A focus on real estate training in 2015

This year I had 35 speaking engagements. I visited many real estate offices, gave presentations to lenders, spoke at the Sacramento Association of Realtors several times, taught a CE course with REAA, gave a presentation on blogging for the Sacramento Business Journal, and even taught a class this week at Sacramento State. I figure between preparation, drive-time, and the presentations, I easily gave 120-150 hours (3-4 weeks of work). In short, teaching is something I love, it’s one of my core passions, and in 2015 I plan to take things to the next level.

Would you come along with me?

I will still come to real estate offices and speak at many meetings for free, so please keep inviting me. But the change this next year will come in being intentional about doing more trainings for hire so I can really give myself more readily. Over the past couple of years I’ve noticed hour-long trainings are good, but they only scrape the surface. When we can get 2-3 hours together, it can much more meaningful.

Trainings in 2015:

How to Choose Comps & Make Adjustments: This training will give a framework for how to more effectively approach properties like an appraiser. The way appraisers and agents undertake valuing properties is dramatically different at times (even for experienced agents), so this class can be a game-changer. We’ll talk through choosing comps, how price per sq ft fits into valuations (and some of the big errors that can occur), and going through multiple practical scenarios together in MLS to value the largest lot in the neighborhood, the 1-bedroom house, the fixer, a location on a busy street, a house with a converted garage, etc….. We’ll look at how adjustments are made in appraisal reports too. The goal is to help agents begin to see properties like an appraiser does, as well as more effectively communicate about properties with appraisers. This class is meant for a group of at least 10, and is ideal for real estate offices or trainings hosted by loan officers or title companies.

Cost: $25 per person (or we can negotiate a flat fee)
Size: 10-50
Length: 3 hours

How to Communicate Effectively with Appraisers: What can you say and not say to appraisers? What is the best way to share “comps”? How can you build your case for the value of your listing without pressuring the appraiser to “hit the number”? How do you challenge a low appraisal? In this class we’ll walk through some very practical tips for how to talk to appraisers before, during, and after the inspection. Many times the real estate community puts very little emphasis on talking with appraisers. There is sometimes a hands-off approach when working with appraisers, but the most important thing you can do as a real estate agent is to have a focused and intentional system built into your business for communicating with appraisers. This is good for both new and experienced agents.

Cost: $20 per person (or we can negotiate a flat fee)
Size: 10-unlimited
Length: 2 hours (or shorter if need be)

How to Make Graphs with MLS Data: Real estate is changing, and it is becoming profoundly more visual. This means showing a neighborhood market visually on a graph can be a very powerful tool to use with clients. Yes, we have access to zip code graphs for free in MLS, but I’m talking about knowing how to make graphs for very specific neighborhoods so you can show what values are doing for specific properties. Not only can graphs like this help you show your market expertise, but they are great for listing presentations and blog posts. Honestly, learning how to graph has dramatically changed my business and the way I approach real estate. I hope the same for you, so I’d like to sit down to share my expertise with individuals for a two-hour period to work on making a few different types of graphs. I want to teach you how to do it using Excel so you can continue doing it after the class. We can even make graphs for neighborhoods you are currently working in so you have immediate marketing tools. The cost is a bit higher for this class since the training is incredibly valuable and hands-on. This is for agents and appraisers.

Cost: $100
Size: 1 person only
Length: 2 hours

Other Classes: I can also do classes on real estate blogging and other topics tailored to your office or group, but for now I wanted to highlight the three classes I’m most excited about. Please note prices can change too.

How you can help me:

1. Set up a training date in your real estate office.
2. Refer me to speak at a local or national real estate seminar.
3. I would like to find some title companies to partner with to promote trainings in the region.
4. Offer meeting space in your office.
5. Keep inviting me to your office to give market updates or do Q&As (for free).

Thanks so much for your support. I really appreciate it.

Question: What are you looking forward to about next year?

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