Session 6

1. Session 6

2. Session 6 Agenda • Review of Progress • Attitudes • Assignments • Actions

3. Review • CRITICAL ASSIGNMENTS • Management Calendar • Do I Believe • We’re the Best • Customize the Career Session presentation • Set the stage

4. Assigments • Modify any current print ads to include Career Session tag. • Begin advertising in Craig’s List • Order recruiting business cards • Start updating your Facebook page • Review career information on your website.

5. Session 6Productivity

6. Recruiting Remember • Your first priority is to hire newly licensed • You need to set an immediate goal of creating a core group of agents • 25 new associates by year end • PPP of 5 sides per year Who has recruited someone in the last week?

7. Recruiting Remember • Your first priority is to hire newly licensed • You need to set an immediate goal of creating a core group of agents • 25 new associates by year end • PPP of 5 sides per year PRODUCTIVITY

8. Productivity • Accountability • Standards • Training

9. Accountability • Starts at the beginning • Expectations are clearly communicated • Business Planning

10. Accountability • What keeps us from holding the agents accountable? • Fear of losing them

11. Accountability • How do we overcome the fear? • Perpetual Recruiting

12. Accountability • Set expectations and communicate them up front.

13. Accountability • What are some expectations you have of your agents? • How do they know what they are? • What if they don’t meet them? • What if they do?

14. Accountability • What are some expectations you have of your agents? • How do they know what they are? • What if they don’t meet them? • What if they do?

15. Accountability • Expectation Letter • Don’t go overboard • Personal Production Goals • Activity Goals • Professionalism • Company Involvement • Professional Development • Quality Service • Technology

16. Standards • What, if any standards, need to be maintained to remain in your company?

17. Standards • What, if any standards, need to be maintained to remain in your company? • Production Standards • Activity Standards • Service Standards

18. Standards • Production Standards • IMO: Less important than Activity Standards at this point.

19. Standards • Activity Standards • IMO: Less important than Activity Standards at this point.

20. Standards • Activities need to be assigned during Fast Track • They don’t become a “certified” agent until the classes and activities are completed

21. Standards

22. Standards • At Minimum, Five Days a Week: • Talk to 1 FSBO • Talk to 1 Expired • Talk to 1 SOI • Over 50 weeks, that’s 750 contacts • Can be done “full-time” or not

23. Standards • Production Standards • Many simply are not attainable • Therefore, credibility suffers • Wind up with no standards • Use quarterly standards • 1 closing per quarter minimum “The average for those that actually transacted anything was four. But I also have heard a report that said 60% of Realtor members did ZERO deals... So you can very narrowly define the actual group...” Matthew Ferrara 4/1/2010

24. Summary • To Raise Production • Accountabilty • Expectations • Standards • Training

25. Assigments • Create/Review Expectation Letter • Create/Review Activity Standards • Create/Review Production Standards

26. THANKS! • Keep up the great work!