The Korn Team is in 2 different markets. We are in Kansas City... and now in Lincoln Nebraska. Check out our websites. Compare the two sites!
www.kornteam.com
www.WeSellLincoln.com

Allen Hainge Cyberstars

Summit 2008, Orlando Florida
Jul 21st-22nd, 2008

Brads Notes
**********

Tricia Anderson
5 Essentials to Consumer Centric Website Strategy

Laws to follow:
-be specific and deliberate plan of attack
-be content rich. meet needs
-different than competitors.
-must have all tools intergrated together
-abilities to track measureable results

5 essential items:
book - martin lendstrom - branding
1-Brand must carry to ALL marketing channels
2-appeal acentuate target market
3-build mkt shr in specific niches (lifestyles is a popular niche now)
4- IDX - let it work for you
5- get found on search engines

1) Brand
must be consitently to all channels.
specialization
target market
expertise
personality
ex: Linda Hall. (created the Hall Team logo vs just using C21 brand). even her email stationery is branded.

tip: Never use more than 3 fonts on each page. dont use comic sans. takes away from your brand

2) Appeal and Accentuate your market
put yourself in their shoes.
step out from the ordinary to achieve exceptional results.
Analyze:
what % is buyers? sellers?
what new trends are int eh market place right now
where are buyers coming from
how am i representing mysel to my clients
what typ of people do I really enjoy working with
what areas/communities do I want to build mkt shr
what price point do I want to focus on
what price point do I sell in.

Questions to ask?
what towns do you focus on
how are consumers searching for properties (price, area, etc)
what neighborhoods are currently farming off-line
what niche markets would you like? 
what price points do you dominate "show and sell" in?
what percentage of overall business comes from buyers? sellers?
How are you representing yourself to yoru clients through your marketing
what type of people do you really enjoy working with

example: ask team what types or consumer they have mostly. if you were that buyer, where are the hot spots.

alan added that the senior market is growing
thecoxconnection.com has a senior section

Attract, connect and communicate with your online visitors = Extreme Target Marketing

law of attraction....no, law of diliberate intention. 
they have not been through the growing and learning part of that process. involve the team and make them part of it.

Sandlins... went through this process. 
asked team where business was coming from.
ex: condos, boating properties, Golf/Beach/other, new & pre-construction (lifestyle driven)

consumers don't want to just be linked to Chamber Sites. The Sandlins had a Dining page in their listing presentation, and just scanned and pdf'd. They become the go-to person. There is the list of country clubs, marinas, etc.

Website: first page needs to be great info about those target areas.

Need to be differnt than your competitors. Instead of just linking out to schools...someone just typed in the names of the schools and Kristan Cole was ranking high with that page.
kristancole.com

On side bar - specific, deliberate links and content... blue springs, lee's summit, independence, condos, etc.

Need to have a call to action. what is for sale in this price range, in this town, right now.
ex: buttons - under 150k, 150-180k, 180k-200k, 225-300k, 500k-750k. with Kristan, 60% of her buyers were first time home buyers.

how to get specific listings....there is a code that needs to be written. 

Evelo team... didn't know waterfront homes existed in Indiana
weakest link in most cases... got to have waterfront properties. Some IDX's have mapping. 
forcing registration is not great...but you cant just let them have free reign forever either. need to continue to get a few more pieces every couple request.

1- very specific
2- search engines. be diliberate 
3- blogging within the site itself. - seen better success within your site.

Evelo's have a Fishers Indiana page.

Take that and turn those reports into marketing piece.

