an introduction of new agent training and broker owner series at greater boston association of...

ABCAccelerated Business Courses

NAR MEMBERSHIP REPORT

Your recruiting effort meets reality!

Is it worth investing in your new agent?

8 10

2 Years

76%

Stay with your company for 7 years

What type of experience does your new agent have?

Only 15% had a previous position in

sales

Who does your new agent model their business after?

21%

21%

Business source

Repeat ClientsReferrals from Past Clients

Your new agents think• There is no room for them• Business comes to you• When the consumer thinks about real

estate they think about an experience agent

• The bigger you are in the Market the bigger they problems may appear to a new agent

How Successful will they be?

less than $500,000

$500,000 - $1,000,000

61%

17%

41%

14%

Sales Volume

2 years or less 3 to 5 years= one or two sales per year for their first five years YIKES

Recruitment Realities• If these were not the statistics you were

expecting• If this is not the ROI you wanted• If this does not keep your doors open• If this does not keep you employed• THEN…

There is a better way!

ACQUIRING A CLIENT BASE

PROSPECTINGModule One

Key Concepts

• Prospecting Principles• Networking• Farming• Canvassing• Opportunity• Sphere/Center of

Influence

TECHNOLOGYModule Two

Key Concepts

• Prospecting

• CRM

• Transaction Management

• Mobile

• Legal /Risk

Building a Business

BUYER/SELLER LISTING PRESENTATION

Module Three

Key Concepts

Pricing/Wants and Needs

Presentation

Handling Objections

Closing

MARKETING AND SERVICING THE LISTING

Module Three

Key Concepts

• Customer Service

• Activity Plan

• Communication

• Process and Procedure

CONTRACT TO CLOSE

RISK MANAGEMENTModule Five

Key Concepts

• Agency

• Fair Housing

• Lead Paint

• General Risk Management Principles

BUSINESS PLANNINGModule Six

Key Concepts

• Creating a Mission Statement

• Analyzing your Business

• Studying the Environment

• Setting Goals

Some Other Things You Should Know About the Program

• There is an Action Plan– Yes that means homework

• There is an “ask my broker” sheet– Questions that come up in class that only you

can answer• They will know more about some topics

than your experienced agents– Agency is always one of topics

• And…….

• They need encouragement and motivation!

WHAT IS IN IT FOR YOU?

Let’s ask Andrea McDonough of the Bushari Group an NAR Thirty

under Thirty recipient

Sign your agent up today!GBAR.org

SOLDSuccessful Office Leadership Development

These sessions are designed for :

Broker Owners

Designated Realtors®

Managers

Management Trainees

• Address a wide variety of issues • Provide creative techniques to expand

leadership skills, • Inspire productive office meetings, • Focus on business success,

• Develop proper business planning, • Manage risk reduction, • Analyze and implement office policy and• Achieve overall exceptional success for

agents and consumers.

NETWORKING

• Meet with other Broker-Owners from

throughout the area

• Discuss topics that are specific to your

needs

• Develop a spirit of cooperation

SESSIONS

Agency Overview

Kicking and Screaming into the New Frontier of Agency - A Broker-Owner’s Perspective on Agency Law

• Types of Brokerage Relationships• Agency Law & Your Company• Policy / Legal Issues for Designated

Agency • How agency relationship affect the entire

office• Office Policy Creation• Contracts and Forms

Broker vs. Agent: The Great Debate - A Broker-Owner’s Perspective on Agent Relations

State and Federal Laws Governing Independent Contractor/Employee Relations

• Broker Oversight• Office Policy Creation• Safety, Open Houses and Brokerage

Accountability• New Agent Affiliation Procedures and

Termination of Agent Procedures• Agent Training

Show Me the Money!! - A Broker-Owner’s Perspective on Finance & Protecting Your Fee

Finance and Protecting Your Fee

• Handling Financial Disputes / Client Issues • Closing Finances / Anti Trust - MLS Rules• REALTOR Benefits - Cost Savings /

Record Retention • Insurance Information

Advertising and Beyond - A Broker-Owner’s Perspective on Communications

Rules, regulations and Ethics of advertising, marketing and communication

• “Do Not” Rules• Fair Housing & Illegal Advertising • Truth-in-Lending/Regulation Z • Offering Inducements in Advertising • Compliance with Marketing Regulations in

Web Site • Compliance with Marketing and Disclosure

Regulations in Email

Can you or your leadership afford not to attend this program?