1. Time Management and Open Houses
With Weichert since 1993
Sales Manager of the Wayne, NJ office for 18 years
Now managing the Forked River, NJ office
Achieved 80% of his Open House Objective in 2013
Sales Manager of the Year in 2003 and 2008
Joe Boreale
Sales Manager, Forked River, NJ

2. Joe is a Manager-Maker! Aileen Williamson Debra Brophy Lou Tordini
Did you know that Joe is responsible for developing a number of Sales Associates into Sales Managers?
Aileen Williamson
Debra Brophy
Lou Tordini
Mike Machinski
Rosalie Swenson
Tony Sanchez

3. A Quote from Joe Boreale
Hire people better than yourself and train them
(and they’ll make you look great!)

4. Share a Positive

5. How to Have Success in Sales Exceed Expectations
1. Unbelievable Enthusiasm
2. Prospect for business everyday
3. One Listing Appointment a week
4. Preparation for every appointment
5. Follow through…Do what you say you’re going to do
6. Be punctual for every appointment
7. Be well groomed
8. One appointment per day (minimum 5 per week)
9. Don’t be afraid to fail
10. Have knowledge of your business
11. Never forget the customer, and never let the customer forget you
12. Most of all…Exceed the Expectations of your Buyers and Sellers by giving unbelievable service

6. Do you know ?
“What is an SIA?”

7. Self-Initiated Appointment

8. Who here has secured an SIA this week?

9. How am I supposed to get all this done?
Time Management
How am I supposed to get all this done?

10. Let’s take a Poll Show of hands, who here is . . .
Too busy and stressed?
Wondering where the day went since you couldn’t get everything you planned accomplished?
Feeling pressured by lack of time?
Time management “challenged?”

11. Is There Enough Time in a Week?
Recruiting Calls
Recruiting Interviews
One-on-Ones
Office Meeting Prep
Office Meeting
Office Caravan
Open Houses
Call Sessions
New Associate Training
New Associate Orientation
Daily Roll Call
Opportunity Time Schedule
PartnerUp (Mentor) Meetings
Meeting with GSM (Huddle)
Signing Files
Conference Call
“Gotta Minutes?”
Check Faxes
Talk to Sales Associates
Meet with Processer
WLN follow up
Meet with Sellers

12. An Oxymoron Time can't be managed!
It can't be gained or saved. Once it is gone, it is gone forever!
Think about it - no matter what you do, time keeps on marching forward at 60 minutes an hour, 24 hours a day, 7 days a week.
It is LIFE management or SELF management - in which you manage yourself and your tasks in relation to Time.

13. “Fixing” Time Management
Often trying to fix a time management problem without objective data can be a little like "pinning the tail on the donkey".... a very hit and miss affair.

14. Assess Your Time
A time management log will show you how you really spend your time and identify your time management problems that can be fixed.
It gives you objective information on how you spend your time - and then you can set time management goals to reduce those timewasters.
You can't fix a time management problem until you can identify it

15. Instructions – Do a Time Log
Keep the log for one week.
Record all activities as they occur. Record all interruptions, trying to give as much detail as possible. Do not rely on your memory to fill in the log at the end of the day.
Enter a priority for the action, either an A, B or C. A is important (Must Do), B is somewhat important (Should Do), and C is not important (Could Do). If the action is ‘Urgent’ then put an * next to the priority.

16. Instructions – Do a Time Log for Assistant Managers (Continued)
Choose the category your activity fits within:
One or more of the SIX Priorities (Recruiting, Qualification, Open Houses, Gold Services, WLN, Listing Call Sessions)
Real Estate (servicing your listing, attend sales meeting, attend a closing, etc.)
Prospecting/Lead Follow-up
Administrative (paperwork, reports, contracts, etc.)
Personal

17. Instructions – Do a Time Log for Sales Managers (Continued)
Choose the category your activity fits within:
Recruiting
Individual Coaching
Team Engagement (Sales Meeting, New Sales Associate meeting, WLN Meeting, Call Sessions, etc.)
Administrative (paperwork, reports, contracts, etc.)
Personal

18. Instructions – Do a Time Log (Continued)
Review how you spend your time.
Are you spending too much time on unimportant things or too little time on important things?
Are there common interruptions to your day? Can you think of ways to minimize your interruptions?
Do you procrastinate between tasks or get a coffee when you should be working on important things?
For each task, ask yourself “Why am I doing this?” or “Why do I need to do this?” If the reasons are not clear to you then you have a number of options such as delegation, prioritizing the task to a low priority, or dropping the task altogether.
What activities are you doing in high energy areas? Are you doing activities that are value-add and important to you when you have high energy? If not, then why not?

19. Quick Exercise
At your table, take 2 minutes and create a pie chart representing the % of time you spend on each category below. ?
Sales Managers Recruiting Team Engagement Individual Coaching Administrative Personal
Assistant Managers
One of SIX Priorities
Real Estate
Prospecting
Administrative
Personal

20. Do the Time Log Do a Time Log for yourself for one week.
Compare your pie chart you just drew with what ACTUALLY happens with your time.
I GUARANTEE you will be surprised and will make an adjustment to what you’re doing because of it!
We have some tools to help you do this . . .

