Understanding and Engaging Today’s Real Estate Agent

1. Understanding and Engaging Today’s Real Estate Agent

2. Matt DollingerPresident and FounderGearbox Consulting • Over 10 years of industry experience • Accomplished industry speaker • RealTrends 50 Company • Coaching and Training of 100s of agents • Developed training programs around KCM • Focus on growth, automation and technology

3. How I’ve used KCM in the past

4. Created the Market Expert Class • In-office training program focusing around the materials provided by KCM each month: • 20% increase in total GCI for participants • 20% increase in online lead conversion of buyers • 50% decrease in property price adjustments • 30% decrease in DOM for listed properties • 98% LP:SP ratio for listed properties

5. Integrated into Company Marketing

6. Supplemental Online Content

7. Video Market Updates

8. Branded Listing/Buyer Collaterals

10. What agents look for in lenders

11. My unofficial Chicago agent survey • Sent survey out to top 1000 agents in Chicago • 16% responded to survey • Three Questions • What do you want/expect from your lender? • Why are you currently working with your lender(s)? • Why have you “left” a lender? • These answers were then broken out by quartile*

12. What are you looking for in a lender

13. Why do you work with your lender(s)

14. Why have you left a lender?

15. Why have you left a lender? BROKER

16. What the agent isn’t getting… from their BROKER • Different agent outreach programs • Curtailed business development, insight or leadership based on their current needs (based on quartile) • Coaching and training on how to USE market data • Insight into how current developments can effect their business and most importantly their clients • Compelling/Branded marketing materials • Pieces to educate consumers, drive business and reflect their brand in a positive light.

17. How can you become high value?

18. What is valuable to today’s Realtor? • Anything that saves them time or automates. • Anything that brands them positively. • Anything that helps them do more deals/grow. • Anything that “WOWS” their client.

19. Creating Value Based Partnerships

20. Remember These?

21. 3 areas Bridge Builders can help • Increase Facetime with key agents • Brand agents as experts • Grow and Empower YOUR Team

22. Increase Facetime with key agents • Schedule a monthly meeting with your top producing agent’s teams and provide/discuss these materials.* • Schedule a monthly webinar where you can go through some of the most important slides • Send them out to perspective agents with your contact information (email blast) * Sample curriculum and “how to” guide for running a Market Expert class will be provided after webinar.

23. Brand them as experts • Key infographics for them to use in marketing (postcards, email blasts, etc.) • Handouts (in color) for them to use in buyer presentations and listing opportunities • Scripts for them to use when discussing the market with their clients. • Materials for them to use in online lead opportunities • “Keep in Touch” materials to send out to past transactions to show them how well they've done in their investment

24. Grow and Empower YOUR Team • Make “newbies” look like educated pros when talking about the market • Provide them with marketing materials to go after their own agent relationships • Follow up materials and handouts to use in their meetings with potential clients • Keep in touch materials with their database of agents.

25. Questions or Comments? Matthew Dollinger President and Founder matt@mattdollinger.com www.GearboxConsulting.com 773.354.9681