REAL EXECUTIVE Podcast

RE-THINK CLIENT FULFILLMENT-THE SPLIT STYLE HOME

Join Ron Bouchard and Ana Silveira as they will discuss, “THE SPLIT STYLE HOME”

A split-level house is a house that has at least three distinct levels separated by raised ground and flights of stairs. Split-level homes are noticeably staggered and usually have common areas on the lower level with bedrooms on the upper levels

Split-level homes weren’t very popular before the 1970s, but when The Brady Bunch debuted and their house was a split level, sales for split-level homes skyrocketed. In the 1970s, more than 10% of homes were split level.

The once-popular split-level home is disappearing among newly constructed houses. In 1976, split-level homes accounted for 12 percent of all homes built, with single-stories at 63 percent and multi-story houses at 25 percent.

By 1990, though, split-levels were down to four percent of homes constructed, while one-story houses were down to 46 percent. (This is according to the census bureau.)

And by 2009, the split-level had all but disappeared from new construction, accounting for less than one percent of all homes built.

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RE-THINK LEAD GENERATION-THE FORECLOSURE TOOL THAT CHANGED MY BUSINESS

Join Ron Bouchard and Ana Silveira as they will discuss, “THE FORECLOSURE TOOL THAT CHANGED MY BUSINESS ”

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RE-THINK LEAD CONVERSION-OBJECTION HANDLING TECHNIQUES

Join Ron Bouchard and Ana Silveira as they will discuss, “OBJECTION HANDLING TECHNIQUES”

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RE-THINK CLIENT FULFILLMENT-CREATING A PROPERTY SALEABILITY CHECKLIST

Join Ron Bouchard and Ana Silveira as they will discuss, “CREATING A PROPERTY SALEABILITY CHECKLIST”

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RE-THINK CLIENT FULFILLMENT-PROPERTY DETECTIVE
Join Ron Bouchard and Ana Silveira as they will discuss, “How to become a property detective",

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RE-THINK CLIENT FULFILLMENT-THE COLONIAL STYLE HOME

Join Ron Bouchard and Ana Silveira as they will discuss, “THE COLONIAL STYLE HOME”

During the 1700s, European settlers in North America incorporated the architectural styles of their native countries into their new homes. The styles that arose can be referred to as "Colonial architecture," which include Georgian Colonial, Spanish Colonial, German Colonial, French Colonial, Dutch Colonial, Federal, and Cape Cod.

Key Elements

• Square, symmetrical shape. Formality governs the Georgian Colonial. Both the exterior and interior are traditionally arranged according to strict symmetry and proportion. This all begins with the centrally located entrance, hallway, and staircase around which the interior rooms are positioned.

• Five windows across front. "Windows are always rectangular and evenly spaced across the house’s facade," notes Shannon. "The windows also are traditionally double-hung and multi-paned, typically with nine or 12 panes per sash."

• Dental moldings along the eaves. Dentils, or tooth-like blocks, began to decorate roof lines as the style became more decorative.

• Pedimented dormers sometimes jutted from the roof.

• Flattened columns on each side of door. "Pilasters, shallow columns borrowed from Greek architecture, often adorned the homes' front elevation. Pedimented dormers jutted from the roof," says Shannon.

Shutters. In the South, the shutters tend to be louvered to welcome breezes but thwart the sun. Up North, paneled shutters close up tight to protect the home from harsh winds, sleet, and snow.

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RE-THINK LEAD GENERATION-THE IMPORTANCE OF SALES SCRIPTS

Join Ron Bouchard and Ana Silveira as they will discuss, “IMPORTANCE OF SALES SCRIPTS”

PROS

1. Sales scripts keep the message focused + concise.

2. Sales scripts give sales reps a confidence boost.

3. Sales scripts result in better voicemails.

4. Sales scripts allow you to handle common objections early.

5. Sales scripts allow new agents to start immediately.

6. Sales scripts let you run A/B tests.

7. Sales scripts make scaling simple.

8. Sales scripts allow consistency in your messaging.

9. Sales scripts statistically improve lead conversion

10. Sales scripts Improve voice mails

11. Sales scripts keep you in control

CONS

Sales scripts cause reps to over-rely on them.
Sales scripts make delivery sound fake and robotic.

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RE-THINK LEAD GENERATION-JUST LISTED & JUST SOLD

Join Ron Bouchard and Ana Silveira as they will discuss, “JUST LISTED & JUST SOLD”.

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RE-THINK CLIENT FULFILLMENT-FHA INSPECTION CHECKLIST

Join Ron Bouchard and Ana Silveira as they will discuss, “THE FHA INSPECTION CHECKLIST”.

FHA INSPECTION AND APPRAISAL GUIDELINESIn Every Room – The following applies to every room in the home.

Check whether the room has electricity and its condition
Window condition
Ceiling condition
Wall condition
Floor condition
Security
Presence of lead-based paint

Bathroom – The items below are unique to the bathroom portion of the inspection

There must be a toilet in good working condition with no leaks
There must be a sink in good working condition with no leaks
There must be a tub or shower and in good working condition with no leaks
There must be ventilation – can be an exhaust fan or window

Kitchen – The items below are unique to the kitchen portion of the inspection

Stove or range with an oven in good working condition
Refrigerator in good working condition
Any other appliances included must be working
Sink in good working condition and with no leaks
Room for storage, food preparation and the serving of food

Exterior of the Home

Condition of foundation
Condition of stairs, railings and porches
Condition of roof and gutters (maximum of 3 layers on the roof)
Condition of siding
Condition of the chimney
Lead paint on exterior surfaces
Swimming pool (if applicable) must be in working order and adhere to local ordinances

Heating and Plumbing

Heating unit is adequate and in good working condition
Ventilation and cooling
Water heater in good working condition
Approved water supply (city sewer or well)
Plumbing must exist and be in good working condition
Sewer connection either to city sewer or an operable septic system

General Health and Safety

Working smoke detectors in the home
Access to home for first responders
Fire exists
Pest infestation
Garbage and debris
Refuse disposal
Stairs and common hallways must be adequate
Elevators (if applicable) must be safe, inspected, and working
Interior air quality
Site and neighborhood conditions (no nearby hazards)
Lead-based paint owner’s certification

SOURCE: https://fhalenders.com/fha-inspection/ &

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RE-THINK LEAD GENERATION-LEAD SERVICES REVIEW

Join Ron Bouchard and Ana Silveira as they will review “LEAD SERVICES”.

