Amherst Madison Real Estate - An Overview of Success

Copyright © 2013 AMHERST MADISON LLC. All Rights Reserved. REV. 06/07/14
“We will always be distinctive and exist to support our Agents in building
successful businesses and fulfilling lives, while being a force of positive
change in the communities we serve.”

Amherst Madison is one of the most innovative and fastest-growing real estate companies in
Idaho. At Amherst Madison, the Agents are Partners – they share the profits, they have input
with decision making, and they are empowered to build their business to the highest possi-
ble level. We exist to support their improvement and growth every step of the way.
Amherst Madison was founded in 2013 and brought to market after two years of develop-
ment. In January, 2014, the first two “Operating Units”, Amherst Madison Legacy and Am-
herst Madison Partners, opened under independent ownership and License Agreements.
Currently, earned commissions and profit sharing in the Operating Units are doubling every
three months.
Amherst Madison is growing quickly for one very powerful reason; it is a company truly
designed by “Producing Agents” for “Producing Agents”. It honors them, supports them,
empowers them, and affords them the freedom to build and control their own businesses. In
addition, it provides “Career Path” opportunities for them to achieve long-term income,
above and beyond their own commissions.
Amherst Madison is built upon specific standards of service; integrity, and an understanding
of what today’s Agents need from a brokerage. Our intent is to support those we serve, not
compete against them. Our systems and technologies are global, the support is regional,
and the image of each office is “boutique”. That is how the customer likes it and that is how
Amherst Madison delivers it for you.

What Makes a Successful Agent?
The first thing is always Passion. Real estate is a hard business and takes attention to detail, discipline, and a com-
mitment to great customer service. Top agents also share the following attributes:
They return calls and emails at lightning speed—These are the people that get a lead and do not let it go. They
immediately make contact and they follow up. They answer any questions and are happy to stay on the phone with
nervous clients. They are the warriors of email, text, and phone and they keep that rhythm right up through the
whole transaction. Their clients feel like they are very important to the agent. They also switch their communication
style to match the client. If the client prefers text, they text, if the client wants a phone call, they call.
They are up on the latest technology—They are iPad users and smartphone addicts. They do everything from
anywhere. They don’t just have a tablet and a smartphone; they make sure they have great data plans so they are
never stuck without an internet connection. They try to go paperless as much as possible. They read a lot of infor-
mation both about the real estate industry but also about general trends regarding technology.
They ask for the business—Many new agents believe that their brokerage is responsible for giving them leads.
Moreover, a large percentage of these agents are reluctant to ask for business from their sphere of influence. Unless
these agents master how to generate their own leads, they are almost always doomed to failure. In contrast, agents
who understand that real estate is a sales profession that requires sales skills, marketing, prospecting, and strong
negotiation skills are much more likely to succeed.
They explain everything they are doing—Like “Straight A” students doing math homework, successful agents
show their work. When they meet with the client for the first time they explain the process, the potential road-
blocks, and a few scenarios that could occur. They let the client know that they are negotiating, they keep in regular
communication, and they adjust their strategy as needed. Clients need to feel that their agent is engaged in every
step of the process.
They get leads any way they can—Leads are how agents get clients. A lead is an introduction to someone the
agent hasn’t met yet. Smart agents are experimenters, they try out different types of lead sources, they explore
different types of ad campaigns, and they take notes on what works and what doesn’t. They understand that having
a social presence is important and that staying top of mind means being active with their clients through social me-
dia, through advertising, and also through more traditional methods such as postcard mailings.
Full-time commitment to the real estate profession—Occasionally a new agent who works part time eventual-
ly has a successful transition into the business. Nevertheless, failure to work a full 40 hours per week greatly dimin-
ishes the agent’s probability of success. Many agents get into real estate wanting flex time. In other words, no one is
going to call you and tell you to come into work. Rather than putting in 40-50 hours of actual work like they may
have on another job, they come in at 10, go to lunch at 12, pick up their kids at 3, and do an open house on Saturday
for two hours and say they worked six days. Most new agents don’t get this and even if they do, they’re not willing
to put in the hours that it takes to succeed. The second secret to success is you have to WORK when you show up!
They license at a professional real estate brokerage—One that provides every tool and support neces-
sary for success at the highest level, and one that provides advancement opportunities.

