RELOCATION OREINTATION For Crye*Leike Affiliates ` Contents 1. Chapter One - General page 4-6 a. Objectives b. Role of Relocation Division c. General Information 2. Chapter Two – Resources pages 8-24 a. Metro E Guide b. Relocation Assessor Cost of Living c. National Van Lines d. Marketing Materials e. Relocation E Cards f. Forms, Topics, & ERC portal g. Training Programs h. Source of Business – Referrals i. Leading Real Estate Companies of the World® i. Luxury Portfolio ii. RELO Home Search 3. Chapter Three pages 25-44 a. Outbound Referrals b. Leading RE c. Criteria for Adding your market area to our membership d. What’s needed to send an outbound referral e. Commission Split of Outbound referrals f. Who to call g. Tips for finding Outbound Referral Sources 4. Chapter Four pages 47-53 a. Inbound Buyer & Renter Referrals b. Listing Referrals c. Other Referrals d. Assigning Referrals e. Closing Referrals f. Costs of Relocation 5. Chapter Five pages 54-59 a. Registration Process b. Relocation Alert Memorandum 6. Chapter Six a. Exhibits pages 60-137 Crye-Leike Relocation Guidebook Page 2 ` CHAPTER ONE 1. Objectives 2. Role of the Relocation Division 3. General Information Crye-Leike Relocation Guidebook Page 3 ` Objectives An overview of all the resources the relocation division has available for you. Provide you with information and knowledge for a better understanding of the relocation industry to enable you to more successfully work with relocating employees. Educate you on our processes and the Relocation guidelines (Policies and Procedures) Describe the steps involved in making relocation referral assignments. And the criteria required for qualifying for those assignments. Explain the Outbound referral process and describe how it works, and what’s in it for you. Provide insights into the unique issues of relocating buyers and sellers. Crye-Leike Relocation Guidebook Page 4 ` ROLE OF THE RELOCATION DIVISION The purpose of the Relocation Division: To generate business (buyers/sellers) for our associates through our Broker network, Leading Real Estate Companies of the World™, corporations and Relocation Management Companies. To assist associates to successfully place buyers and sellers with real estate brokers in other areas and to follow-up and collect referral fees as closings occur. To develop and provide informational materials for use by sales associates to be used as a listing and FSBO prospecting tool. To conduct Relocation training programs to aid our sales associates in their business. To establish rapport with and provide information to potential transferees prior to placing referrals with sales associates, and qualify transferees for the sales associates To conduct ongoing client relations with Relocation Management companies; corporations; and our broker network to continue receiving business. To ensure quality service by overseeing sales associate performance, follow-up, and communications. To be a resource and advocate for the transferee and the sales associates. Crye-Leike Relocation Guidebook Page 5 ` CRYE-LEIKE® RELOCATION SERVICES Commits to maintaining the various memberships necessary to secure our relationships within the relocation industry by: Paying all annual fees and dues Attending conferences and learning seminars Providing training to associates stipulated by the management companies we represent (preferred broker programs); for example, SIRVA Relocation requires extensive training for SIRVA Team members Keeps Crye-Leike‟s Relocation division‟s name in front of the industry by winning numerous awards in several categories Makes available a Relocation staff to assist you with client registrations, destination and departure referrals, and offer advice on relocation issues that you may encounter Conducts sales associate relocation training throughout the year, including BMA (Broker Market Analysis) Workshops Regional Relocation Division assigns, on an average, almost 2500 referrals annually Places and monitors hundreds of Crye-Leike® sales associates‟ Outbound Referrals, resulting in an average referral fee to the sales associates of $900 Offers a Metro e-Guide CD to which you can add your area for a small initial charge and a quarterly maintenance fee. Your agents can also customize the CD. Provides, free of charge, Cost of Living comparisons between most cities in the country Offers national van line discounts to pass along to your clients & customers Extensive Marketing of our company and Relocation services Develops Corporate Business which generates referrals Crye-Leike Relocation Guidebook Page 6 ` CHAPTER TWO RESOURCES 1. Metro E Guide 2. Relocation Assessor Cost of Living 3. National Van Lines Discounts 4. Marketing Materials 5. Relocation e-cards on CL intranet 6. Forms, Topics, & ERC