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RE-THINK LEAD GENERATION-PROSPECTING METRICS

Join Ron Bouchard and Ana Silveira as they will discuss, “PROSPECTING METRICS”.

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RE-THINK LEADERSHIP-GOAL SETTING 101

Check back for show notes later....

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RE-THINK OFFERS- LOVE LETTERS, ADVANTAGE OR LIABILITY TRAP

Join Ron Bouchard and Ana Silveira as they will discuss, “LOVE LETTERS, ADVANTAGE OR LIABILITY TRAP”.

Fair Housing Overview

The Fair Housing Act protects people from discrimination when they are renting or buying a home, getting a mortgage, seeking housing assistance, or engaging in other housing-related activities. It’s illegal to harass persons because of race, color, religion, sex (including gender identity and sexual orientation), disability, familial status, or national origin.

Love letters may give the buyer an advantage over other offers by appealing to the seller’s emotions. However, this causes issues because of what the buyer could reveal about themselves which causes the seller to discriminate consciously or unconsciously. Opening the seller and their agent to liability.

Liability Issues:

You as the buyer agent also have liability.

Here are some best practices to consider when it comes to love letters:

If you represent the buyers:

• At the outset of the relationship, speak to your client about the risks of buyer love letters and the potential fair housing issues they raise.

• Remind your buyers that an offer should be assessed based only on objective criteria, such as price and timing.

• If your buyer wants to send love letters, advise them to consult legal counsel and to document their decision-making process in selecting an offer.

• Avoid helping buyer-clients to draft or deliver love letters. Be sure to warn them against revealing any personal information that could raise fair housing issues. Counsel them to focus on the characteristics of the home or other objective information.

• Lastly, help your buyer-clients find other ways to differentiate themselves to win the property. Beyond offering more money, the buyer may consider offering more flexibility with the closing date, additional earnest money or waiving other contingencies that may appeal to the seller.

If you represent the sellers:

• Educate your clients about the fair housing laws and the pitfalls of buyer love letters.

• Inform your clients that you will not deliver buyer love letters, and advise others that no buyer love letters will be accepted as part of the MLS listing.

• Remind your clients that their decision to accept or reject an offer should be based on objective criteria only.

• If your client insists on drafting a buyer love letter, do not help your c

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RE-THINK AGENCY-THE BENEFITS OF BUYER AGENCY

Join Ron Bouchard and Ana Silveira as they will discuss, “PROPERTY TAXES 101.”, Stay tuned

HISTORY OF TAXATION

For many cities and towns, property taxes are the largest funding source for teachers, police, firefighters, public works like trash pick-up, and many other local resources and services.

Property taxes are not a recent invention. They have their origins in ancient times. They were levied in Egypt, Babylon, Persia, China, and throughout the ancient world.

Most people were poor and lived in hovels. The primary focus of early property taxation was land and its production value. But taxes were levied against the value of grain, cattle, oil, beer, and land.

In ancient times, 1% of people could read. They were called scribes. Some of the scribes were tax assessors who kept records about who owned title to lands along with the size of their fields.

The most common taxpayers were the farmers, from whom assessors coerced collection. If a taxpayer did not or was not able to pay, he was brought before courts that immediately dispensed justice. A typical tax rate was ten percent of all production. Tax assessors were highly valued people because of their skills with hieroglyphics and their ability to collect revenue. Often when a king died, the assessor was the only staff person not killed and buried along with the king, so valued was his service. There were tombs and monuments for assessors in Egypt and Syria that rivaled those of some kings. In Egypt, the famous Rosetta Stone was actually a tax document granting exemption to priests.

In the British Colonies of North America, there were five types of taxes in common use:

The Poll Tax or Capitation/Head Tax was levied on all adult males.
Property Taxes, fixed and specific rather than according to value.
Faculty Taxes levied on faculty or earning capacity of a person practicing certain trades, not on actual money

4. Imposts levied on goods imported and exported from a colony.

Excises were levied on environmental items of consumption goods, especially liquor.

During the Revolution, the colonies agreed to raise taxes (mostly through the property, except in the south where the tax system was more dependent on poll taxes) by state quotas. This system did not work well; in fact, states did not meet their quotas. As a result, the Continental Congress spent far more cash than it had; the money was borrowed and not paid off until 1834. That is one of the reasons they got rid of the Articles of Confederation and created the constitution.

Today, property taxes are based on Ad Valorem Taxation which simply means, “According to its value”

WHAT DO PROPERTY TAX VALUES REPRESENT?

In Massachusetts, assessed values represent the value of the property as of that day. Every three years, new sales are analyzed to adjust the model that calculates assessed values across the city or town. Every ten years, a full revaluation takes place where every property is visited and compared to the old record to update the records. At one time in history, the value was close to accurate, but chances are, it is not anymore.

HOW ARE PROPERTY TAXES CALCULATED?

Depending on what the city or town needs for revenue, it determines its property tax levy. A property tax levy is the total amount of money needed to be raised from the property tax, as set forth in the budget for the local government or tax jurisdiction.

It then takes that total property tax levy for the city/town and divides it by the total assessed value of the city/town to determine the mil rate or tax rate.

