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u Y o . Real Estate is about And the brokerage that meets your needs Use this workbook to think through your real estate business, your clients, suppliers, revenues, expenses, marketing and your operations.

Career Workbook

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Get some hands-on ideas on generating leads... review the resources you need to get the job done... Use this workbook to see your real estate career as what is is: A business with clients, suppliers, revenues, expenses, marketing and operations. We hope you enjoy it as much as we enjoyed putting it together!

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uYo .Real Estate is about

And the brokerage that meets your needs

Use this workbook to think through your real estate business, your clients, suppliers, revenues, expenses, marketing and your operations.

W E L C O M E

This is a mini-version of the workbooks we use at Intero during orientation. We hope it will empower you to do a quick assessment of your real estate business. The actual book is over 500 pages long and our orientation is very intensive and pratical. We hope it will help you launch your career into action!

We are going to make the assumption that you want to run a Real Estate BUSINESS, therefore this workbook will help you think through the basics of your real estate business as it pertains to your executive summary, target clients, suppliers, marketing, operations, resources, revenues and expenses.

Best of luck!

Daniel, Katie, Amber and Randall

C L I E N T STo thrive in this business you need to make a conscious decision about which segments to serve and which segments to ignore. Once you make this decision, you can tailor your efforts around a strong understanding of that specific segment.

Let’s begin by assembling your primary BUYER customer profile. Circle ONE CHOICE for each of the following answers:

What type of buyer is your ideal client?First-time home buyersRepeat buyersEither first-time or repeat buyers

How old are your ideal clients?Less than 3030-4040-5050-6060+

What is their social status?SingleRoommatesMarried (no kids)Married (with kids)

What is their education level?High school degreeCollege degreeMasters degreeAny degree

What type of properties do they want?Single family homesTown-homesCondos & high-rises

Land (to build)

What price range are those properties?$50k - $199k$200k - $500k$501k - $999k$1MM - $1.5MM$1.5MM and above

What geographical segmentation would you consider your primary marketing area?A specific neighborhoodSeveral specific neighborhoodsA city or township (Katy, Pearland, Cypress, etc).A Houston area (Inner Loop, north, south, etc).

What is the name area you have chosen?

_________________________________________

Let’s continue by assembling your primary SELLER customer profile. Circle ONE CHOICE for each of the following answers:

How old are your ideal seller clients?Less than 3030-4040-5050-6060+

What is their social status?SingleRoommatesMarried (no kids)Married (with kids)

What is their education level?High school degreeCollege degreeMasters degreeAny degree

What type of properties do they own?Single family homesTown-homesCondos & high-risesLand (to build)

What price range are those properties?$50k - $199k$200k - $500k$501k - $999k$1MM - $1.5MM$1.5MM and above

What geographical segmentation would you consider your primary marketing area?a specific neighborhoodSeveral specific neighborhoodsA city or township (Katy, Pearland, Cypress, etc).A Houston area (Inner Loop, north, south, etc).

What is the name of the geographical area or areas you have chosen?

_________________________________________

Third, put your answers in the below paragraphs:

BUYERS: I prefer to work with _________________ who are _______ years old, who are

_________________, generally educated with ____________, looking for

_____________________, in a price range of ____________, in ______________.

SELLERS: I prefer to work with sellers who are _______ years old, who are

_________________, generally educated with ____________, own _____________________,

that sells in a price range of ____________, in _____________________.

M A R K E T I N GWhen it comes to drumming up new business, your biggest challenge will be to prospect with the right individuals to convert them into leads and then into clients. To do so, you need to simultaneously deploy an array of marketing techniques, which include the following:

F A R M I N G

O P E N H O U S E S

C O L D C A L L I N G

D I G I T A L M A R K E T I N G

T R A D I T I O N A L M A R K E T I N G

“B” LEADS(0-60 days out)

“A” LEADS(Appointment)

“C” LEADS(61-120 days out)

P R O S P E C T I N G

S P H E R E O F I N F L U E N C E

How likely are you going to use the following sphere of influence techniques?

Very Likely

Somewhat Likely Neutral Somewhat

UnlikelyNot

Likely

Build a contact database of at least 100 people O O O O O

Establish a system to contact database O O O O O

Delete contacts that are not working out O O O O O

Connect in Facebook/Twitter/LinkedIn O O O O O

Engage in random conversations with people I don’t know O O O O O

Use a binder to manage database O O O O O

Use a spreadsheet to manage database O O O O O

Use a CRM system to manage database O O O O O

Master the art of script talk (Intero has hundreds of scripts and role play sessions) O O O O O

How likely are you going to use the following farming techniques?

Very Likely

Somewhat Likely Neutral Somewhat

UnlikelyNot

Likely

Pick and farm area with high sales turnover O O O O O

Measure every campaign result O O O O O

Participate in the community and become a trusted resource O O O O O

Study the farm’s MLS activity for the last year O O O O O

Setup email alerts from the MLS to get the scoop of everything that touches my farm O O O O O

Drive around the farm area at least weekly O O O O O

Drive around with magnetics in my car at 8:00 AM so people leaving for work/school see and relate to my brand

O O O O O

Very Likely

Somewhat Likely Neutral Somewhat

UnlikelyNot

Likely

Stop by homes as soon as I see signs of moving or remodeling and talk to owners O O O O O

Talk to builders as soon as I see signs of new construction. Get their listings or at least know their inventory before it hits the market

O O O O O

Pull records of expired/withdrawn listings from a year ago and launch a targeted campaign to bring them back to the market

O O O O O

Work all expiring listings in my farm area O O O O O

Work all FSBOs in my farm area O O O O O

Tell 20 people in my farm about my new listings, and sold homes O O O O O

Hold open houses consistently when I get a listing in my farm O O O O O

Tell 20 people in my farm area about my open house O O O O O

1 hour at Starbucks, 3 days a week, at the same time, let people see my Intero folder O O O O O

Every time there is a new listing in my farm, preview it O O O O O

Mail recipes, sports schedules, restaurant guides and seasonal/holiday related items O O O O O

Mail market statistics postcards O O O O O

Mail invitations to online market statistics (powered by paid services such as Top Producer’s Market Snapshot)

O O O O O

Send monthly market statistics newsletter O O O O O

Mail just listed/just sold cards O O O O O

Knock on doors, introduce myself and ask for referrals O O O O O

Send monthly market statistics newsletter O O O O O

Very Likely

Somewhat Likely Neutral Somewhat

UnlikelyNot

Likely

Host an annual, semi-annual or quarterly neighborhood cookout where I can introduce myself and my services to people in a relaxed atmosphere.

O O O O O

Sponsor a community event organized by community leaders O O O O O

Find an event I can sponsor and gives me maximum visibility (trick-or-treating, food drive, grassroots marketing, etc).

O O O O O

Make myself available to community newspaper/gazette reporters or writers when they need a quote or an interview.

O O O O O

Setup up a community page on Facebook O O O O O

Deploy a local website with local news, food, culture, sports, and a real estate section where I can promote myself

O O O O O

Setup Up Neighborhood Yard Sales O O O O O

Mail invitations to an online survey about the neighborhood in exchange for a “chance to win a gift.” Intero can help me create an online survey that will “creatively” elevate awareness of my services, gauge the likelihood of neighbors buying or selling in the near future, or knowing people who may want to move into the neighborhood.

O O O O O

Talk to other businesses about a “swag bag” prior to a community event, where I can put a marketing piece or a postcard offering 1% rebate on purchase or sale of homes

O O O O O

How likely are you going to use the following Open House techniques?

Very Likely

Somewhat Likely Neutral Somewhat

UnlikelyNot

Likely

Ask concierge desk to match me with Open Houses so I can generate more leads (if your company offers that)

O O O O O

Advertise Open House in the MLS O O O O O

Very Likely

Somewhat Likely Neutral Somewhat

UnlikelyNot

Likely

Advertise Open House in HAR.com, Realtor.com, Zillow.com and Trulia.com O O O O O

Advertise Open House in Facebook Business Page O O O O O

Advertise Open House in Brokerage’s Facebook group (if they have one that works)

O O O O O

Advertise Open House to Neighbors O O O O OPrepare Open House brochures, lead generation tools, etc. O O O O O

Use an iPad and the Open House Pro app to attract subscribers in a unique way O O O O O

Prospect with visitors using scripts O O O O OFollow Up on every lead after Open House O O O O O

How likely are you going to use the following cold calling techniques?

Very Likely

Somewhat Likely Neutral Somewhat

UnlikelyNot

Likely

Cold-call expired listings and try to get them to switch to me when their listing expires

O O O O O

Cold-call FSBOs (For sale by owners) and try to convert them to use my services O O O O O

Cold-call withdrawn listings and try to get them to back in the market using my services

O O O O O

Participate in lead time at the office O O O O O

How likely are you going to use the following traditional marketing techniques?

Very Likely

Somewhat Likely Neutral Somewhat

UnlikelyNot

Likely

Print great looking business cards O O O O O

Very Likely

Somewhat Likely Neutral Somewhat

UnlikelyNot

Likely

Print “Mini-cards” with a different image of my house in every card and use them in open houses or events. I can get these cards through Intero discount vendors

O O O O O

Leave branded pens at restaurants for people to see when signing the check O O O O O

Mail introductory postcard to my contacts and/or farm area O O O O O

Write Thank You notes (My Intero membership includes unlimited card stock)

O O O O O

Write professional letters to households (use one of many Intero scripts or make my own)

O O O O O

Send direct mailing campaigns: Just Listed and Just Sold postcards, real estate market reports, community news

O O O O O

Put branding in my car: Window lettering, magnetic signs, or total wrapping O O O O O

Put some decals in my car and signup for Uber (or have my son do it), so I get mobile branding that pays for itself

O O O O O

Become familiar with the EDDM service from the postal service and participate in Intero workshops where I will prepare my mailings while having fun with my colleagues

O O O O O

Invite past clients to an “appreciation event” with drinks and d’oeuvres at my Intero office, and/or co-sponsor the event with other colleagues

O O O O O

Invite members of my contact list to a Free seminar (based on my niche expertise) at my Intero office.

O O O O O

Mail interest rate updates and information (work with a local lender) O O O O O

Create a neighborhood newsletter or “weekender” and mail or walk it O O O O O

Create a weekly “open house” newsletter and mail or walk it O O O O O

Very Likely

Somewhat Likely Neutral Somewhat

UnlikelyNot

Likely

Join a local association, group or cause to put my face in front of others O O O O O

Offer my Intero office for meetings and events of such association, group or cause

O O O O O

Join a referral group O O O O O

Invite past clients to leave a review in my HAR Client Experience Rating page (more about this in Digital Marketing section) O O O O O

Tell twenty people about my new listing O O O O O

Tell twenty people about my sold listing O O O O O

How likely are you going to use the following digital marketing tools and techniques?

