90 Days to Being a Successful Agent

®

Long & Foster. For the love of agents.

90 DAYS

TO BEING A SUCCESSFUL AGENT Our mission is to help you be your best every day.

- Wes Foster, Founder L&F Real Estate

CONGRATULATIONS! Welcome to the DC Region of The Long & Foster Companies! You are embarking on a complex and exciting career path and we are happy to be a part of it. Over the next 90 days your manager, administrative staff, and onboarding team will help get you started on a solid path to a successful career as an L&F Agent. There are many aspects to the start-up process but we have simplified it for you by highlighting key items with easy checklists.

Let’s get started!

Read Policy and Procedures Manual • Review Office Training Schedule • Schedule Meeting with your Manager

WITHIN 15 DAYS Meet with your office manager for the following ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉

Complete License Application Packet What is the L&F Welcome Kit Receive 90 Days To Success Plan What is the New Agent Set-Up Fee ($295.00) Discuss transfer of current listings, Contracts & HUD-1’s Sign on to office calendar Set up Back Agent account Get Documents and Important Links Mentor Program Office Agent Fund E & O Insurance (Twice a year) How to log in to the L&F Cafe Receive Quick Links Document for Cafe Set up appointments to meet core partners Meet office staff and new colleagues

Meet with your office admin for the following ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉

Set-up all meetings with L&F On-Boarding Team Receive Office Key/Fob Receive Desk Assignment Set up incoming & Outgoing Faxes/Scanner Set up Printers Office Phone and Contact List Mail Box Assignment Office Tour

Be sure to take care of the following ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉

Join GCAAR Complete GCAAR Orientation class Obtain Sentrilock key Join MRIS Complete MRIS training Read “Do Not Call” policy Familiarize yourself with the office Familiarize yourself with the Long & Foster Café Familiarize yourself with the L&F Agent Portal Create LinkedIn, Zillow, Trulia, & Realtor.com profile Introduce yourself to you Prosperity Loan Officer Introduce yourself to our title partners Begin Launch program Attend regional Top Producer Series Meet your mentor Attend first sales meetings Create a doc for all login/pw/ID # Recieve technology discounts Recieve electronic signature discounts Recieves Christie’s International presentation materials Set up Rental Beast

WITHIN 30 DAYS

WITHIN 60 DAYS

Meet with onboarding tech coordinator for the following

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̉​̉ Device Set-up (phone, tablet, laptop, etc.): Logging on from office and home, email, Café ̉​̉ Website Set-up ̉​̉ Café sign in ̉​̉ Set up email account ̉​̉ Create Email signature ̉​̉ Set-up LNFSTOREFRONT.com

Schedule meeting with manager to discuss goals Organize your Moxi database Set up your SOI Send announcement cards to database Prepare a business plan with your manager Review forms in Xcelerate Attend Sales Meetings

WITHIN 90 DAYS Meet with onboarding marketing coordinator for the following ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉

New Headshot Bio Writing Overall Advertising and Marketing Plan Order Signs/Riders Announcement Cards (50) 500 Business Cards Order Name Badge Stationery L&F Gift Bag Social Media

̉​̉ Complete the Launch training program ̉​̉ Sign up for Floor Duty ̉​̉ Familiarize yourself with Presentation Pro ̉​̉ Create a Buyer Presentation ̉​̉ Create a Listing Presentation ̉​̉ Attend Office sales meetings and training ̉​̉ Attend Broker’s Opens ̉​̉ Take Continuing Education courses ̉​̉ File Estimated Tax Returns ̉​̉ Attend Top Producer Series

L&F WELCOME KIT Here are all of the marketing materials and tools that will help you jumpstart a successful career as a REALTOR® here at Long & Foster Real Estate. With a one-time fee of $295, you will receive all of the following items.

