Sales skills development brocure no fee

1. SOLD
Westside Office
3215 Macdonald St. Vancouver, BC V6L 2N2
P: 604.732.1336
F: 604.732.0012
Corporate Office
1428 W 7th Ave. Vancouver, BC V6H 1C1
P: 604.602.1111
F: 604.602.9191
Downtown Office
#2-1012 Beach Ave. Vancouver, BC V6E 1T7
P: 604.684.6155
F: 604.684.4155
Yaletown Office
1355 Homer St. Vancouver, BC V6B 5M9
P: 604.602.4545
F: 604.602.4541
Crest Realty Westside
Outstanding Agents, Outstanding Results.
Sales Skills Development Programs
for New & Experienced Realtors
A Proud Member of:
#1 RE/MAX Sales Group
Worldwide — 2009-2010-2011

2. 1
SALES POWER offers you the opportunity to build your business “by design”
and stop operating by default.
This program will make your business more relevant because it has been
combined with the exclusive tools, resources and benefits of the RE/MAX brand.
By combining the power of SALES POWER and RE/MAX — you will soar…
with an unfair advantage…to craft your career…by design and achieve the
level of success you deserve.
“The course provides an excellent foundation of how your business should
be built. Every REALTOR should be practicing what Tom Ferry has to say.
Just after taking the chapter on appointment setting, I focused on an
appointment where I would list their property. It worked..” — Jerome Deis
What is Peak Producers?
Peak Producers is a 12 week training program featuring industry expert
Brian Buffini & top producer Joe Niego. You’ll enjoy Brian’s motivational
Irish wit as he presents practical how-tos, effective dialogues, real-world
tips and more. Plus, this program comes with a complete student kit and a
robust Online Resource Center – all the marketing materials and resourc-
es you’ll need to become a Peak Producer.
Tom Ferry Sales Power — Peak Producers
Sales Power Session Topics:
• Expectations of Sales Power
• The Sales Power Plan
• Living at Level 10
• Past Client and Sphere
• Open Houses
• Becoming an Appointment Setting
Machine
• The buyer Presentation
• The listing Presentation
• Social Media Lead Generation System
• Expired Listings
• Marketing Distressed Properties
• For Sale By Owners
• Skill, Removing the Fears, and Price
Reductions
• Maintaining a New level of Performance
• Taking your Business to the Next Level
with a Team: Parts 1 + 2
You’ll learn how to:
• Generate leads & close more transactions
• Overcome peaks & valleys in your income
• Identify the 7 types of negotiators & how
to win
• Get every buyer off the fence
• Navigate price reductions like a pro
• Conquer the chaos of this business
• Be a professional, profitable business
owner in any market

3. 2
Essential Skills Training Series
Session 1: Getting the Most From Your RE/MAX Affiliation
This orientation will familiarize you with all of the tools and resources available
to you as one of our associates. Topics covered will be our expectations of
new associates, using our company’s virtual office space - The Extranet
(WolfConnect), RE/MAX tools and resources and where to find them,
Accessing the Virtual Business Center (VBC), and Office Resources available
to you as a member of the Metro Vancouver Properties Group.
Session 2: Writing Contracts in our Marketplace
In this two part series, several common scenarios will be reviewed so you
will be familiar with what clauses need to be used to protect yourself and
your client. Covered will be selling condominiums, detached houses, new
construction, Leasehold properties, and Co ops. Homework assignments will
be due at the following session “Presenting Offers”.
Session 3: Advertising, Disclosure and Rules of Cooperation
Learn the right way to present your offers to the benefit of your Buyer so that they
get top attention from the seller and the listing agent will have confidence that you
can get the deal done. Also covered; presenting offers in a Multiple Offer situation
and knowing your rights and obligations, and presenting Back-Up Offers.
*Students will bring the contract they drafted as homework from the
previous session for discussion and questions.
Session 4: Working with Buyers under Agency
Participants will learn what Agency requirements needs to be passed along to
buyers. We will be reviewing the Working With a Realtor Brochure, Contract of
Purchase & Sale, and Buyer Agent Contracts, so you will have a high degree
of comfort when dealing with these documents.
Session 5: Presenting Offers
This session will cover what a CRM is, why you need to start using one, and
the options available to you. You will be given an in-depth introduction to
our Extranet’s WIGO “to do list manager”, Calendar function, and drip email
system which are included in your membership investment.
Session 6: Selling Tenanted Properties
You will learn about the Residential Tenancy Agency (RTA) and how it deals
with these transactions. What are the tenant’s rights, and how much notice
needs to be given to the tenant if the buyer is wanting vacant possession. How
to maintain a good relationship with the tenant during the time of sale. We will
also discuss Capitalization Rates (Cap Rates) to determine the true rates of
return.
Session 7: Comparative Market Analysis
Learn to handle commission reduction requests by understanding the value
of the services you provide and the difference it can make to the price that the
home sells for. This session will also cover the check list for what forms must
be submitted to the office with a new listing will also be reviewed. The Fee
Agreement and Exclusive Listing contract will also be viewed.
Session 8: Effective Farming
How to establish an effective ‘farm’, and what are the best items to go out to
your area. How often should items go out. Once you have your ‘mailer’ ready,
what’s involved in taking it to the Post Office, and how to get the best
‘Unaddressed Admail’ rate. If you’re planning to start a ‘Farm’ program, don’t
expect immediate results.

