Updated ONBOARDING GUIDE 2026

WELCOME to The Best in Blue ONBOARDING GUIDE

Welcome to The Best in Blue

INDEX Hello & Welcome

3

My CB Desk

14

What Do I Need To Do?

4

CBU

15

Let’s Get Social

5

Testimonial Tree

16

CBSR Agent Playbook

6

Dotloop

17

CBSR Vendor Directory

7

Transaction Coordinators

18

Marketing Shop

8

Closing Information

19

Marketing Compliance

9

OpCity

20

Key Contacts

10

Southern Title & Escrow

21

Office Contacts

11

Outgoing Referrals

22

Business Boost Academy

12

CE Broker

23

Realtracs

13

Additional Resources

24

ONBOARDING GUIDE

Hello &Welcome

3

Natalie

Understanding This Service Guide

We are SO excited to have you part of the CBSR “Office” team! This is your onboarding book, which has information, website and tools and some additional notes that we hope will be very helpful to you! If you have any trouble, let us know and we will work to get it fixed. I've also included our onboarding checklist, department & office contact information and instructions on obtaining access to our Urban office via the Keypad.

Thank you for sending your Headshot and Bio, the company would like to get to know you a little better!

I have also added you to our Google Groups - this is for when we send an email to all agents or just to your specific office. Sometimes, these tend to go to spam. If you look in your inbox or spam, you should see where I added you to "Best in Blue" (all agents) and the “Office” (office group). Make sure these are moved to your inbox so you are sure to not miss out on any emails that might go out! Don't worry, we won't spam you every minute and you should not receive any spam emails!

Daryl Johnson Onboarding Manager (256) 348-1454 cbsronboarding@gmail.com COLDWELLBANKERSOUTHERNREALTY.COM

4

Let’s Get Started What Do I Need To Do?

JOIN YOUR LOCAL BOARD You must join your local association within 7 days. Ask your Principal Broker/Executive Sales Manager what your options are for associations to join.

Once you join your association, you will become a member of the local association, Tennessee Association of Realtors (TAR) and National Association of Realtors (NAR).

A NRDS Number will be created and assigned to you at that point. Once you receive that number you will want to create an account at TNrealtors.com >Click on “Member Login” >Click “Register” After the above is complete you will be able to access your transaction forms.

You have to take a “New Member Orientation” and a “Code of Ethics” class within 90 days of confirmation of membership. *Check with your local board for any other requirements

HEADSHOT & BIO Send your office admin your headshot and bio as soon as possible. They will forward along to the marketing team for use in all marketing materials. Be sure to update us with new headshots as needed.

MARKETING MATERIALS As a new Coldwell Banker Southern Realty agent you will receive 250 business cards, printed at our Printshop, free of charge. Transferring agents will receive signs and/or riders equal to the number of active listings they have. Agents without listings will receive two signs and/or sign riders at no cost upon transfer.

You can place your order through the Marketing Shop (page 27) . The Marketing director will create proofs of the items for you to approve before the order is placed.

Click here to access the CBSR Marketing Shop You should order the following as soon as possible: Name Badge Personalized Rider (at least 1) One Yard Sign (at least 1) (check with your front desk manager for sign stock as these are kept in stock at each office)

OFFICE KEYS Your front desk manager or broker will provide you with a key that allows access to your office.

For the Brentwood Office there is an exterior door that stays unlocked, there is lockbox on the door which has a key that you can access the office with. Lockbox Code: 1906 For instructions on how to access the Nashville office, please reach out to their Admin : cbsrnashville@gmail.com ONBOARDING GUIDE

Let’s Get

Social

Office Wifi Password

5

Be sure to follow our company social media pages as well as our agent only pages!

Coldwell1906

CBSR Master Linktree

Click Here to go to the Link Tree

CBSR Facebook Be sure to follow our company Facebook page!

Click here to follow!

CBSR Instagram

Be sure to follow our company Instagram page!

Click here to follow! @coldwellbankersoutherntn

Agent State of Mind Facebook Page

Be sure to join our agent only group to stay up to date on company announcements, achievements, trainings, CE class and more!

Click here to join!

The Listing Lounge Facebook Page

Be sure to join our agent only group to advertise your listings, coming soons, and find help if needed for open houses!

