Christopher's Blog

First Time Buyers

Christopher Hallmark (The People's Home Mortgage Corp.) — Sat, 22 Nov 2008 11:39:13 -0600

Did anyone else notice that a vast majority of first time home buyers disappeared after 2003? I personally noticed that many of them claimed that after 2003, they just couldn't afford housing here in NJ. I'm talking about those young people ages 23-29.

So, I guess what was on my mind quickly, was that the upside to this market correction, is that first-time buyers may actually have a screaming chance at getting a home this time around. I feel as though they are gering up for the fallen prices, and that this Spring may be slightly better than the past two years.

God, I can't wait for CNN to come out with that one report that says "Housing went up .5% this month"!

Pricing the Unrealistic, Stubborn Seller

Christopher Hallmark (The People's Home Mortgage Corp.) — Sat, 22 Nov 2008 07:34:01 -0600

Getting a seller to drop the price to market value is all about whether it is worth the price.

First, you have to understand that price is the main adjustment to days on market and success. Also you must know that any deficiencies in a property are greatly magnified in a tough market. Therefore, the deduction you might take on a busy street property may be tripled in a tough market because the higher inventory number may mean that the property may never be shown unless the property is a very good value.

Second, you can never stop asking for a price reduction or a value enhancement if that is what it takes to achieve the seller's goals.

Third, you must remember that you can not get a price reduction unless you get the listing.

Fourth, you can take an overpriced listing if the seller has a real reason to sell.

Fifth, you must really know why the seller is selling.

You can find out why the seller is selling by asking: Why are you selling? Why is that important? What would happen if that did not happen? Sorry I am asking so many questions but you are competing against bank owned, foreclosed properties and I want to make sure that the value of a sale will exceed the lower prices that your neighbors are accepting.

Once you have an exact idea of core motivation, you bring it up all the time to remind the seller of the prize.

Remember, if the WHY is great enough and the seller really needs to sell, the HOW of pricing will be a lot easier.

Create Buyer and Seller workbooks that sell YOU!

Christopher Hallmark (The People's Home Mortgage Corp.) — Fri, 21 Nov 2008 16:33:57 -0600

Save time and make money by letting strategically designed marketing materials sell you and your services in your absence!

In this program, top-producing Kansas City agent Char MacCallum reveals how her comprehensive buyer and seller books increase efficiency, keep you in the mind of the customer, and free you up to focus on the profit-producing tasks of your business.

I have copies of these workbooks that I can share if you have an interest. They are super duper for promoting the most important sales person...YOU!

Create Your Rich Future in 12 Steps!

Christopher Hallmark (The People's Home Mortgage Corp.) — Fri, 21 Nov 2008 16:30:52 -0600

Staying on top of the latest technology is essential in any business. It's no different for real estate agents, who now have the opportunity to expand their client base and enrich their communications through Internet resources. Unfortunately, most of today's agents are not as technologically advanced and Internet-savvy as the modern consumer. In Terri Murphy's program she will explain, in 12 steps, how to get your business online and start reaping the benefits.

Bill Gates said it best: "If you're not online, you're out of business"

Please contact me if you'd like to hear more about how this program works.

challmark@peopleshomemortgagecorp.com

Qualify Your Prospects BEFORE They Call!

Christopher Hallmark (The People's Home Mortgage Corp.) — Wed, 19 Nov 2008 12:18:25 -0600

Are your advertising dollars really working for you? Can you track the results you get from money spent on marketing? Are your results immediate? If those questions have ever crossed your mind, it's time to think about direct-response marketing. In this program, Don Hobbs will explain how implementing direct-response programs, along with a consistent image-building campaign, can gain you instant and trackable results to build your business.

I see sales people wasting money on ineffective marketing tactics all the time. Getting cught up in that drains you faster than anything else. To learn about getting way more bang for the buck, please contact me:

challmark@peopleshomemortgagecorp.com

Four Tips for Turning Prospects into Homeowners

Christopher Hallmark (The People's Home Mortgage Corp.) — Wed, 19 Nov 2008 06:54:20 -0600

In this program, Shon Kokoszka will share four of his most successful techniques for getting a buyer's business. You will learn about:

Easy video presentations that land upper-end buyers.
Pagers that delight clients and generate referrals for only $8.
Eliminating buyers' remorse with timely photographs.
Open House guest passes.

