I often get more "out of area" emails more so than local, and have diligently been trying to come up with a "consulting" response for these people.

Since I'm between web sites, and other life altering events, can anyone help with a response back to someone like this? It is also difficult to deal
with Merv's SmartPlan when I can't meet them face to face.

Here is the email I received, thoughts anyone?

Ok, as I was saying when I welcomed Linda, my board here in Richmond just clarified the subject of charging for CMAs or BPOs.

In an article in our recent CVRMLS Board magazine, the author pointed to the Code of Virginia Secttion 54.1-2011.A which states "It shall be unlawful to enagage in the appraisal of real estate or real property for compensation or valuable consideration in this Commonwealth without first obtaining an appraiser's license in accordance with Board regulations."

We can still perform these duties, we just can't get paid for them, or else, we would also be in violation of Article 11 of the Code of Ethics by providing services that are outside our normal course of business.

Of course, I disagree with this interpretation and have been charging for CMAs in my previous consulting efforts because I am not trying to perform an appraisal nor do I represent the work product as an appraisal. it is merely an agent's professional opinion of market value. But, I'll conform just as Linda and, others, I'm sure, will have to do as well. There is so much more to what we offer than just doing CMAs.

Merv and Susan M, I'd be interested in your take on this subject. And, Martha , since you are our board's recent past president, do you have any insight into this matter?

Deb Orth
Keller Williams Realty
Richmond, Va

Hi Everyone:

Over the last few months, when I write an article for the Consulting Times, I also submit it to Realty Times and it usually runs a month or two later. Anyway, one of my articles "Blue Oceans: How To Combat a Cutthroat Industry" ran in Realty Times yesterday. Today, Realty Times forwarded me a fascinating response that was sent to "Ask Realty Times". I'm printing this agent's comment plus my response below because I think it's very indicative of the mindset of many of our fellow agents, and even more so, brokers and managers.

I would be very interested in your thoughts. What did you think of his comment? What did you think of my response? Would you respond differently? How so? Since consultling is so new, how we deal with this type of thinking is an important topic and one that I hope will be the impetus for a lively discussion here on the Exchange. Here it is:

Alright, we've all heard it before...never ASS U ME anything! I'm sharing this with the group because I felt there was a valuable lesson here...both for myself, as well as for any of the rest of you who may be reluctant about the response you'll get from your office. Now, I certainly understand that in the "traditional" split type offices, the rules of engagement are quite a bit different. But for the rest of us...who are supposed to be able to operate more independently, here's my story....

I woke yesterday and had an explosion of thought for that early ;-O. Our Hard Working Founders and Mentors in this arena of change are constantly working to promote the cause and advance the professionalism in our industry. I was thinking, how can we help them help us? The industry will respond as a mass of people continue to move this Business Model forward.

While updating my Agent Profile Page at RE/MAX.net, I came upon the idea I have copied for your review below. Please take a few moments to read it and then consider your part in promoting the cause! Go for it! It's A Good Life!!!

Bill Holt - On The Outer Banks in North Carolina - Never to busy for your referrals!!

Well, after hitting lots of "brick walls" with my current broker and a long conversation with Paula a while back, I decided to change companies!

I talked to the "new" broker briefly a week ago and followed up by sending him links to Mollie's consulting presentation and to my consulting page. I also sent him a summary of what each level of service is - taken from the training manual.

We met yesterday to discuss not only consulting, but also some promotions I have wanted to do but hit dead ends. He agrees with the consulting model! He likes the transparency and offering choices.Yahoo!

In the end, I point blank asked him if there was anything we had discussed that he would not or could not support. He assured me he will support whatever I want to do! Sooo... I'm going "back" at the end of the month!

(I say "back" because I started there when we moved to Kokomo. I left because he was letting personal issues run him and his business - that has been resolved and I have watched him reengage and the business is once again on the right track.)

Once I made the decision, it felt like a dark had been lifted! I am really excited! Now to just get these closing out of the way and get on to consulting!

Thank you everyone for all your great support!

Betty Byrnes
www.athomeinkokomo.comhttp://www.athomeinkokomo.com

My business is 99% referral. I got a phone call yesterday from a terrific client, that I have sold three houses to and who has referred at least one client to me in the past couple years. They asked me to do a broker's opinion on their house as the county recently purchased a portion of their land and now their lender is coming back asking what that purchase has done to the value of their property.

To do a broker opinion, will take me anywhere from 1/2 hour to an hour of my time. At what point do you start your consulting business--charinging clients--with past clients that have been loyal and who are used to you giving away your time and knowledge? Or do you offer past, loyal clients, so many hours of your time and experience at no cost, over the course of a year or two before you start charging them? Or do you never charge them? Or do you set up an account and for every referral they give you, do you give them so many hours of free consulting? Now I'm rambling . Your thoughts would be most appreciated.

I've posted my success stories but it's important to share the not so successful stories as well.

This may have a happy ending when all is said and done but this is what happened. I have an investor client with whom I have done several transactions over the last 4 years. Like many of my clients, he has also become somewhat of a friend. As probably some of you have experienced, friends and relatives can be the biggest users.

His last 2 purchases have been from FSBOs he found himself and who would not pay a buyer's agent commission. Each of these "deals" was fraught with troublesome details and potential time bombs and I had advised him against getting into them. Of course, "he knew better" and proceeded. I did not represent him. However, he wanted my advice almost every step of the way. I politely told him that I just couldn't put myself in that position.

Talked about Consulting are our network meeting this afternoon. VERY interesting. One very outspoken member had her defenses way up before I began talking...I just said "maybe it would be best to hear what I've brought BEFORE coming to any conclusions". She was in a tither because of ongoing fees to be listed on the site, etc. Another equally outspoken member said (after the presentation) that she agreed with what I'd presented 1000%.

I kept trying to differentiate your program from the typical "discounted", limited service, etc., programs out there, and also tried to get the point across (which several in the group DID pick up on and comment on)...this is ALL ABOUT DIFFERENTIATION...and creating an opportunity to get in the door of many people who would otherwise pass us up. Rather like the guys who promote "we'll sell your house in 30 days or we'll buy it for cash!" Consumer thinks that's great....until they sit down and get the details....like the cash guarantee as 15% BELOW market value! At which time they opt for the "traditional listing agreement". But the GUY GOT IN THE DOOR!

Several want more information. I had gotten through about 100 pages of the book before the meeting and emailed everyone a link to the book details and a link to your video. Several said they'd surely get the book (I made sure they understood it was written for the consumer, not the agent....but was well worth OUR reading too). I also told them that in the 100 pages I DID read, there was not a single point you made that I did not agree with wholeheartedly! Great Job!!!

Judi