www. margueritecrespillo.com what does the future of real estate hold for you? presented by:...

www.MargueriteCrespillo.com

WHAT DOESTHE FUTURE OF REAL ESTATE HOLD FOR YOU?

Presented by: Marguerite Crespillo


Little About Me…• Licensed Realtor since 1993.• Successfully helped over 3000 families with their real estate needs• President and Owner of Sellstate Realty First & Sellstate Advantage• Foreclosure and Bank Owned Specialist since 1996• Northern California Master Broker – National REO Brokers Association• 2012 Placer County WCR – Entrepreneur of the Year• 2012 REALTrends Top 1000 Agents

– Ranked 66th in Overall production Nationwide– Ranked 7th in Overall production in California


Me Personally…

• Personal Team Closing 150 Homes a Year • Company with 75+ Agents


What does the future hold…

Is REO Going Away?What about Short Sales?What next?

REO?


Market has shifted…

TRADITIONAL MARKET

REO MARKET


One thing I can Guarantee… is Change!

• Do you have a plan?• What’s your plan?• What does it look like?


In the Recent Years with REO…

• We’ve been consumed with REO• We’ve been removed from Sales 101• Did not keep in touch with your database• Possibly lost track of your database• Database has since moved or lost their

homes to foreclosure


We’ve Got to Get Back to Basics!


Real Estate is about Relationships!

• How many you have• How great they are


Are you running your business like a business

• What are the pillars of your business?• Do you have more than one?


3 Key Components to ANY Business• Finance • Marketing • Operations


Finance


What cannot be measured,

Cannot be managed!


Establish Your Goals!Income Goal $250,000 Per Month $20,833 Per Week $4,807 Per Day (5 Days) $961 Per Hour (8 Hours) $120


Develop a Plan!What is Your Average Income? $5,000 How Many Deals Per Month? 2 = $10,000 Average Split 70/30 $7,000 Expenses $1,000 Taxes $2,000 *Take Home $4,000


Develop a Plan!Closed Deals 2How Many Need In Contract 6Active Clients You Need to Work With 18Appointments 54How Many Leads (Depends…) Database (3-1) 162 Business Contacts (10-1) 540 Advertising (100-1) 5,400


What do you do on a daily basis to Generate Business?


MARKETING


Are you Pro-Active or Re-Active?PRO-ACTIVE RE-ACTIVE

Actively seeking business Waiting for business to come to you

Picking up the phone Doing more of the busy work

Sending mailers Stuck in the processes

BNI Group

Contacting Business Contacts


Greatness Tracker• Face to Face• Break Bread • Phone Calls •Mailers• Seminars• Thank You Cards


Other Sources of Business• Database• Business Contacts/Networks• Building a Brokerage• Attorneys• Financial Planners • Relocation Companies

• Builders• Equity Sales • Lenders • CPA’s• Executive Recruiters• Expired’s/FSBO’s


Keep it Simple

Just Pick 3!


My Business Comes From…

• Advertising • Business • Database


Signs FNMA

Website

Open House

Craigslist

RE Magazines

Internet

HUD

FMAC

Fin Planners

LP’s

Builder’s

LOTH

EOS

B-Card

Client Events

Summer Carnival

100/1 10/1 3/1

AD BUSINESS-REO DATABASE


The Value of ONE Referral...Linda Buckmaster has

personally Referred 12 People.

But her entire tree has generated 75+ and still

counting referrals!

These referrals have resulted in 27

sales and……Over $250,000 in commissions!


OPERATIONS


I can NEVER find good help!

• Most agents don’t have any systems or processes in place before hiring

• End up hiring out of desperation • Seagull approach


Hire Slow, Fire Fast!• Establish clear job descriptions before hiring• Create a checklist of daily duties • Identify the Primary Goal of the position• Let other people that know you interview

them • Don’t hire emotionally or out of desperation


TRADITIONAL OPERATIONS TEAM STRUCTUREVision: Clients for Life!

Operations Manager Escrow Coordinator Listing Coordinator Greeting AssociateCore Purpose: To over see operations

Dept and Office

Vision: To always maintain professionalism, friendly and courtesy in all aspects and strive to put customer’s

needs first

Goal: Ensure that every transaction is being handled with our client’s need

coming first. Also to ensure that entire office is working together and working for

the best interest of our clients.

