Career Launch - Day One™
CONGRATS
BE SUCCESSFUL FASTER™
ON TAKING
FIRST STEP TOWARD YOUR YOUR REAL ESTATE CAREER
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Welcome to John L. Scott Real Estate
Onboarding Activities
Sign all John L. Scott related documentation.
Turn in Department of Licensing Paperwork.
Sign all MLS related paperwork and obtain MLS ID.
Sign up for the MLS required classes.
Sign up with the National Association of Realtors.
Schedule a meeting with the support team to complete onboarding and office orientation checklist.
Tasks
Complete the Office Onboarding and Orientation. Add John L. Scott email with signature line onto computer and phone.
Review Personal Branded Marketing Material. Get acquainted with MyDesk Dashboard. Create an agent profile on MLS, Cloud CMA, and Buyside. Preview Business Planning Strategies.
John L. Scott Tools and Resources
MyDesk Account Profile Page MyDesk John L. Scott Institute 5 min 8 min 12 min 8 min 1 | Career Launch - Day One™
Generic Open House A-Boards available at your office Branded Mobile App Business Cards Mobile App Cards Announcement Cards and Personalized Note cards -4.63 Customizable Monthly Housing Updates for Individual Market Areas Buyer Representation Program Seller Listing Presentation Materials Personalized Webpage Welcome to John L. Scott On Boarding and Orientation 4 min 8 min
Your Digital Footprint Explore and learn all features: • johnlscott.com • Personal Website • Mobile App Pro Tip ! Business Planning Strategies ‘Getting Started’ Your Personal Website Today, I will 13 min 15 min MyDesk Overview MyDesk Account Profile Page MyDesk John L. Scott Library
Business Development Activities
Create a Personally Branded Property Tracker® Account for yourself (if not already completed) and five (5) other people.
• Create Saved Searches with Instant Notification (choose email and SMS/text messaging for yourself.)
• Create a MarketInsights™ Report for each Property Tracker® client.
• Save five (5) Listing Favorites (for yourself.)
• Rate each favorite and take notes.
Download your Personally Branded Mobile App on your mobile device (if not already completed.)
• Share your app with five (5) people (JLSapp.com/username).
Announce Your New Career
your ‘New in Business Announcements’ to everyone you know.
• Mail, text and/or email your announcement.
Post on social media and engage in online conversation.
Call and share the news about your new career.
Send Announcement Card
100% of our business is from a recent Personal Engagement with the people we already know or just met!
Email or Text
I did it. I got my real estate license! “
Share your tools. Begin creating Property Tracker ® Accounts for everyone you know.
Send everyone your Mobile App URL and post on social media. Don’t forget to include your personal website URL! Pro Tip !
Post on Social Media
“ I got my real estate license and joined John L. Scott! If you know someone who is thinking of buying or selling, give me a call. Oh, and check out my app: JLSapp.com/username
Call
“
I am officially licensed as a real estate agent. If you or anyone you know has a real estate question or need, give me a call. I’m never too busy for your referrals.
“
2 3 New to Real Estate Announcements
“
“
Career Launch - Day One™ | 2 20 min 7 min Today Property Tracker and Dashboard See Dialogue on Page 4 4 min 4 min Mobile App Overview-Android Mobile App Overview-iPhone
Week ONE - UCR Relationship Database
Accomplish this week:
Create your CRM Relationship Database and list everyone you know. Ask your office for the relationship database CSV file template. Add contact names and upload CSV file into MyDesk Contacts. Add additional names by using the Import Wizard to import contacts from various service providers.
Complete all contact information fields for each person for CRM Relationship Database and individual engagement: phone number, email address, mailing address, birthdays, etc. Assign a distinct category(s) to each person (geographic area for housing updates, friend, family, A-client, interests, hobbies, etc.)
If you don’t have a mailing address for someone on your contact list, call them to get their mailing address and send them your ‘New in Business Announcement.’
Ultimate Client Relationship®- Individual Engagement
Begin scheduling your daily routines starting with your engagement hour each workday. This business development activity should always be part of your daily routine.
1 Call five (5) clients per day from your CRM Relationship Database and add your conversation notes to the client’s Contact Detail Page. Create Property Tracker® Accounts (with Instant Notification and MarketInsights™) and share your Mobile App link.
