Lessons from top buyer’s specialist

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

Our Realtors are on their A-Game with the best training in World!

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.

How to build a strong real estate team

What is RSTLM?

1) Recruit-Select (find and hire the right person)real estate career seminar. become a realtor
2) Action Training, (train them to live up to the standards your customers expect from you)
3) Leadership and Motivation (lead them to long term success on your team and eliminate turnover)

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.

When: January 15-16, 2014
Time: 9:00 – 4:00
Where: Keller Williams St. Petersburg
111 2nd Ave NE, Suite 400
St. Petersburg, FL 33701

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

August 2014 Training and events calendar

Did you know Training MagazineWe offer the BEST training to our Realtors so they have the resources and knowledge to serve their customers at the highest level!

Below is a calendar of our Training and Events for August. Please let us know if you would like more information or if you would like to attend any of our events. 

 

august 2014 events

August 2014 Events and Training

Keller Williams Chadwick Group Enters Seminole Madeira Beach Area

PRESS RELEASE!

Seminole, Florida May 9, 2014  — Keller Williams Realty International, the largest real estate franchise by agent count in North America, announced today that it has expanded its network  to the Seminole /Madeira Beach area with the opening of Keller Williams Realty Seminole.

“Seminole was a natural move for the Chadwick Group of Keller Williams Realty given the success we have had with our St.Pete Office”, said Kevin Chadwick, Operating Principal of 8 KW offices in the Tampa Bay Area.  Kevin Chadwick and Team Leader, Tracey Erickson, are excited to launch this new full-service Keller Williams Realty office to serve Seminole and Madeira Beach area buyers and sellers with exceptional service.

“Having been a franchisee of another type of business in the past, Keller Williams was a no-brainer for us. They are the most forward thinking group of folks in the industry. The coaching, training and education Keller Williams offers combined with the culture of caring and compassion for all people really impressed us”, stated Jennifer and Lonnie Orns, top ranking Realtors in Pinellas County.

“Keller Williams is excited about opening a new market center in Seminole,” said CEO of KWRI, Mark Willis. “Our company has a policy of selecting only premier partners in any given area. These individuals are top producers, business owners and well-respected in their community. By maintaining our standards of excellence, we can provide Keller Williams customers with the best real estate experience possible.”

The Chadwick Group’s affiliation with Keller Williams is effective immediately. The office will be located at 5666 Seminole Blvd. For more information about opportunities with KW Seminole, please contact Team Leader, Tracey Erickson at TraceyErickson@kw.com.

 

About Keller Williams Realty, Inc.:

Keller Williams Realty, Inc. is the largest real estate franchise company in North America, with approximately 700 offices and 96,000 associates in more than a dozen countries around the world. The company has grown exponentially since the opening of the first Keller Williams Realty office in 1983, and continues to cultivate an agent-centric, education-based, technology-driven culture that rewards associates as stakeholders. The company also provides specialized agents in luxury homes and commercial real estate properties. For more information or to search for homes for sale visit Keller Williams Realty online at (www.kw.com). For more information about Keller Williams Worldwide, please visit (www.kwworldwide.com).

 

Keller Williams St.Pete Sponsors RED DAY

red day 20145/2/2014 Pinellas County, FL — Exemplifying the core values of the largest real estate franchise in North America, theKeller Williams Realty International is hosting its national community service day, RED Day on Thursday, May 8thIntroduced in 2009, RED Day, which stands for Renew, Energize and Donate, is Keller Williams Realty’s annual day of service. Each year on the second Thursday of May, associates spend the day away from their businesses serving worthy organizations and causes in their communities. RED Day is just another example of our commitment to each other and to the cities and towns where we live and work. 

Keller Williams Realty St. Pete is a proud participant in RED Day and is excited to partner with Habitat for Humanity for a 2nd year in a row to help with the construction of  7 single family homes in Pinellas County.

“We believe in supporting the community where we live and work,” Team Leader Rachel Sartain says. “It’s our way of saying thanks to our friends, neighbors, clients and community.”

