An introduction of New Agent Training and Broker Owner Series at Greater Boston Association of REALTORS
Download as PPTX, PDF1 like475 views
The document outlines the challenges and realities of recruiting new agents in real estate, highlighting the low percentage of new agents with sales experience and their issues in establishing a client base. It details a structured training program designed to equip agents with necessary skills such as prospecting, risk management, and business planning. Additionally, it emphasizes the importance of leadership development and networking to improve office success and agent support.
An introduction of New Agent Training and Broker Owner Series at Greater Boston Association of REALTORS
- 2. Your recruiting effort meets reality! NAR MEMBERSHIP REPORT
- 3. Is it worth investing in your new agent?
- 4. 8 2 Years 10
- 5. 76%
- 6. Stay with your company for 7 years
- 7. What type of experience does your new agent have?
- 8. Only 15% had a previous position in sales
- 9. Who does your new agent model their business after?
- 10. Business source Repeat Clients Referrals from Past Clients 0% 21% 21%
- 11. 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
- 12. How Successful will they be?
- 13. Sales Volume 2 years or less 3 to 5 years 61% 41% 17% 14% less than $500,000 $500,000 - $1,000,000 = one or two sales per year for their first five years YIKES
- 14. 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…
- 15. There is a better way!
- 17. ACQUIRING A CLIENT BASE
- 19. Key Concepts • • • • • • Prospecting Principles Networking Farming Canvassing Opportunity Sphere/Center of Influence
- 24. Key Concepts Pricing/Wants and Needs Presentation Handling Objections Closing
- 25. Module Three MARKETING AND SERVICING THE LISTING
- 26. Key Concepts • Customer Service • Activity Plan • Communication • Process and Procedure
- 29. Key Concepts • Agency • Fair Housing • Lead Paint • General Risk Management Principles
- 31. Key Concepts • Creating a Mission Statement • Analyzing your Business • Studying the Environment • Setting Goals
- 32. Some Other Things You Should Know About the Program
- 33. • 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…….
- 34. • They need encouragement and motivation!
- 35. WHAT IS IN IT FOR YOU?
- 36. Let’s ask Andrea McDonough of the Bushari Group an NAR Thirty under Thirty recipient
- 38. Sign your agent up today! GBAR.org
- 39. SOLD Successful Office Leadership Development
- 40. These sessions are designed for : Broker Owners Designated Realtors® Managers Management Trainees
- 41. • Address a wide variety of issues • Provide creative techniques to expand leadership skills, • Inspire productive office meetings, • Focus on business success,
- 42. • • • • Develop proper business planning, Manage risk reduction, Analyze and implement office policy and Achieve overall exceptional success for agents and consumers.
- 43. NETWORKING • Meet with other Broker-Owners from throughout the area • Discuss topics that are specific to your needs • Develop a spirit of cooperation
- 44. SESSIONS
- 45. Kicking and Screaming into the New Frontier of Agency - A Broker-Owner’s Perspective on Agency Law Agency Overview
- 46. • 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
- 47. Broker vs. Agent: The Great Debate - A Broker-Owner’s Perspective on Agent Relations State and Federal Laws Governing Independent Contractor/Employee Relations
- 48. • Broker Oversight • Office Policy Creation • Safety, Open Houses and Brokerage Accountability • New Agent Affiliation Procedures and Termination of Agent Procedures • Agent Training
- 49. Show Me the Money!! - A BrokerOwner’s Perspective on Finance & Protecting Your Fee Finance and Protecting Your Fee
- 50. • Handling Financial Disputes / Client Issues • Closing Finances / Anti Trust - MLS Rules • REALTOR Benefits - Cost Savings / Record Retention • Insurance Information
- 51. Advertising and Beyond - A BrokerOwner’s Perspective on Communications Rules, regulations and Ethics of advertising, marketing and communication
- 52. • • • • • “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
- 53. Can you or your leadership afford not to attend this program?
Editor's Notes
- #32: Stu