Write five (5) notecards per day.
Schedule coffee meetings and drop ins.
When you call your database, what should you talk about?
Try FORD:
F amily
O ccupation
R ecreation
D reams
Ask questions about family first, then job, vacation or hobbies, then future!
Use MyDesk Email Campaigns as an additional way to stay in touch with everyone in your relationship database! Assign everyone to a regional housing update.
UCR Relationship Database Video Series
3 | Career Launch - Day One™
1 2 3
2 3
Turning Behaviors into Routines How to Add Contacts in MyDesk The Contact Detail Page - Adding Notes How to Add Contacts to Campaigns 14 min 7 min 5 min 6 min
2 min Your CRM Relationship Database 5x5
“ “
I am the first point of contact for my Relationship Database.
Use Property Tracker® and Mobile App Dialogue
Now that I am in real estate, people are asking me about homes in their neighborhood. We have this great tool called Property Tracker® that sends instant notifications (text/email) of all new listings plus monthly MarketInsights™. I would like to create one for you and your neighborhood. Would that be okay? Thanks, I will do that today and you will receive an email to create your password.
Practice: Mobile App Dialogue (JLSapp.com/username)
Also, let me send a link to my Mobile App for easy access to search for homes anywhere anytime.
Practice: Referral Dialogue
Practice: Property Tracker® Dialogue 1 2 3
If you or anyone you know have questions about real estate, please reach out to me I will be glad to help.
Week ONE Schedule
Set aside blocks of time (20 minutes to 1 hour) to complete tasks. Planning your week and blocking out time for important activities (such as client relationship calls and practicing dialogue) will help develop good habits and keep you on track.
five (5) Notecards
pm
Meeting with Office Leader Call five (5) Clients Write five (5) Notecards
Career Launch - Day One™ | 4 Pro Tip !
Tuesday Wednesday Thursday Friday Saturday Sunday 8-9 am Mail Announcements Practice Property Tracker® and Mobile App Dialogue Practice Property Tracker® and Mobile App Dialogue Activator 9-10 am Onboarding Office Meeting Watch ‘Turning Behaviors into Routines’ Video Upload CSV File and Import Contacts from Service Providers 10-11 am Watch JLS App and PropertyTracker® Videos Watch MyDesk Dashboard and Profile Page Videos Call five (5) Clients Write
12-1
Open
1-2
Social
New
2-3
Watch
3-4
4-5
Practice
Prep
SAMPLE
Monday
11-12
1:1
pm Office Orientation Watch ‘How to Add Contacts in MyDesk’, ‘The Contact Detail Page’ and ‘How to Add Contacts to Campaigns’
House (visit, shadow or hold)
pm
Media Announcements Call, Text, Email
Career Announcements Update Database Add all Clients to the Seasonal Campaign
pm
CRM Relationship Database and Real Estate Announcements Videos
pm Call five (5) Clients Write five (5) Notecards Update Database Add 25+ Names Navigate MyDesk Dashboard: Update Profile Settings Call five (5) Clients Write five (5) Notecards Add new clients to Database Create Property Tracker® Accounts
pm
Referral Dialogue
for Open House (visit, shadow or hold)
Week TWO - Become Open House Certified
Accomplish this week: I am Open House Certified! Ready to hold my new listing open or hold an open house for another broker.
Watch the Open House Video Series. 1
2 Find a listing to hold open, shadow another broker, or preview five (5) open houses.
3 Schedule five (5) open houses over the next few weeks.
Why hold an Open House?
Benefit to the Seller: Get their home sold at the highest price. Holding Open Houses the first weekend of a new listing exposes your seller’s home to the backlog of buyers.
Benefit to you: Generate More Business
1
Meet potential buyers - many have homes to sell
2 Meet neighbors = potential sellers
Be Prepared with John L. Scott Tools!
1
Know how to share your Mobile App at Open Houses (great way to obtain email addresses) JLSapp.com/username.
