Team Meeting

May 24th - 2011

1. Community Service Announcement

2. Pocket Listing and Buyer Needs

3. Next Team Meeting - Tuesday, June 7th

4. Prudential University Learn Center Schedule for June - Master eCards and Whiz Bang Your Marketing with the FREE Prea Media Center.

5. TAR FREE Webinars - Facebook 101/Thursday May 26th @ Noon + Build a Facebook Business Page - Tuesday May 3Pt @ Noon.

6. Submit Your Fine Homes Ad Copy for our Fine Homes Portfolio Magazine, it's FREE. Ad Deadline June 3rd•

7. Call To Action - Tell Congress NO to mandatory 20% Down Payments. It's easy and takes less than 2 minutes. Speak Up or Shut Up.

8. NAR Nation Wide Open House + The Woodlands Open House Blitz - Saturday & Sunday June 4th & 5th. Sign Up> Show Up > Win BIG!

9. Market Reports - May Listings: 2010 = 918 /2011 = 1071 (+16.6) DOM = 93

May Written Sales: 2010:::: 188/2011 = 256 Projected. {+36.2%} May-June-Julyare the biggest sales months. Sprint for 90 days.

10. How To White Gossip Your Way To The Closing Table.

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Anyone running beats anyone walking.

Anyone walking beats anyone sitting. Are you Running, Walking or Sitting?

June

Prudential University LearnCenter Virtual Instructor Led Training Calendar (Revised 05/16/2011)

2011

1 2 3
8;1;)8 ~~1 :00 PIVI 1100 AM
~ Media£enfer Introduction Selling By Style
Prudential VOIPaDd~i[ (All Audiences)
(AI~es)
...._.. 11:00AM
OA CAM JAM
(Brokers/Managers/CAMs)
6 7 8 9 10
1100 AM 8 D@ Ati¥{~tQ9..:fM 1100 AM
Getting the Most From eC!r~aSiCS and eCards 2: Data Management
the Brand I ntnDdwe can and Reporting
(All Audiences) VOI~ aod$}&lr VOIP and AT&T
(AITtllu£,i.ences) (All Audiences)
11:00 AM 1100 AM
OSA Q&A Customer for Life
(Ali Audiences) (AII/\udiences)
13 14 15 16 17
1100 AM 8Qt)~M!Jt1~~1 11:00AM 11:00AM
Getting the Most From Medim§:&~~n I Object! T ramer Exchange
the Brand V[)IP, & A1&;[' (All Audiences) (Trainers / Instructors)
(All Audiences) ~fi)c:;es)
1 :00 PM 9:00 Management Call
Nextwork Introduction Social Media Strategies
(All Audiences) with Matthew Ferrara
Brokers/Owners/Managers)
20 21 22 23 24 27

SUMM

ER

BR EAK

28

30

Note: Session deSCriptions and enrollments can be viewed on Prudential Univeristy Lesrncenter two weeks prior to the session date. To enroll, go td PREA Centerland click on LearnCenter in the Technology Links section. Click on the Virtual Instructor Led Training link on the lower right screen. Click on the session you would like to attend and click Enroll. AI! sessions are scheduled for Pacific Time.

© 2011 Prudential Financial, Inc. and its related entities. Prudential Real Estate brokerage services are offered through the independently owned and operated franchisees of Prudential Real Estate Affiliates, lnc, a Prudential Financial company. Prudential, the Prudential logo and the Rock symbol are registered services mark of Prudential Financial, Inc. and its related entities, used under license. Equal Housing Opportunity. Gr

11:00 AM

11:00AM

Getting the Most From the Brand

(All Audiences)

eCards 1 : Basics and Introduction

VOIP and AT&T

(All Audiences)

Sales Professionals Brokersf/Owners/Managers Online Advantage

Trainer

G~ail

Ken Brand <ken@kenbrand.com>

---------- --------~-- --~---. "-~---

1 message

Texas Association of REAL TORS® <arathburn@texasrealtors.com> Sat, May 21,2011 at 2:20 PM To: Kenneth Brand <brandk@garygreene.com>

BENEFITS PARTNER

TEXAS ASSOCIATION OF REAlTORS~

Back by popular demand, we've added a new session of Facebook for Real Estate 101.

And, based on your feedback, we created a new webinar ... Facebook 201: Build a Business Page.

Both webinars are free to Texas Association of REAL TORS® members.

acebook for Real Estate 101

Facebook has quickly become one of the largest Web sites in the world, and using it to grow your real estate business is a MUST! Join this free, quick webinar to learn things like:

• What is F acebook anyway?

