S.E.C. Real Estate Observer

Welcome to the fall 2014 issue of the S.E.C. Observer . In this issue, Wes Dingler, 2014 president of the Society, asks “why not expand your market?” Kim Colin, S.E.C., describes the “evolution of a Counselor”; Chuck Sutherland, S.E.C., suggests an alternative purchase method using “professional services as a down payment”; and William E. Stonaker, […]

We have all met with a potential client, partner, or fellow broker at one point or another to discuss the idea of equity marketing and its benefits. On most occasions, the response is tepid at best, if not outright resistant. The concept is not used in most brokerages and therefore doesn’t make it to the average agent or broker.

Most counselors would agree that counseling could be described as a process—a series of information exchanges designed to allow the counselor to gain an understanding of the client’s objectives, resources, and mind-set so that the counselor may design solutions that combine the client’s resources with the counselor’s abilities and resources for the purpose of developing the desired transaction benefits for the client.

Strategy: An often overlooked approach to making transactions is the use of professional services as a source of down payment for a property.

We often ask the following question at our S.E.C. marketing meetings: “Is your client area bound?” It took me a minute to figure out what the moderator meant at my first meeting, though it became apparent very quickly. But what do we really mean?

This is probably the most important exchange formula there is and it is rarely used as people do not understand its significance, or possibly it is so unconventional that they are afraid of it. The true key to the philosophy of exchanging is within this formula. If you do not understand the importance of this, you will not really understand exchanging.

In the past 45 days, the S.E.C. Education Foundation has supported Peter West and Corey Bishop in moderating a marketing session for the Kansas CCIM Chapter in Wichita; and Wes Dingler and Brandon Sanders in moderating a marketing session in Indianapolis for the Indiana Real Estate Exchangers (IREX) group.

The S.E.C. National Invitational Marketing Session will be held at the Embassy Suites Deerfield Beach, 950 Ocean Drive, Deerfield Beach, FL 33441.

The S.E.C. Education Foundation and the Society of Exchange Counselors are pleased to announce that James T. Wilson, S.E.C., CCIM, will present “Creative Equity Marketing & Exchanging” from 8:30 a.m. to 4:00 p.m. on November 16 in Fort Lauderdale, Florida.

The S.E.C. National Invitational Marketing Session will be held at the Sheraton Tucson, 5151 East Grant Road, Tucson, AZ, 85712 on January 18-21, 2015.