How to become the primary real estate professional for a local business or organization

How to Become THE Primary Real Estate Professional for

Local BusinessesLead Generation Strategy

For Real Estate Agents

• If this ATM was giving 50 dollar bills for every 1 dollar bill you inserted

Get Your Coffee, Close Your Door

• #WhatsYourFlavor

• #RealAccessPro

• #TowneMortgagePro

• #APMCPro

• If this ATM was giving 50 dollar bills for every 1 dollar bill you inserted

• How many $1.00 bills would you insert

Imagine $1,000,000 Listing

• What would you give to someone to get a $1,000,000 listing

• (Is it worth $5,100 of your commission)

What is Real Access Pro

• Real Access Pro (RAP) is a business development platform – For Real Estate Agents– Real Estate Brokers

Owners– Associated Vendors and

Advertisers

How to Become a “PRO”

• P PRIMARY

• R Real

• e Estate

• a Agent (for)

• O Organization

Largest South Florida Companies

1. Baptist Health South Florida (14,627)2. University of Miami (13,428)3. American Airlines (9,939)4. Broward Health Care (8,183)5. Miami Dade College (6,787)

Source: SFBJ – July 2013(South Florida Business Journal)

Total Number of Employees

52,964 Employees

Total Number of Transactions

953 Transactions(18 transactions for every 1000 employees)

So What is It?

So What is It?

So What is It?

So What is It?

Corporate Real Estate Benefits

• Why– 17000 Companies Employees surveyed

across the US – Corporate Real Estate Benefits was one

of the Top 3 Requested Benefits by Employees

Corporate Real Estate Benefits

• What– One Stop Shopping

• Mortgages• Title• Credit Repair• Area Discounts• Property Listings (Backlinks to your own websites)

– Discounts for “In Network” Usage of Professionals

– Other Benefits• Lunch and Learn (presentations)• Area Merchant Discounts (referral partner marketing)

Corporate Real Estate Benefits

• What it is NOT– Corporate Relocation Services– Upwards of 40% referral fee

Corporate Real Estate Benefits

• What– Free Service to the Company– Free Enrollment to the Employee– No annual dues or membership fees– Savings, Rewards, Discounts

• (Not everyone is willing, ready and able to buy real estate)

• Some will remain renters

Corporate Real Estate Benefits

• Other Ideas– Target by Company name– Target by Profession

• Examples, Nurses in Ontario– http://www.whitbyparade.com/Benefits

– Target by LEO / MIL– Target by Area (hyper local)

• Examples, New England Title– http://www.newenglandtitleandescrow.com/reap/

– Target by Subdivision

Other Corporate Benefits Ideas

• Realtor Trade Organization– http://careeratnrc.com/

2013-nar-realtor-benefits-program/

– Offers Discounts on Avis, Hertz, Lowes, Sprint and More

Successful Elements• Powerpoint for HR dept• Website for signups• Social Media (marketing)• Press Releases• Network (Sphere of Influence)

– Trades (Home Cleaning, Painting, Lawn Care, Security, Plumber, etc)– Professionals (Attorneys, CPAs, Financial Advisors, etc)– Services Industries

• Food• Hotel• Local Area Attractions (to you)

• Follow Up System (Branded with Agent and Business)• YouTube Channel

Idea Behind CREB

• Entice transactions by offering an ethical bribe– Agents

• A percentage off of your real estate transaction in the form of money OR closing costs credits

• Other benefits could include travel vouchers– Mortgage

• A set number off your closing costs– Free Appraisal?– Money or % off origination fees– Up to a set amount gift card ($400)

– Everyone Else• Discounted Services (Flat fee or Percentage)

Idea Behind CREB

• Entice by offering an ethical bribe– Agents

– $1,000,000 Transaction– Assumes 3% Fees = $30,000 in fees– Cash Back Rebate (or Closing Costs Credit) =

$5,100 (17% of agents commission)

Idea Behind CREB

• Entice by offering an ethical bribe– Agents

– $199,200 Transaction– Assumes 3% Fees = $5,976 in fees– Cash Back Rebate (or Closing Costs Credit) = $1,015

(17% of agents commission)– Gross to Agent = $4,960– 10 More of these EVERY month = $49,600 monthly

Don’t Get Hung Up on the Rebate

• Common Misconception / Complaint– I am giving away my money

• We give away our money all the time– Referral Fees– Commissionectomies

Don’t Get Hung Up on the Rebate

• This is not the first time for CREB idea– Several companies do this

• HomeBenefitIQ.com (monthly fees)• Hero Home Source (monthly fees)• Redfin (discount brokerage)• VMG (Benefits4uprogram.com)

– Many More out there

Don’t Get Hung Up on the Rebate

• Choose Your Own Rebate– (Not all states allow a cash back rebate)

– Tiered System• 0 - $75,000 5%• 75 - $150K 10%• 150 – 300K 15%• 417 and up 17%

Closing

• Every Day– Agents and SMBs get calls for

• Lead Generation Services• Website and Social Media Marketing• Online and Offline Marketing• “Preferred Agent” Status• Listing Appointments Setting

– Why do Agents Spend Money• 1) A D D (which is a requirement for Sales)

Fear of the 500 # Phone

Fear of Rejection

Thursday’s Agenda

• Review of a CREB Website

• Letters and Other Lead Generating Ideas

• Expectations of Referral Partners

• Talking to HR depts and business

Next Week – HUD HOMES Trainings

• How to Market• What are HUD Homes• Little Known Programs

• Guest Speaker –• John Rainville –• HUD Listing Broker in

Pennsylvania

Contact

Chuck WardDirector of MarketingHead Trainer

Real Access ProChuck.ward ( at ) realaccesspro.com888-884-0303 x200