Shon really takes a lot of the pain out of working with buyers. Please contact me for more informaiton.

challmark@peopleshomemortgagecorp.com

Embrace the 1st Time Homebuyer.

Christopher Hallmark (The People's Home Mortgage Corp.) — Wed, 19 Nov 2008 06:50:41 -0600

While first-time homebuyers may lack the polish of their more seasoned home buying and selling counterparts, one thing is for sure: they will never cease to exist. As long as new homes are being built and families continue to have children, working with the first-time homebuyer will remain a powerful niche market. Judy Johns believes that with the right preparation and the proper management of expectations, you can make a powerful first impression on first-time homebuyers, hopefully turning them into lifelong clients. Contact me about this transcript and learn:

The noteworthy financial benefits of working within this particular niche.
Why this can be one of the most rewarding and fulfilling niches in the industry.
How to train first-time homebuyers to properly analyze prospective homes and help them to minimize negative reactions down the road.
The process by which first-time homebuyers make a decision to buy a home.

The market has never been better than today for first time homebuyers. These are the buyers that can save our butts in this new economy.

challmark@peopleshomemortgagecorp.com

VIP Buyer and Seller System

Christopher Hallmark (The People's Home Mortgage Corp.) — Tue, 18 Nov 2008 20:52:23 -0600

Looking to secure more listings and out-service your competition? Added value services is exactly the ticket, and Allan Asplin has created a unique method in which to do just that. Listen in as Allan Asplin from Manitoba, Canada takes us through the exact steps needed to create and execute a VIP Home Buyer and Seller program, guaranteed to set you a step above the competition. You'll learn:

The unique features offered by the VIP Buyer and Seller Programs that garner your customers' loyalty
Specific marketing copy to run advertising your new program
The low-cost, high-return results of this program

Adding value is the best way to beat the competition, everyone knows that. But exactly HOW do you do it? Allan tells in in this lesson.

challmark@peopleshomemortgagecorp.com

A Fail-Safe FSBO program! Make Money from EVERY FSBO!

Christopher Hallmark (The People's Home Mortgage Corp.) — Tue, 18 Nov 2008 20:45:55 -0600

New Real Estate Mentor Wayne Cochrane explains his foolproof FSBO lead-generating machine. An agent can generate a lead in a virtually endless variety of ways, but how many of them can: 1) convince FSBO's to create leads for you, and 2) have the FSBO pay you to do it! Wayne Cochrane has created a program that generates dozens and dozens of leads on every single FSBO who decides to use his help. With minimal effort on his part, he receives more leads in a given week than most agents see in 6 months. Check out this week's new success module and learn:

· How to persuade FSBO's to sign a contract with you through benefit-based marketing.

· How to get your FSBO to generate 100's of leads for you, and pay YOU to do it!

· How to use a call capture system to maximize the number of leads you generate for each FSBO.

• How to derive high commissions from FSBO's with minimal effort on your part.

FSBO's are like the forbidden fruit for Realtors. There are so many goofy programs out there, but this is one of the few that actually gets results

challmark@peopleshomemortgagecorp.com

Low-Tech Sales in a High Tech Market...

Christopher Hallmark (The People's Home Mortgage Corp.) — Tue, 18 Nov 2008 20:39:40 -0600

No, Keagle's market isn't Northern California's cutting edge Silicon Valley or downtown metropolitan Seattle, but another location that eventually passes its technology off to hi-tech powerhouses like the Apple's, Hewlett Packard's or Sony's of the world. While those companies sell primarily to the retail market, Keagle - who admittedly has no real interest in or passion for electronics - canvasses a niche market in her hometown that practically eats and breathes technological sophistication. As the nation's #1 ERA agent in 2007 for annual number of homes sold, last year Eva closed 270 transactions selling homes to the likes of NASA engineers and Brigadier Generals. If you aren't a technology wizard, this lesson is meant just for you! Tune in and learn:

How to effectively sell homes to a tech-savvy clientele without getting lost in the gadgetry.
What makes the geek mind tick, and how you can appeal to that personality.
The supportive team structure required to free you up to properly invest in each prospect.
A persuasive communication secret that will give you the edge in every client conversation.

