Ten-Tips-For-Negotiating

The ability to negotiate successfully in today's turbulent business climate can make the difference between success and failure. With this in mind, Ed has reevaluated his list of top ten negotiation tips. Here are Ed Brodow's Ten Tips for Successful Negotiating updated for the year 2020: 1. Don't be afraid to ask for what you want. Successful negotiators are assertive and challenge everything – they know that everything is negotiable. I call this negotiation consciousness. Negotiation consciousness is what makes the difference between negotiators and everybody else on the planet. Being assertive means asking for what you want and refusing to take NO for an answer. Practice expressing your feelings without anxiety or anger. Let people know what you want in a non-threatening way. Practice 'I' statements. For example, instead of saying, "You shouldn't do that," try substituting, "I don't feel comfortable when you do that." Note that there is a difference between being assertive and being aggressive. You are assertive when you take care of your own interests while maintaining respect for the interests of others. When you see to your own interests with a lack of regard for other people's interests, you are aggressive. Being assertive is part of negotiation consciousness. "Challenge" means not taking things at face value. It means thinking for yourself. You must be able to make up your own mind, as opposed to believing everything you are told. On a practical level, this means you have the right to question the asking price of that new car. It also means you have an obligation to question everything you read in the newspaper or hear on CNN. You cannot negotiate unless you are willing to challenge the validity of the opposing position. 2. Shut up and listen. I am amazed by all the people I meet who can't stop talking. Negotiators are detectives. They ask probing questions and then shut up. The other negotiator will tell you everything you need to know – all you have to do is listen. Many conflicts can be resolved easily if we learn how to listen. The catch is that listening is the forgotten art. We are so busy making sure that people hear what we have to say that we forget to listen. You can become an effective listener by allowing the other person to do most of the talking. Follow the 70/30 Rule – listen 70 percent of the time, and talk only 30 percent of the time. Encourage the other negotiator to talk by asking lots of open-ended questions – questions that can't be answered with a simple "yes" or "no." 3. Do your homework. This is what detectives do. Gather as much pertinent information prior to your negotiation. What are their needs? What pressures do they feel? What options do they have? Doing your homework is vital to successful negotiation. You can't make accurate decisions without understanding the other side's situation. The more information you have about the people with whom you are negotiating, the stronger you will be. People who consistently leave money on the table probably fail to do their homework. 4. Always be willing to walk away. I call this Brodow's Law. In other words, never negotiate without options. If you depend too much on the positive outcome of a negotiation, you lose your ability to say NO. When you say to yourself, "I will walk if I can't conclude a deal that is satisfactory," the other side can tell that you mean business. Your resolve will force them to make concessions. Clients often ask me, "Ed, if you could give me one piece of advice about negotiating, what would it be?" My answer, without hesitation, is: "Always be willing to walk away." Please note that I am not advising you to walk away, but if you don't even consider the option of walking away, you may be inclined to cave in to the other side's demands simply to make a deal. If you are not desperate - if you recognize that you have other options - the other negotiator will sense your inner strength. 5. Don't be in a hurry. Being patient is very difficult for Americans. We want to get it over with. Anyone who has negotiated in Asia, South America, or the Middle East will tell you that people in those cultures look at time differently than we do in North America and Europe. They know that if you rush, you are more likely to make mistakes and leave money on the table. Whoever is more flexible about time has the advantage. Your patience can be devastating to the other negotiator if they are in a hurry because they start to believe that you are not under pressure to conclude the deal. So what do they do? They offer concessions as a means of providing you with an incentive to say YES. 6. Aim high and expect the best outcome. Successful negotiators are optimists. If you expect more, you'll get more. A proven strategy for achieving higher results is opening with an extreme position. Sellers should ask for more than they expect to receive, and buyers should offer less than they are prepared to pay. People who aim higher do better. Your optimism will become a self-fulfilling prophecy. Conversely, if you have low expectations, you will probably wind up with a less satisfying outcome. 7. Focus on the other side's pressure, not yours. We have a tendency to focus on our own pressure, on the reasons why we need to make a deal. It's the old story about the grass being greener in the other person's backyard. If you fall into this trap, you are working against yourself. The other side will appear more powerful. When you focus on your own limitations, you miss the big picture. Instead, successful negotiators ask, "What is the pressure on the other side in this negotiation?" You will feel more powerful when you recognize the reasons for the other side to give in. Your negotiation power derives in part from the pressures on the other person. Even if they appear nonchalant, they inevitably have worries and concerns. It's your job to be a detective and root these out. If you discover that they are under pressure, which they surely are, look for ways to exploit that pressure in order to achieve a better result for yourself. 8. Show the other person how their needs will be met. Successful negotiators always look at the situation from the other side's perspective. Everyone looks at the world differently, so you are way ahead of the game if you can figure out their perception of the deal. Instead of trying to win the negotiation, seek to understand the other negotiator and show them ways to feel satisfied. My philosophy of negotiation includes the firm belief that one hand washes the other. If you help the other side to feel satisfied, they will be more inclined to help you satisfy your needs. That does not mean you should give in to all their positions. Satisfaction means that their basic interests have been fulfilled, not that their demands have been met. Don't confuse basic interests with positions/demands: Their position/demand is what they say they want; their basic interest is what they really need to get. 9. Don't give anything away without getting something in return. Unilateral concessions are self-defeating. Whenever you give something away, get something in return. Always tie a string: "I'll do this if you do that." Otherwise you are inviting the other negotiator to ask you for additional concessions. When you give something away without requiring them to reciprocate, they will feel entitled to your concession, and won't be satisfied until you give up even more. But if they have to earn your concession, they will derive a greater sense of satisfaction than if they got it for nothing. 10. Don't take the issues or the other person's behavior personally. All too often negotiations fail because one or both of the parties get sidetracked by personal issues unrelated to the deal at hand. Successful negotiators focus on solving the problem, which is: How can we conclude an agreement that respects the needs of both parties? Obsessing over the other negotiator's personality, or over issues that are not directly pertinent to making a deal, can sabotage a negotiation. If someone is rude or difficult to deal with, try to understand their behavior and don't take it personally. Source https://www.brodow.com/Ten-Tips-For-Negotiating Ed Brodow Negotiation Expert, Speaker & Author Ed Brodow is a keynote speaker and author of Negotiation Boot Camp: How to Resolve Conflict, Satisfy Customers, and Make Better Deals. For more information on his presentations, call 831-372-7270 or e-mail ed@brodow.com.

