Son cuentos originales con derechos de autor, a los que hemos cambiado el tipo de letra para hacerlos más asequibles a los primeros lectores. Son muy útiles para leer todos juntos en el aula proyectándolos en la pizarra digital.
Visite nuestra web para más contenido: www.maitematicas.es
Son cuentos originales con derechos de autor, a los que hemos cambiado el tipo de letra para hacerlos más asequibles a los primeros lectores. Son muy útiles para leer todos juntos en el aula proyectándolos en la pizarra digital.
Visite nuestra web para más contenido: www.maitematicas.es
Niña Bonita, es un cuento de una niña muy hermosa, con ojos expresivos, cabello negro rizado y de un conejito blanco, de orejas rosadas, ojos rojos y hocico tembloroso, que admira la belleza de la niña.
Un plan anual para todos los grados de Primaria, aprendo jugando y tiene una fundamentación acorde a lo que deseamos en cuanto a lo lúdico-aprendizaje brindar a los educandos. Varias áreas se relacionan, pero la convivencia sana, la solidaridad, el respeto por el otro, la auto disciplina, la confianza y el sentido de equipo. Son la base del mismo.
A lo largo de las siguientes páginas acompañaremos al Gato Miau. En sus andanzas nos invitará a una reflexión que favorezcan a una mayor eficacia del uso de la energía, el uso racional de los recursos energéticos y la preservación del entorno natural.
Virginia Real Estate Agency Presentation 2013Matthew Rathbun
Agency is the backbone of the real estate industry. These relationships set the tone and out- line of how consumers will be work with their agent and what the agent’s responsibilities are. This course is constructed to reinforce the Virginia regulations pertaining to Agency and practical application of Procuring Cause. We’ll also explore agency disclosure options and tools to ensure compliance with regulations. Case Studies and student engagement makes this class interactive. For more information visit www.TheAgentTrainer.com
Know how to recognize and find solutions to valuing, managing, buying, and selling troubled real estate assets? After attending this forum you will have a good grip on the life cycle of a troubled asset and how you can recognize where business opportunities exist.
Listen as a banker, a broker and a property manager currently active in this market discuss such topics as:
• Identifying lender, broker, manager, and owner objectives.
• The cradle to grave story.
• The pitfalls of working the Troubled Asset Market.
• Identifying opportunities for yourself and your
clients.
• Where do REO listings reside?
• Get a feel for foreclosures and short sales.
• What is the sales hot button?
Niña Bonita, es un cuento de una niña muy hermosa, con ojos expresivos, cabello negro rizado y de un conejito blanco, de orejas rosadas, ojos rojos y hocico tembloroso, que admira la belleza de la niña.
Un plan anual para todos los grados de Primaria, aprendo jugando y tiene una fundamentación acorde a lo que deseamos en cuanto a lo lúdico-aprendizaje brindar a los educandos. Varias áreas se relacionan, pero la convivencia sana, la solidaridad, el respeto por el otro, la auto disciplina, la confianza y el sentido de equipo. Son la base del mismo.
A lo largo de las siguientes páginas acompañaremos al Gato Miau. En sus andanzas nos invitará a una reflexión que favorezcan a una mayor eficacia del uso de la energía, el uso racional de los recursos energéticos y la preservación del entorno natural.
Virginia Real Estate Agency Presentation 2013Matthew Rathbun
Agency is the backbone of the real estate industry. These relationships set the tone and out- line of how consumers will be work with their agent and what the agent’s responsibilities are. This course is constructed to reinforce the Virginia regulations pertaining to Agency and practical application of Procuring Cause. We’ll also explore agency disclosure options and tools to ensure compliance with regulations. Case Studies and student engagement makes this class interactive. For more information visit www.TheAgentTrainer.com
Know how to recognize and find solutions to valuing, managing, buying, and selling troubled real estate assets? After attending this forum you will have a good grip on the life cycle of a troubled asset and how you can recognize where business opportunities exist.
Listen as a banker, a broker and a property manager currently active in this market discuss such topics as:
• Identifying lender, broker, manager, and owner objectives.
• The cradle to grave story.
• The pitfalls of working the Troubled Asset Market.
• Identifying opportunities for yourself and your
clients.
• Where do REO listings reside?
• Get a feel for foreclosures and short sales.
• What is the sales hot button?
Find valuable information from the VP of Appraisals at Cherry Creek Mortgage, Scott Hamling on how Fannie Mae's Collateral Underwriter is changing the face of the mortgage industry, yet again.
Feel free to contact me with any questions or to find out the next time Scott will be presenting on this critical topic.
How To Make BIG Profits With Short Term RentalsCharles Blair
One of the Most talked about Real Deal Meetup Event presentations is now LIVE In FULL HD quality Video & Sound.
http://bit.ly/ShortTermRentalsVideo
Brittney Calloway "How To Make BIG Profits With Short Term Rentals.
Over 3 1/2 hour of FREE Content, No BS, No Gurus Allowed
http://bit.ly/ShortTermRentalsVideo
Looking to buy a property and not sure where to start? Don't worry I've created a Buyers Package that easily outlines the steps to your next home purchase. Take a look through and please contact me with any questions...and remember, when it comes to Real Estate, all you need is Lav!
Auction.com Executive Vice President Rick Sharga, in a joint webinar with RealtyTrac vice president Daren Blomquist, covers the basics of buying at a foreclosure auction and specifically how that can be done using Auction.com.
