BROKERSBANTER

C O L D W E L L B A N K E R D A N F O R T H

JAN/FEB 2015 ISSUE# 1

CBDANFORTH.COMINFO@CBDANFORTH.COM

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TOP PRODUCERS10

SAFETY FIRST12

COLDWELL BANKER DANFORTH IN THE COMMUNITY

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03 UPCOMING EVENTS

03 TOP PRODUCER

04 LONE WOLF

05 BUSINESS PLANNING RECAP

06 BROKER ANNIVERSARIES

06 NEW BROKERS

07 CBD AWARDS BANQUET

08 MARKET TRENDS.

10 SAFETY FIRST

11 COLDWELL BANKER DANFORTH NATIONAL REPUTATION VIDEO SERIES

12 COLDWELL BANKER DANFORTH IN THE COMMUNITY

14 GOOD THOUGHTS WITH ROGER SAVY

15 ESCROW

16 NOT IN OUR HOUSE!

CONTENTS

12 | CBD IN THE COMMUNITY

2015 is going to be a great year for real estate. CBD is rolling out a whole new intranet platform to help your busi-ness grow and run even more smoothly this year and for years to come.

Big changes are coming this month and I encourage you to get trained ASAP so you can take advantage of everything we are upgrading.

As you are implementing your plan for 2015, we want to be

HAPPY NEW YEAR!

DAVE DANFORTHPresident at Coldwell Banker,

Danforth & Associates

perfectly clear…we are here for you and your business!

(P.S. I’m really excited about this new format for our newsletter…please give us your feedback.)

DAVE’S DESK

3COLDWELL BANKER DANFORTH | BROKER’S BANTER | JAN/FEB 2015

CB DANFORTH IN THE COMMUNITY + EMERGENCY FEEDING PROGRAMMarch 21st | 9:00 am-11:00 am | Renton | To sign up, contact Valerie at VDanforth@CBDanforth.com.

VIDEOS MADE EASY PERSONAL AND LISTING VIDEOSFebruary 18th | Northgate To sign up, contact Gary at gary@garyrequa.com

MONTHLY AWARDS DECEMBER 2014

JANE KIMListing Volume | 4,485,750

JANE KIMListing Units | 5

JONI SHARRAHListing Volume | 5,000,000 KINGA MILLSSales Units | 6 KATHY AND MARK ARPETeam Listing Volume | 325,000

KATHY AND MARK ARPETeam Listing Units | 1

DAWN BOURDO AND COREY HAYSTeam Sales Volume | 2,240,000

DAWN BOURDO AND COREY HAYSTeam Sales Units | 3

CB DANFORTH ANNUAL AWARDS BANQUETFebruary 26th | 11:30-1:30 | Reserve | The Museum of Flight

QUARTERLY AWARDS 4TH QUARTER 2014

JANE KIMListing Volume | 5,971,700

LAURA PETKOVListing Units | 9

AMBER BILLSSales Volume | 12,930,115

AMBER BILLSSales Units | 13.5 BIG MIKE YOUNG AND DAVID ROSENSTEINTeam Listing Volume | 1,924,240 BIG MIKE YOUNG AND DAVID ROSENSTEINTeam Listing Units | 8 DAWN BOURDO AND COREY HAYSTeam Sales Volume | 4,980,000

JOAN EVANGER AND MARY ANNE PAPPASTeam Sales Units | 10

MONTHLY AWARDS JANUARY 2015

KATHY BECKESListing Volume | 1,689,850

AMBER BILLSListing Units | 3

CARRIE PIERCE-JOHNSONSales Volume | 3,579,000

CARRIE PIERCE-JOHNSONFOREY DUCKETTKINGA MILLSSales Units | 4

JIM BROWNJIM RICHARDSONTeam Listing Volume | 924,800

JIM BROWNJIM RICHARDSONTeam Listing Units | 2

DAVID ROSENSTEIN AND BIG MIKE YOUNGTeam Sales Volume | 419,900

DAVID ROSENSTEIN AND BIG MIKE YOUNGTeam Sales Units | 3

TOP PRODUCERS

UPCOMING EVENTS

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THIS WILL INCLUDE:

• Transaction Management (DOCSS 4.0)

UPGRADES INCLUDE:

• View files from within the system

• Email documents into system

• Client viewing portal

• Automatic reminders of missing paperwork

CRM: FULL CONTACT MANAGEMENT SYSTEM OPEN HOUSE AND BROKER OPEN FEED BACK• Automatic comments

sent to outside brokers

CLIENT FOCUSED E-NEWSLETTER (COMING IN MARCH)

CLOUD CMA (COMING IN MARCH)

LONE WOLF TRAININGInitial training will be broken up into 3 sessions; all of these sessions will be recorded and available online. And can be done, from the comfort of your own home, via Youtube.

