Option “1”

Grassroots Marketing.

The Most Cost Effective Way

to Market for Buyers.

The Mission / The bottom line to

listing and selling success is tied to

in-field sales and marketing activity

and not to how creative we can be at

our desks in front of our

computers. Waiting for

clicks – from invisible

online customers – is like

waiting for the phone to

ring; no way at all to build

and grow a business.

To increase and sustain

productivity for just about

every agent in real estate a

shift in thinking, training,

and programs offered by

real estate companies is

needed that puts them

back on the street, into

neighborhoods, in front of

buyers and sellers in the suburbs

where business is found and

transacted.

That is the Mission of Match-

maker Realty Services, its Program,

Tools, Structure and Strategies.

We all – brokers, agents, and com-

panies – can increase our profitability

many times over by establishing or

reestablishing street-smart listing and

sales programs oriented to the cus-

tomer; online marketing, invaluable

and productive as it is, follows.

It is my mission to help all in our

business that I work with gain

advantage over the competition by

employing one or more of the pro-

prietary sales and marketing pro-

grams we at Real Estate Professionals

World Enterprise/Allstate Marketing

and Matchmaker Realty Services

bring to the table.

What's in a Name / Considering

this, we might ask, “Is a name just an

arbitrary label?”

Very often the first bit of informa-tion we have about a person or com-pany is their name and by it form judgments about them very quickly. These judgments can lean to the positive or the negative and this first impression can set the stage for all future interactions.

What, after all, does Keller Williams, Coldwell Banker or Sotheby's mean to a buyer; or First Team, Berkshire Hathaway or Engle & Volkers; or Re/Max, ERA or Windermere; or Century 21?

A seller may have a predisposition to working with one or the other for one reason or another, but a buyer's needs are not tied to a single one.

This has some interesting implica-

tions; most important among them

is that an agent that wants to estab-

lish a fast-moving buyer-represen-

tation program do this in a

way not tied to the com-

pany they work with, but

in a way that hits-the-nail-

on-the-head, so to speak,

relative to a buyer's most

pressing need the moment

it arises.

That need, we all know,

is a want: a want to see all

homes available within the

vicinity of their desire the

very day and time they

drive into it. Buying is

impulse driven and

Matchmaker Real Estate,

by both name and stated

purpose is the hammer that hits-the-

nail-on-the-head, clean and square.

“What's in a name? That which we

call a rose by any other name would

smell as sweet,” said Juliet to Romeo

(Shakespeare, of course). Here Juliet

tells Romeo (Montague) that a name

is an artificial and meaningless con-

vention and that she loves the “Per-

son” who is called Romeo, and not

the Montague name.

That may be true of Juliet and her feelings for Romeo, but this is defi-nitely not true in business and, partic-ularly, the marketing of a business.

Matchmaker Real Estate by Al Lewis

MatchmakerRealtyServices.com Change of Broker-Association Not Required

Marketing for Buyers / Master the Art of High-Level, In-Field, Buyer Representation.

Sell a House a Week Part-Time Weekends Only.

Matchmaker, Matchmaker, Make Me a Match... sings a young girl in the well known movie, Fiddler on The Roof, ever hopeful of finding romance and love. Similarly, we all as buyers at one time or another are hopeful of finding a home that meets our every want, need and desire. When ready to buy it makes sense that you see every house available within the price range and area you want to live, quickly, and easily to know your options, to make the best choice, to buy.

It’s All About Access / Matchmaker Real Estate is all about The Personal Touch and Access. If the city and locale within which you want to live is Los Angeles, I am your Matchmaker. I will match you with a house that meets your wants and desires now, today. We’ll look at everything for sale today, from one-to-thirty, if you like. Call direct to see “All” now “Today” without delay.

Take the Tour. See “All” now “Today” without Delay.

MATCHMAKERMATCHMAKERREAL ESTATEREAL ESTATEREAL ESTATEREAL ESTATEREAL ESTATEREAL ESTATE

REAL PEOPLE, MATCHMAKERS, MATCHING BUYERS WITHHOUSES DAY AND NIGHT. NO WEBSITES. NO GIMMICKS.

In Anaheim / Call 714-744-0617

In business a “Rose” called by

another name is a thorn and noth-

ing more. To a buyer, Keller

Williams, Re/Max, Berkshire

Hathaway, etc. are all thorns.

The “Matchmaker” moniker and

promise as defined on both the par-

ticipant's personalized Marketing

Card and In-Field Sign are self-

fulfilling prophecies for both buyer

and agent alike; and, most impor-

tant, cause the phone to ring, a little

known experi-

ence in real

estate today.

There is a

term called

“Nominative

Determinism”

which is a

theory that a

company's

name has a

demonstrative

influence over

that which

occurs in its

business: that

people gravi-

tate to both a

company and

a person work-

ing for a com-

pany with a

name befitting

their needs.

