1. Session 6

2. Session 6 Agenda Review of Progress –Attitudes –Assignments –Actions

3. Review CRITICAL ASSIGNMENTS –Management Calendar –Do I Believe –We’re the Best Customize the Career Session presentation Set the stage

4. Assigments Modify any current print ads to include Career Session tag. Begin advertising in Craig’s List Order recruiting business cards Start updating your Facebook page Review career information on your website.

5. Session 6 Productivity

6. Recruiting Your first priority is to hire newly licensed You need to set an immediate goal of creating a core group of agents –25 new associates by year end –PPP of 5 sides per year Who has recruited someone in the last week?

7. Recruiting Your first priority is to hire newly licensed You need to set an immediate goal of creating a core group of agents –25 new associates by year end –PPP of 5 sides per year PRODUCTIVITY

8. Productivity Accountability Standards Training

9. Accountability Starts at the beginning Expectations are clearly communicated Business Planning

10. Accountability What keeps us from holding the agents accountable? –Fear of losing them

11. Accountability How do we overcome the fear? –Perpetual Recruiting

12. Accountability Set expectations and communicate them up front.

13. Accountability What are some expectations you have of your agents? How do they know what they are? What if they don’t meet them? What if they do?

14. Accountability What are some expectations you have of your agents? How do they know what they are? What if they don’t meet them? What if they do?

15. Accountability Expectation Letter –Don’t go overboard –Personal Production Goals –Activity Goals –Professionalism –Company Involvement –Professional Development –Quality Service –Technology

16. Standards What, if any standards, need to be maintained to remain in your company?

17. Standards What, if any standards, need to be maintained to remain in your company? –Production Standards –Activity Standards –Service Standards

18. Standards Production Standards –IMO: Less important than Activity Standards at this point.

19. Standards Activity Standards –IMO: Less important than Activity Standards at this point.

20. Standards Activities need to be assigned during Fast Track They don’t become a “certified” agent until the classes and activities are completed

21. Standards

22. At Minimum, Five Days a Week: –Talk to 1 FSBO –Talk to 1 Expired –Talk to 1 SOI Over 50 weeks, that’s 750 contacts Can be done “full-time” or not

23. Standards Production Standards –Many simply are not attainable Therefore, credibility suffers Wind up with no standards –Use quarterly standards 1 closing per quarter minimum “The average for those that actually transacted anything was four. But I also have heard a report that said 60% of Realtor members did ZERO deals... So you can very narrowly define the actual group...” Matthew Ferrara 4/1/2010

24. Summary To Raise Production –Accountabilty Expectations Standards Training

25. Assigments Create/Review Expectation Letter Create/Review Activity Standards Create/Review Production Standards

26. THANKS! Keep up the great work!