Click here to join!

COLDWELLBANKERSOUTHERNREALTY.COM

6

Meet Our

CBSR Agent Playbook WHAT IS IT The CBSR Agent Playbook serves as your digital guide to all Coldwell Banker Southern Realty tools and resources. It includes contact details, partner information, programs, trainings, tools, and much more! Need to know where something is or how to access it?

Check your Playbook!

HOW DO I USE IT

HOW DO I ACCESS THE CBSR

The CBSR Agent Playbook serves as a digital

AGENT PLAYBOOK

guide to introduce you to all things related to Coldwell Banker and Coldwell Banker Southern Realty. This interactive playbook includes a Table of Contents that allows you to navigate directly to specific pages or sections, along with links to products, tools, training materials, schedules, and more!

As you explore the CBSR Agent Playbook, you'll uncover a wealth of resources designed to empower you in your journey with Coldwell Banker. From essential training materials to indepth insights on industry trends, this interactive guide is your go-to companion for everything related to Coldwell Banker Southern Realty. Whether you're looking to enhance your skills, stay updated on the latest products and tools, the playbook is here to support you every step of the way. Dive in, discover, and elevate your real estate expertise with the CBSR Agent Playbook!

ONBOARDING GUIDE

Access the Playbook using the link below. Be sure to favorite this link in your browser for easy access! cbsragentplaybook.com

Meet Our

7

Vendor Directory WHAT IS IT The Vendor Directory serves as your online guide for all Coldwell Banker Southern Realty vendors and contractors. Our agents recommend these service providers, who undergo thorough reviews by our team.

HOW DO I USE IT

HOW DO I ACCESS THE

When selecting a vendor from the

VENDOR DIRECTORY

directory, you can rest assured that they come highly recommended by our knowledgeable agents. Each vendor and contractor listed has been

Access the Vendor Directory using the link below. Be sure to favorite this link in your browser for easy access!

carefully evaluated to ensure they

Click here, to access the Vendor

meet our high standards of quality and

Directory

professionalism. Whether you or your client needs assistance with home repairs, renovations, landscaping, or any other service, the Vendor Directory is your go-to resource for trusted professionals. Save time and stress by choosing from our curated list of vendors, knowing that you are in good hands with Coldwell Banker Southern Realty.

COLDWELLBANKERSOUTHERNREALTY.COM

8

Meet the

Marketing Shop & Assests WHAT IS IT

The Marketing Shop is the place to order your physical marketing materials! We offer a variety of products to enhance your brand, including business cards, name badges, riders, custom riders, yard signs, and email signatures.

HOW DO I ORDER ITEMS To begin, place an order on our Marketing Shop website. After

WHERE DO I FIND CBSR IDENTITY STANDARDS & LOGOS

receiving your order, our Marketing Director will design proofs of your

Click here for the Coldwell Banker brand

requested items to ensure they meet

identity standards guide.

your expectations and are accurate before finalizing the order.

Click here to access the Marketing Shop or use the URL http://cbsrmarketing.com

ONBOARDING GUIDE

9

Meet

Marketing Compliance WHAT IS IT Uncertain if your website or marketing material meets compliance standards? Don't worry, we've got you covered! Our Marketing Director will review it and suggest any necessary adjustments to ensure your marketing aligns with brand guidelines.

WHERE TO SEND YOUR DESIGN FOR REVIEW Send an image of your design to cbsrprintshop@gmail.com and our Marketing Director will get back to you with any needed adjustments so you can be confident that your marketing follows brand guidelines. Please allow 2-3 business days for compliance reviews.

WHERE DO I FIND COLDWELL BANKER SOUTHERN REALTY IDENTITY STANDARDS & LOGOS Click Here for the CBSR brand identity standards guide.

Click here for the Coldwell Banker brand identity standards guide.

Click here to access approved Coldwell Banker Southern Realty logos.