You will be able to view and revisit these recorded sessions whenever needed.

SESSION ONE TRAINING: • CBD’s New Intranet System: Logging in, navigating and personal settings. (This session MUST be completed before taking the other two sessions)

SESSION TWO TRAINING: • DOCSS 4.0 (aka LoadingDocs): Inputting and managing your listings and pending contracts

SESSION THREE TRAINING: • CRM and Internal CBD Communication Training: Learning how to use your new contact management system and how to communicate with other CBD brokers and staff.

Watch for more information regarding the CBD Training Youube Channel.

We are adding and streamlining most of our services, including an entirely new intranet system!

HUGE BACKEND CHANGES COMING TO CBD

5COLDWELL BANKER DANFORTH | BROKER’S BANTER | JAN/FEB 2015

If you are looking for fresh ideas on how to grow your business, this tem-plate will definitely help you succeed!

The class opened with the concept that every broker should know why you do what you do. We believe that this should be a top priority for planning. We suggest that you read the book “Start with Why” by Simon Sinek. It will help you to discover your “WHY”.

Dave Danforth then talked about all of the new tools and systems that will be rolled out in the next month. Look for details on page 4 of this newsletter.

CBD’s new interactive business planning template has been made

available to everyone. So, if you didn’t attend or finish it during the class, click on the link below. We have already made some minor changes based off of your suggestions.

The plan is simple to complete. The only #’s that you need to start with are 1: how many deals did you close last year? 2: What was your average commission? (If you don’t have those numbers, you can use our brokerage averages of 7 deals and $9300 net commission for purposes of planning)

Block off 2-3 hours (yes, that’s all you need for a complete business plan!)

BUY IT NOWCHECK OUT THE NEW BUSINESS TEMPLATE

On January 28th CBD rolled out its new Business Planning template at its companywide class.

BUSINESS PLANNINGMADE EASY

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KIM MAZZUCAFrom: Keller WilliamsFederal Way

NICHOLA HENLEYBurien

TRI NGUYENBurienFive Years

STEVE SWANSONNorthgateTen Years

ALEX ECKARDTNorthgateFive Years

CHRIS OPPFELTFederal WayTen Years

MARK & KATHY ARPEFrom: WindermereNorthgate

MATT SMALLNew Broker Burien

GEORGE PAGONESBurien Five Years

CAROL ARNIMNorthgate Five Years

MEL VANNICENorthgateFive Years

RON & MICHELLE CLYBORNEFrom: WindermereNorthgate

THEODORE WRIGHTNorthgate

LARRY DEYOUNGNorthgateFive Years

CINDY FINCHNorthgateFive Years

SASHA & JULIE SHEFTSFrom: WindermereNorthgate

TARA YOUNGNorthgate

GARY BLEVINSNorthgateFive Years

NEW BROKERS

ANNIVERSARIES

PERSONAL NOTE FROM DAVEJanuary marked my 25th Year in real estate with Coldwell Banker. It truly is hard to believe it has been that long!

The great news is… I still get up every morning and look forward to going to work. We work in a dynamic industry that never lacks its challenges.

We all should feel blessed to be able to make a living helping our friends, family and the public with some of their most important decision’s and investments, which truly affect their lives.

WELCOME TO CBD!Please help us to give a warm welcome to the brokers who have recently joined the CBD team; if you recognize a name and a face, make sure you drop them a line.

JOINING IN DECEMBER AND JANUARY

JANUARY AND FEBRUARY

7COLDWELL BANKER DANFORTH | BROKER’S BANTER | JAN/FEB 2015

Broker Q&A Panel

We have invited six top producing/seasoned CBD brokers from our residential, commercial and property management divisions to share insights on how they

continue to thrive in today’s competitive real estate market.

