Good Morning Stratford
Happy St. Patrick’s Day

Virtual Caravan
• New Listings
• Haves and Wants?

Leverage “One Stop Shopping at the
Stratford Branch”
• Out going referral Tip – Don’t forget to fill in how you know your client on the
outgoing referral information! This is very helpful to Tara Beth and the
assigned agent know how you are related to the client.
• Allen Tate Insurance Tip– Some of our clients have more invested in their
“stuff” than in their home. They definitely need to talk to Sue Richardson about
adding a PERSONAL ARTICLE POLICY. This inexpensive rider is important
because the deductible doesn’t apply, the coverage is broader and you can set
the limits on your “stuff” rather than having them automatically set.
• FANTASTIC NEWS! Mortgage has extended the BEST RATE GUARANTEE
through the 1st Quarter! There has never been a better time to buy or to
introduce your clients to Allen Tate Mortgage.
• Allen Tate Mortgage Tip- Beginning in early March, the PMI companies have
decided to discontinue approving loans needing mortgage insurance where the
clients debt-to-income ratio is higher than 41%. This rule applies to
conventional loans with a loan to value above 80%. FHA loans can still be
approved with the higher DTI ratios.
Your patronage is appreciated…and requested. Thank you for your
continued support.

Allen Tate FoC
• Congratulations Stratford on Insurance Capture
– 2008 Capture Rate 20%
– February Capture Rate 40%
– 2009 YTD Capture Rate 33%
• Congratulations Stratford on Mortgage Capture
– February Capture Rate 40%
– 2009 YTD
• Clemmons 60%
• Stratford 38%

Calendar of Events
• WS Chamber, Annual Technology Update: Tuesday, March
24th, 8:00 am, Hanes Auditorium Salem College
• Tech Thursday: March 26th, 10:00 am, Simple Charts &
Graphs Using MS Excel
• Triad MLS will be turning OFF Tempo 3 on March 31:
Mandatory Training
• Introduction to Coaching for Increased Performance, Friday,
March 20th , 2:00 pm
• April 6th, Monday, Mandatory CE with George Bell @ Green
Valley office, 1-5 pm
• April 20th , Monday, Mandatory CE with George Bell @ High
Point office, 9-12:30 pm
• May 6th, Wednesday, 1st Qtr. VIP Event, Grand Prix Racing

Announcements
• Outgoing Referral Award: Lucy Vriesema
• Zoomerang! Office Survey
– Revise office goals?
– Making sure we meet the needs of all Stratford agents
• Coaching for Increased Performance
– Volunteer only, 13 week program beginning April 1
– ½ hour/week one-on-one with Mike
– Accountability based coaching
– Introduction, Friday, March 20th , 2:00 pm
• Step by Step Walking campaign
• Triad MLS Add/Edit Media permission
– You may now add/edit your own media for your listings

Announcements
• New Listing Agreement - Paragraph 11 contains 6
primary checkboxes and 3 secondary checkboxes.
– (a) Please check all of the 6 primary checkboxes.
– (b) Regarding the 3 secondary ckboxes, AT recommends
ckecking the 1st one (authorizing the display of the address
on the IDX sites) and NOT ckecking the 2nd and 3rd box
(which would prohibit automated estimates of the market
value and 3rd party comments about the property). As the
presence of VOW's evolves, we will be monitoring this
situation and if a change in course is needed, communicate
with you at that time.
• Open House ad
– Size determined by number of Open Houses
• Sign orders (Only order what you will use)

Announcements
• Spring marketing
– Online ads on JournalNow.com
• Most eyeballs 8:00 am to 4:00 pm
• Rolling schedule
– Radio Ads now running
• Placement by Metro News Service
• Just Sold Cards will continue through 2nd Quarter
• Coming soon…
– Email signature marketing
• Selection of signatures will be available on the Intranet
• Trends will be available on XpressDocs as digital newsletter
• Mobile texting for information on listings 15-20 days out
• Buyer’s proposal kit (colors reversed) available soon

Announcements
• Listing kit updated as of 3/13
– Customizable cover page available soon
• CMA ToolKit
– 521 agent registrations, 226 agents using it
• Hard copy forms
– Digital editions available and updated immediately
– One copy available for reproduction in the bin
• Steve Harney’s latest video
– Foreclosures
– Use it, know it…
• Your job; research and evaluate the market and be able to
effectively interpret and present the data
• Use the charts

Announcements
• Effective April we will be moving to weekly sales
meetings. Why?
– Too many changes to disseminate information twice
monthly
– More opportunities to air new marketing tips and
techniques
– If you miss one meeting there’s an opportunity to catch up
the next week.
– Joint meeting will remain the 3rd Wednesday of each
month.
– In-office meeting the 1st, 2nd, and 4th, Wednesdays
– Meetings will incorporate knowledge building as well as
motivational content
• My commitment to you is to make your sales meeting
attendance worth your valuable time

How’s the Market?
Know your market metrics!
•Homeowners expect their realtors to have better information
than they can get themselves on the web.
•Being able to present the market trends as they really are
builds trust.
•Pricing is the single most important decision a seller makes.
•Realtors have to do more than provide an OPINION to gain a
sellers trust on pricing.
•No amount of marketing can overcome the challenges facing a
poorly priced property.

How’s the Market?

How’s the Market?

How’s the Market?

How’s the Market?

How’s the Market?

Consistency
1. Activities that actually create income for you each day?
2. Your follow up with the leads that you generate?
3. Researching, knowing, and being able to powerfully present your market statistics?
4. Communicating with your current clients?
5. Your daily schedule?
6. Exercise?
7. Eating healthy?
8. Your hobbies?
9. Continuing your education?
10. Reading books that will uplift and encourage you?
11. Listening to CD's that will motivate and inspire you?
12. Getting out of your comfort zone in order to continue to grow?
13. Saying yes to life?
14. Controlling your thoughts?
15. Practicing your sales skills?
16. Being coachable?
17. Time for yourself?
18. Being present and enjoying the \"now\" of your life?
19. Your income?
20. Your thoughts?
21. Working on getting price reduction for your listings?

Thought for the Day
• Planning is bringing the future into the present so
that you can do something about it now. -- Alan Lakein