REAL ESTATE COLLECTIVE WELCOME PACKET
WELCOME TO THE PRODUCTIVITY COACHING PROGRAM
Congratulations on making the decision to move your production forward. We are excited to be working with you. We are providing agents with the framework, education and accountability necessary to create massive opportunities for themselves and their families.
We realize this is a commitment to improve your personal and professional life and we don’t take that lightly. In fact, we have a great deal of respect for your investment of time and therefore will coach you to the activities needed to achieve your goals.
We understand that there is not just one way to accomplish a task, and yet we have found that others have gone before us and shown us the models and systems that are the best practices to follow We will be flexible in our approach, allowing you to address your issues as well as guiding and directing you toward the activities needed to grow your business.
We will work with you on: Lead Generation, Lead Follow Up, Negotiation Skills, Setting Appointments, Script Training, Goal Setting, Contracts and Accountability. Our goal is that by the time you have graduated from the program, you are able to operate as a successful agent as you start your business.
We look forward to starting this journey with you!
Travis Clarke travis.clarke@kw.com
925.922.2275
Travis Clarke
Real Estate Collective Coaching
WHY
Mission Statement (Why): :
We are providing agents with the framework, education and accountability necessary to create massive opportunities for themselves and their families. We will help you identify your why.
WHAT Lead Generation
Real Estate Collective Coaching (What):
Lead Follow up Negotiation Skills Setting Appointments
Script Training
Goal Setting and Accountability
HOW
Real Estate Collective Coaching (How):
Productivity Coaching Classes
Script Training
4-1-1 + 30/60/90 Training
Weekly Schedule
Sphere of Influence Training
Use of Command and Smart Plans
Marketing
Buyer and Listing Presentations
1. 2. 3. 4. 5. 6. 7. 8.
CHARACTERISTICS OF A GREAT COACHING CLIENT
You come to the appointment prepared.
You show up on time
You are committed to creating a plan.
You are committed to creating a weekly schedule.
You are willing to perform the work the coach and mentor is asking you to complete.
You are willing to be held accountable.
You are open to change and new ideas.
You will discuss your limiting beliefs and allow the coach and mentor to help you through your self-defeating behaviors.
You will talk openly with the coach and mentor if you are not getting what you want or need from the coaching relationship.
You understand that coaching is an investment in your personal and professional growth.
You understand that coaching is a process.
RECOMMENDED READING LIST
The Millionaire Real Estate Agent (Gary Keller, Dave Jenks and Jay Papasan)
The Millionaire Real Estate Investor (Gary Keller, Dave Jenks and Jay Papasan)
FLIP: HOw to Find, Fix and Sell Houses For Profit (Rick Villani and Clay Davis)
SHIFT: How Top Real Estate Agents Tackle Tough Times (Gary Keller, Dave Jenks and Jay Papasan)
HOLD: How to Find, Buy and Rent Houses for Wealth (Steve Chader, Jennice Doty, Jim McKissack, Linda McKissack and Jay Papasan)
The 7 Habits of Highly Effective People (Steven Covey)
The One Thing (Gary Keller)
List More, Sell More (Jerry Bresser)
21 Things I Wish My Broker Had Told Me (Frank Cook)
Blink (Malcolm Gladwell)
Cashflow Quadrant (Robert Kiyosaki)
Rich Dad Poor Dad (Robert Kiyosaki)
Fierce Conversations (Susan Scott)
The Fred Factor (Mark Sanborn)
The Power of Focus (Jack Canfield)
Raving Fans (Ken Blanchard and Sheldon Bowles)
The Success Principles (Jack Canfield and Janet Switzer)
The Tipping Point (Malcolm Gladwell)
Talent is Overrated: What Really Separates WorldClass Performers from EverybodyElse (Geoff Colvin)
Fanatical Prospecting: Jeb Blount
Objections: Jeb Blount
C T A T I O N S
Agent Expectations for the Productivity Coaching Program
When you are asked to complete an activity, do it.
You are expected to utilize your Productivity Coach and Mentor- not depend on them. Your Productivity Coach and Mentor are there for you. Don’t abuse this by calling late evenings or weekends.
From time to time, your Productivity Coach or Mentor will ask you to accomplish certain activities. When assigned homework, you will be expected to accomplish it on time. Be on time.