IDENTITY
With the majority of real estate companies, the operating objectives and economic
models of the individual agent and the brokerages they work for are “Opposition”.
Agents want to take home the largest percentage of commission income while still de-
manding services that cost their brokerages substantial amounts of expense and over-
head.
In an attempt to solve the above conundrum on the “Agent Side”, a proliferation of
transaction fee brokerages have emerged in the last ten years. While these shops can
be more advantageous for the Agent, it is challenging for the brokerages themselves to
remain profitable. (Recruiting standards must be kept low and high numbers of agents
are necessary to remain in business). The solution on the “Brokerage Side” is to stay tra-
ditional and keep the high commission splits and fees that in our current business envi-
ronment are not good economic models for self-starting, high producing agents.
Amherst Madison’s real-world model addresses the above mentioned “Agent-to-
Brokerage” paradox. We have developed a solution that takes the best from both sides
of the brokerage model. Amherst Madison Agents (called “Partners” or “Associates”) re-
ceive some of the most needed support functions found at traditional brokerages yet re-
ceive the compensation advantages of a transaction fee concept. Our operating and eco-
nomic models deliver where most others fall short. Our Agents are rewarded for their
fine efforts.
WORLD-CLASS IMAGE
From our name itself to the very document you are reading right now countless
measures have been taken to build Amherst Madison’s “World Class” image. We believe
the key to success is establishing a strong brand from the start and then having the disci-
pline to maintain it over time. This core belief reflects positively on every person in the
company.

The Amherst Madison name and logo are Registered Trademarks. We pay strong
attention our brand through all media channels.

Amherst Madison represents the highest standards of service in
the real estate industry. Our success comes from a culture of
personal integrity, a strict code of business practices, proven
track record in all price ranges, and an unwavering commitment
to our clients and community. Our unique business model and
systems are based on a core belief that we exist to support our
Agents by providing a corporate branding platform, superior
productivity tools, and a supportive culture centered on personal
accountability.
Amherst Madison’s documented Career Path and Profit Sharing
Plan encourages all Agents to become vested in their own suc-
cess, and is a key element of the company’s fast growth. With a
passion for the communities in which they live and work, Am-
herst Madison Agents are proud to “give back” through our com-
pany foundation, The Black Door, which donates a percentage of
the brokerage fee from every closing to support numerous chari-
table and non-profit organizations.

“PARTNER”
A licensee who has met the minimum production standards as determined by their marketplace. They may be Team Leaders,
on a Company Team, or work independently.
“ASSOCIATE”
A licensee who either works on a Company Team or with a Partner who is working toward qualifying for Partner by reaching
minimum production standards for their marketplace.
“TEAM LEADER”
A Partner who leads a Company Team.
“COMPANY TEAM”
A group of up to (8) Partners and Associates, usually with an unique name, and lead by a Team Leader.
“AGENT LISTING SUPPORT”
The support function assisting with the initial steps of listing input and marketing for a New Listing.
“DIGITAL PAYMENT SERVICE”
Digital application where all monies paid to Partners or Associates happens electronically and in real time.
“AGENT TRANSACTION SUPPORT”
The proprietary digital transaction tool for maximum transaction efficiency.
“AGENT BRANDING GUIDE”
Published manual to enhance the image and branding of all Partners and Associates.
“ONLINE MARKETING CENTER”
Online portal for the easy creation of sales and marketing tools across a variety of media formats.
“PARTNER INCENTIVE PROGRAM”
Incentive plan for all Partners where, after $15,000 in gross dollars to the Company in a one-year time period, all additional
transactions for the remainder of the months in the period is set at a flat fee.
“PROFIT SHARE”
A written plan and set of accounting rules that encourages all Partners to become vested in their own success and receive a
monthly share of all profit in their local office, after certain requirements are met.
“CAREER PATH”
The opportunities in the company where every person has a clear path that when followed will allow them greater levels of
responsibly, personal growth, and business ownership.

