What I Know About Exit Realty 19 months in

It’s been 19 months now since I left my old badge and joined Exit Realty. Getting ready to leave Tampa soon for my second convention with Exit. I learned a few things since I have been here. #1, the grass IS greener on the other side sometimes and Exit is one of those exceptions. #2, what I thought was too good to be true IS true and the residual system is FOR REAL and not some “profit share” pipe dream. SINGLE LEVEL was a key word for me when I explain it to others. #3, the TOOLS and products that Exit offers are outstanding. Exit, thanks to corporate trainer Jeff Lobb is always on the forefront of the technology boom and he makes 100% certain we are not left behind! #4, Exit trainers are top notch! Jeff Lobb, Valerie Reyes, Alex Szinegh, Kevin Ahearn, Bill & Erica Nasby, Angel Tucker & Johnny Lowey are dedicated to this brand and are available to the agents. #5, you can call the president of the company, Tami Bonell and she WILL call you back! This accessability is simply unmatched. #6, CEO Steve Morris surrounds the brand with old veterans of our industry, Bob McKinnen for example, one of the key people in founding Century-21 is on our team and again, is accessible to the agents and brokers. #7, I can pick up the phone and call any agent or broker in the system and they will share whatever they are doing with me to help me expand my business. #8, if I get in a slump, I can call one of the corporate trainers and they will walk me out of it better than I was when I went into it (thank you Jeff Lobb for doing that for me this year…..TWICE, as I approach my 100th sale this year in a Tampa Bay real estate market that is one of the worst in North America).

I could write a book about EXIT. 20 years in this business and what I learned MOST and is the MOST important is that EXIT is not a job for the owners, agents and brokers, it is a FAMILY. I would not be doing justice if I did not mention the Forbes Family the regional owners of Florida. They ARE my family, EXIT is my family!

Can’t wait to BLAST OFF FOR DALLAS and spend time with all my brothers and sisters in Exit. Certainly I will come back to Tampa a better Realtor than when I left!

If you are an agent looking to make a change, check out your local EXIT affiliate. It is a life changing experience! Feel free to visit my website at http://www.HeadOfRealEstate.com and watch my video at the upper right hand corner titled “Why Exit” and I promise, you will be glad you did.

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The Death of The Open House

I remember in 1991 when you walked into a real estate office and it was a nice quiet place to work. When you needed to know about a listing, you walked into your office and pulled up an MLS BOOK to see if the listing you took three weeks to make it into this book. THIS is the reason Realtors did “OPEN HOUSES” on listings. If you took a listing on March 3rd, your property would not hit the MLS until the April MLS Book. This is why we took listings for 7 months or 13 months because it took 30 days to get you into MLS (depending on when you listed). We did “BROKER OPEN HOUSE” on Tuesday to let Realtors see the house (because it would not be in the MLS Book for a few weeks) and we did public open houses on weekends for the same reason, no MLS visibility yet.

As we moved to the mid 1990′s, that quiet sound was gone in Realty offices across America replaced by the constant sound of the DOT MATRIX printers and the computer age in real estate. You heard at least 3-4 of those printers going at it from sun up to sun down.

By the late 1990′s to early 2000′s, most MLS information was on a Windows based format and the use of laser printers and to a less efficient degree, those color “ink” machines took over. Virtual tours were born and to me, it seemed like a long time, the market, tech wise really remained steady, without any REAL useful marketing tools made available.

That was before now. That was before I discovered EXIT Realty and my new toolbox of marketing products. E-Listings and Exit Promo Shop. NOW, I can take a listing, take the pictures at the listing and go to my office and within 30-45 minutes I can have a menu of tools available. I can print a FULL COLOR GLOSSY, four page brochure in Promo Shop, I can pump out my “JUST LISTED” postcards for the community, I can e-mail that same flyer to top Realtors in the area and my database and I can do a few more things. My 1-800 number in E-Listings gives my recorded message to potential Buyers of my listings (under my name rider is the 1-800 recorded info line on this listing) and the buyer can hit a button and get my E-Tour right on their Smart Phone in seconds! My listings have a website dedicated to their house (www.whatever the listing address is) with downloadable flyers of the house, mapping to and from the house and other information. I can burn the E-Tour on a CD right from the program, label as well. All of this is sindicated to all major search engines with a click of a button. Social networks like Linkedin, Facebook and Myspace? Upload right to those sites as well. How about on-line tours and e-magazine? I could write for another 2 hours on those products alone!

Open House? Are you kidding? Why waste time waiting for a buyer when you can find 20 of them with the products I just mentioned? Since EXIT REALTY is the only major franchise born AFTER the tech revolution, we are MILES ahead of the competition on the marketing front.

