Sales meeting about the importance of disclosing agency relationships to consumers and a discussion on the importance of providing unexpected extras in the real estate transaction.

1. Chambersburg Office
Sales Meeting
Tuesday, November 12, 2013

2. Mortgage Update
Blain Rosenberry
Cell: (757) 218-2797
Blain.Rosenberry@HomesaleMortgage.com.

3. Title Update
Lisa Baublitz
Agent Appreciation Luncheon
Date: Tuesday, December 10th
Time: 11:30 AM - 1:30 PM
Location: Office

4. Company Update
Sharon Helsel
Regional President

5. New HUD Procedures

6. Agency Relationships

7. Real Estate Licensing & Registration Act
§ 455.608. Information to be given at initial interview
A Consumer Notice shall be provided at the initial
interview. For the purposes of this section, the initial
interview is the first contact between a licensee and a
consumer of real estate-related services where a
substantive discussion about real estate needs occurs.

8. How Did We Get Here?
• Landmark case in 1993
• $275 million lawsuit
• Involved over 6,000 transactions

9. When Things Go South
The original disagreement is usually pretty clear cut
to rational attorneys . . . so they dig a little deeper

10. When Things Go South
The transaction file is
the fingerprint
Depositions and investigations aren’t something
that you want to experience

11. Let’s Start at the Beginning
This is only a disclosure
Different ways to be
represented

12. Let’s Start at the Beginning
“ . . . be advised that unless
you select a business
relationship by signing a
written agreement, the
licensee is not representing
you. A business relationship
is not presumed.”

13. What are the differences?
• Know the benefits
• You should be able to clearly
explain the differences
• If you can’t explain the
benefits, why do you expect
the buyer to sign an
agreement

14. Buyer Services Guarantee
• Tool to help you explain the
advantages of working with
you
• Link it to the Buyer Agency
Contract

15. Buyer Agency Contract
• Ensures that you get paid
• Outlines what you will do
• Remember – unless a buyer
signs a Buyer Agency
Contract, you represent the
Seller

16. Buyer Objections
• But I don’t want to be tied to you for an extended
period of time.
• But I didn’t have to do this with another
REALTOR® when they showed me some
properties.
• But I could end up paying you a commission if I
buy a FSBO.

17. Listing Property
X
• What are the ramifications of checking off
the Subagent box?
• Recommend that you only check off the box
marked Buyer’s Agent

18. Question to Ponder
Can you show a property to a buyer without a
Buyer Agency contract and prior to writing a
contract on it, become a Buyer’s Agent?

19. Question to Ponder
If you show a property to a buyer without a
Buyer’s Agency contract and the MLS printout
indicates that the seller is only willing to
compensate Buyer’s Agents, are you entitled to a
commission if you sell the property?

20. Code of Ethics & Standards of Practice
Standard of Practice 16-10
REALTORS® acting as buyer representatives, shall disclose
that relationship to the seller or broker at first contact and
shall provide written confirmation of that disclosure to the
seller representative or broker not later than execution of a
purchase agreement.

21. Customer Satisfaction:
The Dawn of a New Era in Real Estate

22. Deciding Where to Stay

23. Rate the Staff
• ‘Staff was great and helpful’
• ‘Front desk staff was very friendly’
• ‘The staff is incredibly nice’
• ‘The hotel staff was fantastic’
• ‘The hotel managers and staff were
courteous and available’

24. Two Questions at Check-in
When does your small café open for continental breakfast?
Do you know anything about the Johnstown Flood Museum?
Front Desk Clerk: “I don’t
know. This is my first day
on the job and I’m new to
the area.”

25. An Unexpected Extra
Comfort Inn & Suites
• Bkfst at 7
• Museum opens at 10.
$8/per. Great reviews.
Enjoy.
• Wake up call?
• How did they know to text me?
• Anticipated an additional need

27. Copy link into browser
to play video:
http://youtu.be/fFZ-fghui2E

28. Customer Survey Service Exercise
Answer the survey as if you
were your client in the last
transaction you completed
Be honest!

29. • New Listing
• Price Changes
• Buyer Needs