33% of realtors market with search engine strategy.

wrap up:
Hold cohesive marketing
make sure web can hold unlimited buttons.
foundationally built for search engines...need metatags
needs to be editable easily.
track and measure
advance tools to grow long term

*********************

social networking for fun and profit with Teri Isner

Social Media
facebook is huge....more visitors than google
photos bigger than flickr

need to Syndicate EVERYTHING....

facebook can't be commercial: pictursync.com
creativecommons.org (let others us your pictures)
twobucktollfree.com (toll free # for $2)
m8software.com/clipboards/freecliip/freeclip.htm save 25 things of the last things
gizmosms.com free texting
twitter micro blog - twitterfox, twirl, twitbox outtwit - outlook, twittervision - map
Brad Fallon - 2 minute video every day. subscribe to list, rrs feed, podcast, youtube, myspace and build into email every day .... give them option to subscribe.
****Teri syndicated Real Pro to itunes.
BUTTON: subscribe RSS feed
youtube gets twice as many hits as google

waitable.com and get lesser prices for things.
facebook page - they are different. be careful not to be commercial
facebook profile
should have hundreds of Facebook pages.

Hubpages.com everyone should get one! become the authority on your topic. ex: KC real estate expert

syndication means you have an RSS feed.

squidoo.com and ever.com
be the authority for your town.

wetpaint.com
CREATE PaGEs on ALL of these sites.
create and submit a Wiki
add to your admin list.

powerset.com easier way to search. how to make money with this tool

popfly get photos from flickr and links
Mash up with popfly.com 
you can put pictures on a google map
you can choose the flickr box and hook to map box
Mash up provides information (ex: listing, etc. ) and it is like a geographic locator
search "popfly" on you tube and there is a clip that shows how to do it.

Lather, Rinse and Repeat...over and over...
U-Haul with dash got 4000 clicks
Uhaul got 60000 clicks


Go to sherman Hu and watch
http://shermanlive.com
you can spend hours uploading videos.
tubemogul.com FREE and you just have to tell it where you want it to go in the set up.
and trafficgeyser.com (pay version-$99 per month)
takes time to set up, but Tubemogul syndicates it to a bunch of video sites.

blip.tv 
converts video to other formats for tracking. can transcribe and make blog from it. FREE 

You Tube new features
ad notes
ad speach bubble
go to video annotations. Check out her team video. Has bubbles.
Orlando Avenue Top Team
under my acct and look for video annotatioin.

****video commenting tips. Find highest ranked. check tags and go underneath them. 
Teri did a ton of Mama Mia blogs.
build options outside your domain.

in a work for Hire... .Make sure you include "rights clause"

i agree this is work for hire that once ive written this brd korncan do whatsoever he wants, including selling,...etc.

Jeff Schuman - article writer
Ruth ann - article-writter.team-schuman.com
need-an-article.com

you should have Myspace....BUT...be careful....NO COMMERCIAL
they did sue an agent for sending out tons of emails and got a 50k fine.
DO put up a personal profile...

redneckgifts.net

weekly cleaning list.... m-f
turn over keyboard and dump crumbs.

don't leave a footprint. use different email.

Recap:
Teri - 2-3 social n

linked in
facebook
hub page with google maps
squidoo lens

There is a gentleman that teaches all this.

snagit.com
ver 9
$49.95 and real quick ways to edit, bubbles, can ftp, powerpoint, word excell, etc.....
can quickly email

******************

Tim Burrell
Negotiating in the Internet Age

Shared an experpt from his book. ***CONFIDENTIAL**** this information cannot be shared with anyone.

-Cyberstar players Negotiate. he has agent telling how he can get a listing way below mkt value. 
Be coutnerparts...not adversaries
you can't WIN-WIN...you can WIN-win
-try to satisfy counterpards needs
-prepare-know personalities
-probe-active listening for heirarchy of needs and wants
********-Brainstorm - work together for solutions.
-increase size of the pie

know personalities, the property, market and sub-market, 

where get info on personalities: google, social media, property records.
-property recorders records, tax, mls foreclosuredaily.com
market: mls and free appraiser info (some appraisers put stuff online)
Bank sites and blogs
email telephone, fax negotiating...how many of you do it in person.
when worrying about what you are going to say...it is only 10% of the effect. email, fax has no tone....

Do not send out an email that you do not want sent to everyone in the world.
Biggest trick in negotiating...not hostile emotions. Negotiating is filled with emotions...but control your emotions.

weed out the parts of the offer you dont' like.
don't give a price. Dont' give them a mark. Say "give me your last, best and final on a price. Here are some favorable terms to use.