Print Collateral

Digital Items

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500 Business Cards 50 Announcement Cards L&F Stationery 1 Announcement Ad in Local Paper Name Tag L&F Gift Bag

Personalized Agent Website Personalized Announcement Video L&F social media placement L&F APP Personalized Welcome E-blast

Tech Tools

Other Items

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LNF.cafe.com Your.Home Presentation Pro Back Agent Moxi Engage Rezora* AdWerx* Lnfstorefront.com E-Agent Authentisign/Docusign Listhub Youtube home video

New Headshot* Agent Profile/Bio Writing Assistance Access to Core Services - Lending, Mortgage, Settlement, Insurance Agent Services Group* Graphic Design Services* Complimentary Build Your Business Workshops Easy Access to Continuing Education Personalized Business Plan Personalized Marketing Plan Success Path Training (LAUNCH)

*May incur additional costs for these services

WHAT A SUCCESSFUL WEEK LOOKS LIKE ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉ ̉​̉

Be consistent, be presistent Talk to 50 people (on the phone or face to face) this week.

Ask F.O.R.D. questions Listen for change in our customers’ lives. Remember – “time of possession” Participate in “flow” activities that will result in the addition of at least two new people per week to your database Write 10 personal notes per week Set up at least 1 coffee/lunch appointment for each week Enter names, addresses and phone numbers of people who know you in an electronic database, with the goal of building to a minimum of 200 names Place Buyer Interview and Pre-listing Interview forms near your phone.

Schedule Five 60-90 Minute Prospecting ** time blocks on your calendar Schedule an Open House with a seasoned agent Attend Tuesday Sales Meeting, Ninja Coaching, and Launch Training Schedule Star Builders Training 15 minute meeting with Mentor Be knowlegeable about Industry Updates Ninja Weekly Routine Practice 5-step calling process with Mentor Learn the 8-8 process

̉​̉ FORD Questions – practice with Mentor ̉​̉ Memorize Open House Questions

HELPFUL REMINDERS BUILD YOUR SKILL SE T

BE A NINJA

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NINJA can help you in all aspects of your business.

It can:

Open House Shadowing Attend BYB Workshops Using different marketing platforms Learn how to Price it Right Network with investors Start Training Front Desk Training Learn about rentals Partner with a seasoned agent Manage your small business

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Sign Up for NINJA Courses Increase your income per hour Increase your customer satisfaction Increase your quality of life.

JOIN THE FUN

KEEP LEARNING

̉​̉ Office Coffee Talks – Quarterly

In order to be an affective agent continuing your education is key.

̉​̉ Office Social Events ̉​̉ Regional Agent Appreciation Happy Hours – Quarterly ̉​̉ Annual Regional Awards ̉​̉ Annual Regional Holiday Party ̉​̉ Annual Companywide Clubs & Awards ̉​̉ Participate in Philantrophy Initiatives ̉​̉ Participate in Community Initatives

̉​̉ GCAAR Contract Classes ̉​̉ Lunch & Learn with Title Partners ̉​̉ Lunch & Learn with Prosperity Home Mortgage ̉​̉ Continuing Education Classes ̉​̉ Rental Certification Class

AGENT SUPPORT LONNIE PLASTER

REAGAN SMITH

KATHY GARNER

SVP, REGIONAL MANAGER

MARKETING COORDINATOR

REGIONAL GRAPHIC DESIGNER

lonnie.plaster@longandfoster.com 202.590.7816

reagan@dhmmedia.com 202.236.0749

kathy.garner@longandfoster.com 202.944.8400

YODIT GEBRE-WILLIS

RANIA SENUSI

RACHEL FRAGA

REGIONAL ADMINISTRATOR

REGIONAL SOCIAL MEDIA ADMINISTRATOR

yodit@lnf.com 240.640.0923

rania.senusi@longandfoster.com 202.460.4020

JR. GRAPHIC DESIGNER

rachel.fraga@longandfoster.com 202.986.2029

DC OFFICE MANAGERS MICHAEL SEAY

NATHAN CARNES

SPRING VALLEY MILLER

CHEVY CHASE MILLER

CHRISTOPHER DUCEY & MARJ ROSNER

CHEVY CHASE UPTOWN

MICHAEL MCGREEVY

WOODLEY PARK

DANAI MATTISON SKY

CAPITOL HILL

PATRICK SPROUSE

THERESA NIELSON

GEORGETOWN

LOGAN CIRCLE

JULIA TILLMAN

BROOKLAND

SUSAN SANFORD

BETHESDA ALL POINTS MILLER ®