This started out as a comment on another post, but I wouldn't mind thoughts from others and didn't want to hijack another brokers post.

We are working on growing our office, so I have given a lot of thought to how different compensation and growth models will work.  I'd love some input here.

The first thing I did was affiliate with United Country Real Estate so I could offer the agents more "tools" than I could as an independent.  I can't tell you how many different things there are.  I couldn't possibly use all of them, but have picked a few key management tools that work for me and have implemented them into the business.  Short run postcards through the Intranet system for example.  I can order as many as I want or just one.

Another great part of the affiliation is that our office is getting leads every day from "national" and they are passed out to our guys in order.  Every participating agent gets a lead as that agent comes to the top of the rotation.  In just a few weeks, we have buyer and seller client leads throughout Ohio.  Of course, there are leads coming in from our local company websites too.

Next I established a currently unofficial program that I am trying to firm up.  There is tiered compensation and everyone gets an opportunity to work on what they do best.  First, there is a percentage for the company of course, then the agents can decide how they want to work; as a finder, deal closer or field operations person.

One guy, for example, only passes off leads and takes a percentage.  One likes to work the listing or buyer, but isn't great at prospecting.  These two work a lot of projects together, but are not a team, per se.  It is also not uncommon for one of our agents to ask me to take his lead, do the research and the proposal for him and close the listing.  He then works the listing.  On our real estate auction transactions, I generate most of the leads and close the seller, then have an agent that manages all of the buyer calls and shows the property.  In addition, we have established relationships with some of the large national commercial brokerages to pass information and leads up and down.  Every action has a stated percentage related to it.

December is the time when we take a look at what is going to happen in the new year, so these thoughts are starting to come out.  Thoughts and comments are appreciated. 

R

From: Dan Duffy
Sent: Monday, November 02, 2009 3:27 PM
To: Tom Coolidge
Subject: United Country Sets All Time New Records for Web Traffic in October and September

Entire United Country Family -

I wanted to share some news that you can utilize in your local efforts to secure listings and recruit the best agents...

As most of you know, earlier this year, United Country deployed a number of advanced SEO strategies (that will remain confidential to the outside market) that have dramatically increased our "footprint" on the web.  These efforts are now fully implemented and are driving record results. 

We (all of us) set new, all time record performance benchmarks for web site traffic with new records in visitors for the months of September and October...even exceeding traffic results achieved at the peak of the market for those months.

Our traffic for the full portfolio of UC Home Office web sites is nearing 3 million visitors a month and more importantly 125 MILLION page views and 300 MILLION hits. 

Our strategy is resulting in a more targeted and localized traffic with more visitors, page views and hits coming on the localized and property type web sites.   Our primary home page is also seeing strong performance with just under a million visitors to that site alone (we are pushing visitors to the local web sites so this number intentionally will be flat for the foreseeable future).

We are posting updated web traffic collateral for your use locally on the web site with a new format to capture the full view into our traffic.

WE ARE THE NUMBER ONE WEB SITE FOR NON-URBAN REAL ESTATE IN NORTH AMERICA!  Others claim it but in their defense, they are not aware of all of our nearly 1,000 sites and the traffic those sites drive.  Either way, we are not in the pay to play lead aggregation business.  We do all of this for no additional fee as part of your affiliation with UC.  Only UC Offices, Agents and Clients can access the UC portfolio of sites.  This is competitive advantage for you.  

Dan Duffy

Chief Executive Officer

United Country Real Estate

www.unitedcountry.com

After affiliating with United Country Auction Services we are looking to hire and expand our Central Ohio business by seeking an auctioneer, auctioneer apprentice or bird dog that wants to get in on the ground floor.  Our office is located in the Polaris Area of Columbus Ohio.  We currently conduct Real Estate Auctions and Online Commercial Asset Auctions primarily for lenders and the courts. 

There are a couple of opportunities available:

Online Equipment Auctions:  We have set up a working infrastructure that has taken our live business to an Online Only Format and need motivated individuals to assist with business prospecting as well as field operations.  Compensation is commission based and tiered by specific action undertaken; lead, booking the transaction and field operations.  Percentages assigned to each action are based on experience and if you are bringing in a book of business.

Real Estate Auction Bird Dog:  Our office conducts real estate auctions for banks, law firms and the courts and we are seeking to grow.  This position allows the individual the flexibility to do what they do best and place the operational aspects of the deal on someone else.  All you need to do is promote the company and obtain leads.  Book them if you want or simply pass the lead to management and move on.  This position is commission based and an Ohio Real Estate Sales License is required.  An Auctioneer License is NOT required.