Luncheon (11:30-2:00)

Museum opens at 10 AM; an all day pass is included with your RSVP

Thursday, February 26th 2015

CB DANFORTH BROKERS ARE TAKING SUCCESS TO GREATER HEIGHTS

Seattle’s Museum of Flight | 9404 East Marginal Way South, Seattle, WA 98108

RSVP to Support@CBDanforth.com

CBD AWARDS BANQUET

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KING COUNTY MARKET TRENDS

SEATTLE MARKET TRENDS

EASTSIDE MARKET TRENDS

SNOHOMISH MARKET TRENDS

EVERETT MARKET TRENDS

PIERCE COUNTY MARKET TRENDS

TACOMA MARKET TRENDS

SOUTH KING COUNTY MARKET TRENDS

KITSAP COUNTY MARKET TRENDS

The report back from most of our brokers was that they were very busy, especially for being in the middle of the holidays. This past December closings set an all-time record for December’s gross income earned by more than 7.3% and you bested last year’s December by 14.5%.

For January, we were just slightly off our all-time best month and the pending deals are starting to get back to a brisk pace. Every indicator and prognosticator has predicted a very strong 2015. Make sure you are staying in front of your clients and you will have a great year!

CLICK ON THE LINKS TO VIEW THE LOCAL MARKET TRENDS

2014 ended very strongly for CBD Brokers!

NWMLS NEWS RELEASE FOR JANUARY STATISTICS

2014 NWMLS ANNUAL SUMMARY

MARKET TRENDS

9COLDWELL BANKER DANFORTH | BROKER’S BANTER | JAN/FEB 2015

Our focus at CB Danforth is all on you, our extraordinary brokers. We thought now, at the start of the new year, we would refresh our mission statement and reinforce just how dedicated we are to your business!

Empowering broker success by redefining full service real estate. We are challenging the status quo by leveraging our international brand, maximizing efficiencies and passionately supporting our brokers’ entrepreneurial spirit.

HERE’S TO 2015

YOUR SUCCESS

YOUR HAPPINESS. YOUR YEAR.

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CB Danforth wants to continue prioritizing its search for ways to keep its brokers safe.  We included several articles in the Brokers Banter, last year, regarding safety and how you can run your practice safely at all times.

We understand there is a need for balance between the reality of our business in today’s market and how to put yourself in the best position not to be harmed.

CBD’S NEW 1ST CLIENT MEETING PROTOCOL:

• Always meet a client for the first time in a public place.

Tell them to make sure that they bring a picture ID.                • Here are some examples of good meeting locations: Our office, the clients office, Starbucks or some other coffee shop.

• Using your smart phone, take a photo of the clients driver’s license. If you get push back, tell them it is a CBD policy.

• During the initial meeting, send the photo to Client.ID@CBDanforth.com. Also, include the clients cell phone number in the subject line area. Let your client know you did this, and it will be saved on our secure server.

• Move forward as normal with your meeting. If for some reason you can’t meet at a public place, we highly encourage you to do the previous steps from the driveway of the home where you are meeting the client. Don’t go into an unoccupied house before getting their ID sent to the office.

This is a simple practice that we believe will eliminate most if not all people with ill intent. Most terrible things are performed by terrible people who don’t think they will ever be located and/or caught.  It certainly isn’t asking too much from your new client to provide proof of their identity… You can’t test drive a car without doing this, and your safety is way more important than any car!

SAFTEY FIRSTNew CBD Protocol for First Client Meetings

11COLDWELL BANKER DANFORTH | BROKER’S BANTER | JAN/FEB 2015

Use social media to propel your business to the top of Google results.VIDEO 3

VIDEO 4 Put the “impress” in first impression with Yelp and LinkedIn

COLDWELL BANKER NATIONAL DIGITAL REPUTATION SERIES

WATCH THE VIDEO NOW

WATCH THE VIDEO NOW

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Combined, we collected 1,480 pounds of food and enough funds to provide 2,454 meals to families in need. In addition to the funds collected during the food drive, Danforth in the Community presented a check for $2,000 to NW Harvest at our volunteer day on December 10th. These funds will provide 9,090 meals. The volunteer team that went down to the NW Harvest Warehouse packaged up 10,000 pounds of oats; the volunteer coordinator said she had

never seen a group pack that many pounds of oats – great job team. These oats will provide 7,692 meals throughout the state. So, all together, through your efforts and generosity over 30,000 meals will be provided to hungry families in Washington State. Great work everyone!!

The response was over-whelming, and the real winners are the hungry families who will be so blessed by the food and funds collected this year.

FYI… Northgate ended up collecting the most with 1,146 pounds of food!