Compensation Structure: Salary range as per Job Interview

Skills & Experience RequirementsMust be licensed

Must have a minimum of 2 years experience w/ Sellstate Realty First

Must have met all the skill requirements of the other positions in the Dept.

Job DutiesCoach, motivate & train team

Develop new effective systems as needed Payroll of all employees

Tracking sick and vacation timeReview of all employees

Auditing of all transaction files Bank deposits

Broker Demands

Core Purpose: Buyer Files: Open to Close

Vision: To provide the highest quality of service to our clients during the process of

purchasing their home.

Goal: Wowing clients through out the process so they refer at least 1 person

while in the process of purchasing their home.


Skills & Experience RequirementsStrong telephone skills Stronger computer skills

Strong customer service skills

Job DutiesHandle all paperwork from Purchase

Contract to Close of EscrowEnter all information into ACT & Lucero

Contact Buyer on weekly basis with updated information

Scheduling & organizing inspections Preparing the file for 14 Day Disclosure

reviewScheduling signing appointments

Review net sheets for accuracy Close out file once commission check

received Send out Closing Packet to client

Core Purpose: Seller Files: Open to Close

Vision: To provide the highest quality of service to our clients during the process of

selling their home.

Goal: Wowing clients through out the process so they refer at least 1 person

while in the process of selling their home.


Skills & Experience Requirements Strong telephone skills Stronger computer skills


Job DutiesHandle all paperwork from Listing

Agreement to Close of EscrowEnter all information into ACT & Lucero

Contact Seller on weekly basis with updated information

Work with Marketing Dept on AdvertisingCalling agents for sowing feedback

Delivering fliersOrdering & coordinating Inspections

Order Sign post installation & removalManage MLS Input and Changes

Core Purpose: First Contact

Vision: Create a warm, comfortable and inviting environment both in person and on the telephone for valued clients and

associates.

Goal: To be available to our client’s and our team to exceed our client’s needs.

Compensation Structure: Hourly range as per Job Interview

Skills & Experience Requirements Strong telephone skills Stronger computer skills


Job DutiesAnswer telephones

Greet clientsWelcome sign put up every morning

Completing Open/Close checklistKeep office tidy and clean

Prepare Marguerites office before client appt

Keeping client drinks stockedTake notes at office meeting and give out

memoOpen & distribute mail daily Change postage meter date

Track inventory/Order office supplies Water Plants


REO OPERATIONS TEAM STRUCTUREVision:

REO Team Manager

Repairs/Occupants Field Inspector BPO Manager Billing Manager

Core Purpose:

Vision:

Goal:

Compensation Structure: Salary range as per Job

Interview

Skills & Experience Requirements

Job Duties

Core Purpose:

Vision:

Goal:


Interview


Job Duties

Core Purpose:

Vision:

Goal:


Interview


Job Duties

Core Purpose:

Vision:

Goal:


Interview


Job Duties

Core Purpose:

Vision:

Goal:


Interview


Job Duties


BROKERAGE OPERATIONS TEAM STRUCTUREVision: Clients for Life!

Broker Sales Manager Listing Coordinator Receptionist

Core Purpose:

Vision:

Goal:


Interview


Job Duties

Core Purpose:

Vision:

Goal:

Compensation Structure:


Job Duties

Core Purpose:

Vision:

Goal:


Interview


Job Duties

Core Purpose:

Vision:

Goal:


Interview


Job Duties


So What does your business look like NOW?


What do you want it to look like?


Truth is...


So years ago…


Power AgentSeries

• Bi-Weekly Tele-Conference Call• Full access to Members Website• Power Agent Series Facebook Group


For More InformationVisit:



Marguerite Crespillowww.MargueriteCrespillo.com

Facebook.com/marguerite.crespillo

Twitter.com/mcrespillo

Linkedin.com/mcrespillo

Stay connected for more great info…

www. margueritecrespillo.com what does the future of real estate hold for you? presented by:...

Documents

california slide

foreclosure slide

finance slide

marketing slide

marguerite crespillo

database database

reo weve

future of real estate