If you are not getting what is expected from your Productivity Coach or Mentor, you will discuss this with the Productivity Coaching Manager
You are willing to allow your Productivity Coach and Mentor to coach you
You agree to take personal responsibility and complete all activities
Your Productivity Coach and Mentor will assist you with the identification of your goals and implementation of the strategies required to achieve them.
Your Productivity Coach will assist you with lead generation and the Mentor will assist with contracts and paperwork. Make sure you contact the correct coach or mentor when you have questions.
It is important for you to understand that you are an independent contractor / business owner. If you don’t do the tasks and / or don’t attend coaching your chances to be successful will be reduced.
E X
P E
NEW
AGENT SUCCESS IN 6 STEPS
Focus a majority of your time on the following six steps as you start your business.
Scripts
Know what to say and when to say it. By knowing what to say and how to say it is vital as you start your career. Think of scripts as sharpening your knife or in basketball terms, practicing your free throws.
Systems
Your Productivity Coach and Mentor will assist you in setting up a few systems that will help you grow your business Focus on a few things and don’t get sidetracked by a shiny object
Training Coaching
Don’t think just because you did a few sales that you don’t need to practice your skills. In this business, it is vital that you are always seeking out training opportunities. Training will take place in your PC Class, at your market center, on line and at various conferences such as KW Family Reunion and KW Mega Camp
80% of agents will leave real estate in their first year. It is vital that work on your mindset, discipline, skills and performance on a daily basis. You have taken the first step and it is advised that you continue coaching even after you complete your first three transactions
Be Consistent Mindset
Consistency over time is the key to this business. Start on time, follow a schedule and execute the plan you are being taught
Keep your mindset positive! Avoid negative people / agents. Surround yourself with agents you want to be like
04 05 06
01
02 03
Top 15
Mistakes Real Estate Agents Make
Being generally unprepared to be a real estate agent by not fully understanding they are now self-employed and what actions are necessary to be successful.
Not arming themselves with the necessary tools of the trade.
Trying to start their real estate business on a part-time basis.
Not having a business plan or strategy.
Lack of proper funding, income buffer, or savings to support themselves as they start.
Reducing their commissions.
Taking overpriced listings.
Spending too much money on ineffective marketing and advertising (shiny objects).
Choosing the wrong broker for the wrong reasons.
Failure to seek referrals from satisfied customers.
Failure to obtain comprehensive, post licensing training for new agents.
Failure to fully understand the sale and purchase contract, addendums and disclosures.
Thinking that because they have a license buyers and sellers will find them.
Failure to master a listing presentation.
Failure to master a buyer presentation.
1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15.
LEAD-GEN CHECKLIST
LEAD GENERATION CHECKLIST: ACTIVE AND PASSIVE
Identify your sphere of influence
Develop a realtor referral network
Learning scripts
Learn how to handle objections
Develop a farm / specialty area
Work open houses
Join a club (running club, hiking club, billiards etc)
Prospect people at your child’s sports events
Door knocking
Networking groups
Cold calling
YOUR SPHERE
Who is your sphere of influence?
It is vital to define and be very intentional with your sphere of influence. Listed below are some ideas on who might be in your sphere of influence.
Friends
Family
Acquaintances: School and college teachers, professors and classmates
Neighbors: Past and present
Vendors / Trades / Coaches: Grocer, Banker, Plumber, Contractor, Auto Dealer, Doctor, Dentist etc
Sports and Hobbies: Fishing, Bowling, Photography, Sailing, Running Group etc
Business: Former employers, coworkers from previous jobs, customers from previous jobs
Organizations: People you know from church, military groups, associations etc
Public Activities: Coworkers in civic organizations, charities etc
Other: All other categories you can think of
A D D I T I O N A L B E N E F I T S
Networking opportunities
Once you become a member of the Real Estate Collective Coaching program you will be put into the program WhatsApp and Facebook groups where members talk and network with each other on a daily basis (from multiple market centers) Agents in the program are encouraged to share open house opportunities, showing coverage requests and referrals within the group prior to offering the opportunities to outside agents.
Mentoring
Each agent will be assigned a mentor. The mentors will work with agents from contract to close in order to help each agent build the knowledge necessary to become a solo agent. You can expect to be assigned a mentor within the first few weeks of joining the program.
