1. Willie Snow Snow & Bernier Properties 2011 President FRAR Owner Broker ABR, GRI, CRS, Ninja Coach US Army Veteran Retired callwilliesnow@gmail.com www.reachingvisions.com (910) 977-1954

2. Generations Timeline

3. Silent Generation 1933 - 1945

4. The most tenured generation in the workplace is still vital and valuable; they hold enormous reserves of knowledge about their jobs and remain interested in doing good work and learning new skills.

5. First regular TV broadcast Stock Market crashes Social Security Act First worldwide radio broadcast Penicillin invented Microwave invented Digital Computers invented

6. Baby Boomers 1946 - 1964

7. Ever since they were twirling hula-hoops, this generation has defined one side or the other of “the generation gap.” However, do not rush to stereotype the Boomers - they are both more complex and more adaptable than you may initially assume.

8. Meet The Press debuts Drive Thru banking Jackie Robinson breaks the color barrier Peanuts Comic Strip Polio Vaccine Berlin Wall erected Walmart opens The Beatles

9. Generation X 1965 - 1976

10. In 1991, Douglas Coupland’s novel gave Generation X its name and unfairly labeled them as apathetic slackers, but this generation has proven that early stereotype wrong. They have grown up, proving to be hard workers and dedicated parents.

11. Monday Night Football Woodstock Hank Aaron Breaks Babe Ruth’s record Neil Armstrong walks on the moon US voting age to 18 Vietnam War

12. Millennials 1977 - 1998

13. Managers in all types of work environments grapple with understanding and supervising their youngest workers. Recognizing what motivates Millennials will help everyone find a greater level of engagement and productivity.

14. Star Wars BET debuts MTV debuts M*A*S*H* final episode IBM PC Fall of Berlin Wall Nintendo Game Boy Three Mile Island Test Tube Baby

15. For most home buyers, the purchase of real estate is one of the largest financial transactions they will make. Buyers purchase a home not only for the desire to own a home of their own, but also because of changes in jobs, family situations, and the need for a smaller or larger living area.

16. Buyers continue to face tighter credit standards than seen in previous years. This year’s report continued to show an elevated share of married couples and suppressed levels of single buyers, similar to last year’s report.

17. Married couples who purchased a home have the advantage of more buying power and added financial stability—their typical household incomes are higher than single households.

18. While the search time for buyers stayed the same length as in previous years, the selling time for sellers dropped substantially. Buyers need the assistance of a real estate professional to help them find the right home for them, help them understand the process, and negotiate terms of sale.

19. In July 2013, NAR mailed out a 122 question survey using a random sample weighted to be representative of sales on a geographic basis to 148,011 recent home buyers.

20. The recent home buyers had to have purchased a home between July of 2012 and June of 2013. A total of 8,767 responses were received. After accounting for undeliverable questionnaires, the survey had an adjusted response rate of 6.1 percent.

21. All information in this Profile is characteristic of the 12-month period ending June 2013, with the exception of income data, which are reported for 2012.

22. Thirty-eight percent of recent home buyers were first time buyers, which is still at a suppressed level from the historical norm of 40 percent.

23. Fourteen percent of buyers purchased a multigenerational home due to children over the age of 18 moving back into the house, cost savings, and health and caretaking of aging parents.

24. The typical buyer was 42-years- old, while the typical first time buyer was 31 and the typical repeat buyer was 52.

25. Sixty-six percent of recent home buyers were married couples—the highest share since 2001.

26. For 30 percent of recent home buyers, the primary reason for the recent home purchase was a desire to own a home.

27. New home purchases continue to drag at a share of 16 percent of all recent home purchases.

28. New home purchasers bought a new home to avoid renovations or problems with plumbing or electrical, and the ability to customize their home.

29. Home buyers who bought previously owned homes purchased their home for a better price and overall value, and the charm and character their home provides.

30. The typical home purchased was 1,900 square feet in size, was built in 1992, and had three bedrooms and two bathrooms.

31. Eighty percent of home buyers purchased a detached single- family home.

32. Fourteen percent of recent buyers over the age of 50 bought a home in senior-related housing, either for themselves or for a friend or relative.

33. When considering the purchase of a home, heating and cooling costs were at least somewhat important to 85 percent of buyers and commuting costs were considered at least somewhat important by 73 percent of buyers.

