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Your Power Hour
THE 60 MINUTE PLAN FOR 2014, TEAM BUILDING, AND BEST TIPS AND
PRACTICES FOR A REWARDING REAL ESTATE CAREER...
“A Failure to Plan is a Plan to Fail”
WHAT IS YOUR PLAN?
What Does Your Company
Look Like?
What is your Sales Dollar Volume
Goal for 2014?
Why Do You Want that
Dollar Volume Goal?
Mom & Dad
That Apple Does Not Fall Far From the Tree!
What Are Your Top 5 Strengths?
What Are Your 3 Achilles Heels?
What Motivates YOU?
What Type of Environment Do you
Like?
Alone

Team

•

Quiet Space

•

People around you each day

•

Fewer interruptions

...
What is Your 30 Second
Elevator Speech?
Sales Volume

&

Lead Sheets
Activity Sheet
•

Open Houses

•

Farming

•

Calling Database

•

Client Parties

•

Monthly Mailing

•

Networking

•

C...
A Day in the Life of An Agent!
EDUCATION

LEAD GENERATION

MARKETING

CLIENT CONTACT

Continuing Education

Networking

Fa...
The 3 Most Important Things
We Do in Our Business…
•

Lead Generate

•

Lead Manage

•

Become and Maintain Trusted Adviso...
Let’s Plan Your 2014
Month
January
February
March
April
May

June
July
August
September
October
November
December

TOTAL

...
Your Current Leads
A/B/C

Seller

Acitve/
Pending/
Closed

A

Smith

closed

C

Jones

A

Anderson

pending

A

Liran

C

...
Activities that Build Your Trusted Advisor Role and Bring the
Sales $$$
TODAY

This Week

This Month

This Year

Card to G...
Marketing Pieces that Work
Every Time!
What is their Home Worth?
FARM AREA NEWSLETTER
•

Front Cover:
•
•

•

Recognizable Photo of the Community
Address to the ...
Send out piece every 4-6 weeks

• 2nd Page

• Your Info
• Real Estate News

• 3rd Page• Market Snapshot
Listing Presentation
Who & What
•

Tell them Who You Are

•

Tell them About RE/MAX

•

What Are You Going to Do
for Them?...
Example of My Listing Presentation



See the Full Presentation Online: http://joom.ag/iqqX
A Great Buyers’ Book


About Your Community ( Area)



Moving Checklist



Map of Area



Important Telephone Numbers ...
Example of the Buyers’ Book
Marketing the Listing


Listing Flyer



Jumbo Postcard
Marketing the Listing


Social Media
Campaign



YouTube Video-

http://youtu.be/gLqhUkzJgNY
Photography


FAIR photo



BETTER photo
Photography


FAIR photo



BETTER photography
Photography


Consider Point Of
View Photography



Consider Aerial
Photography
Writing



FAIR WRITING:
TUSCAN VILLA OFFERS PRIVACY. All
rooms look inward to a beautiful pool.
Entertaining home. Home...
The Leap from Agent to TEAM
The TEAM Concept
Are You a TEAM LEADER?


Visionary



Planner



Are You Team Member?


Want autonomy, but want
struc...
The TEAM Concept
Agent + Assistant+

Agent + Assistant
•

Make a list of the things you
do not want to do

•

Assistant ha...
Job Descriptions/ Your Expectations
Agent- Work & Behavior
Inherent in the Position

Assistant


Answer phones/Schedules
...
Put it in Writing!
Assistant

Agent



Annual Job Description and
Expectations



Annual Job Description and
Expectation...
Examples of Assistant
Compensation
Salary
•

$40,000/ annual

•

2 weeks vacation

•

After 1st year- medical
insurance

•...
Agent Compensation
Based On
Transactions Per
Month

Sliding Scale
Based on Gross
Commissions

50-50 with Bonus

•

1-2 =

...
Database
IF YOU GENERATE THE LEAD= IT IS YOUR LEAD
IF THE BUYERS’AGENT CLOSES THE LEAD= IT IS THEIR LEAD
Meetings


Meet 1x per week for 90 minutes



Reference Sales Volume Board





Review Lead Board

Correlate Activiti...
Team Retention


Build a Relationship with Your Team Members




Share the Wealth




Ie. Harvey MacKay

Dinner certi...
What a Team Can Do for Your
Business
Solo Agent ( no
assistant)

Team Leader

Control over Branding

•

CEO of Business

F...
In Review…


You Set a Plan for 2014


Sales Volume, Activities, and Lead List



You have Marketing Tips to Get Result...
Huge Thanks
for Your Time!
We are never too busy for any of your Arizona referrals!

