RISMedia's Real Estate Magazine

NOV 2018

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

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RISMedia's REAL ESTATE November 2018 79 liver the course content." Students would say they walked away with a lot of in - formation but wanted more practical experience working through a CMA in the course. Other students said they wanted to know more about working with appraisers. Both were expanded based on that feedback. Eddy and her team also worked with subject matter experts that regularly teach the course—and consis - tently receive high praise from their student reviewers— for input. "It was an exercise in research, collaboration, data and instructional design," says Eddy. "Based on that ap - proach, rooted in the story the data told us, we've reorga- nized sections of the manual, revised and added exercis- es and activities, in addition to including more resources that REALTORS® can practically apply to their business when they leave the classroom." An entire section filled with resources that students can apply directly into their business practices was also added in the appendix. "Students asked for more scenarios, so we added that," says Eddy. "The students that I spoke to directly af - ter completing the course revision were ecstatic to hear that we made changes to the course directly based on their feedback. That's what we do, and that's why we're here: we listen." Eddy believes Pricing Strategies: Mastering the CMA speaks directly to different scenarios and solutions in preparing the most informed and effective CMA. "The course also reaches beyond that and helps stu - dents think through how they'll present the CMA to a cli- ent, how they work with appraisers, and how they can stay up-to-date with changes in their market," she says. Students who work beyond the course to complete the Pricing Strategy Advisor certification will gain a deeper understanding of how to make precise calculations and adjustments, choose accurate comparables, and deliver a confident presentation of a CMA they can now more skillfully craft. For more information, please visit http://pricingstrategyadvisor.org. Working Smarter, Not Harder REFERRALEXCHANGE ALLOWS REAL ESTATE PROFESSIONALS TO FOCUS ON WHAT THEY DO BEST, WHILE THEY HANDLE THE REST by John Voket W hether greeting guests at a chamber function or a family gathering, or even connecting with a far- flung lead that's eager to find a home in Illinois, Coldwell Banker The Real Estate Group's (No. 19 in closed transactions in RISMedia's 2018 Power Broker Report) Vickie McClusky knows how to make an impression. If you run into her in person, you'll notice that she's al- ways wearing her name tag, and she's never shy about networking. And if you're lucky enough to be one of the many out-of-area clients McClusky has assisted through ReferralExchange—a nationwide referral network that connects agents with buyers or sellers, providing follow- up support and guaranteed payment upon closing—you'll get the same confident and knowledgeable service as if you were referred to her best friend. One of the biggest lessons McClusky learned when she first joined the industry over a decade ago was to use her people skills and leave the time-consuming chores of lead qualification and outbound referral management to ReferralExchange. "I just let ReferralExchange do the prospecting for me," she says, "and they've been fabu - lous. They pass on referrals so I can do what I do best, which is communicate with buyers and sellers. My time is valuable, and ReferralExchange saves me from wast - ing time prospecting when I can be meeting clients." But the benefits associated with working with Refer - ralExchange extend far beyond the leads McClusky re- ceives; in fact, the referral network is a boon when it comes to her outbound referral business. "I'm constantly working with people who are leaving Il - linois, and thanks to ReferralExchange, I can refer these buyers to another great agent that's not only doing a lot of deals, but also knows a lot about the community in which the buyer is looking to move to," says McClusky, who recently had a successful outbound closing through ReferralExchange. "The agent took the woman—a first-time homebuyer in Kentucky—out to look at properties to find something in her price range and even hooked her up with a lender. And everything went smoothly," notes McClusky, who is confident in ReferralExchange's ability to connect serious buyers and sellers to quality real estate agents. "When you hook a prospective buyer up with a great "When I'm working with buyers or sellers, I have an opportunity to explain the PSA certification and how it benefits them in pricing their listing right or negotiating on behalf of a buyer." - SUSAN E. SMITH Broker, RE/MAX of Whitefish

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