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Www. MargueriteCrespillo.com WHAT DOES THE FUTURE OF REAL ESTATE HOLD FOR YOU? Presented by: Marguerite Crespillo.

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Presentation on theme: "Www. MargueriteCrespillo.com WHAT DOES THE FUTURE OF REAL ESTATE HOLD FOR YOU? Presented by: Marguerite Crespillo."— Presentation transcript:

1 www. MargueriteCrespillo.com WHAT DOES THE FUTURE OF REAL ESTATE HOLD FOR YOU? Presented by: Marguerite Crespillo

2 www. MargueriteCrespillo.com Little About Me… Licensed Realtor since Successfully helped over 3000 families with their real estate needs President and Owner of Sellstate Realty First & Sellstate Advantage Foreclosure and Bank Owned Specialist since 1996 Northern California Master Broker – National REO Brokers Association 2012 Placer County WCR – Entrepreneur of the Year 2012 REALTrends Top 1000 Agents – Ranked 66 th in Overall production Nationwide – Ranked 7 th in Overall production in California

3 www. MargueriteCrespillo.com Me Personally… Personal Team Closing 150 Homes a Year Company with 75+ Agents

4 www. MargueriteCrespillo.com What does the future hold… Is REO Going Away? What about Short Sales? What next? REO?

5 www. MargueriteCrespillo.com Market has shifted… TRADITIONAL MARKET REO MARKET

6 www. MargueriteCrespillo.com One thing I can Guarantee… is Change! Do you have a plan? What’s your plan? What does it look like?

7 www. MargueriteCrespillo.com In the Recent Years with REO… We’ve been consumed with REO We’ve been removed from Sales 101 Did not keep in touch with your database Possibly lost track of your database Database has since moved or lost their homes to foreclosure

8 www. MargueriteCrespillo.com We’ve Got to Get Back to Basics!

9 www. MargueriteCrespillo.com Real Estate is about Relationships! How many you have How great they are

10 www. MargueriteCrespillo.com Are you running your business like a business What are the pillars of your business? Do you have more than one?

11 www. MargueriteCrespillo.com

12 3 Key Components to ANY Business Finance Marketing Operations

13 www. MargueriteCrespillo.com

14 Finance

15 www. MargueriteCrespillo.com What cannot be measured, Cannot be managed!

16 www. MargueriteCrespillo.com

17 Establish Your Goals!

18 www. MargueriteCrespillo.com Develop a Plan!

19 www. MargueriteCrespillo.com Develop a Plan!

20 www. MargueriteCrespillo.com What do you do on a daily basis to Generate Business?

21 www. MargueriteCrespillo.com MARKETING

22 www. MargueriteCrespillo.com Are you Pro-Active or Re-Active? PRO-ACTIVERE-ACTIVE Actively seeking businessWaiting for business to come to you Picking up the phoneDoing more of the busy work Sending mailersStuck in the processes BNI Group Contacting Business Contacts

23 www. MargueriteCrespillo.com Greatness Tracker Face to Face Break Bread Phone Calls Mailers Seminars Thank You Cards

24 www. MargueriteCrespillo.com Other Sources of Business Database Business Contacts/Networks Building a Brokerage Attorneys Financial Planners Relocation Companies Builders Equity Sales Lenders CPA’s Executive Recruiters Expired’s/FSBO’s

25 www. MargueriteCrespillo.com Keep it Simple Just Pick 3!

26 www. MargueriteCrespillo.com My Business Comes From… Advertising Business Database

27 www. MargueriteCrespillo.com Signs FNMA Website Open House Craigslist RE Magazines Internet HUD FMAC Fin Planners LP’s Builder’s LOTH EOS B-Card Client Events Summer Carnival 100/110/13/1 AD BUSINESS-REO DATABASE

28 www. MargueriteCrespillo.com The Value of ONE Referral... Linda Buckmaster has personally Referred 12 People. But her entire tree has generated 75+ and still counting referrals! These referrals have resulted in 27 sales and…… Over $250,000 in commissions!

29 www. MargueriteCrespillo.com OPERATIONS

30 www. MargueriteCrespillo.com I can NEVER find good help! Most agents don’t have any systems or processes in place before hiring End up hiring out of desperation Seagull approach

31 www. MargueriteCrespillo.com Hire Slow, Fire Fast! Establish clear job descriptions before hiring Create a checklist of daily duties Identify the Primary Goal of the position Let other people that know you interview them Don’t hire emotionally or out of desperation

