ClickTALK - eNewsletter for ClickFORMS users
Issue # 116. July 12, 2005

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Did you know...

The word “plat” (as in plat maps) has the same root word as “plate” and “platypus”?
Thought you might find that interesting . . .

plat (plat)

n. [var. of PLOT, infl. by ME. plat, flat < OFr.: see PLATE]

a small piece of ground

a map or plan, esp. of a piece of land divided into building lots

vt.
plat' ted, plat' ting to make a map or plan of

source: Webster's New World Dictionary, Second College Edition, (c) 1982

Other words from same root:
- plateau
- plate
- platter
- platform
- platen
- platitude
- platypus (surprisingly, from "flat foot," nothing to do with its bill)

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  In this Issue:
» Pre-Release Version of ClickFORMS Available
» How to Earn Extra Money with the ClickFORMS Referral Program
» Six Tips on Using Referrals to Make Money and Grow Your Business!
» Special Notice for FHA Roster Appraisers
» Hybrid Appraisals – Is One in Your Future?
» Tech Tip – Wireless Office Hardware Example

New Pre-Release Version of ClickFORMS Available

Our next major release of ClickFORMS is scheduled for August, but you can get a pre-release version today. Many of you have been trying out the new Fannie Mae forms and have sent in comments and suggestions on how to improve the workflow. We have implemented all of these suggestions and fixed all the known bugs. So instead of waiting for the regular release to get these updates, we are making a pre-release version of ClickFORMS available today.

Note: The only changes between the released (3.1) version and this pre-release version are the fixes and enhancements to the new Fannie Mae forms.

You can download the pre-release version at: http://www.bradfordsoftware.com

How to Earn Extra Money with the ClickFORMS Referral program

In a recent ClickTALK poll, we asked how many of you knew about the Bradford Technologies referral program. It turns out that only 31% of you know about it. So many of you are missing out on a good opportunity to a) help your friends get some very cool software and b) save some money!

When you refer a customer to Bradford Technologies and they purchase ClickFORMS, we give you a $50 credit toward your next purchase. The only stipulation is that it has to be a Bradford Technologies product (not third party hardware, for example).

So tell your friends how great ClickFORMS is and get paid to do it!

Six Tips on Using Referrals to Make Money and Grow Your Business

Referrals can work for you, too. There are a few quick tips to use this cost-effective way of getting more business. The key to success, however, is to ask for a referral from your good customers. A quick, non-intrusive approach is to say “Don’t keep me a secret.”

We’ve found an excellent source for learning the art of the referral. It’s a company run by Bill Cates, and he is excellent. The website is http://referralcoach.com/; we’ve included a few of the tips that you might find helpful. We have.

Six Steps to More Referral Introductions
(Reprinted from refferalcoach.com)

1) Setting Referral Goals
How many clients from referrals would you like this year? Have you stopped to think about that? Do you know how many times you need to ask for referrals to reach your goal? How is that per quarter, per month, per week?

Clear intentions produce clear results. Fuzzy intentions produce fuzzy results.
Get clear about your goal and the activity it requires for success.

2) Making Referrals Top of Mind Awareness
You are probably already familiar with my concept of Referral Mindset. Are you thinking about referrals everyday? If not, find a way to remind yourself. Put a sticky note on your computer screen. I know some advisors who have a small clock or stop watch on their desk with a little "sign" on it that says "Have you asked for a referral today?"

They are measuring the time between askings. Do what it takes to keep referrals on your top of mind awareness.

3) Become Referable Quickly
First of all, it's not your product(s) that make you referable, it's the process of doing business with you. Your process makes you referable regardless of the value of the product/service.

There is a difference between a process that helps you make the sale and a process that helps you bring value to your prospects. If you use the latter, not only will you make more sales but you'll do so in a way that increases your referability early in your new relationship.

4) Promote Referrals
How many times have you heard me tell you to say to your clients, "Don’t keep me a secret"? I've been teaching this for 10 years and I get feedback virtually every day that this little phrase really works.

Here's another way I heard recently. When you talk to your clients in your efforts to negotiate a meeting time and they want to meet with you at 10:0am on Tuesday. If you're busy then, say, "I have a referral coming in at that time; can we meet at 1:00pm or 2:00pm?"

Incorporate referral language into your everyday conversations.

5) Determine Your Timing
Sometimes the first step is the hardest. When it comes to asking for referrals, this isn’t one of those times.

Probably the most important part of our system is Value- Seeking Questions. At the end of every appointment, you should check in with your clients to make sure you have a happy client and to have them articulate the value they see from their relationship with you and/or the value of the specific meeting.

