Investing in Political Advocacy

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(No Transcript)
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Investing in Political Advocacy
HANDLING RPAC OBJECTIONS RICK HARRIS, ABR CIPS
CRSGRI
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PAC dont buy votes, they get you a seat at
the table. . .
. . . If youre not at the table, youre probably
on the Menu!
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Handling RPAC Objections Real Estate 101

• Objections are defense mechanisms.  They are
  ways for the buyer to tell you youre moving too
  fast.  They are ways the buyer tells you they
  need more information before they can feel
  confident about going ahead with the investment. 
  Always remember, the buyer is not objecting to
  you personally.  They are concerned about some
  aspect of the product or service that they are
  not yet comfortable with.
• Tommy Hopkins

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Handling RPAC Objections Real Estate 101

• S.W.I.F.T. So Whats in it For Them?
• Educate Treat Objections as Questions
• Dont Argue A soft word turneth away wrath
• Bring it Up First Proactively Control Member
  Objections
• Understand/Sell the RPAC Value Proposition
• Be Positive Seven Nos get you to Yes!
• Ask for the Order! Ask for the Order!

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UNDERSTANDING AND SELLING THE
RPAC VALUE PROPOSITION
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Investment in RPACThe Value Proposition

• REALTOR PAC Programs are designed to fulfill the
  Members Business Interests -THATS YOU!
• You should expect (and get) a GOOD RETURN for the
  PAC Dollars you invest
• REALTOR friendly Politicians who Listen
• Appropriate Legislation
• Fair and Stable Regulation

YOU HAVE TO BE INVESTED TO ASK FOR THE MONEY!
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Whats the Return on Investment for Political
Action ?
Lets Pencil This Investment!
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SHOW THE RETURN ON THE POLITICAL INVESTMENT!!

• 58 of 62 Candidates Supported in 2008 Election
  Wona 94 Return on Investment!
• 50 of 90 Legislators in 2007 Session voted the
  entire REALTOR agendaa 56 Return!
• 8 of 9 REALTOR Bills in 2007 were signed by the
  Governoran 89 Return on Investment!
• Only One of the 31 Bills Opposed by Realtors in
  2007 became lawa 97 Return on Investment
• Does A 100 PAC Investment Pencil?
• Political Effectiveness is a Great Return!

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National Association of REALTORS THE VALUE
PROPOSITION
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The Realtor PAC Value
Proposition NAR Successes

• Protecting the 250,000/500,000 Capital Gain
  exemption on sale of personal residence
• 8,000 First-Time Home Buyers Tax Credit
• Permanent Ban on Federal Banks in Real Estate
• Fighting limitation of Mortgage Interest
  Deductibility
• Expanded FHA programs and Higher Loan Limits
• 500 Million for Rural Development Loans
• Does a 100 RPAC Investment Pencil?
• Lets Crunch the Numbers!

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WHAT IS THE RETURN ON MY RPAC INVESTMENT??

• The 500,000 Exclusion results in an extra deal
  for one in twelve Realtors each yeara 250
  return
• 8,000 Tax Credit creates 200,000 new
  transactions nationwide--1,000 in extra
  commission per agent
• Mortgage Interest Deductibility makes ownership
  for Realtors more affordable (1,500 average
  annual tax savings), and adds a deal for one in
  24 Realtors every year (125)a1,625 return!
• Does Your 100 PAC Investment Pencil?
• Its 2,875 so far . . .

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WHATS THE RETURN ON MY RPAC INVESTMENT??

• NAR asked Fannie Mae and Freddie Mac to
  strengthen their policies AGAINST reducing short
  sales commissions
• Effective March 1, 2009, Fannie Instructed Its
  Servicers Not to Cut Commissions on Short Sales
  at the closing table (unless the commission
  exceeds 6 percent).
• NAR has urged Freddie to follow Fannie's lead.
• Does Your 100 PAC Investment Pencil?
• This RPAC win saves you 100s!

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State Associations of REALTORS THE VALUE
PROPOSITION
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The Realtor PAC Value
Proposition State
Successes

• Idaho exempts SFD and Duplexes from requirement
  to install automatic fire sprinklersHousing
  costs are lower
• Alaska protect Recreational structures from
  Eminent Domain takings These become saleable
  properties
• Montana clarifies new water rights process and
  protects current water rights usersProtecting
  Property Values
• Washington monetizes 8,000 Buyer Tax Credit
  with revolving Down payment assistance
  loans9,000 deals
• Prove that an RPAC Investment Pencils!