Auctioneer Lien Law Webinar Series - Lien law 101Cheli Rosa
The very first in the series of Auctioneer Lien Law Webinar Series, Lien Law 101 from a nationwide perspective. We will look at the various steps self storage operators face in lien enforcement when a tenant does not pay. This topic is going to be presented again in August. Look for the invite!
People selling their homes want to deal with one person. Agents have a system for show requests that is the most convenient for all of the parties involved. A buyers agent will have a fiduciary responsibility to represent the buyers interest and not those of the seller.
Titans of Industry: Women Leading the Charge - The Power of Emotional Intelli...JessKern
You’ve heard about it, but what exactly is EQ (Emotional Intelligence)? Some are even suggesting it’s greater than your IQ. During this lunch keynote, Sue Yanacconne will walk us through several facts on how EQ awareness can lead to greater authenticity and masterful leadership of your business, career and relationships (personally and professionally)!
Titans of Industry: Women Leading the Charge - ReMarkiTable Content for Women...JessKern
Creating valuable content is important to your business growth. Learn free tools to help you create an array of timely and irresistible content. Marki Lemons Ryhal will teach you how to use and incorporate each tool into your daily marketing plan.
Titans of Industry: Women Leading the Charge - Produce Like a Pro | Jill FrankJessKern
We’re all being called to do more with less – less time, less money, less focus. This session, presented by Jill Frank of Epsilon, will challenge marketers to understand the importance of time management, focused prioritization & the importance of data intelligence in the creative production process.
Recent Trends Fueling The Surge in Farmhouse Demand in IndiaFarmland Bazaar
Embarking on the journey to acquire a farmhouse for sale is just the beginning; the real investment lies in crafting an environment that contributes to our mental and physical well-being while satisfying the soul. At Farmlandbazaar.com, India’s leading online marketplace dedicated to farm land, farmhouses, and agricultural lands, we understand the importance of transforming a humble farmland into a warm and inviting sanctuary. Let's explore the fundamental aspects that can elevate your farmhouse into a tranquil haven.
Rixos Tersane Istanbul Residences Brochure_May2024_ENG.pdfListing Turkey
Tersane Suites Residences is a luxurious real estate project located in the heart of Istanbul, next to the beautiful Golden Horn. This unique development offers hotel concept residences with Rixos management, making it the perfect choice for both homeowners and investors.
The Tersane Suites Residences offers a wide range of options, from studio apartments to spacious four-bedroom units, all designed to the highest standard. The suites are finished with high-quality materials and feature modern, open-plan living spaces, fully-equipped kitchens, and large balconies with stunning views of the city and sea.
One of the standout features of Tersane Suites Residences is the Rixos management, which provides a truly exclusive and upscale living experience. Residents will have access to a range of luxury amenities, including a fitness center, spa, and indoor and outdoor swimming pools. Plus, the on-site restaurants and cafes provide a taste of the local and international cuisine.
The Tersane Suites Residences also offers a great opportunity for investors, as it provides a rental guarantee program. This means that investors can enjoy a steady income stream, with the peace of mind that their property is being managed by a reputable and experienced team.
The location of Tersane Suites Residences is also unbeatable, with easy access to the city’s main transportation links and within close proximity to the historic center, making it the perfect base for exploring all that Istanbul has to offer.
Rams Garden Bahcelievler - Istanbul - ListingTurkeyListing Turkey
Implemented by Rams Global in Bahcelievler, the Rams Garden Bahcelievler Apartments includes 796 residences of different types from 2+1 to 5+1.
Next to the project, which will have 33 thousand square meters of green area, there will be 42 thousand 300 square meters of woodland. There will also be a 210-meter-long pond in the landscape of the project. There are 94.5 square meters of green space per flat.
Rams Garden Bahcelievler Apartments, which has 8 times more green space than the average of Istanbul with its 33 thousand square meters of green area located within a total of 75 thousand square meters, offers various housing options from 2+1 to 5+1.RAMS Garden has brought a lifeline to the construction industry.
Rams Global, which has signed projects in many places from Dubai to Phuket and delivered more than 20 thousand residences, is now starting new projects in Istanbul.
Rams Garden Bahcelievler is located 9 minutes from Metroport AVM, 5 minutes from Marmara Forum AVM, 12 minutes from Kazlıçeşme beach, 9 minutes from Yıldız Technical University, 7 minutes from Istinye University, 9 minutes from Ramada Hotel and Medicana Hospital.
https://listingturkey.com/property/rams-garden-bahcelievler-apartments/
The SVN® organization shares a portion of their new weekly listings via their SVN Live® Weekly Property Broadcast. Visit https://svn.com/svn-live/ if you would like to attend our weekly call, which we open up to the brokerage community.
The KA Housing - Catalogue - Listing TurkeyListing Turkey
Welcome to KA Housing, a distinguished real estate development nestled in the heart of Eyüpsultan, one of Istanbul’s most promising districts.
Just 10 minutes from the bustling city center, Eyüpsultan offers a serene escape with the convenience of urban living. The direct metro line ensures seamless connectivity to all parts of Istanbul, making it an ideal location for residents who seek both tranquility and vibrancy.
KA Housing boasts unparalleled accessibility, with proximity to Istanbul Airport only 30 minutes away, facilitating easy international travel. Effortless city access is guaranteed by direct metro and transportation links to Istanbul’s cultural and commercial hubs. Quick access to key metro lines connects you to every corner of the city within minutes, making commuting and exploring the city hassle-free.
The development offers luxurious living spaces with a range of unit layouts from 1+1 to 4+1, designed with meticulous attention to detail. Each unit features balconies or terraces, providing stunning vistas of Istanbul and enhancing the living experience. High-quality materials and superior craftsmanship ensure durability and elegance, while sound-proof insulation and high ceilings (2.95 m) offer comfort and sophistication.
