Good Morning Allen Tate
Stratford Office
Please quiet your cell phone. Thank you.

Virtual Caravan

Dates and Events
• FunDay, Sept.22 @ The Point
• Next sales meeting, Wed. Sept. 24th @ WSRAR
• Technology Training, Oct. 2nd @ Stratford with Linda Tant
• Joint Sales Meeting, Oct. 8th @ WSRAR
• Leadership Meeting, Oct. 10th, Mike out of office
• Office sales meeting, Oct. 22nd @ TBA
• VIP Event, Oct. 23rd @ TBA
• Allen Tate Fall Convention, Oct. 28th, Charlotte Convention
Center

Dates and Events
Allen Tate Education Offerings Calendar
• GENERAL TOPICS: (held @ the GV office. Email Rick Westover if you plan to attend)
– Sept. 11, 9:00-12:00: ATC Marketing
– Sept. 15, 1:30- 4:30: Prospecting
– Sept. 16, 9:00-12:00: Contracts & Risk Management
– Sept. 17, 1:30- 4:30: Contracts to Closing
– Sept. 19, 9:00-12:00: Listing Process
– Sept. 23, 9:00-12:00: Square Footage
– Sept. 26, 9:00-12:00: Market Analysis
• PROFESSIONAL DEVELOPMENT CLASSES (Register on-line)
– Sept. 25, 9:00-12:00: ATC Technology-Mail Merge/Contact Management with Linda Tant ( held @ GV Off.)
– Oct. 2, 9:30-11:30: How to Stage a Home with Ann Ruth (held at the GV Off.)
– Oct. 3, 9:30-12:00: Computer Basics, with Linda Tant (held @ GV Off.)
• CE CLASSES
– Sept. 25, 1:00-5:00: Mandatory Update Class (George Bell) sponsored by GRRA
– Oct. 10, 9:00-1:00: Art of the Short Sale with Julie Iden** sponsored by Allen Tate Company
– Oct. 23, 8:30-12:30: Mandatory Update Class (Tom Mahlin) sponsored by GRRA
– Nov. 20, 1:30-5:30: If You Were the Judge (George Bell) sponsored by GRRA

3rd Quarter VIP Qualifiers
• Congratulations to:
– The Banner Team
– Eleanor Bell
– Dewey Linville
– Julie Poplin

Announcements
• Effective October, sales meetings will be held:
– 2nd Wednesday, Joint Sales Meeting @ WSRAR
– 4th Wednesday, Office Sales Meeting @ TBD
• Email is the preferred means of office communication. Do
not rely upon voicemail exclusively.
• Out Going Referrals (OGR) Contest (see wkly updates)
• Homeservices changing name to Onecall Home Repair
• Allen Tate Mortgage Update: Jennifer Tuttle

Announcements, cont.
• Brokerage fees and additional compensation
– Effective October 1, 2008
– New Form #770. Confirmation of Additional
Compensation
– Disclosure of additional compensation must be in writing
prior to writing an offer
– Differential compensation paid by employing Broker not
required to be disclosed
More detailed information on this topic at next week’s sales meeting!

Announcements, cont.
• Mack Truck group move
– It’s a Greensboro move…
– Exact number of transferees not known at present
– 4 real estate companies involved in the move
– Weichert Relocation heading the group move
– Mandatory 35% referral fee due to Weichert Relocation
• Agent must be approved by Weichert Relocation
• This is “company generated business” and may only be
considered “agent generated business” if the agent registers the
client with Relocation prior to their providing any counseling to the
transferee.

Announcements, cont.
• Allen Tate Fall Partnership Program:
“We’re in this together.”
– Just Sold Cards
• Next 90 days, for all closings, company will send and pay for 50
postcards to the neighborhood surrounding the closed property.
– Deferred Comp Plan
• For 2009, agents with earnings over $50,000 will receive a company
match on all deferred earnings of 8%. Same match applies under the
SARP plan for corporations.
– Commission Floor
• As of September 15th all agents’ commission levels will have a floor of
their present level as of that date.
• For the next 90 days, your commission level may go up by now down.

The way I see it…notes from Mike
My role as
Manager
Your Business
Plan
Getting to the
Next Level

The way I see it…notes from Mike
• BIC/Sales Manager’s role:
1. Train
 Coach: change behavior,
accountability, mold new habits
2. Retain
 Internal growth
3. Recruit
 External growth

The way I see it…notes from Mike
• To be successful in real estate, you must
employ systems:
– Successful systems are:
1. Predictable
2. Duplicable
3. Profitable
Things Not Worth Doing Are Not Worth Doing Well

The way I see it…notes from Mike
• Your Business Plan
– Don’t wait for the calendar year
– Commit it to writing
– Dedicate resources (time and money)
– Quartile your contact database (high gain activity)
• 80% of resources allocated to your Top Quartile
• 15% to your 2nd Quartile
• 5% to your 3rd Quartile
• “Triage” your database every 90 days
– Triage is a process of prioritizing patients based on the severity of
their condition so as to treat as many as possible when resources
are insufficient for all to be treated equally.

The way I see it…notes from Mike
• Who will hold you accountable?
– Choose a partner
– Meet, get engaged in the process
– Focus on accomplishments and next steps
– How do your high gain activities relate to your
goals?
• What are the things that, if you focused on them with
maximum intensity, would make the biggest
contribution to attaining your goals?

The way I see it…notes from Mike
From widgets to real estate, all sales transactions begin with “prospecting”
(high gain activity)
Prospect Daily Contacts Leads beget
for “Contacts” convert to Appointments
Leads
• Contact • Without
appointments…
Encounter: any • A Lead is anyone
• Appointments lead
conversation with motivated to buy or
an adult to listings and
sell within 90 days
decisionmaker sales
• Track your Contact
• Give and get • Monitor your
to Lead conversion
contact information conversion rate
rate!

The way I see it…notes from Mike
Are you a good
• Stick to a schedule (high gain activity) “time manager”?
– If you were working a real job…
– Your schedule is one of your “successful
systems”
– Use your schedule to set expectations with your
customers and clients
– Use your schedule to set expectations for
yourself?

The way I see it…notes from Mike
• Summary
– Find yourself an Accountability Partner
– Employ successful systems
– Quartile your database
– Add new/existing contacts to your database daily
– Make the Top Quartile feel very “special”
– Triage your contact database routinely
– Work a daily schedule
– Set expectations that allow you to prospect daily

Thought for the day:
• “If you always do what you’ve always done,
you’ll always get what you’ve always got.”