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Matthew Rathbun CRS Team Presentation

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Matthew Rathbun CRS Team Presentation

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Matthew Rathbun CRS Team Presentation

  1. 1. BUILDING A TEAM TO GROW YOUR BUSINESS matthew rathbun theagenttrainer.com
  2. 2. 2 • Restrooms • Breaks • Expectations • Participation
  3. 3. Hi! I’m Matthew! TheAgentTrainer.com | @MattRathbun #Broker #Troublemaker #Storyteller #BrandFanatic #Geek
  4. 4. Now You! In under 30 seconds, tell us: • Your Name • Your Firm • Years, Months, Minutes In the Business • What s your story?
  5. 5. WHY CRS?
  6. 6. I m here to help you build a kickass team… or to not. 6 …up to you
  7. 7. V 2.2 TheAgentTrainer.com/crsteams
  8. 8. CHAPTER 8 1
  9. 9. 9 You re The Leader - Let s Start With You • Will hiring help you achieve your goals? • What Is your broker s stance on teams? • Legal and procedural requirements for hiring • Personal readiness to lead • Business readiness to hire
  10. 10. 10 Advantages of Building A Team • Increase in Income • Broader reach in the market place • Reinvigorating your love of the business • Increased transactions • Ability to specialize • New avenues of clients
  11. 11. Where Are You Now? 11
  12. 12. What Does Your Broker Think? 12
  13. 13. 1. Supportive Leadership 2. Team Policies 3. Resources 4. Coaching / Mentoring 5. Technology 13 Team-Ready Brokerage
  14. 14. Legal Considerations 14 1. State Regulations 2. Advertising Rules 3. Brokerage Policies 4. Agency Considerations 5. Federal Considerations
  15. 15. Assessing Readiness
  16. 16. 16 State Of Your Business • Business Plan Review • Goals and Objectives • Do You Want To Grow? • 1year, 2 year and 5 year plans • Is Your Business Diverse? • What is going on now that you re considering a team
  17. 17. 1. Business Plan 2. Business Projections 3. CEO Mindset 4. Financial Readiness 17 Are You Are Running Your Business As A CEO?
  18. 18. 7 Things Successful Agents Do Differently
  19. 19. Primary Roles 19 CORE ROLES Rainmaker Firefighter Admin Marketer
  20. 20. Are You Ready For This? 20
  21. 21. What s Your Hourly Rate? 21 Hourly Rate Formula Total Income - $100,000 10 (hours/day) x 6 (days/week) x 51 (weeks/year) = 3060 hours $100,000 / 3060 = $32.68 value per hour
  22. 22. CHAPTER 22 2
  23. 23. You As A Leader 23
  24. 24. HORIZONTAL TEAMS VERTICAL TEAMS
  25. 25. THE NEED FOR ORGANIZATION 1. Organizational Structure 2. Job Descriptions 3. Written Agreements 4. Goals and Expectations 25
  26. 26. LucidChart.com
  27. 27. DO YOU REALLY NEED AN ASSISTANT OR JUST WANT AN ASSISTANT? 27
  28. 28. ASSISTANTS VIRTUAL VS IRL 28
  29. 29. MyOutDesk.com
  30. 30. Zirtual.com
  31. 31. Fiverr.com
  32. 32. • Cannot Show Property • Must Be Paid a Salary/Hourly • Cannot Give Opinion/Advice • Cannot Hold Open Houses • Measure Homes • Host Walk-Throughs • Can Act as Courier • Can Organize Documents • Can Schedule Appointments • Can Place Signs • Can Produce Marketing Under Supervision of Agent • Employment Is Subject To Approval of Broker Unlicensed Assistants
  33. 33. 1099 VS W2 1. IRS criteria for 1099 or W2 2. If an individual is hired to do tasks that do not include traditional client representation, carefully consider how they are classified and compensated 3. Hourly or salary basis (if not IC) – regardless of license status 4. Tax withholding and other state and federal employer requirements 33
