Team Member Manual

TEAM MEMBER MANUAL

FIRST SIX WEEKS of a New Team Member

FIRST THINGS FIRST

Get your Photo taken—Low and High Resolution are both important

Sit with our Operations Manager to review on-boarding process

Meet with Market Center staff to review and sign new agent paperwork

ASSIGNMENTS

Create accounts with RECOLORADO, SHOWINGTIME, CTME, DMAR

Compile everyone you know onto the Follow Up Boss import spreadsheet, your database is the foundation of your business. (Let the Operations Manager know if you need help)

Call your entire database to let them know of your new career, or your move to Search Denver Homes

Send follow up handwritten notes and make sure you are asking for their mailing address if you don't already have it!

Schedule preview showings of available homes in several neighborhoods each afternoon

Create or update social media pages with business info. You will also have access to post on the SDH sites

Incorporate office calendar with your own and make sure to schedule around any classes or team meetings

1 Open House

2 Agent Introductions

2:00PM

-

4

of

FULL Tutorial & Training | $100k/Year Cold Call Strategy

1:00PM - 2:00PM Professional Accounts

Pro Account with REColorado - Metro Denver MLS

Join DMAR - Denver Metro Association of Realtors

Sign up with CTM eContracts

Create a ShowingTime account to scheduling showings

- Current market and historical trends

NEW AGENT DAY 2 TUESDAY

12:00PM - 1:00PM BREAK - lunch, personal tasks

1:00PM - 2:00PM Enter Sphere of Influence contacts on FUB template

2:00PM - 4:00PM Preview 2+ homes in each neighborhood researched on DAY 1

- Boundaries and zip code(s)

- Current market and historical trends

- Types of architecture/construction

- Interesting or historical fact

4:30PM - 5:00PM Review the day - journal thoughts, prep for next day!

NEW AGENT DAY 3

Guided Morning Meditation | 10 Minutes To Start Every Day Perfectly

FUB 101: How to Use Follow Up Boss Like a Boss

12:00PM - 1:00PM Enter Sphere of Influence contacts on FUB template

1:00PM - 2:00PM BREAK - lunch, personal tasks

2:00PM - 3:00PM Altos Research Training

Altos Tutorial: Setting Up and Customizing Reports

Hopeful signs for the 2023 housing market? (Subscribe to this channel)

3:00PM - 5:00PM Research 3+ Neighborhoods

- Boundaries and zip code(s)

- Current market and historical trends

- Types of architecture/construction

- Interesting or historical fact

5:00PM - 5:30PM Review the day - journal thoughts, prep for next day!

NEW AGENT DAY 4

G3 EASY MUST DO Morning Tasks for Real Estate

12:00PM - 1:00PM BREAK - lunch, personal tasks

1:00PM - 2:00PM SLACK Training

How to Use Slack - 2022 Tutorial For Beginners

SISU Training

This is where all your transaction info is tracked for accountability and so you know your numbers!

Sisu General Onboarding

Agent Module | Sisu General Onboarding

Goal Setting Module | Sisu General Onboarding

2:00PM - 4:30PM Preview 2 homes in each neighborhood researched on DAY 3

- Boundaries and zip code(s)

- Current market and historical trends

- Types of architecture/construction

- Interesting or historical fact

4:30PM - 5:30PM Start reading Too Nice for Sales by Berry Jenkins

5:30PM - 6:00PM Review the day - journal thoughts, prep for next day!

NEW AGENT DAY 5 FRIDAY

Morning Mastery 8:30AM - 9:00AM

The Schedule and Routines of the Successful Real Estate Agents

Onboarding with Kate Hotchkiss

9:00AM - 10:00AM

Role play and scripts practice or in Training Room 10:30AM - 11:30AM One on One Goal Setting with Jonathan 11:30AM - 12:00PM

12:00PM - 1:00PM BREAK - lunch, personal tasks

1:00PM - 2:00PM Review Expired scripts and prep for call session

2:00PM - 4:30PM MOJO Call Session with Expireds

4:30PM - 5:30PM Continue reading Too Nice for Sales by Berry Jenkins

5:30PM - 6:00PM Review the day - journal thoughts, prep for next day!