Top 10 Reasons to Fire Yourself as Transaction Coordinator and Delegate Your Way to a Raise!

Top 10 Reasons to Fire Yourself as Transaction Coordinator and Delegate Your Way to a Raise!


10. You want to reduce and control operating costs. You know that you are ready for a transaction coordinator but aren’t ready for the huge expense a full-time employee may cost. You should not be working harder just to make payroll, try outsourcing.


9. You are ready to improve the focus of your business. As a Realtor most of your business comes from referrals through your networking, prospecting, and farming efforts, not the fax machine or filing cabinet. With that said, your time is better spent on activities that generate business transactions.


8. You want the very best for your clients. Outsourcing can give access to high-level coordinators that have successfully handled thousands of transactions. Hiring and managing a full-time transaction coordinator is expensive. Hiring a team of transaction coordinators with years of experience is beyond most companies means.


7. You’d like to spend more time on other passions you have such as volunteering. Many of our clients regularly spend time on various boards and volunteering at local agencies. In addition to giving back to their community, they have also grown their business through these activities. Having a TC on their team gives them more time to be of service in their community.


6. You would like to free up resources for other purposes. By controlling the costs and most importantly the time associated with managing a transaction your resources can be better used to increase marketing and other revenue-generating activities.


5. You need help but don’t have time to train someone to do things the way you want them done. Hiring an assistant to help you is an excellent way to grow your business, most, however, don’t have the systems or training in place to make it successful for both parties. Hiring a transaction coordinator like our team with systems and experience can save you time and money.


4. You’re new to the business and know that you could use the help of an experienced coordinator to “coach” you through the process. The “School of Hard Knocks” is not the best way to learn especially when so much is at stake for your clients. Having someone guide you through the process can make a HUGE difference in the outcome of most transactions.


3. You’re looking for an edge in the marketplace. Your clients are tech savvy but you aren’t sure how to bring more of that to your clients after contract. Our transaction coordinators utilize a software program where invited participants can view the transaction and documents. This can save you money by not having to purchase expensive software or investing the time it takes to learn and customize something new.


2. You are ready for a raise! Spending too much time on administrative duties or the ever-consuming time spent waiting for an enail or return calls reduces your bottom line. Have someone else handle those items and increases your per hour pay rate immediately.


1. You would like a day off! There is nothing wrong or selfish about taking time for you, in fact; it’s good for the soul and will probably increase your productivity. However, taking time off without sufficient coverage is deadly in any business. Having a transaction coordinator on your team can make taking a day or two or even a week off a breeze.

Call us
Christine Matus PA
561-598-1268
www.christinematus.com

The Beginner's Guide to Using a TC

Tips and Tricks to make the most out of your partnership

Including a Transaction Coordinator (or "TC") into your business can be one of the most financially beneficial decisions you make in your career. A fine-tuned workflow created between you and your TC can result in more time for lead generating & money making tasks as well as increased customer satisfaction & client referrals. Of course, the opposite effect would take place if you and your TC aren't in sync or even a good match. One of the best ways to make sure "it's not you" is to follow the steps in this beginner's guide below.

https://www.thetcadvantage.com/single-post/BeginnersGuidetoTCs

Questions to Ask Yourself Before Hiring a Transaction Coordinator / Virtual Assistant

Because the Transaction Coordinator/Virtual Assistant industry is growing so rapidly there are now several to choose from.

And because clients work so closely with their Transaction Coordinator/Virtual Assistant it is very important to find one that is a perfect fit for you. If you ask yourself the right questions and respect your answers you will be on the right path to choosing your perfect TC/ VA.

Here are just a few questions to ask yourself when choosing a Transaction Coordinator/Virtual Assistant:

• What is your personality type?

Are you a Type A that works well with other Type A personalities or do you need a more laid back person to work with? Or are you relaxed and need a Type A personality to keep you on track, on time and organized? Think about what type of person energizes you and consider a TC/ VA that compliments that.

• What is your communication style?

Are you a quiet person who doesn’t like to talk every day? Or are you better served by a daily or weekly phone call to connect? If you are chatty, don’t partner with a TC/ VA that prefers to be less-than-chatty. Neither one of you will be happy.

• How often do you like to communicate?

Do you like to email 5 times a day, once a day, once a week? How much communication do you want from your TC/ VA? Do you like to chat on the phone? Do you hate the phone and prefer email? Maybe using Skype to communicate is more your style. It’s important to find a TC/ VA that matches that style. Trust me; you don’t want to receive 20 emails a day from an “in-touch” TC/ VA if you prefer less but more focused communication. It will drive you both crazy in no time.

