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Buyer Agents and Specialists

Buyer Agents and Specialists. Hire, Set Standards, Train, and Lead. Aaron Armstrong. Aaron Armstrong. Nashville, TN Mega Agent. Please complete an evaluation form found in the back of your program guide . Welcome!. “What you build today will either empower you or restrict you tomorrow.”.

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Buyer Agents and Specialists

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  1. Buyer Agents and Specialists Hire, Set Standards, Train, and Lead Aaron Armstrong

  2. Aaron Armstrong Nashville, TN Mega Agent Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  3. Please complete an evaluation formfound in the back of your program guide. Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  4. Welcome! “What you build today will either empower you or restrict you tomorrow.” - Gary Keller Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  5. Key Points • Make the Right Hire • Set Attainable Standards and Expectations • Provide Necessary Training • Lead to Success • Bonus Material • Q&A Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  6. 2013 Stats • 209 Closings • $51,300,000 Closed Volume • $1,475,000 GCI Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  7. The Right Hire Q: What’s the first step of the recruit/select process? A: Plan and define your needs. Create a job description and missing person report www.kwu.kw.com / Search: Recruit Select / Toolkit Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  8. Stephen Covey & Walt Disney Covey’s 2nd Habit: Begin with the end in mind Walt Disney: Ahead of his time in 1943 Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  9. Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  10. Recruit the Right People • There is no magic recruiting source! • Use the Allied Resource Call • Past Clients • Lender • Title Company • Home Inspector • Team Leader Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  11. Guess what? You’re going to screw up! • Fail your way forward and learn from your mistakes! Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  12. My First Buyer’s Agent Hire = Train Wreck • No Hiring Process • No Formal Training • No Accountability • No Leadership • No Results Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  13. Your Hiring Solution • Recruit-Select … The solution to minimize mistakes and increase hiring success? • Without Recruit-Select • maybe a 30%40% chance of making the right hire • With Recruit-Select • can more than double your odds of success Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  14. Set Challenging but Attainable Standards and Expectations • Make sure your team members know how to win and are clear about their “critical path dials” • Hours of lead generation and lead follow-up per day • Amount of time spent training • Numberof consultations or showings performed per week • Numberof transactions closed per month Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  15. Solo Buyer Agent • 3–4 closed buyer transactions permMonth Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  16. Buyer Agent Buyer Agent + Showing Specialist Showing Assistant • 5–6 closed buyer transactions per month • Buyer agent performing 2–3 consults per week • Showing specialist working with no more than 4–5 “A” buyers at a time Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  17. Buyer Agent Buyer Agent + 2 Showing Specialists and Lead Coordinator Lead Coordinator Showing Specialist Showing Specialist • 7–10 closed buyer transactions per month • Buyer agent performing 4–6 consults per week • Each showing specialist working with no more than 4–5 “A” buyers at a time Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  18. Standards & Expectations Should Be … • Clearly defined • Mutually agreed to in advance • In writing and signed by all parties • Use the “Expectations Dialogue” as your guide “High expectations are the key to everything” - Sam Walton Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  19. Provide Necessary Training • Have a written 100-day action training plan with milestone tasks. • Review it with the candidate and track progress early and often. Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  20. The Platinum Rule:Treat others the way they want to be treated. Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead This also applies to training. You should consider various learning styles and personality profiles when creating a training plan.

  21. Primary Training Methods • Role-play • Shadow • Audio and Video Recordings • Typed Scripts • MAPS Coaching Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  22. Pareto’s 80/20 Principle • 20 percent of your effort creates 80 percent of your results • Strive to keep team members focused on their 20 percent • Train to their 20 percent activities Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  23. “The majority of what you want will come from the minority of what you do. Extraordinary results are disproportionately created by fewer actions than most realize.” - Gary Keller, The ONE Thing Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  24. Manage and Lead to Success Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead Leaders teach people how to think so they can do what they need to do to get what they want.

  25. Stop trying to motivate people that don’t want to be motivated. “Ain’t nobody got time for that.” - Sweet Brown Instead, hire self-motivated, self-managed individuals and be a vehicle for their success! Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  26. Utilize Systems to Measure Achievement • GPS (Goals, Priorities, Strategies) • 1 Goal • 3 Strategies • 5 Priorities for each strategy • 4-1-1: 4 Weeks, 1 Month, 1 Year Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  27. The Law of the Lid • Tools to Raise Your Leadership Lid • Classes • Seminars • Books • Coaching “Leadership ability is the lid that determines a person’s level of effectiveness. The lower an individual’s ability to lead, the lower the lid on his potential. The higher the individual’s ability to lead, the higher the lid on his potential.” - John Maxwell Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  28. Don’t Underestimate the Value of a Powerful Mission and a Strong Culture Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  29. Put It All Together and You Get … • Better retention and satisfaction of top talent • Higher client satisfaction • Increased profitability • Better quality of life Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  30. Bonus Material To receive a free seriously powerful business tracker Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  31. Q&A Buyer Agents and Specialists - Hire, Set Standards, Train, and Lead

  32. 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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