4. Social Media 101
Social Media has become an integral part of our society and an
important part of the real estate industry. Your clients expect you to
stay on top of these technological developments and use them to
market their properties.
If the idea of setting up a Facebook Fan Page for your business,
Tweeting what’s going on, and uploading a video to Youtube terrifies
you, then this workshop is for you!
West 7th associate Wesley Behan has been using social media
extensively in his business for years and will be on hand to facilitate
and answer questions. We will cover:
• Basic set up of a Facebook Fanpage, Twitter feed and a YouTube
Video Blog and what to do with them
• Basic set up of a LinkedIn account and what to do with it
• Demonstrate apps and programs you can use to connect all of
your social media to make keeping up with it easier
Harness the Power of YouTube
The RE/MAX Brand Channel has a fantastic geolocation search function
called Smart Map that the public is using to search for listings and Realtors.
Check it out http://www.youtube.com/remax.
• http://www.youtube.com/remaxcrestws
• http://www.youtube.com/therealestatespot
• How to upload and link your videos to the power of the RE/MAX
Brand Channel for free added exposure
• How to create and upload a personal profile video using a FlipVideo
camera or your own digital camera with video function
Using QR Codes for Real Estate
These strange looking squares are like retail barcodes. They can
be generated easily and can be read using free apps on iPhones,
Blackberry’s, and Android phones. Popular in Japan and Europe for
years, they are starting to make a splash here in North America. QR
codes can appear on business cards, for sale signs, newspaper ads,
websites, coupons, fliers, postcards and more. When scanned, they
can cause the phone do any number of things depending on what the
creator of the code has set it up to do. For example, it can open up the
email application on the phone and fill in your email address, it can be
set to dial your number automatically, take the person to your website,
Facebook or Twitter page, generate a SMS message, take them to a
specific YouTube video, add your contact info to their address book,
and much more.
The use of these codes in Real Esate marketing is limited only by your
imagination. If you would like to learn more about how to generate and
use these codes to help your business and set you apart, sign up and
attend this informative session.
Technology Sessions
3
Facebook 101 & Advanced
Facebook for Realtors
Facebook is becoming more and more important as a marketing and
lead generation tool in the real estate industry, yet very few Realtors
are using it effectively. This advanced workshop will cover using your
Facebook Profile and Fanpage from a Realtors perspective to generate
leads and make sales. Topics covered include:
• Increasing your reach to your sphere, past clients and prospects
• What content to post to position yourself as a local expert
• Using Video effectively: what and where to post
• Using apps like Posterous to automate and streamline your social
media reach
• Linking your facebook to accounts like Twitter to save time and
expand your reach
• Fanpage VS Profile Page and why you should use both for your
business
• Create tabbed landing pages on your fanpage so that potential
clients have to like you to get more info.
By the end of this workshop you will have a very clear understanding
of how to communicate effectively with your past and potential clients
through facebook, and use its Friends of Friends reach to dramatically
increase your on-line exposure. You will be able to tap into potential
client bases you may not have known existed, and send them effective
marketing pieces and valuable real estate information that will help
establish you as their local expert.
Going Paperless with your iPad & iPhone
Many of you have an iPad and think it’s great, but are you using it to
it’s full advantage to help you in your real estate business? With a few
inexpensive apps and a bit of know-how, you can use your iPad to write
contracts on the fly, have your client sign right on the screen, email it to
the other agent or clients, receive it back, and make changes - all without
using a single piece of paper.
If you have an iPad and are not set-up to take advantage of this
technology, or are thinking of getting one but are wondering how it will
help your business, you need to attend this workshop. Please bring your
iPad and iPhone (if you have one) with you as this is a workshop and the
goal at the end is to have you set up and ready to go.
Some Recent Workshops...

