Marketing Maven

In Part 1 of this series we talked about holding a sales strengths event.Now that tax season is over-and agents' tax returns memories are still fresh, it's a great opportunity to partner with a certified public accountant and present a tax planning session for your real estate agents.Work with several CPA's and create a series of three distinct workshops. Here are some ideas:Topic: How Real Estate Agents Can Get The Most Tax DeductionsWhile you could hold the workshop for all agents, you'll get more face-time mileage if you set up meetings in individual real estate offices.Ask the accountant to create a PowerPoint, along with a checklist of tax-deductible items. One of the topics that should definitely be covered is automobile expenses (i.e. depreciation vs. mileage expense and which is better), how to write off office equipment-things that are unique to real estate agents.Topic: How to Explain the Tax Benefits of Home OwnershipI'll bet my first-born child that real estate agents don't how to "effectively" explain the tax benefits of home ownership to their clients. Show them how to explain interest and property tax write-offs and how their clients can file a new W-4 with their employer to have less income tax deducted because of the additional tax benefits.Ask the accountant to come up with a generic form, where agents can give to their clients. Add the accountants info to the form so if clients have question, they can contact the CPA (but be sure to add a disclaimer too).Topic: Benefits of Buying Investment PropertyThere are huge tax write offs for investment property owners (both single family and commercial real estate). It could be for their own portfolio or for clients who want to invest in real estate.Invite a different accountant and financial planner for each topic (you create six relationships). Before you schedule, ask them to audition. You want to make sure that the information relevant-but more importantly, they are not boring or afraid of speaking in public.Karen Deis is president of LoanOfficerTraining.com. She can be contacted at Karen@LoanOfficerTraining.com.