TEAM Are you a Builder or Leader? Being The Leader “If your actions inspire others to dream more, learn more, do more and become more, you are a

WELCOME

People Process Profitability

Keith ArdExecutive Vice President


Don McDonaldDirector of Marketing – Extraordinary Team Leader


Don McDonaldDirector of Marketing – Extraordinary Team Leader

People

Process Profitability

TEAM Are you a Builder or Leader?

Being The Leader

“If your actions inspire others to dream more, learn more, do more and become more, you are a leader”

- John Quincy Adams

TEAM Are you a Builder or Leader?Lead yourself.

Before you can lead someone else, a group, or a company, you must be able to lead yourself. That means discipline, self-actualization, sense of purpose, and humility.

TEAM Are you a Builder or Leader?5 Traits of a Strong Team Leader

1. Is honest about his or her own capabilitiesYou have to be self-aware enough to recognize whether you’re capable of being a team leader. If you’re building a team to spend less time at work, don’t build a team. Initially you’re going to be busier than you were before you had a team.


2. Leans into what motivates individual team membersThe truth is, you can’t motivate other people. People are either motivated by what’s important to them or they’re not. You must help people identify their personal motivators. Once you identify what motivates them, then you have to put the individuals in a position to achieve that motivating result. It’s also important to ask what they want most from a Team Leader. Questions like this can help you gauge how self-aware they are.


3. Is sensitive to possible generational differencesI want to be careful not to paint with too broad a brush. As an example, a big motivator for Millennials is the ability to collaborate with others because that’s what they were raised in. For Millennials, you want to create a collaborative environment where they can learn from and share with others. Lack of transparency and collaboration will greatly frustrate them.


4. Knows there’s always more to learnIt’s a good idea to consider hiring a coach. A coach can help fast track your success and help you avoid some of the more common mistakes that new Team Leaders make. Just know that it’s harder to fix a broken team than to build it correctly from the start.


5. Can handle the challengeYou have to have more resilience and grit and determination than you might realize. Know going in that it’s going to be one of the most challenging, rewarding, painful, awesome things you’ve ever done. But remember, you signed up for this. You have no reason to complain about a decision you made knowingly. So have fun and keep hustling!


Books To Read:

• The 7 Habits of Highly Effective People – Stephen Covey• Good To Great – James C. Collins• Start With The Why – Simon Sinek • The Truth About Leadership - James M. Kouzes and Barry Z. Posner• Delivering Happiness - Tony Hsieh


1. Identify your culture and the way you want to do business

For example, if you’re looking for people to follow a specific set of methodologies, you need to hire individuals with a very specific skill set to fill that role. Ask the potential candidates what they liked and didn’t like about working on past teams – whether a high school team or one in business. That will give you an idea of who they are and how they operate – and whether they’re a good fit based on your vision for your team.

How to Build a Team Instead of Lead It


2. Be honest with yourself about your management experience

If you can be honest about the fact that you don’t have managerial skills, for instance, then you can accept that you’re learning on the job. Your honesty is better for everybody in the long run.



3. Know your professional archetype and adjust

There are three archetypes of real estate professionals: the artist, the operator and the entrepreneur. The artist is phenomenal with people, but not very good with systems. The operator is more process-oriented. The entrepreneurs are the risk-takers and understand you’re only as good as the talent you surround yourself with.



4. Focus on creating a sustainable, sellable business

To do this, you have to hire the right people and empower them with the right tools, the right resources, and the right culture that leaves them inspired to follow through and achieve the team mission. The true business builder recognizes that it’s the leader’s job to serve their team. They help their team and customers achieve their goals. When you do that, you’ll have a profitable machine.


TEAM ASSIGNMENTSTypes of Teams

• Team Partners• Co-Team Leaders• The Hidden Team • CEO – Team Leader

TEAM PartnersPartnership of equality put together for convenience and support for each others business.

Usually Husband and wife or two agents wishing to share each others business and or be responsible for covering when the other can not be there.

Benefits: Ability to take vacation and have more time for yourself. Two is always better than one… Expenses are usually less – shared marketing Can be specific to tasks “One agent works with buyers other agent works with sellers” Combined production can generate more recognition “Awards”

TEAM Co-LeadersPartnership of equality put together for convenience and support for each others business.