Residents of KA Housing enjoy exclusive on-site amenities, including a state-of-the-art gym, outdoor swimming pool, yoga area, and walking paths. Entertainment options abound with a private cinema, children’s playground, and a variety of dining options including a café and restaurant. Security and convenience are paramount with 24/7 security, a dedicated carpark garage, and an IP intercom system.
KA Housing represents a prime investment opportunity with limited availability in a high-demand area, ensuring enduring value and potential for lucrative returns. Homes in this development provide exceptional value without compromising on quality, offering affordable luxury for discerning buyers. The construction is of the highest quality, built to the latest seismic and disaster resistance standards, ensuring safety and resilience.
The community and surroundings of KA Housing are enriched by close proximity to prestigious universities such as Haliç University, Bilgi University, and Istanbul Ticaret University, making it an ideal location for students and academics. The development is adjacent to the Alibeyköy stream leading into the Halic waters, offering serene natural escapes amidst lush greenery. Residents can enjoy the cultural richness of the area, surrounded by historical and cultural landmarks that blend leisure, nature, and culture seamlessly.
https://listingturkey.com/property/the-ka-housing/
Serviced Apartment Ho Chi Minh For RentalGVRenting
GVRenting is the leading rental real estate company in Vietnam. We help you to find a serviced apartment for rent in Ho Chi Minh & Saigon. Discover our broad range of rental properties in Vietnam.
For more details https://gvrenting.com/
Sense Levent Kagithane Catalog - Listing TurkeyListing Turkey
Sense Levent offers a luxurious living experience in the heart of Istanbul’s vibrant Levent district.
This cutting-edge development seamlessly integrates modern design with natural elements, featuring live evergreen plants maintained by an advanced irrigation system, ensuring lush greenery year-round.
The building’s elegant ceramic balconies are both stylish and durable, enhancing the overall aesthetic and functionality. Residents can enjoy the 700m Sky Lounge, which provides breathtaking views of Istanbul and a perfect space to relax and unwind.
Sense Levent promotes a healthy and active lifestyle with a full gym, swimming pool, sauna, and steam room, all available in the building. The interiors are crafted with high-quality materials, ensuring a luxurious and inviting living space.
Designed with young professionals in mind, Sense Levent features 1+1 and 2+1 units with smart floor plans and balconies. The project promises high investment returns, with an expected annual return of 6.5-7%, significantly above Istanbul’s average ROI.
Located in the rapidly growing and highly desirable Levent area, the development benefits from ongoing urban regeneration projects. Its prime location offers proximity to shopping malls, municipal buildings, universities, and public transportation, adding immense value to your investment.
Early investors can take advantage of discounted units during the construction phase, with an expected capital appreciation of +45% USD upon completion. Property Turkey provides comprehensive rental management services, ensuring a seamless and profitable investment experience.
Additionally, robust legal support and significant tax advantages are available through Property Turkey’s licensed Real Estate Investment Fund. Levent is a dynamic urban hub, ideal for young professionals with its numerous corporate headquarters and shopping malls.
Sense Levent is more than just a residence; it’s a place where dreams and opportunities come to life. Contact us today to secure your place in this exclusive development and experience the best of Istanbul living. Sense Levent: Sense the Opportunity. Live the Dream.
https://listingturkey.com/property/sense-levent/
Presentation to Windust Meadows HOA Board of Directors June 4, 2024: Focus o...Joseph Lewis Aguirre
Presentation to Windust Meadows HOA Board of Directors June 4, 2024: Focus on Public Safety as Job #1, Engagement, Wealth of HOA, Branding, Communication, Culture, Civic Responsibility
Discover Yeni Eyup Evleri 2, nestled among the rising values of Eyupsultan, offering the epitome of modern living in Istanbul.
With its spacious living areas, contemporary architecture, and meticulous details, Yeni Eyup Evleri 2 is poised to be the star of your happiest moments. Situated in the new favorite district of Eyupsultan, claim your spot and unlock the doors to a peaceful life alongside your loved ones. Nestled next to the historical and natural beauties of Eyupsultan, embrace the comfort of modern living and rediscover life.
Social Amenities:
Yeni Eyup 2 offers a life filled with joy with its green landscaping areas, gym, sauna, children’s play areas, café, outdoor pool, and basketball court. Reserve your place for unforgettable moments!
Reliable Structure:
With 1+1, 2+1, and 3+1 apartment options, Yeni Eyup Evleri 2 is designed with first-class materials and craftsmanship. The doors to a safe and comfortable life are here! Choose the option that suits you best and step into your dream home.
Project:
Yeni Eyup 2 is conveniently located, with Istanbul Airport just 26 minutes away, the Mecidiyeköy Metro Line 4 minutes away, and the Tram Stop 5 minutes away, making your life easier with its central location.
Location:
Your home is positioned in a privileged location, providing easy access to the city center, shopping malls, restaurants, schools, and other important places.
Yeni Eyup 2 offers 1+1, 2+1, and 3+1 apartment options designed to meet different needs. Find an option suitable for every lifestyle and open the doors to a comfortable life in your dream home.
https://listingturkey.com/property/yeni-eyup-evleri-2/
Keep Your Home Naturally Cool and Warm Out Change in Seasons
Vinra Construction is a private limited company registered under the ROC. The management has an experience of over 15 years of understanding the needs and delivering apt solutions to the end users We are providing turnkey solutions in construction fields. like Construction, Interior Designing Facility Management, Plantation Management, etc..