Seller: offers by certain time. counter to clean up terms. last best. chose on ability to close, as is
buyer: procedure used by seller: how many offers competing, eliminate the auction, abilitly to close, paybak on insp and repairs.

negotiate commissions:
they need you more than you need them
your confidence...their fear. They are afraid they will pick the wrong realtor
you dn't want me to cut commission....

margaret uses 8 dollar bills and shows where it goes and put the last dollar in her pocket.
talk dollars, not percent. discount brokers: compare apple to apples.

Great negotiators are not talkers...they are listeners.
from the beginning you can see where the end will be.

****************

Jo Ellen Nash
its all about the experience: excellent customer service for lifetime referrals.

its not up to them to keep in touch.
cost 5X's more to attract new client vs keeping an old
remember...clients don't bug us... they ARE our business.

the Hallmark of Excellent Service is Anticipation. called for wakeup call, and they asked for a follwo up call 15 minutes later.
Our competitiion is not the local agents. It is the Ritz, amazon, Fed Ex... very quick. THEN they deal with US!!!
Pay attention to what the service sector is doing.
underpromise, overdeliver
how can you surprise and delight your clients.
Be a good listener
instead of a presentation...call it a listing proposal
how can you build loyalty
*****always put yourself in their shoes.
what would you pay for?

have team rank how they do on everything on scale of 1-20
yoru appearance
office appearance
vehicle appearance

your readines your complet attn your listening skill
the best make the client feel like they are the ONLY clients you have right now.

singlepropertysites.com
video tours.
customized brochur

how to WOW clients
As THEY like it...not just our way
Manage expectations...tell them how you work.
LIsting survey. don't you want to know if you are doing bad?

on moving day
pizza, moving bucket
client concierge program.. Jo Ellen has limo for them to use...prom, wedding, etc.

During the transaction. manage expectations
send them copies of stuff they are doing.
the last week of the transaction, ramp it up.
Take dates seriously. (don't be laxed on this). NAR did survey. asked if they remember was if they closed on schedule.

Excellence is a BARE minimum

Ellen showed us a clip on YourTube... search "the Fred Factor" look for Sanford telling the story.
fear nothing but to waste the present moment

**************
James nellis
How to stick it in todays market

Tech tools you need to be using
-tablet computer
-Flip - unique ways to use. At wedding they all had digital camera...he was only with video
in boston, candidate for leadership and asked to do video for running for national president of WCR

iphone house search
free. people can use it, and people can get to agent directly

online registration give-away.
Leslie mcdonnell

realestateshows.com
virtual flyer sending out.

camtasia studio
software you can load and will make a movie file on anything you do on you computer.

vflyer

H2 Zoom. Portable recorder for high quality sound, voiceovers, etc. takes to listing appt to record sellers why they love the house.

FREE stuff.
batchgeocode.com
copy and past in a spreadsheet

another- geweb.net/optimap

seller - relocating to usa anywheree. we have a network of realtors
buyer- just beg to look . are you working with a realtor
realtor - can i send you my buyer to see yoru listing?..of course, for a referral fee.

script for listing appt from Christine. 
-when getting name or ph #... what do you do on purpose. spell name wrong or mis spell number....they will correct it.

- script: Price War and a Beauty Contest.
Price must be compelling, being competive is not enough.

3 categories of sellers
1-cant sell price
2-wont sell for price
3-need to sell at market price

which one are you? if you can't, I can't help you. If you wont, I won't help you and if you need to I am happy to help you.

live.com FREE!!!! get arial shot of home and can rotate.

on list serve from peter toner.. ISSUU.com. zoom into different pages, etc.

www.agencylogic.com one property address

social networking.

video through I-Movie. It was a roof top pool party. took pics and took video.
he had not sold that property...but sold anotehr because of it.
James, did superbowl party. They said churches couldn't show. he called the news channel. fox news. They were there for about 2 hours.

-Tenant Letter Campaign
find property manager, and can't sell, can refer those out to you.