If you work

with a franchise

company or any such company

that hosts a generic name, all is well,

I say, if your main objective is the

gaining of listings among a clientele

you have long nurtured by relation-

ship-building activities; but if you

want to market for buyers, grab the

brass ring so-to-speak and either

“Associate” or “Affiliate” with

Matchmaker Realty Services to

do it, Now!

The Tact / Once associated

and upon payment of a one-time

“Refundable” good faith program

development fee…

...The amount and terms of this will

be defined by Broker during a confi-

dential call or visit with Broker Al

Lewis for a personal program introduc-

tion over the phone or at one of our

regional offices or at a place to be deter-

mined near you. The “Refundable”

good faith program development fee is

refunded in full on the first transaction.

This means that your cards and signs are

actually paid for by Broker…

...you will receive a substantial

stock of both (1) In-field Match-

maker marketing cards (2500) that

can be used many ways to grow a

stable of buyers and (2) Person-

alized in-field Matchmaker signs

with heavy-duty stakes that, when

strategically placed weekends only,

will generate a steady flow of quali-

fied-buyer inquiries and property

preview appointments.

Both cards and signs are, in

effect, provided cost free by Match-

maker Realty Services.

One buyer-generating tact of the

Matchmaker program is the place-

ment of a Matchmaker sign at the

ingress and/or egress to every listing

inside a tar-

geted market

or, alternately,

at the ingress

and/or egress

to every open

house sched-

uled or found

within a tar-

geted market

every week-

end.

Predisposed

buyers, buyers

driving around

to see what's

for sale within

an area they

have chosen as

a destination

neighborhood,

will see your

sign at every

opportunity,

every turn, every house with a For

Sale sign in its front yard, every

week, and sooner or later “one” will

call.

That's all you need or want, even,

on a weekly basis: just one. Should

more than one call, all the better to

grow a business representing buyers

only. Listings, if wanted, will natu-

rally follow properties sold every

now and then.

MATCHMAKER REAL ESTATE

714-744-0617

See Every House in this Area Now for Sale.Take the Tour. See “All” now “Today” without Delay.

2.

The Grid.

One of the most enjoyable things

to do in real estate is to show prop-

erty to a qualified buyer within a

narrowly defined area.

Importantly, a qualified buyer is a buyer that knows ahead of the time they begin to look for a house to buy the area, locale, and maybe even the neighborhood within which they want to live and, importantly, have made a decision to buy quickly: now or within a few weeks' time at most.

One of the least enjoyable things

to do in real estate is to show

property to a buyer that is exploring

their options, looking here and

there, this city and that city, even if

they have a pre-qualification letter

from a lender. This is not a qualified

buyer, but a buyer nevertheless to

most hanger-ons in real estate.

Showing property to this kind of

buyer gained from some type of

broad shotgun marketing or lead

service that employs broad shotgun

marketing leads to burnout. This is

no way at all to build and grow a

career in real estate.

Should you, however, per the

Matchmaker program, define an

area within which you will mostly

limit your buyer-generation market-

ing to, you can easily work out a

cost effective marketing plan for

dominating the market there by

considering the street pattern of the

entire area as a grid with a thick

heavy line (a border) around it both

defining it and within which you

will confine your efforts.

The key to the successful domi-

nance of the market there is to know

that a buyer that wants to buy

within the grid, can't do so unless

they enter the grid with the inten-

tion of seeing property there to

consider buying.

This makes sense, right?

Well then, if you were to deter-

mine all points of entry and exit to

the grid itself; the entries and exits

to specific areas, locales or neighbor-

hoods within the grid; points of

interest within the grid such as gas

stations, restaurants, coffee shops,

donut vendors, fast food outlets,

stop-n-go's of every type; and deter-

mine how to get the attention of a

buyer on the loose within the grid at

each with a need-filling marketing

tool like the Matchmaker marketing

card or sign, well then, you can see

how you would get a call every now

and then.

Just to make sure we are on the

same page, a call gotten even only

“every now and then” by means of

limited effort, cost effective market-

ing can mean big bucks.

I have done this exact thing,

hands-on grid oriented marketing,

for new development builders on

many of some three-hundred pro-

jects I have sold out during my time

in real estate that had gone dead-in-

the-water prior to my being retained

to “Turnaround” the sales of the

project. I often am retained to do

this after they have spent their entire

budget on wasteful go-nowhere

marketing leaving me little to work

with; but this, the grid and creative

hands-on, grassroots marketing

always did the trick.

Sidebar / I once was retained to

turnaround the sales of a development

made up of “lots” only, located within a

community of estate-type properties for

sale to buyers that wanted to build

their own luxury home from scratch.

The problems I had to overcome to

succeed were many, such as (1) A very

limited marketing budget (2) Over-

whelming competition from some thirty

other similar projects with larger lots

(3) Being the highest-priced develop-

ment of lots among them (4) A recently

established limitation on water use for

new development homes (5) An isolated

location (6) A bad reputation of slow

sales stretched out over some years' time,

and so on and forth.

