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,AR

EA

kris@yourpremierteam.net480-567-2103

“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 & DadThat 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• Quiet Space

• Fewer interruptions

• Motivated by sole recognition

• Organized

• Self-Starter

• Initiative

• Delegator

• Multi-tasker

Team• People around you each day

• Motivated by how well the team does

• Busy, louder environment

• Collaborator

• Benefits from Planned Process

• Desires Free time

• Structure

What is Your 30 Second Elevator Speech?

Sales Volume & Lead Sheets

Activity Sheet

• Open Houses

• Farming

• Calling Database

• Client Parties

• Monthly Mailing

• Networking

• Conferences

• Face to Face w/ Past Clients

• Hand Written Notes

A Day in the Life of An Agent!

EDUCATION LEAD GENERATION MARKETING CLIENT CONTACT COMMUNICATION MEETINGS SHOWINGS PLANNING

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 Annually

Conferences Expireds You Tube Campaign Texts Team Associations

Designations Cancellations Ad Campaigns Inspections Conferences

B2B Closings Networking Groups

Client Appreciation Parties B2B

*Quality time w/Team

The 3 Most Important Things We Do in Our Business…

• Lead Generate

• Lead Manage

• Become and Maintain Trusted Advisor Role

Let’s Plan Your 2014Month 2014 Sales Volume Goal

$20,000,000Actual

January $1,700,000 $1,300,000

February

March

April

May

June

July

August

September

October

November

December

TOTAL

Your Current Leads

A/B/C Seller Acitve/Pending/Closed

A/B/C

BUYERActive/Pending/Closed

A Smith closed C Jones

A Anderson pending A Liran Active

C Pitts B Feldman

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

TODAY This Week This Month This YearCard to Gil 3 lunches w database 20 cards 240 cards

Call PittsCall AndersonCall JonesCall 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

Marketing Pieces that Work Every Time!

What is their Home Worth?

• Front Cover: • Recognizable Photo of the Community

• Address to the Names who Own Home

• Back Cover

• Showcase your listing

FARM AREA NEWSLETTER

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?

Market & Pricing• What is the market doing

last 90 days

• The Market Snapshot

• The Importance of Pricing Right

Proof • Show Examples of Sales

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 ( utilities, etc)

School Districts

The Process of Buying Your Home

Loan Checklist

Sample of Your Purchase Contract

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 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 blue-tiled 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!

The Leap from Agent to TEAM

The TEAM Concept

Are You a TEAM LEADER? Visionary

Planner

Put together job descriptions, compensation plans, structure for the company

Generate Leads for Team

Train/Motivate all members of team

Commander of Accountability

Tracker of Leads/ Manager of Leads

Are You Team Member? Want autonomy, but want

structure

Desire “WE” atmosphere

Share responsibility

Need more leads

Need more training

Want/Need Accountability

Desire more FREE time

The TEAM Concept

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

Agent + Assistant+

Buyers’ Agent

- When you have 10 or more transactions at one time- hire 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 time- hire another agent

- Assistant manages all 3 agents

- If more than 4 agents, consider another assistant or transaction coordinator or client care coordinator

Job Descriptions/ Your Expectations

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

Agent- Work & Behavior Inherent in the Position

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

Put it in Writing!

Assistant Annual Job Description and

Expectations

Compensation Plan

Bonus/ Rewards

Time Off

Benefits?

Agent Annual Job Description and

Expectations

Compensation Plan

Database Management/ Protection

Bonus/Rewards

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

Agent Compensation

Based On Transactions Per

Month

• 1-2 = 40% to agent

• 3-4= 42.5%

• 5-6= 45%

• 7-8= 47.5%

• 9-10= 50%

** 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.

50-50 with Bonus• 50% on all buyer

transactions

• 50% on all listings

• Team Leader pays all marketing expenses for listings and controls marketing piece

• Bonus on performance: if you set 2 transactions as your standard and they hit 3: add 5% per transaction

Sliding Scale Based on Gross Commissions

• 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.

DatabaseIF 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 Review Lead Board

Reference Sales Volume Board

Correlate Activities with Sales Volume

Train Role Play

Bring in Guest Speakers

Educate

Review of Needs/ Successes

Team Retention

Build a Relationship with Your Team Members Ie. Harvey MacKay

Share the Wealth 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

What a Team Can Do for Your Business

Solo Agent ( no assistant)Control over Branding

Responsible for Yourself and no reporting to anyone

Phone on all the time

Maximum threshold in $$

Autonomy

Limited Time Off OR Vacation spent with your phone

Team Leader• CEO of Business

• Implement the Way you Want the Business to Run

• Control over Branding

• Recruit/ Retain/ Motivate

• Lead Generate

• Earn Residual Income beyond personal production

• Time off

• Phone transfer to someone else when you are gone

Team MemberFollow structure

Get Leads

Professional Development

Show Up and Work

Phone transfer when you are gone

Time off

Team Atmosphere: Friends for Life

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

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.net480-567-2103