6. 1. Industry challenges 2. Brokerage principles 3. Manager’s role 4. Ideal “shape” of office? 5. Profits on purpose 6. Targeted recruiting LESS BUSYNESS * MORE BUSINESS!

20. Key Principles of Successful Brokerages

22. HEAVY DOSES OF PROSPECTING & PRESENTING

24. HEAVY DOSES OF PROSPECTING & PRESENTING

29. “Most entrepreneurs are merely technicians with an entrepreneurial seizure….” “Most fail because they are too busy working IN their business, rather than ON it.”

30. “Rather than relying on the skills of great people, the business empowers ordinary people to perform in extraordinary ways. The System runs the business. The People run the systems.” “If you can build a business that works and thrives without you, you have put yourself in control of both your business and your life. On the other hand, if your business depends on you, you don’t own a business – you have a job.”

31. Systems ensure that what needs to get done, gets done, consistently and professionally, with every customer, every transaction, every agent, every time.

32. Great systems drive the business. Great people drive the systems. Great leaders drive the people.

33. Those in positions of leadership and power, through their behavior and actions, influence the behavior and actions of those below them – thus “casting a shadow” across the organization.

34. Team members tend to look upwards for clues as to what is important, how to get ahead in the organization, and how to fit in.

36.  Recruiting  Training  Supervising  Motivating  De-hiring WRAPPED AROUND A WRITTEN BUSINESS PLAN.

38. LISTING * RECRUITING

40. A.Trophies B.Team Players C.Teenagers D.Newbies ALL FOUR TYPES NEEDED… BUT IN OBESE PROPORTIONS!

44.  The VALUE of your business depends on its PROFITABILITY as adjusted.  Owner’s personal production (agent split)  Value of owner’s “non-selling” services  An industry “multiplier” is then applied.

45.  REVENUE  More agents  Higher productivity  Ancillary Income  COST OF SALE  Agent splits  Company vs. agent generated?  EXPENSES  Space  Staffing  Marketing

47. PEOPLE…  Who fit in…  With positive experience interacting with others…  Whose image and demeanor upholds your image and reputation…  Who are dissatisfied with their life…  Harboring big dreams and goals…  And an ample “sphere.” 70/30/30

48. EXPECTATION LETTER

49.  Median age of real estate home buyers is 36 years.  The median age of NAR members is 57 years.  19% of all REALTORS ® are under age 45.  3% are less than 30.  24% are 65 and older. WHAT ARE YOU DOING TO “YOUNG UP” YOUR OFFICE?

51. WHAT MILLENNIALS WANT:  Navigate a career path  Straight feedback  Fairness and transparency  Training and coaching  Formal development program  Flexible schedules  Atmosphere of teamwork  Excitement and challenge

55.  Campus recruiting  College internships  Apprentice Program  A check in 60 days!

61.  Recruiting  Training  Supervising  Motivating  De-hiring WRAPPED AROUND A WRITTEN BUSINESS PLAN.