Do you knowthe qualityschool youare attending?Champions School of Real Estate’s Awards2009 National PaceSetter Award, RealtyU 2000 National Chairman’s Award, RealtyU2008 National PaceSetter Award, RealtyU 2002 WCR Texas Chapter Champions School of Real Estate2007 National Pinnacle Award, RealtyU A liate of the Year e National Pinnacle Award is givenin recognition of the school that provides Champions School of Real Estate had athe highest performance and lasting Top 10 Finalist in Every Season of thecontribution to real estate education. Real Estate Apprentice Program™2006 National Pinnacle Award, RealtyU 2008 Texas WCR Business Woman of the Year Rita Santamaria2005 National Pinnacle Award, RealtyU 2003 NAR REBAC Realtor® Hall of Fame2004 National PaceSetter Award, RealtyU Rita Santamaria2003 National Chairman’s Award, RealtyU 2007 John Branch RealtyU, Instructor of the Year2002 National PaceSetter Award, RealtyU 2002 and 2004 Sue Ikeler2001 National PaceSetter Award, RealtyU REBAC, RealtyU, Instructor of the Year 063010 BRKGE
BrokerageTable of ContentsChapter 1 – Planning and Organization _____________________________________7 e Business Model Plan _______________________________________8 Pro t and Loss Blank Statement and Balance Sheet ________________12 What Does it Take to be Your Own Boss and the Entrepreneur You Have Chosen to Become? ________________14 Success Factors from CEO’s ________________________________17 Personal Performance Management _____________________________18Chapter 2 – Organizing the O ce for Maximum Return ________________________23 Staging the O ce ______________________________________________24 Today’s Agent Needs to Know and the O ce Environment Needs to Demonstrate the Current Trends in Building and Design _____________27 What’s in a Name? _____________________________________________33 Have a Million Dollar Day Everyday _______________________________34 e 7 S’s of Setting Up a Dynamic O ce Environment ________________35 How to Public Speak in a Nutshell _________________________________36 Color Coding Your Core Motivation _______________________________39 Building Rapport with Your Visual, Auditory, Kinesthetic Abilities ________40 All Good Performance Starts with Clear Goals _______________________42 Goal Setting for Life! ___________________________________________43 Time Management – Are You Time E cient? _______________________44 Do You Know How Much Your Time is Worth? ______________________46 e Common Denominator of Success __________________________47 Sharpen Your Saw with Top Producer Secrets ________________________48 Being Your Own Boss Has its Rewards _____________________________50Chapter 3 – Systems and Training ________________________________________51 O ce Systems ______________________________________________52 What’s in a Title? ____________________________________________54 Expansion of a Company Can Be Vertical or Horizontal _____________55 Excellence in Training ________________________________________56 Recruiting and Retaining Agents________________________________60 Desk Costs Explained ________________________________________62 Independent Contractor Status _________________________________64 What You Should Know About Change __________________________65 Developing Partners in the Brokerage O ce ______________________65 “At a Glance” O ce Procedures for Training ______________________66 When You are New to the Real Estate Business ____________________69 How to Choose a Farm Territory _______________________________71 Typical Interviewing Questions You Can Expect from Sellers and Buyers _________________________________72 Simple Strategies for a Successful Good Start when Meeting and Greeting ________________________________73 Tips on Gender Communication – Yes, ere is a Di erence _________74 Are you a Middle or Bottom of the Ladder Sales Performer?__________75 Open-Ended Discussion Points for Manager and Agent Review _______77 Tips for Hiring a Professional Assistant __________________________78 Let’s Strive for Utopia in our Business ___________________________79
Chapter 4 – You Have to Spend Money to Make Money ______________________83 How Do I Acquire More Clients? _______________________________84 Advertising by Choosing Words that Sell _________________________85 Marketing Tips for Major Impact _______________________________88 Current Real Estate Creative Ideas ______________________________90 Technology – Love it or Hate it, But You Must Update it ____________92 Tools to Remargin Your Business _______________________________92Chapter 5 – Liability Quagmires and Record Keeping ________________________95 Totally Outrageous Customer Service ____________________________96 What is Agency? ____________________________________________98 What is Ethics? ____________________________________________100 Identity eft ______________________________________________101 Mortgage Fraud Schemes ____________________________________105 Cultural Diversity in our World Today __________________________108 Being Your Own Boss Has its Rewards __________________________112Homework _________________________________________________________113
Introduction“It is in the moments of decision that your destiny is shaped.” ree decisions that you make every moment of your life control your destiny. ese three deci-sions determine what you will notice, how you will feel, what you will do, and ultimately what youwill contribute and who you become. If you don’t control these three decisions, you simply aren’t incontrol of your life. When you do control them, you begin to sculpt your experience.–Anthony Robbins, Awaken the Giant Within 1. Your decision about what to focus on. 2. Your decision about what things mean to you. 3. Your decision about what to do to create the results you desire.You see, it’s not what’s happening to you now or what has happened in your past that determineswho you become. Rather, it’s your decisions about what to focus on, what things mean to you, andwhat you’re going to do about them that will determine your ultimate destiny.“I know of no more encouraging fact than the unquestionable ability of man to elevate his life by aconscious endeavor.”–Henry David oreauHow to create lasting Change: • Raise your standards • Change your limiting beliefs • Change your strategy – in life, lots of people know what to do, but few people actually do what they know. Knowing is not enough…you must take action.In our e ort to constantly improve our quality and customer oriented services, I am always happy toreceive your suggestions and comments. You may write me at our corporate o ce address: Champions School of Real Estate 5627 FM 1960 West, Suite 100 Houston, TX 77069-4200We love to hear about your successes. Please keep us posted!Sincerely,Rita D. SantamariaOwner and PresidentChampions School of Real Estate Ltd.
Chapter 1 Planning and OrganizationChampions School of Real Estate www.ChampionsSchool.com