• What kind of commitment do you want?

Do you have a ton of on-going projects and want a retainer agreement where you and your TC/ VA commit to a predetermined amount of hours per month? Or at this point in time do you have small projects that you need minimal help with and just want to pay by the project or via packages? Save yourself time and determine this up front.

• How involved do you want your TC/ VA to be in your business?

Do you want him/her to brainstorm marketing ideas with you, rehash your business plan? Or do you have a preference for someone who will simply submit your work on time and keep your business admin tasks completed? Don’t partner with a TC/ VA that has no involvement in mind or you’ll find yourself unhappy. Likewise, don’t ask a TC/ VA whose preference is to simply complete projects and email them to you to collaborate on an advertising campaign.

• What kind of work style do you prefer?

Do you prefer a more structured work style? Do you like pre-determined meeting times? Or can a spur-of-the-moment phone call work for you? You’ll be much happier to partner with a TC/ VA that has the same work style as yourself.

• How important it is for you “click” with your TC/ VA?

Ideally, we all click to a degree with the professionals we hire, such as our accountant, lawyer, etc because we want to give our money to someone we trust and like. However, it’s crucial to really click and connect with your TC/ VA because they’ll become a partner in your business. Depending on your arrangement and needs, you could expect to talk with them daily. Some people prefer to have the expertise the TC/ VA offers and can manage without a personal connection and other business owners need the connection first and realize the TC/ VA can learn the skills necessary. Think about what would work best for you.

• What kind of importance do you give certifications and associations?

Do you want your TC/ VA to have a long list of official certifications or belong to a list of associations? If that’s important to you, there are TC/ VA's who hold several certifications and belong to many associations. Not holding a certification doesn’t mean a TC/ VA isn’t qualified and professional but it might be something you want to consider.

• Do you mind if your TC/ VA subcontracts to other TC/ VA?

Many TC/ VA's make it a common practice to subcontract work out, and if they do, you should be ok with that. Do you prefer just one person to work on your projects? Do you care if other people manage your projects so long as your TC/ VA gives it the final approval before sending it on to you?

• And last, but certainly not, least – do you trust your gut?

Easier said than done. But once you talk to someone, communicate with them several times, get the responses you are looking for – then see what your gut tells you and go with it. You’ll be on your way to a successful relationship with your new TC/ VA.

Just a few simple questions can prevent a lot of misunderstanding and wasted time. If it works out perfectly, you’ll have a partnership that will benefit your business for years to come.
www.ChristineMatus.com

Top 10 Reasons to Hire a Transaction Coordinator

1.  Improved Focus on business building Activities.

You are ready to improve the focus of your business. As a Realtor, most of your business comes as referrals thru your networking, prospecting and farming efforts, not the fax machine or filing cabinet. Your time is better spent on activities that will help you to grow your business, not administrative work.

2. The very best for you and your clients.

You expect nothing but the very best for your clients. Outsourcing can give you access to high-level coordinators that have successfully handled thousands of transaction. Hiring and managing a full-time transaction coordinator is expensive. Hiring a team of Transaction Coordinators with years of experience is easy. Call us, Christine Matus PA 561-598-1268

3. Reduce and/or control Operating Costs.

You want to reduce and control operating costs. You know that you are ready for a Transaction Coordinator but aren't ready for the huge expense a full-time employee may cost. By controlling the costs and more importantly the time associated with managing a transaction, your resources can be better used to increase marketing and other income producing activities.


4. Personal Time to pursue other passions.

You’d like to spend more time on other passions you have like volunteering. There is more to life than Real Estate! Many of our clients regularly spend time on various boards and giving back to their communities, they have also grown their business through these activities. Having a Transaction Coordinator on their team gives them more time to be of service in their communities.

5. Increased Sales and Business Revenue.
You want to increase your sales and revenue yet are worried about being able to keep up with the demand. You are already busy, imagine what your life will look like if you increase your sales volume….by double. Well without help you’ll likely burn out. With a transaction Coordinator on your team, you can confidently handle more sales without compromising your quality of life.

6.  No time to train a New Transaction Coordinator.

You NEED HELP and don't have time to train someone to do things the way you want them done. Hiring an assistant to help you is an excellent way to grow your business, most, however, don't have the systems or training in place to make it successful for both parties. Hiring a Transaction Coordinator gives you access to tested systems and experience which can Instantly save you time and money.

7.  New to the Real Estate Business and ready to Succeed.

You’re new to the business and ready to SUCCEED. You know that you could use the help of an experienced Transaction Coordinator to “coach” you through the process. The “School of hard knocks” is not the best way to learn especially when so much is at stake for your clients. Having someone guide you through the process can make a HUGE difference in the outcome of most transactions.

8. You want to give yourself a raise.

You are ready for a raise! Spending too much time in administrative duties or the ever consuming time spent waiting on a fax or return call reduces your bottom line. Have someone else handle those items increases your per hour pay rate immediately. It’s estimated that it takes more than 20 hours of work to go from contract to close. A Transaction Coordinator can save you more than half of that time for a fraction of what you should be paying yourself.

9. It’s time for a much-needed vacation.

You would like a day off! There is nothing wrong or selfish about taking time off for you, in fact; is good for the soul and will probably increase your productivity.However, taking time off without sufficient coverage is deadly in any business. Having a Transaction Coordinator on your team can make taking a day or two or even a week off a breeze.