Many agents are still intimidated by technology, which needs to change immediately. However, you can "fudge" your tech knowledge just enough to get by. Please contact me for this report on how one low-tech agent gained the dominant market share of tech geeks.

challmark@peopleshomemortgagecorp.com

Scripts to Set the Price Right from the Start!

Christopher Hallmark (The People's Home Mortgage Corp.) — Tue, 18 Nov 2008 20:35:03 -0600

Frank Russo, a 25 year veteran RE/MAX Hall of Famer based in Arizona, addresses a timely topic this week; Pricing the Home to Sell. Given that most areas of the country are softening in terms of pricing, on-market times are steadily increasing as many potential sellers decide to wait it out, it's more critical than ever that the listings you do have sell quickly, and to do that you have to first get to the right price. More to the point, you have to get your client to the right price. Frank Russo has perfected the art of explaining pricing to the customer in a matter-of-fact and knowledgeable manner; and this week he shares his valuable dialogues and suggestions for getting even the most stubborn clients to listen to what the reality of their home-selling situation is.

Look, sellers are still in fantasy-land about where the market is. There is no time to service overpriced listings anymore. To learn how to get control of your sellers, please contact me at challmark@peopleshomemortgagecorp.com

Dealing with Listing and Purchase Contracts

Christopher Hallmark (The People's Home Mortgage Corp.) — Tue, 18 Nov 2008 20:31:50 -0600

Fresh on the heels of his last lesson about managing your contacts, real estate coach and business expert Allen Wright returns one last time to tie up 2008 neatly, as he explains how to manage the myriad of details associated with processing Listing and Purchasing contracts. You'll learn:

How to organize the tasks associated with intiating and processing a contract
What the different parts of the contracts mean and why they're important
How to make sure none of the details fall through the cracks

Allen Wright is the authoritative leader on business planning for real estate agents and brokers. Known as "Mr. Business Planning", Allen's articles have been published in major newspaper and magazines and he is a highly sought after speaker and trainer. Agents walk away from his presentations with a newfound knowledge of how essential a business plan is, and how quickly they can implement one that meets their goals.

Like it or not, we are in a brand new economy. A new business plan is what EVERY agent will need. For more info on business planning, please contact me at challmark@peopleshomemortgagecorp.com

Rocking Real Estate Presentations

Christopher Hallmark (The People's Home Mortgage Corp.) — Tue, 18 Nov 2008 12:29:14 -0600

As 2008 dawns full of opportunity, smart agents are re-evaluating their skill sets and focusing on areas that may be in need of improvement. Veteran industry heavyweight Jim Remley, author of 'Make Millions Selling Real Estate', weighs in with crucial information on how to analyze and sharpen your skills to deliver powerful presentations in today's competitve market, enabling you to win those valuable listings.

Tune in and learn:

How to uncover and understand your client needs
How to tailor your presentation to the individual client
How to prepare a presentation
Assembling presentation aids

There has never been a better time to improve your listing presentation. There is still soooo much value in a listing. To obtain this free guide, please contact me directly:

challmark@peopleshomemortgagecorp.com

Making a Business Decision in a Minute..

Christopher Hallmark (The People's Home Mortgage Corp.) — Tue, 18 Nov 2008 12:24:47 -0600

What if you could face tough business decisions with ease and confidence, with no trace of the angst and uncertainty that usually accompanies the task - how would that skill change your career? Your life?