KRIS ANDERSON
IRES,CLHMS,CIAS,CDPE,AB...
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Building and Retaining a Real Estate Team & tips for Team Marketing Success

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One hour for real estate teams on measuring performance, tracking leads, marketing tips that produce results, and tips for building and retaining a real estate team!

Published in: Real Estate, Business
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Building and Retaining a Real Estate Team & tips for Team Marketing Success

  1. 1. Your Power Hour THE 60 MINUTE PLAN FOR 2014, TEAM BUILDING, AND BEST TIPS AND PRACTICES FOR A REWARDING REAL ESTATE CAREER KRIS ANDERSON IRES,CLHMS,CIAS,CDPE,ABR,CMRS,RECS,AREA kris@yourpremierteam.net 480-567-2103
  2. 2. “A Failure to Plan is a Plan to Fail” WHAT IS YOUR PLAN?
  3. 3. What Does Your Company Look Like?
  4. 4. What is your Sales Dollar Volume Goal for 2014?
  5. 5. Why Do You Want that Dollar Volume Goal?
  6. 6. Mom & Dad That Apple Does Not Fall Far From the Tree!
  7. 7. What Are Your Top 5 Strengths?
  8. 8. What Are Your 3 Achilles Heels?
  9. 9. What Motivates YOU?
  10. 10. What Type of Environment Do you Like? Alone Team • Quiet Space • People around you each day • Fewer interruptions • • Motivated by sole recognition Motivated by how well the team does • Organized • Busy, louder environment • Self-Starter • Collaborator • Initiative • Benefits from Planned Process • Delegator • Desires Free time • Multi-tasker • Structure
  11. 11. What is Your 30 Second Elevator Speech?
  12. 12. Sales Volume & Lead Sheets
  13. 13. Activity Sheet • Open Houses • Farming • Calling Database • Client Parties • Monthly Mailing • Networking • Conferences • Face to Face w/ Past Clients • Hand Written Notes
  14. 14. A Day in the Life of An Agent! EDUCATION LEAD GENERATION MARKETING CLIENT CONTACT Continuing Education Networking Farming Calls Other agents Team Buyers Daily Market Knowledge Farming Listing pieces Note Cards Emails Assistant Previewing Weekly RE/MAX RU Sphere of Influence Buyer pieces Never Eat Alone Social Media Sellers Listings Monthly Reading Past Clients Social Media Campaigns Emails Calls Buyers Conferences Expireds You Tube Campaign Texts Team Associations Designations Cancellations Ad Campaigns Inspections Conferences Closings Networking Groups Client Appreciation Parties B2B B2B *Quality time w/Team COMMUNICATION MEETINGS SHOWINGS PLANNING Annually
  15. 15. The 3 Most Important Things We Do in Our Business… • Lead Generate • Lead Manage • Become and Maintain Trusted Advisor Role
  16. 16. Let’s Plan Your 2014 Month January February March April May June July August September October November December TOTAL 2014 Sales Volume Goal $20,000,000 $1,700,000 Actual $1,300,000
  17. 17. Your Current Leads A/B/C Seller Acitve/ Pending/ Closed A Smith closed C Jones A Anderson pending A Liran C Pitts B Feldman A/B/C BUYER Active/ Pending/ Closed Active
  18. 18. Activities that Build Your Trusted Advisor Role and Bring the Sales $$$ TODAY This Week This Month This Year Card to Gil 3 lunches w database 20 cards 240 cards Call Pitts Call Anderson Call Jones Call Smith B2B mtg w appraiser 80 calls 960 phone calls Lunch w/ Feldman 5 note cards Farming brochure 12 farming brochures Card to Receptionist at Hotel 20 phone calls to past clients 12 lunches with database 144 lunches Complete Farm Brochure Farm brochure to 987 targeted homes 4 B2B meetings 48 B2B meetings Preview 5 homes 25 homes seen Get ABR Designation 1 conference Workout 1 hour Read 5 hours 100 homes seen 1 designation class Read industry news 1 hour Workout 5 hrs Read 20 hours 1200 homes seen Workout 20 hrs Read 240 hrs Workout 240 hrs
  19. 19. Marketing Pieces that Work Every Time!