The “Birth” of Amherst Madison was focused on two ideals: the creation of a distin-
guished brand that supported our Agents and making a difference in the lives of others.
It was apparent to the founders that there was a void in the real estate world. A void
that needed to be filled with a brokerage that could solve the issues existing in the cur-
rent models.
As exciting as this new way of doing business was to the founders, and as much as they
saw its potential for success, they understood that business cannot exists for the sake of
business alone. It is important to “make a difference” in the world and serve others. The
opportunity to make a difference has been both magnified by events surrounding their
lives and the deadly disease itself - Cancer. They, like so many of us, have lost several
family members to this deadly disease. They share an passion for helping those in need
and doing their part to help limit the effects of cancer, specifically in children. In college,
one of the Founders had a life-changing experience while volunteering for a children’s
cancer organization. He was introduced to two children, a boy and girl, battling leuke-
mia. The founder became absorbed in their lives & was blessed enough to watch them
beat the odds (after years of struggle) and stay alive. It is truly a life changing experi-
ence to watch an innocent person grapple with something they do not understand and
do not deserve.
It was during one of the many conversations about building a company that would
“Make A Difference” that the founders casually discussed the story of children. It reso-
nated and it was decided that Amherst Madison would, thereafter, donate a portion of
its annual proceeds to various charity groups that support the less fortunate. So, how
did they arrive at the name Amherst Madison? That was an easy decision… the boy who
survived cancer was named Amherst; while the little girl’s name was Madison. It seemed
very fitting that a proud and distinguished company carry the name of these brave
children.

“Distinctive Real Estate”
Distinctive means “Possessing characteristics that distinguishes from all others”. The
word is more than our tagline. It embodies the values we hold dear – those characteris-
tics that are unique in real estate. Distinctive is not a price point or zip code. It is the
standard we hold ourselves to and represents the discipline, experience, and execution to
deliver a first-class experience with every client. We remain distinctive by affiliating with
real estate professionals who are committed to delivering superior service, high produc-
tivity, and an unparalleled level of personal responsibility.
“Amherst Madison will always be distinctive and exist to support our Agents
in building successful businesses and fulfilling lives, while being a force of
positive change in the communities we serve.”
Amherst Madison’s mission statement is backed with our promise—Maintain Image,
Build Brand, Maximize Process, and Focus on Strategy. We are driven to continuously im-
prove our operations and enhance our agents’ experience.
As displayed in every Amherst Madison office

This concept is the driving force behind the thousands of dollars paid per month in support sys-
tems and technologies. It is because we believe in the individual success and reward of Partners
& Associates, that we share the success of the Operating Units with our Partners. As an Amherst
Madison office becomes more profitable, then so do its Partners. The company will share the
office profit with its Partners in direct proportion to the individual production and participation
in recruiting others to join Amherst Madison.
Qualification:
Agent must close one (1) transaction, within the month in question, to be eligible.
Agent must have a minimum one (1) sponsored, active, Agent to be eligible.
Profit Share:
 Eligible Agent will receive monthly profit share, as determined by the qualifying “Activators”
in the chart below
 Both the Agent Activator and the Operating Unit Activator must occur in order for the Agent
to qualify for the Multiplier indicated
 The Multiplier is calculated with the Operating Unit’s net income in order to determine the
Agent’s Profit Share for the month
Activators (Both Agent and Operating Unit must occur)
Agent Multiplier Operating Unit
1. Close 1-2 Transaction in that Month 0.0035 $2500 of Profit
2. Close 3+ Transaction in that Month 0.0047 $5000 of Profit
2. Have More than one Sponsoree 0.0053 $7500 of Profit
3. Recruit a new Partner that month 0.0065 $10,000+ of Profit