Nobody offers less fees, more than 100% commissions, and all the marketing tools your mind can cover. Nothing compares to Exit! I am going on my 20th year in the business and I am not talking sour grapes here! In 2008 I was #1 WORLDWIDE with ERA and when I saw what EXIT had to offer me, I could not leave fast enough! I skipped the ERA Convention and did not even get my award in 2009 because I was on my way……. DANCING my way over to EXIT! Best decision I have ever made! If you would STOP looking out for your broker, who is also looking out for your broker and look at what is best for YOU and YOUR FAMILY, you will join OUR FAMILY here at Exit. The more you learn, the better decision you can make

http://www.headofrealestate.com

Why Not Buy Now?

Interest rates are at an ALL TIME LOW. Prices are at a 10 year low. Inventory is being bought by investors who are not flipping, but HOLDING. You can buy a home as an investment, put 20% down and rent it for far more than the mortgage payment.

What is always comical to me is when all of those “sheep investors” come out to play “big shot” like in the Stock Market boom 12-14 years ago when all of those lose “Day traders” came out of the woodwork. They were the big shots one day, then begging to dump the houses they bought when the stock market bubble broke. The slithered over to the real estate side……. 2004-2006 boom in real estate and everyone became a big shot again buying new construction to flip. The bubble broke in real estate and 2009 to today, the “Short Sale” guru’s (same guys) are trying to buy those “Short Sales” and not disclose to the lender that there is a higher offer on the table and they think they are NOT going to go to JAIL? (a few of those guys doing it in Tampa, driving a Lamborgini one day, behind bars now).

REALTORS: Out of the woodwork new agents in 2005 became overnight stars! The market crashed and they did not know how to sell real estate for real, so now they are out of the business. Here come the new group……. the ones that know more than all of us!

What the general consumer needs to understand is that a VETERAN BROKER and VETERAN AGENTS, the ones that are here for the long run are the most stable source of information and guidance from the jungle of this real estate mess! Check the resume’ of your agent before you follow them off the cliff. the real estate cliff that so many sheep have fallen off of since the beginning of time. There is money to be made, slow and steady if you follow the lead of an experienced agent!

The Power of Video

The video revolution is upon us.  It is so crazy to me!  My real estate coach, Allen Pendley first introduced me to video in 1994, well over a decade before it’s time! What foresight!   I had a VHS tape that I used to give my sellers as a pre-listing tool so I could sell myself before the actual face to face meeting with the client.  My conversion rate went up by over 50% the first six months I started using video and I was hooked!  From that day forward, I have been on the video bandwagon.  Back then, I used to order those VHS tapes by the truckload. Every FSBO, every expired, every withdrawn listing had my video. I sent the video to all the news stations, sports franchises, sports agents, politicians, past clients, neighbors of houses I listed, open house giveaways to potential clients. Anyone who would take one, got one!  I WORKED THEN and it works even better now.

In 2010, clients EXPECT you to have products like video (now in digital format as well as CD and DVD as opposed to VHS tape) and upscale websites (shout out to Dave Mikes at Bedrock Media who designed my website, as well as many other agents across the USA) to showcase your marketing.  If you can’t outshine the other Realtors your client is interviewing, how can they reasonably expect you to make their house outshine the thousands of other houses for sale in MLS?

Agents, if you are not on board, join the video revolution today. The market is already shifting back to the good side and if the last recession told us one thing it was to aggressively market yourself during the recession.  I saw an ad the other day that noted that companies that aggressively marketing their product in the recession of the early 90’s saw a 400% increase in business when the market returned.  Those who waited until the market recovery before aggressively advertising saw only a 30% increase in business.

Now is not only the time to make your 2010 business plan, it’s time to add video into your business and make your plan for this new decade we are just starting.  The money is just waiting for you.

To see how I use video in my business, go to http://www.headofrealestate.com

Why Exit will Be The Largest Brokerage

NO DOUBT IN MY MIND that by 2019 Exit will be the largest brokerage firm in North America.

I have now been selling real estate in Florida since 1991.   I feel like I made all the right moves since then except one critical mistake.  I failed to see or comprehend the “Exit formula” when it first came to Florida around 1997.  While I was recruiting agents for my old brokers, I could have been receiving my 10% residuals from those other agents instead of getting a $20 gift card from Starbucks.  I look at Valerie Reyes, Jaret Whitney, Wayne Furlong and countless others in the Exit system who did grasp the system and wonder what could and should have been for me and more importantly, my family

I think of the $56,000 my Team paid in Franchise fees to ERA in 2008, instead of the minimal Exit  fees (that are capped at a fair and reasonable rate).

I think how stupid I was for not taking advantage of the first class, best I have ever (EVER) seen training.  I was working on a brochure on my new listing and thought to myself, what if I had this tool available to me years ago?

I think of the times I thought I was doing good to get a 70%, 80% and 90% split.  When I left ERA I was on a 95% split (minus the 6% franchise fee for a NET of 89%).  How stupid of me not to think OUTSIDE the box.  Now I’m looking at a 70% split with Exit, added to just a few agents I brought in and it is easy, very easy AFTER LESS THAN ONE YEAR IN THE SYSTEM to see a 110%, 120% split. 