5. Speaker Events & Business Meetings
4
Weekly Business Meetings
(MacDonald and West 7th)
These meetings cover items such as legal updates, Real Estate
Council and Real Estate Board news, arbitration findings,
RE/MAX news, market events, and industry tips. We also take
this time to give recognition to associates for a job well done.
Market Kick-Off Speaker Events
Starting with a full buffet breakfast, these events provide
opportunities to network with fellow RE/MAX associates. It
keeps us connected and interested in each other as a group in
addition to gaining more inspiration, education, and motivation.
High profile speakers like Richard Robbins and David Knox
discuss topics on anything from listing tools to insider secrets
from successful REALTORS®.
Industry Experts Series
Join local industry experts as they provide valuable insight
into the issues, services, and best practices you need to know
about in order to best service your clients and stay on top of
industry changes. Sessions will be hosted by a wide array
of industry experts, including lawyers and notaries, home
inspectors, tax experts, financial planners, home stagers,
contractors and more.
Sample Agenda

6. Chairman’s Club
$500,000 - $999,999
Diamond Club
$1,000,000+
Executive Club
$50,000 - $99,999
Platinum Club
$250,000 - $499,999
100% Club
$100,000 - $249,999
Lifetime
Achievement
$3,000,000
gross commisions
7 Years with RE/MAX
Circle of Legends
$10,000,000
gross commisions
10 Years with RE/MAX
Hall of Fame
$1,000,000 gross
commissions in all
years at RE/MAX
5
Club Level Awards
RE/MAX Club Level Awards are among the highest ranked in the industry. Hundreds of Western Canadian
associates are inducted into these club levels each year because RE/MAX attracts associates who strive for the best.
All Club Level Awards are based on annual gross commissions.
Career Awards
RE/MAX awards prestigious, career level awards based on gross commission earned with RE/MAX to date.
Club Levels & Career Awards

7. 6
October 2012 YTD
Monthly office stats provided free of charge for
associates use in client interviews and listing presentations.
SnapStats
TM
*These office stats prepared and published by RE/MAX Crest Realty Westside in affiliation with SnapStats
TM

8. Outstanding Agents. Outstanding Results.®
7 Advertising
RE/MAX Commercial
• Search listings, find
an official agent.
• Exclusive offers for
RE/MAX clients
“The Resource”
for consumers.
Social Media Marketing
Lead
Generation
2012RegionalGroup
AdvertisingFund
hgtv.ca
Outdoor Advertisements
Television
Television
Design Centre
“The Voice” of Real Estate
hgtv.ca

9. Regional Group Advertising Fund
8Advertising
Cause Marketing
Sports Marketing
RE/MAX
Fit to Sell
Program
Transit
-
Region Update
Blog
RE/MAX
Special
Events
Team
HOME TEAM
CONTEST
National TV Ads

