V OL UM E 2, ISSUE 9 5 MARC H 2009

The Southern REALTOR Network

The Southern Realtor Network of the which goes to our charity, FAMILY
Birmingham MLS meets every CONNECTION. Please visit their
Thursday morning at 9:00 am at Ruby website at http://familyconnection-
Tuesday, Highway 31 N, Vestavia. The inc.org.
meeting includes a light breakfast.
We would like to thank Ruby Tuesday
The REALTORS will have a chance to for allowing our caravan to meet at
make announcements along their location at no charge.
WAGON with the Birmingham
MASTERS Association of REALTORS Please remember to
(BAR). email Kimberly
Gail Hutton Boackle of
RE/MAX Advantage You will have a chance to AmeriCapital
979-9854 present any old and new
listings, with which you may Mortgage, no later
need assistance. You will than noon on
Bruce Ludwig
RealtySouth Vestavia also be able to discuss both Wednesdays, to add
979-6400 buyers’ and sellers’ needs. your listings for the next
newsletter. Please remember to
Networking begins at 8:45am and
gives you the chance to meet with
include MLS #s.
COMMITTEE Thanks!!
MEMBERS other REALTORs and affiliates of the
BAR. The charge is $3 per person,
Sandra Carr
ERA Oxford Duties to Public
979-2335

Martha Moody Smith Standard of Practice 14-1

RELI Inc REALTORS® shall not be subject to disciplinary proceedings in more than one
999-0207 Board of REALTORS® or affiliated institute, society or council in which they hold
membership with respect to alleged violations of the Code of Ethics relating to
Gloria Jackson the same transaction or event.(Amended 1/95)
First Federal Mortgage
965-2167
Call to sign up for
Standard of Practice 14-2
Thursday Breakfast REALTORS® shall not make any unauthorized disclosure or dissemination of the
allegations, findings, or decision developed in connection with an ethics hearing
or appeal or in connection with an arbitration hearing or procedural review.
(Amended 1/92)

Published by AmeriCapital Mortgage - 205-278-5200

Email: Kimberly Boackle at kboackle@americapitalfunding.com
 PAGE 2

Offered Through:
Ken Giglio - 370.1296
Century 21 Home Team
3041 Old Stone Drive on 1st
Fairway of Inverness Country Club
$1,450 per month
3 BR/2.5BA Beautiful, pet-friendly,
2,000 sq. ft. townhome located the
most private street with huge master
suite with jetted tub, screened back
Calendar porch, garage and NO FEES
of Events
11 March Membership
11am Committee Offered Through:
11 March MLS Offered Through: Charles Heaton - 369.7090
1pm Committee Gail Hutton - 222.4335 Keller Williams
RE/MAX Advantage 2112 Lester Lane
12 March
Orientation 509 Meadow Ridge Circle 35226
9am
35242 $1,000 per month
13 March $1,850 per month
CCIM
8:30am 4BR/2.5BA Includes all kitchen
13 March MLS appliances; new carpet and
9am Basic paint (available 1 March)
1:30pm Advanced
Spring
16-20 March
Break Offered Through:
NAR Assoc. Janet Hamm - 601.5556
20-24 March Executives Keller Williams
Institute 2846 Wisteria Drive, Hoover
$1,400 per month
20 March
Rookie Club 4BR/3BA – Eat-in kitchen, den formal living
Noon
room and dining room, playroom, office,
23 March BAR Executive bonus room, fenced backyard with
11:30am Committee workshop - Lease/Purchase Option as well
23 March
MLS Directors
1:30pm
25 March
BAR Directors
9am
26 March
Seminar
1pm

Call Mark Boackle or Jim Nerios for all your mortgage needs:
AmeriCapital Mortgage - 205-278-520o or 800-818-6174
 VOLUME 2, ISSUE 9 PAGE 3

This strategy involves direct mailing renters with a series of postcards and letters designed to generate an inquiry for a
free educational report. Once the prospect inquires, you launch a plan for consistently following-up until your prospects
convert.
Call them first to confirm their address and kind of warm them up a little bit. Mail them the report. Then Follow up by
phone three days later to see if you can get them to take the next step. If they are a little defensive, try to put them at
ease so they’ll be receptive to you later. Then put them in your contact manager and follow up with them until they do
something."
Every time you mail them a letter or call them on the phone have something to offer them. Offer to help them get
financed. If their credit is bad, offer to help them get it cleaned up. If they want to look for a particular kind of home, offer
to send them a list of properties in their range. The main thing is to let them know that you are available to be of service
and try to make them feel at ease."