Tax rates in Massachusetts are expressed in dollars per $1,000 of assessed value (often referred to as mill rates).

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RE-THINK PROSPECTING- AGENTS AND THE FOUR STAGES OF FORECLOSURE

Join Ron Bouchard, and Ana Silveira as they discuss, AGENTS AND THE FOUR STAGES OF FORECLOSURE. Stay tuned

Unlike almost any other lead source, foreclosures offer the most opportunity to make money while helping others through a very difficult situation.

I have bought fixed and flipped over thirty properties and have been involved in the management of many more foreclosed properties, I have taught courses on ethical foreclosure investing, wrote a book with the same title years ago which will be released to the public soon, and have offered counsel to thousands of homeowners to help them to keep their homes over the years.

Today, I wanted to go over the four stages of foreclosure and the opportunities available in each stage.

I rank lead sources generally by the seller’s motivation to sell. Unless we are talking about a job transfer, there is no more motivated seller than one facing foreclosure. In Massachusetts, once a homeowner misses a payment, the clock starts ticking for them to solve their problem.

Stage 1: Pre-Foreclosure

When a homeowner misses more than one mortgage payment, they are in the Pre-Foreclosure stage.

Pros

· At this stage, the owner has the greatest number of options available to them.

· they still have plenty of time to cure before the official process starts

· As an agent, there is an opportunity to pursue a listing or a short sale.

· You can also invest or approach the seller as a buyer’s agent.

Cons

· They might not yet be sufficiently motivated to solve their problem.

· Homeowners in pre-foreclosure are difficult to identify.

Stage 2: Notice of Default

When a lender serves a homeowner with a notice of default and demands payment be rendered in full, a process known as acceleration, the owner enters the second stage of foreclosure.

Pros

· Homeowners in the NOD stage are easy to identify because their foreclosure becomes a matter of public record.

· At this stage, the owner still has a large number of options available to them.

· They still have time to cure but time is now limited.

· As an agent, there is an opportunity to pursue a listing or a short sale.

· You can also invest or approach the seller as a buyer’s agent.

Cons

· They might not yet be sufficiently motivated to solve their problem.

State 3: Auction

The auction stage is the stage where the lender takes title to the property. The property is then auctioned to the highest bidder either on the front lawn or on the steps of the courthouse. If the lender receives a bid equal to what is owed plus expenses, the property will be sold. If the lender fails to get what they are looking for, they will take the property back for sale at a later date.

Pros

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RE-THINK BASICS-UNITS OF COMPARISON

Join Ron Bouchard and Ana Silveira as they will discuss, “UNITS OF COMPARISON.” Stay tuned

Units of Comparison

Address

Proximity to Subject

Sale Price $

Sale Price/Gross Liv. Area $

Financing Concessions

Date of Sale/Time

Location

Leasehold/Fee Simple

Site

View

Design (Style)

Quality of Construction

Actual Age

Condition

Above Grade Total Bdrms. Baths

Gross Living Area

Basement & Finished Rooms Below Grade

Functional Utility

Heating/Cooling

Energy Efficient Items

Garage/Carport

Porch/Patio/Deck

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RE-THINK LEAD GENERATION-WHY FOR SALE BY OWNERS NEED AGENTS

Join Ron Bouchard and Ana Silveira as they will discuss, “WHY FOR SALE BY OWNER’S NEED AGENTS.” Stay tuned

If a prospect tells you that they are considering selling their home without a real estate agent, do you know how to get them to reconsider? Do you think that average, traditional agents know the reasons that most house sales by owners fail?

We all know the normal driving force behind most for sale by owner homes (FSBO) is to save on paying a Real Estate commission but will they really save on Commission?

Today we will be discussing the reasons why For Sale By Owners Need Agents. If you don’t know why they need you, you can’t help them.

WHY FOR SALE BY OWNERS NEED AGENTS.

1. Agents Sell For More Money

a. 97% of all buyers use a real estate agent.

b. Of the 3% not working with a Realtor®, 78.2% do not qualify to buy your home and the ones who do, offer 10%, 20% or even 30% less than fair market value because that’s all they can afford or that’s all they are willing to spend?

c. 80% of all FSBO’s end up listing with an agent after just 6 weeks.

d. Of the 20% who don’t list with an agent, 66% are successful in selling their own home but for 18% less than they would have gotten if they had used an agent. The average sales price of a FSBO was $260,000 vs. $318,000 for homes 8isted with an agent.

Conclusion: Without an agent, you have a 3% chance of selling your home and even after paying a commission, you make 13% less.

2. Agents Reduce Your Risk.

Understanding contracts, forms, disclosures are crucial in order to reduce risk. A seller can be held liable for fraud, negligence, or breach of contract if they do not disclose properly.

3. Agents Work Full Time.

Can you rush home from work every time someone wants to see your home? Can you excuse yourself from a meeting every time your phone rings with a potential buyer? At the end of a long workday, do you have the energy to take advantage of every possible opportunity to market your home? Are you an expert in marketing homes?

4. Agents Weed Out Unqualified Buyers

An agent can find out whether someone who wants to view your house is really a qualified buyer or just a dreamer or curious neighbor. It’s a lot of work and a major interruption every time you have to put your life on hold, make your house look perfect, and show your home. You want to limit those hassles to the showings most likely to result in a sale.

5. Price Negotiations Take Skill

Even if you have sales experience, you don’t have specialized experience negotiating a home sale. The buyer’s agent does, so they are more likely to succeed in the negotiation, meaning less money in your pocket. “An experienced selling agent may have negotiated hundreds of home purchases,” says Kean. “We know all the games, the warning signs of a nervous or disingenuous buyer.”

6. Agents Know What Gets A Home Sold.

a. Price -They don’t overprice

b. Commission-They know how to attract 97% of agents with qualified buyers.

c. Exposure- They use proprietary tools. Open Houses, signs, and social media won’t cut it. What are the odds that someone on your friend’s list is interested in buying your home?

