planning and accountability for the sales team

11/09/2014

1

Planning and Accountability

Peter Kakos Director – Marshall White Brighton

Climb mountains… Not so the world can see you, but so

you can see the world

-‐ Author unknown

producIvity

results

balance

discipline planning

consistency

accountability

What sort of agent do they want to be? What you don’t confront you validate

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Why Agents Fail

•  They don’t know WHAT to do •  They don’t know HOW to do it •  They don’t HAVE the resources •  They don’t WANT to do it

•  Do you have the right people? •  Are they moIvated? •  Do they know what to do? •  Do they know how to do it? •  Do they have the right environment conducive to success?

Four Elements of Success

Knowledge

Skill

Ac/vi/es

A2tude

DerivaIves of Income •  Follow up •  Calls •  F2F •  Personal MarkeIng •  Success MarkeIng •  Area Specialist •  Outstanding open homes •  Appraisals •  LisIng Appointments •  LisIng win rate •  Average commission •  Average price •  NegoIaIon Skills

•  Scripts •  AWenIon to detail – the liWle

things •  Service deliverables •  Networks •  Next 10 -‐ always •  V. P. A. •  Clearance rates •  Days on market •  Property Management

referrals •  Database – Trails and contact

points (wriWen and verbal)

Genera

Ing

Presen

Ing

Seller

Manag

ement

Buy

er

Manag

ement

NegoIa

Ion

AucIon

Clie

nt

Nurture

Bala

nce

What’s your hourly rate?

$ Commission ÷ # Hours worked

E.G. $300,000 GCI ÷ 2,310 (55hrs / week x 42 weeks)

= $130 / hour

Value of Time

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3

$0

$10,000

$20,000

$30,000

$40,000

$50,000

$60,000

$70,000

$80,000

Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

FY13

FY12

Typical Agent Year

Simplicity is the ulImate sophisIcaIon

Review / Preview Financial Plan Marke/ng Plan People Plan Learning and Development Plan Personal / Goals

Business Plan Your Blueprint

Preview / Review Business Review •  What was your greatest achievement FY14? •  What worked FY14? •  What was your greatest challenge FY14? •  What learning's are you taking from FY14? •  What will you do differently FY15?

Financial Plan Goal Stretch Target

Personal Income

Average Sale Price

Average Comm. (%)

Average Comm. ($)

Personal Comm. Split (%)

Average $ personal fee

No. sales p.a.

List to sell raIo %

No. lisIngs p.a.

No. lisIngs per month (10 mths)

LisIng win rate %

No. qualified lisIng appointments

Where is your Biz coming from? Ac/vity %

Repeat Clients

Referrals

Open Homes

Just Listed Calls

Just Sold Calls

Office

Telephone Prospect

Builder

Ac/vity %

Investors

Networking

Expired lisIng

Database

Personal Contact

Door knock

Buyer

Family / Friends

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MarkeIng Plan Weekly

Just Listed, Just Sold, OFI invites

Database calls, buyer emails / calls

Pipeline calls, Expired

Quarterly

Market Update / Snapshot

Seasonal (Selling in Winter, Spring, Summer, Autumn info.)

Half yearly

FY sales and CY sales -‐ report

Investment report

Annually

Client event

Anniversary Call

Xmas, Easter, Mothers Day, Fathers Day

January February March

April May June

July August September

October November December

GeneraIng Plan Genera/ng Plan Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

Personal Marke/ng NewsleWer

Direct mail -‐ Market Update

Newspaper

Direct Prospec/ng Expired

Street IntroducIons

Buyers

Client base nurture Cards / Mail

Calls

Market report

Email NewsleWer

Networking

Sponsorships

Events

Prospec/ng Plan

Other Agents LeWer

Buyer requirements

Just listed / sold Intro -‐ Door knock / call

OFI Invite

Campaign update

Core Business Area Intro call / door knock ‘How much is your home worth?’ offer

Call Plan

Pipeline A, B, C trails

Buyers OFI follow up

Min. private showings / week

Text updates on sales

Clients Post sale contact

Referrals, Pop-‐ins

Call trails, Client event

What am I good at? What am I not good at?

What do I enjoy doing? What don’t I enjoy doing?

