Three topics are covered in this sales meeting: 1. Quiz on NAR's 2011 Buyer and Seller Report, 2. Using Prudential's Customer for Life program in Online Seller Advantage, and 3. Writing special clauses for agreements of sale.

1. Buyer & Seller Quiz
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2. Buyer/Seller Quiz
1. What percent of consumers believe
real estate is a good investment?
6 7 8
Over ¾’s of the population still feel that
the product that we sell is worthwhile
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3. Buyer/Seller Quiz
2. What percent of all buyers are single
women?
1 1 8
Almost 1 in 5 buyers that you deal with
will be women. Single men are 10%.
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4. Buyer/Seller Quiz
3. What percentage of all real estate
transactions are handled by REALTORS?
7 8 9
This number continues to hold steady
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5. Buyer/Seller Quiz
4. What percentage of homes were
sold as For Sale by Owners (FSBO)?
1 0 6
It was 9% in 2010 and 18% in 1997.
Consumers need us in these complex times.
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6. Buyer/Seller Quiz
5. What percentage of buyers/sellers
are likely to use the same real estate
agent in the future?
8 5 9
Almost 9 out of 10 consumers are satisfied
with our service.
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7. Buyer/Seller Quiz
6. What percentage of repeat buyers
and sellers used the same agent they
had used previously?
3 0 9
UGGGG!!! How are you staying in touch
with your past clientele?
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8. Buyer/Seller Quiz
7. What percentage of buyers thought
the mortgage application and approval
process was somewhat more difficult
than expected?
2 3 9
Setting expectation levels is paramount.
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9. Buyer/Seller Quiz
8. What percentage of homes were
sold to first time home buyers?
5 3 7
Last year this number was 50%.
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10. Buyer/Seller Quiz
9. What percentage of first time home
buyers obtained an FHA mortgage?
5 4 5
This financing method is vital to home buyers.
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11. Buyer/Seller Quiz
10. What percentage of buyers first
learned about the home that they
purchased through the newspaper?
1 0 2
Newspaper advertising is dead!
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12. Buyer/Seller Quiz
TIEBREAKER: How much money did the
Colonial Park office raise for the
Sunshine Kids this year?
$1,896
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13. Why use ‘Customer for Life’?
85%
% of Customers
The Grand Disconnect
76% of Past Customers Use
a Different REALTOR
9%
Would use again Did use again
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14. Click ‘Online Seller Advantage’
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15. Click ‘Customer for Life’
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16. Click ‘Add/Edit Customer’ Tab
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17. Type in Customer Data
Enter estimated property value of customer. The program will
include properties in the report that fall within a 20% range of
the subject. Don’t worry – you can override the range if you
want to.
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18. Enter Other Data
Available options
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19. Personalize Your Message
This section is just like working in a word processing
program.
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20. Other Options
• Always check the box marked ‘Display Map’
• Then click ‘Show Advanced Criteria’
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21. Advanced Criteria Options
Don’t limit your search too much. Remember, this
report is to give a customer a general idea of what is
selling in their neighborhood
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22. The Final Product
Branded to agent
7, 14 or 30 day
time frames
Internet search activity
Interactive map
New listings,
price changes,
or status
changes
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23. Writing a Special Clause
Huh?
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24. Three Components of Special Clause
1. What do you want to happen? (be specific)
2. Who is responsible for it?
3. When do you want it completed?
Poorly written clause: ‘Contingent on new roof.’
Well written clause: ‘This agreement is contingent upon the Seller
installing a new roof at Seller’s expense prior to settlement. Roof
brand, style and color will be selected by Buyer from within Seller’s
allowance of $XXXX within seven days of acceptance of this
agreement.’
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25. Post Settlement Issues
REMEMBER: The agreement of sale dies at the
settlement table. Any action that is required after
settlement needs the following statement:
“This clause shall remain in full force and effect
and shall survive settlement.”
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