Branded Training Manual by Maggie Bieger

BREAKTHROUGH COACHING

The Coach guides, monitors activities and provides a high level of accountability. Questions for the Agents: Do you want to achieve more in your business than you currently are? Are you willing to look carefully at the level of skills you presently have? Are you open to new ways of generating business? Are you willing to practice, drill and rehearse on a regular basis? Are you willing to spend the next 10 weeks replacing and/or adding some proven, productive habits?

If you answered yes to any of these questions, Coaching is for you!

BETTER HOMES AND GARDENS RAND REALTY | BREAKTHROUGH COACHING

10 WEEK ACCOUNTABILITY PROGRAM Qualifications for a New Agent: • Completed Rand Foundations • Completing the Road to Success workbook

Preparation for First Session: • COACH - Review agent’s production - Identify with agent source(s) of business. • AGENT - Should be prepared with Business Plan, Calendar, Database. (Work with manager if needed).

BETTER HOMES AND GARDENS RAND REALTY | BREAKTHROUGH COACHING

WEEK 1

TIME MANAGEMENT/DAILY SCHEDULE ACTION 1. Review Business Plan and Goals. 2. Add lead generation activities to your calendar to insure that more time is being spent on “business building” activities, as opposed to “business supporting” activities. 3. In addition to PROPS activities each day, call a minimum of 5 people from your sphere/contacts and 5 people from your leads data base. Ask for appointments and/or referrals. Remove any lead or contact who is no longer viable. 4. Submit the PROPs Tracker form to your coach day before next session. HELPFUL HINT: Color code activities in Google Calendar. RESOURCES: Time Management Tool

Business Plan

PROPs Tracker Form

The CORE “How To” Guide to SOLD.

BETTER HOMES AND GARDENS RAND REALTY | BREAKTHROUGH COACHING

WEEK 2

DATABASE/SPHERE OF SUPPORT ACTION 1. In addition to PROPS activities each day, call a minimum of 5 people from your sphere/contacts and 5 people from your leads data base. Ask for appointments and/or referrals. Remove any lead or contact who is no longer viable. 2. In Engage, subscribe each person you made contact with to Neighborhood News. 3. Submit the PROPs Tracker form to your coach day before next session. GOAL: Add a minimum of 10 people to your data base weekly. HELPFUL HINT: Get email and cell number for every contact. RESOURCES: PROPs Tracker Form

Engage Platform Best Practices

ABC’s of Building Your Data Base (Tom Ferry)

BETTER HOMES AND GARDENS RAND REALTY | BREAKTHROUGH COACHING

WEEK 3

LEVERAGE YOUR OPEN HOUSE ACTION 1. Schedule your weekly Open House. 2. Incorporate a Mojo Dialer session into weekly schedule and make Open House calls. 3. Use the Marketing Center to create Open House flyers. 4. In addition to PROPS activities each day, call a minimum of 5 people from your sphere/contacts and 5 people from your leads data base. Ask for appointments and/or referrals. Remove any lead or contact who is no longer viable. 5. Submit the PROPs Tracker form to your coach day before next session. RESOURCES: Scripts and Best Practices for Lead Generation

Leverage your Open House

BETTER HOMES AND GARDENS RAND REALTY | BREAKTHROUGH COACHING

WEEK 4

LEAD FOLLOW UP/LEAD CONVERSION ACTION 1. Enter contacts into ZAP and share mobile ZAP App. 2. Utilize campaigns and follow up plans in ZAP. 3. Set up saved searches in ZAP. 4. Subscribe to Realtor for Life (R4L). 5. In addition to PROPS activities each day, call a minimum of 5 people from your sphere/contacts and 5 people from your leads data base. Ask for appointments and/or referrals. Remove any lead or contact who is no longer viable. 6. Submit the PROPs Tracker form to your coach day before next session. RESOURCES: Best Practices with ZAP