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LOCAL Associations of REALTORS THE VALUE
PROPOSITION
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The Realtor PAC Value Proposition
Local Successes

• Rogue ValleyCity Charter Amendment Defeated
• Cleared the way for 1200 new homes
• EugeneRepeal of Local Property Tax Measure
• Saved 100 per home and 1,000s for commercial
• HermistonDefeated State Groundwater Plan
• Protected development of 100s of home sites
• Does a 100 Investment Pencil at Home?
• Its the Best Investment You Can Make!

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How to Anticipateand Overcome
Common RPAC Objections
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Common RPAC Objections
I dont believe in giving money to political
candidates.

• Its not "giving" money to candidates, its
  investing in your business and preserving our
  industry future.
• Its prudent to buy insurance on your car, home,
  and business office. Bad legislation could be
  just as financially catastrophic as the loss of
  any of your possessions by fire, theft or storm
• RPAC helps elect national, state and local
  officials who support the free enterprise system
  and private property rights.

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Common RPAC Objections
I already contribute to political candidates on
my own.

• Thank You for being politically active!
• Please consider investing through RPAC, too.
  Your investment will be pooled with tens of
  thousands of other REALTORS to support
  candidates who understand the issues that affect
  our business.
• Youll be helping RPAC become the largest and
  most influential political advocacy organization
  in the country.

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Common RPAC Objections
I dont have the money.

• I know times are tough, and in tough times we
  have to invest as wisely as possible. With all
  other PACs cutting back, this is our opportunity
  to stand out.
• Investing in Political Advocacy when politicians
  are having such a large impact on the economy is
  the best investment you can make.
• A one hundred dollar investment in RPAC costs
  just about a quarter a day. Isnt the 8,000
  first time buyers tax credit or protecting the
  Mortgage Interest Deduction or preserving
  commissions in short sales worth an investment of
  25 cents a day?

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Common RPAC Objections
PACs are just in the business of buying
politicians votes.

• RPAC cannot and does not "buy" politicians votes.
  RPAC helps elect candidates who share the
  REALTOR philosophy, or will listen to our
  views.
• While the candidates RPAC supports wont always
  support us on every vote, they will usually be
  more favorable to our point of view than the
  candidate who ran against them.
• Our goal is to ensure a seat at the table.

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Common RPAC Objections
RPAC only supports federal candidates, Im more
interested in State and Local races.

• Actually, only 30 of your RPAC investment goes
  to support candidates at the national level.
• The other 70 stays right here for use in
  supporting local and state candidates35 at the
  state level and 35 here at home.
• When you investment in RPAC, youre investing to
  support candidates at all levels of government.

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Common RPAC Objections
Im not in business full time, so why should I
contribute?

• Laws that impact real estate affect the business
  of every REALTOR, whether full or part time.
• Many regulations, especially business taxes and
  licensing fees, put a disproportionate share of
  the burden on part time agents.
• To preserve our livelihood, we all have a vested
  interest in electing candidates who believe in
  private property rights and the free enterprise
  system.

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Common RPAC Objections
RPAC is already successful, so you dont need my
money

• RPAC has been successful in advancing the
  REALTOR position, but new issues and new
  legislation being put forward every day.
• Our success is not only in the amount of money we
  raise, but also in the number of REALTOR members
  we represent and who contribute.
• To remain strong and ready to assist REALTOR
  friendly candidates at all levels its imperative
  to build on the momentum we have created.

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Common RPAC Objections
RPAC supports candidates of a political party I
dont like.

• RPAC support is NOT based on party-affiliation or
  social issuesits all about the Real Estate
  Industry!
• RPAC Supports Candidates who Promote Realtor
  Issues Private Property Rights
• In 2008, RPAC supported nearly equal numbers of
  candidates from both parties.
• RPAC is not Democrats or Republicans
• RPAC is the REALTOR Party!

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BRINGING IT ALL TOGETHER AND
ASKING FOR THE ORDER!
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HOW CAN YOU MAKE YOUR RPAC INVESTMENT??

• TAKE OUT YOUR CHECKBOOK AND WRITE A 100 CHECK TO
  ORPAC!
• Authorize RPAC to charge your credit or debit
  card 10 MONTHLY FOR THE NEXT 12 MONTHS!
• Ask your Broker to deduct 20 FROM YOUR NEXT FIVE
  CLOSINGS and send it to RPAC!
• Skip one Starbucks Grande Double Skinny Latte
  EVERY OTHER WEEK FOR A YEAR and commit the money
  to Realtor Political Advocacy!
• Make A 100 PAC Investment TODAY!
• Business Will Thrive When You Do It!

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Investing in Political Advocacy
HANDLING OBJECTIONS RICK HARRIS, ABR CIPS CRS GRI
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