I decided, for all the reasons cited,

not to proceed with a conventional sales

and marketing program made up of

newspaper and magazine ads, promo-

tional feature stories and billboards, nor

did I create a website or online paid

search marketing campaigns on Google,

MSN, Yahoo, eBay, Facebook, or do any

social media marketing, or even place an

ad on Craigslist like every other copycat

marketing “professional” does today, but

instead to go to The Grid alone.

You should’ve seen the developer’s face

when I said I wasn't going to do any of

these things, but instead go to The Grid.

I selected more than a hundred

widespread grid points (corners) and

sites (business centers) I figured a

browse-about buyer might drive-by or

stop at when on the road looking at lots

within any one of the couple-of-dozen

nearby projects like mine.

I put my little Matchmaker signs

out weekends only so as not to irritate

too badly local residents and business

owners inside the centers I posted, and

rotated their placement here and there

weekend-to-weekend.

Importantly, these signs had no

project name, no address, no maps, and

no price. They just established the con-

nection visually by the use of a project

illustration sub-headed “Lots for

Custom Homes,” indicated the option

to “See Now Today,” and provided a

phone number to call. We sometimes

got up to thirty-calls a day.

3.

I also put my little marketing cards

out everywhere imaginable, even on gas

station pump-tops. You couldn't go to a

McDonald's or Jack in The Box with-

out first passing my signs and you

couldn't hardly pick up a paper, real

estate or otherwise, without one of my

marketing cards falling out. The infor-

mation on the cards matched the signs.

This obviously is a success story,

but I must ask, “What do you think

happened?”

In no time at

all, virtually

overnight, this

project became

the #1 selling

project among

all similar

projects in its

entire Region

and County

and, best of all,

we sold out at

prices substan-

tially higher

than even the

next down of

the some thirty

nearby competi-

tive projects.

A catchier

name for this

type of marketing than The Grid

would be, maybe, Whippersnapper

Marketing. A whippersnapper, after

all, is considered to be a young and

inexperienced person considered to be

presumptuous and overconfident. It

often is a term used by arrogant, expe-

rienced professionals to define people

new to their business, whatever that be,

doing fast-moving, unconventional

things.

I've always been a whippersnapper,

it's always paid, and I'm inviting you

to be one now whatever your age or

time in the business.

Start every day (weekend) anew.

Oh, Yes, one more thing. You should’ve

seen the developer’s face when I stopped by

his office, unannounced, to congratulate

him on being Sold Out !!!

We at Matchmaker Realty Services

have already done the math so-to-

speak and worked out a plan for

your success tied to the principle of

localized grid-oriented, hands-on

grassroots marketing, but what we

have done, I would say, is only part

and partial to what you can do.

My suggestion is that you put out

anywhere from even only “one” to

“twenty-five” signs per weekend.

Your first twenty-five signs are price

included, so to speak, so after start-

up you will incur no immediate

expense.

In the Matchmaker program your

only recurring cost week-to-week is

a little gas to drive around to place

signs Friday evenings or Saturday

mornings. You are to remove all

signs Sunday evening.

You will need to replenish lost

signs occasionally, but there are no

other costs

because little

else will work

to put you in

front of buy-

ers: advertis-

ing will not,

websites will

not, etc. so

why spend

your hard

earned money

on them. Go

direct.

Even when

seeking to

work with

buyers only,

real estate is a

go-to busi-

ness, not a

come-to busi-

ness, except

when, as you

know, you

have a listing that causes buyers to

seek you out. This is well founded.

Get to it.

Option “2”

The In-Field Home Buyer’s

Information Center and Sale by

Auction Marketing.

The Premise / Both the Match-

maker and Weekend Warrior Sales

plans are designed to empower and

4.

The In-Field Home Buyer’s Information Center

5.

enable agents to sell anywhere from

one to fifty houses a year part-time,

weekends only, even though they are

not active Listing Agents, them-

selves, turning listings at the rate of

one or more a week to do this.

To achieve this it is necessary to

adopt, adapt, and execute a business

plan for selling the listings of other

agents at the rate sought and to

have a weekday partner to coordi-

nate and complete the multilevel

closing contingencies analogous to

all transactions; Broker, Al Lewis,

will fill that role. The sales rate is

doable, because:

(1) Qualified buyers – buyers that

have made a decision to buy in the

immediate-present or near-future at

market price and know where they

intend to buy – abound at some

identifiable rate based on past sales

for every neighborhood.

A neighborhood, for example, that

experienced twelve-sales twelve

months past will likely experience

the same number of sales twelve

months hence irrespective of how

many homes actually go up for sale.

This level of demand would amount

to an average sales rate of one sale

every four weeks; twenty-four sales

a year would amount to an average

sales rate of one sale every two

weeks, and so forth.

(2) The first thing a qualified

buyer does when they come into the

market to buy is drive the locale or

area within which they are interested

in living to see what’s for sale. It is

by doing this, by calling on signs or

stopping at open houses that they

reveal themselves to agents with

signs in yards and holding houses

open for walk-in viewing.

