{president’s message}
By Kevin Sears
Sales 101 teaches us that we must satisfy our customer. Anticipate their needs and wants to create the customer for life. Answer their “What’s In It For Me” (WIIFM), what can you do for me, and do you understand my issues and requirements? REALTORS® who are able to provide WIIFM win business.

And, because your association is run by REALTOR® leaders who understand the WIIFM philosophy, you can ask the association What’s In It For Me, and you will get answers. The REALTOR® organization is a member-driven organization in existence to save and make you money—that’s what’s in it for you. And over the past several months, we’ve seen WIIFM in action in countless ways.

Highlighting this year’s achievements by the Association is the National Association of REALTORS®’ success on extending and expanding the Homebuyer Tax Credit, and then exceeding that by achieving a vote to extend the closing deadline to September 30. NAR worked relentlessly on behalf of its membership by instituting Calls For Action and by utilizing expert lobbying staff. More than 250,000 letters were sent to Congress asking them to extend the National Flood Insurance Program, which included the closing date extension. NAR provided the service for us to act on behalf of our customers and the extension was passed.

The list continues with lobbying efforts each and every day at both our state and national association levels on our behalf and to keep our industry strong. In addition to lobbying, they both provide us with resources and
discount products and services through their Member Benefits programs, which personally and positively impact our business practices. NAR’s HouseLogic.com, a comprehensive consumer website with a member’s only side, is fueled with articles and marketing materials for members to integrate into their websites, blogs, and newsletters. Also, the “Right Tools Right Now” memberonly resource toolbox has countless discount programs
through affinity partners.

Additionally through MAR, we have access to daily technical help free of charge through the Technology Helpline, free online continuing education offered together with the local associations and an additional list of discount seminars and products through the Member Discount Program, including Pearl Insurance for errors and omission insurance; Boston Logic for website management; auto insurance through Travelers and MassDrive; and vacation packages through MAR Vacation Center, to name a few.

What’s In It For You to be a member of the REALTOR® Association? Too much to mention in this article; but take the time to look, ask, and use. The organization is here to help you prosper.