  20. 20. What is their Home Worth? FARM AREA NEWSLETTER • Front Cover: • • • Recognizable Photo of the Community Address to the Names who Own Home Back Cover • Showcase your listing
  21. 21. Send out piece every 4-6 weeks • 2nd Page • Your Info • Real Estate News • 3rd Page• Market Snapshot
  22. 22. Listing Presentation Who & What • Tell them Who You Are • Tell them About RE/MAX • What Are You Going to Do for Them? Market & Pricing • What is the market doing last 90 days • The Market Snapshot • The Importance of Pricing Right Proof • Show Examples of Sales
  23. 23. Example of My Listing Presentation  See the Full Presentation Online: http://joom.ag/iqqX
  24. 24. A Great Buyers’ Book  About Your Community ( Area)  Moving Checklist  Map of Area  Important Telephone Numbers ( utilities, etc)  School Districts  The Process of Buying Your Home  Loan Checklist  Sample of Your Purchase Contract
  25. 25. Example of the Buyers’ Book
  26. 26. Marketing the Listing  Listing Flyer  Jumbo Postcard
  27. 27. Marketing the Listing  Social Media Campaign  YouTube Video- http://youtu.be/gLqhUkzJgNY
  28. 28. Photography  FAIR photo  BETTER photo
  29. 29. Photography  FAIR photo  BETTER photography
  30. 30. Photography  Consider Point Of View Photography  Consider Aerial Photography
  31. 31. Writing   FAIR WRITING: TUSCAN VILLA OFFERS PRIVACY. All rooms look inward to a beautiful pool. Entertaining home. Home has gourmet kitchen, stainless appliances, and granite counters. Master bedroom has huge master bath. Theater room has 21 couches. Other rooms include: library, den, bonus room, guest casita. Exceptional ceilings and wood. A must see!   STRONG WRITING!: GRAND TUSCAN VILLA WITH CENTRAL COURTYARD OFFERS ULTIMATE PRIVACY. All major rooms of this magnificent, single-story home look inward to classic column-lined porches, potted flowering vines, cobalt bluetiled pool , formal fountain/spa and spacious outdoor kitchen. Perfect haven for elegant entertaining, safe kids parties or private midnight swims. Home boasts gourmet kitchen with Wolf, Sub-Zero, Viking appliances and granite-topped island. Superb master retreat displays a sumptuous master bath. Gigantic theatre room features “snuggle couches” that seat 21 people. Formal library/den. Fun game room. Mirrored exercise room. Separate guest casita showcases own kitchen/living room, bedroom, bath & laundry. Exceptional ceiling treatments and hand-carved woodwork. This unparalleled Tuscan Estate WILL NOT LAST LONG!
  32. 32. The Leap from Agent to TEAM
  33. 33. The TEAM Concept Are You a TEAM LEADER?  Visionary  Planner  Are You Team Member?  Want autonomy, but want structure Put together job descriptions, compensation plans, structure for the company  Desire “WE” atmosphere  Share responsibility  Generate Leads for Team  Need more leads  Train/Motivate all members of team  Need more training  Want/Need Accountability  Desire more FREE time  Commander of Accountability  Tracker of Leads/ Manager of Leads
  34. 34. The TEAM Concept Agent + Assistant+ Agent + Assistant • Make a list of the things you do not want to do • Assistant handles all paper/listing paperwork/ buyers’ paperwork/ flyers/ database management/ phone calls • Your role: lead generate, show homes, write contracts, negotiate, meetings with clients Buyers’ Agent - When you have 10 or more transactions at one timehire an agent - Assistant manages two people Agent + Assistant+2 or more Buyers’ Agents - When you and the buyers agent have more than 20 transactions at one timehire another agent - Assistant manages all 3 agents - If more than 4 agents, consider another assistant or transaction coordinator or client care coordinator