Very Likely

Somewhat Likely Neutral Somewhat

UnlikelyNot

Likely

Getting Started

Take my professional headshot (Intero organizes monthly photo shoots at the office)

O O O O O

Update my email signature everywhere O O O O O

Write my bio so I can post it in my website, HAR profile, social media profile, etc.

O O O O O

Personal Website

Use my Intero personal website which contains lead capture forms, full MLS-search, and back-end CRM system.

O O O O O

Purchase a personal website with lead capture forms, full MLS-search, and back-end CRM system from a vendor. Intero recommends Top Producer, websitebox, instant, and agentevolution

O O O O O

Hire someone to build my website for me O O O O O

Very Likely

Somewhat Likely Neutral Somewhat

UnlikelyNot

Likely

Create my own website from scratch O O O O O

Blog

Create a blog using Wordpress or Tumblr if my website does not already have one O O O O O

Add Facebook Connect to my blog to give it more social juice O O O O O

Add links to subscribe to my email marketing distribution list in my blog O O O O O

HAR.com Profile

Set up my free HAR member profile, add my photo, bio, video, and link to my website. Modify settings to display or hide my listings, solds, etc.

O O O O O

Connect HAR’s “chat platform” in case someone wants to chat with me via O O O O O

Schedule an appointment with the HAR Studio to create and add my own video to my HAR.com profile

O O O O O

Add a language I speak so people can find me by language preferences when they visit HAR.com

O O O O O

Produce my own content, Intero has a list of content formats, apps and 100+ topic ideas

O O O O O

Curate content (by doing it myself or through services such as Podio or HearsaySocial)

O O O O O

Hire a “ghost writer” to produce my content O O O O O

Blog daily O O O O O

Blog weekly O O O O O

Blog monthly O O O O O

Very Likely

Somewhat Likely Neutral Somewhat

UnlikelyNot

Likely

Participate in Intero’s shared blog and attend content generation parties. In addition to having fun and producing content for my own blog, Intero blogs/emails/posts my content through its own channels so I reach thousands of people.

O O O O O

Reviews

Opt-In for HAR.com’s client experience rating, which appears all over HAR profiles

O O O O O

Participate in HAR’s Q&A to build reputation and boost my participation ratings,which appear all over my HAR profile

O O O O O

Real Estate Search Engine Profiles

Setup my Realtor.com, Zillow.com and Trulia.com profiles with my photo, bio, etc. O O O O O

Subscribe to Zillow Premier Agent O O O O O

Email Marketing

Subscribe to a CAN-SPAM compliant email marketing system, Intero recommends Mailchimp for simplicity and cost

O O O O O

Create a distribution list and an “RSS Campaign” that connects my blog, so my posts get pushed to my distribution list

O O O O O

Get technical: Segment the distribution list into buyers, sellers, farm area, niche, etc... Setup auto-responders so that delayed emails with tips go out to new subscribers... Embed subscription forms in my Facebook Page, website, etc... Create targeted email campaigns and blast them to list segments

O O O O O

Subscribe to services that automate email campaigns (check out Happy Grasshopper)

O O O O O

Signup for HAR’s “Agent Newsletter” O O O O O

Social

Very Likely

Somewhat Likely Neutral Somewhat

UnlikelyNot

Likely

Create a profile if you don’t already have one O O O O O

Delete pictures that show you doing non-professional things O O O O O

Enable Facebook feature to untag or approve tagging of yourself O O O O O

Send daily birthday wishes O O O O O

Comment or Like 3-5 posts from the Newsfeed daily O O O O O

Update my status with fun and value once a day O O O O O

Create a Facebook Page for your business O O O O O

Connect HAR’s “Social Media Plug-in for MLS” to either my Facebook, Twitter and/or Linkedin accounts, so that my new listings are automatically posted or tweeted

O O O O O

Connect HAR’s “Show my Listings” App, which will generate a menu item with all my listings for people to see

O O O O O

Post helpful and relevant resources from my Facebook Page O O O O O

Leave comments on local business pages or groups (NO SPAM, or self interest linkbacks)

O O O O O

Comment on others’ status updates O O O O O

Create a past client photo album with testimonials (tag clients that are on Facebook & post on my business page)

O O O O O

Create Animoto slideshows or a photo album for listings (post on my business page)

O O O O O

Create a Twitter profile, use Twitterlocal.net to connect with locals O O O O O

Connect HAR’s “Social Media Plug-in for MLS” to my Twitter account, so that my new listings are automatically posted.

O O O O O

Very Likely

Somewhat Likely Neutral Somewhat

UnlikelyNot

Likely

Manually tweet my blog posts with a message that shows authenticity O O O O O

Auto-tweet my blog posts by connecting my Twitter account to my email campaigns.

O O O O O

Tweet relevant professional and inspiring content (Intero has a list of ideas) O O O O O

Create a local special interest landing page (i.e. wineries, schools, non-profit, etc.). Intero can help me launch a website with local interests that updates automatically and contains a real estate section with my branding.

O O O O O

S U P P L I E R SAs a real estate professional you are expected to coordinate with a number of companies to deliver your services. Their bad service translates into your bad service, and vice-versa. Your relationship with these suppliers is motivated by regulations (independent lenders, mortgage brokers, insurance companies and title insurance companies) and by your need to have support services (inspectors, Intero vendors, professional photographers, and more).

Direct LendersBanks and credit unions with in-house loan programs.

Mortgage BrokersLicensed pros who know about loan programs from various banks and credit unions, or originate loans themselves through “warehouse lines of credit.” Mortgage brokers derive business from agents, expect them to prospect for your business.

Title CompaniesThey handle all the legal aspects, deed research, and closing of the transaction. They derive business from agents, expect them to prospect for your business.

Inspectors(General, roof, termite, foundation, structural, and more ) . Buye r ’s agen ts schedu le appointments, buyers pay for the service. Usually busy and informal, inspectors don’t really prospect for business.

InsuranceThey provide home and other insurance products. They derive business from agents, expect them to prospect for your business.

Home Warranty ProvidersHome warranties are like a “protection plan” for homes (i.e. appliances, electrical, plumbing, etc.) Buyers may want to protect their home, sellers may want to make it more “sellable.” Home warranty providers derive business from agents, so expect them to prospect for your business.

SpeedyPostThis company offers next day yard sign installation. Intero has a stock of yard signs at SpeedyPost ready to go in case you need them to install a yard sign for you.

O P E R A T I O N SWhen it comes to handling your operations, ask yourself these questions: Does the brokerage have a paper-based workflow? or a cloud environment? Or a transaction management system? And if it uses a transaction management system, does the brokerage have the remote processes that allow me to work from everywhere and get paid without stepping a foot into the office? We at Intero feel that our remote processes empower people to run efficient operations, here are some examples of how we do things at Intero:

Working with Buyers: Step by Step

Deliverable What to do How we do it at Intero

Perform needs analysis

Sit down with prospective buyers, learn more about their real estate needs, and show them how you can help them meet those needs.

Use scripts and templates to answer questions and objections. Tip: Check out hundreds of scripts and attend role play sessions at Intero.

Sign buyer’s representation agreement

Try to get the buyer to sign a buyer’s representation agreement signed.

Expect push-back because not everyone in our industry signs them, so you need to establish enough trust and credibility to get them to sign. Tip: Use an Intero buyer package and scripts.

Help buyers get pre-approved

Advise buyers about the mortgage process and the benefits of getting pre-approved. Recommend lenders and mortgage brokers.

Have a package with recommended mortgage brokers and lenders (3 names to reduce liability). Tip: Watch out for buyers who must sell in order to buy, they may not meet debt to income ratio requirements, many mortgage brokers pre-approve without thinking. You don’t want a problem later.

Deliverable What to do How we do it at Intero

Show homes Show homes that are likely to match the buyers’ needs, analyze price and amenities, make recommendations.

Use Intero qualification checklists, scripts and materials. Setup MLS email alerts early in the morning and do whatever it takes to stay ahead of them (they feel empowered by the Internet and think they’re ahead of you).

Review Seller’s Disclosure

Always review the seller’s disclosure and give your buyers more information about the properties they are considering.

Get the seller’s disclosure from the seller’s agent. Tip: Good agents put the seller’s disclosure in the MLS, so you can get it from there without having to contact the seller’s agent. Go there first.

Prepare offers Prepare contracts/addenda timely and accurately. Set expectations, explain the contracts, talk about common scenarios.

Retrieve and populate the right set of documents using ZipForms and use DocuSign, HelloSign or DigitalLink to sign whenever possible. Tip: Take Intero contract training and use NuOffer: An iPad app that brings ZipForms and electronic signatures and a super cool, interview-style workflow guaranteed to make you look smart as you quickly write accurate offers from anywhere (Included with Intero membership).

Negotiate offers

Establish firm communication with the seller’s agent and keep your buyers appraised of how the negotiation is going, make them feel comfortable knowing that you are taking the hassle out of their hands.

Acquire skills in the art of negotiations. Use canned checklists, negotiating scripts and written templates for the other agent and for your buyers. Tip: Buyers love to think that you possess an evil side aimed at the seller’s agent, so give that perception!

Deliverable What to do How we do it at Intero

Open Escrow Help your buyers open escrow, establish contact with the title company, and expedite the escrow check, the option check, and the escrow receipt.

Call the title company immediately to position yourself as the point of contact. Make sure the checks get to where they’re supposed to get to in time. Obtain the escrow receipt. Confirm to your buyer that all is set and tell them what the next actions will be (we have scripts and templates).

Make changes to offers

Prepare amended contracts/addenda timely and accurately as offer or closing dates, terms, price and/or conditions change.

Retrieve and populate the right set of documents using ZipForms and sign with DocuSign, HelloSign or DigitalLink whenever possible, or use NuOffer. Stay on top of changes. Watch the dates! Be proactive. Never fall into a situation where clients have to remind you, it’s a deadly blow to your chances of getting referral business after the transaction.

Clear contract covenants

Coordinate inspections on behalf of buyers, go through inspection reports with your buyers, negotiate changes with seller’s agent, make sure repairs are done by the sellers.

Recommend inspectors (3 to reduce liability), schedule appointments, retrieve and go through inspection reports, explain what is critical and what is not. Tip: If your buyer wants to be present during the inspection, go too! This is a great business moment that they will greatly appreciate it and will certainly tell their friends about it.

Closing Retrieve and review the settlement statement from the title company prior to closing and point out discrepancies if necessary. Do a final walk-through of the property with your buyer, reassure them about their good choice, attend closing.

Learn the ins and outs of the settlement statement, tax calculations, etc. Be able to explain everything in plain English. Educate your buyers about what to expect at closing. Tip: Take the HUD-1 class and stay tuned for changes coming in August 2015 (we will have another class for that).

Deliverable What to do How we do it at Intero

Get reviews Get reviews from your buyers on HAR’s client experience rating after closing.