10. Leverage, Leverage, Leverage.

You have big ideas, BIG DREAMS, and like everyone else only 24 hours in a day. You can’t do it alone, no one who has accomplished greatness ever has. Building a Team will help you leverage your time and give you the freedom and resources to reach your dreams. Dream Big, I’ve got you covered.

Call me Today! Christine Matus 561-598-1268

(Humor) Top 5 Reasons NOT to Hire a Transaction Coordinator/ Virtual Assistant

Transaction Coordinator/ Virtual Assistant are becoming popular in the Real Estate realm. Here are a few reasons why you should not hire one.

1. You are a Jack of all trades and a master of none. You don’t care about the quality of work or service you provide to your clients or the business image you project with your unprofessional documents and work. You are happy taking on the job of 4 or 5 people even if it results in half done projects. A virtual assistant can take a number of mundane or specialty tasks off you so that you can focus on managing your business effectively.

2. You are a glutton for stress. You thrive on stress and will rather go without vacations, downtime or quality time with your loved ones. You enjoy working when you are ill and run down. Your aim is to burn yourself out while working round the clock and you love to sweat the small stuff. A virtual assistant can take on your overflow work or cover your business during vacations or sickness. You can hire them for ongoing projects or one-shot projects.

3. Who cares about money anyway? You are a small or mid-sized business owner who would rather hire full-time staff to cover seasonal or part-time positions. You are happy to pay your staff even if their workday activity allocation is similar to the example below:

• Daydreaming – 20%
• Keeping in touch with family and friends – 30%
• Online shopping – 10% (20% at Christmas)
• Pay personal utility bills - (5%)
• Office discussion group on latest reality show – 25%
• Performance according to job-description – 10%  (75% when the boss is in the vicinity)
• Virtual assistants are only paid for the work they do, not the work they don’t do.

4. You would rather use office space and equipment inefficiently. You appreciate dust-gathering office furniture and office equipment that would not operate themselves. Virtual assistants work out of their own fully furnished offices and are able to provide finished projects to you whether you are on a cruise in the Bahamas or at your home office.

5. You aspire to receive an award from your local chamber of commerce in recognition of your efforts in one or more of the above-listed points.

Enjoy the humor intended in this article, but thoroughly consider and explore ways in which a Transaction Coordinator/ Virtual Assistant can partner with you for success.
www.ChristineMatus.com

Why a Transaction Coordinator/Virtual Assistant is Better than Hiring an In-House Office Assistant

Kudos! Your business is growing and you have decided it is finally time to hire an Office Assistant.

Why a Transaction Coordinator (TC) /Virtual Assistant (VA) is Better than Hiring an In-House Employee. Before writing up your recruitment ad, consider the advantages of outsourcing.

• A (TC)/(VA) is a highly-skilled, independent professional who remotely provides administrative, technical and/or creative business support services

• With a (TC)/(VA), you save money as you don’t have to provide office space, furnishings or equipment. Every VA works from their own office environment.

• With a (TC)/(VA), you don’t have to worry about coordinating work schedules. Simply send off the work to be done with a due date.

• A client only pays for the actual time a (TC)/(VA) spends on completing the task. No money spent on bathroom visits, water cooler chats, or coffee breaks.

• When hiring a (TC)/(VA), there is no need to pay for fringe benefits like health insurance, vacation pay or employer wage deductions. A (TC)/(VA) takes care of all their own overhead costs.

• In-house staff will probably require training. A (TC)/(VA) is already proficient with the latest tools and technology to do the job.

• As an independent business owner themselves, a (TC)/(VA) has the ability to see the bigger picture. Unlike an employee, a (TC)/(VA) knows and understands the challenges of running a business.

• A (TC)/(VA) invests in their own business and has the software available to complete projects. A client can save money by not having to use their funds to purchase software for every new project.

• (TC)/(VA) have a resource pool available to call upon. If there is a time constraint, they have access to numerous connections which can be called upon to complete the job.

• Commuting is never a problem with a (TC)/(VA). Your work will get completed even during the worst weather. No downtime due to traffic accidents, construction or vehicle emergencies.

• As each client relationship is protected with a Confidentiality, you can be confident in the integrity of your (TC)/(VA) and don’t need to worry about confidential company information being leaked at the water cooler.

When working out the true costs of hiring an employee versus outsourcing to a Transaction Coordinator/Virtual Assistant, a client not only benefits by having a more qualified, more experienced professional on hand, but once the math is done, the (TC)/(VA) often comes in at a lower price! www.ChristineMatus.com

Why 83 percent of real estate agents become irrelevant after handing over the keys

As technology improves, targeting and following up with clients is easier than ever

One of the major reasons homeowners do not rehire their real estate agent is that they simply cannot remember their agent’s name. A dismal 17% of homeowners actually use their agent again, according to a consumer panel at Real Estate Connect San Francisco.

Real estate agents are on the go, busy, and do not have the time to regularly follow up with clients. Delivering relevant, real-time and personalized information to clients is a full-time job in itself. With targeted advertising becoming the norm for advertising across all industries, real estate must adapt as positive client relationships drive success.


Enhancements in mobile technology are making it easier than ever to better target clients and follow up. Mobile is the primary reason Facebook has been able to turn its ad network into a money-printing machine. Real estate agents must get serious about mobile if they want to thrive in the modern market. Specifically, the millennial generation is going to become more prominent over the next decade. Agents need to move beyond email blasts and postcards targeted at their entire audience to target the needs of individual consumers. Making information relevant at an intimate level is a sure way to maintain relevance among clients.

