“This is not Average Agent Camp. This is Mega Agent Camp!” proclaimed Gary Keller at this year’s Keller Williams Realty Mega Agent Camp in Austin, Texas. In his cut and dry style he told the audience, “It takes no more hours in the day to be stupid as it does to be smart”. For the 12,000 participants that attended this year’s Mega Camp, the information shared will spark new practices and fuel production of some of the most highly profitable businesses in the country.
Real estate is no longer a job for retired school teachers who just want to show homes. Real estate, as a business, is probably one of the least expensive, big money return, small business opportunities that is available to almost anyone. And the “anyones” are business minded, tech-savvy, entrepreneurs who are producing sales volumes that have never been seen before. Gary said it best by stating, “It is not about being a real estate agent. It is about being a Business Agent”.
The head-turners of the industry know you must have a plan to become better. There are many great Realtors out there that are not performing to their potential. The average agent who is not striving to become better, will find themselves falling behind and blaming the market. Rich Cazneaux, from Sacramento, stated it best in the latest KW Outfront Magazine, “I loved my previous broker and the brand. I was happy but I had reached a production ceiling that I couldn’t break on my own.” Rich attended Mega Camp and heard Gary Keller tell the crowd, “You are a business owner, not a real estate agent, and that means you need to act like a business.” This made Rich look deeper into Keller Williams.
If you are a real estate agent wanting to break through your ceiling to the next level of achievement, look into the systems, tools, training and education Keller Williams has to offer.
Jeff Joyner, broker-associates with Keller Williams Realty in St. Petersburg, was recently nominated as the Culture Ambassador for Keller Williams Realty North Florida Region.
Nominated by their peers, Cultural Ambassadors are associates who are shining examples of giving, sharing, and helping to grow the KW culture. They are selected for their service to others both inside their market center and in their communities.
“You are chosen as a Cultural Ambassador because you exemplify the culture of Keller Williams at the highest level,” said Mo Anderson, Keller Williams Vice Chairman of the Board, as she addressed the honorees. “Your passion for living the culture is an inspiration. Thank you for your deeds of kindness and for the integrity you embody.”
Kay Evans, co-owner of the North Florida Region and co-chair of the Culture Summit, stated “culture ambassadors lives and business are example of our KW culture.”
“The culture actions you take today yield the growth we experience tomorrow”, continued Mo Anderson, “You have been selected by service to others inside the office, with their families and in the community. Thank you for being a role model of the WI4C2TS.”
Keller Williams Realty culture is summed-up by its WI4C2TS
“Jeff helps so many through leadership and service. His deeds are quiet and discreet but impact in a BIG way”, exclaimed Rachel Sartain, Managing Broker of Keller Williams Realty St. Pete. “The nomination process uncovered so many of Jeff’s charitable deeds. I am very appreciative to be in business with such a giving man. He is model of high integrity and a charitable heart, yet he runs a strong and profitable business”.
Upon accepting the award of Culture Ambassador, Jeff humble stated “There are so many great feelings that come from watching a simple contribution compound into a powerful measure to help others at a time of need. This has made me aware of how small things change people in a big way.”
About Jeff Joyner:
Jeff is a father of two beautiful girls and loving husband. As a 4th generation Pinellas County Realtor and St. Petersburg native, his family has built, sold, and developed properties in the Tampa Bay area since the 20’s.
Doug Baril, a top-producing Realtor from Gainesville, has decided to expand his business and has recently joined the Keller Williams Realty. Doug has been one of Gainesville’s Highest Producing Realtors on a yearly basis achieving the top 1% in production and Top 25 of all Realtors within the Gainesville Alachua County Association of Realtors. With 12 years experience as a top producing agent, Doug decided to expand his business in the Tampa Bay area by joining the Keller Williams family in St. Petersburg. Baril announced his expansion by stating, “This move will provide my business with proven models and system so I can continue offering superior service to all of my customers and grow my business to reach new levels of success.”
“We are truly excited to have Doug join us here at our KW St. Pete office” said Rachel Tenpenny Sartain, CEO and Broker of KW St. Pete. “Keller Williams offers its associates unparalleled career growth and lifelong learning opportunities in the real estate industry. We know that Doug will be a great fit and his customers are the ones who will truly benefit from Doug joining KW.”