Master educator Philip Schoewe joins us for a thought-provoking and engrossing interview on the topic of tackling tough business decisions, and coming out the other side unscathed. He'll reveal:

The one important thing agents need to know to immediately begin making more effective decisions
The hidden meanings behind everyday words that, when discovered, can blow the roof off your perception of standard decision-making
The two ways in which a successful closing becomes possible
The Professional Processing Method and how it can revolutionize your career

Uncertainty is everywhere these days. If you are shaky in a crazy market, you will likely not last. I have this training program available to you if you are interested.

challmark@peopleshomemortgagecorp.com

Use the Law of Attraction to Land More Clients!

Christopher Hallmark (The People's Home Mortgage Corp.) — Mon, 17 Nov 2008 17:56:34 -0600

Dr. Maya Bailey combines 20 years of experience as a psychologist and 12 as a business coach with her expertise in the Law of Attraction to help agents and brokers harness the power of this universal rule available to everyone. In this lesson she outlines specific challenges agents may face when attempting to implement the principles in their own lives, explains common self-limiting beliefs and how to transform them, and reveals one of the best techniques to completely wipe out negative thoughts.

The biggest challenge in manifesting what you want
The 7 mistakes most agents make in trying to use the Law of Attraction
A 5-step formula for implementing the Law of Attraction

You need to master the art of attracting and influencing people if you want to make the most out of your career. For the complete rundown on how this works, please contact me at the email address below:

challmark@peopleshomemortgagecorp.com

2-Cent Newspaper Advertising!

Christopher Hallmark (The People's Home Mortgage Corp.) — Mon, 17 Nov 2008 17:52:07 -0600

After relying for years on expensive direct-mail pieces and postcards, Nate Martinez now does most of his advertising in three free community newspapers. In this program, Nate will discuss the cost of direct mail vs. community newspapers, the use of ads in listing presentations, and key elements to include in the advertisement.

Learn how community news ads save a TON over traditional print advertising
Exactly how to write up your ad for maximum responses
How to get people to come to YOU, rather than you going to THEM (warm leads vs. cold leads)

Prices have stopped many an agent from utilizing print advertising. (along with really crappy ads ;) )

This transcript will show you how to publish EFFECTIVE newspaper ads for cheaper than dirt.

challmark@peopleshomemortgagecorp.com

Find Your Niche and Survive a Bad Market!

Christopher Hallmark (The People's Home Mortgage Corp.) — Mon, 17 Nov 2008 12:32:08 -0600

With a solid 27 years in the real estate industry, Stuart Sutton has seen his fair share of marketing ideas and business plans in the real estate industry. A veteran of many down markets, Sutton is keenly aware of the need to adapt and be resourceful in challenging times. One of his most successful ventures in recent months was the creation of a brand new niche for himself, one which he researched thoroughly prior to deciding upon, and is now reaping the rewards of being the only agent successfully marketing in that particular space in his area. Listen in to this week's call as Stuart explains how you can do the same.

He'll describe:

How to begin thinking about niches in your market that might not be serviced properly
A simple but effective plan for establishing yourself in your new niche
Key marketing techniques that have clients literally knocking on your door

A must read for anyone who is just stumbling around in the dark, wondering where that next piece of business is going to come from.

challmark@peopleshomemortgagecorp.com

Step Outside the Box then Smash it!

Christopher Hallmark (The People's Home Mortgage Corp.) — Mon, 17 Nov 2008 12:27:16 -0600

Though he's hardly been in the industry for just over two years, you'd never know it from looking at Brian Copeland's career. From 36 transactions in six months to Rookie of the Year, to one of RISMedia's Realtors on the Rise, Brian has risen through the ranks of the real estate industry to become a minor celebrity, now appearing regularly on shows such as TLC's House Hunters and Good Buy/Bad Buy. How he accomplished so much in such a short time is easy to see when you examine the innovative, creative and fun techniques he employs to sell homes. In this call he shares some of the ideas that have led to his fulfilling career.

He'll describe:

An often overlooked but incredible way to connect with your clients
How the most effective way to sell is not to sell the home
Breaking the boundaries with video

The average time a new agent spends in this business is about 4 months. This man crushed the more experienced competition in less time than that. To learn more, please contact me.

challmark@peopleshomemortgagecorp.com

The Perfect Database Management!