Here’s the deal. If your client isn't happy with something and they are not telling you, you aren't referable and they are a candidate to move their business elsewhere. Don't be afraid of a negative response. If you get one, you are doing good work to improve your client relationships. Retention is as important as acquiring new clients. This conversation will improve your relationships with your clients and make you more referable.

6) Ask for Referrals – Effectively!
Perhaps the most important tip is to create your own unique method for asking for referrals. Here's the key. Write your own script based on these steps. Know it well. Then turn it into a conversation. Asking for referrals is just a conversation between you and your clients.

V – Ask Value Seeking Questions
I – Treat the Request with Importance
P – Get Permission to Brainstorm
S – Suggest Names and Categories

Special Notice for FHA Roster Appraisers

On March 24, 2005 , Fannie Mae released new and revised appraisal reporting forms. All Federal Housing Administration (FHA) Roster Appraisers are instructed to continue to use the existing (pre March 2005) Fannie Mae reporting forms until further notice.  FHA will be adopting, at a date to be announced, the following Fannie Mae appraisal reporting forms, which must be used when appraising the following specific property types:

  1. Uniform Residential Appraisal Report (Fannie Mae Form 1004)  for all 1 and 2 unit single family dwellings
  2. Manufactured Home Appraisal Report (Fannie Mae Form 1004C)  for all manufactured homes
  3. Individual Condominium Unit Appraisal Report (Fannie Mae Form 1073)  for all condominium units
  4. Small Residential Income Property Appraisal Report (Fannie Mae Form 1025) for 3 and 4 unit single family dwellings

If you have any questions, please do not reply to this email, please contact the HUD Homeownership Center (HOC) that serves your state.  You can find a directory of states that are serviced by HUD's homeownership centers (HOC) on the web at: http://www.hud.gov/offices


Hybrid Appraisals – Is One in Your Future?

You have probably heard of Appraiser Assisted AVMs (AAVM). Have you heard of the AVM Assisted Appraiser? This is where the appraiser utilizes AVM technology to assist in determining a property valuation? Either way, these types of valuations are starting to be known as “hybrid appraisals” within the industry.

Jeff Bradford, President of Bradford Technologies recently spoke at the Predictive Methods Conference on the future role of hybrid appraisals in the industry.

Jeff Bradford’s presentation was titled “At the Crossroads: The AVM and the Appraiser.” He opened by questioning why the industry was asking appraisers to validate AVM results? It comes down to the strengths and weaknesses of approaches, he said. For example, appraisers have local expertise and the ability to inspect property, but their turnaround times are longer than that of an AVM. On the other hand, AVMs are fast and cheap but lack quality data and geographic coverage.

Adding the appraiser strengths leads to the stronger AVM, and adding AVMs’ strengths to the appraiser side makes for a stronger appraiser, he said. Most hybrids today are appraisal-assisted AVMs, he said, with appraisers validating AVMs by adding more comps or making other adjustments.

The most common is the AVM with a desktop review. The problem with that approach is that when the AVM value is off, more comps won’t help, Bradford said. AVMs with property inspections might be better in that case, although that model has the disadvantage that the inspection probably isn’t done by an appraiser.

One problem with AAVMs, he said, is that the AVM isn’t integrated into the appraiser’s desktop software, so there’s too much data reentry involved. In addition, AAVMs don’t address the weaknesses of AVMs, including lack of access to quality data.

A role reversal may be in order, he said: the AVM-assisted appraiser. AVM technology can help with data aggregation and analysis and valuation processes. For example, the software can sort and organize data on comparables faster than the appraiser. “This is where the AVM front-end loader can really help the appraisal process,” he said. Adding an AVM to the process lets let’s appraisers add statistical validity to what they’re doing, he said. It also reduces overall turnaround time and help combat lender pressure. In short, AVM-assisted appraisal could represent the fourth major method of valuation, he concluded.

Want to see how an AVM can help do pre-research and strengths you’re value conclusion, check out the built-in Veros Property Analysis report in ClickFORMS. It’s located under the Services menu. Call your account representative at 800-622-8727 to get a free trial subscription to the Veros Property Analysis Report.


Tech Tip – Wireless Office Example

The Mobile Appraiser should be completely wireless – even in the office. But what should you buy?
A friend of ClickTalk, an HP engineer, recently outfitted his office with some cool wireless stuff.
And the best part of it is – it works!! Here’s what he bought:

  • Netgear 108 Mbps 802.11g Wireless Firewall Router (WGT624RV) $79.99
  • 54 Mbps 802.11g Wireless Print Sever with 4-port Switch (WGPS606) $99.99
  • GN Netcom GN-9120 2.4 Ghz Wireless Headset $199.99 (RF but not BT)

You can buy the wireless headset, including a cool headset lifter at HelloDirect.
It’s not cheap but it’s arguably the best on the market ($309.99): http://www.hellodirect.com/catalog

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