What Agents REALLY WANT from their Brokers

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1 What Agents REALLY WANT from their Brokers Featuring : Steve Murray, President of RealTrends Hosted by: Terri Murphy February 26, 2015

2 What agents have said they really want from their broker/managers and it s not what you think!

3 Steve Murray Editor of REAL Trends since the company s founding in Pres, REAL Trends Consulting Inc. Real Trends

4 BROKER AGENT PROFITABILITY SERIES 2015 Define the needs of the 2 groups of agents in your office

5 Is your goal to be a Counselor Or Facilitator?

6 The Future offers two groups of agents: High level advisory and counselors: Experts Experienced Knowledge & Skills Facilitator: That shows 4 homes Fills out documentation Does the paperwork Get the transaction closed

7 What additional support do you want from your Brokerage?

8 Agents reported they want: 1. Attention 2. Direction 3. Services Support 4. Recognition

9 The Attention Connection How often do agents want to connect with their broker/manager?

10 Communication with your Manager 1. Face to Face: 73.6% % 3. Calls 9% 4. Text 2.4% 5. Social Media 0%

11 How Often would you like your Broker to Connect with you? 1. Weekly Monthly 22.05% 3. Only when I need to 20.47% 4. Bi Monthly 18.9% 5. Quarterly 5.51% 6. Daily 1.57%

12 And the Top 6 Requests from agents are.

13 1. And #1 is.. 2. Marketing Support 3. Lead Generation & Conversion Systems and Skills 4. COACHING & Accountability 5. Tech Support 6. Sales & Presentation Skills

14 What do you want from your Brokerage? 1. Transaction & Administrative Support 2. Marketing 3. Lead Generation & Systems 4. Coaching 5. Tech Support 6. Sales & Presentation Skills

15 Introducing Next steps ideas for Agents & their Managers:

16 PAUL WELL S AGENTS ASKED FOR Constant Communication as preferred with office Agents Weekly updates via Marketing support set up for the agent to get referrals and brand positioning Paul Wells Re/Max Barrington IL.

17 Paul Well s quick jolt of caffeine goes out to his agents every Monday

18 We create these stats every month based on info from our MLS Good morning! The final numbers are in and 2014 has proven to be a year with growth and stability. With current inventories close to this time last year, the average sales price of a home was up by almost 5% from The number of units sold was down by 6% due in part to the very late arrival of spring weather in While months supply and market time are both down considerably from last year and with a little cooperation from mother nature, this spring should surpass last year numbers. Interest rates are cooperating as well with 30 fixed rates hovering around the 4% mark. As an agent, these numbers are the perfect tool for you to show that you are the expert. Memorizing a few of these stats will help your clients realize that you know the market better than your competition. Take a good look and keep a copy of the Hot Stats ready to give to your database. These last few years have proven that real estate is still and will remain a very hot topic at the dinner table of most Americans. Your knowledge is important to the decisions they make today and in the future. Share what you know with everyone that you can so that you can grow your business in 2015!

19 2015 is starting out strong due in part to low interest rates and mild weather. With an increase of almost 35% in homes under contract, a shortage of homes for sale will begin soon. This may put pressure on sales prices to increase again this year. For potential sellers, this is a great time to put your home on the market. Inventory is low and buyers want to take advantage of these great interest rates. For potential buyers, it s all about the cost of borrowing money. Low interest rates of under 4% will be a thing of the past soon. My goal is to provide you and your referrals fast dependable service! If you or someone you know is thinking about buying or selling a home in the near future, please call me as soon as possible. I am always ready to help. Enjoy! Paul J. Wells

20 Paul s Agent Services In-house services that include 1. After listing and after closing 2. Helping agents with administrative tasks Paul Wells Re/Max Barrington IL.

21 BROKER-AGENT PROFITABILITY SERIES Agents want their managers to provide ELITE Services to stay connected with VALUE to their database To make his team equipped with the latest information weekly on their local market, Paul provides:

22 Agent s really like Paul s Thank You letter, a marketing piece he prepares for them to send to their database. The agent can send this letter to their entire database, regardless of if their contacts referred business to them or not This report includes 2 market charts that are great indicators or last years trends to be included in the thank you letter

23 Good morning! Thank You for all of your support was a fabulous year thanks to your help and referrals. The graph below will give you a quick overall peak at the numbers for Northern Illinois Real Estate - Market Review MLS Home Sales % Change These figures are based from information provided by MRED llc. and is not guaranteed. They are representing single family detached homes only. This data includes all transactions in 2014 from all companies. Average Sold Price for 2014 $263,541 $251, % Sold Homes in ,830 77, % Active Listings As of December 31, ,075 39, % Homes Under Contract in December 5,194 3, % Average Price of Homes For Sale $349,803 on December 31, 2014 RE/MAX of Barrington 306 W. Northwest Hwy Barrington, IL

24 Paul s Agents want: After listing & after closing systems to help retain repeat business and referrals

25 Dan Forsman helps his agents: Deploy consistent marketing with turn key systems he uses to help his agents stay connected and focused Dan Forsman President & CEO Berkshire Hathaway Home Services Georgia Properties

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27 Agents told us they want Closing Transaction Services that include: Sign Placement Sign Pickup services

28 Agents also told us they want Tech Support & Marketing Services, particularly with video and Social Media

29 Offer a video facility with green screen & upload assistance

30 Outside Coaching Services & Training Jeff Sposito Pres. & Founder J. Rockcliff Realtors

31 Agents asked for training on negotiation & sales and presentation skills

32 Agents Appreciate Recognition

33 Al & Dee Allegue Biloxi, MS

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35 Al & Dee send a letter of thanks to the agent and the agent s broker after a transaction

36 Contact with management more often Help with business planning with marketing services and systems Help with daily contact activities Assistance with Client Contact programs Tech support and services Recognition COACHING & Accountability to stay focused!

37 Tell us what you want from your broker! Post your comments:

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39 Q&A Session Recording on More Traffic. More Leads. More Sales.

40 Questions? Comments? Secret confessions? Contact Point2 any time, toll-free at: or