VanEd Newslog

Q&A with Jennifer Allan - "Does My 'Friend' Owe me a Courtesy Call When She Hires Someone Else?"

We asked author Jennifer Allan to answer questions based on her teaching and experience in the real estate industry. Jennifer is also a regular contributor to Realty Times and RE/MAX Times.

Question: I understand that I won’t always get my friends’ business, but when I don’t, is it reasonable to expect a courtesy call explaining why they hired someone else?

JA: It’s tough when someone you know entrusts their real estate business to another agent, isn’t it? When you’re new, the disappointment can take days to get over, but even for Old Fogies like me, it’ll still sting for an hour or two.

As discussed in an earlier Q&A, it’s best to give your friend the benefit of the doubt and assume that she had a perfectly good reason for her decision not to bring you in on her real estate transaction. Trust in that, swallow your hurt and move on. Don’t risk the friendship (or future business!) by demanding an explanation, complaining to mutual friends or sulking the next time you see her.

I don't think the general public realizes how hurtful it is when our friends hire someone else - I doubt they even give it much thought. In most cases, it's not AT ALL personal, so they don't even think to feel bad about it, or feel they owe you any explanation.

So, does your friend owe you a courtesy call? No. If you get one, dandy. But if you don’t, please don’t fret. More than an hour, anyway.

Subscribe to "The Daily Seduction: Tips & Inspirations to Generate Business from Your Sphere of Influence." (a free newsletter)

Guest Author Jennifer Allan has authored five books and multiple courses designed to teach agents her Sell with Soul philosophy that centers on four interrelated principles: Respect, Competence, Confidence and Enthusiasm.  The latest release of her book Sell with Soul is available in the VanEd bookstore. You can also visit her online at www.sellwithsoul.com.

Designation Spotlight: November is REALTOR® Designation Awareness Month

NAR recognizes November as REALTOR® Designation Awareness Month, an important month in which to encourage members to stay current in such a changing industry. NAR and its Institutes, Societies and Councils offer advanced education designation and certification programs. Encompassing nearly every real estate specialty, official NAR designations and certifications, as well as those hosted by other education providers, give you the tools to succeed in today's challenging market.

Celebrate November as REALTOR® Designation Awareness Month by starting, completing or continuing the courses necessary to earn a designation or certification. Earning a designation from NAR or one of its affiliated Institutes, Societies and Councils can help you succeed in all aspects of your business and help you earn more money.

REALTORS® who pursue professional designations have a distinct competitive edge as a result of their increased expertise and marketability. Based on 2009 survey data, the median income of REALTORS® without a designation was $28,400 and the median income of those with at least one designation was $57,700.  The difference between the two? $27,300!

There is an official NAR designation for practically every specialty area in the real estate industry. The NATIONAL ASSOCIATION OF REALTORS® and its affiliated Institutes, Societies and Councils provide a wide-range of programs and services that assist members with increasing skills, productivity, marketability, proficiency and knowledge.  Designations and certifications acknowledging experience and expertise in various real estate sectors are awarded by each affiliated group upon completion of required courses.

Access acomplete list of Designations and Certifications is available online at http://www.VanEd.com/Designations.

Q&A with Jennifer Allan - "Should my seller offer a 'paint & carpet' allowance so buyers can choose their own colors?"

We asked author Jennifer Allan to answer questions based on her teaching and experience in the real estate industry. Jennifer is also a regular contributor to Realty Times and RISMedia.

Question: "Should I advise my seller to offer a “paint and carpet” allowance instead of actually doing the work?"

JA: Our poor sellers. When they're getting their home ready for market, the to-do list seems endless, doesn’t it? The last thing they want to do is to relocate their furniture to refinish the floors or take down all their artwork to paint the walls.

It would be much easier to just offer an allowance, right? Besides, the buyer probably would prefer to pick out his own carpet or paint color, wouldn’t he?

Unfortunately, no. The problem with offering a paint or carpet allowance in lieu of actually painting or carpeting is that these two items are strong emotional triggers for buyers. When a buyer walks into a home, he forms an impression right away that's hard to overcome after the fact. If the buyer’s impression is that the home has bad carpet or grungy walls, no allowance will change that initial reaction.

But don’t fret! It’s the first impression that is most important, so if your seller is on a limited budget (and who isn’t?), just gently ask him to ensure that the flooring in every room the buyer can see from the front door is in the best condition it can be. Same with the paint. A buyer will be more likely to “forgive” bad carpet or not-so-fresh paint in secondary rooms that don’t contribute to the critical first impression.