Usually two agents of equal strengths and status working together to build and grow business through team development. Each agent must bring equality to the deal.

Benefits: Diverse leadership skills can create a more productive environment More freedom with two leaders responsible for team development Shared marketing and cost of business expenses Attract culturally different personalities to the team Combined Team productivity can bring higher levels of recognition

TEAM Hidden No “Marketing Team Name”, the publics perception is each agent is their own and not part of a team.

Team Leader is not interested in branding a “Team” but is willing to work with additional agents on growing their business and sharing in the revenue.

Benefits: Shared revenue from multiple agents working on deals Team Leader has source to give referrals and additional business to without the risk of

losing the client long term A great way to bring in buyers agents when leader is a strong listing agent

TEAM CEO Leader The Captain of the “Team” or Brokerage within a Brokerage

Team Leader has a strong vision and systems in place to grow, develop business and retain team members. Offers full service real estate with each member having a specific task, agenda and role.

Benefits: Unlimited growth potential and shared revenue Allows Team Leader to do much more business than they can do on their own Splits are usually much more in favor of the Team Leader If grown correctly this team will sustain over time and only get stronger.

TEAM Fundamentals for Team Success

1. Knowing what it means to be a team

A lot of agents have what I call clusters of dysfunction: an assemblage of people doing their own thing at their own discretion. That’s not a team. It’s about striving to build a highly proficient team, where each member serves one or more specific roles that serve an overall purpose or mission


2. Assembling the right group of people

Ideal team members are bright, enthusiastic, dependable and committed. Most importantly, they’re learning based. They take ownership of their role on the team. They want to learn, grow and improve. If you have these types of people around you, great things are going to happen every time.


3. Establishing a plan for productivity

A productive team has a goal, a plan, a set of standards, and willing and able team members. These components are all part of the three disciplines that shape a highly functional team: leading, planning and staffing. Most Team Leaders understand that they’re supposed to generate leads, convert leads and serve clients at a high level. A lot of them are naïve about entrepreneurial disciplines. If Team Leaders ignore them, they’re going to have a revolving door of not-very-good people.


4. Developing a core ideology

Some of the most successful companies in the world cite their core ideology as their main reason for success. It provides directional and behavioral clarity for the team. Everyone on the team has to take ownership of the mission and understand his or her role in its fulfillment.


5. Starting with the right Team Leader

The Team Leader has to establish a “we” goal and not a “me” goal. That’s what separates a highly proficient team from a mediocre team. Since we’ve chosen a career field that’s unlimited in nature, a lead agent should try to help people uncover their life vision. What’s it going to take to fund the life you aspire to live? When we think in those terms, the income goal has meaning. The shared vision creates passion that goes back to the goal, and ultimately to the activities that bring that goal to fruition.

TEAM Selling & Branding

Anthony JamesSelection Guru and Extraordinary Team Leader


TEAM NAMES• The professional identity or “brand name” used by a salesperson

Selecting a name for your new business is not easy. A name does more than identify your company. It tells customers who you are, what you do, and more than a little about how you do it. Your name differentiates you from your peers, peaks customer interest, and invites further investigation

-- if you do it right.


An Effective Name:

Tells Who You Are: Your name should reflect your identity. This is an essential aspect of branding. You’ll be promoting this name, getting it in front of as many eyes as possible as often as possible. How do you want the public to think of you? For some, that means integrating your personal name into the name of your business. Others prefer a more descriptive name.


An Effective Name:

Tells What You Do: It’s incredible how many Team names give little, if any indication of what type of work they actually do. Take the following examples

- Jimmie Smith & Associates- Three Sisters- Team Success

Can you tell me what any of these teams does? Of course you can’t They’re relying on customers already knowing who they are (a tricky proposition for new teams!) or by having their name found in some directory or on-line search result.


An Effective Name:

Tells How You Do It: Words are very powerful. By carefully selecting what words you use in your name, you can convey a great deal about your teams image. Consider the names of these three different teams

- The Real Estate Home Team Advantage- Advance Team Real Estate - The Carmichael Home Team


An Effective Name:

• Differentiates You From Your Peers

• Peaks Customer Interest

• Invites Further Investigation


CalBRE Requirements

• The name includes the surname of at least one of the licensee members of the team and that name is used in conjunction with the term “associates,” “group,” or “team.”