HAR will automatically send your buyers a request to provide feedback shortly after the seller’s agent marks the property as “sold” in the MLS. Tip: Tell them about it and remind them if they don’t do it.

Initiate post-closing follow-up

Check on them immediately after closing and become the resource that’s “always there” to help.

Always congratulate with something: Email, closing present, paid re-keying. Initiate a drip campaign that will last for the next 7 years (Use Intero canned templates).

Activities When Working with Sellers

Deliverable What to do How we do it at Intero

Perform needs analysis

Sit down with prospective sellers, learn more about their real estate needs, and show them how you can help them meet those needs.

Use canned scripts and templates for just about every question or objection they may have, and learn the art of “script talking.” Tip: Attend Intero role play sessions.

Evaluate the price of their home

Prepare a professional evaluation of the price of their home, explain pricing strategies and the risks of overpricing.

Generate a Comparable Sales Analysis (CMA) using HAR’s Instant CMA tool or NAR’s Realtor Property Resource (a.k.a. RPR). Use canned templates and scripts to explain pricing strategies and the risks of overpricing.

Deliverable What to do How we do it at Intero

Present a marketing plan

Sit down with prospective sellers and show them what you can do to sell their home fast, at the highest possible price, and with the least amount of hassle to them.

Confirm appointment by email, bring a listing presentation (“marketing plan”), put your script-talking skills to work, send a hand-written thank you note after the appointment. Tip: Use Intero marketing plans (Print, web, mobile, or professional packages at low cost). Want to give the perception of a team working for you? Have the concierge confirm the appointment.

Enter into a listing agreement

Get the seller to sign a listing agreement.

Retrieve and populate the listing agreement using ZipForms. Sign preferably in person during the marketing plan appointment, or use DocuSign, HelloSign or DigitalLink to sign from anywhere afterwards.

Order professional photography

Order professional photos to enhance the way the house shows everywhere.

Do it on listings over $200k, ask the concierge desk for details. Tip: Pros don’t stage, tell your sellers.

Seller’s Disclosure

Get the seller to fill in the seller’s disclosure and give it to every buyer’s agent who is interested in the property.

Retrieve the seller’s disclosure using ZipForms and pre-populate the seller’s name and address. Have the seller fill out the details. Note: By law the seller must populate the seller’s disclosure on his/her own, you can only give recommendations such as roof type, furnace, etc. Tip: Put the seller’s disclosure in the MLS, it will save you lots of headaches.

Deliverable What to do How we do it at Intero

Advertise listing all over the Internet and mobile apps

(1) Upload the listing in the MLS, (2) advertise the home in all relevant real estate search engines and websites that cover over 95% of all home search traffic, (3) “enhance” the listing in Realtor.com - the #1 real estate search engine, (4) create a property website with mobile capabilities, (5) use the property website as an eFlyer and send the link to your seller, and (6) promote the property website through social media.

Enter the listing in the MLS and voilà! the following happens:• HAR syndicates to Trulia, Zillow, Realtor,

Homes, Chron, Galveston News, all Houston brokerage sites with IDX, Interohouston, your personal website, and Intero’s corporate website dot-com.

• Realtor.com enhances your listing on arrival per Intero’s agreement.

• Intero syndicates to major worldwide sites, and, for listings over $1MM, to luxuryrealestate.com (#1 luxury site).

• HAR automatically generates a mobile-responsive property website that rocks!

Install yard sign

Install an Intero yard sign to give the property the exposure it deserves to passing buyers.

Borrow a free Intero yard sign and put it in the front yard. Choices: (1) Order SpeedyPost installation (great for remote home locations), or (2) Purchase a vanity yard sign panel to prominently display your name and contact information.

Install a secure wireless lockbox

Install a wireless lockbox and tell your sellers it brings added security: Your wireless lockbox is only available to realtors and allows you to see who entered the home and when.

Buy a supra lockbox ($100 new, less in eBay). Once you install it you’re done! Realtors sync to open, and it’s tied to their MLS ID. You can get notifications or access a website to see names/times when your supra lockbox was triggered.

Enable showing scheduling services

Enable 24/7 call center with a direct link directly embedded in the MLS, exclusively for realtors. All calls are answered, no appointment is ever missed!

You don’t need to do anything: Once you put the listing in the MLS, Centralized Showing Services retrieves your listing and begins working per Intero’s agreement.

Deliverable What to do How we do it at Intero

Enable showing feedback services

Deploy a call center that systematically requests feedback from realtors after each showing and puts it into a report that allows you to give your seller objective feedback as to how many showings the house is getting and how the market is reacting to the listing NOW instead of tomorrow.

Intero’s agreement with Centralized Showing Services includes feedback services, and it is automatically put into work when you put the listing in the MLS. All you have to do is access the real-time web-based dashboard for your listing and produce reports.

Organize a broker open house

Host a broker open house exclusively for realtors during the first week.

A broker open house includes d’oeuvres and refreshments. Tip: You can call Intero colleagues or other agents to do “progressive open houses” (i.e. starters in house 1, entree in house 2, dessert in house 3).

Organize open houses

Organize open houses according to your seller’s schedule. Let them know that you can have open houses every Saturday and Sunday until the house goes under contract. This is something that most agents cannot do (because their brokerages are non-collaborative and people work in a vacuum).

Advertise the open house in the MLS and it will syndicate to multiple websites. BTW - Intero has an open house sharing policy (think of it as the match.com of open houses). It allows Intero colleagues host your open house when you cannot, and for you to host others open houses too. Tip: You can also check out Intero’s Facebook group, people post open house hosting requests all the time.

Send just listed postcards

Initiate a direct mail campaign to let people know about the new listing.

Use EDDM (Everyday Door to Door Mailing) from the USPS - the cheapest way to send mass mailings. Tip: EDDM requires a certain size of postcards and for you to sort them prior to taking them to the post office. Ask us how or join an EDDM workshop and do it with other Intero colleagues.

Deliverable What to do How we do it at Intero

Do frequent follow up meetings

Meet with your sellers weekly or twice a month to tell them how things are going using objective feedback. Always ask if they feel comfortable with the process, and take the time to educate them in the various scenarios and the home selling process.

Use showing feedback reports from Centralized Showing Services and open house reports (at least number of visitors) and give objective feedback. Sellers will surely welcome it and tell their friends about it. Tip: If in the near future you must lower the price of the house, having these meetings will really help because it will be clear to your sellers that you’re doing everything possible. Not hearing from agents and then getting the “lower the price” call is one of the biggest complaints sellers have from agents.

Present offers Analyze each offer beforehand, present it to the seller and give recommendations.

You will likely get a call from the other agent before the offer. Tell your sellers an offer may be on its way, that way you generate positive expectations. Always ask if they are comfortable with the process and take the time to educate them in what is likely to be the next step in the process. Tip: If you have multiple offers over asking price, we have a great thing for you: The “Waiver of financial contingency” strategy. Ask the broker about it!

Negotiate offers

Establish firm communication with the buyer’s agent and keep your sellers appraised on how the negotiation is going, make them feel comfortable knowing that you are taking the hassle out of their hands.

Acquire skills in the art of negotiations. Use canned checklists, negotiating scripts and written templates for the other agent and for your sellers. Tip: When the other agent calls, don’t sound excited, use a canned checklist to ask the right qualifying questions. Doing so will throw a wrench into the other agent’s motive to lower your price. Remember: Just like buyers, sellers love to think that you possess an evil side aimed at the buyer’s agent, so give that perception!

Deliverable What to do How we do it at Intero

Open title Open title with a title company. Make sure that the title company receives the escrow check and the title is effectively opened. Tip: If you feel comfortable using a specific title company (and title rep) that has helped you in the past, know that it is perfectly normal for you - the seller’s agent - to challenge whatever title company the buyer’s agent puts in the offer. You can ask them to change the title company to the one you like.

Stay on top of inspections and repairs

Coordinate inspection appointments with the buyer’s agent in accordance to your seller’s schedule. Review reports and provide recommendations. Help seller do the repairs in a timely and cost effective manner.

The buyer’s agent organizes inspections. Ask the buyer’s for the inspection date/time so you can check with your sellers. Once the inspection report comes in, review it beforehand and talk to your sellers about it (what to fix, what to push back on). Then negotiate with the buyer’s agent. Once you reach an agreement on repairs, help your sellers get the appropriate people to make repairs.

Stay on top of the closing process

Regularly check with the title company and the buyer’s agent to find out how the mortgage and title process is doing. Give sellers feedback.

Call and check (or email/text)... is that simple. Tip: Don’t wait for your seller to call you, be the one who calls first. If you have no answers, call them anyways. It’s better to tell them you are waiting on calls than waiting on them to call you. It goes a long way.

Managing Transactions

Deliverable What to do How we do it at Intero

Create transaction file

Create a folder file or its electronic equivalent in a cloud-based folder.

Intero’s transaction management system is connected to the MLS, just enter the MLS number and voilà! the entire transaction goes active, you can even see the pictures.

Deliverable What to do How we do it at Intero

Determine what documents are needed

Make a checklist of all the documents you need (usually there is a canned checklist but every transaction is different).

Intero’s transaction management system interviews you and creates the checklist for you. Think of it as the “Turbo Tax” of real estate.

Share information with clients

Send or email documents or share your cloud-based folder.

Use the transaction management system to invite clients to the transaction, so they see everything in real time and collaborate with you.

Track dates Very important not to miss deadlines! Make calendar entries or reminders.

The system does it for you: It updates a transaction calendar that syncs with your mobile device, so you can see all dates for all your transactions.

Track notes Add notes to folder or scan or save emails in your cloud-based folder so you can retrieve them later.

Fire up a note right in the system and say what you want to say. It will remain alongside all documentation forever.

Get documents approved

Give or email documents to your broker or share your cloud-based drive, and then pray for the broker to be able to navigate throught the files.

Do nothing. The broker visits your transaction and approves or rejects your documents. There is an easy mechanism to resubmit documents with little hassle from you.

Get approved for payment

The broker usually approves the file and then issues instructions for you to get paid.

When the broker hits “approve” your payment is automatically generated.

Get paid Get a check at the title company, bring it to the office, wait for the accoutning team to prepare your check, and then get your check.

When the broker hits “approve” we send payment instructions to the title company, so you get paid at closing. No need to come to the office.

Return Yard Sign

Most brokerages require you to bring back the yard sign as a condition to get paid.

You do not need to bring the yard sign. We have a check-out process that is independent from the transaction. It come in handy if you have another listing and need to keep the yard sign.

R E S O U R C E STo be successful in your business, you need resources. Most of the things you need to run your business should be available through our association and through a resource package put together by your brokerage. Some brokerages charge $150 per month for a website and an email. Other brokerages promise “advanced systems” that are already provided by our association. Finally, some brokerages try to outsmart you by promising “no monthly fees” but take you to the cleaners with commissions or hidden fees. What we have done at Intero is build a resource package that costs no more than $100 per agent per month, and not make it a profit center. Beside,s it is not like we will become billionaires by nickeling and diming our people.