21. Tools to Conduct a Time Log
Daily worksheets to record your activities throughout the day.
Excel spreadsheet to input your activities at the end of each day (this spreadsheet will allow you to roll up your activities and create a color-coded pie chart to show where you are spending your time)
These tools are posted on Managers Best Practices in the Time Management section!

22. Is this a Worthy Exercise?
Who will commit to doing the Time Log for one week back at the office? Please share with your RVP what you learned and what you will be doing differently. ?

23. “The ability to concentrate and use your time well is everything if you want to succeed in business-or almost anywhere else for that matter” Lee Iacocca

24. Prioritization
Let’s discuss prioritization How do you determine what’s most important to work on first, second and third?

25. Prioritizing Simple ABC Method Identifies and prioritizes tasks
Low complexity, just paper and pen and you
Divide blank paper into three sections
Review daily, add, delete or change priorities
A. Must Do
B. Should Do
C. Could Do

26. What would YOU choose to do . . . ?
What is the ONE thing that you are currently NOT able to get to that if you could build in a hour every day, it would give you the greatest sense of accomplishment?
Take 2 minutes now and write it down and share at your table groups

27. Eat that Frog!

28. Best Practice Managers
The company reviewed our top Sales Managers and learned about how they spend their time:

29. A Weekly Schedule

30. Assistant Managers: For all your scheduling and eMail, we recommend you use WeichertPRO
Sales Managers: For all your scheduling and , we recommend you use Outlook

31. For Sales Associates and Assistant Managers: Create a Business Plan on …

32. Customize the Sales and Prospecting activities on your monthly calendar3
Open Houses
iCall & Direct Mail
Weekly Sales Meeting

33. Sync the activities to your WeichertPRO Calendar and receive reminders to stay on track and achieve your goals

34. You can See your Sales Associate’s Business Plans

35. You can See your Sales Associate’s Business Plans

36. Sales Managers Need a ...

37. Monday
9:00-11:00 Talk to associates about weekend activities Collect Calling Numbers
11:00-1:30 One-on-Ones or WLN One-on-Ones
1:30-2:30 Experienced Recruiting Calls/ Interviews/Lunch
2:30-3:30 Office Meeting Prep
3:30-4:00 Sign files, meet with Processer
4:00-4:30 Open House Follow-Up Calls
4:30-5:00 WLN Portal Review
5:00-6:30 Talk to Sales Associates, check faxes, and s, Daily Roll Call complete and any unfinished business

38. Tuesday 8:45-9:30 Set up office meeting 9:30-10:30 Office Meeting
10:45-12:30 Caravan
12:30-1:30 WLN Meeting 4th week
1:30-2:30 Gold Services Huddle
2:30-3:00 List Open Houses Associates
3:00-4:00 Recruiting calls, interviews
4:00-5:30 Sign files, meet with Processer, check , talk to Sales Associates, check faxes, talk to GSM
5:30-6:00 WLN Portal Review
6:00-6:30 Complete any unfinished details, Daily Roll Call

39. Wednesday 9:00-10:00 Recruiting calls 10:00-10:30 Talk to associates
10:30-12:00 New Associate Meeting
12:00-1:00 Call Session
1:00-1:30 Lunch
1:30- 2:30 Finalize Open Houses
2:30-3:00 WLN Portal Review
2:00-6:30 Recruiting Interviews, experienced recruiting calls, check e- mail, talk to Sales Associates, talk to GSM, check faxes, meet with Processer, look for more open houses, complete any unfinished details, Daily Roll Call

40. Thursday 9:00-10:00 Talk to associates about business
10:00-11:00 RVP Conference call
11:00-1:30 One-on-Ones or WLN One-on-Ones
1:30-2:00 Lunch
2:00-3:30 Recruiting Calls/ Interviews
1:30-2:30 WLN Portal review
2:30-6:00 Talk to Sales Associates, Experienced/New Recruiting calls, interviews, meet with Processer, look for more open houses, check faxes, talk to GSM, sign files, complete any unfinished business, New Associate Orientation, Daily Roll Call

41. Friday 9:00-10:00 Recruiting Calls
10:00-12:00 One on Ones or WLN One on Ones
12:00-1:00 Call session
1:00-1:30 Lunch
1:30-2:00 WLN Portal review
2:00-6:00 Talk to Sales Associates, Experienced/New Recruiting calls, interviews, look for more open houses, check faxes, talk to GSM, meet with Processer, sign files, complete any unfinished business, Daily Roll Call

42. Monthly Opportunity Time ( Floor Time) schedule 3rd Friday
New Associates Orientation (3rd Thursday)
New Associates Open House Orientation (2nd Thursday)
PartnerUp (Mentor) Meeting first Friday 11:00-12:00
WLN meeting (4th Tuesday 12:30-1:30)
Buyer Seminar (2nd Tuesday 6:30-7:30 or 3rd Saturday 11-12pm)
One-on-One with RVP

43. At the end of the day….. I ask myself…
What have I done to affect a Sales Associate in a positive way to influence his/her business?