7. Agents Have More Objectivity

The home selling process is an emotional one. Agents act as a buffer, preventing you fro

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RE-THINK AGENCY-THE BENEFITS OF BUYER AGENCY

Join Ron Bouchard and Ana Silveira as they will discuss, “THE BENEFITS OF BUYER AGENCY”

Would you buy a car from a salesman that doesn’t know the benefits and features of the car? No, you wouldn’t. Then how can you sell a buyer agency without knowing why it is important to your client?

Buyer’s agents help to ensure that you don’t overpay for a property, they point out issues that a buyer may not have thought about and, they ask the right questions of the selling agents to get the right answers for their buyer but they do a whole lot more. There are over 80 things to do in the process of buying a home.

THE BENEFITS OF BUYER AGENCY

Buyer Agents Even the Playing Field. If you are working with anyone other than a buyer agent, you are willingly working with people lawfully working against you. It is their fiduciary responsibility to ensure you pay more and that the terms favor the seller.
Buyer Agents Can Provide Data Other Agents Can’t or Don’t Want To. Liens, Market Value, Potential Pitfalls
Structure The Contracts in Favor of The Buyer
Introduce You to Any and All Properties, Even If They Are Not on The Market
Protect Your Financial Position and Negotiate If Favor of The Buyer
Educate You About the Process

In most cases, none of these services cost you a penny. All I ask in return is your loyalty.

What we need to do now is choose “buyer agency”, so I will have the legal authority to represent you.

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RE-THINK MANAGEMENT-TRANSACTION PROCESSING CHECKLIST

Join Ron Bouchard and Ana Silveira as they will discuss, “TRANSACTION PROCESSING CHECKLIST”

Download The Transaction Processing Checklist
https://waypointmastermind.com/VIP/wp-content/uploads/2021/03/500-8-Processing-Checklistrev-4-2016-Copy.pdf

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RE-THINK BASICS-THE ESTOPPEL CERTIFICATE

Join Ron Bouchard and Ana Silveira as they will discuss, “The Estoppel Certificate”

Estoppel…. That is a concept I had a problem with back when I became licensed. Ana, you had a story about Estoppel that triggered this episode. Can you please tell us how you were introduced to Estoppel?

Estoppel is a judicial device whereby a court may prevent or "estop" a person from making assertions or from going back on his or her word; the person being sanctioned is "estopped". It may also prevent someone from bringing a particular claim. There are many types of estoppel. In the U.S., Promissory and Equitable Estoppel are the two primary types.

Two Primary Types of Estoppel

Promissory estoppel
Equitable estoppel

Other Types of Estoppel

Laches

Laches are commonly used in situations where an individual being litigated intentionally delays an action, at the expense of their adversary.

Estoppel by record

Estoppel by record commonly rises as an issue and/or cause of action, through which previous judgments passed on certain causes of action or issues in past legal proceedings cannot be relitigated by concerned parties.

Estoppel by deed

Estoppel by deed prohibits an individual who is being litigated from denying the truth of actions carried out or statements made through rules of evidence

Estoppel by silence

Estoppels of silence are used to prevent an individual from making a new statement when they had previously been allowed to do so, and his or her silence placed another individual in a less favorable position.

Reliance-based estoppel

Reliance-based estoppel is common in instances where a party relies on the actions or statements given by another party. The estoppel is made against the party that carried out the act or made the statement.

Estoppel Certificates

An estoppel certificate gives third-party information about the relationship between a landlord and a tenant. It is most commonly used to verify lease information during a buyer’s due diligence. A tenant estoppel certificate is essential for a buyer to understand what it is buying.

The purpose of the estoppel certificate is to confirm the status of a lease and prevent the parties from later claiming that the facts are different from what is on the certificate.

A tenant is only required to sign an estoppel agreement if their written lease includes a clause requiring that they do so. A tenant who refuses to sign an estoppel certificate as required by a lease may be evicted for breach. However, there are situations in which a tenant should sign an estoppel certificate, even though it is not technically required, such as when there are oral agreements between the tenant and the landlord that are not memorialized in writing. For example, if a landlord allows a tenant to keep a pet in spite of a clause providing otherwise in the lease, this change should be stated in an estoppel certificate, as should rent increases or changes in which party pays utilities.

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RE-THINK RISK MANAGEMENT- THE PROS AND CONS OF LIS PENDENS

Join Ron Bouchard and Ana Silveira as they will discuss, THE PROS AND CONS OF LIS PENDENS,

Have you ever had another agent do something that made you or your client upset? Did that action have the potential for causing your buyer-client harm?

I have threatened a Lis Pendens action many times. One time, my buyer was in the position of backup offer and that agent called to tell us that the seller had accepted the backup and sent me the signed offer. A few days later, the agent called back to explain that she thought that the original offer was void but was mistaken. This left her in a position where she had two parties that were claiming that they had a valid accepted offer.

Since our offer had the latest date, I told the agent that she needed to work it out with the other party but our offer was superior and if she didn’t comply, I would file a Lis Pendens on her client’s property. She understood immediately what I was saying and my buyer was able to buy the house. Other agents I have met had no idea what a Lis Pendens was until I explained it to them. After I was done, they understood fully.

So what is a Lis Pendens and why does it make agents shutter? That is the topic for this episode.

TOPIC

Lis pendens is a powerful tool in real estate. Lis Pendens is a Latin term that essentially means, “litigation pending”. It clouds the title of a seller, preventing them from selling the house until the issue is resolved. This provides your client leverage.

A person seeking a lis pendens in Massachusetts is simple. The party seeking a lis pendens must simply establish that the subject matter of their lawsuit “Constitutes a claim of a right, title or use and occupancy.” Once that has been established, via a verified complaint, and it is signed by a plaintiff, then a judge must issue the lis pendens.