This is what we believe a good resource structure should be like:

Item Intero$100/mo

HAR$1,500/yr

Other(Varies)

COMMUNICATIONS

Personal email, calendar and cloud-based drive with apps. Included

Personal office extension. Included

Optional virtual office with your own phone number). Included

24/7 answering service with call transfers to your cell phone. Included

Personal eFax with unlimited fax capabilities. Included

Office eFax with unlimited faxes forwarded to your email. Included

Mail management for your Intero business. Included

Mail management for any side business you may have. Included

Access to the Multiple Listing Service (MLS) Included

Access to Commercial Gateway Included

TECHNOLOGY

Item Intero$100/mo

HAR$1,500/yr

Other(Varies)

Back Agent: Intero’s core system with the following features:

Back Agent App.

Customer Relationship Manager (CRM).

Listing management: All your listings connected to MLS, MLS-To-Flyer Maker (PDF or professional prints) and more.

Transaction management: All your transactions connected to MLS, Interview-style workflow (think of it as the “TurboTax” of real estate), automated transaction calendar with mobile sync, ability to send, receive and “break” faxes and drag pages into transaction workflow, real-time manager reviews, faster approvals and payments.

Document center: Scripts, checklists, letter/email templates and presentations.

Training center: Intero and 3rd party content, on-demand training videos, training calendar with mobile sync, class signup, class notes and materials.

Vendor center: Hundreds of items for all your branding and marketing efforts.

Integrations with ZipLogix and DocuSign (coming soon).

Included

ZipForms: The system that has all TREC forms you need for your business. Included with HAR membership. It’s a must!

Included

Electronic signatures: HAR offers DigitalInk, Intero offers HelloSign, or you can subscribe to DocuSign for $30+/mo. In our honest opinion the best one is DocuSign.

Included Included $30/mo

NuOffer: This is your all-in-one offer writing toolbox. It combines ZipForms documents, electronic signatures, and a super-cool interview-style workflow that allows you to quickly write accurate offers from your iPad, right in front of clients.

Included

BoomTown CRM: A great costumer relationship manager alternative that is also included with your Intero membership.

Included

Instant CMA: Generate sleek PDFs with side-by-side comparisons & photos. Included

Item Intero$100/mo

HAR$1,500/yr

Other(Varies)

RPR (Provided by NAR): Realtor Property Resource provides powerful data, analytics and reports that will help you research properties, create dynamic CMAs and more.

Free

BRANDING & LEAD GENERATION

Personal website with Full MLS search and pre-filled content. You can bring your own domain. (Example: vsellshouston.com).

Included

Personal “BoomTown” website that rocks! (Example: adam.interosellshouston.com). Included

Optional: Build your own website. We recommend using the Wordpress platform and AgentEvolution’s “Equity” theme. Note: HAR charges $500+/year for MLS feeds.

$500+

Personal app. Intero is discontinuing its branded agent app in exchange for the new HAR agent app coming in 2015.

Included

Personal blog: HAR has one but we recommend Wordpress or Tumblr for maximum SEO “juice.” Included Free

Participate in Intero’s Blog: Want to generate content in a fun way and reach thousands of people? Join us for “content events” where you blog with colleagues in a fun way. And if you don’t mind we will upload your post to our blog and push it to thousands of readers, friends and followers.

Included

Business cards (first batch free, low pricing after. Extra-thick luxury card options available at discount prices).

Included

Ready-to-print door knockers, flyers, brochures, and more. Included

Professional just listed/just sold postcards, introductory postcards, seasonal and market update postcards, stationery, folders, name badges, business cards, magnetics, holders, gear, gifts and more from Intero preferred discount vendors.

Varies, Low cost

Hundreds of scripts and ideas for your sales conversations. Included

Email/Letter templates for prospecting and follow up. Included

Unlimited greeting cards/thank you notes. Included

Professional photo (we bring pros monthly, $50/session). $50

Item Intero$100/mo

HAR$1,500/yr

Other(Varies)

Professional video (green screen, choose background) $99

HAR.com profile. Included

Realtor.com, Zillow.com Trulia.com profiles. Free

Facebook Business Page. Free

Twitter, Yelp and LinkedIn profiles. Free

Zillow Premier Agent subscription (Optional, cost varies).

Varies, Low Cost

HAR.com Client Experience Rating. Included

Email marketing system (we recommend MailChimp). Free

Buy leads from BoomTown, the premier online lead supplier.

Varies, Expensive

Participate in Intero’s BoomTown lead generation program: Intero has a company-wide agreement to purchase leads from BoomTown for participating agents. (Limited availability, must reach certain goals to stay in the program, online lead generation training is given).

Included

LISTING SUPPORT

Listing presentations (Print, web, mobile). Included

Low-priced professional listing presentation packages. Included

Unlimited yard signs and open house signs. Included

Option to buy an Intero vanity yard sign. Varies, Low cost

24/7 scheduling service by Centralized Showing Service, Houston’s leading appointment schedule service provider.

Included

Showing feedback request service with reporting for you and your clients. Give them objective feedback! Included

Listing syndication to HAR.com, Realtor.com, Zillow.com, Trulia.com, Chronicle.com, Homes.com, the Galveston News, and competing brokerage websites in Houston.

Included

Listing syndication to InteroRealEstate.com, InteroHouston.com, your personal website and your BoomTown website.

Included

Item Intero$100/mo

HAR$1,500/yr

Other(Varies)

Listing syndication to relevant overseas real estate engines. Included

Listing syndication to luxuryrealestate.com, the world’s biggest luxury real estate search engine. Included

Realtor.com enhanced listings: Prominently display your listings above and beyond your competitors and get direct leads from the #1 real estate search engine.

Included

Intero Open House “Match Maker”: Host (or have someone host) more and more frequent open houses. Included

713-REALTOR Property Hotline: A service that allows you to add a sign rider clip to your yard signs which reads “To Hear Listing Info, Call: 713-REALTOR…” with a blank to write in the MLS number for that listing.

Included

Professional photography and video for your listings (Intero has access to several vendors)

Varies, Low Cost

LUXURY LISTING SUPPORT

Eligibility: Properties $1.5MM and above in River Oaks, Southampton and West University. Funding available.

Included

Elegant, personalized Intero Prestigio Luxury Marketing Plans. $5/ea

Assistance through our Marketing department. Included

Dedicated property phone number going to you or the office. $50/mo

Dedicated property website and URL. Included

Exclusive Intero Prestigio yard sign with your name and dedicated property phone and URL. Low Cost

Submission to Intero’s referral networks in Mexico, where 80% of wealthy overseas buyers are coming from.

Included

Special connections to lenders specializing in jumbo loans, special financing, and cross-border loan originations.

Included

Museum-style audio tours for historical/modern/design homes. Included

Exclusive Prestigio Marketing Collateral: Professional brochures, professional photos and video. Low Cost

Item Intero$100/mo

HAR$1,500/yr

Other(Varies)

Online Exposure: HAR.com, InteroRealEstate.com, InteroHouston.com, InteroPrestigio.com, LeadingRE.com, RELOHomeSearch.com, LuxuryPortfolio.com, LuxuryRealEstate.com, PropGoLuxury.com, Eleganthomes.com, DuPontregistry.com, WSJ.com, Asia.WSJ.com, Zillow.com, Trulia.com, Realtor.com, Frontdoor.com, YahooRealEstate.com, PropGo.com, ListingBook.com.

Included

Virtual Intero Prestigio Magazine listing. Included

Social Media placement: YouTube/Facebook/Twitter dedicated channels to Intero Prestigio homes and Intero Houston. Likes, shares and retweets by Intero managers and agents to 5,000+ Houston agents and acquaintances.

Included

Direct mailings: Quarterly 250 geo-targeted direct mail campaigns (3 quarters). Low Cost

National and international exposure: Submission to Luxury Portfolio for potential homepage placement and submission Luxury Portfolio blog entry.

Included

3-month advertising in Houston Luxury magazine ($2.5MM+) Varies

3-month advertising in Houston Luxury magazine and Houstonian magazine ($3.5MM+) Varies

COACHING & TRAINING

Creative, collaborative environment. Included

Direct access to your broker. Included

Team building parties and events. Included

Club M, out million dollar club. Do you have what it takes? Included

Catalog of over 60 courses and workshops covering prospecting, lead generation, working with buyers/sellers, contracts, systems, cool apps, productivity and work-life balance. Guaranteed to make you succeed!

Included

On-demand training videos. Included

Checklists, presentations, scrips, templates, and more. Included

Office Facebook groups that work! Included

Item Intero$100/mo

HAR$1,500/yr

Other(Varies)

Daily motivational belongs from Intero and industry leaders Included

Brian Buffini’s “Peak Producer” coaching program. We strongly recommend it (special Intero pricing)

Varies, Low Cost

MCE Classes, keep your license current (costs vary) Varies, Low Cost

SALES PROGRAMS & EVENTS

Intero accountability groups: Put your lead generation efforts in high gear alongside colleagues and moderators!

Included

MAD (Massive Action Days): Think of it as the “Insanity Workout” of sales. It’s MAD! Included

Intero Annual Food Drive: An amazing idea to grow your farm. Included

Intero Holiday Home Marketing Program Included

EDDM Workshops: The cheapest way to send direct mail. We get together to sort our campaigns with pizza and drinks.

Included

Role Play Sessions: FSBOs, Expireds, Listings, Taking Buyer’s calls, and more! Included

Field Trips: Flip projects, mortgage companies, title companies, inspections, new construction, and more. Included

Real Estate Investment Course: Get the insights and learn how to use a really cool app to impress investors.

Included

AWARDS & RECOGNITION

Club M: Intero’s million dollar club. Do you have what it takes? Included

Mach Madness and Accountability Group Winners: Trip to Real Estate summits in Vegas, San Diego, etc. Included

Frequent achievement awards such as company-sponsored mailing campaigns. Included

HAR’s Leadership program Included

HAR's Rising Stars of Real Estate 20 under 40 award Included

OFFICE AMENITIES

Great locations/destinations. Included

Item Intero$100/mo

HAR$1,500/yr

Other(Varies)

24/7 Multi-office access. Included

Free office use for your networking meetings and events (it’s like booking an apartment complex lounge area, but for business and eligible personal events).

Included

Concierge desk, staffed during business hours, iPad concierge system. Included

Business lounges. Included

Agent Pods (private work/call spaces). Included

Plug & Play offices (first come, first served, priority access for client meetings). Included

Collaboration bars, “benching” tables and cubicles. Included

Conference rooms. Included

Production rooms with the usual assortment of tools and equipment. Included

Full-size business copiers with unlimited copying/printing. Included

Sonos digital music jukebox (because we like to jam our tunes around here). Included

Internet TVs, Apple TVs, DVD players, iPad/iPhone HDMI adapters. Included

Charging stations/cables. Included

Desktop and laptop loaners (In-office use only). Included

Keurig and/or european-style coffee, bottled water, occasional fruit basket, alcoholic and non-alcoholic drinks.