BETTER HOMES AND GARDENS RAND REALTY | BREAKTHROUGH COACHING

WEEK 5

FSBO’S AND EXPIREDS ACTION 1. Review FSBO/Expired scripts 2. Create an MLS Hot Sheet for Expired’s and pull expired listings. 3. Find FSBO’s – (Zillow, FSBO websites, Craigslist, etc) 4. In addition to PROPS activities each day, call a minimum of 5 people from your sphere/contacts and 5 people from your leads data base. Ask for appointments and/or referrals. Remove any lead or contact who is no longer viable. 5. Submit the PROPs Tracker form to your coach day before next session. HELPFUL HINT: FSBO and Expired flyers in RandCenter Present RESOURCES:

FSBO/Expired Courtesy Packets and Scripts

BETTER HOMES AND GARDENS RAND REALTY | BREAKTHROUGH COACHING

WEEK 6

LISTING/BUYER PRESENTATIONS ACTION 1. Create, customize and review your Listing and Buyer presentations. 2. In addition to PROPS activities each day, call a minimum of 5 people from your sphere/contacts and 5 people from your leads data base. Ask for appointments and/or referrals. Remove any lead or contact who is no longer viable. 3. Submit the PROPs Tracker form to your coach day before next session. RESOURCES: Seller and Buyer Presentation Guides in RandCenter Present

BETTER HOMES AND GARDENS RAND REALTY | BREAKTHROUGH COACHING

WEEK 7

OBJECTION HANDLING ACTION 1. Practice scripts for Objection Handling. 2. Review customized presentations. 3. In addition to PROPS activities each day, call a minimum of 5 people from your sphere/contacts and 5 people from your leads data base. Ask for appointments and/or referrals. Remove any lead or contact who is no longer viable. 4. Submit the PROPs Tracker form to your coach day before next session. RESOURCES: Objection Handling from Joe Rand’s, “Secrets of a Great Listing Presentation”

BETTER HOMES AND GARDENS RAND REALTY | BREAKTHROUGH COACHING

WEEK 8

SOCIAL MEDIA/ONLINE PRESENCE ACTION 1. Create Social Media Sites – Facebook, Instagram, LinkedIn, Twitter, Snapchat, etc. 2. Review online presence. 3. Connect (Friend) people, past clients and neighbors. 4. Invite your contacts to “Like” your Business pages. 5. In addition to PROPS activities each day, call a minimum of 5 people from your sphere/contacts and 5 people from your leads data base. Ask for appointments and/or referrals. Remove any lead or contact who is no longer viable. 6. Submit the PROPs Tracker form to your coach day before next session. HELPFUL HINT: Boost Facebook ads or create a Business Community Page Google Yourself RESOURCES: BHGRE’s “The Real Estate Agent’s Guide to Social Media” Online Profile Checklist

BETTER HOMES AND GARDENS RAND REALTY | BREAKTHROUGH COACHING

WEEK 9

MARKETING DIFFERENTIATION/ PROVIDING GREAT SERVICE ACTION 1. Discuss what agents incorporate into their business to differentiate themselves from others (Company, Office, Agents). 2. Suggestions for community involvement. 3. In addition to PROPS activities each day, call a minimum of 5 people from your sphere/contacts and 5 people from your leads data base. Ask for appointments and/or referrals. Remove any lead or contact who is no longer viable. 4. Submit the PROPs Tracker form to your coach day before next session. RESOURCES: Ten Essential Skills You Need to Provide Great Service, from Joe Rand’s “Client Management” handout

BETTER HOMES AND GARDENS RAND REALTY | BREAKTHROUGH COACHING

WEEK 10

ACCOMPLISHMENTS ACTION 1. Results/Review of last 9 weeks-successes, challenges? 2. Continue the good habits you developed 3. Going forward… What’s next? 4. Meet with manager 1 time per month for follow up. HELPFUL HINT: Continue coaching! RESOURCES: Arlyne Ashkinos for further accountability coaching.