34. For 42 percent of home buyers, the first step in the home-buying process was looking online for properties and 14 percent of home buyers first looked online for information about the home buying process.

35. The use of the Internet in the home search rose slightly to 92 percent.

36. Real estate agents were viewed as a useful information source by 87 percent of buyers who used an agent while searching for a home.

37. The typical home buyer searched for 12 weeks and viewed 10 homes.

38. For more than half of buyers finding the right home was the most difficult step in the home buying process.

39. Approximately nine in 10 recent buyers were at least somewhat satisfied with the home buying process.

40. Eighty-eight percent of buyers purchased their home through a real estate agent or broker—a share that has steadily increased from 69 percent in 2001.

41. Forty-two percent of buyers found their agent through a referral from a friend or family member and 12 percent used an agent they had used before to buy or sell a home.

42. Twelve percent of buyers used online recommendations when searching for an agent and it influenced half of those buyers.

43. Two-thirds of recent buyers only interviewed one agent before the found the agent they worked with.

44. More than half of buyers reported what they want most from their real estate agent is to find them the right home to purchase.

45. Eighty-eight percent of buyers would use their agent again or recommend to others.

46. Eighty-eight percent of home buyers financed their recent home purchase. Among those who financed their home purchase, buyers typically financed 90 percent.

47. The share of first time buyers who financed their home purchase was 95 percent compared to 86 percent of repeat buyers.

48. More than half of home buyers reported they have made some sacrifices such as reducing spending on luxury items, entertainment or clothing.

49. Twenty-four percent of buyers reported the mortgage application and approval process was somewhat more difficult than expected and 16 percent reported it was much more difficult than expected.

50. Twelve percent of buyers overall cited saving for a downpayment was difficult. Forty-three percent of buyers reported student loans, 38 percent reported credit card debt, and 31 percent car loans as the reason for the difficulty.

51. HOW TO TURN YOUR WEAKNESSES INTO STRENGTHS

52. We all have weaknesses, and we tend to try to work on eliminating them – on changing ourselves in order to become better. But change is difficult – very difficult.

53. What if instead of trying to eliminate our weaknesses, we embraced them for what they were?

54. Think about your biggest weaknesses at work and in life. What qualities are you most unhappy about? Of the following list of 16 typical weaknesses, look carefully and choose the three that resonate most with you:

55. 1.Disorganized 2.Inflexible 3.Stubborn 4.Inconsistent 5.Obnoxious 6.Emotionless 7.Shy 8.Irresponsible 9.Boring 10.Unrealistic 11.Negative 12.Intimidating 13.Weak 14.Arrogant 15.Indecisive 16.Impatient

56. Creative Disorganized Organized Inflexible Dedicated Stubborn Flexible Inconsistent Enthusistac Obnoxious Calm Emotionless Reflective Shy Adventurous Irresponsible

57. Responsible Boring Positive Unrealistic Realistic Negative Assertive Intimidating Humble Weak Self-Confident Arrogant Patient Indecisive Passionate Impatient

58. Creating a Continuous FLOW! Of Buyers and Sellers to your Business

59. Ninja Principle #2 Business Strategy Focus on people who know you Ninja Principle #2 Business Strategy Focus on people who know you

60. Conversion Ratios Source: National Association of Realtors Cold direct mail 2,000:1 Cold internet lead generation 1,600:1 Cold phone solicitation (illegal) 500:1 Door knocking 100:1 Personal contact with friends 50:1 Ad calls 25:1

61. Sign calls 20:1 Open houses 15:1 Walk-ins 10:1 Past buyers 9:1 Past sellers 4:1 Referrals 3:2 Conversion Ratios Source: National Association of Realtors

62. Market Potential: Data Base x 12% = Sides Data Base x 4 = Referrals

63. People prefer working with people they: Know Like Trust Flow. Know Like Trust Flow.

64. The Challenge: Each person knows 10.2 real estate agents.

65. Hebert Research Study (Buyers and sellers 9.3 – 21 mo. Process) Select a Realtor in 1 to 3 days Choice is quick & arbitrary based primarily on FLOW