(3) Because buyers are drawn, like

bears to honey, to neighborhoods

within which they want to live to

see what’s for sale we can easily gain

an opportunity – often the first

chance – to work with them by

conducting an incentive based atten-

tion-getting open house such as a

Home Buyer’s Information Center

or the sale of a property by Auction

within the area of their interest

week-to-week until the odds, based

on demand, result in our meeting.

We then can represent them in the

purchase of the home first seen or

another.

We, therefore, can create demand

so-to-speak by widening the place-

ment of open house signs over an

area large enough to indicate the

potential for a sale a week provided,

of course, that the signs are incen-

tive based Navigator Signs which

are unique to our program. These

signs drive buyers from afar to your

open house.

(4) Once a buyer walks into either

a Home Buyer's Information Center

or Seller's Home you are holding

open, you can represent them for

the sale of the house held open or

another nearby property.

Summary / The popular means

of marketing for buyers available to

agents today other than Open

House will not provide opportuni-

ties for sales at the rate desired part-

time deep into one's career. Agents

by the thousands believe internet

leads provided by lead-generation

programs and companies, and both

personal and social network refer-

rals, that often boost an upstart

career, will get them to where they

want to go in their life and career,

but they soon find that these fade

and are not long-haul solutions.

Therefore, it is necessary that we

adopt, adapt, and execute a business

development plan for meeting buy-

ers at places they go to themselves

to find a home and, by doing that,

reveal themselves to us like buyers

of new homes that visit a Builder's

model complex to consider same-

day buying. These places are neigh-

borhood-specific open houses. It is

by this means-to-an-end that

Weekend Warriors create their own

futures, their own success, and their

own wealth.

From here out, think of Open

House as The Money Door. Its

value is incalculable.

Attention-Getting

Open House Marketing

The Standard Open House

The role of marketing is to create

the right conditions for a sale to

take place, to create product aware-

ness and facilitate desire without

getting in the way. The standard

Open House is a means to achieving

that end.

The roll of selling is to create the

right conditions for a purchase to

take place, to facilitate the buying

process without getting in the way.

The standard Open House is a

means to achieving that end as well.

Sidebar / When was the last time

you saw a football team win a game

without first running onto the field?

When was the last time you saw a

tennis pro win a match without first

walking onto the court? And, when

was the last time you saw a fighter win

a fight without first climbing into the

ring?

I'd say, you have never seen these

things happen, yet, in real estate,

agents seem to think or have been led to

believe they can experience a formidable

sales career without stepping into or

6.

onto the playing field, themselves, week-

to-week to meet the competition -- the

Buyers -- where and when they are in a

buying mood on the playing field -- the

Neighborhood -- of their choice. Infield

marketing is the pivot point: the place

where principle becomes process, where

rubber meets the road.

Admittedly, so that we don't get

into an argument, I agree that

everything works at least a little bit

(1) Expensive internet lead source

services (2)

Internet ori-

ented broker

marketing

programs and

agent relation-

ships (3)

Costly website

and advertis-

ing lead cap-

ture setups (4)

High-priced

REO, NOD,

Fore-closure

and Short Sale

lead mecha-

nisms, and (5)

Time consum-

ing personal

and social

network mar-

keting activi-

ties. All have

the potential

to boost sales

for agents engaged in working these

methodologies to meet buyers and

sell real estate; but for most, they

only work a little bit or not at all;

and for many (smart, motivated,

achievers), are a source of frustra-

tion and an overwhelming sense of

disempowerment.

Nothing, however, maybe even all the above combined reach the potential for meeting qualified,

neighborhood-specific buyers that can be derived from the virtually cost-free, single day, weekend only, three-to-four hour, single source marketing activity we call Open House that we, as agents, are in charge of doing when and where we want; this represents empowerment as opposed to disempowerment.

Professional sellers, Builders,

know the importance of keeping

their homes, their models, open

five-to-seven days a week, all week-

ends, five-to-eight hours a day, year

round: this, even, is Open house

and is the main source of sales.

Sidebar / Change the way you think

about a thing and the thing you think

about changes, goes the saying.

I'd like to apply that to this “House a

Week” thing I keep talking about or

referencing as a possible outcome of the

Matchmaker Realty Services program.

This, for most in real estate, is an

unfathomable possibility; mostly,

because they haven't reasoned-out or

been-shown a way to do it; but also

because they just can't get over think-

ing it can't be done. The former would

change the latter; let's work on these.

I have had the unique experience of

having managed the sellout of more

than a few hundred new development

projects for builders. I always expected

and needed the

onsite sales

agents I hired

to staff the

onsite sales

offices to sell

from one-to-five

houses a week

and, mostly,

they always did.

I once had a

sales agent sell

a house a day or

more for

twenty-seven

days in a row

before skipping

a day. That was

the record.

I know what

you're thinking.