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Hawthorn Module 1 Coverted to Slide Show - 04.06.2024.docx
Preparing for the Next Big Disruption
1. PREPARING FOR
THE NEXT BIG
DISRUPTION
Field Ramifications of the MLS/DOJ
And Buyer Representation
training today’s professionals for tomorrow’s business
Adorna O. Carroll, DSA
ABR, AHWD, SRS, CRB, C-RETS, RENE, PSA, GRI, SFR, ePRO, C2Ex
Adorna@Adorna.com - DynamicDirections.com
AdornaSpeaks – FB; Linkedin – AdornaCarroll
RPAC Hall of Fame - $50k+ REBAC Hall of Fame
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
2. A Long Time Ago in a Land Far Away
We Were Sued by the DOJ Before
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
3. Previous DOJ Lawsuits
• 1940’s – DOJ determined 10% listing fee was an anti-
trust violation; listing fees were no longer standard
• Early 90’s was over the old COE Article 4
• The REALTOR® should seek no unfair advantage over other
REALTORS® and should conduct his business to avoid controversies
with other REALTORS®
• Was removed and replaced by Article 3-4 variable rate disclosures
allowing consumers to renegotiate fees
• 2003 NAR fought DOJ over MLS IDX-VOW policies
• Lawsuit spanned years
• Millions paid out to settle
• Agreement to settle included a moratorium that expired
in 2019
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
4. THE DOJ IS
ALWAYS
WATCHING
Social Media
“Mastermind Groups” and
private listing networks
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
5. THEY’RE BACK …
DOJ Returns and it’s a NEW Ballgame
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
6. CURRENT LAWSUIT OVERVIEWS
go to nar.realtor for most updated info
• Christopher Moehrl (Cole, darnell, Nager, Ramey, sawbill
strategic, umpa & ruh) v. The National Association of Realtors &
Anywhere RE, Home Services of America, HSF Affiliates, The Long
& Foster Companies, BHH Affiliates, RE/MAX and Keller Williams
Realty
• Sitzer/Burnett ( Hendrickson, Breit, Trupiano & Keel) Trial- starts
October 16, 2023
• Judah Leeder v. The National Association of Realtors
• United states of America, DOJ v. National association of Realtor
• Gibson
• Button
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
7. WHERE WE ARE
• Broker Owned MLS Lawsuits – Northwest; MRED; PIN
• MLS PIN attempts to settle for $3m; co-op fee optional
• Association Owned MLS – BRIGHT elects to pull away from NAR
policies; uncouples obligation to compensate; and forgoes NAR
E/O issues and self insures
• NAR position change that $0 is now a number
• Approximately 20+% of 1.575m REALTOR Practitioners now
have zero as an option
• ANYWhere – attempts to settle for $83.5m
• REMAX attempts to settle for $55m
• KW, Home Services and NAR found guilty – jury awards $1.78B –
possible treble damages of $5.58B - Nov 2023
• Gibson Case - Additional lawsuit filed against, EXP, Compass,
Douglass Elliman, Hanna, Weichert, Redfin, United, NAR
• And this is only the beginning
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
8. • While NAR disagrees with the DOJ’s view and admits no liability, NAR has agreed to
make certain changes to the Code of Ethics and MLS policies which will be subject to
approval by both our Board of Directors and the DOJ
• Purpose is to more explicitly state info about commissions and MLS participation to
maintain an efficient, transparent marketplace for home buyers and sellers
1. the amount of compensation offered to buyer representatives via the MLS will be
made publicly available for each listing. Brokers and agents will have an
affirmative obligation to provide such info to their clients for homes of interest
2. Rule changes reaffirm that MLSs and brokerages must provide consumers all
properties that fit their criteria, regardless of the compensation offered or the
name of the listing brokerage.
3. While the REALTOR® Code of Ethics has long required buyer representatives to
explain how they expect to be paid, buyers’ agents cannot represent their
services as free
4. With the seller’s prior approval, associations and MLSs must permit a licensed
real estate agent to access to the lockbox of the seller’s property even if the
licensee does not subscribe to the MLS.
• It is important to understand that the final wording for these Code of Ethics and
MLS policy changes is still being determined until the Court formally certifies
our agreement with the DOJ
MLS and
the DOJ
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
9. WHAT HAS ALREADY HAPPENED …
1.Zero is a real number
2.Listing Agreements change states list side fees
instead of total fee that is shared
3.Added written disclosure of ALL fees if any
4.Co-op side fees displayed in public portals
5.States begin to mandate Contractual Buyer Rep
6.Brokers scramble to get agents trained on Buyer Rep
7.Industry sees need for advanced agent training
8.Millions in damages offered to be paid
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
10. WHAT CAN GO
WRONG?