COLDWELLBANKERSOUTHERNREALTY.COM

10

Key Contacts COMPANY LEADERSHIP TEAM

Rich Cosner | President/ CEO

(615) 454-9000

richcosner@icloud.com

Lindsay Hammers | Sr. Vice President

(870) 636-1017

lindsay.cbsouthernrealty@gmail.com

Tracy Brumley | VP Financial Services

(615) 465-3654

tracyhbrumley@gmail.com

Beth Boling | Human Resources Director & Accounting Manager

(615) 972-4545

cbsracctg@gmail.com

Becky Stanko | Relocation Director

(615) 585-4362

beckys@realtracs.com

Alexis & Josh Story | Mango Media Social Media & Brand Management

(931) 231-6715

josh.cbsr@gmail.com

Samantha Sizemore | Marketing Director

(864) 494-6906

cbsrprintshop@gmail.com sam.cbsouthernrealty@gmail.com

Molly McCue | Marketing Print Shop & Design Specialist

(615) 465-3624

Molly.cbsouthernrealty@gmail.com

Ronda Richardson | Transaction Coordinator

(615) 465-3624

cbtransaction1@gmail.com

Michelle McKnight | Transaction Coordinator

(615) 538-3240

cbtransaction2@gmail.com

Terri Davenport | Risk Management Director

(931) 209-5262

terri.cbsouthernrealty@gmail.com

Tonya Hines | Core Services Ambassador

(615) 207-3412

tonya@tonyahines.com

Daryl Johnson | Onboarding Manager

(256) 348-1454

cbsronboarding@gmail.com

ONBOARDING GUIDE

!!

Office Contacts Rich Cosner | President & CEO

(615) 454-9000

BRENTWOOD | 1600 Westgate Cir Ste. 100 Brentwood, TN 37027 (615) 947-1188 Ed Klem | Principal Broker & Executive Sales Manager (615) 465-3700 Rae Strickland | Administrative Manager

11

richcosner@icloud.com

edklem@cb-southernrealty.net cbsrbrentwood@gmail.com

HARDING | 392 Harding Place, Nashville, TN 37211 Location Not Staffed D.D Barnes | Principal Broker

(615) 465-3700

cbsrharding@gmail.com

JACKSON | 327 N Parkway, Jackson, TN 38305 Larry Willard | Principal Broker Karie Greenhill | Administrative Manager

(731) 467-1478 (731) 668-1777

larry.a.willard@gmail.com cbsrjackson@gmail.com

LAWRENCEBURG| 102 Weakley Creek Road, Lawrenceburg, TN 38646 (931) 477-8095 (931) 762-3399

ccounce@bellsouth.net cbsrlawrenceburg@gmail.com

MT. JULIET | 2600 N Mt. Juliet Rd, Mt. Juliet, TN 37122 (615) 351-5333 Jeff Rowlett | Principal Broker (615) 955-5157 Cynthia Parker | Executive Sales Manager (615) 758-0488 Daryl Johnson | Administrative Manager

jeffrowlett24@gmail.com cynthia@cbsouthernrealty.com cbsrmtjuliet@gmail.com

MURFREESBORO | 3105 Medical Center Pkwy Ste B, Murfreesboro, TN 37129 Rich Cosner | Principal Broker (615) 454-9000 Matt Meyer | Executive Sales Manager (615) 651-1507 Chris Matthews | Administrative Manager (615) 893-1130

richcosner@icloud.com mattmeyercbsr@gmail.com cbsrmurfreesboro@gmail.com

Carl Counce | Principal Broker Tammy Clark | Administrative Manager

SHELBYVILLE | 1708 N Main Street, Shelbyville, TN 37160 Misty Zimmerman | Principal Broker & (931) 619-6153 Executive Sales Manager Teresa Smith | Administrative Manager (931) 684-5605

zimmermanmisty1130@gmail.com cbsrshelbyville@gmail.com

NASHVILLE | 915 Rep. John Lewis Way S. Ste.102, Nashville, TN 37203 Karen Hoff | Principal Broker (615) 500-4631 Jason Nagy | Executive Sales Manager (615) 943-2466 Savvy Hill| Administrative Manager (615) 298-9800

Karen@KarenHoff.com jason@coldwellbankernashville.com cbsrnashville@gmail.com

CLARKSVILLE | 2147 Wilma Rudolph Blvd Ste 101, Clarksville, TN 37040 (931) 624-7629 Mark Holleman| Principal Broker (931) 320-0438 Bob Worth | Broker (931) 647-3600 Julie Perkins| Administrative Manager

jmholleman6269@gmail.com bob@bobworth.com cbcmhfrontdesk@gmail.com

COLDWELLBANKERSOUTHERNREALTY.COM

12

Meet Our

Foundations Program

WHAT IS IT Take a deep dive with our Training Director and Director of Coaching, Recruiting and Accountability on the necessities of growing your business. During this two-day mastermind training, you will meet our support staff, get super familiar with transaction forms, practice CMAs and learn how to use and maximize our most important tools. Plus a lot of other fun stuff!

