copyright © 2004 prelist america, inc. welcome!. relationships
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Copyright © 2004 PreList America, Inc.
Welcome!Welcome!
RelationshipsRelationships
Copyright © 2004 PreList America, Inc.
How things have changed
Big has gotten bigger (companies and agents)
Internet leveled the field
Image costs more to “keep up”
Technology opened the door to bigger markets, targeted markets
Copyright © 2004 PreList America, Inc.
Who’s competing for THE customer?
Some lenders National and local portals Corporate relocation companies “Discounters” Other company’s agents
A SYSTEM
Contract future businessContract future business
Stop Stop prospecting prospecting
……start miningstart mining
BuildBuild a a futurefutureasset portfolioasset portfolio
Negotiation offsetNegotiation offset
Retirement plan/strategy/program/system
Generate future business using Generate future business using extended third party channelsextended third party channels
Establish genuine, unilateral benefit by partnering with:
•Insurance agents
•Financial Planners
•Select local banks
reward customer loyaltyreward customer loyalty
Build an agent team
Be a Realty Advisor—not “an agent”Be a Realty Advisor—not “an agent”Transferable business portfolio
Penetrate niche market
Measurable results, improved ROI & greater efficiency of resources
residualsresidualsresidua
ls
Great training = CERTIFICATION
Sustainable competitive advantage
Copyright © 2004 PreList America, Inc.
Don’t change your habits
Change the outcome
REALTY ADVISORREALTY ADVISOR
ORIGINATORORIGINATOR
PRELIST AMERICAPRELIST AMERICA
CONSUMERCONSUMER
Copyright © 2004 PreList America, Inc.
Legal Notices & Disclaimers
PreList America, Inc. is a Maryland corporation with corporate headquarters located in Vienna, Virginia.
The patent pending system is administered by PreList America, Inc., a licensed real estate broker.
Programs offered may be available on modified terms or may be prohibited in certain jurisdictions. The system may vary by region or state. Other restrictions may apply.
This document could include technical inaccuracies or typographical errors. Changes are periodically added to the information herein. PreList America, Inc. may make improvements and/or changes in the products, programs and/or fees described herein at any time without notice.
Copyright notice. Copyright © 2004 PreList America, Inc. All rights reserved. PreList System is a trademark of PreList America.
All rights not expressly granted herein are reserved.
REALTY ADVISOR
ORIGINATOR
ConsumerCONSUMERLenderBuilderInsurance/Financial PlannerHR Department Nonprofit Organization
RELATIONSHIPS
CONSUMERCONSUMER
Copyright © 2004 PreList America, Inc.
What if the Consumer could…
help their charity of choice benefit from each real estate transaction they participate in
personally direct some of the commission proceeds from each transaction they participate in
“re-commit” to the next two transactions because they were so pleased with their agent
Copyright © 2004 PreList America, Inc.
Consumer Commitment Consumer uses the designated Certified PreList Realty Advisor
for next 2 transactions (the sale of their home & purchase of next home)
Consumer is contractually obligated to use the designated CPR-A for 180 days
Consumer agrees to have CPR-A counsel and advise them on the sale of their home and purchase of their next home until these transactions take place
Agreement is in effect until both transactions have been fulfilled or 20 years, whichever occurs first
Copyright © 2004 PreList America, Inc.
Consumer Fulfillment
After 181 Days, Consumer can contact customer service to stay with assigned advisor, choose another realty advisor or opt out of network
Consumer can conduct a “For Sale by Owner” but agrees not to use a MLS or web-based realty system without representation by their designated CPR-A
Consumer can pay a termination fee for release from the contractual obligations
Relocation out of region using traditional qualified relocation company satisfies “purchase” side obligation
REALTY ADVISORREALTY ADVISORCONSUMERCONSUMER
Copyright © 2004 PreList America, Inc.
Two groups of “Clients”
Prospects…• hope, think, wish, may, might
Under Contract…• will, know, assure, asset
For years we have operated with the first…For years we have operated with the first…
imagine if you can secure some of the second!imagine if you can secure some of the second!
Copyright © 2004 PreList America, Inc.