HOLIDAY FAMILIESThis holiday season, in lieu of holiday parties, you spread true holiday spirit through your generosity by “adopting” 7 families in need. It is hard to put into words the true impact that your caring has had on these families. We would like to share some of their stories with you.

VICKI & FIONAVicki is a single mom. Her family moved here from Virginia, and then her dad left the family. Vicki and her 11 year old daughter, Fiona, currently live in low income housing in Bothell. We were able to provide them with gifts (lots of sparkle for Fiona!) as well as a gift card to help them purchase household items and food for their Christ-mas meal.

DOUG & ELLIEDoug is retired and trying to do handyman work but has an injured back. Ellie is a nurse who helps immi-grant woman (mostly East Africans) through their pregnancy and their babies first year. We were able to provide them with food for their Christmas meal as well as a gift card to help purchase household items.

THANK YOU to everyone who contributed to our 4th Annual Food Drive benefiting NW Harvest.

PHOTO ON LEFTCBD at Northwest Harvest

BELOW PHOTOHoliday gift wrapping at CBD in Burien

13COLDWELL BANKER DANFORTH | BROKER’S BANTER | JAN/FEB 2015

MEYER & DORISThis is the couple we were able to help during our volunteer project with Rebuilding Together Seattle. Meyer is an 87 year old Navy vet who cares for his wife Doris, who has dementia. We were able to deliver a com-plete pre-made Christmas dinner as well as some art supplies for Meyer, who loves to draw.

The Burien office was able to help out a family of 8. The father was paralyzed in a car accident, so his sister and her children have moved in with him and his children to help out. They all live together in a two bedroom apart-ment. The sister, who is only 30 years old, takes care of all of them on her

CBD IN THE COMMUNITY UPCOMING EVENTS:March 21st | 9:00 am-11:00 am | Renton | To sign up, contact Valerie at VDanforth@CBDanforth.com.

We will be sending a team of 15 people to the Emergency Feeding Program to help sort and pack food bags.

salary alone. We were able to provide them with food, gifts and their utility bill.

The Federal Way office adopted a family of three and several students through Communities in Schools of Federal Way. We provided gift cards for food items as well as some toys and clothes.

HOLIDAY MEAL KIT PROJECTDanforth in the Community was able to support the efforts of Meeker Middle School’s band in their annual Holiday Meal Kit Project. This program focuses on families with single moms in the Tacoma area. Each Meal Kit provides food items for the families for their holiday meals.

We were able to supply 30 Christmas storage bins which were used to place food items in as well as gingerbread houses for 80 families this year.

NEW HOPE HOMELESS SHELTERThis time of the year is especially tough on those who are homeless in our communities. The couple who runs the shelter said that they had just depleted their supply of coats and were concerned about what they would do in the coming months. We were able to supply New Hope Homeless Shelter with over 50 winter coats for men, women and children as well as much needed toiletry items, hand warmers, warm socks, laundry soap and blankets.

KIWANIS HOLIDAY TOY DRIVEThe Highline Kiwanis Club held their annual toy drive for Christmas. The toys they collect are then donated to the Burien/ Normandy Park Fire Department. Danforth in the Community was very pleased to help support their efforts. Funds were donated that were used to purchase toys for this drive.

ADDITIONAL DONATIONS MADE IN DECEMBER

Hospitality House

Emergency Feeding Program of Seattle & King County

Seattle Union Gospel Mission

Teen Feed

Food Lifeline

Operation Nightwatch

As always, it is because of your support and gener-osity that Danforth in the Community exists. You are the heart of this program. Thank you all for making 2014 such an amazing year of giving!

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To those of you who have seen the sales meeting scene in the legendary film called “Glengarry Glen Ross”, Alec Baldwin, playing a senior real estate trainer/executive on a “mercy mis-sion” from the head office, schools a group of sales people on attitude using the ABC mantra, which stands for “always be closing”, endeavored to simplify the selling process to always be asking for the business.The film, noted for its

“ALWAYS BE CLOSING” IS NO LONGER COOL?I recently read an article where Dan Pink, in his book To Sell Is Human, says that the old paradigm of “always be closing” is no longer cool.

profanities, shows how far we have come in the sales arena.

Today’s customers are discerning, distracted, over informed and fickle. Most have the attention span of a goldfish; and therefore, a more compelling approach is required to gather their at-tention and move the con-versation to a resolution.