Included

Business-grade wireless internet. Included

Optional office rentals in select locations (pricing starts at $300, conditions apply). $300+/mo

Optional virtual office featuring your own business phone number, answering during business hours, auto attendant after-hours (for sales press 1…), unlimited extensions, dial-by-name directory, voicemail-to-email, eFax, fax-to-email, iPhone/Android app for WiFi/Cellular data calls. No setup fees, monthly contract ($100).

$100/mo

HOME OFFICE

Item Intero$100/mo

HAR$1,500/yr

Other(Varies)

Desk and chair. $250

Laptop. $400+

iPhone or Android. $299+

Good camera with wide lens, or check out HDHat.com, they sell wide lenses that fit your iPhone/Android.

$150+

Wireless color printer $120+

Scanner with multi-sheet feeder. $199+

Basic shredder. $40+

Supplies (You really don’t need that much). $100+

Small filing cabinet. $65+

TOP 5 APPS & SUBSCRIPTIONS

HAR App: Your Realtor login gives you access to additional information that comes in handy when showing properties.

Free

Google Drive: Your Intero email, calendar and cloud-based drive is powered by Google For Business. Free

DocuSign: If you get DocuSign as your electronic signature service provider, the app is great! Free

NuOffer: This iPad app combines the documents from ZipForms and the benefits of electronic signatures with a super-cool interview-style workflow that allows you to accurately write offers anywhere.

Included

Back Agent: The mobile app for Intero’s core system, featuring your listings and transactions connected to the MLS.

Included

R E V E N U E SYour primary source of income is the commissions you make from selling real estate. In this section you will learn how to calculate your commission, get a tangible idea of how much you would make in a year depending on the amount of volume you close, and Intero’s payment methods and requirements.

Commission Example: $500,000 Transaction

You close on a $500,000 transaction. The seller pays 6% commission to the seller’s agent (That’s $30,000). From the $30,000, the seller’s agent brokerage firm gets 3% ($15,000) and the buyer’s agent’s brokerage firm gets the other 3% ($15,000). Let’s assume that you are on a 70% commission split with Intero and so is the other agent with his/her firm. Here’s what happens:

Takes the commission: ! $15,000Subtracts 8.2% Royalties ($1,230)

Then breaks the remainingcommission as follows:

Remaining Commission! $13,770Company’s Share (30%) $4,131Agent’s Share (70%) $9,639Minus Transaction Fee ($150)Agent receives $9,489

Takes the commission: ! $15,000Subtracts 5% Royalties ! ($750)

Then breaks the remainingcommission as follows:

Remaining Commission $14,250Intero’s Share (30%)! $4,275Your Share (70%) $9,975Minus E&O Insurance ($35)You receive $9,940

O T H E R

F R A N C H I S E S

Calculate Your Commission Here:

1 Enter the Sales Price $

2Enter the percentage commission(Tip: Usually 6%, sometimes 5%)

3Multiply lines 1 and 2. This is the total commission for the transaction for both the buyer’s agent and the seller’s agent.

$

4

Enter the percentage commission for your side of the transaction.(Tip: In most cases, the seller pays 6% and each side gets half of that (e.g. 3%). However, there are many cases where the seller pays 5%, the buyer’s side gets the full 3%, and the seller’s side gets 2%.

5

Multiply lines 1 and 2.Tip: This is the money that belongs to your brokerage firm before they cut your check for your share. The Title Company pays that amount at closing.

$

6Enter the royalty percentage.(Tip: Intero charges 5% for royalties, other franchises charge 8.2%)

7Multiply lines 5 and 6. This is the “Gross Commission Income”

$

8 Enter your percentage split (e.g. 70%)

9Multiply lines 8 and 9. This is your share of the Gross Commission Income.

$

CALCULATE COMMISSIONON YOUR MOBILE DEVICESCAN QR CODE FOR MORE

From $100k to $10MM: What your Revenue will look like at Intero:

The following table illustrates what your annual revenue would be if you were on a 70/30 split and closed different amounts of transactions totaling volumes between $100,000 and $10,000,000 at Intero. The calculations are based on the above example without taking into account the $35 E&O fee:

Volume Revenue Volume Revenue Volume Revenue Volume Revenue Volume Revenue

$100,000 $1,995 $2,100,000 $41,895 $4,100,000 $88,065 $6,100,000 $139,365 $8,100,000 $190,665

$200,000 $3,990 $2,200,000 $43,890 $4,200,000 $90,630 $6,200,000 $141,930 $8,200,000 $193,230

$300,000 $5,985 $2,300,000 $45,885 $4,300,000 $93,195 $6,300,000 $144,495 $8,300,000 $195,795

$400,000 $7,980 $2,400,000 $47,880 $4,400,000 $95,760 $6,400,000 $147,060 $8,400,000 $198,360

$500,000 $9,975 $2,500,000 $49,875 $4,500,000 $98,325 $6,500,000 $149,625 $8,500,000 $200,925

$600,000 $11,970 $2,600,000 $51,870 $4,600,000 $100,890 $6,600,000 $152,190 $8,600,000 $203,490

$700,000 $13,965 $2,700,000 $53,865 $4,700,000 $103,455 $6,700,000 $154,755 $8,700,000 $206,055

$800,000 $15,960 $2,800,000 $55,860 $4,800,000 $106,020 $6,800,000 $157,320 $8,800,000 $208,620

$900,000 $17,955 $2,900,000 $57,855 $4,900,000 $108,585 $6,900,000 $159,885 $8,900,000 $211,185

$1,000,000 $19,950 $3,000,000 $59,850 $5,000,000 $111,150 $7,000,000 $162,450 $9,000,000 $213,750

$1,100,000 $21,945 $3,100,000 $62,415 $5,100,000 $113,715 $7,100,000 $165,015 $9,100,000 $216,315

$1,200,000 $23,940 $3,200,000 $64,980 $5,200,000 $116,280 $7,200,000 $167,580 $9,200,000 $218,880

$1,300,000 $25,935 $3,300,000 $67,545 $5,300,000 $118,845 $7,300,000 $170,145 $9,300,000 $221,445

$1,400,000 $27,930 $3,400,000 $70,110 $5,400,000 $121,410 $7,400,000 $172,710 $9,400,000 $224,010

$1,500,000 $29,925 $3,500,000 $72,675 $5,500,000 $123,975 $7,500,000 $175,275 $9,500,000 $226,575

$1,600,000 $31,920 $3,600,000 $75,240 $5,600,000 $126,540 $7,600,000 $177,840 $9,600,000 $229,140

$1,700,000 $33,915 $3,700,000 $77,805 $5,700,000 $129,105 $7,700,000 $180,405 $9,700,000 $231,705

$1,800,000 $35,910 $3,800,000 $80,370 $5,800,000 $131,670 $7,800,000 $182,970 $9,800,000 $234,270

$1,900,000 $37,905 $3,900,000 $82,935 $5,900,000 $134,235 $7,900,000 $185,535 $9,900,000 $236,835

$2,000,000 $39,900 $4,000,000 $85,500 $6,000,000 $136,800 $8,000,000 $188,100 $10,000,000 $239,400

See the $9,975? This is the amount indicated in the above $500,000 example.See the $59,850? This is when an agent with a 70/30 split reaches the “cap” and Intero collects $25,000 of its share of all transactions closed thus far. At that time and thereafter, the commission split jumps from 70% to 90%, so your revenue starts to to grow and accelerate. At Intero we don’t nickel-and-dime our people, so the more you sell, the more you make!

What your Revenue would look like at Another Franchise

The following table illustrates what your annual revenue would be if you were on a 70/30 split and closed different amounts of transactions totaling volumes between $100,000 and $10,000,000 at a brokerage that charged 8.2% franchise fees (as compared to Intero’s 5%), and no cap (no 90% upgrade). The calculations are based on the above example without taking into account the $150 transaction fee:

Volume Revenue Volume Revenue Volume Revenue Volume Revenue Volume Revenue

$100,000 $1,928 $2,100,000 $40,484 $4,100,000 $79,040 $6,100,000 $117,596 $8,100,000 $156,152

$200,000 $3,856 $2,200,000 $42,412 $4,200,000 $80,968 $6,200,000 $119,524 $8,200,000 $158,080

$300,000 $5,783 $2,300,000 $44,339 $4,300,000 $82,895 $6,300,000 $121,451 $8,300,000 $160,007

$400,000 $7,711 $2,400,000 $46,267 $4,400,000 $84,823 $6,400,000 $123,379 $8,400,000 $161,935

$500,000 $9,639 $2,500,000 $48,195 $4,500,000 $86,751 $6,500,000 $125,307 $8,500,000 $163,863

$600,000 $11,567 $2,600,000 $50,123 $4,600,000 $88,679 $6,600,000 $127,235 $8,600,000 $165,791

$700,000 $13,495 $2,700,000 $52,051 $4,700,000 $90,607 $6,700,000 $129,163 $8,700,000 $167,719

$800,000 $15,422 $2,800,000 $53,978 $4,800,000 $92,534 $6,800,000 $131,090 $8,800,000 $169,646

$900,000 $17,350 $2,900,000 $55,906 $4,900,000 $94,462 $6,900,000 $133,018 $8,900,000 $171,574

$1,000,000 $19,278 $3,000,000 $57,834 $5,000,000 $96,390 $7,000,000 $134,946 $9,000,000 $173,502

$1,100,000 $21,206 $3,100,000 $59,762 $5,100,000 $98,318 $7,100,000 $136,874 $9,100,000 $175,430

$1,200,000 $23,134 $3,200,000 $61,690 $5,200,000 $100,246 $7,200,000 $138,802 $9,200,000 $177,358

$1,300,000 $25,061 $3,300,000 $63,617 $5,300,000 $102,173 $7,300,000 $140,729 $9,300,000 $179,285

$1,400,000 $26,989 $3,400,000 $65,545 $5,400,000 $104,101 $7,400,000 $142,657 $9,400,000 $181,213

$1,500,000 $28,917 $3,500,000 $67,473 $5,500,000 $106,029 $7,500,000 $144,585 $9,500,000 $183,141

$1,600,000 $30,845 $3,600,000 $69,401 $5,600,000 $107,957 $7,600,000 $146,513 $9,600,000 $185,069

$1,700,000 $32,773 $3,700,000 $71,329 $5,700,000 $109,885 $7,700,000 $148,441 $9,700,000 $186,997

$1,800,000 $34,700 $3,800,000 $73,256 $5,800,000 $111,812 $7,800,000 $150,368 $9,800,000 $188,924

$1,900,000 $36,628 $3,900,000 $75,184 $5,900,000 $113,740 $7,900,000 $152,296 $9,900,000 $190,852

$2,000,000 $38,556 $4,000,000 $77,112 $6,000,000 $115,668 $8,000,000 $154,224 $10,000,000 $192,780

See the $9,639? This is the amount indicated in the above example.