Amherst Madison believes in supporting and encouraging the success of the Partners
that comprise the backbone of the company. The Partner Incentive Program is one way
we reward the efforts of our best Partners.
The qualification for “Capping” is currently $15,000 in company-paid Gross Commission
Income per Anniversary Year. Upon reaching this respected milestone, a Partner will
then pay a Flat $300 File Fee, per closed transaction, for the remainder of their year un-
til their Anniversary Date. A partner’s company-paid Gross Commission Income total
will re-set to zero every year, upon their start-date Anniversary.
Actual Tracking Dashboard
Highlights:
 Commission “Cap” is set at $15,000 per year
 $300 File Fee on all transactions after “Cap”

Hundreds of marketing designs and products for creating professional and elegantly
written marketing content are available The Online Marketing Centers offers a mobile
ready platform that works great on a desktop, iPad or Android device to keep you
looking your best.

Company-designed property fliers and professional photographs are a benefit of all
residential listings. The Property Fliers are available in a variety of formats and can be
seen on the Online Marketing Center.

Promotional products are a great way to build client awareness. Several marketing
items are in stock or available for quick delivery.
Presentation Folders
Letterhead
Thank You Cards
27” x 18” Sign
18” x 12” Sign
Under Armour®
Men's/Women’s
Commercial Sign
Sign Panels

We provide a truly efficient “100% Paperless” Transaction Management Platform in
our own custom submission portal. Mobile apps let our Partners see transactions on
their iPhone, iPad, or Android devices and allow archival onto a USB drive or Zip file in
a matter of seconds.
Step 1
Step 2

We pay hundreds of dollars per month to “syndicate”
our agents’ listings to over 900 consumer-based web
search portals. These portals are refreshed with a
listing’s data and photography four times per day.
The largest paid syndication partners are Trulia, Zil-
low and Realtor.com, each receiving millions of hits
per day from all over the world.
For any listing over $500,000, Amherst Madison
places it on premium sites such as DuPont Registry.
NATIONAL PAID SYNDICATION PARTNERS

“...the Partner Mastermind Group is exciting! We have brainstorming,
education, peer accountability and support that will sharpen our busi-
ness and interpersonal skills! This Mastermind Group requires commit-
ment, confidentiality, willingness to brainstorm ideas & solutions as well
as support each other with respect and compassion. We will act as cata-
lysts for each other’s growth, and ultimately each other’s success!”
-Nikele Wood
Napoleon Hill wrote about the mastermind group principle as:
"The coordination of knowledge and effort of two or more people, who
work toward a definite purpose, in the spirit of harmony."
He continued…
"No two minds ever come together without thereby creating a third, invisi-
ble intangible force, which may be likened to a third mind [the master
mind]."
At Amherst Madison, we believe in mastermind . The concept of Agent-
mastermind is not just something in our Office Policy Manual that is looked
at once and then forgotten about. We structure “Mastermind Groups” into
our daily business lives.
On the third Tuesday of each month; the Amherst Madison Partners are in-
vited to join together to discuss best practices in both their work and person-
al lives. It could be a new vendor, a new book, a new presentation style or
script, or any number of things that are presented during our conversations.

