Market Center Systems for More Profit... and Freedom. Sherry Lewis

Transcription

1 Market Center Systems for More Profit... and Freedom Sherry Lewis

2 Sherry Lewis Tulsa, Oklahoma Regional Director, Oklahoma Region Operating Principal, Multiple Market Centers 2

3 Tell Keller Williams University what you think! Simply enter into any mobile device to complete your evaluation for this session. 3

4 The Ten Steps to Operating a Profitable Market Center 1. Productivity Specific Environment Systems 2. Staffing Systems 3. Recruiting and Retention Systems 4. Education Systems 5. Coaching, Accountability, and Consulting Systems 6. ALC Systems 7. Communication Systems 8. Technology Systems 9. Financial and Profit Sharing Systems 10. Culture Systems 4

5 The Keller Williams MVVBP Mission To build careers worth having, businesses worth owning, and lives worth living. Vision To be the real estate company of choice. 5

6 The Keller Williams MVVBP Values God, family, then business. We believe real estate is a local service business driven by individual real estate agents and their local image with their centers of influence and client base. We believe our associates should be treated like stakeholders. We believe stakeholder companies always measure profit or loss, open the books, and tell the truth. We believe who you are in business with really does matter. We believe profit matters. We believe no transaction is worth our reputation. 6

7 The Keller Williams MVVBP Beliefs (Rules) W Win-Win Or no deal I Integrity Do the right thing C Customers Always come first C Commitment In all things C Communication Seek first to understand C Creativity Ideas before results T Teamwork Together everyone achieves more T Trust Begins with honesty S Success Results through people 7

8 The Keller Williams MVVBP Perspective A training and consulting company that also provides the franchise systems, products, and services that lead to productivity and profitability. Keller Williams thinks like a top producer, acts like a trainerconsultant, and focuses all its activities on service, productivity, and profitability. 8

9 1. Productivity Specific Environment Systems The Key Areas of the Productivity Specific Environment 1. Entry/Reception Area 2. Client Presentation Rooms (Conference Rooms) 3. Training Room 4. Technology Center 5. Team Leader s Office 6. MCA s Office 7. Town Square/Café/Break Area 8. Associate Work Areas 9. Unique Area Ideas (Lead Generation/Power Hour Area, Lion s Den, Stand-up Library, etc.) 10. Power Walk Stations 9

10 1. Productivity Specific Environment Systems Market Center Branding Elements mykw.kw.com/mcbranding.com 10

11 1. Productivity Specific Environment Systems The Power Walk 1. Make the recruit feel welcome. 2. Be energetic but be relaxed. 3. Train your people. 11

12 1. Productivity Specific Environment Systems Power Walk Stations 1. Welcome Board and Training Calendar 2. Portraits of ALC Members 3. Anniversary Board 4. Financial Bulletin Board 5. ALC Bulletin Board 6. Listing and Sales Boards 7. Oversized Profit Share Check Close the Opportunity 12

13 2. Staffing Systems The KW Organizational Structure 13

14 2. Staffing Systems Self-funded Positions 1. Technology Support 2. Productivity Coach 3. Agent Services Coordinator 4. Closing Coordinator 14

15 2. Staffing Systems Staff Appreciation 1. Semi-annual Celebrations 2. Pocket Praise 3. Birthday Cards 4. Anniversary with the Company 5. Handwritten Notes 6. Life Events 15

16 2. Staffing Systems Create Teamwork Rock and Role Rock Make sure everyone understands precisely what the key goals for the Market Center are. These are your Big Rocks. Role Make sure each team member understands exactly how their job contributes to helping achieve the Market Center s goals (Big Rocks). 16

17 3. Recruiting and Retention Systems The Growth Initiative The Four Conversations 17

18 3. Recruiting and Retention Systems The Growth Initiative Tools 18

19 3. Recruiting and Retention Systems The Ten Recruiting Sources 1. KW Associates Profit Share Training 2. Calling to Targeted Database 3. Books 4. Educational Events 5. Networking and Allied Resources 6. Real Estate Schools 7. Career Opportunity Events 8. Social Network Marketing 9. Direct Mail and 10. Recruiting Advertisements 19

20 3. Recruiting and Retention Systems Needs Analysis How do you uncover what a recruit needs? 1. Ask great questions. 2. Listen to the answers. 20

21 3. Recruiting and Retention Systems KW s Value Proposition Fill Your Toolbox 1. Education and Training 2. Culture 3. Coaching 4. Consulting 5. Events 6. The History of Keller Williams Realty 7. The Business Model Closing the Invitation 8. Technology 9. Compensation 10. Industry Specializations 11. Profit Share and Growth Share 12. Health and Wellness Program 13. Growth 14. Accomplishments 15. Your Market Center 21

22 3. Recruiting and Retention Systems Retention Systems 1. Stay in Touch 2. One-on-One Consulting 3. Agent of Concern (AOC) 4. Recognition 5. Leadership by Walking Around 6. Support the Associates through Life Events 7. Handwritten Notes 8. Leverage eedge 22

23 3. Recruiting and Retention Systems Sample Exit Interview Questionnaire 23

24 4. Education Systems Keller Williams University Overview Market Center Training Leadership Training Regional Training KWU Training Support 24

25 4. Education Systems Core Agent Curriculum Ignite Lead Generation 36:12:3 25

26 4. Education Systems Core Agent Curriculum Win with Buyers Win with Sellers 26