7. States mandate Contractual Buyer Rep
8. Procuring cause almost non-existent
9. MLSs consolidate
10. MlS platform is replaced
11. Members reconsider membership
12. Millions/Billions in damages
13. Impact copycat lawsuits
1.List fees displayed in public portals
2.Settlement procedures change
3.Lending institutions fund fees
4. List agent paid from Seller Net
5. Transaction Brokerage become
value-less
6.Co-Broke Box is Eliminated
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
11. (C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
1. If your state law or company policy requires
you to contractually represent buyers prior to
showing property and that agreement
includes a specific compensation amount –
You have NO issue
2. If you get your buyer agreements when you
write the offer, and/or zero out the fee or put
whatever the MLS offers – you need to
elevate your skills
3. If you don’t have buyers sign buyer
agreements and just work by disclosure
notice – you face serious issues
This Photo by Unknown Author is licensed under CC BY-SA
12. Contractual Buyer Agency Neutralizes Fee Concerns
• No listing agent can determine a buyer agent’s worth
• Zero in a co-broke box is NOT a concern
• Buyer Counseling Presentations outline the benefits,
services and advantages of hiring you for a fee
• Buyers that know you or know of you will sign upon
request
• Buyers that don’t know you may want to initially hire you
on a per property basis
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
13. IT ALL COMES DOWN TO THE
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
14. Two Types of Un-Represented Buyers
Buyers that
know you
Prospects
that don’t
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights
Reserved
15. Buyers That Know You
• Currently Listed Seller
Clients who need to buy
• Sphere contacts who are:
• Friends, relatives, social
contacts, church members,
business associates, area
vendors you do business
with, personal referrals
• Buyers that know you will
meet with you for a
counseling session if you
ask them
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
16. Buyers That Don’t Know You
Prospects that don’t know you
will need other approaches to
want to meet with you
• Refer to the COE that states
the consumers are entitled to
representation and written
promises
• If your state law requires it
• If your office policy requires it
• Use the showing to ask for an
appointment to discuss the
benefits of representation
• Send them a form and ask
them what level of service do
they want
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
17. • Prior to, or at the consultation
with the buyer, use this form
to ask them what level of
service they want
• They will always choose
representation
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
18. Whether the buyers
know you or not -
Once they agree to
meet with you,
the presentation
is the same
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
19. Detail How You Do Your Business
• What you can/can’t do by law
• What you will/won’t do according to office policy
• What you must do by COE
• What you choose to do within your business practice and personal routine
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
20. What is a
Buyer Counseling Presentation?
• It’s a structured conversation with the buyer
• Mirror image of the “Listing Appointment”
• Formal, organized presentation system
• Conveys your value as a professional
• Explains the transaction process in detail
• Used as a risk management tool
• Uses a flexible delivery format that
compliments the communication style of
clients
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
21. • Neutralize concerns
• Manage expectations
• Helps you determine if you want to
represent the buyers
• Provide mutual promises in writing
• Obtain their loyalty
• Secure written authorization
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
22. (C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
Loyalty is important but the primary objective is
to secure written commitment to represent the
buyer’s interest
• For any suitable property, whether it is for
sale, listed or not
• With limited exclusions in your business area
• For a sufficient amount of time to yield success
• With a pre-determined amount of
compensation identified in the agreement
23. First Things
First
No matter how the buyer contacts us …
• Determine if an exclusive contractual relationship exists
• If they are – you MAY NOT interfere
• If they aren’t – secure an opportunity to discuss options and
the benefits of representation
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
24. Article 16 – SOP 9
• REALTORS®, have an affirmative obligation
to make reasonable efforts to determine
whether the prospect is subject to a
current, valid exclusive agreement to
provide the same type of real estate
service. (Amended 1/04)
• If the buyer and “their agent” have only
signed a disclosure notice
• That is NOT an exclusive relationship
• It is NOT an agreement
• You may have an opportunity to create a
more substantial relationship
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
25. “Allow me the opportunity
to fulfill my legal
responsibility. I need
about 20 minutes of your
time … maybe more if you
have questions”
Use the dialogue
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights
Reserved
26. Everyone is Busy but… • Buyers always claim they don’t
have time but without a
comprehensive conversation
you will be blamed later
• Professionals in every other
industry require conversation
up front prior to doing business
• Why would you be different?
• Getting a buyer agreement
signed without a formal
presentation is so much more
difficult
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights
Reserved
28. • About you, your professional credentials
• Your company; it’s mission, vision, values
• Your legal responsibilities
• How your behavior modifies when you have 2+
buyer clients, Dual and/or Designated
• Can’t Do List
• How, when and why you are paid
• Pre-Approved prior to showing property
• Open Houses, New Construction, FSBOs
• Stigmatized property & off-site conditions
• The lending and legal process
• Property selection, showing process
• Offer, counteroffer, negotiation process
• Inspection, repair and renegotiation phase
• Commitment, Closing and Follow-thru
Topics for Discussion
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
29. Just because they contacted you doesn’t
mean you don’t have to earn their
business
• Provide a professional resume packet
• Differentiate yourself from your competition
by including an explanation of your
designations and certificate credentials
• Provide an overview of your ability to get the
job done
• Provide a written or emailed hand-out of
your full counseling presentation as a
demonstration of how you do business and
what’s in it for them
• Consider this as your “leave-behind”
Provide your Credentials
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
30. Your Brokerage’s reputation and
history have additional value that is
worth leveraging
• Essential for newer agents without
extensive experience
• Great for seasoned agents to fortify
your foundation
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
31. Your Legal
Responsibilities Must
Be Fully Explained
• Buyers can be local or come from
other states
• Don’t assume anyone understands
what your legal responsibilities are
or how it impacts them
• This conversation alone can
separate you from your competition
since most agents can’t explain
them
• Buyers need to understand the
difference between Client and
Customer
Legal Responsibilities
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
32. Which Level of Service Would You Want?
Clients Get:
• Obedience
• Loyalty
• Full Disclosure
• Confidentiality
• Accounting
• Reasonable Skill and Care
Customers Get:
• Honesty
• Accounting
• Material Fact Disclosure
Customers DON’T Get:
• Loyalty
• Obedience
• Confidentiality
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
33. Fiduciary Rap
• Obedience – to lawful instruction pertinent to the
transaction; my job is present options, alternative and
ramifications to your choices; you make you decision
and I follow your lawful instruction.