10. 9
Orientation
Sales Associate Orientation
The Manteo Lakefront Resort & Conference Centre, Kelowna BC
Registration and Attendance Policies and
New Sales Associate Orientation Information:
The Sales Associate Orientation is designed for affiliates new
to the RE/MAX System. This session is designed to guide
associates through all the tools and resources available within
the RE/MAX System.
The Orientation is offered to Sales Associates and Licensed
Assistants who attend within 90 days of starting as noted on
the Member Profile. Prior to attending, Region office must have
received its copy of the Member Profile and RE/MAX
international its copy with the $425.00 annual membership dues.
Registration must be submitted two weeks prior to the
intended orientation date. Orientation Registration is subject
to space availability and minimum participation of 20 Affiliates.
Due to space planning and budgeting, spouses and guests
may not attend the sessions or food and beverage functions.
A confirmation of registration will be sent to your Broker
Owner or Manager. Please make sure you have this
confirmation prior to making travel arrangements.
CANCELLATION POLICY:
Registrants who cancel 72 hours prior to the program start
date may incur hotel charges. Accommodation charges will be
invoiced to the Broker Owner should the Sales Associate not
attend all scheduled functions of the Orientation or cancel
without notifying Regional Office and The Grand Okanagan.
Dress is business attire.
All sessions held at The Grand Okanagan Lakefront Resort.
Orientation Agenda:
Day 1
10:30 a.m. Region Office Tour (optional)
11:00 a.m. — 12:00 p.m. Registration
11:30 a.m. — 12:15 p.m. Lunch
12:15 p.m. — 1:15 p.m. Opening Remarks & RE/MAX Culture
1:15 p.m. — 2:00 p.m. Group Advertising Fund
2:00 p.m. — 2:15 p.m. Networking Break
2:15 p.m. — 3:00 p.m. Trademarks & Service Providers
3:00 p.m. — 3:15 p.m. Group Insurance Program
3:15 p.m. — 3:35 p.m. Community Care Program
3:35 p.m. — 3:50 p.m. Group Photo & Networking Break
3:50 p.m. — 4:15 p.m. Referral Systems
4:15 p.m. — 5:15 p.m. Top Producer Panel
6:30 p.m. — 8:30 p.m. Reception & Dinner
Day 2
7:30 a.m. — 8:00 a.m. Breakfast
8:00 a.m. — 9:45 a.m. CMN Cause Marketing
9:45 a.m. — 10:15 a.m. Networking Break
10:15 a.m. — 11:30 a.m. Launching Your RE/MAX Career
11:30 a.m. — 12:00 p.m. Programs
(Commercial, Awards,Recognition & Events)
(all dates and times subject to change)

11. 10
Worldwide RE/MAX Events
Sales Associate Orientation
As a new RE/MAX associate, you’ll spend two fast-paced days with
RE/MAX of Western Canada’s management team in Kelowna, BC and
discover RE/MAX services and benefits to launch your career with RE/MAX.
Take the orientation within your first 90 days with RE/MAX.
Western Canadian Conference
Hosted by RE/MAX of Western Canada in a major Western Canadian City,
the Western Canadian Conference gathers associates from across Western
Canada for a jam-packed, two day event. Complete with Key Note Speakers,
networking opportunities, the Annual Awards Ceremony an extravagant
gala dinner and dance the Western Canadian Conference is sure to leave to
feeling inspired.
Canadian Conference
Hosted by RE/MAX of Western Canada in a major Canadian City, this three
day event allows RE/MAX associates from all three Canadian regions to
come together for a motivational, networking event like no other.
Real estate associates at RE/MAX are
well recognized by RE/MAX of
Western Canada, by RE/MAX LLC,
and by their colleagues. Awards are
given for achievements at many levels
including 100% Club, Platinum Club,
Chairman’s Club, Diamond Club, Hall of
Fame, Lifetime Achievement, and Circle
of Legends.RE/MAX, LLC Convention
Hosted by RE/MAX, LLC in a major US city, this three day convention allows
RE/MAX associates from all over the globe to gather and network - gain new friends and
new contacts. The RE/MAX, LLC Convention assembles the fantastic Key Note Speakers
for motivational seminars, hosts the Annual International Awards Cermony followed by
dinner and dancing to an amazing band.
Review the Events section monthly for
updates and information including;
• Upcoming Regional &
International Events
• Date/Location Changes
• Upcoming Training Events
• Host Hotel Reservation Information
• and More…
Market Kick-Off Speaker Events
Starting with a full buffet breakfast, these events provide opportunities to network with
fellow RE/MAX associates. It keeps us connected and interested in each other as a group
in addition to gaining more inspiration, education, and motivation. High profile speaker like
Richard Robbins and David Knox discuss topics on anything from listing tools to success
secrets from successful REALTORS®.
RE/MAX events are like no other in the real estate industry. Make new
referral connections, gain new ideas and recharge your batteries!
“Great conference in
Vancouver; the facilities
were superb. I’m looking
forward to next year in
Victoria with daffodils!”
Sales Associate,
Enderby, BC