32 www. MargueriteCrespillo.com TRADITIONAL OPERATIONS TEAM STRUCTURE Vision: Clients for Life! Operations ManagerEscrow CoordinatorListing CoordinatorGreeting Associate Core Purpose: To over see operations Dept and Office Vision: To always maintain professionalism, friendly and courtesy in all aspects and strive to put customer’s needs first Goal: Ensure that every transaction is being handled with our client’s need coming first. Also to ensure that entire office is working together and working for the best interest of our clients. Compensation Structure: Salary range as per Job Interview Skills & Experience Requirements Must be licensed Must have a minimum of 2 years experience w/ Sellstate Realty First Must have met all the skill requirements of the other positions in the Dept. Job Duties Coach, motivate & train team Develop new effective systems as needed Payroll of all employees Tracking sick and vacation time Review of all employees Auditing of all transaction files Bank deposits Broker Demands Core Purpose: Buyer Files: Open to Close Vision: To provide the highest quality of service to our clients during the process of purchasing their home. Goal: Wowing clients through out the process so they refer at least 1 person while in the process of purchasing their home. Compensation Structure: Salary range as per Job Interview Skills & Experience Requirements Strong telephone skills Stronger computer skills Strong customer service skills Job Duties Handle all paperwork from Purchase Contract to Close of Escrow Enter all information into ACT & Lucero Contact Buyer on weekly basis with updated information Scheduling & organizing inspections Preparing the file for 14 Day Disclosure review Scheduling signing appointments Review net sheets for accuracy Close out file once commission check received Send out Closing Packet to client Core Purpose: Seller Files: Open to Close Vision: To provide the highest quality of service to our clients during the process of selling their home. Goal: Wowing clients through out the process so they refer at least 1 person while in the process of selling their home. Compensation Structure: Salary range as per Job Interview Skills & Experience Requirements Strong telephone skills Stronger computer skills Strong customer service skills Job Duties Handle all paperwork from Listing Agreement to Close of Escrow Enter all information into ACT & Lucero Contact Seller on weekly basis with updated information Work with Marketing Dept on Advertising Calling agents for sowing feedback Delivering fliers Ordering & coordinating Inspections Order Sign post installation & removal Manage MLS Input and Changes Core Purpose: First Contact Vision: Create a warm, comfortable and inviting environment both in person and on the telephone for valued clients and associates. Goal: To be available to our client’s and our team to exceed our client’s needs. Compensation Structure: Hourly range as per Job Interview Skills & Experience Requirements Strong telephone skills Stronger computer skills Strong customer service skills Job Duties Answer telephones Greet clients Welcome sign put up every morning Completing Open/Close checklist Keep office tidy and clean Prepare Marguerites office before client appt Keeping client drinks stocked Take notes at office meeting and give out memo Open & distribute mail daily Change postage meter date Track inventory/Order office supplies Water Plants

33 www. MargueriteCrespillo.com REO OPERATIONS TEAM STRUCTURE Vision: REO Team Manager Repairs/OccupantsField InspectorBPO ManagerBilling Manager Core Purpose: Vision: Goal: Compensation Structure: Salary range as per Job Interview Skills & Experience Requirements Job Duties Core Purpose: Vision: Goal: Compensation Structure: Salary range as per Job Interview Skills & Experience Requirements Job Duties Core Purpose: Vision: Goal: Compensation Structure: Salary range as per Job Interview Skills & Experience Requirements Job Duties Core Purpose: Vision: Goal: Compensation Structure: Salary range as per Job Interview Skills & Experience Requirements Job Duties Core Purpose: Vision: Goal: Compensation Structure: Salary range as per Job Interview Skills & Experience Requirements Job Duties

34 www. MargueriteCrespillo.com BROKERAGE OPERATIONS TEAM STRUCTURE Vision: Clients for Life! BrokerSales ManagerListing CoordinatorReceptionist Core Purpose: Vision: Goal: Compensation Structure: Salary range as per Job Interview Skills & Experience Requirements Job Duties Core Purpose: Vision: Goal: Compensation Structure: Skills & Experience Requirements Job Duties Core Purpose: Vision: Goal: Compensation Structure: Salary range as per Job Interview Skills & Experience Requirements Job Duties Core Purpose: Vision: Goal: Compensation Structure: Salary range as per Job Interview Skills & Experience Requirements Job Duties

35 www. MargueriteCrespillo.com So What does your business look like NOW?

36 www. MargueriteCrespillo.com What do you want it to look like?

37 www. MargueriteCrespillo.com Truth is...

38 www. MargueriteCrespillo.com So years ago…

39 www. MargueriteCrespillo.com Power Agent Series Bi-Weekly Tele-Conference Call Full access to Members Website Power Agent Series Facebook Group

40 www. MargueriteCrespillo.com For More Information Visit:

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42 Marguerite Crespillo Facebook.com/marguerite.crespillo Twitter.com/mcrespillo Linkedin.com/mcrespillo Stay connected for more great info …


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