Module 3: Team Brokerage<br />Module 3                                                              Team Brokerage<br />  ...
3.1<br />Role On Team (Responsibility Stack)<br />Responsibilities<br />Focus<br /><ul><li> Everyday Housekeeping
 Contact Management
 Team Measurements</li></ul>Administration<br /><ul><li> Team Templates
 Marketing Brochures
 Marketing Packages
 Contact Management
 Compiling Lists (Database)</li></ul>Marketing <br /><ul><li> Number Crunching
 Team Excel Expert
 Marketing Assistance
 Cash Flow Runs
 Brokerage Assistance
 List Grabbing</li></ul>Analyst<br /><ul><li> Property Tours
 Cold Calls
 Cash Flow Analysis (Review)
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Module 3 team brokerage

  1. 1.
  2. 2. Module 3: Team Brokerage<br />Module 3 Team Brokerage<br /> 3.1……….…………...……………….………….……Role on Team <br /> 3.2…………………………..….………………….....Skill Inventory <br /> 3.3…….Business Development VS Transaction Management <br /> 3.4……………….….Increasing Responsibilities and Earnings<br />
  3. 3. 3.1<br />Role On Team (Responsibility Stack)<br />Responsibilities<br />Focus<br /><ul><li> Everyday Housekeeping
  4. 4. Scheduling
  5. 5. Contact Management
  6. 6. Reception
  7. 7. Team Measurements</li></ul>Administration<br /><ul><li> Team Templates
  8. 8. Marketing Brochures
  9. 9. Marketing Packages
  10. 10. Contact Management
  11. 11. Compiling Lists (Database)</li></ul>Marketing <br /><ul><li> Number Crunching
  12. 12. Team Excel Expert
  13. 13. Marketing Assistance
  14. 14. Cash Flow Runs
  15. 15. Brokerage Assistance
  16. 16. List Grabbing</li></ul>Analyst<br /><ul><li> Property Tours
  17. 17. Prospecting
  18. 18. Cold Calls
  19. 19. Cash Flow Analysis (Review)
  20. 20. Brokerage Assistance
  21. 21. Small Deal Closing</li></ul>Junior<br /><ul><li> Prospecting
  22. 22. Cold Calls
  23. 23. Property Tours
  24. 24. Client Relations
  25. 25. Closing Deals</li></ul>Associate<br /><ul><li> Prospecting
  26. 26. Relationship Maintenance
  27. 27. Deal Closing
  28. 28. Closing Deals
  29. 29. Consulting Efforts
  30. 30. Team Management </li></ul>Broker<br />
  31. 31. 3.2<br />Skill Inventory<br />Marketing <br />Administration<br /><ul><li> Everyday Housekeeping
  32. 32. Scheduling
  33. 33. Contact Management
  34. 34. Reception
  35. 35. Team Measurements
  36. 36. Team Templates
  37. 37. Marketing Brochures
  38. 38. Marketing Packages
  39. 39. Contact Management
  40. 40. Compiling Lists (Database)</li></li></ul><li>3.2<br />Skill Inventory<br />Analyst<br />Junior Broker<br /><ul><li> Number Crunching
  41. 41. Team Excel Expert
  42. 42. Marketing Assistance
  43. 43. Cash Flow Analysis
  44. 44. Brokerage Assistance
  45. 45. List Accumulation
  46. 46. Property Tours
  47. 47. Prospecting
  48. 48. Cold Calls
  49. 49. Cash Flow Analysis (Review)
  50. 50. Brokerage Assistance
  51. 51. Small Deal Closing</li></li></ul><li>3.2<br />Skill Inventory<br />Broker<br />Associate<br /><ul><li> Prospecting
  52. 52. Relationship Maintenance
  53. 53. Deal Closing
  54. 54. Deal Closing
  55. 55. Consulting Efforts
  56. 56. Team Management
  57. 57. Prospecting
  58. 58. Cold Calls
  59. 59. Property Tours
  60. 60. Client Relations
  61. 61. Closing Deals</li></li></ul><li>3.2<br />Skill Inventory (Merging Responsibilities)<br />Broker<br />Associate<br />Junior<br />Analyst<br />Marketing <br />Administration<br />
  62. 62. 3.2<br />Business Development VS Transaction Management<br />Business Development<br /><ul><li> Introductory Steps, Creating New Relationships
  63. 63. Examples (Cold Calls, Introductory Flyers)</li></ul>Transaction Management<br /><ul><li> Advanced Steps, Existing Relationships
  64. 64. Examples (Financing, Appraisals, Negotiation)</li></ul>Activity Breakdown<br />
  65. 65. 3.3<br />What to Measure (Individual Brokerage)<br />Business Development VS Transaction Management<br />
  66. 66. 3.3<br />What to Measure (Team Brokerage)<br />Which Team Member, Which Activity<br />
  67. 67. Increasing Responsibilities<br />3.4<br />Responsibility Break Down (Three Person Team)<br />Administration<br />Analysis<br />Closing<br />Marketing<br />Brokerage Assist<br />Consulting<br />
  68. 68. Increasing Responsibilities<br />3.4<br />Responsibility Break Down (Five Person Team)<br />Administration<br />Analysis<br />Closing<br />Marketing<br />Brokerage Assist<br />Consulting<br />
  69. 69. Increasing Earnings<br />3.4<br />Earning Structure (Three Person Core Team)<br />Associate (39%)<br />Broker (53%)<br />* Other Team Members on Salary & Bonus Structure<br />