Habitat for Humanity, Vandyk Mortgage, TampaBay Title, Keller Williams and  Stevens Van Lines have partnered up to make this a successful Red Day.

The Keller Williams Market Center, located at 111 2nd Ave N was established in 2011 and has 185 associates. In that time they have grown to the number one office in production in their region.

 

To learn more about Keller Williams Realty, call Rachel Sartain at 727-894-1600 or visit www.kw.com.

 

About Keller Williams Realty, Inc.:

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KW St. Pete family with the proud new home owner of a Habitat Home

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Managing Broker, Rachel Sartain

Keller Williams Realty, Inc. is the largest real estate franchise company in North America, with approximately 700 offices and 96,000 associates in more than a dozen countries around the world. The company has grown exponentially since the opening of the first Keller Williams Realty office in 1983, and continues to cultivate an agent-centric, education-based, technology-driven culture that rewards associates as stakeholders. The company also provides specialized agents in luxury homes and commercial real estate properties. For more information or to search for homes for sale visit Keller Williams Realty online at (www.kw.com). For more information ab red day 2013out Keller Williams Worldwide, please visit (www.kwworldwide.com).

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kevin chadwick

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Aaron Ross, Suzan Bloechle, Bruce Harris

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Bruce Harris

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Heather Breckenridge, Becky McConnell, Rachel Sartain

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Diana Geegan, Susie Miano

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Diana Geegan

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KW Luxury Homes Grand Opening in St. Petersburg

KW Luxury Homes opens in St. Petersburg April 25, 2014front

(St. Petersburg, FL 4/22/2014) — Keller Williams Realty St. Pete announced the Grand Opening of its KW Luxury Homes office this Friday, April 25, 2014. This Red Carpet event will be held from 5-8pm at the newly designed office located at 111 2nd Ave NE in beautiful downtown St. Pete. KW Luxury Homes International is the elite, luxury properties arm of Keller Williams Realty, the largest real estate company in the United States. The organization offers eligible associates extensive training, marketing and technology resources as well as the elite designation as a Luxury Homes Specialist via The Institute for Luxury Homes Marketing (www.luxuryhomemarketing.com).

“This Luxury Real Estate office is unique because we listened to the needs of our Luxury Realtors and their customers. We built an office around those needs, not ours”, stated Rachel Sartain, managing Broker, with Keller Williams Realty St. Pete, the number one ranked office in sales volume and market share in south Pinellas.

“We couldn’t be more excited to open this Luxury office in our amazing city,” says the operating principal of the most successful KW offices in the Tampa Bay area, Kevin Chadwick. “We know that our team’s influence and experience brings an uncompromising level of service to our affluent clients.”reception

“I didn’t join KW Luxury for me; I did it for my clients. My clients deserve a superior level of service, marketing power and the highest of standards. What they’ve come to expect, I came to KW Luxury to
deliver”, stated Diana Geegan. Diana recently listed and sold a $1.3million condo at 400 Beach Drive in downtown St. Petersburg and had it under contract with multiple offers in less than a week.

KW Luxury Homes International made its debut in 2007, offering Luxury clients new branding and marketing materials, an international web presence (www.kwluxuryhomes.com) and a highly-successful international networking system for referrals. Dee Shultz, the founder and chairman of KW Luxury Homes International stated “We know that the vast majority of luxury property transactions – on both the buying and selling side – are driven through agent connections, and our agents are among the most well-connected in the World! With Keller Williams Realty’s network of 96,000+ associates in over 12 countries and our luxury-specific referral network, we are able to connect and serve our luxury clients at a higher level.”

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Keller Williams Realty, Inc. is the largest real estate franchise company in North America, with approximately 700 offices and 96,000 associates in more than a dozen countries around the world. The company has grown exponentially since the opening of the first Keller Williams Realty office in 1983, and continues to cultivate an agent-centric, education-based, technology-driven culture that rewards associates as stakeholders. The company also provides specialized agents in luxury homes and commercial real estate properties. For more information or to search for homes for sale visit Keller Williams Realty online at (www.kw.com). For more information about KW Luxury Homes International, please visit (www.kwluxuryhomes.com).