27 4. Education Systems Market Center Training Calendar Ten Steps to a World-Class Training Calendar Available in the Recruiting Great Agents Toolkit 27

28 4. Education Systems Install World-Class Training in Your Market Center Meet the Needs of Your Associates First Analysis May

29 5. Coaching, Accountability, and Consulting Systems Commit to Consulting Time block. Require a Three strikes and they re out. 29

30 5. Coaching, Accountability, and Consulting Systems Accountability Model for Consulting 30

31 6. ALC Systems Why Was the ALC Created? 1. For Team Leaders to hang out with their top people! 2. So top people could improve their leadership skills. 3. So top people could get their share of the gift. 31

32 7. Communication Systems Communication Within the Market Center 1. Market Center Weekly 2. Monthly Newsletter 3. Blast s 5. Monthly Calendar 6. Market Center Intranet 7. Team Meeting 4. Blast Voice Mails 32

33 7. Communication Systems Team Meeting Have a powerful reason for the meeting. Take responsibility for attendance. Start on time regardless of who is there. Respect the team s time. Never schedule a speaker unless you have personally heard the speaker. Follow the team meeting outline. Publish the topics in advance. Always be positive. Prepare in advance and get there early. Be real and interact. Be attentive. 33

34 8. Technology Systems KW Technology kw.com KW Profile Office Website(s) KWLS Syndication Agent Websites 34

35 9. Financial and Profit Sharing Systems 35

36 9. Financial and Profit Sharing Systems KW Economic Terms 1. Closed Sales Volume 2. Gross Commission Income (GCI) 3. Paid on Volume 4. Paid on GCI 5. Royalties 6. Company Dollar 7. KW Approved Costs 8. KW Profit 9. Loss Carry Forward 10. Three Levels of Profit Division 11. Managed Rate of Return 12. Profit Sharing 13. Owner Profit 14. Below the Line Expense 15. Pretax Owner Profit 36

37 9. Financial and Profit Sharing Systems KW Economic Fundamentals 1. Lead with revenue 2. Keep debt low 3. Keep overhead and fixed expenses low 4. KW Chart of Accounts 5. High volume/low margin 6. Competitive commission/cap Co. $ 7. Fixed expense budget/few variances 8. Variances approved in advance 37

38 9. Financial and Profit Sharing Systems KW Economic Fundamentals (cont.) 9. Review Balance Sheet/Income Statement 10. Charge office/desk rent 11. Don t carry agent receivables 12. Bill back for consumables 13. Class operation but no frills 14. Multi-use space 15. Separate Deposit and Operating Accounts 16. Cappers pay Grand Total Operating Expense 17. Open the books 38

39 9. Financial and Profit Sharing Systems KW Economic Fundamentals (cont.) 18. Share the decisions 19. Share the profit 20. OP can t be TL 21. Interdependent model 22. What you focus on improves 23. Feedback is the breakfast of champions 24. Profit is the goal, not the purpose 25. What correlates with profit matters 39

40 9. Financial and Profit Sharing Systems Profit Share Worksheet 40

41 9. Financial and Profit Sharing Systems Profit Share Worksheet 41

42 10. Culture Systems 1. Making decisions that are right for the Market Center regardless of individual impact 2. Taking a stand on an issue that is not popular, but is right 3. Being the best co-op associate possible; always respecting other associates 4. Helping someone in the Market Center willingly and with a smile, even though you are busy 5. Doing something right without wanting to be recognized or acknowledged for it 6. Paying a struggling associate s fees anonymously 7. Complimenting others regularly 42

43 10. Culture Systems 8. Being a part of the solution and not the problem in a Market Center 9. Taking the high road on confrontational issues or points of difference 10. Handling a fellow associate s business when personal or family illness occurs 11. Paying a struggling associate s tuition to a class that may impact the associate s productivity 12. Living up to the covenant if you are on the ALC 13. Representing the Market Center and the company in a positive way always 14. Smiling at others in the Market Center regularly 43

44 10. Culture Systems 15. Staying home if you re having a bad day attitudinally 16. Speaking without profanity 17. Avoiding disparaging remarks about anyone 18. Committing a random act of kindness every day 19. Honoring the policies and protocol of the Region regarding recruiting 20. Giving seven hugs a day 21. Not recruiting associates from another KW Market Center 22. Being willing to walk away from a transaction that compromises your principles 23. Being considerate of the staff 44

45 10. Culture Systems 24. Paying your Market Center bills on time 25. Not looking for loopholes in Cap and Royalty payments 26. Responding to clients calls and concerns in a timely manner 27. Considering the other person s viewpoint before reacting 28. Following the model 29. Being excited about saying, Would you mind if my Team Leader called you? 30. Implementing the Keller Williams productivity systems 31. Finally creating the budget you know you need for your business 32. Not only learning but living the WI4C2TS 45

46 10. Culture Systems 33. Putting God and your family first, and the business second 34. Understanding that the higher purpose of business is to give, share, and care 35. Building your level-one Profit Share downline to 15, as soon as possible 36. Lead generating for three hours every day 37. Using a monthly Profit and Loss Statement to analyze your real estate business 38. Hitting your monthly and annual production goals 39. Profitability in your personal real estate business 40. Be nice! 46

47 10. Culture Systems What Is Culture? It is an environment where all people are treated with regard and respect. In an environment like this, everybody thrives. When everybody thrives, success shows up in the Market Center s growth, productivity, and profitability. 47

48 Thank You! Please complete an evaluation for this session. Use any mobile device! To download a free copy of this presentation: