1. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission 1 Lesson 4 Office Practices

2. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Lesson 4 Objectives Upon completion of this lesson, each student will be able to: Identify which types of contracts and forms that should be maintained in a well-managed forms manual and explain why these forms should be prepared by the broker Identify which types of contracts and forms that should be maintained in a well-managed forms manual and explain why these forms should be prepared by the broker 2

3. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Lesson 4 Objectives Upon completion of this lesson, each student will be able to: Explain the purpose of a staff meeting and list three things that should and should not take place at staff meetings. Explain the purpose of a staff meeting and list three things that should and should not take place at staff meetings. 3

4. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Lesson 4 Objectives Upon completion of this lesson, each student will be able to: Explain the advantages of farming and identify three farming techniques. Explain the advantages of farming and identify three farming techniques. 4

5. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission The Policies and Procedures Manual Should be well organized Should be well organized Should be up to date Should be up to date 5

6. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission The Policies and Procedures Manual (cont’d) Should have staff input Should have staff input Should address all areas Should address all areas 6

7. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Contracts and Forms Manual Contains commonly used forms and contracts Contains commonly used forms and contracts Should be prepared by the broker Should be prepared by the broker 7

8. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Training Programs Are a major concern to brokers Are a major concern to brokers Some training is required by law Some training is required by law Well prepared seminar = months of experience Well prepared seminar = months of experience 8

9. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Training Programs (cont’d) Speakers available at little to no cost Speakers available at little to no cost Experienced agents conduct seminars Experienced agents conduct seminars 9

10. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Staff Meetings Should be regularly scheduled Should be regularly scheduled Monday morning is a good time Monday morning is a good time 10

11. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Staff Meetings (cont’d) Should be positive Should be positive No personal criticism No personal criticism 11

12. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Staff Meetings (cont’d) Should have an agenda Should have an agenda Introduce new listings Introduce new listings 12

13. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Staff Meetings (cont’d) Goal setting, team building, and sales techniques Goal setting, team building, and sales techniques Office tours Office tours 13

14. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Goal Setting Help calculate efforts and rewards Help calculate efforts and rewards Helps determine company budgets Helps determine company budgets 14

15. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Goal Setting (cont’d) Accurate data is needed for accurate goals Accurate data is needed for accurate goals 15

16. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Checklist for New Associates Office procedures Office procedures Field preparedness Field preparedness Office equipment Office equipment 16

17. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Farming System Why farming? Why farming? Who should farm? Who should farm? 17

18. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Contests Motivational tool Motivational tool Increase productivity Increase productivity 18

19. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Contests (cont’d) Several small prizes Several small prizes Realistic and attainable goals Realistic and attainable goals Brief time frame Brief time frame 19

20. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Associate Joint Ventures (Teams) Share commission Share commission Personality conflicts Personality conflicts Vacation coverage Vacation coverage 20

21. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Associate Joint Ventures (Teams) {cont’d} Agreements in writing Agreements in writing Broker’s consent Broker’s consent 21

22. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Press Releases Brief announcement Brief announcement Informative Informative Increase credibility Increase credibility 22

23. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Press Releases (cont’d) Basics Basics Printed free of charge Printed free of charge Standard guidelines Standard guidelines 23

24. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Press Releases (cont’d) Effective management tool Effective management tool 24

25. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Automobile Insurance Require agents to carry Require agents to carry Policy limits Policy limits 25

26. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Key Security Extremely important Extremely important High security High security Numbered system Numbered system 26

27. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Sexual Harassment Verbal Verbal Non-verbal Non-verbal 27

28. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Sexual Harassment (cont’d) Broker’s responsibility Broker’s responsibility 28

29. Broker and Agent Responsibilities © 2011 Louisiana Real Estate Commission Sexual Harassment (cont’d) Broker’s liability Broker’s liability 29