K.M. Minemier & Associates is a certified Woman Owned Small Business (WOSB) engaged in full service real estate asset management and marketing.


Terry Watson's Three Sheets

July 12, 2018

By Tony Smith, Wanda Smith & Associates

Recently, I was honored to attend a Leadership Conference & Training at the National Association of REALTORS® headquarters in Chicago. It was a remarkable and intense few days with lots of meaningful and useful information, both on being a leader and being a REALTOR®. One of the most memorable (and amazing) speakers was a gentleman named, Terry Watson of Watson World. Terry is a REALTOR®, a leader, and a coach.

The entire time Terry was speaking, I was fascinated by everything he had to say. He had so many useful and easy steps to improving our skills as REALTORS® and helping us serve our clients better. The number one thing I took away from his talk was Terry’s “Three Sheets.” The concept is great and fairly simple: Every REALTOR® should have three sheets to give to their clients (buyers and sellers): a FAQ, What to Expect, and What Not to Do. Two of my favorites from the What Not to Do list are:

  • Going home to sleep on it (in a hot market, if you sleep on it, you might not get to sleep in it)
  • Dying before the transaction closes (this really messes things up, BIG TIME! Please don't die before the closing...)

As you can see from the above, Terry uses humor to convey valuable information. There is so much we, as real estate professionals, take as a given or accepted part of the home buying/home selling process that we tend to forget they aren’t common knowledge to everyone, including our clients. The consumer chooses a REALTOR®to help guide them through the process and a good deal of the reason they choose a particular REALTOR® is for that REALTORS’® experience and knowledge. But don’t make the mistake of forgetting that our professional knowledge is not absorbed automatically by our clients. There are things we take as given, that our clients need to be educated about during the process.

That’s why Terry Watson’s Three Sheets are so valuable to us as professionals and to the client who needs our help and guidance. The sheets cover the basics we take for granted and might forget to tell our buyers or sellers.

Below you’ll find the link to Terry’s Three Sheets. Check our blog next month for the Three Sheets adapted to the HUD sales process. Until then, happy selling!



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About the Author

Tony Smith is a second generation REALTOR® and owner of Wanda Smith & Associates with over twenty years handling Real Estate Owned (REO) properties and is proud to represent HUD through KM Minemier & Associates Real Estate Services.  Licensed for 35 years, Tony has been active in leadership in the industry for decades; he is past president of the North Carolina Association of REALTORS® (2015) as well as past president of the Charlotte Regional REALTOR® Association. He is currently a Federal Political Coordinator for the National Association of REALTORS®. Tony is a passionate advocate for both REALTORS® and consumers in today's fast moving real estate market.


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