2 Create a Property Tracker® Saved Search and familiarize yourself with all listings around your open house.
Use Cloud CMA to create a Property Report and Online Analysis. 3
4 Use John L. Scott Housing Updates or Trendgraphix Reports to share market stats and trends.
Open House Video Series
Cloud CMA 26 min Trendgraphix 15 min
10 min Seller Listing Launch Concepts 12 min Your Open House Tool Box 7 min 7 min 7 min Discover Your Open House Guests 8 min Open House Do’s and Don’t s 7 min JLS Listing Presentation Box at Open Houses 4 min 5 | Career Launch - Day One™ Open House Safety Preparing for an Open House Special Kick off Weekend Early Entry for Neighbors “ “
√
Open House Skill Mastery
Prepare Your Open House Toolbox
To become a Certified Open House Specialist,® complete the core activities plus hold five (5) open houses using Seller Listing Launch® and Early Entry for Neighbors™. Turn in the completed designation requirements to receive your certificate and logos.
Business Development Activities
Engage with Your Relationship Database
Have you engaged with everyone you sent a ‘New in Business’ announcement to? Create a Property Tracker® Account with MarketInsights™ for them, then send your Mobile App link! List your 5 contacts for each day of the week.
Practice Open House Meet and Greet and Follow up Dialogue 1 2 Role play asking Buyer Questions Early Entry Dialogue (neighbor invites) 3 4 Property Tracker® and Mobile App Conversations Open House Dialogue and Scripts 8 min Items Open House Registration Pages 1 2 Property Flyers Housing Update and Trendgraphix Charts 3 4 Property Tracker and Mobile App Flyers 5 Win-A-Trip Flyer and Registration Forms
Practice Find and schedule an open house for your new listing or another broker in your office. 1 2 UCR Relationship Database
Engage daily with your Relationship Database -
calls and
notecards (5x5.) 3
- Add 25+ new contacts • Assign Category(s) (i.e. geographic area for housing updates, A, B, C, hobbies, etc.)
five (5)
five (5)
Career Launch - Day One™ | 6 Monday Tuesday Wednesday Thursday Friday 1. 1. 1. 1. 1. 2. 2. 2. 2. 2. 3. 3. 3. 3. 3. 4. 4. 4. 4. 4. 5. 5. 5. 5. 5. Selling Your Home Guide Home Buying Advantage Extra Business Cards and Mobile App Cards 6 7 8
Week THREE - Become Buyer Representation Certified Accomplish this week: I am Buyer Representation Certified! I have a winning strategy with the John L. Scott Home Buying Advantage. Watch the Buyer Representation Video Series. 1 2 Practice 3 Buyer Consultations. (One a week for 3 weeks.) 7 | Career Launch - Day One™ Write and Present 3 Purchase Agreements (One a week for 3 weeks.) Buyer Representation Video Series The Home Buying Advantage: Overview 11 min Managing the Transaction 11 min Part 1: Goals & Expectations 11 min Win in a Multiple Offer Situation 8 min 7 min 20 min Advanced Multiple Offer Strategies 20 min 3 The Home Buying Advantage Tips and Talking Points. Use these tools to learn how to engage at the Buyer Consultation. Pro Tip ! 24 min Purchase Agreement Basics 7 min Home Buyer Packet 7 min 12 min 8 min Getting Buyers Fully Underwritten Preparing & Negotiating the Offer 7 min “ “ √ √ Part 2: The Home Search Part 3: Key Market Strategies Part 4: Financing Your Home Part 5: Trusted Advisor & The Purchase Process sales activity intensity and the impact that has for you. also want to discuss being purchase ready and how we can enhance certainty with the seller regarding your financing. want you to feel confident that am your trusted advisor and advocate throughout entire the home buying process and answer any questions or concerns you may have about the offer process, paperwork and strategies for negotiations. And finally, want to make sure you understand the entire process and that we have the right members on our team for successful closing. So, are you ready to get started? Pages and To help you with the home search process, want to take moment to discover your goals, expectations Pages and want to share with you the power of my website and mobile app. On both the website and mobile app you can see all listings, from all companies, anytime. With both the desktop version and mobile app, you can see all properties in your vicinity, including photos and detailed listing information. The desktop version allows you to create custom polygon searches for any area. This great for creating saved searches. 1 2 3 HOME BUYING ADVANTAGE
Buyer Representation Skill Mastery
Use:
10 Additional Collateral or Supplemental Pages
Practice: Purchase Agreements
1 Paraphrase each paragraph in 1-2 sentences
2 Explain the terms of the Purchase Agreement
3 Explain the most commonly used addenda
4 Create a timeline for all contingencies
5 Explain Buyer’s Advisory-Seller’s Market
6 Write an offer using electronic signatures
7 Learn procedures for turning in paperwork
8 Learn procedures for handling earnest money
9 Present an offer to supervising broker
To become a Certified Buyer Representation Specialist® complete the core activities plus five (5) fully executed Buyer Purchase Agreements. Turn in the completed designation requirements to receive your certificate and logo.
