1. Prestige Realty Experts
Agent Training
with Brian Buffini featuring Rick DeLuca

2. Rick DeLuca
Rick was a police officer in Las Vegas and like every one else had obtained his real estate license.
After getting shot and stabbed many times, Rick decided to peruse real estate full time in the late 70’s.
His first 2 years were booming times and he coasted while making great money. Then the market came to a halt. Than had no idea what to do.
DAD!

3. Rick was one the countries top 10 real estate agents for 16 years, averaging 275 sales per year with a team of 5 members and had highest producing office in the country one time, with 30 agents averaging 48 deals each.
All agents were required to study their market area statistics before practicing real estate, and had to maintain a high level of customer service.

4. A database is a relationship not a mailing list!
1) Thin out your database of relationships but work on improving the quality of your relationships.
2) Use the TARGET system to know who to concentrate on.
3) Do not spend time working the outer rim of influence.

5. Do not treat people equally.
Treat people fairly.
Bulls eye. People who will work for you.
People who know you but will not recommend you.
People who might recommend you.

6. Be realistic with yourself
1) Find your list of data base.
2) Find your bulls eye people (people who will work for you) and work them, there your business partners. Treat them as such.
3) Their referrals are serious and won’t waste your time.

7. Most Real Estate Agents do business by the seat of their pants. Why?
They become agents because they need flexibility.
They don’t like time clocks or bosses.
They work on what’s at hand.
Their clients needs and responsibilities of the “Deal” dictate their daily tasks!

8. Have the courage to be held accountable!
It’s too easy during your daily grind to stray and share funny s with friends, tell stories or complain about a client, and when you can’t think of something to do, call it a day.
Agents will feel more comfortable to have a pier to be held accountable to, instead of management.
Find a partner and create a list of daily or monthly tasks share them with your pier, perform your tasks and share the success of
your results with your pier.
BE HELD ACCOUNTABLE

9. Ask everyone in the room to admit a weakness in their personality that may hamper their ability to be more successful.
Admitting it to your piers will help you work on your weakness.
Humans by nature are creatures of habits.
We find comfort in habits.
Most human habits are unproductive, cost money, and effect relationships.

10. Key to success in sales is not the sales dept.
It’s the service dept.
Unless you have a team and assign responsibilities, you are the sales dept and the service dept. You have to follow through with the sale by making sure the co-broke agent is do what their suppose to be doing to insure a smooth transaction, be there for smoke inspections, home inspections, be your clients shrink, banker and secretary.
And why do we do all that?
To get their referrals!
Only thru referrals will agents make 6 figure salaries! And…….

11. Have more time for their family!

12. Become a student of the industry!
Every agent whether novice or seasoned must know your local real estate stats.
Do you know the median price of homes in Somerset? How about the quantity of inventory, or average time on the market.
What is your LPSP ratio?
Why is the LPSP important when doing a listing presentation?
Sellers are impressed with statistics it shows competence.

13. What is the number one reason people refer people in any profession?
Trust!
Supported by
Personal character
Professional competence.
Realtor.org bottom left corner, click on research for local stats.

14. Listing Appointment.
Ask buyers what are the 3 most important things they would like to talk about.
Would you show buyers homes with out first asking them what their needs are?
You will cut the appointment time in half. And reduce chances of saying something wrong!
Don’t try to answer peoples prayers, unless you find out what they’re praying for.

15. Pricing Strategy Ask sellers what they would like to get!!!!
Share with excitement that if they get that price you will make more money!
Ask them what they think is a probable price.
Ask sellers if their willing to sell for “fair market value”.
List the home with in the LPSP
The home will sell!

16. I’m not going to give it away!
When you tell your sellers that it won’t sell at their price, what do they usually say?
I’m not going to give it away!
Ask the seller what they believe to be a “give a way” price is.
That’s their bottom line!
Tell them; Do you want to put your home on the market or would you really like to sell your home.

17. Building a huge referral business
After the sale,
Call client 1 day after the closing
Call client one week after the sale
Call client one month after the sale
Call client 6 months after the sale
Call client 1 year after the sale
Call client every year after the sale
You will build a huge referral business

18. Working with buyers. Get rid of all other buyers!
Eliminate buyer number 3
Work with buyers who need to sell by a certain date
Work with buyers who have their home on the market
Get rid of all other buyers!

19. Refer your listing appointment!
If you think your not going to get a listing or are unable to relist, recommend an agent who you think will get the listing and get a referral fee from them.
Obstacles are the things we see when we take are eyes off our goals.

20. Work By Referral Only 1) If you repeat something, create a system!
2) Do the job right the first time.
3) Hold each other accountable.