British Columbia Brokers’ Meeting LEARNING SERVICES

Royal LePage Smart Studio Learning PRIOR to launch date 2 weeks prior to launch Preview webinar for Management and Admin to help you experience the benefits Smart Studio Train-the-trainer kit provides office training staff or management with a simple guide to run in-house training 1 week Preview webinar for Agents to help them experience the benefits of Smart Studio

Royal LePage Smart Studio Learning FROM launch date One day after launch ‘Go live’ webinar to help the Network learn what they need to know to start using Smart Studio immediately to three weeks 12 emails dripped out with digestible action items and supporting short video tutorials to leverage key benefits March to May In-person, hands-on Realtor Marketing Workshops to provide experience in the system and individual engagement. Details of the drip campaign: Event, Suggested Time, Rationale * Create/Import Contacts - 1 day Needs to be first Sync w/ Google 2 days Should be close to first so that those who want to sync with Google won’t do unnecessary work Manage contacts 3 days If people have already imported their contact, this will give them additional context Set up 5 days With contacts in, people need to setup Smart Studio with their contact info Work your book 10 days This task relates to the day-to-day With all the previous tasks setup, they should now  now ready to focus on working their book Action Plans 15 days The first really high-concept task Drip Campaigns 20 days 5 days to apply action plans Listing Kits 25 days 5 days to understand and apply drips Design Wizard 26 days Listing kits logically lead to people wanting to know how they can do it themselves. Digital listing pieces 30 days Deeper dive into digital pieces Distributing projects 32 days Now you need to know how to send this stuff out! Leads 35 days Wrapping it all up to see how this system integrates into their lead flow

Royal LePage Smart Studio Training On-Demand Orientation Incorporated into the 5-week New Agent Orientation Plan, helping new recruits become productive sooner Webinars Grow your business with Smart Studio offered on-demand or via a live webinar monthly Tutorials Video tutorials and user guides help agents leverage individual Smart Studio features

Helping you enhance sales development Sales Success 2017 Helping you enhance sales development Exclusive sales training delivered via webinar All training partners engaged through 2017 For Sales Success we have secured speakers from all our training partners (Buffini & Co, Leader’s Edge Training, Richard Robbins International, the Institute for Luxury Home Marketing and Genworth Canada) to provide you with free exclusive sales training from the industry’s best! January kicked off with Chris Leader helping agents “get their house in order” to ensure they have a successful 2017 February is Richard Robbins is Maximizing Productivity, March is ILHM, Topic TBD rlpNetwork will be updated to include coming soon Sales Success webinars with immediate registration and a new format for leveraging Past Webinars.

Helping you enhance technology and tools Tech Toolkit 2017 Helping you enhance technology and tools Technology training to help your agents leverage the technology available via Royal LePage Also have some external guests such as ClientClick For Building Your Tech Toolkit we are going to be refreshing content on some tools like Gmail and Google Calendar while exploring a few new ones as well such as Google Keep.

Webinar Library Re-org Improved searchability

British Columbia Brokers’ Meeting Recruiting

Agenda Recruiting & Retention 2016 Results 2017 Programs & Services 2015 vs 2016 Full Year Results for BC % of Companies Neutral or Growing in BC Q3 Recruiter of the Year Interim Status 2017 Programs & Services Recruiting Training and Group Coaching Program New Broker CRM Integrated with Coaching Program New Marketing Materials Brokerage Satisfaction Survey

Recruiter of the Year Top 12 As of Q3, here are is the current leaderboard. We have some repeat leaders from years past as well as new companies joining the top 3. Top 12 Division 1 Brant Realty Integrity 100 Mile Realty Division 2 Global Force duQuartier Golden Ridge Realty Division 3 Flower City Realty Kelowna Wolstencroft Realty Division 4 Signature Realty Atlantic RCR Realty