How do you even know what clients want to hear? What is it going to take so that information you send to them does not go in one ear and out the other?

Ask clients what they want to hear

There are a plethora of free online survey tools to send clients and gauge topics they want to know. Agents tell me clients are always asking for a service provider referral, what is selling in the neighborhood, and whether it’s a good time to refinance. These are only a few, but I am confident providing actionable information to your clients is a great way to keep them engaged. Moreover, as an agent, you become your clients' trusted source for local real estate news and updates.

Get serious about analytics

Analytics are the future of real estate marketing and in turn, will ultimately save you money. Understanding how your clients are looking at real estate data is critical to improving the entire client-agent experience. This will allow you to understand how your clients behave, translating directly into actionable data for you.

Diving deeper into what communication channels each client prefers will allow you to build a more intimate experience with each of your clients. For example, it does not make much sense to continue to send direct mail to clients who prefer digital communication and despise direct mail. Therefore, you focus on delivering the best digital experience for that client and save the money associated with mailings.

Overall, relevant, mobile, real-time and actionable data is the future of real estate content and marketing. Keeping clients informed when they want to be is critical, and ultimately will help 83% of agents stay relevant after handing over the keys.

Cost Comparison: Full-Time Employee versus Transaction Coordinator/ Virtual Assistant

Want to SAVE over $60,000 in business expenses this year?
A cost comparison for a full-time employee versus a Virtual Assistant


Although the Transaction Coordinator/ Virtual Assistant’s hourly rate is more than the employee’s rate, you save the cost of benefits and overhead that would have to be applied to the new employee’s wage. And, because Transaction Coordinators/ Virtual Assistants are usually more experienced, more efficient, and better connected than the employee, you’ll need to devote far less time to the project to get the same results, only 480 hours a year versus 2,080 for the new employee.

Remember, with a TC/ VA you only pay for the time on task! No more paying for socializing, hour long lunches or frequent trips to the washroom. Your employee’s 8 hour day can be crunched into 3-4 hours. Simply put, a Transaction Coordinator is more cost-effective.

Good selling requires.....

A good salesperson builds trust and confidence with their customers and clients. One way to do this is to demonstrate expertise. The more you know about your product or service (and share with your customer), the more your customer or client will trust in your abilities. Trust builds loyalty. Trust and loyalty leads to sales.

Knowing how to explain all aspects of the offer to purchase and the myriad of forms and disclosures required by law, including agency.

Both written and oral. The better you communicate, the better you will be at selling. Remember, communication is a two way street. It is important to listen. If the three most important words in real estate are "location, location, location," the three most important words in communicating are "listen, listen, listen."

Effective communication will allow you to build rapport. Rapport leads to trust and trust builds loyalty. Trust and loyalty leads to sales.

One of the biggest consumers of time in any sales business is prospecting, and prospecting usually produces no immediate results. Prospecting is all about contact with people. Contact with people creates opportunity. Said another way, contacts create contracts. If you are in a sales slump, increase the number of new and existing contacts each day by 20%... you will see results within 60 days.

There are many ways to prospect.

• Develop relationships with individuals who have access to many people and refer business to them in return for referrals. Examples: Tax preparers, insurance agents, plumbers, and others whose services you use and to whom you refer business.

• Participate in online communities.

• Ask for referrals..."have I done everything to earn your referral business?"

Make it positive. Motivate yourself to look for the silver lining in all events. "Attitude determines altitude."

Always do what you believe is in the best interest of your client. Your interests will take care of themselves.

Top 5 reasons to partner with a Virtual Assistant or Transaction Coordinator

1. Lower operational costs:

• Reduce costs associated with the production of products and /or services. 
• Cut down overhead associated with equipment, payroll, human resources training, medical, office space and utilities. Only pay for the work that needs to be done eliminating the costs associated with idle or non-productive time. 

2. Make more efficient use of time:

• Give you the flexibility to delegate tasks according to skill and abilities; thus increasing the quality of the work while reducing the time spent on each task. 
• Give you the ability to focus more time on the business aspects in which you are highly skilled and enjoy. 
• Make time for the urgent, imperative matters that arise. 
• Give you time to focus on the overall business goals and set priorities accordingly. 
• Allow time for the little things that sometimes get left out or overlooked. 

3. Keep up with technology:

• Gain access to an industry professional that can implement the top trends and technology, and has a vast network of resources to capitalize on. 
• Give you the edge you need to stay competitive, and evolve. 
• Implement the right tools and resources for your business. 

4. Enhance productivity:

• Implement tools and processes to operate more effectively. 
• Enable you to deliver better results in a shorter time frame. 
• Speed up the process of getting your products and/or services to the client. 
• Enable you to carry out the projects that are currently on your wish list. 
• Give you access to a larger range of highly skilled peopled. 

5. Convert your business into a hi-speed virtual office:

• Give you the ability to work anywhere in the world while remaining accessible to your client base. 
• Facilitate the exchange and collaboration of information and documentation. 
• Enhance the efficiency and accessibility of the business information available to the client. 
• Automate processes and procedures.

New Closing Rules take Effect

New Closing Rules take Effect

The Consumer Financial Protection Bureau (CFPB) has implemented new rules related to real estate closings where there is a mortgage involved. The most pertinent changes affect the timing of the loan process and required disclosures, and the subsequent closing.

What to know if you are a Buyer:

If you are buying real estate with a mortgage, it will take longer to close the deal. The contracts have been changed to allow up to 45 days for a loan commitment. It will be imperative to get your lender all the required documentation very quickly so there will not be delays. It is crucial that you are working with a lender who is well versed in all of the intricacies of the new laws.