• Loyalty – for your interests above my own; when’s the
last time a salesperson could say that to you? I am not
in sales, I am in service
• Disclosure – what I know, you know; for facts or rumors;
for material and pertinent facts
• Confidentiality - urgency, motivation, personal secrets,
financial position; no one including the agents in my
office are not entitled to know
• Accounting – money, paperwork and dates
• Reasonable Skill and Care –minimum standard; read my
resume to get way more than that!
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
34. • At the consultation with the
buyer, use this form to ask
them what level of service
they want
• They will always choose
representation
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
35. Explain who you represent and how you
behave when the property is
• A “FSBO”
• Listed by another Firm
• Listed by an agent in your firm
• Listed by you
Also explain how you behave when
• An agent in your Firm has a buyer client
interested in the same property as your
buyer client
• When YOU have more than one buyer client
interested in the property
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
36. The “Can’t Do” List
• We can’t make your decisions for you
• Can’t betray any client’s confidential info
• Violate State, Federal or Fair Housing Laws
• Promise you can buy property below market
• Hide material facts or defects
• Betray your confidential if by providing
unauthorized feedback to listing agents
• Identify the “safe or bad” neighborhoods
• Identify the “Best” Schools
• Choose your community
• Collect undisclosed kickbacks or rebates
• Pretend to have skills I don’t
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
37. Explaining compensation to the buyer
during the Buyer Counseling Session is
imperative
• Help buyers understand that you are not
there to push them to buy anything but if
they decide to buy, you will be paid
• Stop calling your fee a commission – that is
sales term, not a service term
• Contractual Buyer Representation ensures
that you are paid what you and your client
determine
• No listing agent can determine your worth
• Without violating law or Code of Ethics,
you can wrap a fee into the offer as a
condition of sale
Show Me the Money
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
38. Who Really Pays the Fee???
• When a buyer funds a transaction, the funds do
not go to the seller – they sit in the middle of
the settlement table until the debt against the
property has been extracted
• Currently, the buyer pays for everything
• Professional service fees of all agents
• All costs of doing business
• Any closing costs they wish to finance
• Settlement of the Seller’s debt against the property
• The seller gets what is left over and the seller gets
the tax deduction for the settlement expenses
Without the buyer’s bag of money,
there is no transaction
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights
Reserved
39. Don’t Confuse Concepts
• Without a written buyer agreement, your behavior and the
perception of the buyer defines whether you are considered
someone’s agent no matter what your disclosure says.
• Without a buyer agreement you have all of the liability but
no guarantee that you will be paid
• Without a written buyer agreement with an actual fee
inserted, you may only receive what is offered in the MLS for
compensation, if anything
• Agreements are in writing so they can be enforced
• Agreements are between the parties, and a buyer and seller
can mutually agree to almost anything
• A rejection of the MLS compensation is not a 16-16 violation
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
40. REALTOR® Code of Ethics
Modifying the Offer of Compensation
• Realtors®, acting as subagents or buyer/tenant
representatives or brokers, shall not use the
terms of an offer to purchase/lease to:
• attempt to modify the listing broker’s offer of
compensation to subagents or buyer/tenant
representatives or brokers
• nor make the submission of an executed offer
to purchase/lease contingent on the listing
broker’s agreement to modify the offer of
compensation.
(Amended 1/04)
Standard of Practice 16-16
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
41. You Are Entitled to be Paid Fairly
Some situations can potentially
compromise your fee
• Unrepresented Sellers - FSBOs
• Entry Only
• Limited Service
• Short Sales
• An amount in the MLS that you believe is
less than fair
• When compensation offered through the
MLS is less than your agreement
Securing ‘fair’ compensation is easy, however if
you must have a WRITTEN agreement
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
42. REALTOR® Code of Ethics
Cooperation – Not Necessarily Compensation
• Realtors®, acting as exclusive agents or brokers
of sellers/ landlords, establish the terms and
conditions of offers to cooperate.
• Unless expressly indicated in offers to
cooperate, cooperating brokers may not
assume that the offer of cooperation includes
an offer of compensation.
• Terms of compensation, if any, shall be
ascertained by cooperating brokers before
beginning efforts to accept the offer of
cooperation.
(Amended 1/99)
Standard of Practice 3-1
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
43. REALTOR® Code of Ethics - Seller Understands How Compensation is Split
• When entering into listing contracts, Realtors®
must advise sellers/landlords of:
1. The Realtor®’s company policies regarding
cooperation and the amount(s) of any
compensation that will be offered to
subagents, buyer/tenant agents, and/or
brokers acting in legally recognized non-agency
capacities;
2. the fact that buyer/tenant agents or
brokers, even if compensated by listing
brokers, or by sellers/landlords may represent
the interests of buyers/tenants; and
3. any potential for listing brokers to act as
disclosed dual agents, e.g. buyer/tenant
agents. Adopted 1/93, Renumbered 1/98,
Amended 1/03)
Standard of Practice 1-12
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
44. REALTOR® Code of Ethics
Disclosure to Buyer Client if $$$ offered cannot neutralize an agreement or cannot be guaranteed
• Realtors® are free to enter into contractual
relationships or to negotiate with sellers, buyers or
others who are not subject to an exclusive agreement
but shall not knowingly obligate them to pay more
than one commission except with their informed
consent. (Amended 1/98)
• If the amount offered in the MLS does not neutralize
the buyer’s fee obligation in the contract, buyer
agents are obligated to inform them per this code
and full disclosure from the license law.