We are so excited to boost your business to the next level.

HOW DO I USE IT

HOW DO SIGN UP

The Business Boost Academy (BBA) serves as a

Contact your Administration Manager or

valuable resource for agents looking to kickstart

your Principal Broker for more

their real estate careers and get acquainted with

information.

essential tools, programs, and procedures. No cost to agent (part of the Coldwell Banker Value Package). Outside of CBSR this cost ranges up to $600+ for a 2-day training session. *It is strongly encouraged for all new Coldwell Banker Southern Realty agents to attend the BBA.

WHO IS THE BBA FOR These sessions are for all experience levels. In fact, we highly encourage seasoned agents to come!

ONBOARDING GUIDE

Meet

13

RealTracs WHAT IS IT Realtracs is dedicated to providing our users with the best possible experience when it comes to MLS. Realtracs understand the importance of having access to accurate and up-to-date information, and are committed to ensuring that our services meet the needs of users.

HOW DO I ACCESS REALTRACS Click here to access RealTracs or use the url listed below. realtracs.com

HOW TO SET UP SentriKey RE Click here, to follow set-up intructions for SentriKey RE or you will need to download the SentriKey RE app and then call

YOUR USERNAME AND PASSWORD USERNAME & PASSWORD will be email to you from RealTracs.

RealTracs and have them establish the connection between your RealTracs account and the SentriKey RE.

WHERE TO PURCHASE LOCK BOXES FOR HELP AND ASSISTANCE:

You can purchase lock boxes online at

RealTRACS 615-385-0777

Realtracs.com >Click “Help”

REALTRACS TRAINING: Realtracs offers virtual and in-person classes, Login to Realtracs, click “Help”, “Sign Up For A Class”

CBSR TRAINING ADVANTAGE:

>Then click “Buy a Lock Box” You can also purchase lock boxes through your local association.

RECCOMENDED REALTRACS CLASSES TO BEGIN

Realtracs host quarterly trainings exclusive

RealTracs Basics

for CBSR.

RealTracs Advanced >Click “Help” >Click “Sign up for a Class”

14

Meet

My CB Desk WHAT IS IT CB Desk is the Coldwell Banker intranet that houses all information pertaining to the Coldwell Banker brand and allows quick access to CB tools and resources, such as HomeSpotter Boost, Marketing Center and Prospect Square.

HOW DO I USE IT

HOW DO I ACCESS MYCBDESK

To help familiarize yourself with the

Go to mycbdesk.com. Don’t know your

Desk platform, you can refer to the

password? Go to the login page and click

Desk FAQ and Quick Start Guide. All

“forgot password” under the sign-in

apps have a tile on the homepage. You

button. The format of your username is

can change the order of the apps by

firstname.lastname@coldwellbanker. com.

dragging them so that your most

Note: This is not an active email address;

frequently used are

it is for login purposes only.

at the top. If you don’t see the tile for a particular app on your homepage, click on “show all” at the bottom of the page. The left-hand navigation bar has quick links to items pertaining to the brand, the company, marketing, awards and education. Don’t see what you’re looking for? Use the search bar at the top of the page to find news, content and other information by topic or keywords, or click on the question mark in the circle in the upper right of the homepage to access the Help Center.

ONBOARDING GUIDE

YOUR USERNAME AND PASSWORD USERNAME & PASSWORD will be email to you from Coldwell Banker.

Meet

15

CB University WHAT IS IT The goal of the Coldwell Banker Learning Center is to empower real estate professionals to grow their businesses, exceed their goals and live exceptional lives by offering worldclass coaching, education and support. Along with courses geared for both new and experienced agents, CBU includes a recap of Gen Blue courses, a scripts library and a tracker for viewing your current, upcoming and completed courses.