Wade Webb Credentials Wade has helped grow Royal LePage Kelowna from 157 to 213 agents over 3 years. He’s now generously sharing his knowledge with others. Accomplishments Recruiter of the Year 2014 2013: 20 gross recruits 2014: 22 2015: 28 2016: 51 (Vying for 2016 Recruiter of the Year) 2017/18: Move up to Division 4? BrokersBoost Pilot Results Trained 18 brokers with positive survey results 100% would recommend the program Results 25% of companies showed gross recruiting increases of 25 – 35% Hired 24 managers, completed 30 acquisitions. Was trainer, recruiter, Director Professional Development, GM, VP all before he became President. Clients include Bershire Hathaway Fox and Roach (Number 1 in Berkshire Hathaway), Shorewest Realtors (Number 1 in Wisconsin), FC Tucker (Number 1 in Indiana), Coldwell Banker Howard Perry and Walston (number 2 CB in US), etc. In addition, for the results, two of these firms were in Lou’s traditional 6 session program with one year of monthly in-market follow ups and one was on the 6-week program with webinar follow up for three months. Our program is different, somewhere in-between these two program but the results should still be positive.

BrokersBoost Testimonial “The content was great, the bi-weekly coaching calls held me accountable and kept me focused. BrokersBoost allowed me to hone my recruiting skills and I recruited 3x the hires I did from years past, with a good mix of experienced and new agents.  In fact, Royal LePage just told me I was in the top 5 recruiters in BC in 2016! I thank Wade for how he's really helped me to grow my brokerage.”  Bill Ethier, Broker/Manager Royal LePage Coast Capital, Victoria Last year, we had 105 brokers recruit 428 agents on the Buffini Coaching and Accountability Program which was fabulous. When we surveyed participants, some of what we heard that people wanted was…

BrokersBoost Testimonial “I want to take a minute to thank you for all of the help you have provided this year. When I took over in January we had about 32 or 33 Realtors in our office. Today we have 41 with 5 people that wrote the test in early December. We have been very blessed.”  David Black, Broker Royal LePage Prince George Last year, we had 105 brokers recruit 428 agents on the Buffini Coaching and Accountability Program which was fabulous. When we surveyed participants, some of what we heard that people wanted was…

BrokersBoost BrokersBoost provides a step-by-step guide to recruiting inside and outside of the brokerage. Program Topics Where Have You Been? Past? Present? Why and Where To Recruit Company Culture Building Relationships Building Recruiting Awareness Retention Database Adding Value Recruiting Your Own Building Systems and Tools Hiring New Recruiting Inside and Out Game Changers Coaching and Training Scripts and Dialogues, Recruiting Experienced Recruiting Interview What To Do When They Arrive Last year, we had 105 brokers recruit 428 agents on the Buffini Coaching and Accountability Program which was fabulous. When we surveyed participants, some of what we heard that people wanted was…

BrokersBoost Costs Royal LePage can offer this program to you at a co-funded cost of $600. It retails at $1,200 but Royal LePage will pay half. How can I Sign Up? Coaching Session Options Monday, April 3 @ 2pm ET Wednesday, April 5 @ 2pm ET Monday, April 10 @ 2pm ET Wednesday, April 12 @ 2pm ET All Groups: 15 session run with July and August off Sign-up Forms On your tables, please fill in the forms and provide them to me. If you need more time to decide, please email the form to recruiting@royallepage.ca. If you’d like more detail on the program, more detail is on my.rlpnetwork.com > RecruitmentTraining

Real Smart for Recruiting 40 new agents hired to date! Who wants 6 new hires for their brokerage? An exclusive opportunity to attract and contract license-phase prospective recruits with: 25%+ discount with exclusive coupon code 25% rebate upon hire from Royal LePage Real Smart students have a 95% pass rate on the UBC real estate exam. In-class and blended live/online classes also available at a discount. Next steps Contact recruiting@royallepage.ca for your ‘sell sheet’, student sign-up sheet, and for information and tactics to leverage this unique recruiting tool Total Companies utilizing the program = 7 (RLP Advance Realty, Kamloops, Kelowna, Locations West, Parksville, Prince George, Westwin) Online course: 25% discount, or $299.25. Regular price is now $399. In-class also 25% off (reg. $975, discount $731.25) Combo class: 25% off in-class & 50% off online (price after discount $930.75)