What to know if you are a Seller:

If cash was king before, it is now emperor. If your buyer has a mortgage, your sale may be subject to delays because of the required notifications and waiting periods involved. You will not be able to schedule simultaneous "back to back" closings on the purchase of your next residence. 

Both buyers and sellers -- It is more important than ever that you have an experienced, knowledgeable REALTOR® by your side. We will help you navigate these increasingly complex transactions.

5 reasons your sellers are looking for another agent

Your reputation earned you the client, but are you sure you can keep them? These days many sellers are coming down with cases of the wandering eye. The changing tides and urgent needs that come along with selling real estate mean you have to pay attention to keep your clients and avoid your hard work going to waste.

Here are five reasons (and signs) your sellers might be shopping for your replacement:

1. You leave them with more questions than answers

If you find yourself explaining or unexplaining advice your clients have found elsewhere, you might be in grave danger of losing them. This usually means they feel both unsatisfied and uneducated. Both of these mean your commission’s in danger.

2. They’re flying blind

Now, clients and customers want to feel like they understand the process and what’s happening with their transaction. If you haven’t explained what the “road to closed” looks like, you’re leaving your client relationship and commission in danger. No one likes flying blind.

Sharing insights into how the home selling process works gives you a great opportunity to get back in your sellers’ good graces. Incorporate these statistics that sellers love into your explanation of the process to reinforce the fact that you’re an experienced real estate professional.

3. You’re hard of hearing

Repetition is a great tactic for making sure your audience gets the message … unless you’re paying that audience thousands of dollars to listen. Beware of repeat conversations, email exchanges and debates. These are clear indicators of client frustration and that they may soon be looking for your replacement.

4. You’re too nice

Smiles, gifts and great conversations are all a part of great client service, but they mean nothing if you can’t close the deals. Don’t mistake your great rapport with a client for a great working relationship. Ultimately, sellers want to work with the agent who can actually move them home.

 5. They’ve fallen in love with Google

The days of consumers passively waiting for service providers to meet their needs are long gone. When any or all of the above are true, your clients will start hunting for answers and help elsewhere. This is dangerous for your relationship because it means you’ve been officially dethroned as the “real estate expert” in their minds.

How to win back the client you already have ?
We want to hear from those of you who’ve dealt with this challenge.

How do you win a client back when you sense they might be slipping away?

Tips to Improve Your Social Media Skills

Just the facts!

Did you know the fastest growing market on Twitter is people aged 55 to 64? Or that LinkedIn has the lowest percentage of active users? Before spending your precious ad dollars or sinking your valuable time into social media promotion, make sure to identify which social media site will get the biggest bang for your buck/time. Do a bit digging for some hard stats, you won’t regret it.

Facebook and Twitter and Instagram…oh my!

Social media is constantly evolving. One of the most important things an agent can do to improve their exposure is to stay up on changes to the changes and be contently on the lookout for new opportunities. Emerging social media sites such as Pheed, Bubblews, and Sulia are worth taking a look for promotion and lead generation.

Do it often—just not TOO often

Try to find the sweet spot of the frequency of your posts. Posting too little will have no effect on your business but post too much and you will come off as annoying. According to Track Social, the sweet spot is posting twice a day for most social media sites. Customer and fan engagement tends to drop off significantly anything after that two a day average.

Your email address is an ASSET of your business.

You need to own your own domain, not a domain you may have to surrender some day. What is the value of your future business?

Here are a few thoughts on the use of a permanent e-mail address for REALTORS or any business:

1. Your e-mail address is an asset of your business and you invest in the e-mail address you use every time you give out a business card, piece of marketing material, or run an ad with it included in the ad. You are teaching the world that to communicate with you by e-mail, send e-mail to that e-mail address. If you ever changed e-mail addresses, for any reason, you would probably not receive e-mail sent to the "old" e-mail address. What about a customer who sends e-mail to you at the "old" e-mail address? If you do not receive the e-mail, you can't respond. What is the cost of potential lost business?

2. Anytime you use an e-mail address with a domain you do not own, you are investing in someone else's asset, you are a "renter" and not an "owner"...would you rather rent or own? If you use an comast e-mail address, who owns your e-mail address? If you use an AOL e-mail address (LOL..yes there are a few who still do...and I must mock them), who owns your e-mail address? Not you. The "owner" can raise the rent at their option. Maybe you think that they would never do that, but it is in their power to do so and not yours, whether you think so or not.

3. Who do you want to brand...you or gmail (or any other domain you do not own)?

4. Dot Com (.com) is the "800 number" of Top Level Domains...would you rather have an "888" toll free number or an "800" toll free number? New top level domains represent a risk to your business. Stick to the tried and true.

It makes good business sense for all businesses to own their own domain and to use it not only for their web site address, but for their e-mail address.

WHAT MAKES A STRONG CALL TO ACTION?

Before we get started it is important for your website to have a goal, that is, what is it you desire from your users? That may be to gather email addresses, capture leads, or get your visitor to enter their credit card information to buy something.

A call to action makes use of a banner, button, or some kind of graphic or text to lead your visitor down a predetermined path that results in them completing your goal. In the instance of real estate, a call to action to could be as simple as a button on the home page that says “start your home search” or “find your home value.”

So, how do we get a functional call to action? These are the some best practices:
Know a need – When first thinking about creating a call to action, you need to have a purpose in mind. Essentially, a need that you want to fill for your potential customer. Most call to actions make use of terminology like, “Buy this now!” or “Sell your home with us.” These are clear paths that you can start your new customer. Also, you will know how to fill their need.