-Accuzip Bulk Mail
save $100 per month to do.

-Builder Brochure
use in print and email. 7 points builders never want you to know.

walkscore.com
grocery stores, restaurants, etc... if selling in Urban area. had 98 out fof 100 in the walkstore. How convenient are you to walking to anything.
shows how close to schools, etc.
-can put a widget on site. This is on his relo page.
-if you do open houses. you see how people advertise open houses 24/7 (virtual tour)
-BETTER YET...video your seller walking through the house or use still's Seller walked through. There is no way I will remember everything he said, do you mind if I video for my buyer and he said yes.
-the new type of open house...will be us meeting them at the door and walking them through the house.

Postcards. 
if you are 2nd or 3rd realtor....shows they sold.
when the first realtor couldn't sell their home, these sellers called us. SOLD 99%, SOLD, 6 days, etc.
- only 40% of the homes listed for sale in the MLS have sold this year.
sold for XXX% of sael price or list price
-State of the Market - supply chart 
-her blue card sold most - 
Our recent lincolnshire sales.
********We sell a home every 1.9 business days...... 

phonetag. this replaces your voicemail. you can always go online, or even call in to get it. It will transcribe and text or email. unlimited for $30.
good thing....this is only 1 minute.
you can strip off the phonetag opening.

Leslie mentions about open houses:
you can do your own open house. We will advertise, drop off signs, and if I buyer comes in unrepresented, we will cut the commission in half. She called to follow up, How did it go? Seller didn't have anyone through.

***************************************

Sven: how I grew from 2M to 20M in 3 yrs

www.northofbostonrealestate.com

cert home luxury market
www.realsupportinc.com
Carrie Gable

kept hearing to get on youtube. he hired kid from school. $10/hr. Call IT coordinator to find high school kid

uses monthly market update newsletter. referral program, youtub winchester 
uses realpro systems newsletter piece.

referral - sends starbucks card after referral
client party. bounce house, face painting, etc cost $3k. One of the best events he has ever done. Worked out deal with Wine & Spirit guy to take back what they don't use.
-anywhere agent program and agent referral program card - talks about how he sells real estate across the country. 
Leslie McDonnell mailed out to 10k people. Just talked about how we screen agents. She got a call the day after the card hit. She put a ruler magnet and said...your anywhere agent.

paid abotu $500 for 5k double sided gloss cards.

meebo me (like live chat )
allows you to go online, and log in, and online chat.
if off line, it will text to phone and laptop.
FREE

He uses interactive floor plan. have pic online, see picture, and can drop stuff in. anyfloor plans is the company is charging $250 for the plan, and $60 to make it interactive.

what do in down market
aggressively market listings.
diligence wiht web leads
network with vendors for referrals.
provide press releases to local paper

pre listing packet . 90% of the market place do not send out anything ahead of time.
Presentation was created by his VA. Welcome letter has different screens.
listing contract is in there.

buyer process:
email signature created for every buyer. 
has buyer packet attached.

He does not put his buyer presentation and listing presentation on website. His presentation does not stay with them either.

His buyer questionaire kickstarts the meeting.

uses Fujitsu scan snap
folder share - free tool from microsoft.

WOW FACTOR!!!!!!!!!
He is going to give buyers a GPS. You can push addresses to it. mydash.net or go to dash.net. He can push 10 addresses to it and they can 
$20 per month. It is connected right now to internet. It has yahoo search, and can find anything.
$299 for each device.
The Dash company
dash.net
has a zillow button and can get the zillow value.
He is getting 4-5 of them.

dell vostros 400 server with 750 gig hard drive
samsung 1760 smartphone
www.accessline.com (everything goes to one number.) or you can set up to go to certain numbers.

vtech. blue tooth enabled.

it is plugged into land line but appears to be cell call
vtech LS5145 5.8 ghz digital cordless phone integrated with answr adn blue tooth.

*****************************************

Amy Stoehr
Business Consultant

Building a better business the Cyberstar Way

What do you want your financial situation to look like in 08, 09
what are your big rocks?
what is your fluff amounth?