• The name does not include any term or terms, such as broker or brokerage that would lead a member of the public to believe that the team is offering real estate brokerage services, or that implies the team is operating independent of the real estate brokerage of which it is a part.

• Some examples of names that could meet the requirements of the law, are the “Garcia Group,” the “Nguyen Team,” or “Smith and Associates.” • CalBRE does not have to approve

TEAM Selling & Branding Advertising Team Names

Are there special requirements when using a team name in advertising?Yes. If a team name is used in advertising, all the following rules apply:

• All advertising and solicitation materials which include the team name including print or electronic media and “for sale” signs, must include the team name, and the name and license number of at least one of the licensed members of the team all of which must be displayed in a conspicuous (stand out, clearly visible) manner.

• The name and license number of the brokerage under which the members of the team are a part, must be displayed as prominently and conspicuously as the team name in all

advertising and solicitation materials.

• The advertising and solicitation material must not contain any terms that imply the team is a real estate entity independent of the responsible broker.


Advertising FBN’sAre there special requirements when using a team name in advertising?

• Yes, a salesperson when using a salesperson-owed fictitious business name, must ensure that all advertising and solicitation materials, including business cards, print or electronic media and “for sale” signs, owned by a salesperson include the responsible broker’s identity and license number in a manner equally as prominent as the fictitious business name and must include the salesperson’s name and license number.


AUTONOMOUS TEAMS

• Acting independently or having the freedom to do so

• No team name. Allows each individual to brand their name in the market. Less hassle and risk of CalBRE violations.

• Example: John Smith, Sally Jones, and Fred Lopez all market themselves giving each individual their own identity.

SB 146 EFFECTIVE JULY 16TH, 2015

TEAM Lead Generation


In marketing, lead generation is the generation of consumer interest or inquiry into products or services of a business. Leads can be created for purposes such as list building, e-newsletter list acquisition or for sales leads.


CRM Software:

With the leads and contacts you obtain from your real estate marketing efforts, you need a reliable, reputable customer relationship management (CRM) system to store them. But these days, CRM systems are more than just databases to hold names, email addresses, and phone numbers. Modern CRM software systems afford Teams many unique benefits:


CRM Software: What’s In It…

They’re intuitive. It’s 2015, and the software you use should be quick, effective, and easily navigable. If it takes you more than 20 minutes to understand how to effectively use a CRM, it’s outdated.

They exist in the cloud. File-storing and file-sharing have become a cinch thanks to cloud computing. The best CRM solutions allow you to store files, like listing photos and sales documents, online and drop and grab them with ease.



They’re widely accessible. The latest and greatest CRM tools have apps for iPhones, iPads, Androids, and other popular mobile devices, making it simple to work on the go.

They’re customizable. Professionals today don’t want a CRM solution that’s one-size-fits-all. They require software that can be altered to their specific marketing and sales needs. Many modern CRM systems offer just that.



They automate real estate marketing and sales tasks. No longer are the days of manually sending out emails and publishing other marketing collateral. The top CRM software offers professionals the chance to schedule their tasks ahead of time, and communicate with contacts automatically. Socialization is a must!

They allow for real-time tracking. Want to check the open rate for emails sent to leads? Curious which contacts filled out a form on your real estate website? You can identify this data using today’s CRM solutions.


CRM Software: 5 Perfect Options for Real Estate Teams

ContactuallyWhat It Offers Real Estate Agents

• Syncs with iOS devices, Android, Gmail, Outlook, and Salesforce• Dashboard shows daily reminders, actions, notifications, and various contact info• Offers email templates and ScaleMail tool for lead follow-up• In-browser tool allows for content curation and sharing with contacts• Content Libraries offers relationship-building tools like custom email templates



Follow Up BossWhat It Offers Real Estate Agents

• Syncs with iOS devices, Android, Gmail, and Outlook• Automatically imports leads from other online sources, including IDX real estate websites• MailChimp email drip campaigns start and stop automatically based on preferences• Ability to track other online marketing efforts, including social media• Smart lists allow separate hot leads from cold ones



