agents have commented on my detailed and thorough
process, saying they want to start working referrals in the
same manner.
Referrals: More Best Practices
•
Make sure the receiving agent has time to work with
your client(s).
•
Set expectations for how and when you’ll
communicate with one another.
•
Discuss and agree upon compensation details.
•
Once you’re comfortable with the receiving agent, share
any additional information about the client’s needs
and wants. This facilitates a smooth transition and
reduces the client’s need to repeat themselves.
•
Brief your client on anything they should know before
passing them off to the receiving agent.
Home Maintenance Checklist
Congratulations! Most buyers feel considerable pride in becoming a home owner—but
also recognize ownership includes many new responsibilities. To keep your home looking
and performing its best, here are several of the most important jobs to remember.
SAFETY FIRST
KEEP IT CLEAN
Prevent accidents or injury by regularly checking
these systems:
Test fire extinguisher
Occasional “deep cleaning” prevents dirt and grime
from accumulating, keeping your home in tip-top
shape. In addition to ongoing cleaning chores, don’t
forget to periodically:
Replace batteries in smoke and carbon monoxide
detectors each spring and fall
Check the auto-reverse safety feature on your
garage door
Make sure your dryer vent is exhausting properly
AVOID SERIOUS WATER DAMAGE
You’ll prevent substantial problems if you heed
these warnings:
Make sure your sump pump is working and seriously
consider installing a battery back-up system
Keep gutters and downspouts clean
Make sure rain water flows away from the house
Clean out any debris in window wells (and consider
adding covers)
Check for any small leaks by toilets, dishwashers,
under sinks, etc.
Ensure your roof is leak-proof by checking the attic for
signs of water damage
Clean (degrease) your range-hood filter
Clean and brighten tile and grout
Wash walls and windows
Wipe down baseboard molding, as well as trim
surrounding doors and windows
Deep-clean basements and garages at least annually
ENERGY EFFICIENCY
You’ll reduce your power bill and keep appliances running
longer if you:
Change (or clean) furnace filters each month
Vacuum the coils on your refrigerator twice a year
Seal any drafty windows or doors
OUTDOORS
While the weather is nice:
Check for damage (cracks in the foundation, peeling
paint, etc.) and make necessary repairs
Winterize air conditioning systems (in cold climates)
and cover outdoor units
Fill any cracks in a blacktop driveway and reseal
each fall
The Accredited Buyer’s Representative (ABR®) designation is awarded by the Real Estate Buyer’s
Agent Council (REBAC), a subsidiary of the National Association of REALTORS® (NAR).
To learn more about REBAC and access various home buyer resources, please visit REBAC.net.
TBR
TBR•••TBR
September
November
2015
TBR
September
• May 2014
7
Real Estate Buyer’s Agent Council, Inc.
430 North Michigan Avenue
Chicago, IL 60611
1-800-648-6224
REBAC@realtors.org
TODAY’S
BUYER’S REP
November 2015 · Volume XXIV · Number 11
REBAC Sweepstakes Winners!
Congratulations to the winners of REBAC’s Sea You in San Diego Sweepstakes, held in conjunction with the
REALTORS® Conference & Expo:
1st Prize
2nd Prize
3rd Prize
Jeff Botnen, ABR®
Fargo, ND
Debra Allen, ABR®
Mesa, AZ
Barry Taylor, ABR®
Ashburn, VA
Aircraft Carrier
Cruiser
Once again, congratulations to the winners and
thanks to all who participated!
Frigate