Influencing Agent Activity Levels - Real Estate Investment ......agents drivers/ anticipate...

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Leadership ConferenceMarch 20, 2017

Tony Solomon, First Vice President, West LA

Josh Caruana, Vice President – Indianapolis

Influencing Agent Activity Levels





Josh CaruanaVice President / Regional Manager

Indianapolis

Tony SolomonFirst Vice President / Regional Manager

West Los Angeles



Influencing Junior Agent ActivityCreating a Pace Setter Culture



What Will Be Covered

1. Revenue impact

2. Regional manager leadership in the process

3. Blueprint for Pace Setter achievement

4. Tips on raising the probability of success



Stats | Revenue Impact

In the past 24 months, the Indianapolis office has

developed 7 Pacesetters who are responsible for

generating over $3.1 million in gross closed

commissions to the office.



Establishing a Pace Setter Culture

Indy office lacked activity/

proposal culture

Legacy issues impacted ability to effectuate change

Lack of senior leadership to draw from/

point to



RM Leadership / Conviction



Managing Agent Expectations

1. Interview Process• Setting the stage

• Layer goal of Pace Setter in every interaction

• Point to past success

2. RM Provides Blueprint for Success• Planning, execution, workload

• Expectations

• Fundamentals

3. Senior Agent Alignment/Junior Agent Commitment• Consistent messaging

• Upholding standards

4. Leading Through the Process/Speaking to Objections• Consistent reinforcement

• Incentives



Raising the Probability of Success

Raising the Probability of

Success

Recruit the right talent

Recruit in a tranche

(competition, camaraderie, commitment)

Must have agent

commitment/ buy-inKnow the

agents drivers/

anticipate potential hang-ups

Structure activity groups

strategically

Manage agents

uniquely (situational leadership)

(E.g. 2 EC)



Influencing Senior Agent ActivityEstablishing a Business Partner Mindset



What Will Be Covered

1. Evolving RM role from manager to leader

2. Agent profile/plan as a foundation to senior agent drivers

3. Tactics and techniques for influencing senior agents



A Successful Office Culture

Junior

Senior

PUSH PULL



Evolving RM Roles

Junior Agent

Junior/Senior Associate

Vice President+

Teacher

Coach

Business Partner

TrustCredibilityRespect

0 48+ months

Relationship Over Time

24 months 36 months

Car

eer

Gro

wth



Evolution from Manager to Leader

Manager Leader

Procedure, roles, responsibilities

Official authority

Focused on numerical targets

Control of people/supervision

Requires action without justification

Implements directives and instructions

Communicates without passion/aloof

Talks in terms of aspirations/needs

Acts as a business partner

Helps establish vision and strategy

Passionate, inspirational

Builds trust/confidence

Promotes growth of team members

Stimulates collaboration towards finding solutions



Leader’s Understanding of Senior Agent

Agent Profile/2017 Plan

Autonomy/Mastery/PurposeObstacles/Situation

WhereWho

WhyWhat

How

Tool Box

Agent



Influence in Action

Retaining Neema Ahadian- Career Curve: Moderate Growth/Highly

Motivated/Skilled- Obstacle: No Vision for Growth

2010: $231,710

2016: $1,460,128

Forming Ringer-Benson Team- Career Curve: Pulling Back/Not Engaged/Skilled- Obstacle: Lack of Confidence

Strategic Consulting for Tony Azzi- Career Curve: High Growth/Highly Engaged/Skilled- Obstacle: Transaction Management/Infrastructure

2010: $501,975

2016: $1,520,164

2010: $955,488

2016: $6,369,514



Breakout Sessions: Tools, Tactics & Techniques

Strategic Consulting Vision/mission statement What do you need to get there? What do you need to do to get there?

Marketing Marketing strategy/branding Content development Campaign execution PR/social media

Human Resources Team architecture Recruiting/hiring/training Providing access to on-call staff as needed:

BAs, MCs, ASTs

Infrastructure MM platform/inventory MMCC Research Specialty/Division Technology

Business Coaching Strategies to re-engage in good habits: power

sessions, check-ins Re-connecting with past successes: workshops,

deal story sessions, calling on past proposals Celebrating small victories through micro

incentives and contests




Tony Solomon, First Vice President, West LA

Josh Caruana, Vice President – Indianapolis


Influencing Agent Activity Levels - Real Estate Investment ......agents drivers/ anticipate...

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