BUILD IT. KEEP IT. All offices are independently owned and operated. Office culture and services will vary dramatically.
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LOCATION, location, location Glendale/Colorado Blvd
Littleton/Highlands Ranch
Englewood/Inverness
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MOST COMMON pitfalls
87% of Brokers will fail. Here are the top 10 reasons why…
1 Interested vs committed
#
2 Not strategic
#
3 Fear of mistakes & the desire to look good
#
4 No (or wrong) role model
#
5 Gas station is only open 1 day a week for 1 hour
#
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6 Monday - Friday, 9:00 - 6:00 mentality
#
7 No sales swagger
#
8 No goal broken into numbers that get measured
#
9 Poor schedule, weak routines
#
10 Lack of financial management
#
THE 90/10 rule
applies to real estate more than it does to any sales profession.
REALTORS® with 16 years or more experience had a median gross income of $75,000 — down from $86,500 in 2019. REALTORS® with 2 years or less experience had a median gross income of $8,500 — a decrease from $8,900 in 2019. 65% of all REALTORS® were female, up slightly from 64% last year. REALTORS® worked 35 hours per week in 2020, down from 36 hours in 2019. 23% reported no transactions in 2020. Another 32% reported between 1 and 5 transactions in 2020.
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CASH FLOW quadrant POOR E
RICH B
Employee (E): Brokerage Employee
Business Owner (B): Team Lead / Broker-Owner
• Hard Working • Marginal increases in compensation over time • Eventual Salary cap
BOUND S Self-Employed (S): Active Agent
• You are your own boss, but also have to do all the work • Higher earnings traded for less freedom • Only so many hours in the day = limits on profitability
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• No longer restrained by time, • Multiple agents working for you • Build a team, work less, collect more profit
FREE I Investor (I): High-Growth Business Owner
• Ultimate goal • Full automation through technology • Passive Income, your money works for you
10,000 hours…
works out to be 20 hours per week for 10 years. 10 years is a long time, but consider that the average American watches five hours of television a day!
20 x 52 = 1,040 . . . . . . . . . . . . . . . . . . . . . . . . 10 Years 30 x 52 = 1,560 . . . . . . . . . . . . . . . . . . . . . . . . 6 Years 40 x 52 = 2,080 . . . . . . . . . . . . . . . . . . . . . . . . 5 Years 60 x 52 = 3,120 . . . . . . . . . . . . . . . . . . . . . . . . 3 Years
WHO ARE YOU? Slide 55
WHAT’S THE DIFFERENCE
making it or breaking it? We invest in your business from day one. 50 touch “top of mind” marketing Leads, leads, leads Systems, systems, systems Customer relationship management (CRM) Top-flight staffing and assistance Face-to-face real life mentoring
Slide 56
THIS IS A RELATIONSHIP AND CRM BUSINESS. Real Estate is what you sell, relationships are what you build.
Slide 57
MEET your support company & mentors Mark Eibner
Alison Eibner
Tina Gadpaille
• • • • •
• • • • •
• • • • •
Broker/Owner
Innovator Contracts Listing Specialist Training Mentoring
Broker/Owner
Broker/TM Team
Tech Specialist Contracts Listing Specialist Training Mentoring
Transactions Contracts Deadlines Escrow Processor Training
Alex Eibner
Evin Hughes
Josh Graham
• • • • •
• • • • •
• • • • •
TM Team
Transactions Deadlines Systems Workflow Tech Specialist
Client Concierge
Marketing Specialist
Onboarding CRM Specialist Client Touches Social Media Writing/Blogging
Graphic Design Photos Digital Marketing Drone/360 Tours Signs, Measuring
Over 125 years of real estate experience and support. Slide 58
58 PLUS client touches a year (MCFL) American Lifestyle Magazine . . . . . . . . . . . . . . . . . 6x100 CO Home News - Mail Chimp . . . . . . . . . . . . . . . . .12x100 Boomerang Direct Marketing . . . . . . . . . . . . . . . . .12x100 Letter & Item of Value - BB . . . . . . . . . . . . . . . . . .12x100 Quarterly Market Update Video . . . . . . . . . . . . . . . . 4x100 A+ A,B,C,D Contact Follow-up . . . . . . . . . . . . . . . . .12x100
My Customer For Life (MCFL) Slide 59
AMERICAN Lifestyle Magazine Premier custom magazine 6 times each year
High Quality
Customizable
Automatic Slide 60
BOOMERANG Monthly Gift Cards 12 localized touches a year specifically target to your area. NEBRASKA
WYOMING
Fort Collins
UTAH
Greeley Boulder Dillon
Denver
Grand Junction
Colorado Springs
Pueblo
Pagosa Springs
ARIZONA
NEW MEXICO
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KANSAS
COLORADO
OKLAHOMA
MONTHLY item of value mailer High-quality monthly newsletters. 12 monthly touches
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MONTHLY CO Home News email newsletter High-quality, local-based information and statistically driven Real Estate stats. 12 monthly touches.