What your Revenue would look like a Luxury Brokerage

The following table illustrates what your annual revenue would be if you closed different amounts of transactions totaling volumes between $100,000 and $10,000,000 at one of Houston’s luxury brokerages that charges no franchise fee but charges a split of 50/50 with no cap:

Volume Revenue Volume Revenue Volume Revenue Volume Revenue Volume Revenue

$100,000 $1,500 $2,100,000 $31,500 $4,100,000 $61,500 $6,100,000 $91,500 $8,100,000 $121,500

$200,000 $3,000 $2,200,000 $33,000 $4,200,000 $63,000 $6,200,000 $93,000 $8,200,000 $123,000

$300,000 $4,500 $2,300,000 $34,500 $4,300,000 $64,500 $6,300,000 $94,500 $8,300,000 $124,500

$400,000 $6,000 $2,400,000 $36,000 $4,400,000 $66,000 $6,400,000 $96,000 $8,400,000 $126,000

$500,000 $7,500 $2,500,000 $37,500 $4,500,000 $67,500 $6,500,000 $97,500 $8,500,000 $127,500

$600,000 $9,000 $2,600,000 $39,000 $4,600,000 $69,000 $6,600,000 $99,000 $8,600,000 $129,000

$700,000 $10,500 $2,700,000 $40,500 $4,700,000 $70,500 $6,700,000 $100,500 $8,700,000 $130,500

$800,000 $12,000 $2,800,000 $42,000 $4,800,000 $72,000 $6,800,000 $102,000 $8,800,000 $132,000

$900,000 $13,500 $2,900,000 $43,500 $4,900,000 $73,500 $6,900,000 $103,500 $8,900,000 $133,500

$1,000,000 $15,000 $3,000,000 $45,000 $5,000,000 $75,000 $7,000,000 $105,000 $9,000,000 $135,000

$1,100,000 $16,500 $3,100,000 $46,500 $5,100,000 $76,500 $7,100,000 $106,500 $9,100,000 $136,500

$1,200,000 $18,000 $3,200,000 $48,000 $5,200,000 $78,000 $7,200,000 $108,000 $9,200,000 $138,000

$1,300,000 $19,500 $3,300,000 $49,500 $5,300,000 $79,500 $7,300,000 $109,500 $9,300,000 $139,500

$1,400,000 $21,000 $3,400,000 $51,000 $5,400,000 $81,000 $7,400,000 $111,000 $9,400,000 $141,000

$1,500,000 $22,500 $3,500,000 $52,500 $5,500,000 $82,500 $7,500,000 $112,500 $9,500,000 $142,500

$1,600,000 $24,000 $3,600,000 $54,000 $5,600,000 $84,000 $7,600,000 $114,000 $9,600,000 $144,000

$1,700,000 $25,500 $3,700,000 $55,500 $5,700,000 $85,500 $7,700,000 $115,500 $9,700,000 $145,500

$1,800,000 $27,000 $3,800,000 $57,000 $5,800,000 $87,000 $7,800,000 $117,000 $9,800,000 $147,000

$1,900,000 $28,500 $3,900,000 $58,500 $5,900,000 $88,500 $7,900,000 $118,500 $9,900,000 $148,500

$2,000,000 $30,000 $4,000,000 $60,000 $6,000,000 $90,000 $8,000,000 $120,000 $10,000,000 $150,000

E X P E N S E SReal estate it’s not about NOT spending, its about spending WISELY and PROPORTIONATELY to the amount of sales your business achieves. If you think you can make money without spending money, then you should rethink your strategy. No business thrives without a good amount of expenses.

Expense Statistics

According to the 2014 Member Profile study by the National Association of REALTORS®, the median of real estate business expenses for Texas realtors is $6,070 per year. The breakdown is as follows:

Total Real Estate Business Expenses Percentage of Texas Realtors

None per year 6%

Less than $500 per year 3%

$500 to $999 per year 6%

$1,000 to $2,499 per year 13%

$2,500 to $4,999 per year 19%

$5,000 to $9,999 15%

$10,000 to $19,999 11%

$20,000 to $29,999 7%

$30,000 to $49,999 8%

$50,000 to $99,999 2%

$100,000 or more 3%

Median $6,070

Intero’s Conclusions

Our geeks at Intero came up with a crazy idea: What if we cross-referenced your Intero revenues against the $6,070 Texas median and calculate your profit? Here are the results:

AnnualVolume

AnnualRevenues

AnnualCosts

AnnualProfits

$100,000 $1,995 $6,070 -$4,075

$200,000 $3,990 $6,070 -$2,080

$300,000 $5,985 $6,070 -$85

$400,000 $7,980 $6,070 $1,910

$500,000 $9,975 $6,070 $3,905

$600,000 $11,970 $6,070 $5,900

$700,000 $13,965 $6,070 $7,895

$800,000 $15,960 $6,070 $9,890

$900,000 $17,955 $6,070 $11,885

$1,000,000 $19,950 $6,070 $13,880

$2,000,000 $39,900 $6,070 $33,830

$3,000,000 $59,850 $6,070 $53,780

$4,000,000 $85,500 $6,070 $79,430

$5,000,000 $111,150 $6,070 $105,080

$6,000,000 $136,800 $6,070 $130,730

$7,000,000 $162,450 $6,070 $156,380

$8,000,000 $188,100 $6,070 $182,030

$9,000,000 $213,750 $6,070 $207,680

$10,000,000 $239,400 $6,070 $233,330

$15,000,000 $367,650 $6,070 $361,580

$20,000,000 $495,900 $6,070 $489,830

$30,000,000 $752,400 $6,070 $746,330

$40,000,000 $1,008,900 $6,070 $1,002,830

$50,000,000 $1,265,400 $6,070 $1,259,330

Here are two things to consider from our analysis:

1) According to the 2014 Member Profile study by the National Association of REALTORS®, the median of real estate business income for Texas realtors is a little under $50,000 per year. That means that you should be closing no less than $3,000,000 per year to make $50,000.

2) There is no way in the world that someone who is closing $50,000,000 in volume will spend only $6,070. At some point you have to spend more than $6,070. By the time you are closing 20, 30, 40 or 50 million, you will likely have administrative personnel and a decent support infrastructure. That costs money. You should be happy spending lots of money to support such a profitable business!

Intero’s Expense Proposal

Telling you how much to spend is almost impossible because it is a very personal thing. What we can do, however, is to propose certain spending criteria we feel works best in this business:

• When your business is running at $3,000,000 or less in closed sales, spend the Texas median of $505/month or $6,070 per year.

• When your business is closing between $3,000,000 and $10,000,000, spend 15% of your revenues. This is not the time to be cheap - it is the time to grow the business so your volume does not dwindle.

• When your business is closing between $10,000,000 and $20,000,000, spend 20% of your revenues to ensure sustainable growth.

• When your business is closing over $20,000,000, spend 25% of your revenues.

By the way, imagine a business with expenses totaling just 25% of sales. That’s great! Very few businesses can pull that off, but you can in real estate!

Now, let’s take a look at the table again, this time with our proposed expenses. This is a more realistic picture in our industry:

AnnualVolume

AnnualRevenues

AnnualCosts

AnnualProfits

$100,000 $1,995 $6,070 -$4,075

$200,000 $3,990 $6,070 -$2,080

$300,000 $5,985 $6,070 -$85

$400,000 $7,980 $6,070 $1,910

$500,000 $9,975 $6,070 $3,905

$600,000 $11,970 $6,070 $5,900

$700,000 $13,965 $6,070 $7,895

$800,000 $15,960 $6,070 $9,890

$900,000 $17,955 $6,070 $11,885

$1,000,000 $19,950 $6,070 $13,880

$2,000,000 $39,900 $6,070 $33,830

$3,000,000 $59,850 $6,070 $53,780

$4,000,000 $85,500 $12,825 $72,675

$5,000,000 $111,150 $16,673 $94,478

$6,000,000 $136,800 $20,520 $116,280

$7,000,000 $162,450 $24,368 $138,083

$8,000,000 $188,100 $28,215 $159,885

$9,000,000 $213,750 $32,063 $181,688

$10,000,000 $239,400 $47,880 $191,520

$15,000,000 $367,650 $73,530 $294,120

$20,000,000 $495,900 $123,975 $371,925

$30,000,000 $752,400 $188,100 $564,300

$40,000,000 $1,008,900 $252,225 $756,675

$50,000,000 $1,265,400 $316,350 $949,050

Startup Phase: At $6,070/year you’re loosing money until reaching about $400k in volume. You may have some “one hit

wonders” and things may be okay, but make no mistake: Surpassing and maintaining a

million in sales volume is probably the hardest thing about this business. Stay

positive and focused!

Growth Phase: This is where keeping costs at $6,070/year becomes difficult in

light of growth because you have to spend money to make money. This is not the time to

be cheap, you should be thinking “grow it and sustain it.” Your first $100,000 in net

revenues comes around $5,000,000.

Consolidation Phase: You gradually begin increasing costs to 15%, 20% and 25%

commensurate with sales. You are starting to deploy a million-dollar business!

Awesome Phase: Get ready for some big decisions. You are now among Houston’s top

1% producers!

ExerciseWrite down your estimated expenses for the next 12 months below:

Item Monthly Annually

BUSINESS EXPENSES

HAR, TREC, TAR, NAR, MLS Dues, MCE Classes

Intero membership (includes most business expenses)

Business Entertainment (Meals, Coffee, Events)

Additional Coaching

Communications (cell phone)

Education (Seminars, books, CD’s, etc.)

Equipment & Supplies (Laptop, office supplies, etc.)

Accounting/CPA (Taxes)

MARKETING EXPENSES

Print Advertising

Digital Marketing

Direct Mail (Print and mail)

Flyers, Brochures, Presentation Materials

Promotional (Gifts, Event Tickets, Sponsorships, etc.)

Marketing Consulting

Outside Services (Consulting, Bookkeeping, etc.)

Transaction Coordination

Travel Expenses to real estate summits

IRA Contribution

Wages (Assistant, Employees)

PERSONAL EXPENSES

Auto Gas

Auto Insurance

Auto Maintenance

Auto Payments (Lease/Loan) Auto Purchase

Item Monthly Annually

Auto Registration CATV/Satellite TV

Charitable Contribution Childcare

Clothing

Club Membership Entertainment

Food & Groceries

General Household Items

Household Utilities

Life Insurance Medical/Dental Expense Mortgages/Rent

Personal Savings

Property Taxes

School Tuition K-12 Vacation

Retirement Savings

College Funds

TOTAL EXPENSES

C H O O S I N GB R O K E R A G E S

You success will be dramatically influenced by the brokerage you align with. As independent as you are, you need a brokerage with a strong leadership team that makes promises they keep. One that is aggressively driven by values rather defensively driven by circumstances. One that is intuitive enough to provide the things you need before you have to ask for them. Here’s what we recommend:

LeadershipDon’t join an easy crowd … where the expectations are low … or where they don’t care … the problem with that is you won’t grow … go where the expectations are high … go where you’re challenged to study, to read, to change, to develop, to learn the next skill and to stay ahead of your competition.

