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Top Shelf Business Practices for Realtors

This course was created for the Washington Association of Realtors(R) Updated 2016 Written by Terry Eccles-Pettet Broker/Owner of Imagine Homes Realty, LLC Sponsored TEP Producers' RealtyU, LLC August 2013

Terry Eccles-Pettet

on 21 March 2017

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Transcript of Top Shelf Business Practices for Realtors

by Terry Eccles-Pettet
Top Shelf Business Practices
Refer-ability skills
What's Your Value
Why would they choose you to be their Realtor for Life?
Do Unto Others....
Respect for the Public

1. Follow the “Golden Rule” -- Do unto others as you would have them do unto you.
2. Respond promptly to inquiries and requests for information.
3. Schedule appointments and showings as far in advance as possible.
4. Call if you are delayed or must cancel an appointment or showing.
5. If a prospective buyer decides not to view an occupied home,
promptly explain the situation to the listing broker or the occupant.
6. Communicate with all parties in a timely fashion.
7. When entering a property, ensure that unexpected situations, such as pets,
are handled appropriately.
8. Leave your business card if not prohibited by local rules.
9. Never criticize property in the presence of the occupant.
10. Inform occupants that you are leaving after showings.
11. When showing an occupied home, always ring the doorbell or knock -- and announce
yourself loudly -- before entering. Knock and announce yourself loudly before entering any closed room.
12. Present a professional appearance at all times; dress appropriately and drive a clean car.
13. If occupants are home during showings, ask their permission before using the telephone or bathroom.
14. Encourage the clients of other brokers to direct questions to their agent or representative.
15. Communicate clearly; don’t use jargon or slang that may not be readily understood.
16. Be aware of and respect cultural differences.
17. Show courtesy and respect to everyone.
18. Be aware of -- and meet -- all deadlines.
19. Promise only what you can deliver -- and keep your promises.
20. Identify your REALTOR® and your professional status in contacts with the public.
21. Do not tell people what you think -- tell them what you know.

Reputation is Like Fire It Sticks to You
If it's not all about the client, then it's all about the money
Pathways to Professionalism
Public, Property, Peers

Respect for Peers
What's Missing?
Terry's Facebook Cover Photo
Is this the Career of a Lifetime
or is this Just A Hobby ???

How you treat OTHERS
The level of respect you GIVE
Always being HONEST
Going the EXTRA MILE

Guess What - It Shows?
Washington Realtors
It's the bar to be measured by... Not the one to trip you up...
Mission Statement
The Business Plan
Begin With The End In Sight
Are You Settling for just the Bones?
When will you take
Your Biz to the
Next Level?
Anyone can find the edges
It takes vision to complete the Journey
The Power is in
Writing It Down!
Produce the business outcomes & rewards You have planned for by spending face to face time with clients, cultivating relationships and picking
up the phone
To invest uninterrupted time
in growing your biz, to plan,
organize, strategize, create, &
implement systems
To identify and schedule
"down time"
to renew & recharge
Thank You Joe Stumpf's
By Referral Only
Best Tool or Worse Nightmare?
When was the last time you did a Technology Review?
Stop Chasing New & Next
look only for solutions that
make sense to your
mission statement
Showing Homes

Listing Appointments

Content Provider

Problem Solver

Back Office Aficionado
It's Not the Number of "friends", but
How Deep You Connect that counts!
Hand Written Notes
Birthday Cards
Anniversary Cards
Thank You Cards
Power Notes
Thinking of You Notes
Postcards from wherever....
1. What's Your biggest Challenge at the moment?
2. What have you tried so far?
3. What's your next step?
3.5 By When will you complete that?
The easier it is to find the HOW
The Bigger
the WHY

AKA: Your Personal
Dominant Motivational Goal
Do It Now
write this 49 times - 3 times a day
I Attract Abundance
I'm a Money Magnet
Money comes to me easily and frequently
I love the thought that I am debt free
I am committed to doubling my income in the next 12 months from $60,000 to $120,000, so that I can provide financial security for my family.
Affirmations: Positive Self-Talk
Is your BS meter running?
...is what a legend is to a map...
How to Write a Power Note
Unbranded but quality paper
Blue ink - it's an original
Use You a lot - Avoid me, my, I
Be specific with some praise
Project a Positive Attitude
The Power of the PS: Call to Action
Golden Rule for connectivity
Ask Insightful Questions
If You always Do What You've always done, you'll get what you've always gotten
Our Reputation depends
upon how well and
how often our actions
align with our words
TEP Producers' RealtyU, LLC
If you want to reach your goals, you may have to shrink the size of your But...
Consistency in all things
Are You Doing What Makes You Money?
Our Mission: to inspire and nurture the
human spirit --
one person, one cup and one neighborhood a time
Our Mission:
to provide outstanding service every day, one customer at a time
Our Mission: Is to give people the power to share and make the world more open and connected
Our Mission: To be the ultimate advocate for our clients, customers and brokers, ensuring that every day we make it possible for dreams to come true through education, training, & customer service so that at the end of every transaction we get to say, "...and they lived happily ever after!"
Imagine Homes
Realty, LLC
Where You Have Been
What Did You Sell Last Year
How Many Listings
How Many Buyers
How Many Families did you Help
What Were Your expenses
How Much did you keep
How Did You Do it
Where Do You Want To Be?

Road Map To A Business Plan
National Association of Realtors
Your Local Association

Call To Action
Actions Speak Louder than Words
Show Me The Money
GPS Analysis
Where have you been?
Where do you want to go?
Before Unit
How do you meet up
with Tomorrow's Clients?
After Unit
Real Estate Consultant for Life
AKA Welcome to the Family
During Unit
Love the One You're With
10% - 15%
Referral Rate
50% - 75%
Referral Rate
25% - 45%
Referral Rate
Stop decision Fatigue
Change Your Morning
Change Your Life
A Dream is A Goal with A Deadline
Dream Bigger,
Set Hairy Scary Goals,
Live Life Large,
Put Your Big Kid Panties On,
If Not Now
Too Passive
To ensure that I lose 23 pounds by July 15, 2017, I am 100% committed to working out five days per week and running on the treadmill for a minimum of 40 minutes each day between 6am & 7am
The devils in the details....
When You Buy something new....
Schedule the time to learn it

First You make Habits
and then
the Habits will Make You!
Your Level of success will seldom exceed you level of personal development, because success is something you attract by the person you become.
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