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Session 6

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.

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Session 6

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  1. Session 6

  2. Session 6 Agenda • Review of Progress • Attitudes • Assignments • Actions

  3. Review • CRITICAL ASSIGNMENTS • Management Calendar • Do I Believe • We’re the Best • Customize the Career Session presentation • Set the stage

  4. 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.

  5. Session 6Productivity

  6. Recruiting Remember • 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?

  7. Recruiting Remember • 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

  8. Productivity • Accountability • Standards • Training

  9. Accountability • Starts at the beginning • Expectations are clearly communicated • Business Planning

  10. Accountability • What keeps us from holding the agents accountable? • Fear of losing them

  11. Accountability • How do we overcome the fear? • Perpetual Recruiting

  12. Accountability • Set expectations and communicate them up front.

  13. 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?

  14. 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?

  15. Accountability • Expectation Letter • Don’t go overboard • Personal Production Goals • Activity Goals • Professionalism • Company Involvement • Professional Development • Quality Service • Technology

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

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

  18. Standards • Production Standards • IMO: Less important than Activity Standards at this point.

  19. Standards • Activity Standards • IMO: Less important than Activity Standards at this point.

  20. Standards • Activities need to be assigned during Fast Track • They don’t become a “certified” agent until the classes and activities are completed

  21. Standards

  22. 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

  23. 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

  24. Summary • To Raise Production • Accountabilty • Expectations • Standards • Training

  25. Assigments • Create/Review Expectation Letter • Create/Review Activity Standards • Create/Review Production Standards

  26. THANKS! • Keep up the great work!

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