• What's the difference between a personal account and business page?

• Sure, I use Facebook with friends and family, but how do I use it to sell more real estate?

• Is Facebook safe? What about security?

Click here to register and save your place for Facebook 101! F.acebook 201: Build a Business Paae

Learn how to create a Facebook business page, grow your fan base, and keep them engaged!

Have you been using Facebook to keep up with friends and family, but don't know how to create a professional presence for your business? Then this webinar is for you. We'll cover topics like:

• How do I know if I should create a page?

• Step-by-step guide to creating a business page

• How to get more "likes"

• And more

What: Facebook 201: Build a Business Page webinar When: Tuesday, May 31, at noon

Where: Your computer

How long: 30 minutes

How much: Freel

Click here to register for the follow-up Facebook 201 webinar!

More free webinars for Texas REAL TORS® coming soon: Twitter for real estate 101, Linkedln for real estate 101, Blogs for real estate 101.

This free social networking training series is sponsored by Texas Association of

REAL TORS® benefits partner SocialMadeSimpie, the first all-in-one social network marketing service designed for real estate and mortgage professionals. Try SocialMadeSimple FREE for 30 days, then save 25% and pay just $14/mo., or save even more at $129/yr. Go to SocialMadeSimple.com and use case-sensitive member offer code smstar today!

@,

SocialMadeSimple

The Texas REAL TOR® Advantage is a collection of discounted and free benefits, products, and services providing real value for members.

Unsubscribe

Visit TexasRealtors.com to manage your subscription preferences.

- ---- ----------

Ken Brand <ken@kenbrand.com>

Toni Nelson <toninelson@garygreene.com> To: All <AII@garygreene.com>

Cc: "Cindy K. Menjivar" <cin

Mon, May 23, 2011 at 10:37 AM

We will not feature upgraded bungalows, tear downs or high lot value property featuring a standard home - the actual home must be luxurious .

• New submissions only will be accepted from May 23-June a. New submissions will have priority over homes featured previously. A submission does not mean it will be featured in the magazine - it must meet all Fine Home requirements and deadlines, see http:lLonline.garygreene.com/Sellers/finehomes.asp

• Repeat homes featured in previous Fine Homes magazine will be accepted and reviewed beginning May 31-June 3. Please do not submit repeat homes prior to this date as we need to assess magazine size with new submissions and also which geographic regions, if any, are short on new submissions. We will

use repeats based on content need. We will try to accommodate all submissions but new submissions have priority and we cannot guarantee placements on repeat submissions.

QR codes of individual houses will not be used in this edition. We will feature a QR code to the online magazine but not to individual houses.

Please place a reminder in your calendar to submit your listing on May 23 if submitting a new listing or May 31 if submitting a repeat.

You can find all submission forms and instructions online at http://online.garygreene.com/Sellers/finehomes.asp.

Office distribution of the Fine Homes Magazine will be July 6 - immediately following the holiday weekend.

Thanks!

The Marketing Team

Toni Nelson

Director, Strategic Initiatives Prudential Gary Greene, Realtors® 10575 Katy Frwy., Suite 100

Houston, Texas 77024

713-465-6644 ext. 128 713-826-1187

www.ToniNelson.com

www.Linkedln.com/in/ToniNelson www.Facebook.comrroni.Nelson

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EALTOR--_ - % ' ... i'·· - -- .,- I -·,i •. ·I·-·i

ACTION CI:NTfR- _ 7EF*& a i . - _ 0 _ -- -10 nl

Could your clients afford a 20% down payment? Could you? Can you envtsion wnatvour prospectve client pool will look like ifnew regulations governing Qualified Residential Mortgages (QRM) take effect this year?

Neither can we. And neither tan many elected offiCials In Congress

v,tho did not intend for these regulatory provisions to be so narrowly defined_ We must continue our efforts to explain how detrimental the new QRM rules would be to the ongoing housing and lending cnsis in America

Please contact conuress today and ask them to please make jj clear to the regulators that this was not their legislative intent and to Instead implement a more reasonable Qualified Residenllal Mortgage CQRM) that Will keep credtt-worthv buyers In the market and able to acquire a loan

Tell Me More Background on QRM and Risk Retention

Subject: Ask Federal Regulators to follow Dodd-Frank intent . RM

exemption provisions .I ~

Dear [Decision Maker), ""<'

As both a constituent and one of a million members ofthe National Association ofREALTO.RS, I believe that our economic recovery depends largely on a housing market recovery Implementing a new rule requiring a twenty percent or higher down-payments would stop the houslnq recovery in its tracks.