BETTER HOMES AND GARDENS RAND REALTY | BREAKTHROUGH COACHING

BEST PRACTICES OF OUR TECH TOOLS

ENGAGE • On your phone, set your Rand email as your default email so that new contacts added sync with Engage. Remember to get an email address and mailing address for new contacts. • Go to “People” and then “Overview”. • The 4 contacts under Recommended Actions are people in your database you should contact today. • The contacts under “New”, subscribe them to Neighborhood News. • Subscribe contacts to Neighborhood News

BETTER HOMES AND GARDENS RAND REALTY | BREAKTHROUGH COACHING

BEST PRACTICES OF OUR TECH TOOLS

PROFILES AND ONLINE PRESENCE You will need your profile picture, cover photo, bio, license number, NRDS number, slogan or tagline and passwords. • Rand mail - Google

• Realtor.com

• Twitter

• Rand Realty website

• ShowingTime

• Linkedin

• Zap/BHGRE.com

• Homes.com

• Yelp

• Greenhouse

• RealSatisfied

• Google+

• Local Real Estate Board Site

• YouTube

• Instagram

• Dotloop

• Snapchat

• Zillow/Trulia

• Facebook

BETTER HOMES AND GARDENS RAND REALTY | BREAKTHROUGH COACHING

BEST PRACTICES OF OUR TECH TOOLS

ZAP • Complete your Zap Profile (Zap Website) • Your Zap Dashboard should be updated… Woohoo! Click on View Details to complete a task • Contacts: Filters, ZapScore, Actions, Add a Touchpoint • Choose a contact - review that contact’s info, check history “More” tab - share my mobile app link, sign in as contact, set up a Saved search From the “More” tab you can also ask for a review or remove a contact from your platform • “ Add” tab - add contacts, showings, insights. Add a property insight to every property you list or show. • Use your Mobile Zap App for calls, emails and text messages

BETTER HOMES AND GARDENS RAND REALTY | BREAKTHROUGH COACHING

BEST PRACTICES OF OUR TECH TOOLS

CALENDAR CHEAT SHEET 1. Click

details.

to schedule a new event and enter event

3. Add more people or propose a new time.

2. Click any event on your calendar to respond to an

invite, join a video call or meeting, or edit the event.

4. Add and customize calendars.

1. Create a new calendar — Make more calendars, such as a team calendar or a calendar to track project deadlines. 2. Add a coworker’s calendar — Then, select any added calendar to view it. 3. Change calendar settings — Change default notifications, share calendars, set working hours, and more.

BETTER HOMES AND GARDENS RAND REALTY | BREAKTHROUGH COACHING

BEST PRACTICES OF OUR TECH TOOLS

SUBSCRIBING AN INDIVIDUAL TO NEIGHBORHOOD NEWS Neighborhood News is the monthly market update email sent on your behalf to a targeted group of contacts. Neighborhood News provides people with relevant, housing market statistics and information by zip code — all branded with your contact information. Follow the steps below to subscribe an individual to Neighborhood News: 1. Sign into Moxi Works™/Moxi Engage™ 2. Click on All People screen in the People section (see below).

3. This brings you to the My People screen (see below).

4. Select the person to whom you would like to subscribe Neighborhood News (see above, indicated by the red arrow). In this example, Ahmed Meyers is the client selected.

BETTER HOMES AND GARDENS RAND REALTY | BREAKTHROUGH COACHING

BEST PRACTICES OF OUR TECH TOOLS SUBSCRIBING AN INDIVIDUAL TO NEIGHBORHOOD NEWS (CONT) 5. This brings you to the Profile Page for the selected person (see below). 6. Scroll down to the Subscriptions section (see below, circle in red).

7. Click Add Subscriptions (see above, indicated by the red arrow). a. NOTE: If you have already added a subscription, the active subscriptions will be listed here. (see below, circled in red).

