G O O D F E L L OW C OA C H I N G & C O N S U LT I N G
MAGAZINE ELITE • AGENTS • BROKERS • TEAMS
In This Issue Navigating The Turbulent Team Environment
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Mastery Agent Coaching
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Strategy, Implementation & Coaching Top agents and brokers only!
Strategic Planning
Sell More & Make More
Mastery Team Coaching
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Over 600+ Teams Coached
Mastery Broker Coaching
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Great for teams and brokers
Mastery Luxury Coaching
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1-to-2 Day In-Office
4-Day In-Office Strategy & Implementation
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Speaking
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Seminars & Events
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Finally, get the work done for you
Navigating The Turbulent Team Environment by Ken Goodfellow
Look at any superstar agent and you will find a competitive spirit flowing through their veins. They strive to be number one and shatter sales records; it’s in the DNA of top achievers. As an entrepreneur, you naturally want to stack your team with as many of them as you can, but be careful what you wish for. Competition is the fuel that drives top producers, but unhealthy competition can lead to a hostile workplace. Finding the right balance between competition and co-operation in your teams dynamic will add excitement
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and motivation without creating a toxic environment. The team leader should always be on the lookout for new strategies to accelerate growth and improve productivity, and competition is a tried-and -true approach going all the way back to primary school. Competition promotes creativity, inspires motivation and stimulates growth as team members learn how to be better. It may sound ideal, but competition can get out of hand so it’s critical that you create a culture of healthy competition moderated by an overall sense of collaboration.
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REALTORSÂŽ make their living by selling, their satisfaction and success depends on it. Over the course of my career we have coached and assisted in the growth of more than 600 real estate teams, and I have seen this singular issue wreak havoc with teams at every level of the spectrum. In my experience there are three major factors critical to fostering healthy competition that is tempered by a strong sense of co-operation. Team First It is critical that every team member prioritizes the collective goals of the team ahead of their own personal success. The achievement of individual goals is important but those accomplishments should be celebrated as a beneficial addition to the overall success of the team. Team collaboration must be reiterated on a regular basis, by constantly reminding
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the group of the bigger picture and the shared vision of the company. Constant Improvement Industry leading companies are never satisfied with the status quo; they are always striving to be better. They perpetuate a culture where overachievement is used as the motivator for more overachievement and breaking a sales record translates into a new record to break. Competitive individuals need a challenging environment that inspires growth, continual improvement and self-awareness. A key asset to inspiring this culture is on-going sales coaching through team meetings and one-on-one discussions. Don’t Forget The Fun Healthy competition should have an element of fun with no team
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member should feeling threatened or intimidated. Like any competition there should be rewards. Performance metrics are a clear-cut method of determining success, but you want to celebrate other types of victories as well. Traditional logic may say that a contest only has one winner, but savvy team leaders realize that businesses sink or swim together and therefore constantly reinforce the importance of the team accomplishments, and how each individual contributed to the overall success. Sales competitions have been proven effective over the years because they harness the natural ambition and incentive-driven nature of sales oriented individuals. While you want every team member to possess individual competitive drive, you want that strengthened by an overriding sense of team collaboration.
“I’ve been with Coach Ken for over 20 Years. In that time Goodfellow Coaching has helped me grow my business by several million dollars in a year.” Jane Fairweather, The Jane Fairweather Team Coldwell Banker Bethesda, Maryland 4
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James Wedgeworth, James Wedgeworth & Associates Charter One Realty Hilton Head Island, South Carolina
Mastery Agent Coaching As a member of Mastery Agent Coaching you will be joining an exceptionally elite group of Realtors. Combined the Mastery members form the top 5% of the industry and are a heavily influential group. Access to this group is not easily attained and being a member is truly a testament to your level of success. There are strict admission standards that must be met before you will even be considered. Goodfellow Coaching & Consulting turns down numerous applications monthly and has wait lists for certain markets. Share, Network, Succeed.. are the key elements that make this group so highly regarded.
The Goodfellow Coaching Philosophy You will notice that Goodfellow Coaching & Consulting puts a strong emphasis on the business of Real Estate. The reason is that the volume you produce in a year is equivalent to a business. Which is why it needs to be treated like one and your coaching needs to reflect that. We are a results driven company and your business’ success is the very foundation of Goodfellow Coaching & Consulting.
Want To Sell More & Make More Profit In The Next 12 Months?