  35. 35. Job Descriptions/ Your Expectations Agent- Work & Behavior Inherent in the Position Assistant  Answer phones/Schedules appointments  Manage Database  Listing Preparation & Maintenance  Buyer Packet & Maintenance through closing  Property Search and Drip Campaigns  File Buyer and Sellers and turn paperwork into Broker  Order supplies, etc for office  Referral Generation  Provide Support for Team  Show Properties  Sit Open Houses  Preview Properties  Write & Negotiate Contracts  Attend Meetings/Conferences  Conduct Listing Presentations  Your Premier Team Behavior
  36. 36. Put it in Writing! Assistant Agent  Annual Job Description and Expectations  Annual Job Description and Expectations  Compensation Plan  Compensation Plan  Bonus/ Rewards   Time Off Database Management/ Protection  Benefits?  Bonus/Rewards
  37. 37. Examples of Assistant Compensation Salary • $40,000/ annual • 2 weeks vacation • After 1st year- medical insurance • Check with your accountant on taxation ( medicare/ social security, etc) • Bonus examples: day at spa, overnight trip with spouse, dinner certificates Virtual Assistant • • Pay per job ( ie. $300 per buyer transaction) Pay per minute for paperwork (80 cents- $1 dollar per minute) Hourly Assistant • Pay per the hour • Bonus on number of transactions
  38. 38. Agent Compensation Based On Transactions Per Month Sliding Scale Based on Gross Commissions 50-50 with Bonus • 1-2 = 40% to agent • 50% on all buyer transactions • 3-4= 42.5% • 50% on all listings • 5-6= 45% • • 7-8= 47.5% • 9-10= 50% Team Leader pays all marketing expenses for listings and controls marketing piece ** If buyers agent sells team listing, then agent receives 5% bonus on the buyer side. ** For Listings generated by buyer agent, buyer agent paid 25% of listing commission at COE. • Bonus on performance: if you set 2 transactions as your standard and they hit 3: add 5% per transaction • Up to $70K GCI= 60% to agent • Next 20K GCI= 65% to agent • Next 20K GCI= 70% to agent • Above 110K= 75% to agent • The next year, agent starts one tier below their achievement.
  39. 39. Database IF YOU GENERATE THE LEAD= IT IS YOUR LEAD IF THE BUYERS’AGENT CLOSES THE LEAD= IT IS THEIR LEAD
  40. 40. Meetings  Meet 1x per week for 90 minutes   Reference Sales Volume Board   Review Lead Board Correlate Activities with Sales Volume Train   Bring in Guest Speakers   Role Play Educate Review of Needs/ Successes
  41. 41. Team Retention  Build a Relationship with Your Team Members   Share the Wealth   Ie. Harvey MacKay Dinner certificates, spa days, golf excursions, etc. Team Build    1x a year – trip Team get together 1x per quarter Build and Maintain Your Trusted Advisor Role  Note cards  One on One Breakfast and Lunches
  42. 42. What a Team Can Do for Your Business Solo Agent ( no assistant) Team Leader Control over Branding • CEO of Business Follow structure Responsible for Yourself and no reporting to anyone • Implement the Way you Want the Business to Run Get Leads Phone on all the time • Control over Branding Maximum threshold in $$ • Recruit/ Retain/ Motivate Autonomy • Lead Generate Limited Time Off OR Vacation spent with your phone • Earn Residual Income beyond personal production • Time off • Phone transfer to someone else when you are gone Team Member Professional Development Show Up and Work Phone transfer when you are gone Time off Team Atmosphere: Friends for Life
  43. 43. In Review…  You Set a Plan for 2014  Sales Volume, Activities, and Lead List  You have Marketing Tips to Get Results in the next 90 days  You have a good idea if you want to be solo or if a team appeals to you  Team Concept  Job Descriptions  Compensation  Meetings  Retention
  44. 44. Huge Thanks for Your Time! We are never too busy for any of your Arizona referrals! KRIS ANDERSON IRES,CLHMS,CIAS,CDPE,ABR,CMRS,RECS,AREA kris@yourpremierteam.net 480-567-2103

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