Subscribe to "The Daily Seduction: Tips & Inspirations to Generate Business from Your Sphere of Influence." (a free newsletter)

Guest Author Jennifer Allan has authored five books and multiple courses designed to teach agents her Sell with Soul philosophy that centers on four interrelated principles: Respect, Competence, Confidence and Enthusiasm.  The latest release of her book Sell with Soul is available in the VanEd bookstore. You can also visit her online at www.sellwithsoul.com.

Early registration open for NAR Resort & Second-Home Symposium

The 2010 NAR Resort & Second-Home Symposium will be held at the Hyatt Regency Lake Tahoe Resort, Spa and Casino on June 13-15, 2010. Held every 18 months, the symposium is a can’t-miss networking and educational event for REALTORS®.

REALTORS® attendees either already have their Resort and Second-Home Property Specialist (RSPS) certification or are attending the symposium to earn their certification. The symposium offers all attendees a variety of educational events, seminars, property tours and social gatherings.

Symposium attendees come from across the United States and North and worldwide to get the latest information on economic issues, learn about marketing trends and new products, discuss the process of marketing of luxury homes, and to connect with clients and other REALTORS®.

Don’t miss out on this unique opportunity to attend education sessions and networking events tailored for your business! Attendance at the NAR Symposium counts as one elective towards your Resort and Second-Home Property Specialists (RSPS) Certification. To view the RSPS Certification requirements, please visit www.realtors.org/resorts

Click Here for more information or to register online.

Q&A with Jennifer Allan - "Should I try to enforce a 'pre-qualified buyers only' requirement on my new listing?"

We asked author Jennifer Allan to answer questions based on her teaching and experience in the real estate industry. Jennifer is also a regular contributor to Realty Times and RISMedia.

Question: "Should I try to enforce a “pre-qualified buyers only” requirement on my new listing? If so, how?"

JA: Every once in awhile I’ll hear an agent say that he (or she) restricts showings on his listings only to buyers who are already pre-qualified for the purchase price. His rationale is that it’s inappropriate to inconvenience a seller by allowing showings to buyers who in all likelihood cannot or will not purchase the property.

I disagree - I think it’s simply a matter of setting appropriate expectations with a seller. In 12 years, I have never had a seller ask me to screen buyer showings, probably because I warn them upfront I have no control over who looks at their home. Some will be real buyers, some will be agents previewing the competition for their upcoming listing and some will be buyers out for the first time who won't buy for six months.  

However, I continue, any activity is good activity, even if it doesn't result in a sale, because the home has been exposed to one more (actually probably two or three more counting the Realtor & buyers) and exposure is always a good thing. We should do everything we can to encourage showings, rather than look for ways to trim them down. I'd much rather risk my seller being a bit irritated at lookie-loo's than miss a previously lukewarm buyer who suddenly turns into a red-hot one.

My sellers ALWAYS say - "Of course! We want as many people as possible to look at our home!"

As a wise (wo)man once said… “Unseen is Unsold!”

Subscribe to "The Daily Seduction: Tips & Inspirations to Generate Business from Your Sphere of Inluence." (a free newsletter)

Guest Author Jennifer Allan has authored five books and multiple courses designed to teach agents her Sell with Soul philosophy that centers on four interrelated principles: Respect, Competence, Confidence and Enthusiasm.  The latest release of her book Sell with Soul is available in the VanEd bookstore. You can also visit her online at www.sellwithsoul.com.

Designation Spotlight: e-PRO ~ Discounted registration ends Friday!

e-PRO is designed to help agents thrive in the world of online real estate by teaching students the technology on the forefront of the industry. VanEd offers access to the e-PRO certification program online. e-PRO is the only Internet certification program endorsed by NAR, and is designed to enhance the students knowledge of online marketing and resources.

Right now receive a discount on the price of the e-PRO certification course. Register by Friday, October 16th and pay only $299! and receive: e-PRO - NAR's only internet certification program as well as the new Web 2.0/Social Media module that was released in July - FREE!

Click Here to register today!

For more information on e-PRO, and you may also watch the approx. 8 minute video below to learn more about e-PRO.

Affiliate Spotlight: $2 Million in Commissions Paid and Growing!

Entrust New Direction reports that over $2 Million in commissions have been paid to real estate professionals who know about self-directed retirement plans have been brokering deals involving IRAs purchasing or selling real estate for their clients. Entrust New Direction has overseen over 900 real estate transactions for clients. Self-directed plan administrators like Entrust New Direction are not allowed to give investment advice, make recommendations, or sell any products.

“Being a marketing person, our limitations put me in an awkward spot at times. Potential clients call, are excited, and want to know how to find that first piece of real estate for their IRA. I can’t help them with that. That’s why we spend so much time building relationships with professionals who can,” offers Marketing Coordinator, Amy Sheflin.