Big Rocks + Cush = GCI needed

Asked what percentage of your business is new and repeat business

5 different ways to encourage repeat/referral business.
more handwritten notes
priority card. entitled to 7 services - fax, notary, etc.
gourmet dinner parties. invite 10 closest and invite for dinner
-rent out movie theater for client appreciaton party
-call on anniv, b-day and send flowers
-free credit report check offered every 4 months (doesn't effect their credit score)
-sponsor tables at charity events and invite your clients.
-2 FREE things:
Dinner club for wives. She doesn't pay. pick a restaurant and they all go dutch
-John, does cruise. Has title company/lender and cost 5500
-don't let the charities nickel and dime....pick one, pay up front and have it all for the whole year.
******-party for all the other realtors in the market. Leslie does at her lakehouse. cost about $800 for cater food.
-housewarming party
-just asking for referrals
-uses send out cards.
-with buffini's items of value and doing pop-by's 
sign up on Plaxo and will be notified of their b-days.

New business:
5 sources of new business
*****-small classified : "free list of foreclosure properteis" getting 4 sales per month for about $500 per month
- pen's given to restaurants to use
- target higher end luxury mkt. Mail to private hanger owners at private airports. municiple airports. Hangers are typically a 30 yr lease. find an individual there and get it.
-clients that sometimes call the listing agent. had other people call that other buyers call them. 80% look on line, then drive by. on website, flyers, etc....need to get buyers info quicker. have a anyhome hotline. and you can see that home in 15 minutes. ex: call anytime 9 to 9 and see that house, or get $500
-blogging
****-register your main phone number as a domain. use that as a name rider on your sign. register it with and without hyphens
amy mentioned...with 10-digit numbers and be sure to put the area-code on there.
-NAR relocatioin report. get top 5 area and contact agents in those areas
-talked about 800#
-put ad on TV, radio or comcast where they have real estate shows.
-banner ads on listings, etc. cost is

Mind Mapping 
use mind mapping to draw out your poan for developing new business
fast way to develop systems - if you have written and idea, and don't know how to implement

start with bubble in middle
outside circles were the first things that came to mind
the lines underneath
you just write the ideas as your mind comes up with them.
software: Mind Genius. $200-$300. There are free ones out there if you google it.

Cyberstar vision and path

people will support what they help create.
-Alan spoke about our accomplishments so far. Many are speaking at conventions. Authors looking for content
-Membership has to increase if you want to survive as an organization. need to be looking for cyberstar potentials.
-Next year's summit is already set.
-who are the vendors we want to be involved with this group.
-missing the younger, tech savvy motivated agents coming into the industry.
-internal systems...
-We have a great group to help carry this out.
- Rick Lorenz shared the acctblty partner idea. been doing that for 4-5 yrs.
If you want and acctblty partner, email to amy@changinglanesconsulting.com
-
*************************

5 Minutes of FAME

wynne:
Callwave.com
any efax will do same.
when you prepare contracts, scan and save as pdf in the folder of the property address.
sends documents to clients. they save them for year. look at her number and call her.
sends out thank you card reminding them the HUD is on the CD

Rae
3 fold brochure with things after purchase contract
checklist for them (fill in the blanks)
simple thing of putting house pic on folder

Neil
make yourself proud video
premier elements bundled with elements 6.o
computer w/blt in mic
royalty free music: www.grements.com
be careful with music...they are at work...

Sharon Simms
power squid. all kinds of plugs. great for hotel. airport share
portable scan snap
Kindle. an electronic book. without add on, holds 200 books.
now $349
doesn't backlight.
you can highlight, 

Tim Burrell
subscribe to Foreclosure Daily
some banks post on their website
****Make it EASY on the admin. They don't care about how good you are.
warn them of predatory theives.
-mentioned the upset deal. Everyone in his area has option to make better bid. not good deal.
Get to them first and convince to sell to you.
purchase on lease purchase. 
identify the ones through the publication.
1-try to get listed
2- buy it fix and or sell
3- do lease purchase. Riskier.