That is what will happen if the restnctions in the proposed Qualified Residential Mortgage (QRM) regulation are Implemented It is my belief that this was not your legislative intent

I am writing to ask you as my Senators and Representative to sign on to a letter being circulated by vour colleagues, Senators Landrieu (0- LA), Isakson (R-GA), and Hagan (O·NC) In the House, Representatives Campbell (R-C.A.), Sherman (O-CA), Perlmutter (0- CO), Capito (R·W.f) , Moore (O-W!), Miller (R-CA), Himes (D-Cn and Posey (R-FL) are Circulating a similar letter. Both tetters ask Federal Regulators to follow the intent and language of the QRM exemption provision contained In the Dodd-Frank Wall Street Reform and Consumer Protection Act

TAKE ACTION NOW

Send this rnessaqe to:

Your Representative Targeted recipients based on your address

Send This Message

o ReqUired nelds vYour Email:

-- -- - -- ---- ----

<>Title:

I

o First Name:

o last Name:

() Address 1:

l___ __. . _

Address 2:

o State / Province: k hoose a State

() ZIP / Postal Code:

Phone Number:

----_._--- ---

P' Please uncheck this box if you do no! wish to receive future Calls for Action from the Realtor Action Center.

o Please personalize your message

The propo sed QRr .. 1 rule would create an enormous downpay-me nt requirement and reduce the availability of affordable mortgage s for quahflsd consumers F sw borrowers would be able to rneet these requirements and those that do would be forced to pay much higher rates and fees for safe loans did

not meet the e}~ceedlngly narrow QRM cntsna

rv Remember me. Privacy Policy

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Less Blah Blah More Ah Ha: Chapter 17 - How to Go from Zero in Escrow to Boo-Yah in Thirty Days or Less

"You salt of start thinking anything's possible if you've got enough nerve. rr - J. K. Rawling

Big problem. You're sipping tall, iced Cinnamon Dolce Lattes. Chit-chatting. Your girlfriend Sally shares, "I need to make a sale in the next thirty-seven days or I have to quit the business." She confesses, "I don't have a single active listing, or any qualified buyers."

She's broke in bank and spirit. She's frowning, drowning, and three quarters dead in the water. She pleads for your advice, "What should I do? I need to make a sale NOW!"

What advice would you share?

What do you believe is the most productive thing Sally can do to position herself to make the required sale and resuscitate her long-term success? If she doesn't make a sale in the next thirty-seven days,

she's cooked.

Here's What I'd Do ...

First, I'd give her a big hug. Then I'd tell her that she can make it happen if she wants to, but it won't be easy. Given that there's not enough time to focus on taking a listing, odds are it would take too long to sell. So, a laser focus on attracting a qualified buyer is what's required.

Next, I'd advise her to use "The Jesse James Solution." Yep, it's time to get her Jesse James ON! Whoa! Not Sandra Bullock's wayward Jesse James, this one:

Judge Roy Bean: "Why do you rob banks?"

Jesse James: "Because that's where the money is."

I'd implore my friend Sally to hold public open houses. Ten public open houses in thirty days.

Why? Because like Jesse James knew where the money was, in the real estate biz holding an open house event is where she'll find buyers.

Even in this whiz-bang Internet era of ubiquitous online property listing information, buyers still browse open houses, sometimes in droves.

Holding an open house event is an activity that allows Sally an opportunity take swift and strong action, make contact, and weave renewed success. You know, instead of hoping and waiting.

I'll explain where, when, and how to get the best results, in open house event tips below. But first, let's understand what an open house event is not. It's not showing up late, planting a couple of directionals, flipping the lights on, lighting a prayer candle, and hoping something lucky happens. It rarely does. Lady Luck mostly 19 nares the lazy and befriends the bold. Read on to find out what an open house event IS.

Back to our broken friend Sally. Like I said, I'd tell her to hold ten open house events in thirty days. Strategically selected, well-planned, powerfully promoted, and passionately executed. Here are the tips I mentioned earlier.

Open House Event Tips

When: Now! Today! The sooner the better. Hold open house events on late afternoons and early evening weekdays. Open house signs spied on weekdays and on the way home from work are unusual, and therefore attract attention, which generates traffic.

Hold open house events Saturday and Sunday afternoons (2 p.rn, to 5 p.rn.), Your mission, should you accept it: Hold Ten Open House Events in thirty days. You have permission to do more.

Where: Pick a property that is supremely attractive, easy to find with directional arrows .and is priced in the sweet spot (what's selling) tor your market area. You can research what's selling best by consulting your Multiple Listing Service. Ideally, you wi II wantto pick a property that was recently listed, the fewer days on market the better .. If you don't have a listing that qualifies, no worries, don't let that si n k or slow you. Ask your teammates if you can hold one or more of their listings open. Most importantly, don't pick any random property. Choose strategically. Umm-hmm.