Christopher Hallmark (The People's Home Mortgage Corp.) — Mon, 17 Nov 2008 10:44:42 -0600

Having trouble managing your client contact? We all know it's a crucial skill that ensures our future business; but even some top top real estate mentors can relate a story where they failed to follow up with a client and lost a future transaction as a result. The best way to prevent this mistake is to be proactive with your follow-up plan, and that means taking some time to think about who you want to contact, how often, and in what fashion.

Allen Wright of CreateAPlan lends his organizational expertise once again in this informative call focusing on the daily, weekly, and monthly tasks that enable you to
stay in regular communication with your clients. Tune in and learn:

The latest, most effective technology to facilitate your communications
How to categorize your clients into different groups
Specific steps in how to setup your followup plan

Research shows that 10-12% of your database either needs you, or knows someone else that needs you, every year. Most Realtors mismanage their databases terribly. To get the most out of your database, please contact me and I'll send you the complete strategy for free.

challmark@peopleshomemortgagecorp.com

Generational Selling:The Untapped Niche!

Christopher Hallmark (The People's Home Mortgage Corp.) — Mon, 17 Nov 2008 10:35:24 -0600

Industry circles are always abuzz with watchwords, and sometimes even more so in shifting markets as industry players scramble to adapt and embrace new ways of doing business in a highly competitive market. Lately attention has been heating up around the concept of "Generational Selling", with agents rushing to understand the unique challenges and benefits of marketing and selling to a particular generation.

We're joined by husband and wife team Lloyd and Carmen Multhauf, authors of the Generational Housing Specialist Designation, and co-authors of "Generational Housing: Myth or Mastery", as they delve into the complex idea of generational selling.

You'll learn:

Why Generational Selling is a timely topic loaded with profit potential
What a "Unique Peer Personality" is and why it should matter to you
How different generations affect housing patterns differently
How appealing to generations can secure you business for years to come

This is the ultimate method of referrals from family member to family member and so on. Please contact me if you'd like to explore this untapped niche market!

challmark@peopleshomemortgagecorp.com

Increase Success Tenfold by Building a Team!

Christopher Hallmark (The People's Home Mortgage Corp.) — Sun, 16 Nov 2008 16:40:34 -0600

The team concept can prove to be an extremely successful idea, provided that a team is lead by an agent or broker whose skills in managing personnel rival his or her passion to do so. Real Estate Mentor Nate Martinez began his career solo, but soon realized that he could, to varying degrees, replicate his own success by recruiting, mentoring and training the right people. He slowly began to add team members over the years, weeding out the bad apples and doing everything in his power to hire and reward his productive superstars - a group of highly competent and talented staff that has become the very foundation for his office's tremendous success. With the strategies outlined in this lesson, you will learn:

How to transform individual failure into greater team productivity.
How to persuade your team to work with and not for you.
Creative compensation that rewards the entire team for individual successes.
How to manage personnel changes and grow a healthy team over time.

Ever hear the old saying "there is strength in numbers"? It holds truer than ever today. If you want to get started building a team today, please contact me for this information.

challmark@peopleshomemortgagecorp.com

SEO: The Holy Grail of Your Website

Christopher Hallmark (The People's Home Mortgage Corp.) — Sun, 16 Nov 2008 15:50:32 -0600

Undoubtedly, the Internet has revolutionized communication and information flow, connecting people the world over. But let's face it - when it comes to sales, the very lifeblood of business, your website is competing against only a few billion other folks who all want the exact same thing you do: the first page. The simple fact is that people cannot visit your website unless they are: 1) aware of its existence, and 2) find it interesting enough to make a visit. Despite changing SEO parameters and strong competition, you CAN create the visibility and intrigue you need to drive enough customers to your site. In this lesson, Cathy Russell sheds some valuable light on the subject of SEO. You will learn:

Exactly why SEO has become such as vital aspect of successful website execution.
The key factors that play into achieving a high SEO ranking on major search engines.
How to fully "optimize" your site in order to increase your SEO status.
Whether or not the "Pay-Per-Click" option is for you.