You're think-

ing, “Yea, but

that was new

home sales with a sales office, models,

and advertising by the builder to draw

buyers in.” Yea, so?

Are you suggesting that the onsite

agents didn't have to show property, to

talk buying, to overcome objections, to

explain financing and costs, to pullout

the sales agreement, and close; all like

you in the field; and that their incom-

ing buyers were somehow different than

yours?

The Fast-Sale “Do It Yourself” Auction

7.

Emphatically, the buyers are the

same, and if the agents didn't practice

standard methodical methods of selling,

they, even, at a new development site

wouldn't sell a single house a week, or

ever, even with the advantage of prod-

uct and support mentioned. This I

know, I had to fire many.

With this in mind, to achieve this

house a week thing in resales or some

other number you would like, why not

just parallel the high-level sales meth-

odology required of new home sales?

To do this, I would say (1) You first

have to just see the parallel; seeing this

alone will change your thinking (2)

Secondly, I would say, is that you just

have to give-in to the numbers; to know

that every neighborhood or area as

defined above experiences a predictable

level of demand and (3) Thirdly, I

would say, is that you must acknowl-

edge that buyers flow into resale neigh-

borhoods just like those that visit a new

development model complex daily and

weekly, but of their own accord without

advertising, that's the only difference

and (4) Lastly, I would say, is that you

define a plan for getting them into

your office – your car, of course – so that

you can show property, talk buying,

overcome objections, explain financing

and costs, pullout the sales agreement,

and close.

Pondering these factoids alone will

change your thinking from “It can't be

done” to “Hmm, I see how this is possi-

ble,” and well here I go again, that's

the first step to success, “Change the

way you think about a thing and the

thing you think about changes.” Let

my experience be your set point.

If you were to use the new home sales

analogy as an underscore for a plan of

action; to think of the area within

which you want to work as your model

complex; and the houses for sale there as

your inventory; and your buyers as some

number of those people sitting inside the

cars going in and out of these neighbor-

hoods every single Saturday and

Sunday; and your car as your office;

well, then, your job and your ability to

accomplish some fantastic goal just gets

easier and easier.

This is valuable information. A big

game hunter would salivate over this.

Think of yourself from here out as that,

a “Big Game” hunter, and work a plan

to quarry the game. You just might sell

a house a day or more twenty-seven

days in a row too, who knows? You will

have to try to find out.

I close the Matchmaker Realty

Services (.com) website by saying, “We

can never outgrow the limits we place

on ourselves; we can only set new limits

within which we must live.”

Be Courageous !!!

When the Standard Open House

is combined with the unique and

extraordinary, like The Home

Buyer's Information Center and The

Do It Yourself Auction that follow,

the potential for success from a

single day's effort is magnified many

times over.

The In-Field Home Buyer’s

Information Center.

The Home Buyer's Information

Center, like the example shown, is

nothing more than the Open House

of a currently listed property as

usual, but promoted by attention-

getting, value-benefit signs as shown

instead of the standard arrow signs

to give buyers a reason to stop in

addition to the look over of the

open home itself. These signs

substantially increase buyer stops.

The establishment and/or creation

of a Home Buyer's Information

Center, though, is not limited to the

availability of a currently listed

property.

Weekend Warriors can select

both a neighborhood and a highly

visible – Not Listed Property – at

which to conduct a weekend only

Home Buyer’s Information Center.

This would be a property not for

sale but located at the corner of a

thoroughfare and street that buyers

must pass to enter a neighborhood

within which there are properties

for sale for the purpose of stopping

and meeting them (the buyers) as

they enter the area.

This can be done by a prearranged

day-use fee agreement with the prop-

erty owner: anything from $25 to

$100 a day. Trading $100 for a 3%

commission gained on the sale of a

$500,000 home, for example, seems

a good trade. Imagine the effect of

this commitment on your motiva-

tion to succeed: substantial, I'd say.

By offering passersby a "Free

Listings List" of local area properties

for sale, the agent conducting the

information center will have a first

chance to show the visitors local

area properties seeking to consum-

mate a same-day sale.

The Do It Yourself Auction.

Utilizing our proprietary "Do It

Yourself Auction" it's not uncom-

mon for a home owner, owner's

agent or Weekend Warrior to put a

home on the market by auction that

has been for sale for six months, a

year or even longer and then to sell

that house in six-to-eight weeks

irrespective of the price of the

home. This program gives sellers an

edge on competition in the market

by making their home the first one a

buyer will look at if they want to

buy in their area: the value-buy

message inherent to selling by auc-

tion demands that.

8.

This program is portable in that

it can be initiated by a Weekend

Warrior on any day, on any property

at the discretion of the agent and

the property's owner or listing agent

by merely signing the property on-

and off-site as "For Sale by Auction."

The auction is conducted by our

proprietary “Letter of Intent to Buy

Bid Form.”

More information about the Real

Estate Professionals' Do It Yourself

Auction can

be found

within The

Fellowship

Library..