The H ow-tos (thirteen of them!):

1. Promote your open house online at Trulia.corn, Zillow.com, Realtor.com, your blog, Facebook Business Page, Twitter, Association, and brokerage websites

2. Make seventy-one color open house flyer announcements/lnvitations. Don't spend all day creating a flyer. Get this chore done fast. The magic is not in what the flyer looks like; the magic is you and what you do with the flyer.

3. Mail twenty-one of your open house flyers as invitations, to your current nest of buyers prospects/suspects and twenty-three to your most enthusiastic cheerleader friends.

4. Follow up your mailed invitation flyers with phone calls. Say "Hello ,"ask if they received your flyer, and invite them to share your flyer invitation with anyone they think might be interested. The main thing is that this action provides you with the opportunity to have On-Purpose and InPerson conversations with people who like, trust, and would happily recommend you. Having conversations with your cheerleader friends, and current buyer prospects and suspects, unlocks possibilities and opportunities. Follow up each phone call with a hand-written, short-n-sweet note and drop it in the mail with two of your business cards.

5. Hand-deliver your open house flyer invitations to twenty-seven neighbors. Yes. I do mean personally knock on their door and invite them, ending your conversations with this question:

"When we sell this home, would you like to know how much it SOLD for?" If they say yes, get their con tact information, add them to your database, set up an automated activity notification (like we talked about for your cheerleader friends in Chapter Fourteen). Begin including them in your personal marketing and relationship building campaign, and keep them informed of all new real estate activity in their neighborhood. Remember to write a short-a-sweet note (nice to meet you and other pleasantries) and drop it in the mail with two of your business cards.

6. If you are planting an open house sign on the edge of someone's property, knock on their door, smile, politely ask for permission, and invite them to your open house. Remember to ask them if they'd like to know what your listing sells for. If they say "yes,"what should you do next? (Clue: re-read How-to #5.)

7. Do your homework about the neighborhood. Preview active listings in the neighborhood (in person, not online), research recent sales, and familiarize yourself with the local schools, parks, grocery stores, and local knowledge.

8. Set the stage - lights, blinds, aroma, and music - no TV watching. When you're finished, make sure you put everything back where it belongs. Especially, check that the lights and the heating and cooling are reset to how you found them, and that doors and windows are locked.

9. During slow traffic periods, use your cell phone to make the touching-base phone calls you know you should be making, but haven't. Even if nobody shows up at your open house event, if you spend your time making In-Person and On-Purpose contacts, you're working hard and making good things happen. You can't go from broke to boo-yah without contact and conversations. Cali. Contact Call. Then call and contact some more.

10. At the conclusion of the open house, send thank you cards to everyone who attended.

11. If you held someone else's house open, report your results to the listing agent so they can report to their seller. This is professional, polite, and appreciated behavior.

12. Follow up, follow up, and follow up some more -- with all prospects.

13. Hold an open house event at least ten times in the next thirty days.

Don't Overcomplicate or Overthink It - Do It

Listen, if like Sally, the end of your career is near if you don't sell something fast, or you simply you want to create sexy success now, you need to take dramatically bold action and amp everything up. As if your career depends on it. Because it does.

The main thing is to get started right now: Make contact with your cheerleader friends, talk to the neighbors, send follow-up notecards, preview new properties, learn new neighborhoods, and meet new people who need help buying or selling. Every day is precious. Now is the time. Get started right now. If you do this with passion, positive things WILL happen, and instead of mourning the end of your real estate career, you'll be celebrating the beginning of your boo-yah renewal, reward, and redemption.

P .S. Where and when is your next open house event?

P. S. S. Thanks for reading and best wishes for grace, speed and success this summer. If I can be helpful let me know - Ken Brand 832-797-1779

©2011 Ken Brand - BrandCandid.com I Prudential Gary Greene, Realtors - 9000 Forest Crossing, The Woodlands, TX 77381

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How to Gossip Your Way to the Closing Table / Less Blah Blah. More Ah Ha. - Chapter Fourteen

"Gossip is just news running ahead of itself in a red satin dress." --Liz Smith

Want to look wh ip-smart, spark conversation, boost your Top of Mind Awareness and create a sweet flowing stream of commission checks via referrals from your friends? Without annoying them? Please say yes, because then I can share how weaving good gossip can accomplish just that.

