The vast majority of consumers have no idea what a real estate agent does. We strongly recommend that in today’s market you need to have at your fingertips a list of “value added” services that you provide. The longer the better. Help counter the typical consumer statement that agents are overpaid which is based on a lack of understanding of what we do as professionals. Here is a partial list to get you started. Feel free to take our list, copy it, link to it, add to it and make it your own:

101 THINGS THAT I DO FOR YOU THAT MOST PEOPLE DO NOT EVEN REALIZE!

1. Provide access to MLS listing database of homes for sale

2. Research all comparable sales in the neighborhood

3. Analyze market conditions and projections

4. Explain past market performance

5. Analyze all homes for sale in the neighborhood to assess your home’s marketing position

6. Counsel home sellers on the process of listing and selling their home

7. Familarize buyers with the neighborhood and market demographics for your home

8. Create, schedule and publish video tours

9. Discuss timing of the sale and the pricing of the home in order to meet your expectations

10. Schedule open houses to attract buyers

11. Prepare for open houses with announcements, postings and signage

12. Arrange for the placement of the For Sale Sign

13. Provide and create flyers for the sale of the home

14. Draft and create print advertisements of the home

15. Take safeguard precautions to minimize risks of loss and vandalism that occur during open houses

16. Receive and review offers from potential buyers

17. Review the buyer’s LSR and analyze the provisions of their loan to assure that they can get financing

18. Present and discuss all offers that are received

19. Check to make certain that all advertising is in compliance with the Code of Ethics and Fair Housing requirements

20. Outline the pros and cons of offers received from potential buyers

21. Thoroughly review the entire listing contract and all accompanying documentation regarding the signing of the listing agreement