The

Property /

There are no

restrictions on

Weekend

Warriors as to

where and/or

on what prop-

erties they can

conduct an

Open House

as shown

above, how-

ever, it is rec-

ommended by

Broker that

the efforts to

secure

approval from

brokers and agents not associated

with Real Estate Professionals

World Enterprise Marketing to hold

their listed properties open be aimed

at brokers and agents of vacant prop-

erties currently for sale. Agents in

general are reluctant to hold vacant

properties open week-to-week. They

may conduct one here or there but

are not usually consistent and the

services of a disciplined open house

assistant, even one associated with

another company, can be a big help.

We, after all, are only in pursuit of

the commission offered a cooperat-

ing agent through MLS and nothing

more. These types of properties are

ubiquitous in the southern

California market. They can be

found everywhere and within every

price range. Just call on the listing

agents of these properties to ask for

the opportunity. You might state

that you are seeking to show the

property sometime Saturday or

Sunday afternoon between the

hours of one-to-four (which is true)

and are wondering if the house will

be open? If not, you can offer to

hold it open for them to both meet

a buyer you have directed there (or

may be able to direct there) and any

that might be driving the neighbor-

hood. If necessary to close the deal,

so to speak, you can offer an oppor-

tunity fee, essentially a referral fee

for the opportunity: twenty-to

thirty-percent cash back on the sales

fee should you sell the house to

either your buyer or a drive-by

visitor.

Alternately, agents in general are

reluctant to allow agents associated

with a company outside their own

to hold a property open that is occu-

pied by its owner, however benefi-

cial their services may be. Owners

generally want

their listing

agent to do

this and a

listing agent

can never be

really sure of

how things

will go with

an unknown

person onsite

in the house.

If you want

to sell within

an area where

there are no

vacant listed

properties to

seek an Open

House oppor-

tunity, or if

denied, that is

the purpose of

the Home

Buyer's

Information Center. It can be con-

ducted anywhere a cooperating

owner allows for a reasonable daily

fee (always execute a day-use rental

agreement similar to a sublet or

rent-a-room agreement). Put your-

self in a typical home owner's shoes

for a moment, especially one in the

moderate to lower price range, and

imagine the benefit to them of $200

to $800 a month of added income;

The Weekend Warrior Buyer Representation Card

It is My Objective to Help a Ready, Willing, Able BuyerFind and Purchase a Home Today.

Real Estate Professionals Allstate Marketing

WEEKEND WARRIORWEEKEND WARRIOR

Exclusive Buyer Representation by Al Lewis

Ready? Willing? Able? Buy that House Today!

Orange, Los Angeles, Riverside, San Bernardino and San Diego Counties.

714-744-0617714-744-0617

9.

this is substantial. They don't even

have to leave the house. Percentage

based referral-success fees are not

allowed. They can only be paid to

licensed agents.

The Tact / The personalized

Weekend Warrior marketing card,

per the example shown at the center

of this page, pre-dates the

Matchmaker Real Estate Card.

Either can be used, handed out, to

all Open House or Home Buyer's

Information Center visitors. Both

cards say it all. It is the objective of

a Weekend Warrior to help a ready,

willing, able buyer find and pur-

chase a home the very weekend they

meet at a Home Buyer's Infor-

mation Center or Open House.

The card emphatically states your

intention and that you are a Buyer's

Agent.

As a Weekend Warrior you are to

(1) Fill yourself with belief by affir-

mation of the Secret of Success pub-

lished within the Real Estate

Professional’s Seller Services

Portfolio which defines the value

and secret intention of a predisposed

buyer to buy at the place and locale

within which you meet them (2)

You are to prepare yourself for

success by being ready to write an

offer on a moment's notice to any-

one that walks into your Open

House and wants to buy it and/or

for when a buyer indicates they are a

buyer, not for the house they walked

into, but, possibly, another nearby

property (3) When this happens

you are to offer to drop everything,

pull your signs from the house you

are holding open and show them

every house currently for sale in the

entire neighborhood, locale or area

(4) You are to show them how you

are prepared to do this by showing

them a list of houses for sale in the

entire area to which you have access,

and (5) You are to say something

like, “Let's jump into my car or

yours and go to see these homes

now. We'll use your or my navigator

(or my portable navigator) to find

our way around quickly with ease

and knock on the door or use my

pass key to see every house you

like.”

You then achieve your sales goal

by (1) Writing an offer to purchase

one of the houses shown at any

price per the Real Estate Profes-

sionals' Home Buyer's Negotiation

Worksheet for your buyer, and by

(2) Negotiating the offer to accep-

tance with its Seller when you pres-

ent the offer in person or through

Broker Al Lewis and by (3) Doing

this again and again.