Now we know that most gossip is mean-spirited, a breach of trust and the kiss of death for a real estate agent. I want you to avoid mean gossip at all costs. What I'm talking about in this chapter is good gossip: the kind of gossip that is positive, friendly, and appreciated.

What I want you to do is share good gossip with your cheerleader friends. But before I tell you how and why, let me ask you this. How many cheerleader friends do you have? Cheerleader friends are your true and beautiful friends who root for you unconditionally, are eager to support and help you, and are always happy to hear from you. So how many of those do you have? Seven, nineteen, or fiftyseven? Do you have your number in mind? Great. With your cheerleader friends in mind, let's look at how we can strategically share good gossip and enrich our friends and ou rselves in the process.

Our good gossip strategy begins with a look at human behavior.

Let's Explore Human Nature

Let me ask you four questions about hu man nature in general:

1. When a fresh "For Sale" sign sprouts up in neighborhood, do the neighbors wonder what the list

price is?

2. When a neighborhood I isting goes under contract and the listing agent slaps up a red SOLD sig n rider, would that event be viewed as interesting news by the neigh bors?

3. When a property in their neighborhood is "sold" and "closed," are the neighbors cat-curious about how much the property sold for?

4. Do people enjoy juicy gossip? Gossip, like pictures of what the inside of their neighbor's house looks like, listing prices, price reductions, and sold information?

When I ask these questions in a classroom setting, most everyone agrees, curiosity about real estate activity in his or her neighborhood is a natural human behavior. This is proven out because if you're using Take One Flyers on your listings, why do you think they all disappear and you get zero phone calls for more information? It's because the neighbors snuck down and grabbed a flyer. Most of the neighbors want to know whattheir neighbors are up to, including all the juicy real estate-related details. Agreed?

Now let me ask you three questions about yourself, then I'll share what and how to take advantage of human behavior and enrich you and your friends in the process. The three questions are.

Would you like to be THE good gossip news provider for real estate activity in your cheerleader friends' neighborhoods?

2. Would providing your cheerleader friends with real-time neighborhood market news make you appear even more majestically savvy, plugged in, and supremely worthy of referrals?

3. Would you enjoy a positive and comfortable reason to engage in appreciated chit-chat (aka good gossip) with a true friend, a friend who delights in referring you business?

More on Good Gossip Strategy, Cheerleaders, and Commission Checks

About now you may be thin king, "My cheerleader friends may never move, What's the point?' No worries, this isn't about your friends moving, it's about these three things:

Three Things That Matter:

1. The Three-People Principle: Everyone, including your cheerleader friends, knows three people that move in a year.

2. Your cheerleader friends are curious about real estate activity in their neighborhood, as everyone else is. Providing real-time, in their neighborhood, real estate updates (good gossip), enhances your professional image, strengthens Top of Mind Awareness, and creates an opportunity for in-person and on-purpose conversations.

3. Conversations with friends deepen relationships and provide a relaxed and natural opportunity for your cheerleader friends to share referrals and recommendations.

With these three things in mind to keep your cheerleaders informed and in the know, all you need is a simple three-step strategy to get your good gossip campaign started.

And Here It Is:

Step 1. Identify your cheerleader friends. Confirm you have their phone numbers, e-mails, and mailing addresses. (I know, "duh," work with me here.) If you don't have this contact information, get it.

Step 2. Using your Multiple Listing Service (MLS) system, or whatever system works for you, set-up an e-mail auto-notification/alert for any real estate activity on their street and immediate neighborhood. Yes, that's right; all activity, by which I mean new listings, price changes, pending sales, closed sales, expired listings, terminated listings, and price changes. Do not have your auto-notification/alert program send the e-mail directly to your friends. Have the auto e-mail notification/alert sent directly to you.

Step 3. When you receive an auto-notification/alert, pick up the phone, call your cheerleader friend and share the information. After you hang up, write a quick note, include two business cards, and drop your note card in the mail.

Pretty simple, eh? If you're already doing something like this, rock ON. If you're not gossiping your way to the closing table, getto it and let me know how it goes.

Remember the idea here is to keep your friends informed, demonstrate that you have your thumb on the pulse of the market, strengthen your Top of Mind Awareness, and position yourself to receive referrals via The Three-People Principle.

Oh, and by the way, it's a fine idea to set auto-notifications/alerts for all your active listings as well. The last thing you want is for your seller to call and ask you about the new listing down the street, and you don't have clue what they're talking about!

n __ ~,m'mUi

©2011 Ken Brand - BrandCandid.com I Prudential Gary Greene, Realtors - 9000 Forest Crossing, The Woodlands, TX 77381

Powered by Mad Mimi®

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