Time Monday Tuesday Wednesday Thursday Friday Saturday Sunday 8am 9am 10am 11am 12pm 1pm 2pm 3pm 4pm 5pm 6pm SCHEDULE
SAMPLE AGENT AFFIRMATIONS
Every single day my production goes up.
It is easy for me to ask a client for an appointment.
I lead generate 3 hours per day
I am the best. What I believe about myself is what I will become.
I am (or going to be) a top producer in our Market Center.
I am a listing machine.
I practice scripts daily and really enjoy role-playing. My clients recognize that I am a great listener.
I am the best at what I do I get better every day in every way.
Your Affirmations :
A G E N T S A F E T Y
Agent Safety
Although very few agents have problems, it is important that you be aware of your surroundings and of potentially unsafe conditions. Listed below are a few things that you can do to stay safe
Obtain information from potential clients (address, phone number etc)
If possible, take someone with you when you are meeting clients for the first time
Having a client come to the office to meet is always the best option
Try to have someone join you when you are working an open house
Keep your cell phone with you
Be careful where you are meeting potential clients
Always be alert when leaving or returning to your vehicle
If late, call someone on your cell phone and talk to them as you are walking to your vehicle
Always make sure someone knows where you are going and who you are with
Have an emergency code with someone at the market center or a fellow agent If you call and ask for the red file on the (address you are at), that is a code that they need to call 9-1-1 and get someone to the address you gave them
Be alert at all times to ensure the safety of you and your clients
OPEN HOUSE STRATEGY
Thank you for working at an open house for us! Listed below are the guidelines required as part of working the open house.
Door knock or flier the neighborhood if the listing agent has not already. (optional)
Research the property and request disclosures from the listing agent. (mandatory)
Secure enough signs to put in the neighborhood. For this, the more the better. (mandatory)
Practice your scripts for the open house if you feel this is needed to improve your conversion rates. (optional)
If the open house is expected to be busy, consider having another agent or lender join you to ensure all people who enter the open house are taken care of.
Advertise you will be working the open house on your social media platforms. (optional)
Show up at least 1 hour before the open house begins to set up signs and get yourself and the home ready. (mandatory)
Door knock the neighbors again. (optional)
Take some photos / videos and advertise the open house on your social media platforms. (optional)
Welcome everyone with a positive attitude. Be engaging and use your scripts to begin to create a relationship with the potential clients (mandatory)
Send disclosures to clients or agents as they request. (mandatory)
Keep track of who comes in. (mandatory)
Total number of groups
Total groups who indicated they had a realtor
Total groups who came with their realtor
Total number of neighbors who came by
Total number of groups who you feel might be interested
Feedback they give about the property
Stay at the open house until around 5-10 min after the end time to ensure there are no late arrivals. (mandatory)
Clean up and lock up. (mandatory)
Get all signs and coordinate returning them to the agent or office (mandatory)
Send the listing agent a summary text and follow up with a call. (mandatory)
Total number of groups
Total groups who indicated they had a realtor
Total groups who came with their realtor
Total number of neighbors who came by
Total number of groups who you feel might be interested
Feedback they give about the property
Prior to open house: 1. 2. 3. 4. 5 6. Day of open house: 1 2. 3. 4. 5. 6. a. b. c. d e. f. 7. 8. 9 10. Summary text to include: 1. 2. 3. 4 5. 6.