Self Assessment

•  Team Structure ü What is your team’s current structure? ü  Is it aligned with what I propose to achieve in the next 12 months?

ü What changes need to take place? ü When will these changes take place?

Learning and Development Plan

•  SWOT •  Skill Development – GeneraIng, dialogue, vendor management,

buyer management, negoIaIon, lisIng skills, USP… etc.

•  Training Plan •  Courses •  Create calendar (What, where, who, when)

•  Resources – CD’s, Books •  Support System – coach, mentor, accountability buddy, manager

•  Courses •  Investment $

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Personal / Goals Your Top 3 in…

•  Health / Fitness •  Family & RelaIonship •  Finance and wealth •  Business and Career •  Learning Goals •  Spiritual and RelaxaIon •  Places you’d like to visit •  Community / humanity

Balance Wheel

s

Family

Rela/onships

Health / Fitness

Social / Friends

Holiday / Leisure

Community

Wealth Crea/on Crea/ve / Spiritual

0

10

10

10 10

10

10

10 10

Balance Wheel

s

Family

Rela/onships

Health / Fitness

Social / Friends

Holiday / Leisure

Community

Wealth Crea/on Crea/ve / Spiritual

0

10

10

10 10

10

10

10 10

Accountabi

lity

or Productivity

It’s about gesng the most out of your agents

1 1 1 1 12 2 2 2 23 3 3 3 34 4 4 4

5 5 5 5 123

1

2

3

1

2

3

1

2

3

1

2

3

1

2

1 3

2

3 1

Referral - Other Agent 4 2

5 3

6

7 1

8 2

9 3

10

11 1

12 2

3

1 6 1 6

2 7 2 7 1

3 8 3 8 2

4 9 4 9 3

5 10 5 10 ©,Peter,Kakos,2014

Diff.%+/( 0

Places%to%Visit

Things%to%do

Community%/%Humanity

Loved%Ones

…

Family%/%Relationship

Balance%(%Activities%/%Health%/%Family

3$0

1$0

Generating%Plan%(%How%will%I%find%business

5

November

$0

September

3

FYGCI

Target%14/15Actual%14/15Diff.%+/(

$0

Non%(%Negotiables

July

5$0

August

2

Avg. Sale Price

PM Referrrals

MW,One,Referrals

NAB,Referrals

Letter Drop

Sponsorship

Publicity

Buyer enquiry

Other,B,

30/06/2014

# Sales

# Listings

Avg. Comm. %

D.O.M.

3$0

December

Diff.%+/(

July

Transactions

2$0

FYActual%13/14Target%Listings%14/15Actual%Listings%14/15

Actual%13/14#%Saturdays%FY14

AGENT:DATE:

August October

S.W.O.T. Analysis

5$0

Threats to achieving planOpportunities to exceed plan

0

TARGET

Critical Numbers - Previous Year

Target Actual

x

x1

Target%Sales%14/15Actual%Sales%14/15

Fin. Year Ending

GCI

00

December

January

January

February

3$0

TOTAL$036$0

April

3$0

Average Fee $Target Comm. $

April

May

May

November

October

September

$0

Average Fee %

Strengths

Average Price

Key Initiatives / Key areas to focus onAnnual Priorities

Weaknesses

February

March

March

Open Home

Referral - Client

CBA / Target Mkt / Key Demo.

3

4

5Other,B,

Past Clients

Marketing

# app p/mth

00

x Business%UpgradesLearning%and%Development%Plan

AREC,15,

Current%Database%#

Smart Numbers / KPI's

Goals%(%Life%DesignHealth%/%Fitness

Social%Goals

Finance%/%Wealth

Business/%Career

Spiritual%/%Relaxation

x

x

# listings p/mth

$0

Target,Database,#,Q1




# calls per week

Daily mins / generating

# sales p/mth

$00.00%$0.00

June TOTAL

June

3$0

000

0

Where my business came from FY14 %

February Proj.,Comm. March Proj.,Comm. April Proj.,Comm. May Proj.,Comm. June Proj.,Comm.

1 Target $02 Actual $03 Projected $04 Total $05 Difference $067

Totals $0 $0 $0 $0 $0

February Comm. March Comm. April Comm. May Comm. June Comm.

