Making an Immediate First Impression - How One Broker Achieves ‘Stellar’ Growth

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By Kayla O’Brien

RISMEDIA, July 15, 2008-Daren Sautter is always ready for a new client. In fact, one of his secrets to making timely contact is keeping his marketing materials in his car-at all times. Whether he’s at the grocery store or in the office, Sautter is literally always equipped to win over prospective buyers and sellers. Thanks to Realty Tools’ ToolkitCMA, whether it’s a generic or completely customized presentation, Sautter says it creates the opportunity for not only himself but his team to stand apart as agents fully equipped to take on new clients.

“It’s a fantastic outline, so you don’t miss anything,” says Sautter, a broker associate with Prudential Fox & Roach in Cherry Hill, New Jersey. “From the moment my company introduced it to us, I hooked onto it and it has made prospecting easier and professional-saving us a tremendous amount of time.”

Completely Web-based, ToolkitCMA enables real estate professionals from any Internet-connected PC at any time of day, to quickly and easily produce proposals, presentations with picture CMAs, and property flyers for all listing and selling occasions. What’s more, ToolkitCMA’s MLS interface automatically merges downloaded property data and pictures into CMA documents with mapping, streamlining content for the presentations.

“We use it for our listing, buyer and expired listing presentations primarily. But we also use it for flyers and other elements on an everyday basis,” says Sautter. “ToolkitCMA makes them much more professional and more in depth, but most importantly, it saves a tremendous amount of time. The thoroughness is a complete asset to our production.”

Having used the ToolkitCMA for over five years now, Sautter attributes it to the stellar growth he’s accomplished over that time.

“It’s just about increased our expired listings ratio by 25 percent and our FSBO ratio by 35 percent,” he says.

In today’s market, expired listings offer a unique opportunity for agents. According to Sautter, they offer the difference between what a professional real estate agent can provide versus someone who solely posts a listing to the MLS. Using the tools provided by Realty Tools, Sautter’s secretary is able to personalize expired listings to create an effective marketing presentation package to capture this audience.

“Our expired listing presentations show what we offer as a company and what we will do for our clients personally,” says Sautter. “It’s an overall analysis and it really captures our prospects. It shows the difference and all that’s entailed in listing someone’s house.”

To simplify the process even further, agents also have the ability to personalize their presentations with their contact information, picture, résumé, references and company information-all of which are automatically merged with presentation documents to simplify the process.

“ToolkitCMA provides a good outline that I can elaborate on and use to customize my personal presentation,” says Sautter. “Prior to having ToolkitCMA, I used to change my presentation on a weekly basis, but now the presentation and flyers are saved so I don’t have to reproduce a new one each time. It saves time and it’s already set up so you know during your presentation that you haven’t missed anything.”

Moving forward, Sautter says he intends to continue using the ToolkitCMA to help set himself apart from local competition.

“It’s such a professional presentation that once you print it out, it looks like you’ve spent so much time doing so much work when it’s a matter of typing in the client’s information,” he says. “Really, just 15 minutes, and once you have a presentation set up, you know exactly what’s inside.”

For more information, please visit www.toolkitcma.com.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

To read more real estate best practices by industry professionals, see:

• How to Reopen the Lines of Communication  
  How to Never Do an Open House Again  
  6 Ways to Prospect Fearlessly

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