2. WELCOME Being The Leader “If your actions inspire others to dream more, learn more, do more and become more, you are a leader” - John Quincy Adams

4. VALUE PROPOSITION  Avoid price  Brokerage within a Brokerage  Define what it is you are offering

5. ROI  Time  Revenue  Business Development

6. Investing In Your Team Anthony James

14. SACRAMENTO COUNTY – 3,147 Agents County Wide 2,229 Agents Under $2.5mm (73%) STATISTICS 1,270 Agents from $0-$500k 678 Agents from $500k-$1.5m 351 Agents from $1.5mm - $2.5m 474 Agents from $2.5mm-$5m 285 Agents from $5mm-10m 89 Agents doing $10m+ 678 Agents from $500k-$1.5m Your Targets!

15. PLACER COUNTY – 2,981 Agents County Wide 2,169 Agents Under $2.5mm (72%) STATISTICS 667 Agents from $500k-$1.5m Your Targets! 1182 Agents from $0-$500k 667 Agents from $500k-$1.5mm 320 Agents from $1.5mm - $2.5mm 439 Agents from $2.5mm-$5mm 278 Agents from $5mm-10mm 95 Agents doing $10mm+

16. EDH COUNTY – 695 Agents County Wide 509 Agents Under $2.5mm (73%) STATISTICS 178 Agents from $500k-$1.5m Your Targets! 248 Agents from $0-$500k 178 Agents from $500k-$1.5mm 83 Agents from $1.5mm - $2.5mm 105 Agents from $2.5mm-$5mm 57 Agents from $5mm-10mm 24 Agents doing $10mm+

17. PRODUCTIVITY PAYS

20. Why is not about making money. That’s a result. It’s a purpose, cause or belief. It’s the very reason your team exists

21. How do we then recruit agents to our team? Identify Target List (Manager can provide) Ex: $750k-$1.5mm Add to CRM Add on Social Media Make Calls, Set Appts, Give Presentation Sound Familiar?

22. An agent agrees to meet you, now what? Know your Value Proposition Be Prepared, Ask Questions Start with your Why, Explain your How, Show them your What! Ask them to join!

23. COMPENSATION MODELS Chris Powell

24. COMPENSATION MODELS Cost of Doing Business Managing Splits Bonuses RAPP

25. COMPENSATION MODELS COLDWELL BANKER 65/35 Split Avg. Price $300k x Avg. Transactions (5) = $1.5 Million Agent Commission $20,625 (net) RE/MAX GOLD TEAM MEMBER 60/20/20 Split Avg. Price $300k x Avg. Transactions (17) = $5.1 Million Agent Commission $83,921 (net) TEAM LEADER COMMISSION $25,500 (net)

26. COMPENSATION MODELS INDEPENDENT BROKER 75/25 Split Avg. Price $300k x Avg. Transactions (5) = $1.5 Million Agent Commission $28,125 (net) RE/MAX GOLD TEAM MEMBER 60/20/20 Split Avg. Price $300k x Avg. Transactions (17) = $5.1 Million Agent Commission $83,921 (net) TEAM LEADER COMMISSION $25,500 (net)

27. COMPENSATION MODELS TEAM MEMBER PAY PROGRAMS RAPP $6,600 OR $425/monthly PRODUCTION $1 MILLION+ If RAPP chosen, 20% split to RE/MAX Gold until RAPP is paid off If $425 per month chosen, no split with RE/MAX Gold

28. COMPENSATION MODELS TEAM MEMBER PAY PROGRAMS $425/monthly PRODUCTION LESS THAN $1 MILLION You Pay Monthly with 50/50 You Split Monthly with 60/40 Split They Pay Monthly with 65/35 Split Admin, E&O and Annual Fee Apply To All Programs

29. COMPENSATION MODELS TEAM MEMBER PAY PROGRAMS EMPLOYEE PLAN ASSISTANTS l BUYERS AGENTS l TRANSACTION CORDINATORS Hourly Pay + Bonuses Admin, E&O and Annual Fee Apply To All Programs

30. COMPENSATION MODELS Chris Powell

31. SUCCESSION PLAN Don McDonald

32. SETTING GOALS What’s Your Ultimate Goal The End Result Exit Strategy Build It Then Sell It…

33. SETTING GOALS What’s Your Ultimate Goal Be the Top Team In Your Office or Company? Financial Freedom? World Domination? How About Aligning Your Ambition With Your Life Vision…

34. SETTING GOALS THE END RESULT Directional Clarity Behavioral clarity Financial Clarity Operational Clarity Organizational Clarity

35. SETTING GOALS YOUR EXIT STRATEGY Directional Clarity Behavioral clarity Financial Clarity Operational Clarity Organizational Clarity

36. TEAM TRANSITION PLAN HOW TO EFFECTIVLY SELL YOUR TEAM Master Lead Generation Establish the 5 Components of Clarity Have Documented & Duplicable systems 85%+ Of The Business Must Come From Team Members

37. TEAM TRANSITION PLAN