When was the last time you actually generated a REAL lead from your website AND closed it? Most agents would have to say "I can't remember." Please contact me if you want your site to be more than a billboard that nobody knows is there.

challmark@peopleshomemortgagecorp.com

Smile and Dial: How to Turn Your Phone Into a Cash Register!

Christopher Hallmark (The People's Home Mortgage Corp.) — Sun, 16 Nov 2008 12:19:44 -0600

Magnetic personal charisma - one of the few common denominators present among the nation's most successful real estate agents. Get to know one, and you'll soon discover that it's more than just a "gift for gab" - it's the ability to maximize the persuasive powers of personal communication. Top producers know how to rapidly assess need and speak in an authentic, authoritative manner. Above all, they are experts at listening; accurately receiving the communication that their clients and prospects offer and understanding the nuances of personality, tone, content, and body language. However, this skill is not for a select few: it can be learned, and over time your confidence as an agent can improve to point where your charisma shines as well. Real Estate Mentor Roddy McCaskill personifies this definition of charisma, and in this Counseling Strategy he explains:

How to master the numbers game in the real estate war of attrition.
The kind of comprehensive market research that will allow you to edge out competition nearly every time.
How partnerships and promotions with local businesses can consistently augment and improve your marketing efforts.
A situational method for working with each and every valued client.

Do you want to be an animal on the phone? This transcript will tell you exactly how to do it. Too many agents are afraid to pick up the phone the old fashioned way and dial. This shows you how to rehash an old niche.

challmark@peopleshomemortgagecorp.com

Selling Homes "Sight Unseen"!

Christopher Hallmark (The People's Home Mortgage Corp.) — Sat, 15 Nov 2008 15:49:47 -0600

Some customers are looking for an in-depth purchase or sale experience. They want to take as much ownership as possible, learn as much as they can, and are constantly looking over their agent's shoulder, trying to offer their own two cents. Other customers, of course, want as little contact as possible with the entire process. They are looking for a highly-skilled, turnkey real estate professional who can handle the entire transaction with minimal intervention on their part, so that they can focus on other higher priorities. Linda DeVlieg is the agent for these individuals - having sold millions of dollars of homes via email, IM, and her trusty Tablet PC. Check out this strategy and learn how to:

Optimize your website to accomplish 90% of your business through it.
Attract clientele who want a turnkey sales or purchase process.
Conduct home inspections sufficiently via picture phone.
Take complete advantage of the fully mobile office.

This is truly the home sales technique of the future. Sell homes in virtually zero time! Linda tells how to attract the type of clients that are willing to work with you this way.

challmark@peopleshomemortgagecorp.com

Close 90% of Your Deals in the First 5 Minutes!

Christopher Hallmark (The People's Home Mortgage Corp.) — Sat, 15 Nov 2008 15:32:35 -0600

Wouldn't it be nice to know that you've already locked in the listing before you even meet your prospective sellers? While no one can secure 100% of potential candidates, by mastering a few crucial techniques, you can dramatically increase your chances. How? It's all based on how well you prepare your prospects to become your clients. When prompted, most sellers admit that they already knew whether or not they were going to consider hiring an agent within the first 5 minutes. The compelling point: MAKE SURE you are on the positive end of that decision, and fast! Tune in to this new strategy and learn:

The ‘Rule of Reciprocity' - one of the most powerful unwritten laws in our society. Do you use it properly?
The ‘Rule of Consensus' - make your prospects feel more inclined to choose you IF you use it to your benefit.
What your prospects want and need immediately, enabling you to solve their problems fast, and consequently secure their business.
How you can build solid trust with your prospects in first five minutes of your meeting - the single most important goal for any initial presentation.

I don't care where the market is at...listings are still the name of the game. If you want to be a true "elephant agent", you need to learn how to get more inventory...PERIOD! The best way to get buyers...GET MORE LISTINGS!

challmark@peopleshomemortgagecorp.com