  70. 70. Increasing Earnings<br />3.4<br />Earning Structure (Five Person Core Team)<br />Associate (15%)<br />Super (44%)<br />Senior (30%)<br />* Other Team Members on Salary & Bonus Structure<br />
  71. 71. Personal Insight Test<br />3.1<br />1. When do you feel your best?<br />(A) Morning (B) Afternoon / Early Evening<br />(C) Night<br />2. You Usually walk..<br />(A) Fast, with long steps (B) Fast, with short steps <br />(C) Slow, head up (D)Slow, head down (E) Very slow<br />3. When Talking to People<br />(A) Stand with your Arms Folded (B) Hands Clasped (C) Hands on your Hips <br />(D) Touch Person in Conversation (E) Play with Ear, Chin or Hair<br />4. When Relaxing, you sit with.. <br />(A) Legs Folded, Side by Side (B) Legs Crossed (C) Legs Stretched Out<br />(D) Legs Stretched Out Straight (E) One Leg Curled Under You<br />5. Something Really Amuses You, You React With..<br />(A) Big Appreciated Laugh (B) Laugh, But not a Loud One<br />(C) Quiet Chuckle (D) Sheepish Smile<br />
  72. 72. Personal Insight Test<br />3.1<br />6. When your go to a Party of Social Gathering you..<br />(A) Make a Loud Entrance<br />(B) Make a Quiet Entrance, Looking for Someone you Know (C) Stay Unnoticed<br />7. You're Working Very and you're interrupted.... <br />(A) Welcome the Break (B) Feel Extremely Irritated<br />(C) Vary Between A and B<br />8. Of the Following, Which is Your Favorite..<br />(A) Red or Orange (B) Black (C) Yellow or Light Blue <br />(D) Green (E) Dark Blue or Purple (F) white (G) Brown or Gray <br />9. When you are in Bed at Night, Before going to Sleep you are… <br />(A) Stretched Out on your Bed (B) Stretched out, on your Stomach<br />(C) On your Side, Slightly Curled (D) Head on one arm (E) Head Under the Covers <br />10. You often Dream that you are... <br />(A) Falling (B) Fighting or Struggling (C) Searching for Something <br />(D) flying or floating (E) Dreamless sleep (F) Your Dreams are Always Pleasant <br />
  73. 73. Personal Insight Test (Score Key)<br />3.1<br />1. (A) 2 (B) 4 (C) 6 <br />2. (A) 6 (B) 4 (C) 7 (D) 2 (E) 1 <br />3.(A) 4 (B) 2 (C) 5 (D) 7 (E) 6 <br />4.(A) 4 (B) 6 (C) 2 (D) 1 <br />5. (A) 6 (B) 4 (C)3 (D) 5 (E) 2 <br />6.(A) 6 (B) 4 (C) 2 <br />7.(A) 6 (B) 2 (C) 4 <br />8.(A) 6 (B) 7 (C) 5 (D) 4 (E) 3 (F) 2 (G) 1 <br />9. (A) 7 (B) 6 (C) 4 (D)2 (E) 1 <br />10.(A) 4 (B) 2 (C) 3 (D) 5 (E) 6 (F) 1 <br />Total Score<br />
  74. 74. Personal Insight Test<br />3.1<br />Others see you as someone they should "handle with care." You're seen as vain, self-centered, and extremely dominant. Others may admire you, wishing they could be more like you, but don't always trust you, hesitating to become too deeply involved with you.<br />company because of the excitement you radiate. <br />Over 60<br />Others see you as an exciting, lightly volatile, rather impulsive personality; a natural leader, who's quick to make decisions, though not always the right ones. They see you as bold and adventuresome, someone who will try anything once; someone who takes chances and enjoys an adventure. They enjoy being in your <br />51 - 60<br />Others see you as fresh, lively, charming, amusing, practical, and always interesting; someone who's constantly in the center of attention, but sufficiently well-balanced not to let it go to your head. They also see you as kind, considerate, and understanding;<br />someone who'll always cheer them up and help them out. <br />41 - 50<br />
  75. 75. Personal Insight Test<br />3.1<br />Others see you as sensible, cautious, careful & practical. They see you as clever, gifted, or talented, but modest. Not a person who makes friends too quickly or easily, but someone who's extremely loyal to friends you do make and who expect the same loyalty in return. Those who really get to know you realize it takes a lot to shake your trust in your friends, but equally that it takes you a long time to get over if that trust is ever broken. <br />31 - 40<br />Your friends see you as painstaking and fussy. They see you as very cautious, extremely careful, a slow and steady plodder. It would really surprise them if you ever did something impulsively or on the spur of the moment, expecting you to examine everything carefully from every angle and then, usually decide against it. They think this reaction is caused partly by your careful nature.<br />21 - 30<br />People think you are shy, nervous, and indecisive, someone who needs looking after, who always wants someone else to make the decisions & who doesn't want to get involved with anyone or anything! They see you as a worrier who always sees problems that don't exist. Some people think you're boring. Only those who know you well, know that you aren't. <br />Under 21<br />