Doug has extensive experience with Luxury Homes, Single Family Residential Homes, Townhomes, Condominiums, Commercial Sales, Foreclosures, and Short Sales. “I chose Keller Williams due to its high degree of professionalism, cutting edge use of technology, and its incredible worldwide reputation as a leading company in the industry,” stated Baril. “I want to continue to expand my real estate business, and Keller Williams provides the training and technology that will help me reach my goals.”
The Keller Williams Realty St. Pete Market Center, located at 111 2nd Ave NE, was established in 2011 and now has over 205 associates selling more real estate than any other company in the area.
To learn more about Keller Williams, call Rachel Tenpenny Sartain at 727.894.1600 or visit http://www.kw.com.
In our Keller Williams St. Pete office of 205 Realtors, there are two that standout above the crowd when it comes to working with Buyers. Sue Barber and Mashonda Smith the most sought after buyer’s specialist in the office. Other teams within the office inviteMashonda and Sue into their meetings to teach their buyer’s agents how to properly do a buyer consultation, effectively use the buyer brokerage agreement, and deliver the highest rated customer service.
- Sue Barber has been in the “people business” all her life… as an educator, meeting planner, TV spokesperson, public relations coordinator, and Executive Director of the Maine Lobster Promotion Council….Sue has been the recipient of numerous marketing and advocacy awards. She became a licensed Realtor in 2004 and moved her business to Keller Williams in 2009, where she began perfecting her buyer consultation to ensure she delivered only the best to her customers. Today Sue continues to brings a unique combination of customer care and knowledge to the buyers and sellers she represents in her real estate profession and is highly respected in the Realtor community.
Mashonda Smith, buyer’s specialist with Orns and Associates of KW, is a trusted resource for all of her customers in the process of buying or selling. She provides expertise about neighborhood features and schools and will target your home search based on your individual needs and wants. Most importantly,Mashonda listens! She asks the right questions and listens to her buyer’s needs and wants – then meets them!
Sue and Mashonda were kind enough to share some of their secrets at our Tuesday Team Meeting.
1. Why is the buyer consultation process so important to you and to your customer?
Sue : “It is a piece that most Realtors do not want to do. You just have to make the decision to do it. I follow a pre-printed outline in the first appointment. I met with them to find out if we are going to enjoy working together, and I will also show them the process of buying a home and set expectation for the home buying process.
It is really important that all parties who are purchasing are present so we can all be on the same page as to their needs and wants.”
Mashonda: “I’ve learned that it is the only way to work with buyers. It is just what I do and I actually learned it from Sue when she taught the Buyer Consultation class in Ignite.”
“The consultation is key to working with any buyer or seller to help the customer achieve their goals. It helps us shares information and set proper expectations so the customer is not disappointed. The consultation will also help each party understand expectations and know if you are able to work together.”
“Firstly, I want to make sure it is the best decision for them to make the investment. I am going to ask questions to really understand their motivation. Then I can pull from their excitement. That is what I enjoy, other peoples excitement about their new purchase.”
2. When did you start implement the buyer consultation process into your business and why?
Sue: “I tried to do it right from the beginning but picked up bad habits from Realtors who were scared to use it. Through classes here at KW, I’ve learned the importance of it to my customers and for my business.”
Mashonda: “I’ve always schedule a sit down consultation. If they are out of town I will schedule a phone consultation but I still want a sit-down when they come into town. It is how I learned and I have never done it any other way.”
3. What is your view regarding the Buyer Broker Agreement?
Sue: “It is an agreement showing that you are going to work together. It is the only way I work with buyers. I have made the mistake in the past of not using one; no more. You need the consultation and the buyer broker agreement to know you are going to get paid for your hard work and it creates a loyalty on both sides.”
Mashonda: “It is a loyalty agreement that works both ways. I do not work without one.”
4. How many houses do you show on average to a particular buyer?
Sue: If I listen to the buyers criteria carefully it is typically around 10 homes. Sometimes it might be 10-15. After each showing, I always ask ‘is this the right house for you’.”
Mashonda: “If the buyers are highly motivated it should be done in 5 homes or less. Asking the question “is this the right home for you” every time helps the buyer realize what they are really wanting in their new home.”