• This is why the clause goes into the conditions of sale
• Listing agents need to prepare their seller client
Standard of Practice 16-14
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
45. Buyer Chooses
• Prior to showing property, buyer agents must
inform their client when
• The co-broke fee offered in the MLS can’t be
guaranteed or won’t cover the amount agreed to
in buyer agreement
• The property is an actual or potential short sale
• Buyer needs to realize
• It is not prudent to take any chances that the co-
broke compensation offered will be received since
the buyer would have to pay out of pocket
• Buyer then chooses if they want to see that
property
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
46. Compensation Options
• When compensation offered through the MLS is not
sufficient, or may not be guaranteed, to satisfy your
‘employment’ agreement with the buyer
• MLS offer of compensation could be rejected and
your full fee substituted in the conditions of sale
OR
• A clause may be inserted into the conditions of sale
to include a residual amount to satisfy the total
needed to neutralize the buyer agreement
• It functions like any other seller concession
which is an agreement between the parties
• When worded properly doesn’t violate COE
or any license law regulations
• No listing agent can interfere
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights
Reserved
48. Benefits of FSBOs, Entry Only, Limited Service and Short
Sales to Contractual Buyer Agents
• You no longer worry about getting paid fairly no
matter what is being offered
• You have direct access to someone else’s client
in LS and EO without client interference issues
• Unskilled listing agents in Short Sales and Pre-
Foreclosures will probably give you access
• You can aggressively advocate for your
client since the seller is a customer
• Most co-op agents avoid these properties so these
listings tend to ‘rot on the vine’ – potentially
making it a good value for your client
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
49. “Once I receive
your written
authorization to
represent your
interests and you
have been pre-
approved for a
loan, we will start
to look at property
that you are
qualified to buy”
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
50. • Prior to showing, loan
qualification is essential
• Pre-approval is critical to avoid
problems later
• Originators have no fiduciary
duties to buyer
• 2 letters of financial qualification
are required prior to
presenting/packaging an offer
• One generic to package with offers
• One specific to craft the offers
• Once qualified, respect their
budget!
Pre-Approval Prior to Showing
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
51. Property Selection
Discuss the different aspects of:
• The difference between a need, want and wish
• Providing multiple lists – needs; needs plus wants; needs
plus wants plus wishes or everything within a price range
• How much inventory might be available at any point in
time and how slowly or quickly it is no longer available
• Searching other sites that may or may not be complete
• The accuracy of info provided on other sites
• Who will select the property to view
Once written authorization has been received, the pre-
approval process has been completed, the buyer’s
search parameters must be identified
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights
Reserved
52. Setting Appointments
Discuss the different aspects of:
• How appointments are made
• How much notice you need
• How much notice is required for owner or
tenant occupied property
• The ability of unaccompanied contractually
represented buyers to attend Open Houses,
New Construction, FSBOs
• The local protocol for unaccompanied buyers
not under a buyer agreement to attend Open
Houses, New Construction and FSBOs
• How appointments will be confirmed
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights
53. Showings Can Be Different in
Today’s Market
Discuss the different aspects of:
• When you take time off and who covers
• How showings are done in-person and/or virtually
• Who will do the showings – you, team member or
licensed assistant
• Electronic surveillance in and around the property
• Explanation that you won’t push them to make a
decision, but the market might in a no/low inventory
environment
• Buyer feedback requests and the need for written
permission to disclose since all of the buyer’s
thoughts are confidential
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights
Reserved
54. So, How Do You Feel about
Dead People?
• Do you have a Stigmatized Property Law?
• Purpose is to respect the customs, ethnic
backgrounds, religious beliefs, superstitions of
your clients
• If you have a couple, do both feel the same
way?
• What is the process for them to find out if
there was a
• Notorious deaths
• Paranormal Phenomenon
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights
Reserved
55. Explain Offer Process, Counter-Offers
• Buyer is entitled to CMA prior to making an offer
• They shouldn’t assume that a seller will counter
or respond
• Buyer may or may not know that they are in a
multiple offer
• If it isn’t in the contract, the buyer doesn’t get it
• Offers aren’t confidential unless a confidentiality
agreement is signed by seller – SOP 1-13
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights
Reserved
56. REALTOR® Code of Ethics
When entering into buyer/tenant agreements, Realtors® must advise potential clients of:
• Company policies regarding cooperation;
• Amount of compensation to be paid by the client;
• The potential for additional or offsetting
compensation from other brokers, from the seller or
landlord, or from other parties; (for building in
residual compensation)
• Any potential for the buyer/tenant agent to act as a
disclosed dual agent, e.g. listing broker, subagent,
landlord’s agent, etc.
• The possibility that sellers or sellers’ representatives
may not treat the existence, terms, or conditions of
offers as confidential unless confidentiality is required
by law, regulation, or by any confidentiality agreement
between the parties. (Adopted 1/93, 1/98, 1/06)
Standard of Practice 1-13
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
57. Banks and Third Parties
Some other realities are necessary to
understand
• No bank or third party can violate state law
• All offers are presented unless state law
allows written seller instructions otherwise
• More often than not, the offer will NOT be
confidential
• You may or may not be told you
are in a multiple offer – even if you ask
• If there is a deadline for response, no
response is a response
• No seller is obligated to counter
• Lenders can re-negotiate listing agent’s fee if it
is a short sale since there is no enforceable
listing contract with the third party
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights
Reserved
58. REALTOR® Code of Ethics
When entering into buyer/tenant agreements, Realtors® must advise potential clients of:
• 1-6: REALTORS® shall submit offers and counter-offers
objectively and as quickly as possible. (Amended 1/95)
• 1-7 : When acting as listing brokers, REALTORS® shall
continue to submit to the seller all offers and counter-
offers until closing or execution of a lease unless the
seller/landlord has waived this obligation in writing
….more on subsequent offers
• 1-8: REALTORS® acting as agents or brokers of
buyers/tenants shall submit to buyers/tenants all
offers and counter-offers until acceptance but have no
obligation to continue to show properties to their
clients after an offer has been accepted unless
otherwise agreed in writing… more on pre-existing
contracts
Standard of Practice 1-6, 7, 8
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
59. • Explain the reason for Seller Property
Disclosures
• Why inspections are necessary and
how to choose a Home Inspectors
• Discuss the Repair Request Phase
• The closing process, attorney and/or
title company
• How recommendations of
professionals are made and who
selects them
Continue to Overview
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
60. Review a Blank Agreement
When the Buyer Counseling
Presentation is done and they have
asked all of their questions
• Review a blank buyer agreement with
them stating you only work by written
authorization.