In most instances, the plaintiff can secure a lis pendens without prior notice to the seller/defendant. It should be noted that sellers have an equally powerful weapon called, “the special motion to dismiss.”

This is granted in an instance where the judge finds no arguable basis in fact and law. If this motion is granted, the court is required to award the defendant its reasonable attorney’s fees.

Here are things you need to know:

You have to be careful not to be viewed as practicing law and you need to know the statute which governs these actions in your state to ensure that these actions will stand up.
This is a powerful tool even when used as a threat. It places the seller on notice of your buyer’s rights of equitable title.
There are risks involved. This action becomes part of the property record so If your client files without the evidence needed, this could be classified as a slanderous action. Overzealous use by recording lis pendens notices in the wrong context can create liability. In many jurisdictions, this will result in attorney fees being awarded to the slandered party.

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RE-THINK TIME MANAGEMENT- HOW TO C.L.A.I.M. YOUR DAY

Join Ron Bouchard and Ana Silveira as they will discuss how to “C.L.A.I.M. Your Day”

Your Claim Your Day, Daily Power Planner has been designed to help you conduct all your daily affairs with confidence. Everything that you will need to complete each day will be contained in your planner. It will become your new best friend. You will be amazed at how efficiently you will spend your time, energy, and money. Using this system for a minimum of 21 days will develop new habits which will help you achieve your purpose.

This planner is your blueprint to a new life of purpose, balance, confidence, and organization. There are five critical habits that you must form in order to successfully create order and negotiate the day-to-day obstacles of living. The acronym used to describe these habits is CLAIM. Each and every day you will C.L.A.I.M. your day by reviewing the day’s activities and you will grade yourself on how well you have used your planner to reinforce new habits. The goal is to work toward a score of 100 each day.

C.L.A.I.M. each and Every Day! You are in charge of your success or failure!

Claim Planner Link:

https://waypointmastermind.com/VIP/wp-content/uploads/2021/04/Claim-Daily-Efficiency-planner-Rev05-14.pdf

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RE-THINK MARKETING – CREATING YOUR AGENT IMAGE

Join Ron Bouchard and Ana Silveira as they will discuss “CREATING YOUR AGENT IMAGE”

What is the Concept? You want to be aware of the way in which others will view you and you need to align that image to attract your avatar.

How do you create an image that attracts your avatar to you???

1. You need to have consistency: In Print, Online, In Person

2. Know your NICHE and USP.

3. Steer clear of politics

4. Project that you are a professional problem solver.

5. Cleanse your page of potentially controversial or unflattering photos

6. Dress professionally

7. Have a system for everything to project that you are organized

8. Respect other’ time

9. Share your wisdom.

10. Build a community.

11. Be of service to others.

12. Be social savvy.

Remember your message to the world.

Visit our REAL EXECUTIVE Podcast Page:

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RETHINK REAL ESTATE- INDUSTRY ANTICS

Join Ron Bouchard and Ana Silveira as they will discuss “INDUSTRY ANTICS”

In the real estate business, it is only a matter of time before you run into a few awkward, humorous, or downright R-rated situations. The longer we are in real estate, the more the antics accumulate. Today we will discuss just a few about:

NAKED AND AFRAID
BEWARE OF THE DOG
HERE COMES THE 5-0
THIS JOB CAN REALLY BUG YOU
GHOSTS IN THE ATTIC

I hope you enjoy it!!!!

Visit our REAL EXECUTIVE Podcast Page:

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RE-THINK LEAD GENERATION- THE BEST WAYS TO FIND BUYERS

Join Ron Bouchard and Ana Silveira as they will discuss “HOW TO FIND BUYERS”

There are many ways to find buyers. Here are just a few of the ways:

· Former or Retires Agents

· Property Managers

· Relocation Firms

· Mortgage Companies

· Title Agents

· Home Inspectors

· Social Groups

· Divorce Attorneys

· FBSO’S

· Wedding Planners

· Repeat Clients

· Online

· SOI

· Funnels

· Demographic Farming

· Geographic Farming

· Rental Clients

Visit our REAL EXECUTIVE Podcast Page:

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RE-THINK RISK MANAGEMENT- FIVE REASONS AGENTS GET SUED

Join Ron Bouchard and Ana Silveira as they will discuss “FIVE REASONS AGENTS GET SUED”

Here are five of the reasons agents get sued. Learn about them and how you can avoid falling prey to them.

1. Failure To Disclose a Property Defect.

2. Breach of Duty

3. Giving Legal Advice

4. Providing Misleading Information

5. Breach of Contract.

Until next time, the road to becoming a REAL EXECUTIVE awaits.

Visit our REAL EXECUTIVE Podcast Page:

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RE-THINK INCENTIVES -THE DIFFERENCE BETWEEN REFERRALS, GIFTS, INCENTIVES, AND INDUCEMENTS.

Join Ron Bouchard and Ana Silveira as they will discuss “THE DIFFERENCE BETWEEN REFERRALS, GIFTS, INCENTIVES, AND INDUCEMENTS”

Have you ever given a thank you card to someone for referring someone to you? What if I told you that you may have broken the law?

What if you gave them a gift? Would that be legal?? What’s the difference??

That is what we are going to be discussing today. How do you use incentives to get business and when does it violate legal and ethical standards? In order to answer that, you need to know the difference between referrals, gifts, incentives, and inducements.

REFERRALS

A referral fee is a type of commission paid to a middleman. Since an individual who receives a referral MUST BE LICENSED, Referral fees may not be paid to persons who refer buyers and sellers to a licensee.

So a salesperson can’t announce and promote that he/she is offering a $100 gift card to anyone referring a buyer/seller. You can, however, give a gift to someone who refers somebody to you.