Jim Dolanch “When I started out with Coach Ken I was a single agent doing around 40-50 transactions a year. Over the 10 year time period I now have a team of 6 doing approximately 150 transactions a year and we’re #1 in our market. Ken really helped me understand how to build a business and how to get a group of individuals to work together as a team.”
Jim Dolanch,
The Jim Dolanch Team Century 21 Frontier Realty Canonsburg, Pennsylvania
AVERAGE INCOME FOR THIS GROUP IS $2,300,000 5
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“I’m always delighted to be at a Goodfellow Coaching event and learning so much about how to take my business to the next level!” Sue Goodhart, The Goodhart Group, McEnearney Associates, Alexandria, VI
“I always love coming to the Goodfellow Coaching events. It’s always a high point for me to re-focus on my business, get outside a little bit and focus on what I need to do to really grow. I always love hearing Ken’s insight on what’s next for teams.” Allison Goodhart-DuShuttle The Goodhart Group, McEnearney Associates, Alexandria, VI 6
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JoAnn & Joseph Callaway Those Callaways Scottsdale, Arizona
Mastery Team Coaching Lillian Montalto “I have been with Ken for many years. We worked on our structure and lead generation, and the business continues to grow.”
Lillian Montalto
Signature Properties Andover, Massachusetts
Events • Millionaire Team Summit • Mastery Summit • Buyer Agent Seminar • Listing Agent Seminar • Administrative Seminar 7
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Mastery Team Coaching is the only program in the world that coaches not only the team leader, but also the entire team. This approach allows everyone to grow together, while still focusing on improving their skills in their individual roles. Mastery Team Coaching is about helping top real estate teams achieve their full potential. Mastery Team is a coaching program designed to help top real estate teams build a simple and elegant business, realize their full potential and advance to an even higher level of success. Mastery Team Coaching substantially accelerates the success of top agents and brokers by showing them how to serve the “right” clients. In the program, Teams are coached and supported as they gain insights. Real estate teams who complete this program substantially grow their overall income, client loyalty and quality of life as they implement a personalized plan to capture new assets and clients.
Ken McLachlan RE/MAX Hallmark Ltd. Toronto, Ontario
Mastery Broker Coaching For Top Brokers ONLY
Register for Mastery Broker Coaching today! Please call 1-866-248-0008.
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The industry is changing rapidly around us and that is no different for a Top Broker. In fact, it is even more difficult being at the top for a broker. Why is that? Well what you have done previously to become the successful is no longer working. Technology is advancing the industry and the way we communicate with the world at lightning speed. Changes have to be made in your business to accommodate them. As a Top Broker you are at the forefront of these changes, you have the capability to further stretch the gap on your competition. Being a top broker means you’re different from the masses and your business has different needs. The question is what can you be doing to ensure that your business continues to flourish
and becomes more profitable for you? Where do you turn for help when you are already at the top? This is where being a Member of Goodfellow Coaching & Consulting can help; it will help you develop your business and allow it to continue to grow and gain a larger profit. In the program, teams are coached and supported as they gain insights. Real estate teams who complete this program substantially grow their overall income, client loyalty and quality of life as they implement a personalized plan to capture new assets and clients.
The Broker Coaching Philosophy The Goodfellow Coaching Philosophy is really quite simple, our programs are designed to help the best brokers in the world move their businesses to the next level. The way we are able to achieve this is in the way our programs are structured and what is available to you. It starts with our coaching team; every main coach has extensive experience in the industry. We have also brought in specialty coaches. These coaches all have a field of expertise and span every aspect of your business. You will have access to marketing, systems, wealth management, skill development, leadership, human resources and recruiting resources. The Goodfellow Coaching & Consulting Broker Program is built around what we feel are the 4 pillars to a successful brokerage: Recruiting, Retaining, Training and Profitability.
Gregory Gilmour RE/MAX Realty Specialists Inc. Toronto, Ontario
Chin | Macquoid | Fleming | Harris Berkshire Hathaway Park City, Utah
DELIVERYING RESULTS
Mastery Luxury Coaching The Goodfellow Coaching & Consulting Luxury Program has taken the world renowned Mastery Program and added some of the top luxury agents and coaches. The tailored skills and Marketing section is strictly for the luxury real estate market. Whether you are currently a top luxury agent or are a top realtor looking to expand into the luxury market, this is a great opportunity to learn and network with other top performing luxury agents and coaches. As a top luxury agent you are different from the masses of other Realtors. You are in a unique position; others turn to you for guidance and work to emulate your business model. In your market you are the status symbol for success in the industry and everybody strives to achieve your level. The problem with being in this position is where do you turn for advice? You have frustrations in your business and seem to be at an impasse. You are not alone; this is a very common problem in real estate when your business gets to this level. You are presented with a completely different set of business issues that you may not have the answer to.