12. Wolf Connect and Testimonials
12
Your Virtual Office
Agent Websites
with MyRealPage
• 24/7 access to office resources and information
• Register for upcoming events and training
• Messaging system allows you to connect with agents
• Manage your listings and showings
• Customizable Drip email system
• Full Client Relations Management System & Calendar
• Secure File Storage System
• Monthly expense and income statements and year-end tax
summaries.
• Fully customizable by agent
• Full Reciprocity Integration
• Tons of Templates
• Integrated social media
• Exclusive RE/MAX Crest Realty
Westside Pricing
Crest Realty Westside Testimonials
“Wayne is an outstanding leader and is someone that you can always count on for the right answer. He has a
way of making everyone feel welcome and comfortable. Wayne is the go-to person for many people, and is a
true expert in all Real Estate matters. I have never seen Wayne be anything but positive and professional, and
feel fortunate to work with him.” — Rhonda Davis
“Hi Steve,
I just wanted to let you know how much I appreciate you as our managing broker, as our peak producer leader, and
as a person. I know I can always count on you to be there for me with the right answer! Warmly” — Susan Hubele

13. RE/MAX vs. Big Brokers 2012
13
RE/MAX is the #1 real estate network in Canada. Nobody sells more real estate than
RE/MAX. Here is how major Canadian competitors compare, based on 2011 statistics.

14. 14
2012 Brokerage Performance
Vancouver Market Share
Listing Ends 2012
RE/MAX agents have proven they are very skilled at helping their
sellers fulfill their desire to move better than any other competitor!
MLS Listings Per Agent
REBGV 2012 Stats
27.4 20.4 8.2 5.7 3.8 3.6 2.6 2.2
RE/MAX MACDONALD
REALTY
ROYAL
PACIFIC
SUTTON
1.3
SOTHEBY’SROYAL
LePAGE
DEXTER PRUDENTIAL COLDWELL
BANKER
1.9
TRG
All others 22.86%
8.57 6.20 5.25 5.14 5.05 4.95 4.84 4.10 3.84 3.82 3.17 2.58 1.77 1.51
RE/MAX MACDONALD
REALTY
COLDWELL
BANKER
PRUDENTIAL ROYAL
PACIFIC
HOMELAND
REALTY
SOTHEBY’SSUTTON AMEXDEXTERROYAL
LePAGE
CENTURY
21
TRGONE
PERCENT
Year End 2012 (Listings Sold, MLS) Statistics compiled by independent research. Each office independently owned and operated.

15. 15
REBGV 2012 Medallion Qualifiers
RE/MAX
Sutton
RoyalLePage
MacdonaldRealty
Prudential
KellerWIlliams
RoyalPacific
ColdwellBanker
TRG-TheResidentialGroup
Team3000
Amex
DexterAssociates
Century21
MultipleRealtyLtd
Sotheby’s
AngellHasman
HomelandRealty
RoyaltyGroupRealtyInc
Real Estate Board of Greater Vancouver
2012 Medallion Club Qualifiers by Brand
*Source: Published by REBGV for 2012 Medallion Club Qualifiers
0
100
200
300
400
500
600

16. SOLD
Crest Realty Westside
Outstanding Agents, Outstanding Results.