GIFTS

Gifts are legal. Referral fees masquerading as gifts are illegal. The difference is, in a referral you are announcing ahead of time that you will give a gift for a referral. This establishes a “quid pro quo” or “this for that.” It is a bargained for, exchange of things of value. It is nothing more than a tacit contract for payment for a referral. That the payment is a gift card or something other than cash is of no consequence.

With a gift, the person who sends a buyer your way is doing so because they loved your service. If you pay a fee without having forecasted this gift in advance, then I would be inclined to say it is legal.

INCENTIVES

An incentive is anything that is advertised or offered by the brokerage for attracting new business. So, this could be a brokerage is looking for new business from previous clients or they could be looking for new clients or new listings.

“List with me within 60 days and you will receive a $500 Home Depot gift certificate.”

“Hire me to sell your house and you will receive a $500 gift card for Home Depot.”

“Let me help you find your next home and I will pay your home inspection fees.”

INDUCEMENTS

An inducement is anything a brokerage offers a person who is, or could be, a party to a real estate transaction meant to persuade that person to enter a particular real estate transaction. Essentially, inducement is offered to help someone close a deal. So, you are getting somebody to close the deal.

offers to pay for new appliances if the client accepts the seller’s offer and buys the property.

offers to pay a buyer’s legal fees if they purchase a particular property.

A real estate professional offers to pay moving costs for the seller client if they agree to the buyer’s offer and sign the contract.

INCENTIVE IDEAS

Gift Cards and Discount Coupons

https://www.prezzee.com/ Personalized gift cards

Trips

Travel America you can buy vacation packages at attractive prices. They offer various vacation incentive packages at very low prices. You can purchase vacation packages for:
5-Day Caribbean Cruises
3-Day Las Vegas Getaways
Deluxe Cancun Getaways
Disney Weekend Trip Packages
Depending on how many you were to purchase, your price for a three-day Las Vegas getaway package would be under $200. This trip is valued at over $800. which means you could offer an $800 incentive as a bonus for working with you in your marketing.

Rebates

Money-back on appraisals

The Latest Gadgets

Charitable Donations In Their Name

Hom

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RE-THINK CLIENT METRICS – CREATING A CLIENT PROFILE

Join Ron Bouchard and Ana Silveira as they will discuss “CREATING A CLIENT PROFILE”

Have you ever had a difficult client?

It is better for them to go away happy than stay with you angry.

What did it cost you to work with a difficult client?

· Attitude

· Referral

· Rumor

· Extra Time

What did you gain? Was it worth it?

· Commission

“Help enough other people get what they want, you get what you want.” -Zig Ziglar

You can’t work with everyone. You need to develop client metrics or a customer profile of someone you would want to work with. You can’t be everything to everybody.

A policy of poverty is a mindset where people feel as though there is a supply shortage of leads and clients so, if you don’t take them as they come, you won’t have any. We need to re-think client metrics. I rarely if ever work with someone that doesn’t meet my profile.

You need to adopt a Red Velvet Rope Policy

A Red Velvet Rope Policy is a term coined by Michael Port in his book, Book yourself Solid. It is a policy where you find clients that not only want to work with you, they feel privileged to do so.

Imagine trying to get into an exclusive nightclub or concert and there is a huge line but to the right of the line, there is another doorway with a red rope across it. This is the VIP access area of the concert hall and it comes with backstage passes. Everyone wants to be there but you have a pass that gets you through the gate. How do you feel walking up to that rope? How does it feel when they let you through and treat you like a celebrity and escort you to your seat? How does it feel to have that level of service?

There are more than enough VIP clients waiting to work for you. You just need to know Where to find them. You can find them in places that you already go to.

If you were planning a weekend away, what kind of people would you allow with you on the trip? What type of people could you not only tolerate, what kind of people would you love having with you? You need to create a profile of these people. This is your avatar and all clients who meet the criteria of your avatar are the ones you want to work with.

To start a client profile, ask yourself?

· What kind of friends do they have? Probably friends like you. This is not about personality, it is about harmony.

· What kind of things do they value? Truth? Freedom? Integrity?

· What type of interests do they have?

· What kind of qualities do you look for?

Hopefully, you can see how working with an avatar can change your business. You can now also use targeted advertising to attract them. Who knows, maybe you’ll meet some new people who’ll become lifelong friends. Until next time, the road to becoming a REAL EXECUTIVE awaits.

Visit our REAL EXECUTIVE Podcast Page:

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RE-THINK SALES – THE MINDSET OF A SUPERSTAR

Join Ron Bouchard and Ana Silveira as they will discuss, “THE MINDSET OF A SUPERSTAR”

The words sales and marketing trigger many emotions, stories, & core beliefs. When you clarify what those words really mean and change how you view them, your world can change, and you can begin to develop the mindset of a superstar.

POINTS TO REMEMBER

· You need to sell yourself first.

· If you build it, they will not come. You need to actively make people aware that you are in business and that you are a professional problem solver.

· Selling is not telling. You need to show them you are the professional, not tell them.

· It’s not about you, it’s about your client. People buy from you when they feel understood, not when they understand you.

· Selling is service. If you are not selling, you’re hurting people.

· If you don’t sell, the potential client will either continue to suffer from their problem or will hire an agent that is untrained, unethical, and/or incompetent.

· We need to live in the minds of our prospects. We must answer the questions that your prospect is internally asking.

· We must sell them what they want and deliver what they need.

· You need to deliver your message authentically, enthusiastically & without apology.

· Never allow the monkey to enter the sales conversation.

· Be humble and don’t overthink the conversation.

· Selling is the only way you can impact people’s lives.

Visit our REAL EXECUTIVE Podcast Page:

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RE-THINK OPEN HOUSES- THE TRUTH ABOUT OPEN HOUSES

Today, we are going to be critiquing the advice offered by a real estate school on what they claim are “The Best Open House Ideas.”

