an introduction of new agent training and broker owner series at greater boston association of...
DESCRIPTION
An introduction to Accelerated Business Course (ABC) for new agents with testimonial from Andrea McDonough (NAR 30 under 30 agent). Also an introduction to Successful Office Leadership Development a broker owner program. These programs are offered by the Greater Boston Association of REALTORSTRANSCRIPT
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ABCAccelerated Business Courses
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NAR MEMBERSHIP REPORT
Your recruiting effort meets reality!
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Is it worth investing in your new agent?
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8 10
2 Years
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76%
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Stay with your company for 7 years
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What type of experience does your new agent have?
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Only 15% had a previous position in
sales
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Who does your new agent model their business after?
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21%
21%
Business source
Repeat ClientsReferrals from Past Clients
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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
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How Successful will they be?
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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
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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…
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There is a better way!
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ACQUIRING A CLIENT BASE
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PROSPECTINGModule One
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Key Concepts
• Prospecting Principles• Networking• Farming• Canvassing• Opportunity• Sphere/Center of
Influence
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TECHNOLOGYModule Two
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Key Concepts
• Prospecting
• CRM
• Transaction Management
• Mobile
• Legal /Risk
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Building a Business
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BUYER/SELLER LISTING PRESENTATION
Module Three
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Key Concepts
Pricing/Wants and Needs
Presentation
Handling Objections
Closing
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MARKETING AND SERVICING THE LISTING
Module Three
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Key Concepts
• Customer Service
• Activity Plan
• Communication
• Process and Procedure
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CONTRACT TO CLOSE
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RISK MANAGEMENTModule Five
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Key Concepts
• Agency
• Fair Housing
• Lead Paint
• General Risk Management Principles
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BUSINESS PLANNINGModule Six
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Key Concepts
• Creating a Mission Statement
• Analyzing your Business
• Studying the Environment
• Setting Goals
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Some Other Things You Should Know About the Program
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• 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…….
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• They need encouragement and motivation!
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WHAT IS IN IT FOR YOU?
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Let’s ask Andrea McDonough of the Bushari Group an NAR Thirty
under Thirty recipient
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Sign your agent up today!GBAR.org
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SOLDSuccessful Office Leadership Development
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These sessions are designed for :
Broker Owners
Designated Realtors®
Managers
Management Trainees
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• Address a wide variety of issues • Provide creative techniques to expand
leadership skills, • Inspire productive office meetings, • Focus on business success,
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• Develop proper business planning, • Manage risk reduction, • Analyze and implement office policy and• Achieve overall exceptional success for
agents and consumers.
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NETWORKING
• Meet with other Broker-Owners from
throughout the area
• Discuss topics that are specific to your
needs
• Develop a spirit of cooperation
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SESSIONS
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Agency Overview
Kicking and Screaming into the New Frontier of Agency - A Broker-Owner’s Perspective on Agency Law
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• 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
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Broker vs. Agent: The Great Debate - A Broker-Owner’s Perspective on Agent Relations
State and Federal Laws Governing Independent Contractor/Employee Relations
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• Broker Oversight• Office Policy Creation• Safety, Open Houses and Brokerage
Accountability• New Agent Affiliation Procedures and
Termination of Agent Procedures• Agent Training
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Show Me the Money!! - A Broker-Owner’s Perspective on Finance & Protecting Your Fee
Finance and Protecting Your Fee
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• Handling Financial Disputes / Client Issues • Closing Finances / Anti Trust - MLS Rules• REALTOR Benefits - Cost Savings /
Record Retention • Insurance Information
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Advertising and Beyond - A Broker-Owner’s Perspective on Communications
Rules, regulations and Ethics of advertising, marketing and communication
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• “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
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Can you or your leadership afford not to attend this program?