At Amherst Madison, we hold ourselves to high standards. We aim to be fair, honest,
transparent, appropriate, and professional in our decisions. Our Associates & Partners
are the most important part of our business and we value their input on how we can
better serve them.
The online resources includes a place where Agents can give us their anonymous feed-
back as to how we are doing. This feedback will be given to the Executive Committee to
discuss and decide on how we can better improve.
Step 2
Step 1

Each Market Center has an “Executive Committee” that is comprised of nominees
who volunteer to serve for six months. The purpose of the Executive Committee is to
provide our Partners with a way to give direct input regarding the overall operation
of Amherst Madison.
The Executive Committee is actively involved in the leadership and direction of the
company, providing feedback that influences decisions and helps in reaching the
goals of the Market Center. By example, items that the Executive Committee might
discuss are those related to systems, feedback, processes, education, efficiencies,
standards, and general improvement.
Amherst Madison recognizes that every Market Center has its own unique character-
istics. Unlike other real estate companies, where standardized decisions are made
from an out-of-state corporate headquarters that apply to every one of their offic-
es, the feedback we receive helps our local brokerages run better. As a company, we
believe no one knows better about what a Partner needs to be more productive in
their particular marketplace than the ones doing business there.

Our collaborative and experience-rich associations afford a variety of learning oppor-
tunities that will enhance our Partners’ real estate Knowledge. Numerous trainings,
webinars, and social gatherings are held throughout the year to keep our Agents on
top of the best business practices, newest technology, and most effective marketing
channels.
We respect our Partners’ time and will only provide education that is professionally-
minded and relevant to today’s market conditions. Our “On-Demand” webinars and
sales trainings can be viewed at your convenience from anywhere in the world.
Additionally, we only employ Designated and Training Brokers who deeply embody
our philosophy of a highly-supportive and ever-expanding “Learning Environment”.
An investment in knowledge pays the best interest”
-Benjamin Franklin

No real estate training in the word will make you more successful if you do not have the right
personality and psychological traits. Those who achieve at the highest levels know their
strengths and weaknesses— they focus on the things that they naturally do well and put less em-
phasis on those things that they do not. Understanding your unique “self” is vital to growing a
successful real estate business. (How you interact with people, your goals, motivation and confi-
dence are all part of determining how far you will go in real estate.)
Recognizing your strengths is not a new concept, but it certainly is important for getting the
highest results possible for the best return on your time
The Real Estate Personality Assessment Test will uncovers Five personality
“dimensions” related to real estate:
Developed by top psychologists and industry professionals, these assessments have
helped countless real estate professionals evaluate and improve their business
techniques. Taking these assessments will help you create a strategy for success in
your real estate career. Qualification for the Assessment Testing starts after your
first 90 days as a Partner at Amherst Madison
1. Sociability
2. Assertiveness
3. Achievement
4. Dependability
5. Emotional Resilience

The back office functions at Amherst Madison have been built to support what success-
ful Agents have specifically asked for. Agent Listing Support assists with E-File set-up,
listing input services, and digital media creation to make sure a New Listing gets the ex-
posure it deserves and the Partner does not become slowed down with unnecessary
administrative tasks.

Our brokerages are owned by the Agents who work at them, and we support each
other in building successful businesses and fulfilling lives. We know that high stand-
ards, the right environment, and a company culture that fosters productivity translate
into more closed transactions and an increased satisfaction with the real estate in-
dustry. Amherst Madison was built around a desire to support our Agents.
In addition to the dozens of ways we support our Partners, we have for-
mal programs that reward them for helping to grow the company:
1) Multi-Million Dollar Club
2) Partner Recruitment Programs like our Partners

This document you are reading is one of over a hundred resources that are available online at
www.AmherstIdaho.com. There you will find logos, training videos, information about our
company, program documents, market charts, scoreboards, and a live company calendar,
among many other important items.
Step 1— Click on “Resources”
Step 2— Click on Desired Link
Step 3— Choose Desired Document; Click

Having accurate and current market data sets our Associates & Partners up for success
by allowing them to educate their Clients and learn to recognize market trends that
they can act upon.
Helping our Agents become “Experts” in the areas they serve, AM Market Charts offer a
great benefit by providing a “snapshot” of the regional real estate market in a timely
and easy-to-understand format.