Contrasting Relationships
Real Estate Agent• Transaction Based
• Traditional relationship
• Reactive
• Chases leads
• Conceptual - thinks but doesn’t act
• Not sure where next deal is coming from
PreList Realty Advisor• Retention Based
• Value relationship
• Proactive
• Manages the terms
• Empowered - thinks & uses systems to achieve measurable results
• Spends time on “locked in” customer relationships
Realty Advisor gives Consumer
Comparative Market Valuation of prelisted property within first 30 days of Assignment
Homeowner’s Annual Report yearly thereafter
Home Service Providers
Comparative Market
AnalysisInsurance to Valuation
QuestionnaireMeans to assess equity
in propertyLoan to Valuation
(discontinue PMI)Latest pertinent
information about
market conditions,
legislative actions, etc.
Homeowner’s Annual Report includes…
CPR-A Monthly Report
sample only
Copyright © 2004 PreList America, Inc.
Realty Advisor Commitment
Regular contact with the Consumer (required minimum at least once every six months)
Provide Consumer a Homeowner’s Annual Report to include information like a CMA upon prelisting and yearly thereafter
Commission not to exceed 6%
ORIGINATORORIGINATOR
CONSUMERCONSUMERREALTY ADVISORREALTY ADVISOR
Copyright © 2004 PreList America, Inc.
National Originations- Take Market Share
Third Party Originated $100 Assignment-Recording-Tracking
Fee (ART Fee) 29% Referral fee
- 20% as Homeowner directed
- 9% PreList America
Copyright © 2004 PreList America, Inc.
Local Originations- Build Market Share
Your personal “extended” contacts On your “speed dial” On your “Palm” or “Blackberry” Serve or served on the committee Active supporter already Personal passion
Copyright © 2004 PreList America, Inc.
Consumer Relationships
ORIGINATORORIGINATOR CONSUMERCONSUMER
Nonprofit Donor
Employer Employee
Financial Planner Investor & Insured
Lender Borrower
Builder New Home Buyer
Copyright © 2004 PreList America, Inc.
Originators
1,372,869 registered nonprofit organizations Employ close to 11 million people 5.7 million people volunteer From 1987 to 1998, nonprofits increased annually at 5.1% and
contributed significantly to U.S. economic growth Businesses now target nonprofits as potential customers
NONPROFITNONPROFIT
Copyright © 2004 PreList America, Inc.
NONPROFIT EXAMPLES
Local Church Private Schools Booster Clubs Youth for Tomorrow Boy Scouts Hospice Make-A-Wish Habitat for Humanity
Children's Hospital “PreList” for a Cure Cancer Society S.O.M.E. Ducks Unlimited Alumni Groups Christmas Box Veteran Groups
Traditional fundraising
…and then the PreList way
Copyright © 2004 PreList America, Inc.
Career of watching the successful
“I signed up with PreList America and secured 18 new customers – each under contract representing 2 transactions – in my first 30 days! These homes range from $200,000 to over $1 million.”
Chuck BolesAssociate Broker
RE/MAX Allegiance
Copyright © 2004 PreList America, Inc.
Retirement plans under attack Firms reducing contributions Health savings accounts part of the trend toward
consumer-driven health policies Money from an HSA may be spent tax-free on medical
expenses Arrangements that work as retirement savings should
appeal to many
Originators
EMPLOYEREMPLOYER
Fund your 401K
…the easy way
Copyright © 2004 PreList America, Inc.
FINANCIALFINANCIAL PLANNERPLANNER
INSURANCE SALESPERSONINSURANCE SALESPERSON
STOCK BROKERSTOCK BROKER
Originators
Copyright © 2004 PreList America, Inc.
Thought starters for Financial Planners Estate Planning
• wealth transfer to heirs Long Term Care Health Savings Accounts (HSAs)
• building tax deferred accounts Investment Portfolio
• added capital Insurance/Annuities
401K KEOGH IRA SEP’s ROTH 529B
Originator Monthly Report
sample only
Copyright © 2004 PreList America, Inc.
15 million people refinanced last year 15 million people are expected to refinance this year 6 million resales occurred last year 6.1 million resales are forecasted for this year
LENDERLENDER
Originators
Copyright © 2004 PreList America, Inc.
The Top 10 builders closed 201,000 homes = $45 Billion The Top 400 builders closed 528,907 homes = $107 Billion Monthly availability of 370,000 New Homes for Sale Boomers are driving homeownership upwards Many first-time buyers are in the 35 to 44 age group and growing
for those under 35
Originators
BUILDERBUILDER
Copyright © 2004 PreList America, Inc.