The OfficeThe real estate office is no longer the workplace, it is a workspace for mobile sales professionals. Go with a brokerage that understands this. The one that has had the courage to shift the focus to the people that enjoy the spaces and not just the spaces themselves. The one that stopped building offices with 200+ agents. The one who is building smaller environments that foster innovation and collaboration. The place where people to work and connect with each other, as compared of working in a vaccum.

TechnologyDon’t fall for the technology “sales pitch”. Many brokers toss that word around as a catch-all for everything new and exciting. But you know very well that in this digital world of ours what really matters are the remote processes that a brokerage implements, and its ability to constantly find the latest tools and the coolest ways to get the job done.

AccountabilityCan’t see it? Then you can’t measure it. Can’t measure it? Then you can’t improve it. Can’t improve it? Might as well close up shop. Because your fiercest competitor is most certainly measuring, improving and using what they learn to grab your share of the pie. Do you want a brokerage that trains you or a broker that pushes you to achieve great success? Many agents don’t join Intero because we deploy accountability programs, but those that do join us see great results.

Work-Life BalanceA career in real estate should be fun, uncluttered, balanced and financially rewarding. You want to love where you work, love your collegaues, love your clients, and love to see that you are building a better life through real estate.

CultureCulture is an almost indescribable thing. Yet it’s as real as rain. Its existence isn’t just a happy accident, though it does evolve organically. It’s what happens when a company is made up of people who are not there just to grab a paycheck and run. It’s what happens when a group of like-minded people who share values and sensibilities pull together and toil toward a common goal. A goal of excellence.

GetTheRightTraining

Size doesn’t fit all when it comes to

real estate training. That’s why we have a catalog with over 60 classes,

workshops, field trips and videos guaranteed to accelerate your career

to the next level.

BROKER ONE-ON-ONE. New members of our team are placed on the schedule right away for their “Broker One-On-One” meeting. Let us help you build the foundation and business plan you need to reach the goals you’ve created for yourself. 1on1, 1hr

“PROVIZIO” ORIENTATION COURSE. Intero has powerful systems and high standards for our agents. New members need to be aware of everything from the newest real estate technology to the correct way to answer a potential client when asked about home values. This one week intensive class with set you on the path to success. Class, 1week

AGENT FUNDAMENTALS. Buyers, sellers, contracts, agreements, addenda... The list is endless. Join us every Friday for our Agent Fundamentals class where we will review the basics of our business so you never miss a beat when you’re out in the field.This class is suitable for all experience levels. Class, 1hr, every Friday

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NBUILDING YOUR SPHERE. This is the foundation of your business. We start from the ground up and work with you to create the database you need to keep your business consistent. Workshop, 1hr

INTERNET MARKETING. Need leads or looking to market your listing in more than one place? This is the class for you. Learn unconventional ways to get more business sooner than later. Class, 1hr

MOBILE MARKETING. Did you know more people search for home through their mobi le device than on their home computer? Mobile technology is every changing. Learn how to correctly utilize this important piece of the real estate marking puzzle. Class, 30min

EMAIL MARKETING. From consistent contact with your sphere of influence to blasting our your new listing to the agents that surround it, learn how to generate business through the power of email. Workshop, 1.5hrs

FACEBOOK, TWITTER & LINKEDIN MAKEOVER. We know you have a handle on social media, by now everyone does. But are you using it to it’s full potential when it comes to your business? Learn the fine line between overkill and lead generation in this powerful hands on class. Workshop, 1.5hrs

REALTOR, ZILLOW, TRULIA & HAR PROFILE MAKEOVER. If you don’t think a vibrant presence on these websites are important you are dead wrong. Follow us as we teach you how to create the best profiles to build both your reputation and your pocketbook. Workshop, 1.5hrs

YELP MAKEOVER. Online reviews are no longer something you can hide from. We will show you how to create a business account on Yelp so consumers can find you and past clients can rave about you. Workshop, 1hr

POWER FARMING. Direct mail, door knocking, community events... The list is endless. Come with an open mind and explore the different ways you can generate business by working within your specific neighborhood. Class, 30 min

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CONTENT EVENTS. Neglecting your blog? Don’t even have one yet? We know the daily tasks of real estate can be overwhelming and finding the time to write articles on your community may be the last thing on your list. Join the team while we block out the time to write together in a fun, casual atmosphere. Workshop, 1.5hrs

DIRECT MARKETING. Traditional mail? Yes, and believe us it works. Learn the ins and out of using direct mail in your efforts to farm your chosen neighborhood. Explore options on designing your own material or ordering from one of the Intero preferred vendors. Farming is the most important piece of real estate marketing. Learn how to do it the right way. Class, 1hr

GREETING CARD WORKSHOP. We always have great intentions when it comes to writing greetings cards, right? Help us help you by joining in on the fun of this workshop. Bring your database with home addresses and prepare for hand cramps. Workshop, 1hr

LEAD GENERATION ROADMAP. The list is endless when it comes to lead generation but there are definitely a few basics you need under your belt to succeed. Learn how to build a foundation that will help generate leads over the entire span of your career. Class, 1hr

INTERNET LEADS. You can buy them or you can try to do it for free. Learn the best practices and places to go for the most effective online real estate internet lead generation. Class, 1hr

INTERO APP LEADS. Create your own Intero mobile app and then reap the benefits of the leads you will find rolling in. Learn how to promote your app so consumers see you as their go to real estate professional from the convenience of their phone or tablet. Class, 1hr

OPEN HOUSE LEADS. Believe it or not there is a right way and a wrong way to hold an open house. Learn the best way to secure leads and hold a successful open house in this must take session. Class, 1hr

INTERO FLOOR TIME. This class is mandatory before a new member can sign up for floor time. Learn scripts, sales techniques and more to assist in making the most of your next floor time shift. Role Play, 1hr

INTERO RELOCATION. Have a client in NYC and you have no idea who to pair them with for their next real estate transaction? Fear not! Take this class to learn how the Intero Relocation program works. Send your leads to trusted professionals across the globe and relax knowing your referral fee is guaranteed. Class, 45min

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NINTERO STORE LEADS. Welcome to the Intero Store! A new idea for a fast moving real estate market! Enjoy the benefit of unlimited foot traffic as you sit in this open concept space. Learn the right way to engage the consumer as they look for your expertise in everything real estate related. Class, 1hr

TAKING A BUYER’S CALL. This sounds a lot easier than it actually is. Do you feel confident tha t you can conver t a prospective buyer into a real client? Do you know the right questions to ask? It’s time to learn. Role Play, 1hr

TALKING TO FSBOs. Does the thought of knocking on a FSBO door make you sick to your stomach? Confidence is key! Learn what they want to hear and the truth behind what you can provide to take their home from available to sold! Role Play, 1hr

TALKING TO EXPIRED LISTINGS. They obviously want to sell their home but it never happened. This is why expired listings are a terrific place to start for new agents. Learn the right way to approach this specific type of seller and how to close the deal. Role Play, 1hr

DOOR KNOCKING. You’re not selling vacuums, you’re selling homes so it’s fairly logical to think knocking on the doors of your farm area is a good idea. Learn what you need to make this a effective form of lead generation. Role Play, 1hr

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S THE HOME BUYING PROCESS. We will start with the initial conversation between a potential buyer and agent and continue though the entire process to the closing table. All of the details in between will be covered so you can feel confident in your ability to represent a buyer the way they deserve.Class, 1hr

PROFILE OF TODAY’S BUYERS. Depending on the area you wish to concentrate on, the profile of buyers in the area is something you need to keep an eye on. Understanding the demographics of the consumers in your target market will assist you in your lead generation endeavors. Class, 1hr

P R O F I L E O F I N T E R N AT I O N A L BUYERS. Understanding the profile of international buyers is incredibly important if you plan on working with them. Learn the details on what they expect from you as an agent and how you can prospect effectively to this specific market. Class, 1hr

B U Y E R R E P R E S E N T A T I O N AGREEMENT. If you value your time this may be a class you would enjoy. The benefits of a Buyer’s Representation Agreement is incredibly important when working with buyers regardless of your relationship with them. You would never work on selling a home without a listing agreement so why would you work with a buyer without a signed buyers rep? Learn more about the legality of this form and its importance as a buyer’s agent. Class, 1hr

HOW TO QUALIFY BUYERS. How do you go about pre-qualifying a buyer before they even speak to a lender?Simple steps to learn the best practices for pre-qualification. Class, 1hr

SHOWING HOMES. If you’ve never done it you don’t know how until you try it! Travel with us as we visit three local home for sale and give pointers on how to effectively show a home to an interested buyer. Learn the appropriate terminology and a few tricks of the trade. Field Trip, 1.5hrs

D O ’ S A N D D O N T ’ S : CONFIDENTIALITY AND THE FAIR HOUSING ACT. How you react in certain real estate related conversations can greatly impact your career and even more so your real estate l icense. Be smar t and understand the consequences of your actions all the while continuing to represent your client to the best of your ability. Class, 45min

MAKING OFFERS. They’ve finally found the perfect house. Great! Now what’s next? You need to prepare an offer and submit it to the listing agent all in a timely manner. Learn more about this process and the systems Intero agents use to create a seamless transaction absent of any rookie mistakes. Class, 1hr

MORTGAGE. Mortgage is a big word. There are always new programs and specifics that even the most experienced of agent would have a hard time remembering. Learn the basics of what a mortgage is so you can better educate your clients. Class, 1hr

HOME WARRANTY. What is a home warranty anyway? Is it the same thing as home owners insurance? No, no it is not. This is a commonly asked question so we are here to provide some clarification. We will explain why buyers need them and why sellers should expect to pay for them. Class, 45min

INSPECTIONS. Your contract has been expected and now it’s time for inspections. Who do you call? What do they do? What happens when you get the report? Learn all about home inspections and how they protect your buyer from any unexpected surprises after closing. Class, 45min

THE HOME SELLING PROCESS. This class provides a guide to selling homes f r o m s t a r t t o fi n i s h . L e a r n y o u r responsibilities as a listing agent from the initial meeting with your seller to effective communication with the title company. You will leave this class with the confidence you need to begin working with sellers. Class, 1hr

INTERO MARKETING RESOURCES. Intero has several resources for your marketing needs. From in-house design options to online ordering, learn more about the companies we have paired with to assist you in your marketing endeavors. Class, 45min

