solo agent to solo plus first assistant through 4th level · your customers will like working with...
TRANSCRIPT
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Solo Agent to Solo Plus
First Assistant through
4th Level
Rae Wayne
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Rae Wayne
2
Los Angeles, California
Mega Agent, 7th Level Team
KWU Master Faculty
KW MAPS Coach
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Tell Keller Williams University what you think!
Simply enter
www.evalfr.cominto any mobile device to complete your
evaluation for this session.
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Who’s in the room?
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Solo Agent
to 4th Level
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Why doesn’t everybody do it?
Myths and Excuses
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Myth
I’m doing fine on my own.
Truth
You will hit a ceiling.
There are only 24 hours in a day.
Nobody is great at doing everything.
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• You like doing administrative work.
• You only want to do what you can personally handle
yourself.
• You like to be in control of everything.
• You don’t like taking a break or a vacation.
• You don’t want to earn more than what one person
can handle.
“I’m doing fine on my own …”
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Solo Agent to Solo Plus First Assistant through 4th Level9
Solo Agent With a Team
• Use all your time • Free up time
• Limited profit • Unlimited profit
• You focus on every
aspect of the business
• You focus on sales
and growth
• Declining customer
service
• Increased customer
service
• No time to build your
business
• Time to build your
business
• Stress and risk of
burnout
• Stability and longevity
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Myth
My customers won’t like it.
Truth
The opposite is true. Your customers will like
working with a specialized team.
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Myth
I can’t possibly hire anyone until
I have better systems in place.
Truth
Systemization and organization
are not your strengths.
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“The best way to put systems in place is to hire a person with the
skills to document and later implement your systems … hiring a person, specifically administrative
help, comes before the full development of systems and tools.”
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- The Millionaire Real Estate Agent, p. 160
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Myth
I don’t have time to train anyone.
Truth
• KW has classes, videos, systems,
models, and coaching.
• Hire someone who is already trained.
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Myth
My clients will only work with me.
Truth
Your clients aren’t loyal to you, they are
loyal to the standards you represent.
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Myth
It would take too much time and effort,
and I will lose my freedom.
Truth
You will actually gain freedom and flexibility.
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Solo Agent
to 4th Level
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1st Level – Become a Success Yourself
• Part Time vs. Full Time?
• Structure / Discipline / Consistent Schedule
• Education / Involvement / Participation
• Understand the Four Models of the MREA
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The Four Models
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1. Economic Model
Keys:
• Know what numbers you must hit.
• Focus on appointments.
• Focus on conversions.
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2. Lead-Generation Model
Keys:
• Prospect and market.
• Set up a database and systematically market to it.
• Focus on seller listings taken.
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3. Budget Model
Keys:
• Lead with revenue.
• Play “red light, green light.”
• Stick to the budget.
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4. Organizational Model
• Keys:
• When doing all you can, hire administrative help.
• Your first hire is administrative.
• Your second hire is administrative.
• Hold on to Commission Income as long as you can.
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• Administrative Assistant first!
2nd Level
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Prepare Yourself
• Mega Recruit-Select
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DO DON’T
• Plan ahead • Hire on the spot
• Go three deep • Fail to check references
• Validate DISC/AVA • Hire without DISC or AVA
• Communicate openly • Hold back any concerns
• Hire for gain • Hire out of pain
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• Compensation
Prepare to Pay
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2nd Level Job Description
• Lead generation systems execution
• Communication systems
• Financial systems
• Staff oversight
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Q: Why is an assistant so important?
A: You cannot afford to be doing
$15/hour work!
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Becoming a Power Hitter
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With three more days of sales per week, how much more
would you sell?
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M T W Th FrM T W Th Fr
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“You don’t have enough arms and legs to do everything all the time. In fact, at some point, everyone should aspire to have assistance just to avoid burning
out. And the leverage that hiring someone can bring to your business is the fastest, surest way to continue up
the path to becoming a Millionaire Real Estate Agent.”
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- The Millionaire Real Estate Agent, pp. 158-159
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“If you kick the person in the pants who caused all your
problems, you’d never be able to sit down.”
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- Dianna Kokoszka, CEO, KW MAPS Coaching
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Where to Find Talent – First Admin• Ads
• Allied resources
• Job websites
• Temporary employment
agencies
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• Permanent employment
agencies
• Other agents in your
marketplace
• Real estate schools
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• The Perfect Real Estate Assistant
• The Graduate Perfect Real Estate Assistant
KW MAPS Group Coaching
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Coached Teams vs.
Uncoached Teams
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“The idea is eventually to reach a point where you are wholly focused on lead
generation, listing, and selling while your administrative team handles everything
else in your business. Only after reaching that point, when you find you
have more sales-oriented work than you can handle alone, do you add staff for
sales.”
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- The Millionaire Real Estate Agent, p. 198
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• Contract to close
• Select and manage vendors
• Client communication
• Manage a runner or take care of physical tasks
outside the office
3rd Level Job Description
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3rd Level – It Gets Easier
• First assistant can hire second one.
• First assistant can train second one.
• First assistant can manage second one.
• Systems are ready for volume.
• Lead generation volume can now go up!
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• Showing Agent / Buyer Agent (SA / BA)
4th Level
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Showing Agent
• YOU secure the lead / appointment.
• YOU conduct buyer consultation / obtain
agreement.
• SHOWING AGENT shows properties.
• YOU write offer / negotiate.
• Staff oversees transaction.
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Compensation – Showing Agent
• Hourly rate plus bonus per closing
• 10%–25% commission
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• Buyer agent secures the lead / appointment.
• Buyer agent conducts consultation / obtains
agreement.
• BA or SA shows properties.
• Buyer agent writes offer / negotiates.
• Staff oversees transaction.
Buyer Agent
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• 25%–50%* Commission
* fewer rainmakers are paying 50% unless it’s a
Lead Buyer Agent who oversees others.
Compensation – Buyer Agent
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Gary Keller recommends you start with a Showing Agent, until they earn the right to be a Buyer Agent.
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Buyer Specialist Questions
• Availability for days/evenings/weekends?
• Prepared for commissioned career?
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• Training• Consulting• Accountability• 100-day plans• ROI check• Coaching
2nd, 3rd, and 4th Levels – How Will
They Succeed?
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How long will it take?
*Base your growth on your
business plan and production numbers, NOT dates.
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Onward to the 5th, 6th, and 7th Levels
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What Teams Achieve
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Team Opportunity
• Build a team or join a team
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Q&A
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