Before we begin, I thought we’d start with a little foundational information. According to the National Association of Realtors, “Only 4% of buyers found their home by visiting an open house or by seeing a yard sign.”

I want to stress though that there is a difference between open houses conducted in regular markets and what we consider an open house today.

So, we are going to be critiquing an article entitled, The Best Open House Ideas, written by rev real estate school.

The article opens with the statement that, As a real estate agent, Open houses can be a great lead generation strategy. So today we are going to examine if It’s true?

The article asked, Do open houses still work? In response to that question they say, “While it is rare to result in a sale, open houses effectively expose a house to a large audience and is a great lead generation source.”
If it rarely results in a sale, who do you have a fiduciary responsibility to?
Does it expose a house to a larger audience? If so, at what benefit.
Is it a great lead generation source??
How often should you hold open houses??
The author claims you should have a minimum of one per month and ideally once per week.

What ratios can you expect?

They claim that If you have good open house skills, you can count on selling a home every 6-8 open houses* you host. This doesn’t mean that every 6 open houses you will automatically sell a house. It could be that it takes 12-16 open houses to meet a group that both buys and sells.

So how much do they cost?
(See Plan)
Design Team $100 per hour
Printing Flyers $30
Printing Door Hangers $50
Information Sheets $30
Facebook and Instagram ads for 3 days $30
Food and Drink $30
Gift for the Seller $10
$180 - 280.00
14 Hours
If it takes 16 open houses to get 1 sale, it will cost you $4,480.00 and 224 hours to get one sale.
If that sale is $350,000.00 and you get a 2.5% commission that is $8,750.00. At 50/50, that is $4,375.00. That is a loss of $105.

Conclusion
Back to the beginning. The central premise of the article was that an Open House is a great lead generation strategy. Is that true? I hope that we proved to you that, open houses are an ineffective use of time and money. Until next time, the road to becoming a REAL EXECUTIVE awaits.

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RE-THINK ETHICS-THE DO’S AND DON’TS OF AGENT ETHICS

Join Ron Bouchard and Ana Silveira as they will discuss “THE DO’S AND DON’TS OF AGENT ETHICS”

As stated previously, the National Association of Realtors stated that most agents are untrained, unethical, and or incompetent.

What does it mean to be ethical?

The word has its root in the Greek Ethos which means habitual character and disposition and the characteristic spirit of a time and place.

Ethics are a set of moral principles: and in our case, they are based on the same Judeo-Christian values that our legal system is based on. The problems we face have nothing to do with the values of our system but in mankind and the ability to adhere to those values.

In our industry, the real estate board is supposed to ensure agents act ethically. It has been my experience, that is not the case.

The Do’s and Don’ts of Agent Ethics

• Don’t mislead about the market value of a property

• Don’t misrepresent pertinent information or omit known facts

• Do honor your fiduciary responsibility to your client

• Do be objective and not subjective in your presentation of offers and counteroffers

• Don’t talk clients out of hiring legal counsel or home inspectors

• Do not discriminate based on race, color, religion, sex, disability, nationality, sexual orientation, gender identity, or familial status.

• Do be honest and truthful

• Don’t practice law or services outside your area of expertise

• Do treat clients, agents, and others with mutual respect

• Do disclose all personal interests and personal investments

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RE-THINK TIME MANAGEMENT -THE IMPORTANCE OF MANAGING YOUR TIME

Join Ron Bouchard and Ana Silveira as they will discuss “THE IMPORTANCE OF MANAGING YOUR TIME”

You will find the words, “time is of the essence”, on most contracts. It is a legal phrase used to specify the time period in which one party must complete its contractual obligations to the other party and of course, failure to meet deadlines results in a breach of contract.

Time is the most valuable commodity. Once lost, it can never be replenished. The way in which you handle time is a telltale sign of how your life is going to go.

3% of people have written goals and take action on those goals. Those people control 80% of the country’s wealth. That means 20% of the wealth is earned and shared by the remaining 97%.

Pink Floyd’s song Time tells the perfect story about the importance of time management. Where when we are young we waste our time because we believe there is an infinite amount so we find ways to fill the time and wait for someone to show us how. But soon we realize that ten years are gone and nobody came to help us figure out how best to use our time so we spend the rest of our lives trying to catch up to no avail.

In order to use time wisely, you need to schedule it and in order to have productive days, you need written goals that you can take daily, imperfect, massive, and productive action on. You need a metric.

Time management is not a burden, once mastered it is liberating.

Why?

It relieves you of the aimless busy work and gives you a focus.
It is less stressful
You end with a sense of accomplishment
You are able to schedule balance into your life
You achieve higher productivity and constantly progress upwards
You will be seen as a reliable person in a world where it is hard to count on anyone and your reputation will build as others will spread the word.

We will be talking about how to create a schedule in a future episode. Today we wanted to reiterate that a Productive Schedule = a Productive Life

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RE-THINK AGENCY -THE IMPORTANCE OF A BUYER CONTRACT

Join Ron Bouchard and Ana Silveira as they will discuss “THE IMPORTANCE OF A BUYER CONTRACT

I have been involved in the real estate business since buyer agency became a thing in the 1990s; It always puzzled me why the vast numbers of agents fail to get their buyers signed to a contract.

I believe there are a few reasons why they don’t use buyer agency agreements:

1. They are ignorant of the need for a buyer agency agreement

2. They are unaware of the legal can of worms that they open when they don’t

3. They are unsure how to get their buyers signed to an agreement

Today, we want to help you think differently about buyer agency agreements.

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RE-THINK CONSIDERATION-THE SIX KEY COMPONENTS OF A LEGAL CONTRACT

Join Ron Bouchard and Ana Silveira as they will discuss “CONTRACT CONSIDERATION & THE SIX KEY COMPONENTS OF A LEGAL CONTRACT”

There are six key components necessary for any legal contract to be enforceable. To make things easy, you can remember them with the acronym, C.O.C.A. CO.LA.