“The key for professionals is just letting clients know that they can make these investments and then following up with listings of available investment properties. Knowing how to analyze the investments for the client’s retirement plan is key. This education can be a cornerstone to building sales and catering to investor clients.”

Many professionals are just starting to realize what this growing market of investors could mean for their business. Entrust New Direction continues to try to reach these professionals through continuing education and other events in the metro area and teach them how to use the tool to build sales. Entrust offers education both online and in their on-site classroom and has several events planned for this fall. For a full list of upcoming events, visit www.NewDirectionIRA.com.

Agents and brokers can take the MRE approved course online through Van Education - register online at http://www.vaned.com. Entrust New Direction will also be the featured course author in VanEd's booth at the Colorado Association of Realtors convention in Colorado Springs from 11:30am - 2:00pm at the Broadmoor on Monday, October 19^th. Stop by the VanEd booth to say hello!

Two follow-up classes are planned after this event and qualify for 2 hours of Continuing Education credit. The Introduction to the Real Estate IRA offers an overview of how it all works and how professionals can incorporate self-directed investment tools into their business to help sell properties. It will be offered on October 28^th from 8:30am – 10:30am and again on November 12^th again from 8:30am – 10:30am. Both classes will be held in Entrust New Direction’s classroom, registration is available online by clicking here.

Guest Authors Bill Humphrey and Catherine Wynne are Principals with Entrust New Direction IRA. Reach them online at www.newdirectionira.com.

Q&A with Jennifer Allan - Do I really have to do an open house?

We asked author Jennifer Allan to answer questions based on her teaching and experience in the real estate industry. Jennifer is also a regular contributor to Realty Times and RE/MAX Times.

Question: "Everyone knows that open houses aren't likely to sell the house. Do I really have to do one?"

JA: I think so, sorry. For many reasons, not the least of which is that your seller expects you to and any attempt you make to talk him out of it will make you appear, um, lazy. Even if the seller agrees to your face that open houses are a waste of time, inside he's wondering if you're really as committed to getting his house sold as you say you are. Open houses are one of the most visible things we do as real estate agents and a very easy way to keep a seller happy. Conversely, refusing to do one is a very easy way to make a seller UNhappy!

Here are three other reasons to hold your listing open, at least once:

1. You can gather feedback from the public to share with your seller,
2. You'll become more familiar with your listing and might notice features (or challenges) you didn't see before,
3. You might sell the house. You never know - but it's not as if you holding an open house will HURT your chances of getting it sold!

So, yeah, I think you oughta do it. What's the worst thing that could happen?

Jennifer will be presenting "Selling to your Sphere of Influence" next week at the CAR Convention. Click here for information.

Guest Author Jennifer Allan has authored five books and multiple courses designed to teach agents her Sell with Soul philosophy that centers on four interrelated principles: Respect, Competence, Confidence and Enthusiasm.  The latest release of her book Sell with Soul is available in the VanEd bookstore. You can also visit her online at www.sellwithsoul.com.  

CAR convention and expo - REALTOR® World - October 19th - 20th

Scheduled for October 18th - 20th, 2009 at the Broadmoor Hotel in Colorado Springs, the annual CAR convention and expo - REALTOR® World - includes FREE registration to both the CREC Annual update course and a New Colorado Contracts course. The two-day exhibit hall and more than 35 education sessions highlight the annual conference (pre-registration is a must!).

Attendees will also have a chance to win the $1000 grand prize sponsored by Metro Brokers at the Exhibit Hall Oktoberfest on Monday night! The annual association business meetings will follow the conference and expo on October 21st and 22nd.

VanEd is proud to be an exhibitor at this years CAR Conference and Expo, so make sure to stop by and see us! There are also affordable hotel options available. Check them out by clicking here, and we'll see you there!

Click Here to view the entire REALTOR® World Schedule - or Click Here to register online!

VanEd Presents: TREC Legal Update and Ethics ~ MCE

VanEd has been approved to offer the Texas Mandatory Continuing Education courses: TREC LEGAL UPDATE and ETHICS for 3 hours of MCE credit each all online!

Texas licensees are required to complete 15 hours of continuing education every license period, which must include the Ethics and Legal Update courses.  If you still need all 15 hours, VanEd has arranged two online course packages to chose from including hot topic courses on Building Green and Short Selling, or you can put together a group of your own choosing and receive a 10% discount when you purchase multiple courses!

Follow this link for our complete MCE course list:  http://www.vaned.com/index.cfm/fa/CE/fa2/course/state/TX

Courses can be taken anytime online at your own pace (But please note: Section 535.71(ff) of the Rules of the TREC prohibit an MCE provider from allowing a licensee to complete an online MCE course in less than 24 hours).  Once completed VanEd will submit your signed certificate to TREC to update your credits.  If you have any questions, please let us know!