So You Think You’re a RainmakerKnow When You’re Ready and What You Need in Place

Rae Wayne

Rae Wayne

“The Bizzy Blondes” Team

Los Angeles, California

KW MAPS Agent Coach

Former BOLD Coach

International Master Faculty

7th Level Agent

FAMILY REUNION

2016

1. Among Native Americans, a medicine man who by various rituals and incantations seeks to cause rain.

2. A person who induces rainfall by using various scientific techniques, as the seeding of clouds with iodide crystals from an airplane.

3. A businessperson with exceptional ability to attract clients, use political connections, increase profits, etc.A person of influence who creates a great deal of business or revenue for his or her firm.

So You Think You’re a Rainmaker

FAMILY REUNION

2016

• You are doing lots of business!• New clients are constantly attracted to you• Referrals come easily and consistently• You enjoy socializing, networking, etc., with

business in mind• You constantly think of ways for more business• If you leave your current firm, your business will

follow

How Do You Know You’re a Rainmaker

FAMILY REUNION

2016

• Not enough hours in the day—you’re in

“overwhelm”

• Working 10, 12, 14+ hours/day, 7 days a week

• Things are “falling through the cracks”

• Too many deals/clients—not enough time to service

them

• Customer service starting to decline

• You have the PASSION and DESIRE to grow!

Are You Ready for a Team?

FAMILY REUNION

2016

It Begins with YOU and Your FOUNDATION

• “Full-time-plus” career commitment

• Strong database per MREA model

• Outstanding customer service

• Continual training and education

• Growing your leadership skill

• Investing in your people and yourself

The Mindset of a Rainmaker

for a Team

FAMILY REUNION

2016

It Begins with YOU and Your FOUNDATION

Document / Systematize

everything you do!From “E” to “P” …

to “D”

From Entrepreneurial … to Purposeful …

to Duplicatable!

The Mindset of a Rainmaker

for a Team

FAMILY REUNION

2016

It’s All in Your Head (Mindset)

FAMILY REUNION

2016

Which “L” is the

foundation of the

triangle?

So You Think You’re a

Rainmaker

FAMILY REUNION

2016

- Gary Keller

“Until you have more leads

than you can handle, nothing

else matters.”

FAMILY REUNION

2016

MREA

Organizational

Model

FAMILY REUNION

2016

Moving Beyond the 1st Level

(Hiring Your First Assistant)

FAMILY REUNION

2016

• Take most of the 80 percent off your plate.

• Implement and solidify systems.

• Create and manage budget.

• Define and implement office tools.

• Perform detail work—SC or CS profile.

Assistant Job Duties

FAMILY REUNION

2016

• Gardener?

• Housekeeper?

KW Research has shown:

• First full-time admin at approximately 24–40

transactions a year

When to Hire Your First

Assistant

Need help, assistance, or

leverage sooner?

FAMILY REUNION

2016

Business

• Errands

• Copying keys

• Lockbox/Sold signs

• Take photos/create fliers

• Database entry

Hire Part-time Help

Personal

• Errands

• Travel arrangements

• Gifts/Notecards

• Walk/Feed pets

• And more!

FAMILY REUNION

2016

Moving to the 3rd Level

(Hiring the Second Assistant)

FAMILY REUNION

2016

• First assistant can hire second one.

• First assistant can train second one.

• First assistant can manage second one.

• Systems are ready for volume.

• Lead generation volume can now go up!

IT’S NOT YOUR JOB!

Hiring the Second Assistant

FAMILY REUNION

2016

• R/S/T/L/M

• Job descriptions

• Checklists

• 100-day plans

• WHO else can assist you with training?

•

TRAINING YOUR ASSISTANT(S)

FAMILY REUNION

2016

Moving to the 4th Level

(Hiring Leverage for Actual Sales)

FAMILY REUNION

2016

• Will you be converting the lead?

• Will you partake in the Buyer Consultation?

• Will you help select the properties?

• Will you be involved in negotiations?

Then hire a Showing Agent.

Commission: 10% – 25%

Buyer Agent vs. Showing Agent

FAMILY REUNION

2016

• Will the agent be converting the lead?

• Will the agent do the Buyer Consultation?

• Will the agent select the properties?

• Will the agent handle all negotiations?

Then hire a Buyer Agent.

Commission: 30% – 50%

Buyer Agent vs. Showing Agent

FAMILY REUNION

2016

• On-site or virtual

• Licensed or unlicensed

• Hourly base plus bonus

In this model, Buyer Agent

works on lower commission.

ISA / OSA / Lead Coordinator Model

FAMILY REUNION

2016

Are you willing to …?

• Lead by example

• Hold weekly trainings with your team

• Hold weekly one-on-one meetings

• Create standards and stand by them

• Be committed to their success

Not Just a Rainmaker – Also a Leader

FAMILY REUNION

2016

Examples of Standards:• Hiring full-time agents

• Can they financially sustain themselves

• Work from your office – “home base”

• Time-blocked daily lead gen / lead follow-up

• Open houses every weekend

• Commitment to meetings, trainings, etc.

• Team branding – “front of the jersey”

• Individual income / production goals

Not Just a Rainmaker – Also a Leader

FAMILY REUNION

2016

Do you expect

teammates to

promote team

branding?

Standards

FAMILY REUNION

2016

Do you expect

teammates to

promote team

branding?

Standards

FAMILY REUNION

2016

The team name/brand

is what gets promoted.

Not their own personal

names.

Standards

FAMILY REUNION

2016

Another Example of a Standard:• Incorporating their database into yours

Rae’s Game Plan for New Teammate’s Database1. Personal letter / note / announcement

2. Follow-up personal phone call

3. Mass email

4. Another phone call to any that didn’t answer

5. 33 Touch

Not Just a Rainmaker – Also a Leader

FAMILY REUNION

2016

Are you willing to …?• LET GO of every call coming to you• LET GO of screening every lead• LET GO of solving every problem

Many things that made you successful as an individual agent are no longer your duties when

running a team.

Not Just a Rainmaker – Also a Leader

FAMILY REUNION

2016

Not every great agent will be a

great leader of a team or business!

If this isn’t exciting and inspiring …

DON’T DO IT!

Not Just a Rainmaker – Also a Leader

FAMILY REUNION

2016

It’s All in Your Head (Mindset)

Rae Wayne’s personal story …

FAMILY REUNION

2016

- Tony DiCello

“Start with the life you wish to live, and the business and team will follow.”

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