building bridges with your brokers - dynamic directions...accredited buyer representative • 2-day...
TRANSCRIPT
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Adorna O. Carroll, DSAABR, SRS, CRB, C-RETS, RENE, GRI, SFR, PSA, ePRO
[email protected] DyanmicDirections.com@AdornaCarroll – Twitter AdornaSpeaks – Facebook AdornaCarroll - Linkedin
With Your BrokersFor Professional and Career Development Opportunities
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If the Association’s
Objectives are …
• Deliver programs, products, services that are valued by members
• Fill Your Courses and Generate Income
• Proactively partner with Brokerages
• Craft relationships with Brokers, Managers and Team Leaders
• Sustain effective communication with members in ways that resonate and engage them
• Incorporate more project based workgroups and less committees to engage more high-level member activity
• Have a clear plan for leader recruitment
(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved
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… Then Brokers Are The Key
• Unless engaged, they view the association as competition
• When the Brokers trust you and see the value in partnering with the association they will trust you with their agents
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Different sized firms have different needs• How many firms do you have in each
category?• Largest; Large; Medium; Small• Single Proprietors• Franchised or Independent?
• How many members are associated with firms in each category?
• What is your real ‘gene pool’ for your programs, products and services?
One Size Does Not Fit All
(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved
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What’s Your Mix? And How Many Are Engaged in the Business?
(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved
Blue
N
5 Firms
50%
45 Firms
10 Firms15 Firms25 Firms
3 Firms10 Firms37 Firms
Small – 1-25 agents Medium – 25-100 Large – 101+
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Cultivating a relationship of trust and partnership is imperative to securing
the involvement of their agents
(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved
• Largest Firms• CEO meets personally with
Broker/Owner and Top Management
• Large Firms• CEO and President and/or
President-Elect visit offices of Broker/Owner and Managers
• Medium and Small Firms• Ed Director reaches out to
owners, managers and team leaders
• General Meeting for Broker/Owners, Managers and Team Leaders
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Create Alliances with your Broker Owners
• What do they want and need from you?
• Don’t compete - Partner with them
• Show them how you can supplement and enhance their agent services
• Understand their business issues
• Help them understand that board decisions need to be made by people that are engaged in the business
• Let them know that you can partner with them on advance courses for their agents, managers and teams
(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved
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Not All Programs
Need To Be “General
Population”
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• Differentiate themselves from competitors
• Demonstrate more value to their agents
• Reduce competing firms recruiting their agents
• Increase in-company transactions among offices
• Strengthen the team in community events
• Position the company as a trusted info source
• Uniformly communicate risk reducing legal content
• Showcase higher level speakers and trainers
• Deliver proprietary advanced skill courses to enhance their career development culture
(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved
Larger Firms Want Private Events
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For Each Event Are You a Wholesaler or Retailer?
• Retailer for ‘General Population’ for firms that can’t fill all seats
• Wholesaler Options for Larger Firms that can ‘buy’ all seats
• Provide REBAC license holder - issue CE certificates
• Provide high level trainers
• Charge a flat fee or per head fee to cover the trainer, royalties and/or any books
• They provide the venue, registration, marketing, proctors, any sponsorships, food/beverage and/or books
(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved
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(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved
CE is NOT the Destination … It is the Byproduct
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Deliver What No One Else Can
• If everyone offers FREE CE – Do you really need to do that too?
• How do you help raise the bar if your focus is the bottom tier of basic information
• Look for opportunities that deliver high level info with advanced skills and also CE
(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved
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Not All Trainers Are Created EqualDifferent levels of skill training require different trainers and compensation
• Pre-Licensing
• New Agent Training
• Post Licensing requirements
• Skill training and workshops
• CE Mandatory Curriculum
• CE Courses - Original Content
• Designations and Certifications
(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved
Trainers Need to Practice What they Preach
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Training Formats and Profitability• Live Class Training –
• I come to train in your location with students in your facility
• You need #X students to generate a profit
• Live-Virtual Training –
• I train in your location with one or more classes somewhere else taking the class at the same time
• You get #X students here and other places get what they can and it is easier to make a profitable class
• Virtual Training –
• I stay in my recording studio and your live classes are in one or more places
• Economies of scale deliver profitability
• Online On Demand Training –
• makes money while you sleep
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The TRIFECTAThe Essential Credentials for All Realtors® - New or Seasoned
Accredited Buyer Representative
• 2-Day Core Course• 1 Elective Course Required• Annual Dues of $99• SRSCouncil.com
• 2-Day Core Course• 1 Elective Course Required• Annual Dues of $110 USD• REBAC.net
• 2-Day Core Course• $159 Student App Fee• WhatIsREBI.com
Trainer Fees plus $60 Per Person Royalty and BooksOR “Revenue Share” and “Per Student Pricing with Minimum Guarantee” Options Also Available
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One-Day Business Management Courses
All New 1-Day courses - $50 pp Royalty• Recruiting for Success: Creating a Vibrant Real Estate Organization
• Creating a Profitable Real Estate Company
• Show Me the Money – Compensation Planning
• The Firm Rules – Company Policies to Mitigate Risk
• Managing a Multi-Generational Business
• Building a Business Plan that Gets Results
• Performance Leadership – Coach, Manage & Mentor
• HR Solutions for Today’s Real Estate Company
• Exit Strategies for Real Estate Brokerage Owners
For more details on earning the designation go to: CRB.com
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Teams Business Management Series
1-Day Core Courses – Must Take 3
• Designing and Sustaining Successful Teams
• Team Leadership for Maximum Performance
• Team Profitability
• HR Solutions for Teams
For more info go to – REBInstitute.com
Trainer Fee plus $35 Per Person Royalty, Books and $159 student paid app fee“Revenue Share” and “Per Student Pricing with Minimum Guarantee” Options Also Available
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Other Outreach Options for Firms
(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved
• Provide Managers with quality information for their Office Meetings• Live, Live virtually, Pre-packaged powerpoints, Videos on the value of
membership and monthlty info updates• Engage your CEO, leadership and office team leaders as spokespeople
• RPAC Fundraising – Legislative • Work with NAR/State Association for Broker Outreach Call to Action programs• Use the relationship to generate more major donors• Have office and company competitions
• Community Service• Showcase all company efforts in the community
on your website• Highlight members that work on community
events and promote the company as well
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Plaque dedicated to a leader at the Plano Association of REALTORS®
It is not the job of membership
to understand its leadership
… It is the job of leadership
to understand its membership
(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved
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Adorna O. Carroll, DSAABR/M, SRS, CRB, C-RETS, RENE, GRI, CIPS, PSA, SFR, ePRO
[email protected] DynamicDirections.com
AdornaSpeaks – Facebook @AdornaCarroll – TwitterAdornaCarroll - Linkedin
• Leadership Training Programs
• Strategic & Business Planning
• Executive Team Leadership Personal Coaching
• Leadership Academy Curriculum and Training
• Business Management Courses for Brokers, Managers, Teams
• ABR – Accredited Buyer Representative
• SRS – Seller Representative Specialist
• C-RETS – Certified Real Estate Team Specialist
• RENE – Real Estate Negotiation Expert
• CRB – Certified Residential Broker
• Continuing Education and GRI courses
• AE Seminars, Programs & Institutes
• Convention Programs
• Course Writing
Training Today’s Real Estate Professionals for Tomorrow’s Business