Buyer Agency Customers You’ve shown them houses for a month or two,
spending dollars on items such as gas and phone calls
You’ve found them a home and they were happy with your services
What more could you get in return for all the hard work you put into it?
Offer your customers the PreList System to guarantee your future relationship with
your current customers
Copyright © 2004 PreList America, Inc.
Don’t change your habits
Change the outcome
Copyright © 2004 PreList America, Inc.
WHY WOULDN’T YOU . . .
REALTY ADVISORREALTY ADVISOR
ORIGINATORORIGINATOR
PRELIST AMERICAPRELIST AMERICA
CONSUMERCONSUMER
PreList America is a national provider of real estate services providing...
A SystemA SystemNot supportPatent pending for business methods & systems
Legal Legal AgreementsAgreements
Copyright agreements Legally binding agreements
ComplianceCompliance
Legal opinions from the following:•Baker & Hostetler•Kirkpatrick & Lockhart•Monshower & Miller
Price Waterhouse Coopers (Auditors)RESPA compliant process
Tracking & Tracking & CommunicationCommunication
Nationwide TrackingCross reference with various MLS systemsCross RETS & IDX CompliantAuthenticate with national & local web systemsMonthly newsletter to consumer
PreList Newsletter
…sent monthly to homeowner
sample only
IMAGINEIMAGINE
11%Typical Typical AgentAgent Activity Activity•Already doing—calling, sending holiday cards
100%100%PreList Agreement
Hope Marketing
Typical Typical AdvisorAdvisor Activity Activity•Still doing—calling, sending holiday cards
Copyright © 2004 PreList America, Inc.
Backing you up…Materials used to support you
Desk Reference • Training manual including a “Quick Start” guide
• PreList Agreements
• Samples of marketing materials
Available on the Web• Exclusive password protected Web site access to download the
most current versions of:• State specific PreList Agreements
• Marketing brochures and fliers
• PowerPoint presentation
Originator Launch Kits• Nonprofit
• Lender
• Builder
Contract future businessContract future business
Stop Stop prospecting prospecting
……start miningstart mining
BuildBuild a a futurefutureasset portfolioasset portfolio
Negotiation offsetNegotiation offset
Retirement plan/strategy/program/system
Generate future business using Generate future business using extended third party channelsextended third party channels
Establish genuine, unilateral benefit by partnering with:
•Insurance agents
•Financial Planners
•Select local banks
reward customer loyaltyreward customer loyalty
Build an agent team
Be a Realty Advisor—not “an agent”Be a Realty Advisor—not “an agent”Transferable business portfolio
Penetrate niche market
Measurable results, improved ROI & greater efficiency of resources
residualsresidualsresidua
ls
Great training = CERTIFICATION
Sustainable competitive advantage
Copyright © 2004 PreList America, Inc.
Action Plan
Protect your personal client base Prepare for “Negotiation offset” Buyer Broker- continued relationship Begin with LOCAL nonprofit originations Provide your PreList representative your
Origination Goals (for assistance)
EnrollmentForm
Copyright © 2004 PreList America, Inc.
Special Offer's
Option One• Certification Fee $495
Today’s special…Save $100
Option Two• Pre-purchase 20 Local Originations. 20
at $50 ($1,000).Certification fee waived…Save $495
Copyright © 2004 PreList America, Inc.
ROI QuizInvest $1,000 for 20 local originations (each costing $50) with each origination comprising two sides and each side having an average home price of $250,000.
What is YOUR Return on Investment?
a. 27%b. 59%c. 125%d. 249%e. None of the above
Copyright © 2004 PreList America, Inc.
ROI Answer
Total commission is $213,000 big bucks
You invest $1,000 no brainer
You get 40 sides such a deal
Each side represents $5,325 commission after 29% referral fee paid customary 3% rate
Answer: 21,200 %
You invested $1,000 & yielded $213,000 ROI = Priceless!
Copyright © 2004 PreList America, Inc.
What to expect…
Enroll today Welcome e-mail in 1-3 days to confirm
processing Desk Reference sent to PreList
Representative in 3-5 days. PreList Representative will call to
schedule personal “next steps” Make first, second and third origination…
Copyright © 2004 PreList America, Inc.
Apply to become a PreList America Advisor
Click on the Logo to apply.
Thank Thank youyou