Business Development Activities
Meet
Engage with Your Relationship Database
List the five (5) contacts you engage with each day. Add all Buyers to the Buyer Campaign. (Located in MyDesk > Email Campaigns > Topic: Buyer.)
Career Launch - Day One™ | 8
Home Buying Planner Questionnaires, Tips and Talking Points.
Suggestions to
Packet: Home Buying Questionnaires
Market Information:
and Trendgraphix
Bio or Resume
Testimonials
Mobile App Flyer
Property Tracker Flyer
Disclosures, Information and Paperwork
Information From Vendors (Lender, Escrow, American Home Shield)
FAQ
Practice: Buyer Consultations 1
Include in Your Buyer
2
Housing Update
3
4
5
6
7
8
9
More Buyers
Connect with
in
Hold Open Houses and meet more
72% of buyers own a home and haven’t listed
Use social media to engage in conversation.
Create customized search pages.
1
those
your Ultimate Client Relationship Database. 2
buyers.
yet. 3
4
15 min
Monday Tuesday Wednesday Thursday Friday 1. 1. 1. 1. 1. 2. 2. 2. 2. 2. 3. 3. 3. 3. 3. 4. 4. 4. 4. 4. 5. 5. 5. 5. 5.
Creating Customized Search Pages
Week FOUR - Become Seller Marketing Certified
I
Seller Marketing Video Series
Seller Listing Launch® and Early Entry for Neighbors™ are key to maximizing markting exposure to a listing at the most critical time while showcasing the seller’s home in the best light to get the best price.
8 min
Watch the Seller Marketing Video Series Accomplish this week: 1 2 Practice 3 ‘Full’ Listing Presentations (One a week for 3 weeks)
The JLS Listing Presentation 7 min 8 min 12 min 8 min 9 | Career Launch - Day One™ 10 min Listing Presentation - Pricing and Trusted Representation 13 min Listing Launch Rollout Sequence 11 min Seller Listing Launch Concepts & Overview 8 min Seller Listing Launch Strategies & Marketing Concepts 9 min Leading RE & Luxury Portfolio
am Seller Marketing Certified!
home owners who
to sell
home.“ “ √ The Selling Your Home Guide and Talking Points. Use these tools to learn how to engage at the Seller Consultation. Pro Tip ! 7 min Exceptional Homes by John L. Scott
I find
want
their
Listing Presentation - Presentation Listing Presentation - Promotion Preparing for an Open House Special Kickoff Weekend 9 min 12 min Listing Presentation Sample The Pre-Listing Packet Seller Market Updates
Seller Marketing Skill Mastery
Practice: Listing Presentations
Use: Seller Questionnaires and Selling Your Home Guide Talking Points. Also Include:
Disclosure (explain to seller how to fill out).
Create
Meet 10 AHS Home Warranty
To become a Certified Seller Marketing Specialist,® complete the core activities plus obtain five (5) Listings using Seller Listing Launch® and Early Entry for Neighbors™. Turn in the completed designation requirements to receive your certificate and logos.
Business Development Activities
- Get More Pro Tip ! LUXURY HOME
You can also begin working towards your Certified Luxury Home Specialist™ Designation.
Connect with those in your Ultimate Client Relationship Database and ask for seller/buyer referrals.
Use
2 CER T I F IED Luxury HOME S P ECIALIST JLS
4
Engage with Your Relationship Database
List the five (5) contacts you engage with every day. Add all Sellers to the Seller Campaign. (Located in MyDesk > Email Campaigns > Topic: Seller.)
