This document provides information on how real estate agents can become the primary real estate professional for local businesses by generating leads through a Corporate Real Estate Benefits (CREB) program. The CREB program offers real estate discounts and other benefits to employees of participating companies. This incentivizes employees to use the agent's real estate services and generates new leads and business for the agent. The document discusses the potential rebates or commissions an agent could offer on real estate transactions to entice new business through the CREB program. It also reviews how to market the CREB program to human resources departments and businesses to enroll them in the benefits program.

1. How to Become THE Primary Real
Estate Professional for
Local Businesses
Lead Generation Strategy
For Real Estate Agents

2. • If this ATM was giving
50 dollar bills for every
1 dollar bill you inserted

3. Get Your Coffee, Close Your Door
• #WhatsYourFlavor
• #RealAccessPro
• #TowneMortgagePro
• #APMCPro

4. • If this ATM was giving
50 dollar bills for every
1 dollar bill you inserted
• How many $1.00 bills
would you insert

5. Imagine $1,000,000 Listing
• What would you give to someone to get a
$1,000,000 listing
• (Is it worth $5,100 of your commission)

6. What is Real Access Pro
• Real Access Pro (RAP) is
a business development
platform
– For Real Estate Agents
– Real Estate Brokers
Owners
– Associated Vendors and
Advertisers

7. How to Become a “PRO”
• P PRIMARY
• R Real
• e
Estate
• a
Agent (for)
• O Organization

8. Largest South Florida Companies
1.
2.
3.
4.
5.
Baptist Health South Florida (14,627)
University of Miami (13,428)
American Airlines (9,939)
Broward Health Care (8,183)
Miami Dade College (6,787)
Source: SFBJ – July 2013
(South Florida Business Journal)

9. Total Number of Employees
52,964
Employees

10. Total Number of Transactions
953 Transactions
(18 transactions for every 1000 employees)

11. So What is It?

12. So What is It?

13. So What is It?

14. So What is It?

15. Corporate Real Estate Benefits
• Why
– 17000 Companies Employees surveyed
across the US
– Corporate Real Estate Benefits was one
of the Top 3 Requested Benefits by
Employees

16. Corporate Real Estate Benefits
• What
– One Stop Shopping
•
•
•
•
•
Mortgages
Title
Credit Repair
Area Discounts
Property Listings (Backlinks to your own websites)
– Discounts for “In Network” Usage of
Professionals
– Other Benefits
• Lunch and Learn (presentations)
• Area Merchant Discounts (referral partner marketing)

17. Corporate Real Estate Benefits
• What it is NOT
– Corporate Relocation Services
– Upwards of 40% referral fee

18. Corporate Real Estate Benefits
• What
– Free Service to the Company
– Free Enrollment to the Employee
– No annual dues or membership fees
– Savings, Rewards, Discounts
• (Not everyone is willing, ready and able to
buy real estate)
• Some will remain renters

19. Corporate Real Estate Benefits
• Other Ideas
– Target by Company name
– Target by Profession
• Examples, Nurses in Ontario
– http://www.whitbyparade.com/Benefits
– Target by LEO / MIL
– Target by Area (hyper local)
• Examples, New England Title
– http://www.newenglandtitleandescrow.com/reap/
– Target by Subdivision

20. Other Corporate Benefits Ideas
• Realtor Trade
Organization
– http://careeratnrc.com/
2013-nar-realtorbenefits-program/
– Offers Discounts on Avis,
Hertz, Lowes, Sprint and
More

21. Successful Elements
•
•
•
•
•
Powerpoint for HR dept
Website for signups
Social Media (marketing)
Press Releases
Network (Sphere of Influence)
– Trades (Home Cleaning, Painting, Lawn Care, Security, Plumber, etc)
– Professionals (Attorneys, CPAs, Financial Advisors, etc)
– Services Industries
• Food
• Hotel
• Local Area Attractions (to you)
• Follow Up System (Branded with Agent and Business)
• YouTube Channel

22. Idea Behind CREB
• Entice transactions by offering an ethical bribe
– Agents
• A percentage off of your real estate transaction in the form
of money OR closing costs credits
• Other benefits could include travel vouchers
– Mortgage
• A set number off your closing costs
– Free Appraisal?
– Money or % off origination fees
– Up to a set amount gift card ($400)
– Everyone Else
• Discounted Services (Flat fee or Percentage)

23. Idea Behind CREB
• Entice by offering an ethical bribe
– Agents
– $1,000,000 Transaction
– Assumes 3% Fees = $30,000 in fees
– Cash Back Rebate (or Closing Costs Credit) =
$5,100 (17% of agents commission)

24. Idea Behind CREB
• Entice by offering an ethical bribe
– Agents
– $199,200 Transaction
– Assumes 3% Fees = $5,976 in fees
– Cash Back Rebate (or Closing Costs Credit) = $1,015
(17% of agents commission)
– Gross to Agent = $4,960
– 10 More of these EVERY month = $49,600 monthly

25. Don’t Get Hung Up on the Rebate
• Common Misconception / Complaint
– I am giving away my money
• We give away our money all the time
– Referral Fees
– Commissionectomies

26. Don’t Get Hung Up on the Rebate
• This is not the first time for CREB idea
– Several companies do this
•
•
•
•
HomeBenefitIQ.com (monthly fees)
Hero Home Source (monthly fees)
Redfin (discount brokerage)
VMG (Benefits4uprogram.com)
– Many More out there

27. Don’t Get Hung Up on the Rebate
• Choose Your Own Rebate
– (Not all states allow a cash back rebate)
– Tiered System
•
•
•
•
0 - $75,000
75 - $150K
150 – 300K
417 and up
5%
10%
15%
17%

28. Closing
• Every Day
– Agents and SMBs get calls for
•
•
•
•
•
Lead Generation Services
Website and Social Media Marketing
Online and Offline Marketing
“Preferred Agent” Status
Listing Appointments Setting
– Why do Agents Spend Money
• 1) A D D (which is a requirement for Sales)

29. Fear of the 500 # Phone

30. Fear of Rejection

31. Thursday’s Agenda
• Review of a CREB
Website
• Letters and Other Lead
Generating Ideas
• Expectations of Referral
Partners
• Talking to HR depts and
business

32. Next Week – HUD HOMES Trainings
• How to Market
• What are HUD Homes
• Little Known Programs
• Guest Speaker –
• John Rainville –
• HUD Listing Broker in
Pennsylvania

34. Contact
Chuck Ward
Director of Marketing
Head Trainer
Real Access Pro
Chuck.ward ( at ) realaccesspro.com
888-884-0303 x200