1:00PM - 2:00PM

NEW AGENT DAY 6

2:00PM - 4:30PM

4:30PM - 5:30PM

8:30AM - 9:00AM This Powerful 6-phase Morning Meditation has Everything You Could Want in a Guided Meditation

Morning Mastery

Onboarding with Kate Hotchkiss

9:00AM - 9:30AM

MOJO CALLING SESSION - Call list assigned to you in Mojo 9:30AM - 12:00PM

BREAK - lunch, personal tasks 12:00PM - 1:00PM

Recommended reading: Atomic Habits by James Clear Good to Great by Jim Collins

5:30PM - 6:00PM Review the day - journal thoughts, prep for next day!

NEW AGENT DAY 7

SUNDAY Morning Mastery 8:30AM - 9:00AM This Powerful 6-phase Morning Meditation has Everythin You Could Want in a Guided Meditation

Onboarding with Kate Hotchkiss 9:00AM - 9:30AM MOJO CALLING SESSION - Call list assigned to you in Mojo 9:30AM - 12:00PM BREAK - lunch, personal tasks 12:00PM - 1:00PM

1:00PM - 2:00PM BREAK - lunch, personal tasks

2:00PM - 4:30PM MOJO Call Session with Expireds

4:30PM - 5:30PM Recommended reading: 5:30PM - 6:00PM Review the day - journal thoughts, prep for next day!

WEEKLY Focus Sheet

Use this form to track your SDH activities on a weekly basis. Select a SDH activity from the SDH Monthly Roadmap and write it next to a checkbox on the day you plan on completing that activity. When you complete the activity check the box. If you do not complete the activity, leave the box blank.

MONDAY TUESDAY

WEDNESDAY

THURSDAY

FRIDAY SATURDAY

What was your brightest achievement this week?

What was your greatest challenge this week? Share something you learned this week, like a quote, article, YouTube, ah-ha, etc. What questions or specific challenges are you facing right now?

MEDITATION

Quiet your mind’s mental chatter with meditation, prayer or focused breathing.

AFFIRMATIONS SCRIPTS

Tell yourself encouraging words to achieve goals and to stay more calm and happy.

Set yourself up for success with script practice.

Send 2 thank you notes every day.

Go for a walk or a jog. Move your body and get more blood and oxygen to your brain.

THANK YOU’S EXERCISE READING

Fuel up with new ideas. Pursue personal growth by reading every day.

YOUTUBE

Treat yourself with a video that feeds your future self.

MORNING MASTERY

PERSONALITY TRAITS

Time is money

Get to the point

Don’t waste time

Direct Communication Style

Results-oriented

Firm

Strong-willed

Forceful

Business-like demeanor

Thinks objectively

Values steadiness

Cautious & detail oriented

Even-tempered

Accomodating

Humble

Patient

MEET WITH GREAT TEAM

Charistmatic & outgoing

Use humor

Tell stories

Converstaion is important

Optimistic

High-spirited

Lively

Enthusiastic

WORK PROCCESS

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You only have to do a few things right in your business so long as you don’t do too many things wrong.

CREATIVE PROJECTS

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30-DAY GOALS

Complete on-boarding with trainer

Enter 15 COI into Real Geeks and process 100%

Complete 100 just sold calls using the Triple Dialer in Mojo

Review script manual daily and role play a minimum of 2 times per week

Shadow an open house

Post an Altos report in the neighborhood of your choice on social media

Attend 4 role play sessions

Complete lead test out qualifications and test out

Complete buyer test out qualifications and test out

Complete Listing Mastery course

Complete CMA Mastery course and send 2 CMA’s to Operations team

60-DAY GOALS

Hit contacts goal 4x/week for past 6 weeks

Earn 15 for $500 by completing:

Host 1 open house 12 money sessions

Attend 4 role play sessions

CASE STUDY

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CHALLENGES Lorem ipsum dolor sit amet, consectetuer adipiscing elit, sed diam nonummy nibh euismod tincidunt ut laoreet dolore magna aliquam erat volutpat. Ut wisi enim ad minim veniam, quis nostrud exerci tation ullamcorper suscipit

SOLUTION

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Participate in the client giveaway by answering at least 2 calls and have a minimum of 2 people call in Call NC Monthly list - if not at least 50 people on your list, make 100 Mojo calls