22. Negotiate the offer with the buyer and/or their agent

23. Thoroughly review the offer and all it’s terms

24. Explain your legal obligations as a seller in the area of disclosure

25. Answer phone calls and inquiries regarding your property

26. Arrange and schedule showings of your properties at the request of buyers and/or their agents

27. Draft any necessary addendums and clauses that are necessary to the purchase contract

28. Help you review and fill out the mandatory Lead Based Paint Disclosure required from all sellers

29. Provide the appropriate SPDS form for the disclosure of all known conditions required of every seller

30. Guide you through and inform you of the status of the buyer’s loan with requests for periodic updates

31. Monitor and coordinate the escrow process and the handling of the earnest money deposit

32. Counsel you on the rules surrounding the handling of the earnest money deposit

33. Schedule and arrange the necessary inspections requested by the buyer

34. Schedule and arrange access to the home for the appraiser

35. Schedule and arrange the termite inspection and accomodate the buyer’s requests for information

36. Assist in making certain that the buyer gets the necessary HomeOwners Association information

37. Follow up with all prospective buyers who appear during open houses

38. Explain the nature of agency relationships and the way that agency relationships work in real estate transactions

39. Act in a manner that is in accordance with the Code of Ethics to fulfill all obligations to you as the seller

40. Field calls from all advertising and generate interest in the home through marketing efforts

41. Counsel you on periodic price changes that may be demanded due to changes in market conditions

42. Point out areas that are likely to be targetted by buyers on any requests for repairs

43. Provide counseling and guidance in regard to showing so that the home gets its best appearance

44. Locate and provide area and street maps to potential buyers

45. Review the BINSR request from the buyer and review with you the buyer’s requests for repairs

46. Be available on evenings and weekends when buyers are most likely to want to see your home

47. Counsel and guide you through your responses to the buyer’s requests for repairs

48. Provide professional references for any repairs that might decide to make in order to complete the sale

49. Review the preliminary title report received from the escrow company

50. Make certain that all requirements on the preliminary title report are being met and handled prior to closing

51. Check to make certain that the buyer has supplied title with necessary documentation and any power of attorney forms

52. Check the preliminary title report for the status of liens, encumbrances and taxes

53. Monitor the deadlines and timeframes that are contained in the purchase contract

54. Negotiate necessary changes in those timelines

55. Counsel you on the pros and cons of addendums regarding changes in the timelines

56. Advise you on the appraisal process and your role in the appraisal process as a seller

57. Keep the contract in check by issuing cure notices when necessary

58. Provide regular updates and status reports regarding the progress of the transaction

59. Assist you in relocation or buying another property

60. Co-ordinate multiple same day showings

61. Counsel and advise on the handling of multiple offers regarding the property

62. Handle negotiations of offers and counteroffers with buyers and their agents

63. Review completed disclosure forms to insure compliance with required disclosure obligations of all sellers

64. Answer and address questions posed by buyers regarding the property and its condition

65. Help you understand the process of the transaction

66. Perform a curb appeal assessment at the time of listing

67. Provide days on market analysis

68. Provide a full Comparative Market Analysis regarding your property

69. Counsel on the necessity and advantages of a home warranty program

70. Obtain plat map from the title company

71. Review title company charges and fess

72. Collect utility information and advise on the handling of utilities at the time of transfer

73. Discuss and advise on the exchange of occupancy

74. Update and monitor status of MLS listing to “Sale Pending”

75. Advise and monitor removal of loan contingency

76. Contact and discuss loan status with buyers loan representative

77. Confirm the processing of the buyers loan

78. Check on the status of delivery of buyers loan documents to the title company

79. Confirm the completion of all repairs

80. Coordinate the collection of the repair invoices and receipts

81. Deliver all receipts and invoices to the title company as required

82. Confirm the buyers acquisition of insurance on the home at the time of purchase

83. Review the HUD-1 Settlement statement and correct all inaccuracies

84. Make certain that all funds are being handled appropriately

85. Maintain the proper status of the For Sale sign, updating as sold and removing after transaction

86. Co-ordinate and schedule the closing of the transaction

87. Negotiate and arrange any final extensions of the closing date that may be necessary

88. Counsel and advise you on the closing process

89. Schedule all final walk through inspections that are demanded by the buyer

90. Attend and address issues raised in the final walk through inspections

91. Final check with the escrow officer to make certain that all required documentation is in place

92. Review the closing documents

93. Attend and accompany you to the closing to address any issues that you might have

94. Advise and counsel you on the final transfer of funds

95. Assist in the providing of wiring instructions on the day of  closing to the title company

96. Assist in the transmission and delivery of any final documentation that may be required by title

97. Review and explain the role of title insurance in your transaction

98. Assist in the correction of any errors or mistakes in the final closing documents

99. Arrange for the exchange of keys and possession

100. Help counsel and advise you on the final handling of utilities

101. Thank you for your business and earn your trust for every real estate transaction you undertake

Do you know the typical questions that clients always ask in real estate transactions? Do you know how to answer them effectively? Do you want your client to tell others that you are a professional and an expert?

99% of the answers to questions clients ask are addressed in the contract. You just need to know where to find them and how to explain them. This is what you really need to know about the purchase contract because these are scripts and dialogues you will use every day.

When They Say…You Should Say…

Sponsored By: Metro Title

Held At: 2502 E. River Road, Tucson, Arizona

9:00 AM to 12:00 PM – Wednesday, February 3, 2010

Do you know that every day millions of buyers go to Trulia and Zillow to look for homes? Do you know that 70% of them are going to buy in the next year and that 42% are already pre-qualified. When they go to these sites can they find you as a real estate professional? Do they find your listings? Are you frustrated with what Zillow says about home values?

Creating accounts on Zillow and Trulia where you can post your listings is FREE! So is creating a profile! We will share with you how to set up your accounts, how to use the forum discussions to get more clients and how you can create a source of referrals from anywhere in the country using these two powerful websites.

How To Use Trulia & Zillow

Sponsored By: Landmark Title

Held At: 7090 N. Oracle Rd, #152, Tucson, Arizona

1:00 PM to 4:00 PM – Tuesday, February 2, 2010

Are your clients asking you questions and you wish you had the answer? Do you want the perfect answer to the most common questions that agents get asked? Did you know your responses determine just how successful you will be?

Stop fearing client objections and start embracing them. Your only struggle has been the lack of information and scripts to deal with the most common client objections. We have them and we want to share them with you! These responses are tools you will use every day to increase your business, your bottom line and your client’s satisfaction.

Overcoming The Most Common Client Objections

Sponsored By:  Landmark Title

Held At: 7090 N. Oracle Rd., #152, Tucson, Arizona

9:00 AM to 12:00 PM –  Tuesday,  February 2, 2010

Creating a relationship and trying to uncover the true motives, fears and goals of our clients depends on how good we are at digging deep. The less we talk and the more we listen the more we will learn about how to really serve their needs and exceed their expectations. From our experience and the input of dozens of agents these are all questions that will help you dig deep with your seller. Consider using some of these questions in your next listing presentation.

1. Tell me about your past experiences with real estate agents.

2. What did you like most about what your last agent did? What did you like the least?

3. What do you like most about your home? Why?

4. How will we know if we have priced your home correctly?

5. Do you have a proper network to sell the home yourself, such as an attorney, a home inspector, a termite inspector and an escrow officer?

6.. If you are considering selling your home yourself, have you considered security issues about people being in your home?

7. What’s important to you is important to me. Tell me what you want this transaction to look like?

8. Tell me about the reasons behind you deciding to sell?

9. How long have you been considering the sale of your home?

10. Tell me about the conversations you have had with each other or family members about selling your home?

11. Have you worked with a real estate agent before? Why aren’t you using them this time?

12. What one thing could I do today to make my representation of you perfect?

13. Have you interviewed other agents? Tell me about how you felt about them?

14. What do you think the biggest challenge will be in getting your home sold?

15. How long are you willing to wait to find the right buyer?

16. Are there other family members who will be helping or assisting you with the decisions that we have to make as we work together?

