December 13, 2013

By Chad Roffers Head of Client Services / Concierge Auctions

Sharks Whales & Minnows (and Phonies).

Why does anything I am about to say matter?

� 2001 - 2008 Agent and Brokerage Owner with $500 Million+ of Closed Sales

� 2008 - Present Head of Client Services for Concierge Auctions

� Average Transaction This Year = $5.4 Million

� Generated over $20 Million in Commissions and Fees in 2013

� 100% of our assignments includes a listing agent and the opportunity for a buy side commission

� Concierge posses a curated database of 60,000+ Sharks, Whales and Minnows and almost every week of the year how we size people up is the difference between success and failure

What am I here?

� Hawaii is important important to Concierge Auctions

� Right or wrong (we think right) we are committed to an agent centric strategy which means our success is tied to our relationship with you

� If I were once again a traditional agent I wish there were more resources for practical advice to grow and improve my business

My Secret Weapon...Take something Stiff Before You Try and Read

Sizing Up Your Catch

� 80/20 Rule (Listen/Talk)

� Ask Questions

� Ask More Questions

� Talk Less

� It is what they mean not what they say that matters

� Be Yourself (If they don’t like you they will move on no matter what)

Minnows

� Educate Them

� Inform Them

� Provide data not readily available

� They will make their own buying decision

Sharks

� Opportunity Driven

� Want to know how they can have information others do not

� Are you the person who knows more than anyone else? (Coconut Wireless)

� How can you add more value?

Whales

� Want to know they can trust you (No Coconut Wireless)

� Will test you

� Have people who will research and verify everything you say

� Don’t mess it up (once in a lifetime for most)

Phonies

� Big deal is always about to close

� Agents always take the bait!

� Contracts without ernest money

� The money NEVER comes

Mahalo

@chadroffers or chad.roffers@conciergeauctions.com