Brad Photo tips
go to www.kornteam.com/cyberstars to see the powerpoint that was covered at the 2008 Summit.
1- wide angle lens. Digital Vision, there are also magneticlens
2- turn your camera portrait style when taking vt pics
3- use photo shop "Actions" and record shrinking and lightening photos. Do that process in one step.

Pat Wattam:

Tim Kinzler
He built a computer lab with his association.
He is president of WCR Palm Beach County.
Tom Peter's book, Reimagine. in 17th chptr talks about influence 
Get's lot of referrals from WCR
now has opportunities for speaking engagements. Gets you 30-100 agents
technology is pretty overloading for the average person. He came up with a fun, energetic excersix
did the fun excersize with balloons, camera, artist, tourist,etc.
Gets them to interact
-gave example about Mark in condo business. Called and sang bday. was with school board, and got invited to be a part of this group.

Gena Gilbert
talked about bigger postcard, folder and cards. She uses the characters. helps because she may not look the same 
ex: Harold is 100 lbs lighter. 
it is done through the custom folders. advertisers pay for it.
cost to her is zero. They get about 4,000 per year.
*******-Ira convinced her to get a really nice camera. Nikon D40 SLR best quality photos she has ever taken. Showed the quality of the photos. camera with light is about $400. she bought the flash at $250
Has picture mate and it has a zoom feature and can enlarge up to 4 times.
comments are that all the photos are professionally hired.

Alan mentioned logo thumb drives

Brian Geuntner. 
wiselistingchoice.com
uses website to (not get) convert buyers
click on "about us" video
professional videos. 1k-3k to get them created.
this video is strictly for conversion.

Alan talked about Ira putting his listing presentation on his site. and they don't figure it out.
our websites...you are not selling the house...you are selling yourself and the neighborhood.
Ira said he won't go to the listing presentation until they go to the site. One attendee said, what if they don't want to watch it....Ira said...Duh!

John Modene
the wired REO agent
fl, 20k foreclosed houses. houses under the gavel. 
ohio there were 10k
1 in every 204 houses is foreclosed.
Case-Schiller index. it is a study that compares identical houses, same exact addresses and compare how they sell in real time. if it sold once, and find when it sold again, and build database. They can show where housing prices are going.
-down 10-15% in last few months
-in ohio, case-schiller shows -13% in detroit
- going down 1% per month
-consumer's behavior's change when they lose 1% per month.
That is like losing 13% in housing stock.
-commercial bubble has happened in Toledo. They are making no more commercial loans.
be watching for a commercial foreclosure division. Specializing in commercial foreclosures.
-who is going to make loans to buyers?
-what happens if there is no more Fannie Mae?
-he calls the 100% LTV pre-foreclosure loans. If he doesn't help them... they will just go somewhere else.
**********-Start with BPO's -YOU should not do bpo's...hire it out....
These lead to listings
join join join...reomac, reo
staff it out
make thier job easy. 
Always tell the TRUTH! Never never lie...always tell the truth. If you lie or hide the truth, you will lose the acct.
Hire an REO manager

****sign up for all of these:
reoconnection
reomac
reobrokers
apply to fannie mae 
apply to be local va broker
reonetwork
reosource
reotrans
nrba
selectreo
ocwen
olympusasset
reo

value doesn't matter, pay doesn't matter, just do it...it leads to HUGE inventory.
great thing, you don't have to do cma's, presentations, etc....just list and go.
doing virtual tours, color brochures, 800# etc for all these.

property management is mostly farmed out to national companies.
tips on getting first position. DO THE BPO's ....do them for free if you have to. it is the open door.
there are soooooo many reo's coming through, and so many different

********with commercial repo, take your flip to every listing and send to asset manager and send. BLOWS them away.

service companies are doing everything. You won't need a huge bankroll.

I hope you are having one of your best years EVER!

                                                          Sincerely,
                                                          Brad Korn
                                                         The Korn Team
                                                          Serving Greater KansasCity & Lincoln NE
                                                           www.kornteam.com
                                                          (816) 224-KORN (5676)