PEP Metrics and Financial Breakout Sessions Presented by David Odom Executive Vice President - Finance

The Power of sharing Exchanging Ideas Discussion of Problems Resolving Mutual Issues Roundtable Discussions “All For One AND One For All”

The power of the pack Common Issues – Common Solutions “Been There – Done That” New Owners – New Ideas Experienced Owners – Evolving Solutions Open Communication and Collaboration

The Power of Metrics Consistent Measurement Tools Company Norms Industry Standards Performance Benchmarks Highlight Areas Requiring Attention

THE PURPOSE OF METRICS Tools To Evaluate Performance Self Evaluation Sets the Bar Comparisons To Where The Bar IS Measurement Of How To Move The Bar Methods Of How To Move The Bar

What is PEP? P roductivity – Transaction Sides/Agent E fficiency – Operating Expenses/Agent P rofitability – Net Income/Agent

Why is PEP of Value? Measurement and Movement How Do I Increase Agent Productivity How Do I Decrease Cost Per Agent How Do I Increase Profit Per Agent

Will PEP EVER LOSE significance? If You Are Dead You Sell The Company And/Or Retire Otherwise…..IT WILL NEVER LOSE SIGNIFICANCE!

How to Benefit from the PEP Breakout sessions! Almost 60% Of Offices Are Included Good Representation Of All Office Sizes Excellent Facilitators Note Takers Provided Summary Of Session

PEP Form and Content

Your “Primary” Owner Your Company Metrics Your Group Ranges By Agent Size Your Offices Included

Rankings Of Your Office National Statistics PEP Based Indicators Windermere Wide Statistics

POOP METRICS Why is the detail important? Worst Profitability = /Agent Best Profitability =$50,580/Agent Best Productivity = 52 Sides/Agent Worst Efficiency = $47,924/Agent

Examples of Nuggets Hire a coach, paid by the company, non-clock hour Weekly accountability meeting with any agent not hitting goals Small monthly agent fee (producing 20K – 500K) Desk fees tied to CPI Bonus for manager tied to company $ and thresholds achieved Tech employee to meet with agents about their web sites and the connection to the tools

Preparation and Participation Know your numbers Share your knowledge and insights Listen and digest the group’s input Write down the best ideas Implement the action steps

Now go Find the Golden Nuggets!