Real Estate Auctioneer:  This position includes acting as a deal finder as well as closer and field operations manager.  You would be managing the seller as well as buyer calls, site inspections and assisting with day of sale activities which may include working as a ringman or calling bids.  The company will undertake all transaction marketing actions for you.  This position is commission based and requires an Ohio Real Estate Sales License as well as an Ohio Auctioneer License OR Apprentice License.

Mentoring, training, booking assistance and prospecting tools will be made available by the company.   

To find out more about United Country Auction Services, click  www.ucauctionervices.com.  To find out more about United Country Ohio Realty & Auction, OnlineAuctionUSA.com and Gryphon USA, use our main portal site at www.gryphonusa.com or call me at 614-774-4118 or email to rfk@gryphonusa.com.

Rich

Friday, October 9,

2009  Business First of Columbus - by Brian R. Ball

Gryphon Realty Advisors has joined the United Country Real Estate Inc. network in a bid to expand its auction house division and diversify into the sale of condominiums and single-family houses.

Rich Kruse, president of Gryphon USA Ltd., the brokerage’s parent, said the affiliation with the Kansas City, Mo.-based network will mean a rebranding of his firm to United Country Ohio Realty & Auction Group.

Gryphon and its affiliate Gryphon Asset Management LLC became known as marketers and receivers of distressed real estate amid an unraveled housing market and slump in commercial real estate. Its high-profile commercial assets under receivership include the Northeast Business Campus office park and Thom’s Grandview restaurant.

Kruse wants to broaden his auction business and extend his reach into the residential and commercial real estate markets for when they recover.

“It’s a big risk in this (economic) environment,” he said, “but we’ve calculated it.”

Beyond the country

United Country operates primarily in rural areas through 650 franchised offices in 42 states and in Costa Rica. It entered Ohio in 2007 through franchises in Newport and Woodsfield in eastern Ohio. Walton Realty & Auction Company LLC in Upper Sandusky joined the network in February.

United Country brokerages typically market farm land, ranches, recreational properties and homes in small towns. But the network has expanded into larger cities, including Indianapolis and Dallas, driven in part by the creation of an auction division in 2007.

About 70 United Country brokerages, including Ohio Realty & Auction, offer auction services.

“A lot of our buyers want to move out to the country,” said United Country spokeswoman Mary Carver. “But as we entered the auction industry, we found we have buyers and sellers wanting to work with affiliates located in more urban markets.”

Kruse said the auction services and networking prospects with other brokerages attracted him to United Country. He also sees the affiliation as a way to offer brokerage services in the residential and commercial real estate markets.

“On top of helping out our auction group,” Kruse said, “this creates an opportunity for growth into general brokerage ... that’s just not focused on distressed assets.”

Leveraging contacts

Business diversity has become more important as a growing field of brokerages tap into the increasing supply of distressed properties.

“Having a real estate brokerage primarily focused on distressed assets was all well and good when we were the only ones doing it,” Kruse said. “There’s going to be more of a need for residential folks and nondistressed properties.”

Kruse said he has seen “a shimmer of hope” as the housing market has begun to stabilize amid expectations of a recovery within two years. He intends to launch the residential business during that time through referrals from banks and law firms that have done business with Gryphon’s receivership practice.

 “We’ll work with our current corporate clients to jump-start that,” he said. “We’ll move on from there.”

Kruse said the slow economic recovery gives the real estate firm time to establish itself.

United Country has a commercial referral agreement with Colliers International Property Consultants Inc., but Kruse said he expects Ohio Realty & Auction eventually to expand more into the marketing of sound properties valued at $750,000 to $3 million.

“There’s this middle market where you don’t have a lot of people playing that’s too small for the larger brokerages and too big for the smaller brokerages,” he said. “It’s probably an area where we can continue to work on growing the commercial side.”

Realtor Appreciation Night Introducing United Country Ohio Realty & Auction

Sponsored by: Donerick's Pub, First American Title & United Country Ohio Realty & Auction Group

When:  Wednesday, October 21, 2009

Time:   5:30 - 7:30 PM

Where: Donerick's Pub - 6711 Dublin Center Dr., Dublin, OH 43017

Attention Realtors, Agents & Brokers - Please join in welcoming United Country Realty & Auction Group to the Central Ohio real estate community.  Meet old friends and introduce yourself to new ones. 

Appetizers and Complimentary Drink Tickets will be provided for all Ohio agents and brokers who present a  brokerage business card or ID.