So the keys to the approach are:

1.  Mail renters a series of postcards and letters offering a free report (course materials) 
2.  Once they respond for the report, call, confirm their address, and begin warming up 
3.  Mail the report 
4.  Follow up by phone three days later 
5.  Follow up every ten to thirty days depending on their buying temperature 
6.  Be consistent in your follow up until they do something 
7.  Every time you follow up have some service to offer 
8.  In every communication strive to make them feel at ease 

One of the key things to understand with this strategy is: It’s a longer term strategy. Plus, it’s purely a numbers game.
When you mail 500 renters a postcard or letter, 10-20 of them will respond for the report. Then with good consistent
follow up 30%-40% will convert over the next six months.
Some will convert quickly, while others will take more time and consistent follow-up. So over six months, three to eight
prospects will ultimately convert to transactions. If you mail 500 renters every month and you consistently follow-up with
every lead, ultimately you will be producing between three and eight transactions every month from this one strategy.
The biggest key is consistency of follow-up and the willingness to pay the price of six months to make it happen.
A 6-Step Mailing Program for Renters
With this mailing program you alternate mailing renters an "article" one month (examples in your course materials), a
letter the second, an "article" the third and so on. There are three letters and three "articles" for a total of six months. At
the end of six months you simply start over at month one and repeat the process. This mailing approach can be done
over and over because the renter market is constantly shifting and changing. Plus, after repeated exposure the
likelihood of getting a renter to respond increases significantly.
Another consideration is that you may want to carry this process out on an every-other-month basis. Depending on how
aggressively you want to cultivate the renter market, you may find it more appropriate to implement a toned-down
version of the process outline in your course materials. Whatever the case, if you work the system, the system will
produce.
All of these materials are on the diskette that comes with your course. Each "article" is an editorially formatted ad that
you should print, fold and tear an edge along the top of the ad, and photocopy it on another sheet of paper. This will
make it look like you found an article for your renter prospect to read. Then write (or pay someone to write) with a blue
felt tip pen, a quick note above the "article" and sign your name. For example, "Mr. Smith, I thought you might like to
read this. John"
If you personalize it with "Mr. Smith" it costs a little bit more, but the response rates will be significantly better. Also, I
would recommend that you refresh your memory concerning the A pile, B pile theory of Gary Halbert’s. It’s a direct mail
fundamental!
In order to consistently get the response rates you need to make this strategy work with peak effectiveness, every "little
thing" like personalizing your mailer is very important. Plus, once you have a system where other people prepare your
mailings, it doesn’t take any more of your time to make it "personal". But the rewards will be increased response rates,
better conversion rates and more commission checks cashed!
 Network Notations:
Thank you to Matt Greenwood of Mortgage Professionals for providing breakfast this
morning.

Please call Gloria Jackson (First Federal Mortgage), 965.2167, to sign up for a Thursday
breakfast; we are a sad group without our morning victuals. Don’t forget to dine at Ruby
Tuesday’s and let them know that you are a member of the caravan - They are truly generous
in allowing us to use their facility every week for FREE. Your $3 weekly donation is able to go
straight to our charity.

Please keep Phil King, owner of AmeriCapital Mortgage, in your prayers. He is recovering
from open heart surgery.

We would like to welcome:

First-Time Realtors: Lou Herring (D.R. Horton) and Tom Lloyd (Ingram & Associates)
First-Time Affiliates: Judith Estridge and Elise Hearn (Shaklee)

Brokers present were: Alicia White, Robert Scott and Liz Elliott

The BAR will be recognizing members for their community participation. Please nominate a
fellow realtor for the “Good Neighbor Award.”

Upcoming Events:
Tuesday, 24 March - Silent Auction at Keller Williams Hoover benefitting the
medical expenses of Darrel Richardson’s daughter. Her medication is $900 per month
and not covered by insurance. Items are also needed, please bring them directly to the
office in Chase Corporate Center.
Monday, 20 April - Annual BAR Golf Tournament at Riverchase Country Club;
$250 and $150 sponsorship levels available. Please visit the BAR website to register as
a player or sponsor - or BOTH!
Wednesday, 22 April - “Harnessing the Power” by Ginny Willis
Thursday, 23 April - A Special Caravan Meeting - In conjunction with the
Birmingham WCR, 9am at Vestavia Country Club, brunch with John Croyle from Big
Oak Ranch and a Silent Auction - $25, plus whatever you buy!! Call 868.1995 for
tickets and additional information.