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David Banks “Coaching helps me to maintain balance. It keeps me on top of new trends and new ideas.�
David Banks,
The David Banks Team, RE/MAX By The Bay Portland, Maine
“I am a multi-million dollar producer and I attribute a lot of my success to Coach Ken and his coaching over the past 14 years.”
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Valerie Fitzgerald, The Valerie Fitzgerald Group Coldwell Banker Beverly Hills, California
Strategy, Implementation & Coaching A powerful program | that helps you get it done
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or over 12 years, Goodfellow Coaching & Consulting has been coaching and consulting with the top agents and teams across North America.
One of the advantages we have is that we get to see what online strategies work and which don’t. Most coaching and consulting companies will tell you what to do and then leave it up
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to you to try and fit more tasks into an already full schedule. We realized that was a major stumbling block for most top teams, not only because as a top producer, you don’t have time but it is very hard to wade through the thousands of “creative people” that are self proclaimed experts. There is a time when as an agent/broker where you no longer have enough time to sell and do everything else needed to progress your business. Your time is best-spent selling/recruiting instead of doing marketing, websites, system development etc.
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The Goodfellow Coaching & Consulting Strategy, Implementation and Coaching program is custom designed to you and your business. We can facilitate as much or as little as needed. As a coach to the top agents, teams and brokers, Coach Ken is constantly told how much they really enjoy the weekly coaching calls, but Ken always said that the coaching business was more than four calls per month. He wanted it to go beyond that, and believed that this amazing program would provide that added value.
Step by Step
“I think you should go to Goodfellow Coaching because they have many specialty coaches and divide you up so you can work on your specific problems. You are not restricted to just one coach like most programs.” Barry Cohen, Barry Cohen Group RE/MAX Realtron Realty Inc. Toronto, Ontario
The answer to Real Estate Coaching’s longest plaguing question
“Can’t you just do it for me?” 13
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How does it work? 1. THE STRATEGY SESSION. We arrange to get together for a day, in our office or yours, or another designated meeting place. The entire day is spent with Coach Ken and devoted to analyzing your business. No stone is left unturned as Coach Ken does an in-depth review of every aspect of your business including management, lead generation and conversion, recruiting, increasing profits per agents, client fulfillment, and of course your numbers and bottom line. At the end of the day you will have a complete, customized strategy to operate your business more efficiently and successfully.
2. IMPLEMENTATION. With your customized strategy in place, our next job is to help you implement it. For years, Goodfellow Coaching & Consulting’s clients have asked “can you just do it for me?” Now we can. A top-notch team of experts working in-house has been assembled to handle every aspect of your business, as you require. We can build you an eye-catching one-of-a-kind custom website, design and update your social media, write your blogs, update and implement office systems and many more options. Once the set up is complete we will even manage your site for you. You dictate what you need us to do, and we do it for you in a professional, hasslefree manner, freeing up more of your time.
3. COACHING. With the Strategy and Implementation in place, the final step is to establish regular coaching calls to encourage and guide you through the process of taking your business to the next level. You will receive two one-on-one calls and two power calls a month, quick responses to your emails and unlimited call-ins to provide immediate solutions.
1 to 2-Day In-Office
Strategic
Planning Get control of your Business and Life Strategic Planning is a one-day session with Coach Ken that’s designed to improve the way you operate your business and generate more income. This session takes place at your office where our full resources are available to help you improve your operations.
Your numbers and bottom line. See the numbers you always wanted to see, and feel at ease knowing your business is going in the right direction.
And much more! At the end of the day, you’re left with a completely customized strategy, tailored specifically to your needs, which will allow you to generate more business and run a more successful operation.
“Goodfellow Coaching has helped us revisit our business and put in systems to grow. We just had our biggest month ever!” Sam Corea, RE/MAX House of Real Estate Calgary, Alberta
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The Strategic Planning session covers the following topics: Management: ensure everything and everyone functions at their highest potential and efficiency level. Lead Generation: successfully bring in more prospects. Get ahead of the competition.