BETTER HOMES AND GARDENS RAND REALTY | BREAKTHROUGH COACHING

BEST PRACTICES OF OUR TECH TOOLS SUBSCRIBING AN INDIVIDUAL TO NEIGHBORHOOD NEWS (CONT) 8. This opens up the Subscriptions form (see below).

9. Click Add Subscription button (see above, indicated by the red arrow). 10. Select the email address to which you would like to send Neighborhood News (see below, indicated by the red arrow).

a. NOTE: If multiple email addresses exist in the person’s profile, a drop-down menu allows you to select which email address you wish to use. 11. Enter the Zip Code about which you would like to send a report (see above, indicated by the blue arrow) 12. Click Done (see above, indicated by the green arrow).

BETTER HOMES AND GARDENS RAND REALTY | BREAKTHROUGH COACHING

BEST PRACTICES OF OUR TECH TOOLS SUBSCRIBING AN INDIVIDUAL TO NEIGHBORHOOD NEWS (CONT) a. NOTE: Once you enter a zip code, you have the option to preview he Neighborhood News report (see below).

13. You have now subscribed an individual to Neighborhood News (see below).

a. NOTE: The person immediately receives their first issue of Neighborhood News when you subscribe them, followed by a new email each month. To resend the current month’s report, click on Send Now under the More drop down menu. 14. Repeat steps to subscribe additional people to Neighborhood News.

BUSINESS PLAN FOR YEAR__________________________ NAME _______________________________________________________________________________________________________________ OFFICE ________________________________________________________

PRIOR YEAR RESULTS _________________________________________________________

PRIOR YEAR’s ESTIMATED INCOME (Closed Plus Pending)

TOTAL SIDES SOLD__________________________________

AVERAGE REVENUE PER SIDE ______________________

# SOLD LISTINGS____________________________________

# BUYER CONTROLLED SIDES _____________________

# LISTINGS TAKEN___________________________________

# CURRENT ACTIVE LISTINGS_______________________

SOURCES Last Year Transactions

Where Did Your Business Come From?

SELLERS

Past Clients/Repeat Top 100/Sphere/Realtor for Life Referrals from Agents Business Professional Network Geographic Farming Just Listed/Just Sold Leveraged Open Houses Lead Router /Internet Leads Paid Internet Marketing: Zillow/Realtor/Trulia My Website Print Ads Social Media Sign Calls Expireds FSBOs Promotion/Seminars

SUBTOTALS

TOTAL

BUYERS

This Year’s Goal Transactions SELLERS

BUYERS

Enhancements Necessary This Year

GOALS FOR YEAR_________________ ____________________________________________________________

LISTINGS TAKEN GOAL

____________________________________________________________

LISTINGS SOLD GOAL

BUYER CONTROLLED SALES GOAL

___________________________ divided by equals (Personal Income Goal)

(average income per transaction)

(Total Sides Needed)

ACTION PLAN FOR YEAR_________________ 1 GOAL OBJECTIVE:___________________________________________________________

Biz Development Activities

Deadline

Biz Development Activities

Deadline

□ __________________________________

______

□ __________________________________

______

□ __________________________________

______

□ __________________________________

______

□ __________________________________

______

□ __________________________________

______

2 GOAL OBJECTIVE:___________________________________________________________

3 GOAL OBJECTIVE:___________________________________________________________

Biz Development Activities

Deadline

Biz Development Activities

Deadline

□ __________________________________

______

□ __________________________________

______

□ __________________________________

______

□ __________________________________

______

□ __________________________________

______

□ __________________________________

______

4 GOAL OBJECTIVE:___________________________________________________________

CONTACTS CALCULATION ITEM

AMOUNT

DIRECTIONS

This Year’s Transaction Goal

INPUT total transactions you want

Total New Prospect Conversations Needed (ANNUALLY)

MULTIPLY Line 1 by 40 (conversation to sale ratio)

Total New Prospect Conversations Needed (Monthly)

DIVIDE Line 2 by 11 (months)

4 Total Daily New Prospect Conversations Needed

DIVIDE Line 3 by 20 (monthly working days)

What classes and seminars will you take this year? What investments in technology or business systems? How can your manager and the company assist you in reaching your goals?