66. FLOW Frequency of Interaction

67. You are either VISIBLE or you are INVISIBLE FLOW!

68. The Best FLOW: Valuable Customized Personalized Combination of Art & Science

69. Ninja Flow Ideas page 31

70. Two Parts to this Business Doing the business Giving the business

71. Ninja Routine Show up! Work “On” your business (morning) Work “In” your business (afternoon)

72. Key to being able to work on your business: Your Data Base The central nervous system of your business!

73. THANK YOU VERY MUCH WILLIE SNOW CRS, ABR, GRI, 2011 FRAR PRESIDENT RE/MAX HOMEOWNERS LTD. WILLIESNOW@REMAX.NET (910) 977-1954

74. Working with buyers:

75. Here is one way to show houses…

77. 10-Step Buyer Process (take notes on facing page)

78. #1: Greeting Coach receptionist Connect and control

79. Three Steps (This order!) 1.Enroll 2.Acknowledge 3.Who you are

80. The First 2 Minutes (“Grand Openings!”) Connect Connect Take control - process Take control - process

81. #2: Meeting Different location Different location Gift Gift Buyer Interview Buyer Interview

82. #3: Buyer Questions

83. 5 Buyer Questions 1.Own your home? How long? 2.How many homes purchased? 3.What was your process? 4.How did that work for you? 5.Know how real estate works here? The current market?

84. #4: Buyer Packet & Agency Disclosure

85. Buyer Packet Locator maps Websites Mortgage application Closing costs in Fayetteville Contract & addendums Agency disclosure

86. #5: Funnel Process

87. Funnel Process All Homes (MLS, New, FSBO) Process of Elimination Rolling Top 3 (CMA) Don’t miss anything! Don’t pay too much!

88. “Funnel” Process Key Points: “Elimination vs. selection” “Don’t miss anything” “Don’t pay too much” Draw it! Be visual!

89. “Does this look like a process that will work for you?”

90. Cutting through the fog: Internal & external dialogues “Pretend States” “If you could live anywhere…. “If you could wave a magic wand…. “Just for fun, on a scale of 1-10 …..

91. #6: “On a scale of 1-10, where do you believe you are in the process?”

92. “What would have to happen for you to be a 10?”

93. Drill down – 3 deep. What specifically ….? Why is that important? Tell me more about ….

94. The Power of “The Pad”

95. #7: Two pieces of paper

96. #8: What & why? Features & benefits

97. “Whats” Golf course 4 bedrooms 3 car garage Large kitchen Large lot Golf course 4 bedrooms 3 car garage Large kitchen Large lot View, value, open space Master, guest, 2 offices 2 car + cart/motorcycle Entertaining Privacy View, value, open space Master, guest, 2 offices 2 car + cart/motorcycle Entertaining Privacy “Whys”

98. People buy their “whys” not their “whats”.

99. Concept of the 85% perfect home

100. #9: Cash? Loan? House to sell? (meet with lender – 2 nd opinion?) “If you found a home you like today…

101. Do your MLS searches while they are meeting with your lender.

102. They return from lender: How did it go? Their loan? Are you familiar with the 1% = 10% rule of thumb?

103. 1% = 10% ( 1% in rate = 10% in mortgage) 4.5%, 30 yrs., $1,013/mo = $200,0004.5%, 30 yrs., $1,013/mo = $200,000 5.5%, 30 yrs., $1,013/mo = $178,4765.5%, 30 yrs., $1,013/mo = $178,476 6.5%, 30 yrs., $1,013/mo = $160,3266.5%, 30 yrs., $1,013/mo = $160,326 A buyer’s greatest risk right now?A buyer’s greatest risk right now? 4.5%, 30 yrs., $1,013/mo = $200,0004.5%, 30 yrs., $1,013/mo = $200,000 5.5%, 30 yrs., $1,013/mo = $178,4765.5%, 30 yrs., $1,013/mo = $178,476 6.5%, 30 yrs., $1,013/mo = $160,3266.5%, 30 yrs., $1,013/mo = $160,326 A buyer’s greatest risk right now?A buyer’s greatest risk right now?

104. MLS Search Results: Demonstrate Demand (if possible)

105. MLS Search: 18 – matches 7 – under contract 11 – available

106. Discuss MLS Search: View on-line Drive-by Show

107. Refine MLS Search: Print “Show” properties Print “Actives” Print “Solds” Give them the “Greenlight”

108. #10: “If we find it …. what will you do?” (story)