Conversion: utilize the leads that are in your possession, and turn them into clients. Recruiting: building your team? Find the right match. Have agents walk in your door! Increasing Profits per Agent:
make more money and have a satisfied team of agents, all at the same time.
Client Fulfillment: leave your
clients with a smile, confident that they received exactly what they wanted.
“Spending one day with Ken helped us grow our business by 66% in one year. An absolute game changer for us!” Rochelle DeClute, DeClute Real Estate Inc. Toronto, Ontario
4-Day In Your Office
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The Total overview of business.
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Review on all numbers.
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Strategy & Implementation
A review of operating systems.
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A review of lead generation and converse systems.
This program is for teams and Brokers that want to develop and implement systems in their business.
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Meetings and analysis of your team members.
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Review of marketing and development of plan.
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We then give you recommendations and also work with you on the implementation.
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This is a results driven four days!
We spend four full days with you and your team and go over your complete operations to evaluate and give recommendations on what could be changed to help growth and become more profitable. The 4 Day In-Office Strategy and Implementation session includes everything that the 1 day Strategic Planning session has, but the extended time and the ability to work with your entire team, let’s us get more detailed and implement more systems.
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Plus ...
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“I have made huge gains in income by seven figures. Coach Ken reenergized my team and we’re growing like crazy!” Jennifer Ames, Coldwell Banker Chicago, Illinois 16
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Speaking Internationally recognized speaker Coach Ken Goodfellow has been an in-demand professional speaker in the Real Estate industry for over 10 years. He has spoken to broker/ owners, top agents, teams, and franchise executives. Coach Ken has delivered Keynote speeches at conventions of over 5000 people, but is equally dynamic presenting customized 3-day workshops in private boardrooms for less than 10 people. Ken’s popularity may stem from his fearless ability to tackle the difficult topics, many of which are considered “untouchable” by other industry speakers. Every presentation is individually prepared in a meticulous fashion to directly address his specific audience. Below are a few topics Ken has covered in the past, but he approaches every presentation in a personalized manner.
KEN’S TOPICS 1. Transforming Your Team From Good To Great 2. Top 10 Things I’ve Learned While Coaching “Billion Dollar Agents” 3. Move Your Income From 6 To 7 Figures 4. Build Your “Luxury” Business Into A Profitable Powerhouse 5. Stop! Understand First What It Takes To Build A Profitable Team 17
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Seminars & Events Mastery Summit
2016 Millionaire Team Summit, Langham Chicago
Millionaire Team Summit The Millionaire Team Summit is a two-day conference for top producing REALTORS® who generate a minimum of $1,000,000 in Team GCI or $40,000,000 in Team Volume. Centred around team growth, structure, and profitability, teams and team leaders learn the right organizational models, strategies, lead tracking, conversion and more. The Millionaire Team Summit, the premier real estate forum and conference, is a platform to teach the best teams and team leaders in North America how to grow beyond where they are today. Learn more at MillionaireTeamSummit.com
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The structure of the classic real estate business has transformed over the past few years. The success of the business doesn’t rest on the shoulders on the Top Producing Agent anymore. With this in mind we encourage Top Producing REALTORS® to bring their Teams to Mastery Summit 2016. In order to attend the Mastery Summit certain qualifications must be met. REALTORS® must generate a minimum of $500,000 in GCC due to the specific challenges that only the top agents, brokers and teams experience in their business. With this condition in
2016 Mastery Summit Westin Kierland Resort & Spa
place attendees are able to network, share, and absorb information that will actually revolutionize their business. Learn more at MasterySummit.com
Business Planning Every year, we put on the most advanced Business Planning Workshop in the industry. We do this to prepare the most committed Agents and Teams for the upcoming year. By developing a clear vision, goals, strategies and most importantly, a way to implement it all, Agents and Teams will be well equipped for a successful 2017.
“With Coach Ken and Goodfellow Coaching it’s been phenomenal. We learn so much and I’m excited to share everything we’ve learned!”
Ivan Sher, Shapiro & Sher Group, Berkshire Hathaway Las Vegas, Nevada
M A S T E RY S U M M I T W E S T I N K I E R L A N D R E S O R T & S PA S C O T T S DA L E , A R I Z O N A O C T O BE R 2 6 - 2 8
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