Please bring to our weekly meetings for Family Connections Inc

Month of March: Toothbrushes and Toothpaste (Full-Size Only)
Month of April: Body Soap and Dish Soap
Month of May: Laundry Detergent
Month of June: Rice and Pasta
 Open Sunday, 8 March 2-4pm
Rita Strauss Maples - ERA Oxford - 910.8890
1208 Green Glen Road, Vestavia - MLS 414175 - $278,900
3BR/2BA - In Old Vestavia with hardwood floors, eat-in kitchen,
formal dining room, family room with brick fireplace, patio, partial
basement and many improvements

Open Sunday, 8 March 2-4m

Manda Luccasen - RE/MAX Advantage - 283.0380
3340 Castle Crest Drive, Vestavia - MLS 416363 - $449,900
4BR/3BA - Entire home has been completely updated, hardwood
floors, stainless appliances in eat-in kitchen, finished basement with
additional kitchen, irrigation and security systems, landscaped front

Open Sunday, 8 March 2-4m

Herb Mitchell - Keller Williams - 243.8668
6228 Letson Farms Drive, McCalla- MLS 411802 - $189,900
3BR/2BA - Arched doorways, high ceilings, granite in kitchen,
formal dining room, large living room, jet tub in master, screened
porch, stone patio and gazebo in a community with lighted
sidewalks, lake, pool, clubhouse and playground.

Call Mark Boackle or Jim Nerios for all your mortgage needs:
AmeriCapital Mortgage - 205-278-520o or 800-818-6174
C Call Sarah McNeill at 205-408-3887 for information
St. Patrick's Day Special
A At Dunnavant Square
R Write an accepted contract before March 31, 2009 to participate in these Holiday
Special Prices.

A $2,000 Selling Agent BONUS

Seller to Pay up to $5,000 of Purchaser's Closing Cost and Pre-Paids
List Special Special List
V MLS Plan BR/BA Homesite # Address
Price Discount Price

A
1005
410399 Berwick 3/2.5 57 Dublin Way $252,900 $8,000 $244,900

N
1113
397233 Nottingham 3/2.5 85 Monaghan Dr $259,900 $15,000 $244,900

1117
391977 Amherst 3/2.5 87 Monaghan Dr $264,900 $20,000 $244,900

419835 Rochester 3/2.5 55 Dublin Way $264,900 $20,000 $244,900

L Thorntonhomes.net
Jack Smalley - Keller Williams - 531.9640
I Reduced to $179,900
424Chase Plantation Parkway, Hoover- MLS 418075

S 3BR/2BA - Brick townhome in a quiet cul-de-sac with Pergo flooring, new

carpet in bedrooms and stairwell, eat-in-kitchen, formal dining room,
fireplace in living room, 4 car garage plus storage and large private deck

T Rita Strauss Maples - ERA Oxford - 910.8890

Price Reduced by $50K
I 1798 Wellington Road, Homewood- MLS 365658 - $750,000
4BR/4.5BA - Completely renovated with almost everything new from
the roof to the basement and the landscaping, large eat-in kitchen

N leading to screened deck and family room, formal dining room, library,
basement with huge playroom, second kitchen and bonus rooms

G Judy Theriot - Red Hills Realty - 835.5839

$2K Selling Agent Bonus
1425 Primrose Lane, Hoover - MLS 415340 - $224,900
S 4BR/2BA - Quite cul-de-sac living on the lake at Willow Lakes with 10
foot ceilings, hardwood floors, master suite with jetted tub, breakfast
bar in kitchen, marble fireplace and newly landscaped

Call Mark Boackle or Jim Nerios for all your mortgage needs:
AmeriCapital Mortgage - 205-278-520o or 800-818-6174
 Jan & John Williams - 910.6919 - RE/MAX Advantage C
7153 Lazy Brooke Drive, Pinson - MLS 416921 - $219,000
3BR/2.5BA - Cul-de-sac home with open foyer into formal dining room,
eat-in kitchen with a breakfast bar, gas fireplace in great room, Wooded
A
view from screened porch and deck, full basement

5013 Stonearbor Drive, Pinson - MLS 417890 - $129,900

R
3BR/2BA - Eat-in kitchen, fireplace and vaulted ceiling in great room,
bonus room, full basement, large flat landscaped yard A
t
155 Hayesbury CourtDrive, Pelham - MLS 419710 - $129,900
2BR/2BA - Townhome with large kitchen, fireplace in living room, patio,
V
fenced backyard and hilltop view
A
Lou Herring - 601.4485 - D.R. Horton
N
2022 Chandalar Court, Pelham - MLS 416921 - $219,000
3BR/2.5BA - Cul-de-sac home with open foyer into formal dining
room, eat-in kitchen with a breakfast bar, gas fireplace in great room,
Wooded view from screened porch and deck, full basement