New Broker CRM The new Smart Studio is designed to help you grow your business too! Launches late March to early April. Nurture your database of prospective recruits and retain the team of professionals you’ve worked hard to build CRM – Rank and classify your current agents and prospective recruits, and funnel all of your recruiting leads into the same database, regardless of source Action plans – Automate best practice recruiting activities for new and experienced agents and support retention by systematically demonstrating care, coaching, support Drip campaigns – Stay in touch to nurture and convert new and experienced recruits, and reinforce value with your existing sales team to mine referrals to your brokerage Marketing templates – Same great tools now feature edit-in-place technology for quick and easy creation Action Plans - Retention: A+ Retention Plan – For top producing agents with a positive attitude A-B Retention Plan – For strong to medium agents who fit well in your brokerage culture C-D Retention Plan – For struggling to low producing agents who need to be managed up or out Action Plans – Recruiting: New Agent Recruiting Plan – Prospects who are newly licensed or currently in the process of earning their license (3 month plan) A+ Experienced Recruiting Plan – Experienced agent prospects who are HIGLY valued for your brokerage (365 day plan) A-C Experienced Recruiting Plan – Experienced agent prospects who are valued for your brokerage (365 day plan) Perpetual Recruiting Plan – For all prospects who have completed any of the initial recruiting plans (365 day plan) Drip Campaigns: Value Proposition campaign – 11+1 customizable drip highlights a unique feature of our value proposition (weekly or monthly drip options) Testimonial campaign – 11+1 customizable drip provides a testimonial corresponding to a unique feature of the value proposition (weekly or monthly drip). Marketing Templates - Same tools now feature edit-in-place technology for quick and easy creation Co-op cards and emails (“Your clients must love your service and professionalism” – or – “Collaborating with you always exceeds expectations”) We’re Hiring event flyer Broker Welcome (email and social media post announcing your new hire) Agent Announcement (email and social media post announcing recruits new gig)

New Marketing Tools The Smart Studio launch is only the beginning! Watch for a developing suite of valuable tools and resources. New action plans, drip campaigns and marketing templates will continue to develop and optimize your opportunities Action plans Onboarding Plans: Optimize success from Day 1 with plans for new and experienced agents Marketing templates, scripts and templates Recruiting scripts, interview questions, ‘Coffee Talk’ career event flyer, and more Drip campaigns Pre-licensing Campaigns: Be the destination broker by managing expectations and providing timely and valuable information for people considering a real estate career New Testimonial Campaign annually to keep those monthly drips pumping

Brokerage Satisfaction Surveys 50 companies and ~ 3,800 agents have been surveyed to understand how each brokerage could improve agent satisfaction, retention and referrals. Why? Growth: How well positioned are you for growth? Are your agents satisfied and will they refer you in the process? Operational Excellence: How strong are your processes and how well will they scale? Best Practices: Read the system’s list of diagnostic questions to help you find solutions if you are below the industry norm. Service 25 question agent survey software In-depth one-on-one review Cost & Timing Included every 3 years if 35+ agents Summer signup, fall kickoff Content

Agent Satisfaction Survey Benefits In Brokers’ words: Higher Response: Compared to other surveys, the response rate was double and there was much greater honesty in the answers Validation and Prioritization: Often a broker is aware of the issues but may not always know what’s most important to fix first. This provides prioritization information. Ability to Really Hear and Respond to Agents: By actioning responses, agents feel heard and appreciated. Isolation of Issues to Specific Offices: In a multi-office scenario, office-specific issues are highlighted Highlights Some Deeper Unknown Issues: An issue that was thought to be resolved showed that it really hadn’t been. Content

Questions? recruiting@royallepage.ca Thank you!