InsightlyWhat It Offers Real Estate Agents

• Syncs with iOS devices, Google Nexus, Amazon Kindle HD, Android, and MailChimp• Project management tool helps with email campaigns, reminders, and other tasks• Social CRM identifies leads’ social media accounts after email address is integrated• Offers end-user training to provide tips and tricks to users• Easy file-adding and file-sharing capabilities



IXACT ContactWhat It Offers Real Estate Agents

• Ability to view all contacts at-a-glance on the dashboard• Automated email campaign and tracking capabilities• Offers listing and closing activity plan feature for client-related tasks• Business directory tool allows agents to keep in touch with vendors and other professionals• Automatic lead capture syncs leads from other sources into IXACT database



Property BaseWhat It Offers Real Estate Agents

• Ability to create custom dashboards and reports and set up automatic contact notifications• Integrate inbound leads, including from your real estate website to your contact database• Syncs with other business software, including HubSpot, MailChimp, and Dropbox• Important documents, photos, and other files can be uploaded and shared with ease• Offers several add-ons to aid financial, communication, collaboration, and administration tasks


Distributing Leads: There are two basic schools of distribution you want to follow.

1. Shotgun Approach:Leads are handed out to each team member systematically as they come in. The team member is responsible for follow up and conversion. Conversion rate = 2-4%

1. Client Services Director:All leads are handled by your CSD. All follow up, and initial contact through conversion is tasked to your CSD. Agents get “Referrals” rather than Leads. Conversion rate = 25+%



1. Shotgun Approach:



1. Client Services Director: (CSD)

TEAM Tools

TEAM Tools

WHATS OUR PURPOSE?•

What is the purpose of an agent?To SELL Homes

• What is the purpose of team?Create an ENVIRONMENT to help the team sell homes.

• What is the purpose of the Team Leader?To help team members sell MORE homes!

TEAM Tools

TOOLS TO GROW (RECRUIT, AGENT SELECTION)

Recruiting & Growth• Lead Generation - Gold Calls (Hunting)• Lead Generation - Referrals/Networking (Farming)• Lead Follow Up - Building Relationships• Phone Skills - Scripts/Dialogues • Presentation Skills - Delivering Your Value Proposition• OnBoarding Processes

TEAM Tools

TOOLS TO GROW (RECRUIT, AGENT SELECTION)

Systems Used• MLS - Track Production, Save Agent Searches• MOJO - CRM & AutoDialer• Google Drive - Docs, Spreadsheets, Presentations• Social Media - Facebook, Instagram, Twitter, Linkedin

TEAM Tools

TOOLS TO DEVELOP (RETENTION, AGENT DEVELOPMENT)

Inspiring Leadership

• Boss vs. Leader

TEAM Tools



• Training & DevelopmentSystems: Mainstreet, Leadstreet, Design Center, Google Drive

• Building Team CultureSocial, Motivational, Collaborative

• Transaction ManagementCloud Based Systems - DropDrop, Skyslope, DigiSign

TEAM Tools



• Business Planning & CoachingMonthly/Quarterly/Yearly Tracking

• Financials - Know Your Numbers!Systems: Google Drive, P&L Spreadsheets, Production Spreadsheets

• Business BankingTeam Member Revenues Fuel Your Operating ExpensesQuarterly Bonus Structure

TEAM Social MediaGetting Your Message Out!

TEAM Social Media

• Reaching out• Support• Customer relations• Offers• Market research• Personal interest• Insight• Feedback

TEAM Social Media

Where to start…

TEAM Social Media

What to share…• Every listing, price reduction, open house and when sold!• Every client testimonial and success story• Market statistics and overviews - Use tools like Cloud CMA• Mortgage updates and loan related stories• Buyer and Seller tips and stories• Community events and happenings• Charitable contributions and how your team has helped the community• Spotlight your team members and each role they play.• Feature new listing that have just come to market• Become the communities resource for information

TEAM Social Media

Five Daily Habits

• Like 10 different posts• Comment on at least 5 different posts• Share at least two different posts• Data mine for opportunity• Create and post 2 to 3 original content posts from

your team

TEAM Social Media

Tools You Need

TEAM Social Media

Advertise on Facebook

https://www.facebook.com/donmcdonaldrealestate/?fref=ts

Documents

TEAM Are you a Builder or Leader? Being The Leader “If your actions inspire others to dream more, learn more, do more and become more, you are a