TO GET STARTED

HOW DO I ACCESS CBU

To get started take the “New Agent

The link to CBU Learning Center can be

Pathway” classes. Click here to

found on the homepage of CB Desk. If you

access.

don’t see the CBU Learning Center tile on your homepage, click on “show all” at the bottom.

ADDITIONAL COURSES AVAILABLE Outlist | Outlast Business Planning Buyer Strategies Converting with Confidence Lead Gen Pricing Strategies Breaking into the Luxury Market

16

Meet

Testimonial Tree WHAT IS IT Testimonial Tree streamlines the process of collecting genuine testimonials from satisfied customers and automatically sharing their experiences online to attract new business. With Testimonial Tree, it's easy for customers to leave reviews by sending them testimonial and survey requests through email or text.

BENEFITS INCLUDE Once a transaction is closed in Skyslope, a Testimonial Tree review survey is emailed to the client on your behalf.

Only positive reviews are selected, presenting you in the most favorable light possible.

Moxi Website: Testimonial has the capabilities to communicate with your Moxi website. When you receive a testimonial it is automatically populates into agents Moxi websites.

ONBOARDING GUIDE

HOW DO I GET STARTED You should receive a “Welcome” email from Testimonial Tree. If you do not, Please reach out to Robin Allen for more information about Testimonial Tree.

Meet

DotLoop

17

WHAT IS IT Dotloop is an all-in-one transaction management platform now used by Coldwell Banker Southern Realty. Dotloop simplifies the transaction process by allowing seamless collaboration, document editing, signing, and storage in one place.

All required documents must be uploaded to your Dotloop loop for your closings to be processed. If you work with a Transaction Coordinator, they will manage all Dotloop requirements on your behalf.

BENEFITS INCLUDE E-Signature Made Simple: Easily send documents for e-signature, track progress, and manage deadlines within one platform.

Real-Time Collaboration: Share,

HOW DO I GET MORE INFO Dotloop offers a library of training resources, including videos, articles, and live webinars.

Visit dotloop.com/resources to access helpful tools and guides.

edit, and negotiate documents with clients, agents, and third parties in

WHERE DO I GO FOR TRAINING

real time.

Document Storage: Securely store

Below are two helpful training videos to

and organize all your transaction

familiarize yourself with before you start using

paperwork in one digital location.

Dotloop.

Seamless Compliance: Dotloop ensures all documents meet compliance standards for a

Dotloop Basic

streamlined approval process.

Task Management: Keep track of key tasks and deadlines with intuitive checklists and reminders.

Dotloop Advanced

18

Meet Our

Transaction Coordinators WHAT IS IT The #1 value addition to agents productivity!

Coldwell Banker Southern Realty is pleased to offer our agents the transaction coordinator program to assist you in providing superior service to your clients and to lessen the burden of managing the transaction. This program will be ideal for new and existing agents.

SERVICES PROVIDED BY OUR

HOW MUCH DO THE TRANSACTION

TRANSACTION COORDINATORS

COORDINATORS COST

Fill out closing information sheet.

*Your first transaction is free of charge!

Add property and documents to Sky Slope.

Under CAP Commission Plan:

Be primary point of contact for the Lender, Title Company and Co-oping Agent, email copy of the contract with letter of introduction. Check in with them weekly or as often as needed.

$149 per Transaction $ 49 per Listing Set Up After reaching CAP:

Be secondary point of contact to the client, send

$249 per Transaction

introductory email with contract deadline dates and

$ 99 per Listing Set Up

transaction coordinators contact information.

Ensure deadlines of the contract are met by all parties.

Schedule inspections and inform all parties of the date/time.

Order termite inspection to be performed simultaneously with the home inspection if possible, if applicable.

Prepare Amendments as needed.

Obtain utility company info for property and share with client/other agent.

Schedule closing, inform all parties.

Under other Commission Plans: $385 per Transaction $ 99 per Listing Set Up

MORE INFORMATION ABOUT THE TRANSACTION COORDINATOR PROGRAM Click here, for more information on the Transaction Coordinator Program.

Verify all contingencies have been removed.

First review of ALTA. Keep agent informed of all updates, changes or complications as they arise.

Turn in final documents to the office, if needed.