1 Suggestions to include in
Presentation: Housing Updates 2 Trendgraphix Graphs 3 Cloud CMA Content Pages 4 Agency Law Brochure 5 Listing Agreement 6 Property Disclosure 7 Personal Bio 8 Testimonials 9 Customized Flyers
Seller
Prepare and present a CMA.
your Listing
interest in the listing and personal market presence by utilizing the ‘Just Listed’ Postcard through Bear Printing. Just Listed
Monday Tuesday Wednesday Thursday Friday 1. 1. 1. 1. 1. 2. 2. 2. 2. 2. 3. 3. 3. 3. 3. 4. 4. 4. 4. 4. 5. 5. 5. 5. 5.
More Sellers
Listings 1
Hold Open Houses
social media to engage in conversation. 3
Use digital advertising strategies
as
• Meet the neighbors - serve more sellers; get more listings in the neighborhood. Boost to find more sellers. Career Launch - Day One™ | 10
such
Automated
Week FIVE - Create Your Online Market Presence
Create Hyper-Local Neighborhood Pages
d.
Pro Tip ! 11 | Career Launch - Day One™
your Personal Website. Create your Online Market Presence for Lead Generation and Lead Conversation
Customize
1
a. Tell your story on your ‘About Me’ page.
Post your URLs and content on social media. 2
Facebook, Instagram, and LinkedIn. Schedule your online advertising.
Automated Boost by Homespotter. i. New Listing.
Open House. iii. Price Reduction. iv. Agent Promotion. Tell Your Story 8 min SEO - Search Engine Optimization Strategies (Help People Find You) 15 min
b. Create SEO so people can find you.
a.
a.
ii.
Create Neighborhood and Community Pages on your website. Create your Online Market Presence for Lead Generation 1
Powered by Property Tracker®
Add Neighborhood and Community Information
Add Photo and Video Content
a.
b.
c.
Add Trendgraphix Stats and Trends Be the first point of contact for everyone in the neighborhood! Promote your Hyper-Local Neighborhood Pages on social media. Be the Hyper-Local Market Expert and deliver timely and relevant information. 2
Instant Notification of New Listings (SMS
MarketInsights™
John L. Scott Housing Updates
L. Scott Luxury Housing Updates and Quarterly Reports Create Neighborhood and Community Pages 8 min 11 min Be the Hyper-Local Market Expert 10 min Lead Conversion: Connecting the Dots 11 min 10 min Social Media Guidelines 12 min Social Media Strategies Trendgraphix Post - 2 - Web Create Profiles on the National Portals 7 min
a.
+ Email) b.
c.
or John
Week SIX - Engage and Ask for the Business
Engagement Hour Each Weekday
1
Continue to make five (5) calls and write five (5) notecards each day (5x5).
2 Continue to add names to your UCR Relationship Database each week. Call your UCR Relationship Database and create Property Tracker® Accounts (with Instant Notification and MarketInsights™). Share your Mobile App link. Update ‘Categories’ and add ‘Notes’ after every engagement.
3
4 Begin to schedule coffee meetings, social events and Business-to-Business Networking.
5 Ask for referrals with each engagement.
Schedule and Prepare for your Week
Set aside blocks of time (20 minutes to 1 hour) to work on your business and work in your business. Plan your week to build skill mastery, generate leads and work with clients. When working on your business, focus on the key activities that create more engagements for business opportunities. Find time each day for Business Development Activities (UCR, Prospecting and Open Houses).