17. What types of marketing do you think would work best with your home? Why?

18. Have you searched the internet and looked for other homes for sale? Which sites did you visit?

19. If you could have this transaction and relationship be any way you wanted, what would you like?

20. Have you visited other homes for sale in your neighborhood? Tell me what you learned by doing that?

21. Do you have a sales price in mind for your home? What factors did you consider in arriving at that price?

22. What are you most afraid or apprehensive about regarding the sale of your home?

23. What one thing is most important to you in the sale of your home?

24. If you had the opportunity to tell a buyer just one thing about your home, what would that be?

25. How often would you like to receive communication and status reports from me? In what medium would you like to receive those?

26. When you contact me, what do you consider to be an acceptable response time?

27. How would you like to communicate?

28. Do you have an amount of money in mind that you would like to walk away from this transaction with? Why is that number important to you? What would you do with those funds?

29. If I can meet all of the objectives and goals you have are you willing to hire me tonight?

30. Do you know yet where you will be relocating to? Would you like some assistance in finding an individual there to help you?

31. Do you know that I also help my clients as buyers while we are in the process of selling their home?

32. At the end of this transaction what are you looking forward to the most after the sale of this home?

33. Have you ever tried to sell a home yourself? Tell me about that experience.

We want to help you be a collaborator. There is more power in all of us working together than there is any of us working separately. Would you please share with us one great question that you would ask any seller? You can add it as a comment to this post. We look forward to your contribution.

Gail Getzwiller is a Tucson Real Estate Professional with Tierra Antigua.

As a student in Course Creators WebBiz class, we gave Gail this opportunity to write a guest blog live during class.

Thinking of redecorating, and don’t know where to start?  Colors, Native American Motif, New accents, total make over?

You can visit Nizhoni Ranch Gallery to get some ideas for Southwestern Interior Design.

Kitchen or Living Room?  If you are starting your project what room would you make over first and why?

Gail Getzwiller is a Tucson Real Estate Professional with Tierra Antigua.

As a student in Course Creators WebBiz class, we gave Gail this opportunity to write a guest blog live during class.

Do you know how to get paid to put solar on your home?

1. Utility Rebates! – up to 60% of your system cost. Live in Tucson – more info on TEP
2. Stimulus Funds ?
3. 30% Fed. Tax Refund!

I am based out of the East Side office of Tierra Antigua.  East Side office is located on 7423 Tanque Verde Road or email at gailgetz@gmail.com

For Directions click here

Course Creators wants to know what is your sentence. Will you share with Course Creators the sentence you created after reading  Dan Pink’s book, “Drive?”

One of the hallmarks that I have come to appreciate most about Dan’s writing is that every book might as well be subtitled, “Everything You Thought You Knew About This Topic is Wrong.” Drive is the surprising truth and what motivates us. Dan will challenge everything you thought you knew about motivating your clients, your employees and yourself. There are so many authors and writers who believe that the changes which are occurring in the business world are all due to economic conditions and or technology. Dan instead digs much deeper to  unveil the fundamental shifts that we are experiencing in society. The first chapter is entitled, The Rise and Fall of Motivation 2.0. and sets the stage for a recurrent theme throughout the book and that is that business must begin doing what science already knows.

We lack the business models and theoretical constructs to understand a lot of the changes that are occurring, but Dan will provide you with the foundation  for a whole new mindset regarding the way we try to motivate others. You’ll find out why….

• Offering something for FREE actually increases its value
• Paying volunteers will destroy a project
• People really engage in activities and what sustains their interest
• Managers and supervisors must recraft their roles or perish

The most unusual part of Dan’s book are the last 100 pages which offer a practical Toolkit to reinvent your company, office or group. It is chock full of ideas, references and improvement strategies which will provide you with the tools you need to really “Drive”. We think that without Dan Pink’s insight you and your business will be missing a key piece for the future of success.

The book is available at Amazon.Com or you can visit Dan’s website.

You can listen to Dan at the TED Conference sharing his Drive insights.

Dan Pink is the author of A Whole New Mind, a long running New York Times bestseller that has been translated into 20 languages. He is a regular contributor to the Harvard Business Review and Wired and lectures across the country. Dan invites you to email him at dhp@danpink.com

Effective negotiating occurs when you understand the bottom line benefits to the parties involved in the negotiation. This full day practical application workshop will help you increase your negotiation skills. We will share tips and techniques used by top negotiators and you will get practical experience engaging in real world negotiation scenarios. You never knew learning new skills could be this much fun.

Sponsored By: Fidelity National Title

Held At: 6860 N. Oracle Rd., Tucson, Arizona

9:00 PM to 4:00 PM – Thursday, January 28, 2010

No theory. No preaching. No 1960’s Fair Housing discussions. This class is straight talk about what you need to know about diversity in your neighborhood in order to be successful. Since all real estate is local wouldn’t you really like to know what diversity means in your ‘hood and how it is affecting the day to day practice of your profession. This is the real world Fair Housing class you have been waiting for.

Sponsored By: Landmark Title

Held At: The Conference Room at Rita Ranch, 10222 E. Rita Rd., #170, Tucson, Arizona

1:00 PM to 4:00 PM – Wednesday, January 27, 2010