Sweeten the deal – What’s in it for them? Why should they click that button, in other words? These people need to know why they should click that button on your site rather than someone else’s. Maybe you don’t take the normal amount of commission when selling a home. Or, maybe you give an amazing gift at closing. Let them know what they’re going to get out of their click.

Focus the language – Just as when creating a resume, everyone is always told to use action words. The same applies in this case. The focus is what you want them to do, not what you want from them. “Call, Buy, Register, Subscribe, Donate” are largely used active words. Essentially, they make the button say “Do This!”
Put it where it matters – This is easier said than done. The more important the Call to Action, the bigger it should be. Not only that, give it a contrasting color that will bring even more attention to itself. Lastly, it will need to have some space. Don’t butt it up against something else of less importance, this is distracting. These things are usually best left up to a designer because, honestly, they know what they’re doing and do it for a reason.

Call to actions are an essential piece to having a successful lead-generating website. It is the easiest way to help steer the potential customer into your new client.

Do you have any best practices that you have found that work best for you?
Please, feel free to share!

Photography Tips For Shooting a Home

FHA change eases buyers’ wait time

The Federal Housing Authority just made it easier for borrowers with previous hardships to qualify for an FHA-backed loan again. This is welcome news for buyers who went through short sales or foreclosures during the recent economic downturn.

The FHA announced that it is shortening the mandatory waiting periods for homeowners with a black mark on their credit to buy again using an FHA loan. These negative marks might include a short sale, foreclosure or even bankruptcy.

Before the FHA announcement, homeowners who went through one of those hardships faced a three-year mandatory waiting period. With the changes recently announced by the FHA as part of their Back to Work - Extenuating Circumstances Program, buyers who lost their homes due to financial hardships, but who can now prove over a course of the year that they are back on track financially, may qualify for an FHA loan sooner.

Under the new program, FHA announcements indicate a buyer can repurchase again after one year instead of three, provided they can document they lost 20 percent of their income.

This recent FHA announcement has sparked much interest from homebuyers who lost their homes due to extenuating circumstances.

Because the housing downturn is now six years old, there are many more buyers coming back into the market as they have passed the previously allotted waiting periods of three or four years, and they are looking to acquire financing again.

We encourage buyers to become familiar with today’s repurchase rules. These rules vary depending on the financing used and the type of hardship the applicant previously underwent.

Currently more than nine out of 10 mortgages are either funded by Fannie Mae/Freddie Mac, the FHA or VA. So, if a buyer is looking to purchase and needs financing, it is more than likely he or she will be using one of these three financing options. 

Each of those options has different rules directing the time frame for seeking financing again following a short sale, foreclosure or bankruptcy. To help consumers make sense of these options.

To qualify for the new FHA program, buyers should be prepared to:

• Prove that the foreclosure or short sale was caused by an economic event beyond their control, causing an income reduction of 20% or more for at least six months.

• Prove they have recovered from the economic event that led to the crisis.

• Prove that their credit was satisfactory before the economic event.

• Show that credit has been re-established over the past 12 months.

• Complete at least one hour of one-on-one housing counseling from a Department of Housing and Urban Development-approved counselor.

12 "Expert Picks" for Fail-Safe Colors

12 "Expert Picks" for Fail-Safe Colors
Here are twelve neutrals that color experts and designers rank as their top

 "fail-safe" picks.

Amazing Gray (Sherwin-Williams SW7044)

I repainted my bedroom this color, which is a medium gray with just a hint of green. It’s not too cool and not too warm. My plan is to use it with other grays, a charcoal gray upholstered headboard, and dusty plum and chartreuse.
—Jackie Jordan, Director of Color Marketing for Sherwin-Williams

Sage Morsel (Valspar 5005-1C)
I believe more in timeless colors than fail-safe colors like this gray green with its sophisticated gray undertone. You can find this color in your garden, paintings, and vintage photos, but the lightness of the gray green makes it perfect for today’s home.
—Sue Kim, Color Trend and Forecast Specialist for Valspar

Cinderblock (Ralph Lauren UL222)
For a warm, medium dark neutral I love Cinderblock. It just makes everything look rich and sophisticated. Very restful and pleasing to the eye. I just finished a Victorian reading room where I used it on the walls, trim, and ceiling as a home office and my client loves it.
—Myke Reilly, Designer and Co-Founder of The Happy Collective in San Francisco

Chelsea Gray (Benjamin Moore HC168
When people think about neutrals, they often think light and they don’t have to. This is a darker color that's still soft. It’s great with lots of linens, antiques, and vintage-style furnishings or it’s rich behind a contemporary white sectional.
—Sharon Grech, Color Expert for Benjamin Moore





Manchester Tan (Benjamin Moore HC168)
This is a very warm neutral that is almost like an off-white. It’s not gray or cold, and it’s not a boring beige. It's nice with dark and mid-tone woods and works well with cooler colors like blues or with reds, yellows, and greens.
—Sharon Grech, Color Expert for Benjamin Moore




Restrained Gold (Sherwin-Williams SW6129)
This warm and inviting color not only looks good with painted white trim but also stained trims like oaks, plus it maintains its hue well in daylight or artificial light. It also looks great in just about every room and pairs well with a wide range of colors, from reds and oranges to blues, greens, or purples.