Importantly / A standout qualita-

tive element of the Weekend Warrior

Sales Program is that Broker Al

Lewis will, in your absence (1)

Work hand-in-hand with you, so to

speak, to present offers written by

you direct to sellers or through

agents weekdays or weekday eve-

nings as needed and will, in your

absence (2) Negotiate offers pre-

sented to acceptance and will, in

your absence (3) Open escrows and

will, in your absence (4) Manage

escrows to conclusion weekdays

because you, the Weekend Warrior,

have an alternate career or day-job

that limits your ability to do this.

One place or another in my writ-

ings you may have read the state-

ment, "Though stated as a job, real

estate is not actually a job at all, it is

an activity. Specific activities pro-

duce specific results." It is not

important whether you work only a

few hours a week, twenty-to-forty

hours a week, or more. What mat-

ters is what you do when you work.

I have mainly referenced this

relative to Listing activities; the

Weekend Warrior Sales Program,

however, like the Weekend Warrior

Listing Program, is a correlative

expression of this principle: it is a

means by which you invite yourself

to the party, part-time, weekends

only, Saturday or Sunday or both,

when wanted.

Listing is Job One / Though this

is a dialogue about Selling, the fact

that listing is Job One cannot be

emphasized enough. Even if it is

your interest, desire or intention to

sell weekends only for the express

purpose of opening escrows on a

weekly basis and not of managing

listings that might go months

unsold or, even, expire after arduous

effort, it is more-often-than-not the

successful Listing Agent that estab-

lishes a place for himself or herself

in the market as an independent

professional in charge of his or her

own future by creating a log of cli-

ents that will list with them during

some time-period like the next

month, six months or year, than a

Selling Agent, even a successful one.

Harsh words, maybe, but imagine

for a moment doing any or all the

above selling activities from your

own listings, weekends only, every

now and then or better yet, having

Open House Marketing Assistants

under your direction doing these

things for you on multiple proper-

ties every week without your ever

holding a property open yourself.

This is how you multiply yourself

in the market and create a future by

design as opposed to merely

encountering one as it occurs.

Listing is Job One.

10.

In Conclusion.

Assertiveness as a Warrior charac-

teristic is a stance toward life that

rouses, energizes and motivates, it

pushes us to take the offensive and

to move out of a defensive or hold-

ing position about life's tasks and

problems. A person with Warrior

energy knows what he or she wants

and takes steps to get it. As a func-

tion of his or her clarity of mind,

(he) is a strategist and a tactician,

(she) can evaluate her circumstances

accurately and adapt to the situa-

tion. The Warrior doesn't think too

much, because thinking too much

can lead to doubt, and doubt to

hesitation, and hesitation to inac-

tion, and inaction possibly to losing

the battle which is of course not

getting to where you want to go,

wherever that is, in your life and

work.

And thus the Weekend Warrior

sales methodology: a stance toward

work that rouses, energizes and

motivates; an organized strategy for

use of aggressive energy focused on

a specific result: the sale of a house

every week worked from one-to-fifty

(or twenty-to-thirty) a year, part-

time, weekends only.

The Real Estate Business / Real

estate is a tough business. To be

successful you've got to be struc-

tured and focused in your work.

There must be direction and pur-

pose in your words as well as perfor-

mance guarantees and viability in

your programs. You've got to have a

positive attitude and a successful

image.

While you already know this and

have these things to some greater or

lesser degree than needed, what is

more important than your merely

being organized for success is

whether the “Way” you are organized

for success is comfortable, rewarding

and makes you happy.

There is more than one right way

to do something and it's just possi-

ble the way you have learned to

organize for success in real estate is

not the easiest or the most pleasur-

able or the most efficient way. Can

you imagine doubling or tripling

your results in half or less the time,

with half or less the effort, and with

half or less the expense? Wouldn't

that be great?

We often hear someone say there

are no shortcuts to success, but

that's not true. There are shortcuts

to success. They come in the form

of the leadership you submit to, the

company you keep, the tools and

tactics you use: one way versus

another.

I am the Broker and lead trainer

for Real Estate Professionals World

Enterprise/ Allstate Marketing and

Matchmaker Realty Services and I

have a mission. I am dedicated to

helping each of our associates

achieve their first $300,000 year,

then their first $400,000 year, and

then their first $500,000 year in real

estate while working only part time

from a home-office (and more if

wanted).

By working mostly from a home-

office we are able to avoid activities

which often do little more than

waste our time: the maintenance of

office hours, for example, as well as

office meetings can be time wasters;

but floor time, caravanning and

relentless farming are the worst

offenders.

Success “for Life” in real estate

will not occur unless your career is

built around activities that allow

you, not only listing and sales suc-

cess, but time for life itself.

We all have a personal life, a family

life and a business life. Often, the

career paths we choose demand too

much of us, take too much time

away from one area of life to build

another. That cannot last and leads

ultimately to a breakdown here or

there. Success “for Life” is possible

with balance if we just work a plan

that allows it.

Structures unique to our program

fill the needs for lead generation,

advertising, floor time, marketing,

desk, phone, identity, support, cama-

raderie, insurance and training with

“Balance” in mind and will be thor-

oughly adhered to. Programs for

achieving your goals whatever they

are can be gained right here. I will

share with you an easier, more

pleasurable, more efficient way of

doing business.

