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1. The Keller Williams Model vs. the Weichert Model and Structuring the Deal Webinar Toolbar The webinar will begin shortly. If you can’t hear the music playing, please call: 973 - 290 - 5722 Also, RVPs will be on the webinar answering questions on structuring the deal. If you have questions for them, type them in the question box and we will try to answer them in the webinar. If you have anyone with you who is not registered for the webinar, please enter their name.

2. Today's Agenda • A quick re-cap of the KW model • KW Recruiting Approach • Toni George • Recruiting Success Stories • Gen Distance • Vivian Cortese-Strano • Structuring the Deal • John Bilek

3. The Keller Williams Model A Re-Cap of Last Week • Pitch themselves as an agent consulting and training company. • Encourages Self Reliance in their agents. • Agents must “do it themselves” for items like marketing, conveyancing, MLS entry, etc. • Profit sharing system that turns agents that normally gripe about the company into sales people for the company and advocates of the company. • Huge recruiting focus. 40 appointments a month, netting 3 a month is minimum standard for managers. • Managers told to coach/cater to top 10%.

4. Keller Williams by the Numbers A Re-Cap of Last Week • Offer high splits (usually at 70-30 with a 6% Franchise Fee/Royalty). • “Cap” how much is taken in these fees (Example: $25,000 on 30% and $3,000 on 6%). • Monthly mandatory fees (Example: $93.33 for E&O, internet, website, email, online marketing, CRM). • Pay as you go resources: Desk Rent, Copier fees, Mentoring, Coaching, some Training. • “Buffet” approach to training -- class calendar taught by other agents, company sponsors training($), online videos, books.

5. KW Recruiting Approach Toni George Business Development Worked to recruit over 40 experienced sales associates from companies such as Keller Williams, Coldwell Banker and others over the last two years! Toni partners with the sales managers to facilitate a face-to-face meeting with experienced associates.

6. Be Prepared Before You Pick Up The Phone! • Pull the roster on the targeted office from RE Stats. Use a rolling 12 months for your timeline. The data will show how each Associate is doing in units sold, listed, and dollar volume. • Review the roster and make notes on who you are targeting as well as who you do not want to call.

7. Be Prepared Before You Pick Up The Phone! 3. Research the recruit. Pull up the Associates’ bio like you would for an interview and print it for reference. The agent bio creates a picture. Look for key information on them in the bio. Look for ways to connect with the recruit. Look for information you could tie back to Weichert. (Example: Marketing background, from a military family, transferred from London) 4. Make notes on the bio on the agent’s dollar volume and units for the past rolling 12 months. Have this on hand while talking with the agent to discuss where the agent needs help growing their business.

8. Making the call • In the order of high to low, begin calling agents that are in the middle of the roster for units and dollar volume. • This will help you to have less chance of alerting the office you are recruiting their agents. • Gather intel and gauge the temperature of the office by talking to these associates before calling top producers. • Remember, let them talk… Listen for key points in the conversation for the agent’s dislikes or likes about their company and the business they are doing. • Using the bio in front of you, the intel from the conversation, you can “custom fit” your dialogue on why Weichert is a better “platform for them to build their business and take it to the next level in their real estate career.”

9. The call continued.. When the time is right, probe. “Where would you like to see improvement in your business?” Use relevant updated news and information. Example: “We’re increasing our presence in Manhattan.”

10. The call continued.. “We just acquired the relocation accounts for Homeland Security, and NASA to add to our portfolio (among over 300 other companies we represent). Our strategy for growth in all areas of the company means business and growth to our agents.”

11. Toni’s Take Away Have you ever heard the phrase “You can lead a horse to water but you can’t make him drink?” I say “Make the Horse Thirsty!” Pique their interest so they are compelled to learn more! WE are the best kept secret. It’s your job to educate them!

12. Any Questions or Comments so far? Webinar Toolbar Please write your questions in the Question and Answer box of the Webinar Toolbar now

13. Success Story • Recently recruited an entire team from Keller Williams • Connects with Keller Williams agents through past relationships, cold calling and referrals Gen Distance Manager of the Westport, Connecticut office

14. Success Story • Recently acquired two agents from KW • Very unhappy because promises made to them were not kept • Felt there was no support • Liked the structure Weichert has to offer Vivian Cortese-Strano Manager of the Warren, New Jersey office

15. Structuring the Deal John Bilek Regional Vice President

16. Structuring the Deal

17. Poll: Company Dollar In structuring a deal, what do you consider? Bring them in even if the deal will not cover desk costs. Being able to cover desk costs. Retaining more than desk costs.

18. What is an Associate Benefit Request Form (ABRF)? An ABRF is to be used with every experienced recruit. It is used to calculate the estimated Adjusted Company dollar and Adjusted Company dollar % for Brand X experienced recruits.

19. Why should I use the ABRF? • The Purpose is to ensure it’s a Win-Win for the recruit and for the company. • Figure out what you might give to a sales associate that would make sense for your office’s company dollar.

20. Creating an ABRF Don’t go into the situation with one deal. Option 1: Make the best offer you can make to maximize your company dollar. Option 2: An offer that meets the sales associate in the middle. Option 3: The best offer you can make the recruit without losing company dollar.

21. You Have Options Sometimes giving the recruit different options is good. You can offer a flat commission OR You can put them on schedule for moving up and then offer special benefits. These benefits can include:

22. Things to Consider When Structuring the Deal • A marketing fund • A marketing allowance • Matching marketing dollars • Getting them to sign an agreement to stay for X amount of years • Offer possibility of assistant (has to be a high enough producer to qualify)

23. Key Points to Remember Regarding Structuring the Deal Go back to basics when getting to know the sales associate: What benefits might they be most interested in? Ask yourself: Does this deal make sense for my office? Does this person have potential for growth? Is hiring this person worth it? Is this going to be worth it if they are high maintenance? Be more flexible with benefits for listing agent vs. selling agents. They yield more return.

24. Any Questions or Comments so far? Webinar Toolbar Please write your questions in the Question and Answer box of the Webinar Toolbar now

25. Our Next Webinar Monday, Nov.9 Two times to choose: 10:00 AM or 2:00 PM Topic: Your 60-Second Elevator Pitch, Your Value, and using Capture to Recruit Experienced Agents

26. Thank You for Your Time!