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SOFTWARE
Slide 64
BUILDING your business
Slide 65
BRAND EQUITY
RETURN on investment Metro Brokers
Play the entire Brokerage field and never change your BRAND. Keep your Brand Equity
More freedom, more opportunities, and more support, means more success at metro Brokers. COST
FLAT-FEE
SPLIT
BRAND
NETWORK
LOCATIONS COST
$124/Mo.
Independent
Associate 100%
Associate 90%
Associate 80%
Associate 70%
Core Team
$200/Mo.
$320/Mo.
$200/Mo.
$100/Mo.
$50/Mo.
$25/Mo.
$350/Ea.
$350/Ea.
MISC.
Additional Fees Yearly O &E Insurance Board of Choice License & Testing Fees
Miscellaneous Business Cards/Signage Mass Mailing Materials/Postage Personal Marketing Personal Phone/Electronics
BROKERAGE
FLAT-FEE SPLIT SHOWINGS PHONE/FAX SUPPLIES OFFICES SOFTWARE TM CONCIERGE All fees are based on ACH payments for Office/Metro Brokers fees. Credit Cards cost additional 3%.
Slide 66
RETURN on investment BUYER
Team Listing
Gimme
LISTING REFERRALS Go For No
Pre-approved and ready to preview homes. These deals are anticipated to be situations where ISA/Team provides a qualified buyer client that is ready to preview homes. Easy “hand-offs”.
30%
SOI
ISA Set--not a Gimme--Brokers take on Repore Someone else set the appt., but the agent still had to earn the business. If TL qualifies lead and sets buyer consult appt. for Buyer Agent. Also any inet, team lead that provides this buyer as a buyer.
40%
Team Lead Team Generated / Agent Converted. Lead comes from TL and OSA qualifies lead and coverts to client. (It is expected that the majority of deals will be leads supplied by TL that OSA converts to client). Agent SOI If Buyer comes from Agent Sphere of Influence (SOI) 100% from the Brokers World.
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Listing referrals from Buyer Internet Leads, Yard Sign Calls and Open Houses.
50% 60% 90%
Listing referrals from Agent Sphere of influence. Working with TM team.
10% 35% 90%
*Leveraging any type of showing assistant costs 10% **Inbound and Outbound broker referrals are paid at business or SOI.
COMMISSION SPLIT calculator Agent SOI Lead
CHANGE BLUE CELLS ONLY
Gross Commission
11,975
11,975
11,975
11,975
350
350
350
350
12,325
12,325
12,325
12,325
0
0
0
0
Commission after Admin Fee
12,325
12,325
12,325
12,325
Total Income to OSA per Sale
$7,395
COMMISSION SPLIT CALCULATOR
Broker/Team Admin Fee
0%
Year 1
$6,163
Sides
Annual Net Income Potential
$29,580
4
Total 1st Year Income Potential
$112,158
18
Year 2 Annual Net Income Potential
$59,204
8
Total 2nd Year Income Potential
$174,727
27
$73,950
$78,454
10
Total 3rd Year Income Potential
$228,823
34
$4,930
12
2.5%
40%
$479,000
$3,698
Sides $4,930
1
2.5%
30% Sides
$3,698
1
Per month 1.5 Sides $101,558
16
Sides $10,156
2
Sides $3,808
1
Per month 2.25
Sides
Annual Net Income Potential
50%
$479,000
Sides
Sides
Year 3
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60%
2.5%
“Gimme”
$479,000
Total Commission Check
$479,000
ISA Gen Lead
Average Sale Price
Transaction Fee
2.5%
Web Lead
Sides $130,756
20
Per month 2.8
Sides $15,691
3
Sides $3,923
1
CRM and accountability
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THE ON-BOARDING process From Zero to 60 in 3 simple steps 0
30 ONLINE CE SHOP
SCHOOL
30
60
ON-BOARDING PHASE I | ON-BOARDING PHASE II | CRM MARKETING PREPARATION
TUESDAY—THURSDAY MEETINGS |
30
60 TUESDAY—THURSDAY MEETINGS
180 Slide 70
Online school
$300
1x
Exam Prep
$200
1x
DORA
$485
3 years
Testing
$90
$66 retake
Background
$50 + 20
1x
TOTAL
$1,145
Approx
LICENSE TO INCOME
0 MEETINGS
60
| EXAM PREP | TEST | DORA‐MBI‐R
0 ON-BOARDING
START TO LICENSE
REALTOR®
$600
$55
MBI
$149
1x
E&O
$200
Annual
TOTAL
$949
$46.00 MLS
$124.00 MBI
$25.00 R&O
$195.00 month
QUESTIONS?
Slide 71