Proper business planning provides specific and clear guidelines to achieve
set goals.
At a Partner’s request Amherst Madison will create a customized “Business
Plan Commitment” that includes one –on-one coaching sessions with the
Designated Broker (or other Trainer) and access to our pre-formatted fi-
nancial programs, which include a one-year, quarterly, and month-to-
month plans specifically designed for a Partner based on their “strengths”,
opportunities, and marketing channels.

Generate leads fast and stay relevant to past clients with a custom post
card program featuring local businesses. Our loyalty–generating post
cards are unique to Amherst Madison. You will never see them used by
any other company.
Am-

All company happenings are available on the Amherst Madison website’s digital cal-
endar. Company social media material can be used to stay up to date with our ad-
vancements or the real estate market in general. Our agents can supply content to
be featured on our social media sites and are encouraged to re-post, re-tweet or

One of the key differentiators of Amherst Madison over other estate com-
panies is our “Documented Career Path”. We know Real Estate Agents
are entrepreneurs by nature and desire to have opportunities where they
can attain higher levels of professional growth and increased compensa-
tion. The tiers shown below illustrate how an Associate can work their
way to become a Partner, then Team Leader, and eventually a Unit Opera-

BENEFITS
 “Concierge Service” to assist with license changeover, social media update, etc.
 Profit Sharing opportunity—Distributed monthly
 Partner Incentive Program—Low “Cap” program
 “Signature Signposts” giving you a distinct look in the marketplace
 A “Documented Career Path”—Ability to chart your future in real estate
 Virtual Ad Agency with over 350 pre-formatted templates to choose from
 Digital Treasury Management System to get your Commissions fast
 Custom web sites with SEO and lead capture
 Printed and on-demand soft copy “Listing Presentation” and “Buyer Presentation”
 File Management Platform with custom app for phone or tablet use
 24/7/365 Live Support for the File Management Platform
 Professionally-designed Marketing Products
 Listing Launch Department to input your New Listings and create Marketing Pieces
 Ability to build your own brand (Team or Partner Branding)
 Comprehensive Associate Training Program/Partner Development Program
 Scheduled Partner Mastermind Group
 Ability to sit on the Executive Committee and give input to guide company decisions
 Ongoing Continuing Education & training opportunities
 Online data portals available all the time from anywhere in the world
 Partner Incentive Programs— such as “Multi-Million Dollar Club”
 Social media groups for company communication & updates
 Ability to feel good by giving back through “The BLACKDOOR” Foundation

 (1) Designated Broker, and (2) Training Brokers (who are previous
Designated Brokers) for immediate contract-related support
 24/7 File Management Platform accessibility
 Multiple “Class A” Offices with 60 mps Wi-Fi (more coming)
 Conference Rooms with LED TV’s for digital presentations
 “Round-the-clock” workstation computers/printers with Windows 8.1
 “100% Paperless” expedited Commission payments
 Database Management and Lead Generation training
 Dedicated Sponsor/Mentor Assignment
 Monthly distribution of “AM Market Charts”
 Integrated Digital Signature solution for company platforms
 On-demand webinars and digital operations training
 Online Document Library
 24/7 office phone number with live Operator
 Free Black & White Copies (up to 500/mo.)
 Reduced fee Color Copies
 Multiple sales awards & recognition opportunities
 Phone system E-Fax
 Press Releases and social media that supports our Partners
 Market-center-paid regional Advertising
 Monthly, company-wide training and live meetings
 Digital file submission via our proprietary online platform
 Complimentary marketing materials
 Listing Input service, flyer creation, E-File setup, new listing marketing
 Branding Protections and Trademarks
 Documented Career Path and Recruiting Program compensation
 High-Speed Printers/Scanners
 (4) Support Staff

Amherst Madison seeks Agents who are looking for a “Distinctive”
real estate experience—Those Professionals who understand the
concepts of leverage and business creation, and those who will
make a commitment to find success at the highest levels.
www.AmherstIdaho.com
208-450-3000

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