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Send in 15 tracking sheets on Teams and Sisu

RESULT

Complete lead test out qualifications and test out

Complete buyer test out qualifications and test out

Complete Listing Mastery course

INOVATION

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Complete CMA Mastery course and send 2 CMA’s to Operations team

90-DAY GOALS

Hit contacts goal 4x/week for past 10 weeks

Send your tracking sheet to Teams and Sisu 4x/ week for past 10 weeks

Host 2nd Open House

Complete 50 expired and FSBO prospecting calls in Mojo

Participate in a role play

Memorize the just listed call script

Memorize the inspection objection script

Confidently present the listing agreement template in CTM

Effectiviely communicate all aspects of the home buying, home selling, under contact and closing process with all buyers and sellers

Sign 1 listing client

MARKET CENTER INFO

We are excited for you to step up your real estate career with Search Denver Homes, Keller Williams Cherry Creek. Our leadership has one vision: to guide a determined agent to success through SDH's proven models and systems by building a community aimed to help one another.

CLIENTS REVIEW

Physical Location Information

Address 50 South Steele Street, Suite 700 Denver, CO 80209

Front Desk Phone 303.722.3300

Fax Market Center Number 303.388.0779 31 Technology

WiFi Name WiFi Password kwcc cherrycreek1

Copier Building Door Code SDH *7777 Misc

Tax ID Number 26-4236965

MLS ID KWR01

MC License Number EL100028188

Managing Broker Whitney Sweet

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BUYER TEST OUT Qualification

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2. STRATEGY

SUCCESS STATISTICS

Schedule a buyer tour with Showing Time and go preview a home (presentations tab)

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Memorize estimated costs for a new Roof, Bathroom remodel and new HVAC system (Resources tab)

You only have to do a few things right in your business so long as you don’t do too many things wrong.

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Attend 5 role plays and participate in 2 (via zoom)

Memorize Buyer Objection Scripts (Scripts tab- #1, #2, #9, #13, #16, #29, #45, #46, #47, #48, #49, #50)

Create a sample contract and template for contract to buy and sell in CTM (video link in email)

Meet with Marietta and learn about Bay Equity’s Loan options and requirements

Learn inspection contract options, escalation clause, and appraisal clause (resources tab)

BUYER TEST OUT

Live Role play Buyer Objection

Scripts

Present the buyer consultation

Present the contracts to buy and sell templates in CTMe.

Explain inspection contract options, escalation clause, appraisal clause

Explain the under-contract process from going under contract to closing

LISTING TEST OUT

Qualification

Memorize open house call script (Scripts tab)

Complete an open house (Presentations tab)

Complete 100 open house prospecting calls in Mojo (Systems tab)

Complete Listing Mastery in Thinkific (Presentations tab)

Memorize The Bartic Group seller options (Presentations tab)

Memorize Listing Presentation (Presentations tab)

Complete 3 perfect CMA’s and send to Growth and Development manager (Presentations tab)

Memorize the Just Listed call script (Scripts tab)

Memorize The Promise script (Scripts tab)

Create Listing Agreement Template in CTM (Presentations tab)

LISTING TEST OUT

Role play The Listing lead trust qualifier script

Present Preparing for the Listing

Present when at the Listing Appointment

Present a CMA

Present all Net Sheets

Present Marketing Plan of Action

Present Transition to Close

Present The Promise

Present Commit to Sell

SYSTEMS Overview

The Search Denver Homes Team uses Altos to create your Comprehensive Market Analysis (CMA).

This is the Customer Relationship Manager (CRM) that all Search Denver Homes agents use. It syncs with all of our other lead generation tools. They have a lot of valuable information such as training videos, tutorials, etc. Take a look around and get comfortable using it.

This is used internally to communicate with the team.

This is used internally to communicate with the team.

This is a home valuation site for sellers and buyers. They receive a monthly email with approximate home value, neighborhood stats, etc.

ALTOS MARKET REPORTS FOLLOW UP BOSS SLACK SISU HOMEBOT YLOPO

This is one of our many lead generation systems used by all Search Denver Homes agents. It syncs with many of our other lead generation tools.

LOOM

Use Loom to create custom videos for clients, leads, etc. Take a look around and get comfortable using it.

MOJO

Triple line dialer and database.