Building and Retaining a Real Estate Team & tips for Team Marketing Success
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One hour for real estate teams on measuring performance, tracking leads, marketing tips that produce results, and tips for building and retaining a real estate team!
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Semelhante a Building and Retaining a Real Estate Team & tips for Team Marketing Success
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Building and Retaining a Real Estate Team & tips for Team Marketing Success
- 1. 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,AREA kris@yourpremierteam.net 480-567-2103
- 2. “A Failure to Plan is a Plan to Fail” WHAT IS YOUR PLAN?
- 3. What Does Your Company Look Like?
- 4. What is your Sales Dollar Volume Goal for 2014?
- 5. Why Do You Want that Dollar Volume Goal?
- 6. Mom & Dad That Apple Does Not Fall Far From the Tree!
- 7. What Are Your Top 5 Strengths?
- 8. What Are Your 3 Achilles Heels?
- 10. What Type of Environment Do you Like? Alone Team • Quiet Space • People around you each day • Fewer interruptions • • Motivated by sole recognition Motivated by how well the team does • Organized • Busy, louder environment • Self-Starter • Collaborator • Initiative • Benefits from Planned Process • Delegator • Desires Free time • Multi-tasker • Structure
- 11. What is Your 30 Second Elevator Speech?
- 13. Activity Sheet • Open Houses • Farming • Calling Database • Client Parties • Monthly Mailing • Networking • Conferences • Face to Face w/ Past Clients • Hand Written Notes
- 14. A Day in the Life of An Agent! EDUCATION LEAD GENERATION MARKETING CLIENT CONTACT 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 Conferences Expireds You Tube Campaign Texts Team Associations Designations Cancellations Ad Campaigns Inspections Conferences Closings Networking Groups Client Appreciation Parties B2B B2B *Quality time w/Team COMMUNICATION MEETINGS SHOWINGS PLANNING Annually
- 15. The 3 Most Important Things We Do in Our Business… • Lead Generate • Lead Manage • Become and Maintain Trusted Advisor Role
- 16. Let’s Plan Your 2014 Month January February March April May June July August September October November December TOTAL 2014 Sales Volume Goal $20,000,000 $1,700,000 Actual $1,300,000
- 18. Activities that Build Your Trusted Advisor Role and Bring the Sales $$$ TODAY This Week This Month This Year Card to Gil 3 lunches w database 20 cards 240 cards Call Pitts Call Anderson Call Jones Call 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
- 19. Marketing Pieces that Work Every Time!
- 20. What is their Home Worth? FARM AREA NEWSLETTER • Front Cover: • • • Recognizable Photo of the Community Address to the Names who Own Home Back Cover • Showcase your listing
- 21. Send out piece every 4-6 weeks • 2nd Page • Your Info • Real Estate News • 3rd Page• Market Snapshot
- 22. 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
- 23. Example of My Listing Presentation See the Full Presentation Online: http://joom.ag/iqqX
- 24. 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
- 25. Example of the Buyers’ Book
- 26. Marketing the Listing Listing Flyer Jumbo Postcard
- 27. Marketing the Listing Social Media Campaign YouTube Video- http://youtu.be/gLqhUkzJgNY
- 30. Photography Consider Point Of View Photography Consider Aerial Photography
- 31. 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 bluetiled 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!
- 32. The Leap from Agent to TEAM
- 33. The TEAM Concept Are You a TEAM LEADER? Visionary Planner Are You Team Member? Want autonomy, but want structure Put together job descriptions, compensation plans, structure for the company Desire “WE” atmosphere Share responsibility Generate Leads for Team Need more leads Train/Motivate all members of team Need more training Want/Need Accountability Desire more FREE time Commander of Accountability Tracker of Leads/ Manager of Leads
- 34. The TEAM Concept Agent + Assistant+ 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 Buyers’ Agent - When you have 10 or more transactions at one timehire 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 timehire another agent - Assistant manages all 3 agents - If more than 4 agents, consider another assistant or transaction coordinator or client care coordinator
- 35. Job Descriptions/ Your Expectations Agent- Work & Behavior Inherent in the Position 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 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
- 36. Put it in Writing! Assistant Agent Annual Job Description and Expectations Annual Job Description and Expectations Compensation Plan Compensation Plan Bonus/ Rewards Time Off Database Management/ Protection Benefits? Bonus/Rewards
- 37. 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
- 38. Agent Compensation Based On Transactions Per Month Sliding Scale Based on Gross Commissions 50-50 with Bonus • 1-2 = 40% to agent • 50% on all buyer transactions • 3-4= 42.5% • 50% on all listings • 5-6= 45% • • 7-8= 47.5% • 9-10= 50% Team Leader pays all marketing expenses for listings and controls marketing piece ** 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. • Bonus on performance: if you set 2 transactions as your standard and they hit 3: add 5% per transaction • 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.
- 39. Database IF YOU GENERATE THE LEAD= IT IS YOUR LEAD IF THE BUYERS’AGENT CLOSES THE LEAD= IT IS THEIR LEAD
- 40. Meetings Meet 1x per week for 90 minutes Reference Sales Volume Board Review Lead Board Correlate Activities with Sales Volume Train Bring in Guest Speakers Role Play Educate Review of Needs/ Successes
- 41. Team Retention Build a Relationship with Your Team Members Share the Wealth Ie. Harvey MacKay 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
- 42. What a Team Can Do for Your Business Solo Agent ( no assistant) Team Leader Control over Branding • CEO of Business Follow structure Responsible for Yourself and no reporting to anyone • Implement the Way you Want the Business to Run Get Leads Phone on all the time • Control over Branding Maximum threshold in $$ • Recruit/ Retain/ Motivate Autonomy • Lead Generate Limited Time Off OR Vacation spent with your phone • Earn Residual Income beyond personal production • Time off • Phone transfer to someone else when you are gone Team Member Professional Development Show Up and Work Phone transfer when you are gone Time off Team Atmosphere: Friends for Life
- 43. 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
- 44. 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.net 480-567-2103