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.
• Begin advertising in Craig’s List
• Order recruiting business cards
• Start updating your Facebook page
• Review career information on your website.
Session 6
Productivity
Recruiting
• 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?
Recruiting
• 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
Productivity
• Accountability
• Standards
• Training
Accountability
• Starts at the beginning
• Expectations are clearly communicated
• Business Planning
Accountability
• What keeps us from holding the agents accountable?– Fear of losing them
Accountability
• How do we overcome the fear?– Perpetual Recruiting
Accountability
• Set expectations and communicate them up front.
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?
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?
Accountability
• Expectation Letter– Don’t go overboard– Personal Production
Goals– Activity Goals– Professionalism
– Company Involvement– Professional
Development– Quality Service– Technology
Standards
• What, if any standards, need to be maintained to remain in your company?
Standards
• What, if any standards, need to be maintained to remain in your company?– Production Standards– Activity Standards– Service Standards
Standards
• Production Standards– IMO: Less important than Activity Standards
at this point.
Standards
• Activity Standards– IMO: Less important than Activity Standards
at this point.
Standards
• Activities need to be assigned during Fast Track
• They don’t become a “certified” agent until the classes and activities are completed
Standards
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
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
Summary
• To Raise Production– Accountabilty
• Expectations• Standards• Training
Assigments
• Create/Review Expectation Letter
• Create/Review Activity Standards
• Create/Review Production Standards
THANKS!
• Keep up the great work!
Top Related