View the full presentation on YouTube: http://zlw.re/jsnc6tss Working at his father’s landscape construction business at a young age gave Anthony early exposure to valuable management experience. With his keen sense of building and running a business, hear how Anthony has created an onboarding and ongoing training program that has allowed him to grow from a small real estate team to a thriving brokerage with multiple branches and offices.

1. #PremierAgentForum#PremierAgentForum
TRAINING YOUR TEAM
Anthony Lamacchia, Lamacchia Realty

2. #PremierAgentForum
Meet our presenter
ANTHONY
LAMACCHIA
Premier Agent

3. #PremierAgentForum
A little background
Launched McGeough
Lamacchia Realty2009
2004
Entered the real
estate industry
Became sole owner
of the company2014
Rebranded as
Lamacchia Realty2015
#1 team in
MA since 2010
0
5
10
15
20
Lamacchia
Realty
Average
18
4
Averaged 18 sales
per agent in 2015

4. #PremierAgentForum
Training
Tracking
Successful growth requires

5. #PremierAgentForum
REAL ongoing
TRAINING

6. #PremierAgentForum
New agent training (onboarding)
 Required onboarding
 Real estate basics and
company processes
 Dedicated onboarding
trainer
Schedule: 4-week course
• 2 days/week, 10 a.m. - 2:30 p.m.
Example topics:
• How to write an offer
• Team expectations & processes
• Using our CRM system
• Dotloop training

7. #PremierAgentForum
Weekly sales training (ongoing)
 Required ongoing
 Buy and sell-side tips
and best practices
 Lead by myself,
management and
external coaches
Schedule: Wednesdays
• Morning: Buyer focus
• Afternoon: Seller focus
Example topics:
• Converting and closing buyers
• Managing sellers
• Avoiding common pitfalls
• Sales tactics to master

8. #PremierAgentForum
Examplemonthly
training schedule

9. #PremierAgentForum
When you have leads, you have leverage
Attendance at all new agent training
At least 4 weeks of sales training
Successful mock sales call in front of group
Confirmation of proper use of our CRM system
Our onboarding requirements to receive leads

10. #PremierAgentForum
Keep it fun: Plan a quarterly social training event
Select a valuable
topic to discuss
Invite an agent panel
to lead a discussion or
an industry leader to
deliver a training
Follow the training
with a social hour

11. #PremierAgentForum
Have new agents shadow experienced agents
• Leading in-person appointments
• Showing a house
• Attending a home inspection
• Working an open house

12. #PremierAgentForum
Detailed performance
TRACKING

13. #PremierAgentForum#PremierAgentForum
What isn’t measured cannot be improved
Detailed tracking helps you:
 Understand their success
 Identify coaching opportunities

14. #PremierAgentForum
GOALS
COACHING
My detailed tracking approach
New
Lead
Of the leads they
receive, how
many do they
speak with?
Of the leads they
speak with,
how many do
they meet?
Of the leads they
meet, how many
become signed
agreements?
How many new
leads are they
receiving?
The
Call
The
Appointment
Signed Buyer
Agreement
• Process
• Response
time
• Scripts
• Appointment
setting
• Approach
• Control of
conversation
65%
Minimum: 60%
40%
Minimum: 30%
75%
Minimum: 60%

15. #PremierAgentForum
When an agent is
performing well…
PRAISE THEM
When an agent is
falling short…
DO SOMETHING

16. #PremierAgentForum#PremierAgentForum
Click to view more presentations