www.GearboxConsulting.com

Empowering Partner Success in 2014

Matt DollingerPresident 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

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

FIRST STEPS: DO YOUR HOMEWORK

Approach Prospects Differently

How does an agent get paidBased on a $250,000 home sold at 6% commission

Agent at at 60/40 split with brokerage

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.

How an agent team works

• 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

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?

WHAT DOES THE REALTOR PARTNER NEED RIGHT NOW?

What they need to know

• Know Their Business• Know Their Strengths and Weaknesses• Know Their Financials• Know Their Strategy and Budget for 2014

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?

How to help them know…

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?

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?

Systemize “needs” with prospect types

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.

Questions or Comments?

Matthew DollingerPresident and Foundermatt@mattdollinger.comwww.GearboxConsulting.com773.354.9681

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•Bridge Builder Dropbox: File is labeled “Dec 11 BB Biz Planning”

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