• Ask them how they feel about you
• Ask them if they have any additional
questions regarding the process
• Ask for the order!
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
61. • At the consultation with the buyer, use
this form to ask them what level of
service they want
• They will always choose representation
Once again …
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights
Reserved
62. Remember!
There is no law that mandates that the
Consumer be represented, but
• Representation is a ‘Consumer’s Choice’
• It is an entitlement that offers distinct
benefits
• The buyer doesn’t have to pay you directly
and can be paid from the proceeds of the
sale
• It does not require a long-term commitment
• Buyers you know should just sign a
contract
• Buyers you don’t know can
sign property by property;
town by town or for specific
types of property meeting
needs
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights
Reserved
64. (C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
• Invest in educating your Broker/Owners, Company Managers, Team Leaders and
Association Leaders FIRST
• Consider securing your sponsors to support those programs
• Have skill courses already booked and direct them to get their agents registered for
new agent training, skill courses and advanced courses
• Consider offering large firms or franchises their own training opportunities where
they ‘buy all of your seats’
• Don’t get hung up on CE – this is training they need to survive not renew a license
• Offer special pricing and group discounts
• Make sure the trainers you hire actually do written buyer agreements
65. NECESSARY SKILL TRAINING
BUYER COUNSELING SESSION
• Tips and tools to articulate value and
the representation of the client
• Overview of what we can and cannot
do by law
• Will and won’t do by office policy
• Must do according to the COE
• Can do based on how we do our
business
• How to get a buyer agreement signed
up front before showing property
SELLER STRTATEGY SESSION
• Tips and tools to articulate value
and set fees on the seller side
• How to explain cooperating fees
to sellers
• How to help sellers understand
that buyers fund the transaction
• Explain the difference between
gross offer, adjusted gross and
net to the seller
training today’s professionals for tomorrow’s business
Contact us at – Info@DynamicDirections.com for
these programs (C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
66. Advanced Career Development Courses
The Essential Credentials for All Realtors®
Accredited Buyer Representative
• 2-Day Core Course
• 1 Elective Course Required
• Annual Dues of $99
• REBInstitute.com
• 2-Day Core Course
• 1 Elective Course Required
• Annual Dues of $110 USD
• REBAC.net
• 2-Day Core Course
• $159 Student App Fee
• No Annual Dues
• REBInstitute.com
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
67. New Agent
Training Series
Getting Your RE
License was the
Easy Part!
Making money
and building a
career with it is
something else!
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
68. This course is designed to sharpen current professional
assistant's skills or jumpstart an aspiring assistant's career.
As a result, the assistant will become an irreplaceable part
of the agent's business plan or team and help manage risk.
Topics covered:
•Understanding the institution of real estate.
•Tasks performed by professional assistants.
•Creating a career as a professional assistant.
•Providing exceptional customer service.
•Managing the transaction.
•Time management.
•Marketing, branding and creative components for the agent.
•How an assistant can equip the agent or team to grow their business
and serve their clients with a high level of professionalism.
•Develop a tool kit to support the agent’s or team’s business.
•Implement contemporary and proven marketing systems, techniques,
tools and assets
This is a 2-day course that can be delivered classroom or virtually.
$40 per student REBI Royalty - $20 per person association rebate
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved
69. Our National Consultants & Speakers for your Member and Leadership Events!
Adorna Carroll Linda St. Peter
Shannon Buss
Rick Harris
MJ Agostini
Melanie Gamble Zola Szerencses Kim Allard
Chris Todd
Robert Morris
Patrice Willetts
Matt Difanis
training today’s professionals for tomorrow’s business
Info@DynamicDirections.com
Jamie Bowman
Bill Malkasian
Tamara Suminski Chris Duff
Live and Virtual Programs
• Leadership Training/Academy Events
• Prof Standards/Mediation Training
• MLS Strategic Planning
• Association Strategic Planning
• Advocacy Training and Planning
• Workforce Staff Analysis, Contract
Evaluations and Exit Strategies
• Exec Team Coaching/Consultations
• Convention, Keynote, Member Events
• Private Company Programs and Events
• Broker, Manager, Team Training
• Advanced Business Courses
• Advanced Designation, Certification,
Skill Courses, Workshops, Webinars
• RE Finance and Commercial CE courses
• Commercial and Auction Courses
• GRI Programs and Original Content CE
• New Agent Training and Skill Courses Jim Harrison Maurice Taylor
Nancy Lane
John LeTourneau Deb Killian
Lynn Madison
Maurice Hampton
Matthew Rathbun Karen Becker
Michelle Behrendt Christie Bevington
(C) Adorna Carroll, Dynamic Directions, Inc. All Rights Reserved