We at Real Estate Professionals

and Matchmaker Realty Services are

building a company made up of

independent Brokers, Agents, and

Affiliates: professionals that choose

to work with intelligence and not

time and money to get to where

they want to go in real estate.

Matchmaker Realty Services, its

program, tools and methodologies

are an example of this, as is The

Real Estate Fellowship, a program

for listing Top of The Mark real

estate.

Learn more about the Fellowship

by going to TheRealEstateFellow-

ship.com. You’ll always be glad you

took action on this.

Broker-Association / Change of

Broker-Association is not required

of either independent brokers, or

brokers or agents associated with a

real estate company other than

Matchmaker Realty Services to take

advantage of the Matchmaker name

11.

and program. All may participate

either as an Associate-Licensee if

located in southern California or as

an Affiliate wherever located to

build a synergy that will get them to

where they want to go in real estate.

Synergy – the working together

of two or more things to produce a

result greater than the sum of their

individual effects – is the aim of

the Matchmaker Realty Services

buyer-oriented marketing pro-

gram and our relationship.

This is a program for brokers and

agents that really want to succeed,

that are tired of being ineffective,

timid or worse yet, second best.

Even if these are your experiences

to date, I will lead you to the higher

place you seek. I look forward to

our meeting soon.

If you haven't yet gotten to where

you want to go in real estate, con-

sider letting go of means and meth-

ods that may be holding you back

and, instead, walk in sync with some-

one that has walked-the-walk and

talked-the-talk of success in real

estate spanning five decades: the

70s, 80s, 90s, tens and teens of the

new century. What surer way to

succeed can you devise than that?

Sell a House a Week / The object

of the exclusive Matchmaker Realty

Services buyer representation pro-

gram is that participants are enabled

to sell a house a week, part time,

weekends only.

Real estate, though thought of

as a job is not a job at all, it is an

activity. Specific activities produce

specific results.

You will learn to sell with intensity

Saturdays and Sundays only. Keep

your day job, continue in your

career.

Time-Tested, Tried

and True.

Progressively developed five-

decades running, this program

represent the brass ring. Get off the

carousel of trial-and-error. Join now

to run with the bulls and fly with

the eagles.

Non-Local.

Unbounded. Our Influence

Extends Everywhere.

All that remains for you to experi-

ence the kind of success selling resi-

dential real estate I have shown

possible is for you to say to yourself,

“I can do this!,” and of course to

partner with me for doing it quickly

with ease.

Success for most is found on the

far side of failure. Sometimes the

learning curve is short, sometimes it

is unbearably long. When long,

delayed rewards often end a promis-

ing career early sidetracking the

wishes and dreams of many.

If by my experience I can

help you break-into and sustain

listing and sales success sooner

rather than later, what can be

wrong with that?

Multiply your value in the market-

place and income a hundredfold by

acting now.

Act Now.

Talent and skill you have in abun-

dance, I can assume this, but they

must be channeled to be of value in

the marketplace. To soar listing and

selling real estate as a Top of The

Mark agent you have to have an

image and – Story – that goes along

with the image that makes you

interesting, not a run-of-the-mill

franchise rubber stamp, but a stand-

out persona that can satisfy the

demands of what every buyer thinks

of as a high-level selling situation

worth paying attention to, whatever

their price.

In affiliation with me and Match-

maker Realty Services you will have

this. You are a concerto in the mak-

ing, a large scale musical composi-

tion for a solo instrument accompa-

nied by an orchestra, play your

music and be recognized.

The Matchmaker

Realty Services Start-up

Pro Forma.

Unique to the Matchmaker pro-

gram is that all participants partici-

pate as lifelong Licensed Affiliates of

the Matchmaker program. Whether

independent brokers, or brokers or

agents associated with a real estate

company (that may change from

time to time), or a broker-associate

or agent associated with one or

more of Broker Al Lewis' registered

companies for the listing and sale of

residential real estate under a sepa-

rate agreement, all participants upon

completion of the following License

Agreement own a lifelong non-

exclusive license to use the

Matchmaker Realty Services pro-

gram and subject property of

Licensor Al Lewis however deemed

beneficial to their business by the

participant.

How to Get Started.

If in southern California, call

any time to arrange a confidential

introductory sign-up meeting as

either an Associate or Affiliate.

If in another Region or State,

use the fast-start “Affiliation Agree-

ment” that follows to get in the

market working with buyers quickly

per the Matchmaker Realty Services

program. Follow instructions at the

back to sign and return.

12.

Thank You.

Al Lewis

Broker/Mentor

Marketing Professional

Since 1975

Matchmaker Realty Services

Headquartered in Southern

California

Representing Brokers and

Agents Countrywide

MatchmakerRealtyServices.com

714-744-0617

Copyright 2017 Al Lewis

BRE/00524259

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