1. Compartmentalization
Sellstate Leadership Summit
Compartmentalization
Neil Cresswell
President
The 2016 Sellstate Leadership Summit

2. The 2016 Sellstate Leadership Summit
Compartmentalize
Evolve
Grow
Leverage
The 2016 Sellstate Leadership Summit

3. There is a lot to do every day
Recruit
Deal doctor
Train
Babysit
Legal and accounting
Grow business
Sell
To name a few
The 2016 Sellstate Leadership Summit

4. There is a lot to do every day
What are you the best at?
What do you like the most?
What do you spend the most time on?
What do you spend least time on?
What do you know needs more effort?
The 2016 Sellstate Leadership Summit

5. There is a lot to do every day
We CAN NOT be good at everything!
We DO NOT have enough time in a day!
Something must suffer.
The 2016 Sellstate Leadership Summit

6. There is a lot to do every day
We have often struggled with the same decisions.
Wouldn’t it be nice if only?
The industry has had it wrong for years?
What are the primary jobs of a broker?
Recruit
Train, mentor, C.A.P.
Deal doctor
The 2016 Sellstate Leadership Summit

7. There is a lot to do every day
How can we expect to do it all?
There needs to be an expert running every department.
The 2016 Sellstate Leadership Summit

8. The 2016 Sellstate Leadership Summit
Recruiter
Recruiter 100% focused 100% of the time
40+ hours a week
All calling
Interviews
Managing data base
Marketing campaigns
Follow-up systems
Networking events
Onboarding
Motivating existing office agents to build AAD
The 2016 Sellstate Leadership Summit

9. The 2016 Sellstate Leadership Summit
Trainor/Mentor
Trainer, Mentor C.A.P. program.
Recruiter new and underproductive agents.
Run 4 C.A.P. classes per week.
In-office training classes.
Guide, coach and assist C.A.P. agents for 1 year.
The 2016 Sellstate Leadership Summit

10. The 2016 Sellstate Leadership Summit
Deal Doctor
Answer agents’ daily questions.
Set production events.
Supervise office administration.
Ensure team duties and goals being achieved.
The 2016 Sellstate Leadership Summit

11. The 2016 Sellstate Leadership Summit
Broker/Owner
Business Development.
Recruiting mega agents and teams.
Create profit centers.
Office culture through team members.
Manage “Brokers Advisory Council”.
The 2016 Sellstate Leadership Summit

12. The 2016 Sellstate Leadership Summit
What is the cost?
Recruiter: Salary plus bonus on transactions and sign ups.
Trainer: 15% from CAP students.
Deal doctor: Small salary.
Growth and Peace of mind: Priceless.
The 2016 Sellstate Leadership Summit

13. The 2016 Sellstate Leadership Summit
Is It Easy?
Many or most give up.
I can’t find a ____ ??
But you can!
The 2016 Sellstate Leadership Summit

14. The 2016 Sellstate Leadership Summit
Is It Easy?
You may have to kiss a lot of frogs before you find your prince but the reward is unmeasurable!
The 2016 Sellstate Leadership Summit

15. The 2016 Sellstate Leadership Summit
Is It Easy?
Upon hiring and onboarding new a team member, accountability systems have to be implemented.
Contracts with non-competition.
Layout expectations.
The 2016 Sellstate Leadership Summit

16. The 2016 Sellstate Leadership Summit
Is it easy?
Hire slow and fire fast.
Advertise everywhere (spend some money).
Learn how to hire and conduct the interview process.
Use personality testing.
The 2016 Sellstate Leadership Summit

17. Build It and They Will Come
The Single Most Effective Way to Leverage Yourself is Through People
How about 5 offices in 5 years with 500 agents?
Is it possible?
The 2016 Sellstate Leadership Summit

18. Build It and They Will Come
The Single Most Effective Way to Leverage Yourself is Through People
Only if you set your mind to it!
The 2016 Sellstate Leadership Summit