Question: Why Join Us?

Today's Answer: Business Partner Discount - Proxibid

Proxibid typically charges $375 hosting fee to broadcast auctions over the internet.  Our auctioneers pay no host fee for real estate auctions and a $50 hosting fee on personal property auctions. 

Every little discount helps.  Give me a call with questions.  614-885-0020 x 17

It must b the economy, but I am getting an increased amount of calls from agents, lenders and property owners wanting to discuss the option of offering their property at auction. 

If you are planning on calling an auctioneer to discuss a project, below is a quick checklist of items that auctioneer may want to have going quickly.

Commercial Property Auction Pre-Qualification Checklist

Today's Date:                                                                      

Project/Property Name:                   

Project/Property Location:            

Ownership Type (Fee Owner, Debtor in Possession, Lender, Etc.):       

Owners Motivation for Selling:      

Please attach any existing marketing material to this form.

•1.       Property Description:

•a.       Type of property:      

•b.       Property description (use additional sheet if needed):        

•c.       Number of units:      

•d.       Owner or Tenant occupied:      

•e.       Percent currently occupied or vacant:      

•f.         Number of tenants (if applicable):      

•g.       Current lease terms (if applicable):      

•h.       Current debt amount on property:      

•i.         How long has seller owned property:      

•2.       Listing History & Pricing Information:

•a.       Has property been previously listed:      

•b.       How long has property been listed:      

•c.       Current list price:      

•d.       Original list price:      

•e.       Days on the market:      

•f.         Date of latest appraisal:      

•g.       Value of latest appraisal:      

•h.       Number & value of offers to date:      

•3.       Income & Expense Information:

•a.       Annual property taxes:      

•b.       Annual insurance costs:      

•c.       Annual estimated maintenance costs:      

•d.       Gross annual income:      

•e.       Estimated NOI:      

•4.       Seller & Auction Related Questions:

•a.       Has seller ever had an auction:      

•b.       If Yes, what was outcome:      

•c.       How is seller positioned financially:      

•d.       Seller motivation level to sell property (must sell, need to sell, etc):        

•e.       Is seller open to an "Absolute" auction:      

•f.         Sellers ability to pay "upfront marketing funds":      

•g.       Current commercial sales activity in the area:      

•h.       Type of property surrounding the subject property:      

•i.         Amount of vacancy in surrounding properties:      

•j.         Owner financing available (yes or no):      

This morning I was going through the mail and saw the new In Contract magazine that comes to the brokerage.  The first thing I usually do is look at the upcoming educational courses for things I want to attend or to suggest to my agents.

Next month an agent and attorney are holding a 3 hour CE on the Realtor - Auctioneer relationship.  Great.  Agents and auctioneer working together is a good thing and the more the agents know about the process, the more comfortable their buyers will be when they bid.

One of the main questions I get at our auctions from agents is how they are going to get paid when they represent a buyer.  While I'd prefer this question were a little farther down on their list, it is a great question.  The process can differ depending on the auctioneer, but the general principals are the same as in a traditional transaction.  For the most part, all an agent needs to do is fully represent their buyers interests throughout the process by actively participating in the four main steps.

Pre-Registration (aka establishing the agency relationship) - Some auctioneers require an agent to pre-register the buyer on the auctioneers registration form.

Attending the Preview (aka showing the property) - Most properties are available for preview or inspection.  More times than not, this is where the prospective buyer will get a copy of the terms and conditions and start to ask questions.  Auctioneers are generally an exclusive agent of the seller, therefore can't represent the interest of the buyer.  It is very important for the agent to be involved at this point.

Attend the Auction (aka preparing the offer) - Counseling the buyer at the time of purchase, explaining the process and contract are an extremely important parts of the buyer agents responsibility. 

Attend the Closing (aka attending the closing) - In the final part of the process, the buyer may still have questions.

Please feel free to contact me with any questions you may have about the auction process at 614-885-0020 x 17.

Rich

Richard F. Kruse is the President of Columbus, Ohio based Gryphon USA, Ltd. (www.gryphonusa.com)  The Gryphon Organization includes Gryphon Asset Management providing receivership and consulting services in the distressed marketplace, United Country Ohio Realty & Auction Group (www.ucohiorealty.com & www.ucohioauctions.com) providing real estate brokerage and auction services throughout Ohio and OnlineAuctionUSA.com (www.onlineauctionusa.com) providing commercial asset liquidations from the Midwest to East Coast.