1. www.GearboxConsulting.com Empowering Partner Success in 2014

2. Matt Dollinger President and Founder Over 10 years of industry experience Accomplished industry speaker RealTrends 50 Company Coaching and Training of 100s of agents Developed training programs around KCM Focus on growth, automation and technology

3. Goals for this webinar Understand the Realtor Partner business Help you target market specific “types” Lead by example and provide insight Do so in a targeted and systematic fashion Provide timely and relevant insight Establish YOUR value as a partner Use Bridge Builders to take ACTION

4. FIRST STEPS: DO YOUR HOMEWORK

5. Approach Prospects Differently Business Financials and Opportunities Team Growth* Automation and Systems Superstar Develop more team business opportunities Education and marketing Team Growth* Teamer Marketing opportunities Communication/Education Assist in marketing/branding RisingStar Educate me on the market Assist me in business development Lead Me (what should I be doing?) Newagent

6. How does an agent get paid Based on a $250,000 home sold at 6% commission Agent at at 60/40 split with brokerage $15,000 Total Commission Co-Op Agent $7,500 Listing Agent $7,500 Broker Split (40%) $3,000 Agent Split (60%) $4,500 This is before an agent pays for marketing/photos/fees etc. Co-op is the buyers agent. The commission is NOT always 50/50 The listing agent determines what % is paid to the buyer agent Broker split does not usually include marketing fees, etc.

7. How an agent team works Brokerage Lead Agent Team member Worker Bees Will do some admin tasks for lead Open houses, showings, etc. Training and stats used from team Pay referral fee on “lead business” Rainmaker of the group All branding focused on group All closings under Lead Agent Pays agents at higher split Makes referral fee on team business Provides services Branding/Marketing Office Space/Support High Split with Lead Agent Relocation & other services 90% Split with Broker Offers team 70% Split Makes 20% Override on all sales 25% referral on “given” business

8. Ask questions to qualify prospects What were the primary sources of business? How much did you earn last year? Buy/Sell ratio? – Volume: Total dollar of properties sold – GCI: Gross Commission Income (before split) – Net Income: GCI after split and co. fees How much did you spend last year? – Marketing, Technology, Fees, Training, Coaching What were your biggest challenges in business? What are your goals for 2014? What efforts or technology are you looking to put in place?

9. WHAT DOES THE REALTOR PARTNER NEED RIGHT NOW?

17. WHAT AGENTS ARE DOING… NEED TO BE DOING RIGHT NOW

18. What they need to know Know Their Business Know Their Strengths and Weaknesses Know Their Financials Know Their Strategy and Budget for 2014

22. Know your business What were my business sources? What marketing worked and didn’t? When was the last time I contact clients? Who was the most influential? What were my strengths and weaknesses? What was my buy to sell ratio?

23. How to help them know…

25. Know your Financials What did you close last year? What did you earn last year? What was your buy/sell ratio? What did you make from your team? What did you make from referrals? What are your goals for 2014? What do you need to do to hit them?

28. Know Strategy and Budget How much are you investing in marketing? What programs are you investing in? How much will it cost to run your business? What new opportunities are you employing? What consistent programs will you invest in? What is your yearly and monthly investment?

34. Systemize “needs” with prospect types Branded Marketing Materials Educate her team on market trends Webinars or Videos for PR and website content Superstar Educate his team on market trends Prospecting tools for his team members Branded marketing materials Teamer Education on using the data with buyers and sellers Cost vs. Buy – Buy Now vs. Wait – Etc. Prospecting tools RisingStar Educate her on the data and what it means Scripts and materials to use with clients Prospecting materials for use at open houses, etc. Newagent

36. REMEMBER: What is valuable to today’s Realtor? Anything that saves them time or automates. Anything that brands them positively. Anything that helps them do more deals/grow. Anything that “WOWS” their client. Anything that positively effects their bottom line.

38. Questions or Comments? Matthew Dollinger President and Founder matt@mattdollinger.com www.GearboxConsulting.com 773.354.9681 Find All of Today’s Materials: Bridge Builder Dropbox: File is labeled “Dec 11 BB Biz Planning” Bridge Builder Facebook Page