1. Base Camp Essentials Cultivating New and Experienced Agents by Diane Peterson Diane Peterson Seminars 503-310-0283diane@dpseminars.com

2. Three Key Factors The changes in the marketplace The changes in the marketplace Client-centric versus Agent-centric model Client-centric versus Agent-centric model Business model – I really have to work?? Business model – I really have to work??

3. Changes in Marketplace www.ofheo.gov www.ofheo.gov www.ofheo.gov

4. 2 nd Q 2006 is lowest rate of appreciation since 4 th Q 1999. 2 nd Q 2006 is lowest rate of appreciation since 4 th Q 1999. Decline in quarterly rate over the past year is the sharpest since 1975. Decline in quarterly rate over the past year is the sharpest since 1975. Is the marketing crashing? NO! Is the marketing crashing? NO!

5. Is the market changing? YES Is the market changing? YES The implication for our agents – some of them have not seen a normal market, and they havent developed good business disciplines. The implication for our agents – some of them have not seen a normal market, and they havent developed good business disciplines.

6. Client-centric model Many agents still think were operating in an agent-centric model Many agents still think were operating in an agent-centric model The consumer/client is King – and we have to help our agents understand what the consumer/client wants. The consumer/client is King – and we have to help our agents understand what the consumer/client wants.

7. What does the customer want? Power Power Data access Data access Choices and involvement Choices and involvement Speed Speed CAR study done regarding customer expectation when they call for property info CAR study done regarding customer expectation when they call for property info

8. Instant response – 23% Instant response – 23% Within 5 minutes – 21% Within 5 minutes – 21% Within 1 hour – 40% Within 1 hour – 40% Within 1 day – 16% Within 1 day – 16% Email requests – 75% say their emails are never returned by agents Email requests – 75% say their emails are never returned by agents

9. Convenience Convenience Time is money Time is money No hassle, no surprises No hassle, no surprises Expectations – satisfaction Expectations – satisfaction Everyone wants a 10 experience Everyone wants a 10 experience

10. NAR Study revealed the #1 problem in any real estate transaction is not closing on time. NAR Study revealed the #1 problem in any real estate transaction is not closing on time. That study also revealed the #1 problem for buyers is the agent answering their phone while agent and buyer are together. That study also revealed the #1 problem for buyers is the agent answering their phone while agent and buyer are together.

11. Value Value Highest net price vs. lowest commission Highest net price vs. lowest commission Looking for relevance and differentiation Looking for relevance and differentiation Will pay for great service Will pay for great service Problem is the definition of great service Problem is the definition of great service Most customers say theyre not getting itMost customers say theyre not getting it Most agents say they are delivering itMost agents say they are delivering it

12. Agents definition is I got the deal closed, didnt I? Agents definition is I got the deal closed, didnt I? Clients definition is: Clients definition is: Save me time – handle the details – make me feel taken care ofSave me time – handle the details – make me feel taken care of Reduce my stress – no surprisesReduce my stress – no surprises Help me feel good about what Im doingHelp me feel good about what Im doing Make the process more convenientMake the process more convenient Be the source of knowledge and keep me informedBe the source of knowledge and keep me informed

13. Business Model I really have to work? I really have to work? Where do I start? Where do I start? How do I avoid being that 24/7 Realtor that has no life? How do I avoid being that 24/7 Realtor that has no life?

14. How do I get referral business without being cheesy about it? How do I get referral business without being cheesy about it? How and where do I find all this help that I need? How and where do I find all this help that I need?

15. Breakout Sessions 100 Days to Greatness – Victoria Rondeau 100 Days to Greatness – Victoria Rondeau Managing Your Destiny – Tim Smallwood Managing Your Destiny – Tim Smallwood Mentoring – Karen Lavallee Mentoring – Karen Lavallee Personal Coaching – Jeff Thompson Personal Coaching – Jeff Thompson Ninja Selling – Diane Peterson Ninja Selling – Diane Peterson