1. What Members Want Steve Murray Terry Penza Associations Built to Make the Market Place Work!

2. Learning objectives: Top producers and brokers do want to belong to an association Make it easier for agents to list and sell in whatever market they want to pursue Members want standards Associations Built to Make the Market Place Work!

3. Learning objectives: THE MEMBER: (Steve Murray) What does the member want from the association The agent The Owner of the company The sales manager Prospective and analysis Associations Built to Make the Market Place Work!

4. Learning objectives: THE ASSOCIATION: (Terry Penza) What should those services be and how to deliver them to the membership. How to be an important utility while maintaining advocacy and market Refocus educational offerings to provide the tools desirable. Redefining your strategies Associations Built to Make the Market Place Work!

5. Laying the ground work….. 1.First, recognize your 5/6 different customer base 2.Members are varied and want different things A.Brokers large and small B.Agents big and small C.Affiliates 3.Top producers are 10-15% of the membership and want different things than the 80% of the membership making less than 5 deals A.Large brokers of 50 agents or more want something different than small brokers B.Affiliates want to rub shoulders with all members Associations Built to Make the Market Place Work!

6. Laying the ground work….. 4.What the association wants is RELEVANT and INCOME PRODUCING relationship and so does MLS/Brokers/Franchise/state/national. 5.Once you understand this premise then you can offer unique RELEVANT and INCOME PRODUCING services to each customer group 6.Now, let’s cover the issue of what members want Associations Built to Make the Market Place Work!

7. Laying the ground work…. 7.Get to know each customer group and what they want 8.Should you compete with the broker’s services? 9.Perception is reality – change the reality 10.Change is constant Associations Built to Make the Market Place Work!

8. “Only inaction causes good people to fail at being successful real estate professionals. “ That can be said of successful CEO’s leading REALTOR® associations. Associations Built to Make the Market Place Work!

9. Find the answer…. What does the member want from the association What should those services be and how to deliver them to the membership. Associations Built to Make the Market Place Work!

10. Last Year at AEI Brokers said of “Glacier association”: I rely on the Association to have my back I want you to make it easer for agents to list and sell no matter where they are You are trying to do too much Education should be designations or how to use tools not skills Associations Built to Make the Market Place Work!

11. Last Year at AEI Brokers said of “Glacier association”: If you permit you promote Show a downside if not follow the rules Fresh talent not young talent ASK! Future is now it is just not evenly distributed Associations Built to Make the Market Place Work!

12. One size does not fit all…. Associations Built to Make the Market Place Work!

13. Why did associations begin? To make the market place work Associations Built to Make the Market Place Work!

14. Who to listen to? The numbers are in the agents but the power is in the owner Associations Built to Make the Market Place Work!

15. Know the owner Broker’s margins Where they make money Their services to their agents ….Associations can come between the owner and their income (example: community outreach projects) Associations Built to Make the Market Place Work!

16. Know your membership Statistics of your membership Talk to the owners –What type of office they have –What they need from the assoc Background information Associations Built to Make the Market Place Work!

17. Know your membership Associations Built to Make the Market Place Work!

18. 3 things to engage the owner 1.Show interest in them 2.Ask them to help you learn about their business 3.What can you do together and not to compete LISTEN …agent and broker have the same vote but are not equal in the field of business… Associations Built to Make the Market Place Work!

19. Know where the friction comes from… Associations Built to Make the Market Place Work! Your Association Owner & AOR Owner & Agent Owner & State Owner & NAR Owner & MLS Owner & Franchise Owner & Competitors Owner & Teams

20. Empathy goes a long way… How do YOU feel when State or National starts offering a service you were offering? Associations Built to Make the Market Place Work!

21. #1 What owners want from their association Legislation and litigation assistance The larger the company the less they want from associations ….stay away from services that level the playing field… Associations Built to Make the Market Place Work!

23. Stop competing with the owners…give them what they want Partnerships Co-branding Associations Built to Make the Market Place Work!

24. Stay away from services that level the playing field…. Common Services Education Community Outreach projects Public facing website with member listings General membership meeting What this means to the owner Taking revenue from them Taking donations from their project Taking leads and eyes Other owners soliciting their agents Associations Built to Make the Market Place Work!

25. Programs to stay away from… Recruiting seminars How to market CRMS Concentrate on education of tools not skills.. General education is GOOD! Associations Built to Make the Market Place Work!

26. How to use the tools Searches Forms Lock boxes 70% of your membership aren’t doing enough business to warrant spending a lot of money Associations Built to Make the Market Place Work!

27. You do too much Associations Built to Make the Market Place Work!

29. Owner perception of Solutions 1.All association levels need to define marketplaces and then rebuild around them. 2.Consolidate administrative services 3.Each level specific responsibilities assigned to the most effective association 4.MLS should organize around market areas and consolidate 5.MLS should consider only those services that serve their participants and their ability to conduct their business and not intervene between the members and the housing consumer Associations Built to Make the Market Place Work!