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So You Think You’re a RainmakerKnow When You’re Ready and What You Need in Place
Rae Wayne
Rae Wayne
“The Bizzy Blondes” Team
Los Angeles, California
KW MAPS Agent Coach
Former BOLD Coach
International Master Faculty
7th Level Agent
FAMILY REUNION
2016
1. Among Native Americans, a medicine man who by various rituals and incantations seeks to cause rain.
2. A person who induces rainfall by using various scientific techniques, as the seeding of clouds with iodide crystals from an airplane.
3. A businessperson with exceptional ability to attract clients, use political connections, increase profits, etc.A person of influence who creates a great deal of business or revenue for his or her firm.
So You Think You’re a Rainmaker
FAMILY REUNION
2016
• You are doing lots of business!• New clients are constantly attracted to you• Referrals come easily and consistently• You enjoy socializing, networking, etc., with
business in mind• You constantly think of ways for more business• If you leave your current firm, your business will
follow
How Do You Know You’re a Rainmaker
FAMILY REUNION
2016
• Not enough hours in the day—you’re in
“overwhelm”
• Working 10, 12, 14+ hours/day, 7 days a week
• Things are “falling through the cracks”
• Too many deals/clients—not enough time to service
them
• Customer service starting to decline
• You have the PASSION and DESIRE to grow!
Are You Ready for a Team?
FAMILY REUNION
2016
It Begins with YOU and Your FOUNDATION
• “Full-time-plus” career commitment
• Strong database per MREA model
• Outstanding customer service
• Continual training and education
• Growing your leadership skill
• Investing in your people and yourself
The Mindset of a Rainmaker
for a Team
FAMILY REUNION
2016
It Begins with YOU and Your FOUNDATION
Document / Systematize
everything you do!From “E” to “P” …
to “D”
From Entrepreneurial … to Purposeful …
to Duplicatable!
The Mindset of a Rainmaker
for a Team
FAMILY REUNION
2016
It’s All in Your Head (Mindset)
FAMILY REUNION
2016
Which “L” is the
foundation of the
triangle?
So You Think You’re a
Rainmaker
FAMILY REUNION
2016
- Gary Keller
“Until you have more leads
than you can handle, nothing
else matters.”
FAMILY REUNION
2016
MREA
Organizational
Model
FAMILY REUNION
2016
Moving Beyond the 1st Level
(Hiring Your First Assistant)
FAMILY REUNION
2016
• Take most of the 80 percent off your plate.
• Implement and solidify systems.
• Create and manage budget.
• Define and implement office tools.
• Perform detail work—SC or CS profile.
Assistant Job Duties
FAMILY REUNION
2016
• Gardener?
• Housekeeper?
KW Research has shown:
• First full-time admin at approximately 24–40
transactions a year
When to Hire Your First
Assistant
Need help, assistance, or
leverage sooner?
FAMILY REUNION
2016
Business
• Errands
• Copying keys
• Lockbox/Sold signs
• Take photos/create fliers
• Database entry
Hire Part-time Help
Personal
• Errands
• Travel arrangements
• Gifts/Notecards
• Walk/Feed pets
• And more!
FAMILY REUNION
2016
Moving to the 3rd Level
(Hiring the Second Assistant)
FAMILY REUNION
2016
• 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!
IT’S NOT YOUR JOB!
Hiring the Second Assistant
FAMILY REUNION
2016
• R/S/T/L/M
• Job descriptions
• Checklists
• 100-day plans
• WHO else can assist you with training?
•
TRAINING YOUR ASSISTANT(S)
FAMILY REUNION
2016
Moving to the 4th Level
(Hiring Leverage for Actual Sales)
FAMILY REUNION
2016
• Will you be converting the lead?
• Will you partake in the Buyer Consultation?
• Will you help select the properties?
• Will you be involved in negotiations?
Then hire a Showing Agent.
Commission: 10% – 25%
Buyer Agent vs. Showing Agent
FAMILY REUNION
2016
• Will the agent be converting the lead?
• Will the agent do the Buyer Consultation?
• Will the agent select the properties?
• Will the agent handle all negotiations?
Then hire a Buyer Agent.
Commission: 30% – 50%
Buyer Agent vs. Showing Agent
FAMILY REUNION
2016
• On-site or virtual
• Licensed or unlicensed
• Hourly base plus bonus
In this model, Buyer Agent
works on lower commission.
ISA / OSA / Lead Coordinator Model
FAMILY REUNION
2016
Are you willing to …?
• Lead by example
• Hold weekly trainings with your team
• Hold weekly one-on-one meetings
• Create standards and stand by them
• Be committed to their success
Not Just a Rainmaker – Also a Leader
FAMILY REUNION
2016
Examples of Standards:• Hiring full-time agents
• Can they financially sustain themselves
• Work from your office – “home base”
• Time-blocked daily lead gen / lead follow-up
• Open houses every weekend
• Commitment to meetings, trainings, etc.
• Team branding – “front of the jersey”
• Individual income / production goals
Not Just a Rainmaker – Also a Leader
FAMILY REUNION
2016
Do you expect
teammates to
promote team
branding?
Standards
FAMILY REUNION
2016
Do you expect
teammates to
promote team
branding?
Standards
FAMILY REUNION
2016
The team name/brand
is what gets promoted.
Not their own personal
names.
Standards
FAMILY REUNION
2016
Another Example of a Standard:• Incorporating their database into yours
Rae’s Game Plan for New Teammate’s Database1. Personal letter / note / announcement
2. Follow-up personal phone call
3. Mass email
4. Another phone call to any that didn’t answer
5. 33 Touch
Not Just a Rainmaker – Also a Leader
FAMILY REUNION
2016
Are you willing to …?• LET GO of every call coming to you• LET GO of screening every lead• LET GO of solving every problem
Many things that made you successful as an individual agent are no longer your duties when
running a team.
Not Just a Rainmaker – Also a Leader
FAMILY REUNION
2016
Not every great agent will be a
great leader of a team or business!
If this isn’t exciting and inspiring …
DON’T DO IT!
Not Just a Rainmaker – Also a Leader
FAMILY REUNION
2016
It’s All in Your Head (Mindset)
Rae Wayne’s personal story …
FAMILY REUNION
2016
- Tony DiCello
“Start with the life you wish to live, and the business and team will follow.”
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