Belvedere Cove Amenities:

L
Pool, Stocked Fishing Lake, Park, Jogging Path around lake, sidewalks and street lights

2015 Belvedere Cove, 35242 - MLS 404542 - $321,960

I
4BR/3.5BA - Eat-in kitchen, formal dining room and living room, upstairs
loft, bonus room over garage, hardwood and tile floors, granite in
kitchen and bathrooms, jetted tub in master, wet bar, covered patio
S
1056 Belvedere Cove, 35242 - MLS 404766 - $256,845 T
3BR/2BA - Single level living with hardwood and tile floors, jetted tub
and sitting room in master, kitchen open to family room with fireplace,
granite in kitchen and bathrooms, sunroom I
N
G
S

Call Mark Boackle or Jim Nerios for all your mortgage needs:
AmeriCapital Mortgage - 205-278-520o or 800-818-6174
 WIN UP TO $100,000 IN MAY 2009
Sell Just 1 of 8 properties in Oakmere at Lake Crest
For Details Call
Ron and Shelia Alexander - RE/MAX Advantage - 296-1515
648 Whitestone Way - The only townhome left
613, 617, 621, 633, 661, 665, 681 Trumpet Circle - with elevators!
Visit oakmerelakecrest.com

ABOUT OUR CHARITY: FAMILY CONNECTION

familyconnection-inc.org

We are in desperate need of old cell phones,

empty ink cartridges, old computers and clothing.
Please bring them to each week’s caravan, or if
you have a lot to donate, call Martha Moody Smith
at 999-0207, and she will arrange for a pick-up.

Call Mark Boackle or Jim Nerios for all your mortgage needs:
AmeriCapital Mortgage - 205-278-520o or 800-818-6174
 REALTOR® GOLF TOURNAMENT
Monday, April 20 ▪ Riverchase Country Club
$100 Entry Fee includes the green fee, golf cart, lunch, and range balls prior to play; dinner and awards ceremony.
Proceeds from Tournament to benefit The Children’s Hospital
ENTRY DEADLINE: March 20 Maximum entries: 144. Shotgun
Start: NOON
Enclose payment with Entry Form.
Registration, Driving Range, and Lunch at 10:30 a.m. NO REFUNDS
Adult beverages available on the course and in Clubhouse. Tournament will be rescheduled if course is closed due to inclement weather.

Golf Registration FORM

Each foursome MUST include TWO BAR Members to PARTICIPATE and to be eligible for prizes.
PAY BEFORE PLAY. NO WALK-ONS
TEAM CAPTAIN must be a BAR Member.
(Must be BAR Member)
Team Captain’s Name: __________________________________ Cell: ______________ Email: ________________________________
Your Home Course: ____________________ Handicap: _____ Firm’s Name/Branch Office: ___________________________________
Please Name the Other Members of Your Foursome:
1)
_______________________________________Handicap: ______Firm Name/Branch Office: ______________________________

2) _______________________________________Handicap: ______Firm Name/Branch Office: ______________________________

3)
_______________________________________Handicap: ______Firm Name/Branch Office: _____________________________

Check or Credit Card $100 per person total of $______. You must pay fee by March 20.
VISA, MASTERCARD, AMEX No. __________________________________________________ Exp. Date: _________________
Signature of TEAM CAPTAIN: _______________________________________ Date: ____________________

---------------------------------------------------------------------
COMPLETE THE FOLLOWING ONLY IF YOUR FOURSOME IS TO COMPETE IN
THE

REALTOR BROKER TEAM Contest

I certify this is a REALTOR BROKER TEAM for entry in the REALTOR BROKER TEAM Contest:
Qualifying Broker’s Signature: _________________________________ Date: ________ Firm/Branch: ___________________________
RULES: To compete in this contest each Team must represent a firm that is an active REALTOR Broker Member of BAR.
Also, each team competing must include as team members a minimum of 2 Realtors from same office.
POLICY: On Course Activity Limited to Players and Official Sponsors. NO REFUNDS.
Make checks payable to: BIRMINGHAM ASSOCIATION OF REALTORS, 3501 Independence Drive, Birmingham, AL 35209
Phone: 802-6079 • Fax: 802-6074 • E-mail: dmace@barbham.com