1234567

Totals $0 $0 $0 $0 $0

Avegage7Price $1,500,000 Average7Comm. $22,500 Avegage7Price $1,500,000 $22,500Average7Fee 1.50% Budget $0 Average7Fee 1.50% $0

July Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun TOTALSListings 0 0 0 0 0 0 0 0 0 0 0 0 0Listings7Actual 0 0 0 0 0 0 0 0 0 0 0 0 0Sales 0 0 0 0 0 0 0 0 0 0 0 0 0Sales7Actual 0 0 0 0 0 0 0 0 0 0 0 0 0GCI7Budget $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0GCI7Actual $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0Diff $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0

July Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun TOTALSListings 0 0 0 0 0 0 0 0 0 0 0 0 0Listings7Actual 0 0 0 0 0 0 0 0 0 0 0 0 0Sales 0 0 0 0 0 0 0 0 0 0 0 0 0Sales7Actual 0 0 0 0 0 0 0 0 0 0 0 0 0GCI7Target $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0GCI7Actual $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0Diff $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0

Agent,Forward,Planner

BUDGET

TARGET

Not7Yet7Signed

Average7Comm.TARGET

127Month7Budget Six7Month7Target

Pipeline

Completed

11/09/2014

6

Minimum Benchmarks ü Minimum GCI > $xk ü Average sale price ($x) ü Average commission rate (x%) ü X lisIngs / month ü X sales / month ü Clearance rate >x% ü X prospecIng calls / week ü DOM (< x days) ü  (x) Appraisals per week ü LisIng win rate (>x%) ü  (x) AddiIons to CRM per month ü  (x) Property management referrals per month

Business Plan - Accountability

T A DB OFI Co Lbox CC Ref DK Other T A DB OFI Co Lbox CC Ref DK Other T A T AMarch

Week 1 0.0 0.0 0.0 0.0Week 2 0.0 0.0 0.0 0.0Week 3 0.0 0.0 0.0 0.0Week 4 0.0 0.0 0.0 0.0TOTAL 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0

April


May


T A DB OFI Co Lbox CC Ref DK Other T A DB OFI Co Lbox CC Ref DK Other T A T A

0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0

On#Track 0.0 0.0 0.0 0.0

Buyer Appts.

SourceSource

AuctionsMarket Appraisals Listings

Buyer Appts.

AuctionsMarket Appraisals Listings

T A T A T A T A T A T AMarch

Week 1 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 $0 $0NotesWeek 2 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 $0 $0NotesWeek 3 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 $0 $0NotesWeek 4 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 $0 $0NotesTOTAL 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 $0 $0

AprilWeek 1 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 $0 $0NotesWeek 2 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 $0 $0NotesWeek 3 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 $0 $0NotesWeek 4 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 $0 $0NotesTOTAL 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 $0 $0

MayWeek 1 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 $0 $0NotesWeek 2 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 $0 $0NotesWeek 3 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 $0 $0NotesWeek 4 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 $0 $0NotesTOTAL 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 $0 $0

T A T A T A T A T A T A0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 $0 $0

On#Track 0.0 0.0 0.0 0.0 0.0 $0

3

F2F Target Letters GCIDatabase Entries Referrals Other AgentsCalls

Property ActionT A T A T A Street Action #

GCIListingsSales

Street Action #

T A T A T AAppraisals Name Want/NeedPM=ReferralsNAB=RefBuyer=entries

General'Item'Discussion

Team=Meeting=Week=Commencing:=

Marketing

AAA'Buyers

Current

Pending

Meeting'Actions

FYTDK.P.I.'s

AAA'Chase'ListGeneratingProspecting

MTD QTD

Letters

The'NumbersMTD QTD FYTD

1200 client rela/onships with relevant contact plan –

managed and nurtured using CRM on a 90 day call cycle

= 20 calls / day

100 / week 400 / month 1200 / quarter

11/09/2014

7

People need to be reminded more than they need to be instructed

Will.I.Am

I'm ignoring my problems and paying aWenIon to my dreams.. So you've got to put yourself in a situaIon of opportunity, opImism, confidence, determinaIon, discipline..... Surround yourself with good people.... Good people... That's how you get there.

Yesterday I was clever so I wanted to change the world... Today I am wise so

I want to change myself Thank You

planning and accountability for the sales team

Real Estate