PREPARING A CMA. This may be the single most important workshop Intero offers. Without the ability to create a comparative market analysis you are incapable of providing the one thing a seller truly needs to know... The value of their home. Learn ways to create a standard CMA along with a dynamic CMA meant to w o w y o u r c l i e n t s d u r i n g l i s t i n g presentations. Creating an accurate CMA and understanding how to communicate the information to the seller is one of the most important skills you need in this business. Workshop, 1hr

INTERO LISTING PRESENTATIONS. The art of the presenting your materials to a potential seller is one not to be taken lightly. What you say can make or break a deal within seconds. Learn what you need to take with you and the right way to handle the conversation to ensure the meeting concludes with the seller confident in your abilities to sell their home. Class, 1hr

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40 SELLER OBJECTIONS HANDLED. Know within seconds how to respond to over 40 seller objections. We cover everything from “My friend is a Realtor”, to “I am going to try to sell it myself for the first month”. Don’t lose your next listing from being inexperienced when it comes to sales skills. You must practice scripts like these just like a performer rehearses their act before going on stage in front of a live audience. It’s more important than you may think. Workshop, 1.5hrs

NEGOTIATING YOUR COMMISSION. The questions always comes up. The seller wants you to list their home for a reduced commission. How do you respond? Keep in mind you are about to lose out on thousands of dollars. Learn the skills you need to handle this conversation without skipping a beat. Walk out of your listing appointment with the commission you deserve and your head held high because you know the services you provide are worth every penny. Class, 45min

LISTING AGREEMENT. Learn how to prepare a listing agreement along with the other required addenda the correct way. Class, 45min

PIMP MY HOUSE: STAGING TIPS. You walk into a potential new listing and stare in awe at the clutter that’s packed into every corner of the home like an old dusty storage unit. What do you say? Better yet, what do you to make the home appealing to a buyer? Learn the right way to bring up the subject with your seller along with tips on how to stage the home with things the sellers already has. A simple and effective way to make your listing standout from the competition. Class, 1hr

PUTTING LISTINGS IN THE MLS. Sounds simple enough but if you’ve never done it before it may be more complicated than you think. When you get your first listing you will have a one on one class session to explain the process. 1on1

OPEN HOUSES FOR SELLERS. Impromptu open houses don’t work. Open houses need to be scheduled and promoted the right way for maximum results. Learn the steps needed for a successful open house. Class, 45min

GIVING OBJECTIVE FEEDBACK. Sellers want feedback when their home is shown or an open house is held. How do you provide feedback that will help them sell their home faster? Learn the right methods for collecting objective feedback. Class, 45min

HOW TO TELL THEM: REDUCING THE LIST PRICE. The house isn’t selling. You know you priced it too high and now it’s time to take action. Learn the right way to bring the conversation up with your seller in order to get the price reduction you need to get the home sold sooner than later. Class, 45min

HOUSTON INVESTMENT MARKET OVERVIEW. Jump in as we explore available inventory and discuss possible scenarios that could work for each type of investor. Field Trip, 1.5hrs

INTRODUCTION TO HARD MONEY LOANS. There’s more to hard money loans than what you learn from late night infomercials. Believe it or not this is a very lucrative form of real estate investing. Learn the fundamentals of this tricky type of loan program. Class, 1hr

COURT STEPS FIELD TRIP. Every first Tuesday of the month thousands of homes are auctioned off on the courthouse steps from all over the country. The reality is, that most times it could have been avoided. Most banks as well as Fannie Mae and Freddie Mac have implemented many programs to assist distressed homeowners, yet for some reason statistically 75% of all homeowners that are facing foreclosure do nothing. Learn more about how this process works firsthand as we visit the auction in person. Field Trip, 2hrs

CALCULATING CASH FLOW OF RENTAL PROPERTIESIf you can’t assist your clients with calculating cash flow on potential purchases you shouldn’t be working with them in the first place. Don’t look like a deer in the headlights, educate yourself now so you can have the right answers.Class, 1hr

PROPERTY MANAGEMENT. Learn the basics of property management from our in house property manager. Next time your investor asks you a question on how to deal with their non-paying tenants smile, you know the answer! Class, 1hr

RENTAL PROPERTY APP. Did you know there was even an app for that?! Look like an investor genius with the help of this handy app equipped with the knowledge you need to impress your clients and close the deal. Class, 1hr

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GBACKAGENT. Lea rn how to use B a c k A g e n t f o r y o u r r e a l e s t a t e transactions... you have to anyway - it’s our system of record... trust us, it will make your life a lot easier. Class, 1hr

ELECTRONIC SIGNATURES. A quick exercise where you pull a contract using ZipForms and have someone sign it using DocuSign. Stop driving around town with a pen! Workshop, 30min

CENTRALIZED SHOWING SERVICE. You got a listing! YAY! Now it’s time to get it ready for showings. Learn more about the Centralized Showing Service website and how you input your listings for easy and convenient showings. Class, 45min

ZIPFORMS. You’re a member of TAR which means you have access to Zipforms. Thank goodness since this is the system you will be using everyday for the rest of your career. Learn the basics now so you don’t have issues later! Workshop, 1hr

TEMPO/FUSIONTempo and Fusion are the two systems available through HAR for members. Once you become a member of HAR you will have access. The better you are at using these websites the better Realtor you will become. Class, 1.5hrs

RPR. Realtor Property Resource provides powerful data, analytics and reports for all members of NAR. Created by NAR for the sole purpose of providing REALTORS® with the data they need to meet the demands of their clients. This robust new system will help yoru research properties, create dynamic CMA’s and so much more! Class, 2 hr (MCE Credit)

R E A L E S TAT E I N V E S T M E N T FUNDAMENTALS. You need to have a c lear understanding of rea l estate investments before you dive in. Explore the basics so you can start working with investors right away. Class, 1hr

FLIP THIS HOUSE!Interested in flipping? Not pancakes... Houses. Learn the basics of home flipping from industry experts. Find out how to judge a fabulous deal from a potential money pit disaster. Field Trip, 1.5hrs

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TREC CONTRACTS OVERVIEW. An overview of the most commonly used contracts/addenda and how to apply them to your every day life. Class, 1hr

CONTRACT WORKSHOPS. Fill in a sample of the following contracts and documents and get some street-smart insights on how to dominate your next deal.• Unimproved Property Contract• 1 TO 4 Family Residential Contract• New Home Contract• Commercial Contract• Contract AddendaWorkshops, 1hr each

HUD STATEMENT. Learn how to read the document everyone loves to sign at the closing table. We show the lines, the numbers, and how to spot mistakes. Class, 1hr

NET SHEETS. Learn how to read the document everyone loves to sign at the closing table. We show the lines, the numbers, and how to spot mistakes. Workshop, 1hr

TITLE PROCESS. A tour with the owner/manager of a title company who will tell you all there is to know about title and how they can help you and your clients. Field Trip, 1hr

DEAL NEGOTIATIONS. Think negotiating skills are something that come naturally? Think again. The fine art of negotiation is something people work on their entire lives. Strive to be the best and represent your clients to the best of your ability. Class, 1hr

BUILD AN ELEVATOR SPEECH. Assemble your very own quick speech with the help of creative collaborators and some pre-made scripts. Workshop, 30min

NETWORKING EFFECTIVELY. Learn about what to do at events, identifying verbal and non-verbal behavior, engaging people, listening, following up, and knowing how to go for the kill. A totally energetic, motivating experience. Class, 1hr

MAD - MASSIVE ACTION DAY!. Put your business into high gear! Begin the day with some exercise, juice, motivational speeches, and some heavy-duty lead generation efforts. Think of it as the “insanity workout” of real estate sales, it’s MAD! Workshop, 8hrs

HE REAL ESTATE BUSINESS MODEL CANVAS. Visualize your real estate business in a unique, holistic way: See your customer segments, marketing channels, key activities, key resources, revenues and expenses. We help you set the stage to align your efforts with sales strategies that work for you. If it’s time you get organized this is the class for you. Class, 1hr

PERSONAL FINANCE 101. Personal finance is the cornerstone to living a happy, healthy and successful life. The first step in your personal finance education should be knowing what options are there, and this is exactly what this class is meant to do. Class, 1hr

LIFE & HEALTH INSURANCE. Check out your options with an expert in the field. Class, 1hr

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HOUSTON FIELD TRIPS. Join us as we head out for an exciting adventure at one of Houston’s most popular spots. Learn more about the city you know and love! 1.5hrs

COOL APPS! Discover new tech tools and tips for how to put it to work in your business. This is an ever-changing class you can take over and over again, we encourage you to ask for updates. Class, 1hr

NEIGHBORHOOD TOURS. Let’s go for a drive! Jump in as we head out to tour the areas you want to sell. Learn the history of the neighborhoods you know and love. The more you know the better Realtor you become! Field Trip, 1.5hrs

REALTOR ETIQUETTE. Intero has standard which you need to abide by. Be the best in the business by knowing what to do and when to do it. Your reputation is all you’ve got. Make sure you build a strong one. Class, 1hr

DYNAMIC MARKETING. Love the idea of creating amazing marketing pieces to send out to your farm area but have absolutely no idea where to start? Join us as we engage your creative sprit and hopefully get you some business while doing so. Class, 1hr

PHOTO SHOOT. Need to have your picture taken? Do it Intero style! We bring a professional photographer and put some some cool music. All you have to do is show up and l ook amazing! Mornings, monthly

DARE TO DREAM BIG. I evolve

through learning. I am positive &

passionate. I practice transparency &

candor. I help others rock their

greatest lives. i turn customers

into raving fans. i am grateful &

I celebrate life. i kick serious

ass. I AM A MONEY MAGNET. I HONOR

MY WORDS WITH ACTION.

II N T E R O ’ S C O D E of A W E S O M E N E S S

C O N C L U S I O N

We hope that this workbook helped you visualize the activities you need to perform to grow sales and run an efficient operation. Intero is a collaborative  real estate brokerage  where like-minded people  help each other  build  businesses and other  cool things together. If you are looking for a fresh approach and would like to consider a career at Intero, please do not hesitate to contact us.

Sincerely,

Your friends at Intero

W InteroHouston.com

F InteroHouston

T InteroHouston

I Intero Real Estate

R InteroMojo

X InteroHouston

: InteroRE

West Ave2800 Kirby DriveHouston TX 77098(713) 568-2389

The Woodlands9595 Six Pines 8201Woodlands TX 77380(281) 916-1227

PearlandHwy288 & FM 518Pearland TX 77584(713) 533-8133

Fairfield28550 Highway 290Cypress TX 77433(281) 916-1227

Headquarters10275 N De AnzaCupertino CA 95014(408) 852-3500

Intero is a collaborative real estate brokerage where like-minded people help each other build businesses and other cool things together.[ ]

i n t e r o h o u s t o n . c o m