091907 Sales Meeting


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Sales Meeting Agenda

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091907 Sales Meeting

  1. 1. Good Morning South Park Welcome, please quiet your cell phone. Thanks
  2. 2. Never judge a book by it’s cover… <ul><li>Meet Paul Potts, mobile phone salesman </li></ul>
  3. 3. Rock Stars <ul><li>Top GCI for August 2007: </li></ul><ul><ul><li>Individuals </li></ul></ul><ul><ul><ul><li>Winnsie Apple $ 44,133.75 </li></ul></ul></ul><ul><ul><ul><li>Martin Pressley $ 31,116.10 </li></ul></ul></ul><ul><ul><ul><li>Marian Morton $ 30,198.75 </li></ul></ul></ul><ul><ul><ul><li>Diane Harrelson $ 22,443.71 </li></ul></ul></ul><ul><ul><li>Teams </li></ul></ul><ul><ul><ul><li>Jim Barnett Team $ 54,278.25 </li></ul></ul></ul><ul><ul><ul><li>Culbreth Team $ 31,838.00 </li></ul></ul></ul><ul><ul><ul><li>Sherry Hopkins Team $ 28,752.43 </li></ul></ul></ul><ul><ul><ul><li>Severs Team $ 25,288.75 </li></ul></ul></ul>
  4. 4. Announcements <ul><li>Thurs., Sept. 20 th , 5:00 – 7:00 pm, CRRA Candidate Fish Fry </li></ul><ul><li>Wed., Sept. 26 th , 9:30 am. “How To Be A SMART Agent, Mike, Learning Center </li></ul><ul><li>Sept. 27 th , Last day of Accounting Month </li></ul><ul><li>Wed., Oct. 3 rd , 9:30 am. Joint sales meeting with Ballantyne @ Ballantyne Training Room, featuring Howard Duvall, Executive Director Municipal Association of South Carolina </li></ul><ul><li>Dan Bryant’s Skill Building Workshops </li></ul>
  5. 5. South Park SMART Agent Initiative <ul><li>What is a SMART Agent? </li></ul><ul><ul><li>S Savvy marketer </li></ul></ul><ul><ul><ul><li>Able to adapt to changes in the market and respond accordingly </li></ul></ul></ul><ul><ul><li>M Market knowledgeable </li></ul></ul><ul><ul><ul><li>Current with important and useful market metrics </li></ul></ul></ul><ul><ul><li>A Articulate about you and your company’s value proposition </li></ul></ul><ul><ul><ul><li>Knows why the customer should do business with you and PCR </li></ul></ul></ul><ul><ul><li>R Remarkable compared to your competition </li></ul></ul><ul><ul><ul><li>Able to speak and define your unique differentiators at a moment’s notice </li></ul></ul></ul><ul><ul><li>T Trained in the latest technology, methodology, and practice </li></ul></ul><ul><ul><ul><li>Ever vigilant and hungry to increase individual knowledge </li></ul></ul></ul>
  6. 6. Announcements Saturday, October 6 th Gateway Village
  7. 7. Announcements Saturday, October 13, Mint Museum
  8. 8. Announcements <ul><li>TeamBuilder </li></ul><ul><ul><li>Easy online registration </li></ul></ul><ul><ul><li>Helps recruit good agents to the office </li></ul></ul><ul><ul><li>Money in it for you! </li></ul></ul>
  9. 9. How’s the market?
  10. 10. How’s the market? Entire CMLS Up 24%
  11. 11. How’s the market? <ul><li>Definitions </li></ul><ul><ul><li>Sales Rate </li></ul></ul><ul><ul><li>This tab illustrates the sales activity pace over the 25 months. Two methods of calculating MSI (Months Supply of Inventory) are available: </li></ul></ul><ul><ul><li>NAR MSI </li></ul></ul><ul><ul><ul><li>The number of properties For Sale on the last day of the month (FS#) divided by the number of properties that went Under Contract (UC#) during the month: </li></ul></ul></ul><ul><ul><ul><ul><li>NAR MSI = FS#  UC# </li></ul></ul></ul></ul><ul><ul><li>MSI </li></ul></ul><ul><ul><ul><li>Terradatum’s MSI calculation equals the number of properties For Sale (FS) during the month (that is, the property was Active at least one day during the month) minus the number of properties that went Under Contract (UC) during the month minus the number of properties that Expired (X) during the month, divided by the number or properties that went Under Contract (UC) during the month: </li></ul></ul></ul><ul><ul><ul><ul><li>TD MSI = (FS – UC – X)  UC </li></ul></ul></ul></ul><ul><ul><li>Basic Absorption </li></ul></ul><ul><ul><ul><li>This chart monitors the amount of inventory versus the overall sales rate: </li></ul></ul></ul><ul><ul><li>Inventory is broken down into two components: </li></ul></ul><ul><ul><ul><li>New – Listing has an initial list date that falls during the month in question </li></ul></ul></ul><ul><ul><ul><li>Residual – The initial list date occurred prior to the month in question </li></ul></ul></ul><ul><ul><li>Therefore, New Inventory is “freshly minted” for the month, and Residual Inventory includes listings that are being carried forward from earlier months. </li></ul></ul>
  12. 12. How’s the market? Up 20% Entire CMLS
  13. 13. How’s the market? Entire CMLS Down 18.25%
  14. 14. Welcome Debbie Wey, CMLS