CONTACT RONDA OR MICHELLE TO GET STARTED Ronda Richardson 615.465.3524 cbtransaction1@gmail.com

Michelle McKnight 615.538.3240 cbtransaction2@gmail.com ONBOARDING GUIDE

19

Closing Information

DOCUMENTATION Make sure all required Transaction documents are uploaded into Dotloop. *IF YOU USE A TRANSACTION COORDINATOR YOU DO NOT HAVE TO WORRY ABOUT THIS. To ensure timely processing and same-day funding, closings are scheduled for 1 PM. Anything received after 1 PM will be processed the next business day.

Tracy Brumley, our VP of Accounting, and Beth Boling handle all closings once submitted.

For any pre-closing compliance needs in our southern offices, Terri Davenport is your go-to contact.

If you’re ever unsure, don’t hesitate to reach out—we’re here to support you every step of the way!

Tracy Brumley | VP, Financial Services (615) 465-3654 Beth Boling | Human Resources Director (615) 972-4545 & Accounting Manager (931) 209-5262 Terri Davenport | Risk Management Director

tracyhbrumley@gmail.com cbsracctg@gmail.com terri.cbsouthernrealty@gmail.com

COLDWELLBANKERSOUTHERNREALTY.COM

20

Meet

OpCity WHAT IS IT You sit back and let OpCity do the heavy lifting! OpCity contacts online leads immediately after their inquiry and screen them for intent to buy, price point, location, and more, weeding out the window shoppers and only passing along the motivated buyers and seller leads.

HOW DOES OPCITY WORK When OpCity has an interested

HOW DO I GET STARTED

consumer on the line, they send a lead

Please reach out to the Relocation

alert via SMS or app push notification

Manager, Becky Stanko, for more

to agents who might be a good match

information.

to work with that client. Agents compete for the lead, and the first agent to claim the lead alert will receive a phone call from a Realtor.com Rep and be livetransferred to speak to the client.

ONBOARDING GUIDE

22

Meet

Outgoing Referrals WHAT IS IT By referring clients to trusted professionals outside of your licensed area, you can provide them with the support they need while also earning a commission. We have a wide range of excellent agents that we know will take great care of your clients.

This is especially useful if you have clients who have relocated or are looking for services outside of your area of expertise.

WHAT TO KNOW ABOUT

HOW DO I GET STARTED WITH

OUTGOING REFERRALS

OUTGOING REFERRALS

You DO NOT have to be on the relocation team to send Outgoing Referrals. All Outgoing Referrals

Send any client info to our Incoming & Outgoing Referral Coordinator, Becky Stanko.

must be sent through the relocation department.

Anywhere network includes Coldwell Banker, C-21, ERA, BHGRE, Sotheby's and Corcoran.

We will always choose the best company to fit your referral.

The standard Outgoing Referral fee sent in the network is 35%. CBSR retains 21% and you will receive 90% of that!

COLDWELLBANKERSOUTHERNREALTY.COM

Meet

23

CE Broker WHAT IS IT Your official continuing education tracking system. Connect with your licensing board, manage your renewal requirements, and reach compliance.

WHAT AM I RESPONSIBLE FOR

HOW DO I CHECK MY CREDIT STATUS

Every 2 years your license will be up for renewal. You will be required to take 16 hours of Continuing Education courses (CE).

During each 2 year cycle you will be required to complete a 6 hour “CORE” class and starting in 2025 “Fair Housing” as well.

Every 3 years, you will be required to take the “Code of Ethics” class.

ONBOARDING GUIDE

To check your hours visit cebroker.com, there is a free version available that you can register for.

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Additional Resources PUBLICATIONS Ninja Selling

By Larry Kendall The Go-Giver

By Bob Burg and John David Mann The Slight Edge

by Jeff Olson Mindset: The New Psychology of Success

by Dr. Carol Dwek The 5 Second Rule

by Mel Robbins

PODCASTS Massive Agent Podcast Real Estate Rockstars

YOUTUBE CHANNELS Brandon Mulrenin - youtube.com/@BrandonMulrenin Tom Ferry - youtube.com/@TomFerry Greg Luther Coaching - youtube.com/@GregLutherCoaching RIS Media - youtube.com/@RISMediaWebinars

COLDWELLBANKERSOUTHERNREALTY.COM