Are you currently referring Hudson United Affiliate Services? If not, how can they better service you and your clients?

PERSONAL COMMITMENT The information above represents my production plan for the year of . I have set my income and unit goals after careful review of my past performance. My new goals are supported by a business development activity plan. I commit to put forth the effort needed to reach my goals. SIGNATURE_________________________________________________________

DATE_______________________

NAME

PROPS TRACKER

__________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

Fax this page to (631) 513-4513 DUE MONDAY 5 p.m.

SOS/TOP 100

PROPs

Top 100 Call Top 100 VM SOS Call Email/Text Personal Note R4L Mailing Simple CMA Appointment Networking Party

Call someone in your Top 100. Leave a voicemail message for someone in your Top 100. Call someone in your Sphere of Support. Personal (not mass!) email or text to someone in your SOS or Top 100. Send a personal hand-written note to someone in your SOS or Top 100. Send the R4L Mailings (1 per 5 recipients). Send a Simple CMA to someone in your Top 100. Sit-down appointment with a Top 100 client. Hold a networking party for your Top 100 (5 PROPs/person).

MARKETING AND GEOGRAPHIC FARMING Hold a public open house.

Open House Courtesy Call Courtesy Call VM Digital Ad Direct Mail Envelope Mail Email Blast Door-Knock Social Media Post

Make a Courtesy Call. Leave a Courtesy Call Message. Place a targeted digital ad. Send a direct mail piece (1 PROP/10 pieces). Send an envelope-based mailing (1 PROP/5 pieces). Send an email blast (5 PROPs per blast) (Maximum 1/week). Door-Knock a Neighborhood. Professional post to a social media page.

FSBOS AND EXPIREDS

PERSONAL NETWORKING

Attend a BNI or referral organization meeting.

BNI Talkup Event

Get a new contact’s information for SOS or Lead Bucket. Attend a non-REALTOR networking event.

LEAD FOLLOWUP Lead Followup Call Email/Text Lead Email Blast

PROPs 10

Call an active or inactive lead for appointment-setting. Send a personal email or text to lead for appointment-setting. Blast email followup to leads. (5 PROPs/Blast) (Max 1/week).

OTHER ACTIVITIES (PLEASE LIST)

TOTAL

2 1 1/$5 1/10p 1/5 5 3 1

Send or drop off a FSBO Courtesy Package. Call an Expired Seller. Send or drop off an Expired Courtesy Package.

TOTAL

1 1 1 1 1/5 3 5 5/p

PROPs

Call a For-Sale-by-Owner.

Call FSBO FSBO Courtesy Call Expired Expired Courtesy

5 5 5

PROPs 10 2 5

PROPs 2 1 5

PROPs

TOTAL RESULTS

LEADS

APPOINTMENTS

LISTINGS

BUYER AGREEMENT CONTRACTS

OUTBOUNDS

WEEKLY COACHING LOG

Fax this page to (631) 513-4513 DUE MONDAY 5 p.m.

NAME

DATE

COACH

WEEK

WEEKLY DASHBOARD OVERVIEW Good Week?

YES

PRODUCTION NO

New Listings

PROPs

New Contracts

Days Worked

New Buyer Agreements

Hours Worked

Closings

Listing Appointments

Clients added to Sphere

Buyer Appointments

Outbound Relo

What went right this week?

What went wrong this week?

What did you do to get back on track?

NOTES ____________________________________________________________________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________________________________________________________________ ____________________________________________________________________________________________________________________________________________________________________________________________ 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