I did not understand the Single Level concept.  BETTER BELIEVE I KNOW IT NOW. For those who were like me let me explain it like we were 10 years old.  YOU bring an agent into the Exit system (your office, the office across town or the one in Canada) and YOU get 10% from every sale that agent makes PER YEAR up to $10,000 PER YEAR (Every Year).  You DO NOT SPLIT THAT with anyone else.  It does not go “down the line” with each person getting .25.  It is all about YOU.  You bring in 5 agents who average $75,000 per year and that is $37,500 per year. The next year you bring in two more agents who make $100,000 per year and you make $57,000 per year BEFORE you add what you make from listing and selling real estate. 

I wonder what Valerie Reyes split is? 600%, 650% ?

If you are a Realtor and you have an Exit office in your vicinity, I’m asking you to do something for your family.  Take a look at the Exit formula.  Call the broker of that office and check them out.  You may be 100% happy in your current office, but if you could bring a few agents WITH you to Exit, you can get the 10% residuals, bring the agents you like and help them bring in agents.  After all, WHERE are they going after they have 5-6 agents under them?

The BEST PART is this.  Because other agents make money by bringing you in, top agents are motivated to tell you EVERYTHING they know because they want to help you get to a minimum of $100K so they can get  the most money.  If you don’t make a ton of money, they don’t benefit!  Instead of the top agents hiding, they are helping you grow.

Don’t wait ten more years before you see this.  In ten years you can be in Nassau……. collecting your six figure residuals.  To learn more about this exit system, click this link http://headofrealestate.com/videos_sponsoring.html

Or go to my website at http://www.headofrealestate.com to learn more.  Stop wasting your future and join Exit as soon as you can. 

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Also, if you like the website and want one like mine, email my web designer Dave Mikes at dmikes@bedrockmedia.com. He is THE BEST.

A Positive Outlook

Well, I just did my part to stimulate the economy and took the family to Disney for the weekend.  It was pretty crowded considering the economy is supposed to be so bad.  They say the first ones hit are the first to recover and my friends in LA, Phoenix, Miami and here in Tampa (the hardest hit when the real estate bubble popped) are all saying we are seeing drastic improvement over the same time periods in 2008.  I can’t agree more as the Tampa Bay market appears normal, except the prices are about 50% less than they were in 2005, but they are moving.

Some Realtors say that Short Sales and foreclosures are carrying the market and I say TRUE, however that segment of the market will remain for at least two to three years AFTER the market is in full recover and it is now part of the real estate landscape.

I feel like the rest of the country will follow Florida and 2010 will be a year of gentle, slow, steady recovery.  I think NOW is the time to invest again and I’m getting all my investors back into the game to offset losses from 2005 and 2006.

EXAMPLE: If you bought new construction in 2005 (say a $200,000 home) and you have a tenant. You did 100% financing. You owe about $200,000. You can buy another one for say $100,000, maybe TWO for $200,000.  Now when the market returns to $200,000, say in 2020, you rented two of your three homes for a positive cash flow, one at a loss.  The two positive cover the spread on the one negative for a few years.  This will offset the loss on your bad purchase and actually make you a six figure PROFIT as opposed to waiting 15 years to “break even” on the original purchase.  Then, all you need to do is “lather, rinse and repeat!”

For more information, go to http://www.headofrealestate.com

Exit Convention in Washington D.C.

Just got back from a week of fun and learning at the Exit Realty Convention in Washington D.C. and I am just blown away by the entire organization. From the regional owners to the trainers to the Brokers and agents to management and staff.  I spent about 18 years with ERA and went to many a convention, but never have I experienced the overwhelming SUPPORT the Exit organization gives to its membership!

I learned more in 6 days than I have in the past 6 YEARS! Exit Realty really cares about US and my move to Exit was the best decision I could have made for my family…… for my retirement!

I am just blown away by the Forbes family, by the support I get from them, all the way to the top of the food chain in Exit.  I feel part of the family, like I belong.  That is how Exit treats their agents

That was before they rolled out the red carpet for ALL of us in Washington D.C.  Steve Morris is a first class of a man and a GREAT leader and a great motivator.  I could not believe the access we all had at the convention.  The breakout sessions were the best I have ever been to and a special call out to Valerie Reyes who just blew the crowd away with her “Summit” session.

If you are burned out with the same old same old, give Exit a look!  My Team was #1 worldwide with ERA in 2008, like #4 or 5 the year before.  I was never treated like anything other than another number, another fool that paid them $30,000 to $40,000 a year in franchise fees and nobody knows your name!

Moving to Exit was the best decision I have EVER made and as I watched Steve Morris hand out a $100,000 check (like they do every year) to the lucky guy whose name was randomly pulled out of a barrel, I thought to myself, “wow, it’s nice to belong to a company that actually gives something back to the agents that made the company what it is.”

To learn more about Exit Realty, visit my website at http://www.headofrealestate.com