If you are interested in learning more information about the Buyer Consultation process and why it is important, please contact our Keller Williams Realty St. Petersburg office at 727.894.1600 and ask for Rachel Tenpenny Sartain, Managing Broker
At Keller Williams Realty St. Pete we help our Realtors stay on their A-Game so they can bring the best service and most up-to-date information to their customers. Everyday in our office we are offering the best training of any real estate company in the area. That is only to be expected from the #1 Training company, as named by Training Magazine, for the best training in all companies across all industries.
Don’t miss some great training and business building opportunities that we have coming up in August. Here is a sampling of what is available:
IGNITE training will teach you the best consultation techniques, how to negotiate win-win agreements and pricing right for our market.
Power Day and Paint the Town Red is a BIG opportunity for you, your Sellers and your Buyers! We will have a full day focused on finding buyers for our Sellers and bringing them to our powerful open house day where we Paint the Town Red with over 40 open houses. Friday 8/7 and Sunday 8/9.
Free Continuing Education credits brought to you by Tampa Bay Title. This 1031 Exchange class can help you work with your investor customers and you earn 3 CEUs. Tuesday, August 11.
New TRID Disclosure will change how closings are handled. Are you ready for the change in October? You need to know how the process works and Vandyk Mortgage is bringing you the information on Monday, August 17.
MEGA CAMP is where top-producing real estate professionals unite to network with the industry’s most esteemed leaders. It is 2 days in Austin, Texas where you can learn specific techniques to enhance your business, network with top agents from around the world and be exposed to all the latest products that are hitting the market. August 20-21
Agent Masterminds is hosted by John Maxwell Certified productivity coach, Dana Bickford and is focused on helping participants growth their listing inventory by having participants challenging each other to create and implement goals, brainstorm ideas, and support each other with total honesty and respect. Tuesday, August 25.
Want to learn more about our training? Contact our Director of Training, Elijah Ramsey at (727) 894-1600.
What is RSTLM?
The Recruit-Select Lite system was customized by top Real Estate teams around the country to find and select talent for your team. This course enables you to implement proven hiring systems to ensure the best and the brightest — the candidates most likely to succeed — join your team. During this class you will also discover how to;
• Build a pipeline of quality candidates.
• Determine the qualities you need in a candidate.
• Use and appreciate behavioral analysis in the hiring process.
• Learn to utilize and customize job profiles for roles on agent teams.
• Consult with individuals about their DISC and AVA behavioral assessments.
• Utilize a comprehensive interview process that builds trust and quality relationships
Day 2 will be about propelling your great talent into performance and productivity quickly with Action Training Lite. In this course, you will learn a proven, five-step system for developing a training plan that is tailored to the needs of your new team member and their specific job role on your team. The end result of this system is a self-managed team member and the foundation for an ongoing relationship of accountability and trust. The Action Training plan will equip you with the following so you can stay focused on building your business:
• Create and implement a personalized 100-day accountability-based training program for new team members.
• Develop successful, self-managed team members.
• Move new team members into results-oriented action quickly
The 3rd step of this process is to Lead & Motivate which provides tools and techniques to propel your action-trained team member into profitability–both a profitable business relationship that can be measured in dollars and a profitable team relationship that can be measured in opportunity.
• Learn to move beyond crisis management and lead by preset objective.
• Identify leadership tools and techniques to align your team members with success.
• Uncover the elements of motivation.
• Develop tools and techniques to tap into your team members’ motivators.
These three courses were developed to help agents find, train and retain talent for their businesses. The Recruit-Select-Train-Lead-Motivate™ (RSTLM™) system has been exclusively licensed to Keller Williams Realty International by Corporate Consulting to use within the real estate industry to select business partners, support them through training, and effectively lead and motivate them for long-term success. The Mega series abridges the full version of RSTLM and is intended as a first step toward developing mastery in this powerful system.
To register for this 2 day training to help you grow your business, please visit http://www.eventbrite.com/e/recruit-select-train-lead-motive-series-tickets-14877122875?aff=es2&rank=1
Or Contact Rachel Sartain, Team Leader and Broker, Keller Williams Realty St. Petersburg 727.894.1600