Today we will give you a refresher on these components and discuss whether an earnest money deposit is necessary.

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RE-THINK CONTRACT DATES-THEY’RE NOT JUST SUGGESTIONS

Join Ron Bouchard and Ana Silveira as they will discuss “RE-THINK CONTRACT DATES-THEY’RE NOT JUST SUGGESTIONS”

At the bottom of most contracts, you will find the words, “Time is of the essence”. “Time is of the essence” is a legal phrase used to specify the time period in which one party must complete its contractual obligations to the other party. If your client fails to meet deadlines set in a contract’s “time is of the essence” clause they will be in breach of contract. This can place your client in a position of hardship where they either lose their earnest money deposit or are sued for specific performance.

It is your responsibility as an agent to ensure that these contract dates are kept. Do not treat contract dates as mere suggestions.

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**RE-THINK MARKET TIMING-TO BUY OR NOT TO BUY, THAT IS THE QUESTION?

Join Ron Bouchard and Ana Silveira as they will discuss “RE-THINK MARKET TIMING-TO BUY OR NOT TO BUY, THAT IS THE QUESTION?”.**

If a buyer were to ask you, “When is a good time to buy?”, what would you say? Knowing how to respond will give your client the confidence that you know what you are doing, you can help them make the very personal decision about whether the time is right for them.

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RE-THINK CUSTOMER SERVICE-THE SEVEN MUSTS OF CUSTOMER SERVICE

Join Ron Bouchard and Ana Silveira as they will discuss “HOW TO PROVIDE EXCEPTIONAL CUSTOMER SERVICE.”

Communication and Consistency are two major keys to providing exceptional customer service. Unless you communicate your expectations with the client and listen to the expectations your client has of you, you cannot provide customer service. Likewise, if you are inconsistent with your follow-up and customer service practices, people will be unwilling to refer you to a friend.

In today’s episode, we talk about the seven things you must do to provide exceptional customer service.

Visit our REAL EXECUTIVE Podcast Page:

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Listen on Apple Podcasts:
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RE-THINK COUNTER-OFFERS- THE INADVERTENT TERMINATION OF AN OFFER

Join Ron Bouchard and Ana Silveira as they will discuss “HOW TO RE-THINK COUNTER-OFFERS AND THE INADVERTENT TERMINATION OF AN OFFER.”

Agents believe that the home inspection contingency offers an opportunity to re-negotiate the terms of a contract. While buyers do often re-negotiate the terms of a contract based on what an inspection might reveal, what agents fail to consider is that once you try and change any of the original terms, you are in fact creating a new counteroffer that terminates your original contract.

This could create a major problem for you and your buyer; especially if the seller decides to choose another offer instead of accepting your counter. Today we discuss this and all the other ways to terminate an offer.

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RE-THINK CONTINGENCIES - POP GOES THE WEASEL CLAUSE

It's time to Re-Think Real Estate. In today’s episode, Ron Bouchard as Ana Silveira will discuss “How To Spot and Deal With Weasel Clauses”

A Weasel Clause is a contingency written into a contract that makes it easy for a party, primarily a buyer, to escape the contract. This is different than a traditional contingency in that the party who inserts the clause does so because they are either not sure they can buy the property and want a way out or they are practicing how to write contracts in their pursuit of a career as a real estate investor.

Weasel clauses usually contain the words….”and/or Assigns”, “Contingent Upon Insection by ________________Third Party”, or “Subject to investor approval.” It is your job as an Executive Agent to beware of such clauses and limit them by making them very specific, giving them a measurable way in which to know when the clause is satisfied, and adding a time limit or expiration to the clause.

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RE-THINK REAL ESTATE - THE CHAOS AND MEDIOCRITY OF A TRADITIONAL AGENT

According to the National Association of Realtors, many real estate agents are “untrained, unethical and incompetent.” They do not know agency laws, how to read a contract, evaluate a home, what is negotiable, the rules of offers and counteroffers, etc. What is worse, they don’t care.

For the last 20 years, I have been teaching agents how to re-think real estate in the classroom, and when in the field, schooling seasoned agents on the basics, often in front of their clients.

The primary reason for this problem is a lack of training in the industry that teaches agents that they are fundamentally executives of their own business. Until and unless they are willing to systematize their business by creating leadership, finance, lead generation, lead conversion, marketing, and other strategies and become a REALEXECUTIVE, they will continue to run a business of chaos and mediocrity.

Join Ron Bouchard as Ana Silveira every Tuesday and Thursday as they teach agents how to Re-Think Real Estate. In today’s episode, they will discuss “How The Habits Of a Traditional Agent Are Responsible For Keeping Their Business In a State of Chaos and Mediocrity.”

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Most real estate agents function in an environment of chaos. They haven’t built their business on the proper foundation necessary for success. Unfortunately, those same agents are the ones offering you advice on how to handle the everyday challenges that you will face as an agent. Is it any wonder why most agents fail to live beyond a life of mediocrity?

My name is Ron Bouchard and I have spent the last 28 years in the real estate industry as an instructor, investor, broker, and appraiser, teaching agents how to run their businesses as a Real Executive.

Join me and my colleague, Ana Silveira, every Tuesday and Thursday starting January 4th as we share the solutions to the everyday real estate challenges that affect you and your clients.

If you try to build a house without the foundation, tools or blueprint needed, the house will be unstable and collapse. Your business much works in the same way.

While others are busy functioning in the chaos, get the insight you need from the real executive podcast to run your business as a real estate executive and improve your business, your income, and life.

Find us online at www.realexecutivepodcast.com and begin your transformation today.

REAL EXECUTIVE Podcast: Recent Episodes

Ron Bouchard