30-60-90
FIRST 30 DAYS
Attend Market Center Orientation
PC to assign a mentor as needed
Setup meeting and join local board
Set up email signature, Agent Services will assist
Create your database in KW Command by adding up to 100 contacts or more during your first 30 days – be sure to include: email, phone number, mailing address, birthdays and other pertinent info to help build your SOI (Sphere of Influence)
Set Smart Plans for contacts in database (Monthly Call Plan, Quarterly Call Plan, Neighborhood Nurture, Bi-Weekly Neighborhood Nurture, Birthday and Home anniversary)
Meet with Market Center Tech Trainer (MCTT) to go over KW technology
Once headshots are received, work with Agent Services to get business cards ordered
Join private Facebook groups
Meet with Productivity Coach (PC) or Mentor
Attend Scripts Class (in person or hybrid) a minimum of 1x per week
Attend weekly Group Coaching
Attend weekly Listing Club with Mark Burstein 8-9am on Mondays
Shadow then practice Open Houses
Go through the training calendar and choose at least 3 courses to attend
Sign up for Ignite 2.0 or watch recordings – provided by PC
Complete GPS and 4-1-1 with PC
Learn how to create a weekly schedule with the PC
Read The ONE Thing *Copies to buy or borrow are available from Team Leader
FIRST 60 DAYS
Add 100 more contacts to your database in KWCommand
Read The Millionaire Real Estate Agent (MREA) *Copies to buy or borrow are available from Team Leader
Learn about Career Growth Initiative (CGI) – Fill out goals in KWCommand
Set up your 36 touch Smart Plan in KWCommand as described in MREA
Create a Buyer Presentation (Meet with Kelsey Walker)
Create a Listing Presentation (Meet with Kelsey Walker)
Complete 4-1-1 and GPS with Coach or Mentor
Establish a Lead Generation plan with 1-2 sources (Pillars)
Choose an accountability partner(s) that you can practice scripts and present your Buyer and Listing Presentations to
Attend scripts call a minimum of 1x per week
Attend weekly PC Group Coaching
Attend market center team meeting
Choose 3 classes on the Training Calendar to attend
Attend classes or watch videos on how to complete a Residential Listing and Purchase Agreement (RLA
+ RPA)
Meet with Transaction Coordinator in person or via zoom / phone
Attend or watch Tech Training with Zach Younger once a month
Shadow then practice Open Houses
PC and Mentee to discuss what Pillar to focus on
"Activity is often unrelated to productivity, and busyness rarely takes care of business."
Gary Keller
FIRST 90 DAYS
Complete adding all past contacts into Command
Complete / update 4-1-1 and GPS and submit to PC Coach or Mentor
Continue attending a minimum of one scripts call per week
If you are assigned a mentor, work with them to go over Residential Listing and Purchase
Agreements (RLA + RPA) and practice writing them
Meet with a Title Representative
Meet with 1-3 Lenders
Choose 3 classes from the Training Calendar to attend
Attend Profit Share Class
Create an A-Z Vendor List
Conduct open houses 4 + open houses
Shadow a Buyer presentation
Shadow a Listing presentation
Set up script partner to role play conversations with
Complete a CMA with PC coach or mentor
Transfer your one-year GPS as well as any personal yearly goals to your 411. The 411 stands for four weeks, one month and one year. This will be where you keep track of annual, monthly and weekly big rocks. Analyzing your year using the focusing question, fill in your monthly goals and then what you will accomplish this week to stay on track with your monthly achievements. Review and update your 411 on a weekly basis.
My Annual Goals
My Monthly Goals
My Weekly Goals
411
Personal: Business: 1. 2. 3. 1. 2. 3. Personal: Business: 1. 2. 3. 1. 2. 3. Week 1 Personal 1. 2. 3. Business: 1. 2. 3. Week 2 Personal 1. 2. 3. Business: 1. 2. 3. Week 3 Personal 1. 2. 3. Business: 1. 2. 3. Week 4 Personal 1. 2. 3. Business: 1. 2. 3.
GPS
Just as you use your car’s GPS system to navigate your journey, use this GPS to plot your one-year trip in business and life. Transfer your ONE Thing for the year from you Long-Term Goals sheet, then list three priorities to reach that destination Drive yourself further by writing out five strategies to achieve each priority Congratulations, you just completed your yearly business plan.
MY ONE THINGS FOR THE YAER IS...
Priority #1 to achieve my ONE Thing for the year …
Strategy #1 to achieve Priority #1
Strategy #2 to achieve Priority #1
Strategy #3 to achieve Priority #1
Strategy #4 to achieve Priority #1
Strategy #5 to achieve Priority #1
Priority #2 to achieve my ONE Thing for the year …
Strategy #1 to achieve Priority #2
Strategy #2 to achieve Priority #2
Strategy #3 to achieve Priority #2
Strategy #4 to achieve Priority #2
Strategy #5 to achieve Priority #2
Priority #3 to achieve my ONE Thing for the year …
Strategy #1 to achieve Priority #3
Strategy #2 to achieve Priority #3
Strategy #3 to achieve Priority #3
Strategy #4 to achieve Priority #3
Strategy #5 to achieve Priority #3
