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RSTLM—Tools to Strengthen Market Center Leadership

Georgia Alpizar

Presenter

Georgia AlpizarRegional Director—North Florida

RSTLM: Tools to Strengthen Market Center Leadership

Please complete an evaluation form found in the back of your program guide.

RSTLM:Tools to Strengthen Market Center Leadership

Why You Are Here

4 RSTLM: Tools to Strengthen Market Center Leadership

Recruit Select Tools

Assess Your Current OrganizationTarget Outcomes:Gain a solid understanding of:• Current organization structure• Reporting dynamics• Behavioral strengths• Opportunities for growth and change

Assess Your Current Organization• Tool: Drawing of Organizational Chart

Market Center

TeamLeader

Reception

Associates

Operating Principal

MCATeamLeader

Reception

Investor Group

Assess Your Current Organization• Tool: Drawing of Organizational Chart

Millionaire Real Estate Agent

Marketing &Admin Mgr

TransactionCoordinator

BuyerSpecialist

Lead BuyerSpecialist

Lead Listing Specialist

Mega Team

Assess Your Current Organization• Tool: Reddies, Greenies, Brownies

1 2 3 4 5 6 7 8 9 10------------------------------------------------|------------------------------------------------------------- Below Average Average Well Above

Determine Job Requirements• Target Outcomes:

• Define the qualities and specific traits this person will bring to your organization

Determine Job Requirements• Tool: Job Profile

• Job standards• Job requirements• Behavioral requirements• Job narrative

Q: Where can I find these documents once I’m back at the office?

A: On the Toolkit tab at kwu.kw.com/ recruitselect.

Determine Behavioral Requirements

The DISCBehavioralTendencies Low HighAggressiveness V1

Sociability V2

Calmness V3

Conformity V4

1 2 3 4 5 6 7 8 9

The AVATools:

Determine Behavioral Requirements

The Job Activity Rating

Do the Screening Interview Target Outcomes:

Consult with the candidates on DISC results Eliminate poor job match candidates Decide whether to continue with the candidate

Do the Screening Interview

Tools:

Job Description DISC Report Notes

WEIGH Action Plan

Reference Check Target Outcomes:

Verify information received Verify perceptions, feelings Get objective input Get additional information

Reference Check Tools: Candidate’s reference list form Reference check script and notes

Do the Comprehensive Interview Target Outcomes:

Validate behavior Develop total understanding of the person Develop mutual trust and rapport Identify “hot buttons”—find out what they want

Do the Comprehensive InterviewTools:

Judgment evaluation AVA report

AVA laminate Comprehensive

interview questions

Action Training Tools

RSTLM: Tools to Strengthen Market Center Leadership21

The First 100 Days Tool: Growth/Control Relationship Graph

The First 100 Days Tool: Closed Loop Training Model

7. Closed Loop Training

Identify Training Topics Target Outcomes:

Identify scope of topics to be included in in personalized action training plan.

Identify Training Topics Tools:

Key areas of accountability and key tasks

• Use these to identify training topics for your new team member

Identify Training and Milestone Tasks

Target Outcomes: Prepare a plan of activities Sequence training topics in a

custom/personalized 100 day program

Identify Training and Milestone Tasks

• Identify training activities and key milestones to accomplish during the first 100 days

The KASH Talk Target Outcomes:

Close the training loop Identify areas or growth/challenge for specific job

competencies Identify how you can help enhance the learning

experience Strengthen your relationship

The KASH Talk Tools:

KASH Model• Knowledge• Attitudes and Beliefs• Skills• Habits

The KASH Talk

Tools KASH worksheet

• Hold feedback sessions regularly using the KASH Worksheet

The 4-1-1 Session Target Outcomes:

Review prior week's activities and progress toward goals

Set next week’s goals and activities Consult with team member to close the loop Strengthen relationship

The 4-1-1 Session Tools:

4-1-1 Goal Worksheet

Red Light/Green Light Evaluation Target Outcome

Evaluate team member's fit for the job Address concerns/stop (red light)

or Reinforce/continue Action Training (green light)

Red Light/Green Light Evaluation Tools:

Red Light/Green Light evaluation worksheet

Lead Motivate Tools

Goals, Priorities, Strategies Target Outcomes:

Specify the goals and priorities for your organization

Bring focus to your leadership activities Reinforce/continue Action Training (green light)

Goals, Priorities, Strategies Tools:

1-3-5Goals, Priorities, Strategies (GPS)

1 Big Goal or Outcome Objective

3 Major Priorities for that Goal

5 Strategies to Achieve Each Priority

Monitor Critical Path Dials Target Outcomes:

Complete the necessary actions to achieve pre-set objectives

Qualitatively indicate how well activities are completed

Monitor Critical Path Dials Tools:

Critical path dials worksheet• Use the worksheet to set

the dials for the roles you choose

Monitor Critical Path Dials Tools:

Critical Path Over Time

Jan Mar May July Sept NovFeb April June Aug Oct Dec

maxavgmin6

Quadrant View Target Outcomes:

Objectively evaluate team Determine productivity and potential

Quadrant View Tools:

High Potential,High Productivity

High Potential,Low Productivity

Low Potential,High Productivity

Low Potential,Low Productivity

Potential

Productivity

Performance Wheel Target Outcomes:

Construct an achievement team

Performance Wheel Tools:

Attitudes

Authority

Responsibility

Knowledge

Skills Habits

ID the Issue/Outcome Framing Target Outcomes:

Uncover the real problem Put focus on solutions

ID the Issue/Outcome Framing Tool Tools:

Excellent questions• What do you think the real problem is?• What do you want?• When do you want it?• How will you know that you have it?• When you get what you want, what else in your life will

improve?• What resources do you have available to help you with

this?• Etc.

Putting the Tools to Use

On the Toolkit tab at kwu.kw.com/recruitselect

kwu.kw.com/actiontraining kwu.kw.com/lead/motivate

Where can I find these tools once I’m back at the office?

Downloads• To download a free copy of this presentation,

go to www.familyreunion.kw.com/downloads

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Thank You!

Please complete an evaluation form found in the back of your program

guide.

To download a free copy of this presentation, GO TO:

www.familyreunion.kw.com/downloads

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