DAN PINK SAYS THAT INSTEAD OF CONCEN-TRATING ON ALWAYS MAKING THE SALE AND GETTING SOMEONE TO SIGN ON THE DOTTED LINE, HE RECOMMENDS THE FOLLOWING:

1. Don’t use a scripted sales pitch—start a conversation instead. This does not mean scripts are not in vogue. What it does mean, however, is that practicing dialogue starters and also verbiage for overcoming push back is vital. Wrap it all up in a conversational approach and atmosphere. The words you use should be like introducing an old friend. It should flow.

2. Your central goal is to discover whether you and your potential clients are a good fit for each other.

3. Establish trust and honest communication early on in the conversation.

4. Change your basic mind-set to one where you are there to help your clients.

5. Never chase or spam your clients—set up scheduled phone and face-to-face appointments instead.

6. When the potential client offers objections, try to uncover the reason behind the objections.

7. Let clients feel that they “chose” you without being “sold” to.

When a potential client asks, “Why should I choose

you over the competition?” your first instinct might be to start defending your services, because you want to convince them to buy.

INSTEAD OF DEFENDING YOURSELF, REVIEW THE 7 SUGGESTIONS ABOVE. ASK POTENTIAL CLIENTS:

• Who is the competitor they are comparing you with?

• What are the key issues that are keeping them from doing business with you?

• Ask them about their goals and relate how you can help them achieve them.

The above approach overcomes the fear that most customers have, the fear of being “manipulated”. They would far rather be “motivated”. The calmer conversational approach laced with generosity, contribution mindset and authenticity will win the day.

From my team compris-ing of Katy, Lori. Shannon, Craig, Sophia and Jim we wish you a happy new year, and we will see you at your quarterly meeting on the 28th of this month.

GOOD THOUGHTS

W/ ROGER SAVY

ROGER SAVY+ Ambassador of Optimism+ rsavy@absoluteloans.com+ 206-372-3859

15COLDWELL BANKER DANFORTH | BROKER’S BANTER | JAN/FEB 2015

The entire team at GPS Escrow is excited about 2015…and working with you. We are looking forward to strengthening existing, and creating new relationships with CBD Brokers this year. We have the experience and commitment to make a difference in your business. Please call on us to answer questions, handle tough transactions and go the extra mile to help you attract new client relationships. 

Remember that we offer remote and after-hours signings whenever needed and possible – and at no extra charge to the client. 

We provide on-going communication that keeps you informed and the clients comfortable with the closing process. GPS Escrow is extending our promotion of offering complimentary home warranties to clients. 

This is a full-service warranty that is in effect at the time of listing. We can protect your seller too! 

Just contact us for details and know that your clients will have the peace of mind that better lets them focus on the fun and exciting parts of buying and selling.

Let’s work together and make this a great year!

GPS Escrow is teaming up with CBD brokers

WE HAVE A GREAT FEELING ABOUT THIS NEW YEAR!

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NOT IN OUR HOUSE BREAST CANCER FUNDRAISING

CONGRATULATIONS TO CLEVE MARTIN WHO WON THE NOT IN OUR HOUSE BREAST CANCER CONTEST FOR MOST

MONEY RAISED BY DECEMBER 31ST.

That means Cleve had a clean sweep of both the most contracts and money raised and will get his February desk fee waived (In addition to the November fee already waived earlier).  Although, we still have money coming in from closings and don’t have an accurate total…we have tallied thousands of dollars to support local breast cancer treatment and research.  Once again, thanks for all your help and support!

17COLDWELL BANKER DANFORTH | BROKER’S BANTER | JAN/FEB 2015

Client Loyalty will bring us all a Happy New Year

You can also send your vendor information to the Conciergeat at: roy.kauer@coldwellbanker.com or call 253.332.3197.

CBD Concierge Client Loyalty Campaign - 2015

Promote client loyalty to CBD through the Concierge Local Vendor Listing Program.

When your clients need home repairs done quickly at a reasonable price, your local vendors are the best answer.

Help us help you to maintain and grow your local vendors.

In 2015, we want to DOUBLE your local vendor base.

You are in the best position to know, refer and engage your local vendors.

You can refer them directly on the website (www.cbd- concierge.com) or encourage them to refer themselves on the same website.

Please refer your local vendors so all brokers and clients can find them when we urgently need them.

Let us help you help your clients while keeping our vendors busy, so we can all have a Happy New Year!

SCHEDULING THE MEETINGS THAT MATTER TO YOU

At CB Danforth, we let you live your life.

Coldwell Banker Danforth & Associates, Inc.