Career Launch - Day One™ | 12
Monday Tuesday Wednesday Thursday Friday Saturday Sunday 8-9 am Strategy Monday Follow Up Phone Calls Practice Property Tracker® and Mobile App Dialogue Office Training Legal Lunch JLS L.A.B.S. Practice Seller Presentation 9-10 am Follow up Monday OH/Weekend Office Meeting Tour Preview Properties Broker Opens Preview Properties Buyer Showings Listing Presentations Transaction Management 10-11 am CRM/UCR Engagement Hour 5x5 CRM/UCR Engagement Hour 5x5 11-12 pm CRM/UCR Engagement Hour 5x5 CRM/UCR Engagement Hour 5x5 Social Media and Prospecting Coffee/Lunch CRM/UCR Engagement Hour 5x5 Social Media and Prospecting Coffee/Lunch Door Knocking in Neighborhood 12-1 pm Social Media and Prospecting Coffee/Lunch Buyer Showings Listing Presentations Transaction Management Open House Seller Listing Launch® and Early Entry for Neighbors™ 1-2 pm 2-3 pm Preview Properties 3-4 pm JLS Institute Skill Mastery Coaching Session JLS Institute Skill Mastery Prep for Seller Listing Launch® and Early Entry Activities™ OH Boost Follow Up with All Open House Leads 4-5 pm Prepare for Listing Launches Update Database Practice Buyer Consultation Update Database Strategy Monday Plan your Week 6 min John L. Scott Relocation 3 min Leading Real Estate Companies of the World Value Proposition 8 min 1 min Create
Outgoing Referrals www.JLSOutGoingReferrals.com Leading Real Estate Companies of the World Marketing Pieces Placing Outgoing Referrals 12 min SAMPLE Schedule a day off each week
Business Opportunities with
Week SEVEN - Skill Mastery
Mastery of UCR with powerful and personalized attention creates an experience for each individual client that cannot be commoditized.
Schedule time each week to watch videos and do the activities over the next few weeks. Your office may offer LAB workshops, practice on your own, or create an accountability group with your fellow broker associates in the office.
All Workbooks and Videos can be found on MyDesk > John L. Scott Library > Ultimate Client Relationship.
Workbook 1: Introduction to CRM Relationship Database
Workbook 2: Social Media: Facebook and Engagement
Workbook 3: Cloud CMA and Lead Generation
Workbook 4: Trendgraphix
Workbook 5: Enhance Your Value Proposition
Workbook 6: Property Tracker® and MarketInsights™
Workbook 7: Hyper-Local Market Presence
Workbook 8: Seller Listing Launch® and Ultimate Open House
Workbook 9: Relationship Database and Campaigns
Workbook X: Xtreme Lead Generation and Lead Conversion
13 | Career Launch - Day One™ “ “
Workbook 2 27 min Workbook 4 24 min Workbook 6 51 min Workbook 3 21 min Workbook 5 66 min Workbook 7 21 min Workbook 1 270:00min Workbook 8 21 min Workbook 9 30 min Workbook X 62 min
“Your mental attitude attracts to you everything that makes you what you are.” - Napoleon Hill
Week EIGHT - Elevate Business Strategies™
National
• Brian Buffini
Elevate your Business - More Transactions - Career Balance - Deeper Relationships
L. Scott Broker Associate Support and your TEAM • Office Leader • Office Support Team • John L. Scott Service Center • John L. Scott Executives Leverage your time and resources at the office so you can focus and prospect for new business and generate more leads. Marketing Assistants Listing Coordinator Transaction Coordinator 1 2 Personal Assistant Refer Buyers/Sellers Hire Buyer’s/Seller Listing Agent 3 Career Launch - Day One™ | 14
John
Seminars and Business Coaches
additional training and support.
national seminars
provide
Tap into some of the top
and coaching to elevate your business and keep you on track.
• Tom Ferry
Elevate your Business - Be Visible and Be Consistent Online Presence • Website • Instant Notification • Mobile App Social Media • Facebook • Instagram • LinkedIn Community • Social Events • Networking • Sponsoring • Join Clubs (Kiwanis) Specialty • Luxury Properties • Bilingual • Property Type Leverage your Time 10 min National Seminars Business Coaches 4 min Elevate your Business - Personal Achievement Seminars and Books • The Pacific Institute • Landmark Education • Speaking the Language of Miracles® • The Go Giver • Becoming a Category of One • The Compound Effect John L. Scott Success Plan • Positive Mindset • Skill Mastery • Personal Engagement Activities Elevate your Business - Go ‘Home Owner Direct’ UCR Relationship Database. 1 2 UCR - Individual Engagement. Online Lead Generation. 3 Seller Listing Launch. 4 5 Neighborhood/Search Pages. Direct Contact with Homeowner. 6 10 min Elevate your Business Go ‘Home Owner Direct’ John L. Scott Commitments • Each Individual Client • Broker Associate Success • Positive - Proactive - Productive Family Team Environment Walk in the Positive Outcome. - J. Lennox Scott “ “
• Ninja Selling