—Karen Mills, Owner of Interiors by Design in Kansas City, Missouri 




Warm Caramel (Glidden GLN01)
I think this is simply the most comfortable and delicious full-bodied neutral. It works wonderfully with both traditional and contemporary design styles and is perfect used alone or paired with another color. It is one of our top sellers from coast to coast.
—Barbara Richardson, Director of Color Marketing for Glidden




Smooth Stone (Glidden GLN36)
Smooth Stone is the perfect neutral, if you are looking for a color that has subtle character and one that is truly neutral without the influence of red or yellow undertones. It works beautifully with other accent colors, too.
—Barbara Richardson, Director of Color Marketing for Glidden




Star of the Garden (Kelly-Moore KM4004-2)
This is my favorite fail-safe hue. It is a neutral that has it all—not too light or too dark, too warm or too cool. It’s the perfect complement to all of today’s most fashionable colors. It’s popular for exteriors, too.
—Mary Lawlor, Manager of Color Marketing at Kelly-Moore Paints





Ever Classic (Pratt and Lambert 32-34)
This is a perfect gray for walls or trim. It’s a mid-tone, neither too cool nor too warm. While all grays are trending strong right now, this is a gray that is a classic and will never go out of style. This color will lend a sense of luxury and refinement to any room in the house.
—Peggy Van Allen, Color and Design Specialist for Pratt & Lambert

Safari Vest (Behr UL190-17)
Safari Vest makes a wonderful background color, because so many other colors harmonize with it. Cream trim and black accents create a classic modern scheme, or pair it with accents in burgundy, forest, or navy blue for a more traditional look.
— Erika Woelfel, Director of Color for Behr

Toasted Wheat (Pratt and Lambert 7-26)
This has been one of our top colors for many years. It is a warm, nature-based tan that is extremely versatile. It has a certain amount of depth so that it will have a presence, but it is neutral enough that it won’t steal the show.
—Peggy Van Allen, Color and Design Specialist for Pratt & Lambert

Commission cutting

Did you know that many consumers believe that if you earn a 6 percent commission you keep the entire 3 percent on the buyer or seller side of the deal? It’s no wonder that they feel commission cutting is fair game. What can you do to educate them otherwise?

One of the most important points to realize is that the moment your sellers ask you to cut your commission, what they are really telling you is that you have failed to demonstrate your value.

Arm yourself with a premium marketing plan

An excellent strategy for demonstrating your value is to give your sellers a written premium marketing plan. This plan outlines all the services you provide to give the sellers the maximum exposure that results in the maximum price for their property.

Powerful commission defense:

You will also need at least two scripts that illustrate why it’s better to hire you as opposed to an agent who cuts his commission. When a seller asks you to cut your commission.

• “Mr. and Mrs. Seller, in order to achieve the highest possible price for your property you need someone who is a strong negotiator, wouldn’t you agree?” 
• “So if John Agent from Competitor Realty couldn’t even negotiate a full commission on his own behalf, how effective do you think he will be negotiating the best possible price on your home?”
• “Mr. and Mrs. Seller, this is my premium marketing plan that will help you obtain the highest possible price in the shortest amount of time. If you would like to pay a lower commission, perhaps I can find a junior associate who is willing to work for less money.”

Note that neither of these scripts mentions the word “discount.” Discounts are perceived as a benefit. Instead, addresses the seller’s need to net the most from the sale, and the fact that no one wants to be represented by a “junior associate.”

The six-card commission defense
At this year’s Real Estate Connect San Francsico conference, Ben Kinney of Keller Williams revealed one of the best commission defense strategies I have ever seen. The primary challenge facing agents right now is that the public doesn’t understand how much the agent actually nets at the end of the day.

A second challenge is that agents are now receiving phone calls where the homeowner asks, “How much do you charge?” If the agent answers, “Six percent,” the caller hangs up before the agent has a chance to explain his services.

Kinney’s approach to this situation addresses both of these issues. Here’s what he does:

1. Kinney comes armed to the listing appointment with at least 10 business cards. He uses these cards to illustrate what happens with commissions.

2. When clients ask, “How much do you charge?” his reply is, “Three percent.” This is also the answer to the phone call that asks, “How much do you charge?”

3. The next step is to ask the seller, “How much do you want to pay the agent who brings the offer to you — it can be 2 percent, 3 percent, 4 percent or even more.” Assuming that the seller says, “Three percent,” he puts aside three cards in addition to the three cards representing his commission.

4. He then continues by explaining: “Just so that you understand what happens to the 3 percent that you will be paying me,” he takes three cards and continues as he removes the first card, saying, “Every agent has to pay their broker part of the commission.” He takes the first card and puts it aside.

He then picks up the second card. “This amount goes to the marketing of your property,” which includes such services as professional photos; video; Web marketing; social media marketing; newspaper ads the agent pays for; brochures; gasoline; and all the other expenses entailed in marketing a home.

He then puts that card aside, picks up the last card and says, “This is how much I get paid.”

He then tears the card in half and says, “But I have to pay taxes, so this is how much I keep.”

He then asks a very important question: “So if another agent offers to lower their commission, where do you think the money comes from? Three percent goes to the other agent, 1 percent goes to their brokerage, and the government keeps 50 percent of what they earn. They’re not going to take food out of their children’s mouths, so the only place where this money can come from is by cutting into the 1 percent that I use to market your home.”

So the next time a client asks you to cut your commission, try one of the scripts above, or if you’re feeling adventuresome, give Kinney’s approach a try. It works for Kinney’s team and it can work for you, too.

ChristineMatus.com

561-444-8860