  34. 34. FEDERAL GUIDELINES 1. The degree of control exercised by the alleged employer. 2. The extent of the relative investments of the (alleged) employee and employer.  3. The degree to which the employee’s opportunity for profit and loss is determined by the employer.  4. The skill and initiative required in performing the job. 5. The permanency of the relationship.  34
  35. 35. nekstapp.com
  36. 36. CHAPTER 36 3
  37. 37. 37 PLANNING WITH THE DIVORCE IN MIND
  38. 38. SOME THINGS TO CONSIDER IN YOUR AFFILIATION AGREEMENT 1. Start date of relationship 2. How commission is disbursed 3. Who pays what fees 1. (MLS, Assoc., etc…) 4. How is vacation and time-off handled? 5. Who handles team finances? 6. Job description for each team member 7. Who is primary for listings and leads? 8. How will disassociation from the team occur 9. How is departing member compensated 38
  39. 39. COUNTING THE COST ARE YOU READY TO PAY STAFF OR SPLIT YOUR COMMISSION?
  40. 40. SEEK LEGAL ADVICE 40
  41. 41. JOB TITLES AND DESCRIPTIONS • Team Leader • Assistant • Marketing Coordinator • Listing Administrator • Client Coordinator • Buyer Agent • Listing Agent
  42. 42. CHAPTER 42 4
  43. 43. WHERE TO FIND RECRUITS 43 Network JobsitesInhouse
  44. 44. ziprecruiter.com
  45. 45. INTERVIEWING PROCESS 1. Pre-inteview candidate screening 1. Google 2. Nudge.ai 3. Resume 4. Portfolio 2. First Interview 1. Video conference 3. Tasks to determine fit 4. Second interview 1. Bring a friend 5. Candidate Selection 1. Background check 45
  46. 46. CAREFUL WHAT YOU ASK. YOU’RE AN EMPLOYER NOW.
  47. 47. COMPENSATION CONSIDERATIONS • Commission Splits • Business Origin Split Differential • Team Expenses vs Agent Expenses • Contribution to Team Expenses • Conflict Resolution
  48. 48. CHAPTER 49 5
  49. 49. WORKFLOW
  50. 50. fivestreet.com
  51. 51. calendly.com
  52. 52. Email Signature Templates
  53. 53. CHECKLIST 54
  54. 54. trello.com
  55. 55. CRMs 56
  56. 56. followupboss.com
  57. 57. grasshopper.com
  58. 58. TEAM MEETINGS 59 • Consistency • Standup Meetings • Monthly Meetings • Documentation • Company Meetings
  59. 59. 60 ACCOUNTABILITY
  60. 60. ONBOARDING AND PROCESSING 61
  61. 61. proofhub.com
  62. 62. WRITTEN REVIEWS 1. 30, 60, 90 and Annual Reviews 2. Should be in writing 3. Outline goals and expectations 4. Followup on corrected behavior 5. Be consistent with both IC and Staff 63
  63. 63. 64 RETENTION Environment Salary Rewards Empowerment Recognition
  64. 64. 7 Things Successful Agents Do Differently WHEN ITS TIME TO GROW Ideas Organization Assistant Team CEO
  65. 65. CHAPTER 66 6
  66. 66. THE IMPORTANCE OF CULTURE
  67. 67. SYNERGY&CULTURE INTERNAL EXTERNAL
  68. 68. GOALS CREATING AN ACTION PLAN 1. Specific 2. Measurable/Meaningful to you 3. Attainable 4. Realistic 5. Timely 69
  69. 69. 70 Helen Keller "Alone, we can do so little; together we can do so much."
  70. 70. QUESTIONS AND ANSWERS
  71. 71. 72 IT’S EXAM TIME… BREATH. YOU’VE GOT THIS… Start here bit.ly/BuildTeamBiz Evaluation https://goo.gl/TghWH3 30% OF MEMBERSHIP CODE: RATHBUN2019
  72. 72. Thanks for your time! That’s Jett Facebook: /mattrathbun Twitter: @mattrathbun Matthew@TheAgentTrainer.com TheAgentTrainer.com

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