Session 6

Session 6 Agenda

• Review of Progress– Attitudes– Assignments– Actions

Review• CRITICAL ASSIGNMENTS

– Management Calendar– Do I Believe– We’re the Best

• Customize the Career Session presentation

• Set the stage

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.

Session 6

Productivity

Recruiting

• 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?

Recruiting

• 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

Productivity

• Accountability

• Standards

• Training

Accountability

• Starts at the beginning

• Expectations are clearly communicated

• Business Planning

Accountability

• What keeps us from holding the agents accountable?– Fear of losing them

Accountability

• How do we overcome the fear?– Perpetual Recruiting

Accountability

• Set expectations and communicate them up front.

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?

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?

Accountability

• Expectation Letter– Don’t go overboard– Personal Production

Goals– Activity Goals– Professionalism

– Company Involvement– Professional

Development– Quality Service– Technology

Standards

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

Standards

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

Standards

• Production Standards– IMO: Less important than Activity Standards

at this point.

Standards

• Activity Standards– IMO: Less important than Activity Standards

at this point.

Standards

• Activities need to be assigned during Fast Track

• They don’t become a “certified” agent until the classes and activities are completed

Standards

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

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

Summary

• To Raise Production– Accountabilty

• Expectations• Standards• Training

Assigments

• Create/Review Expectation Letter

• Create/Review Activity Standards

• Create/Review Production Standards

THANKS!

• Keep up the great work!