portal on CL intranet 7. Training programs & materials 8. Source of Business - referrals 9. Leading RE i. Luxury Portfolio ii. RELO Home Search iii. Inside/ Institute Crye-Leike Relocation Guidebook Page 7 ` Metro E Guide Newcomer area information on a CD You can also have this customized for your company, individual sales associates, even a company client, etc. If you are interested in having your area added, I’ll find out what it would cost and let you know. Crye-Leike Relocation Guidebook Page 8 ` Cost of Living analysis available BY Compare any two destinations in a very detailed report including: Consumables Transportation costs Health Services Goods and Services Housing Utilities/Property tax Income and Payroll Taxes Miscellaneous COL% of Base City COL % of U.S. Average Estimated Home Value This is a FREE SERVICE From Crye-Leike RELOCATION SERVICES Note: Order form & sample are in the Exhibits section Crye-Leike Relocation Guidebook Page 9 ` National Van Lines Discounts If your customers book a move – you’ll receive a referral fee! Crye-Leike Relocation Guidebook Page 10 ` MARKETING MATERIALS On the left is a brochure that can be used in soliciting listings or in listing presentations. On the right – a brochure that is for soliciting outgoing referrals, it notes the free services that you as a licensed Realtor® can offer: Free community and school information packets; Free cost of living comparisons Free temporary rental housing assistance Free referral service to match your needs with a real estate agent Discounted rates with national van lines Mortgage programs for relocating families You have an order form in the Exhibits section Crye-Leike Relocation Guidebook Page 11 ` Referral E Cards on Crye-Leike Intranet http://intranet.crye-leike.com 1. Sign in 2. Go to tools 3. E-card builder 4. Referrals Great prospecting tool – FREE CARDS/ COSTS NOTHING TO SEND! Crye-Leike Relocation Guidebook Page 12 ` Relocation Forms & Topics On the Crye-Leike Intranet Sign on to the intranet - http://intranet.crye-leike.com Click on General tab Click on Divisions - Relocation tab (a) Agent profile form (b) Relocation Alert Memo (c) ERC BMA form portal (d) and more… Crye-Leike Relocation Guidebook Page 13 ` Certified Relocation Associate (CRA) Training Program Working with Relocating Buyers and Renters How to Prepare the ERC BMA Servicing the Relocation Listing These courses are taught at: Success Real Estate School, 890 Willow Tree, Suite 7, Cordova, TN 901-360-0854 http://www.successrealestateschool.com Each course is approved for 3 hours of Tennessee continuing education credits We’ll be working on webinars for these courses in the next few months and will let you know when they are available. Crye-Leike Relocation Guidebook Page 14 ` Training Materials for your use In the exhibits section there are some relocation training materials for you to use with your sales associates. 1. Sales Associates Relocation Guidelines – Including general information about Crye-Leike Relocation Services Policies on Receiving Inbound referrals Policies on Sending Outbound referrals Registration of their clients and customers with whom they are working The CRA training program Obligations regarding referrals when terminating. 2. Relocation Policies and Procedures 3. Preferred Sales Associate Program Brochure 4. Rental Assistance Information 5. Glossary of Relocation terms 6. Contact information for each Regional Relocation Division Crye-Leike Relocation Guidebook Page 15 ` REFERRAL SOURCES Relocation Management Companies (3rd Party Companies) SIRVA Weichert/WRRI NuCompass Mobility Cartus Brookfield Global Relocation Services Paragon Decision Resources RDI (Relo Direct, Inc.) Prudential Focus Relocation, Inc. And many others Corporations with In-House Relocation Departments CarMax Relocation Home Depot Nationwide Insurance State Farm Insurance & Others Real Estate Companies Leading Real Estate Companies of the World™ our Network Brokers Other Brokers outside our network Corporate Clients - Crye-Leike Relocation Services’ clients ServiceMaster Family of Brands American Home Shield AmeriSpec Furniture Medic Merry Maids ServiceMaster Clean Terminix TruGreen TruGreen Landcare Crye-Leike to Crye-Leike Referrals Crye-Leike Relocation Guidebook Page 16 ` Relocation Management Companies (aka 3rd party companies) Relocation companies contract with corporations to manage the relocation of employees who have been transferred by the client, provide home finding programs, home sale assistance, and numerous other services listed below. Relocation companies usually have a referral network affiliated with their company, and they generally refer business to brokers in their network. Marketing Assistance or Pre-marketing listings (Amended Value /Buyer Value