Ev Foster Operating Principal 07802 317579 Ev.Foster@kwuk.com
We are delighted you have decided to partner with Keller Williams Scotland to build your business as an Independent Estate Agent. We will be here for you every step of the way. I encourage you to participate in as much training as you can from the start. You will find in this booklet, a checklist that you can follow to make sure you accomplish everything required to get your business compliant and operating at a healthy level. Please lean in to the training and overall experience. Do not hesitate to reach out should you have any questions. We are here to help you build a successful business and have the life you’ve always wanted.
Contents Keller Williams Scotland Who we are and why What you need to get started
Worksheets: Onboarding Checklist My Big Why My MVVBP (mission, vision, values, beliefs, perspectives) 30-60-90 Checklist Goals Priorities Strategies (GPS)
411 (4 weeks, 1 month, 1 year) The Agent/MC Promise
Resources: 5 Moves Lead Gen Sources Listing Checklist The MC Panel Knowing/Tracking your numbers Lead gen for Open Houses Open House Checklist Lead Gen for Open House Follow Up
Buyer Lead Sheet Listing Prequalification Form
UK Market Centres
Our MVVBP
The Six Personal Perspectives
WHAT YOU NEED TO
GET STARTED
WHAT YOU NEED A Laptop or Computer
A mobile phone
Access to Wifi A passion for property
Good Admin & Communication Skills
A passion for people A
winning attitude
WHAT YOU NEED TO DO Register your Company with Companies House Read about the difference between a Sole Trader & a LTD company
Sign an Associate Agreement with Keller Williams Scotland
Pay £300 joining fee Complete the documentation which will render you compliant and able to start trading as an Independent Estate Agent ANTI MONEY LAUNDERING REGISTER WITH ICO REGISTER WITH PRS
OBTAIN PL & PI INSURANCE COMPLETE ONBOARDING PART 1/2 FORM
What does all this mean?
WHAT YOU NEED TO DO
Compliance
Complete the documentation that will render you compliant and able to start trading as an Independent Estate Agent ANTI MONEY LAUNDERING 5) HMRC Anti Money Laundering
HMRC TO REGISTER FOR AML
You must register with HMRC for Anti Money Laundering. You will need to register the business address that you used when you formed the limited company with HMRC. This may be your home address. You will be asked if you have had Anti Money Laundering training which you have already completed in Access Workspace. You will also be asked if you have a risk assessment and policy. You have these in your compliance folder and you just need to edit the top with your company details. You just need to make sure that these are edited and saved in your file correctly. For now, you can answer yes you do have the policy and risk assessment for your business. Premises registration - £300 Approval process fee - £40
REGISTER WITH ICO
REGISTER WITH ICO
Register with Information Commissioners Office It is a legal requirement for all businesses that process personal data to register with the ICO.
WHAT YOU NEED TO DO
Compliance
REGISTER WITH PROPERTY REDRESS Use the Keller Williams discount code PRSKELLER
PROPERTY REDRESS SCHEME
This allows consumers to escalate complaints and provides a Government approved, independent body to deal with such complaints, and find resolutions.
You must be a member of a Redress Scheme to trade.
OBTAIN PL & PI INSURANCE Public Indemnity & Public Liability Insurance Our recommended supplier is Mint Insurance You need PI cover for £250,000 You need Public Liability cover for £1,000,000
MINT INSURANCE
Oliver Wharmby - KW Account Manager at Mint 07584 304816 Oliver.Wharmby@mint-insurance.co.uk
COMPLETE ONBOARDING PART 1/2 FORM The completion of this form will trigger the creation of your Keller Williams Email
Onboarding Form
YOUR WORKBOOK CLICK HERE to download a printable version of the Workbook Section of this Manual
New Individual Agent – AGENT Checklist Join the Market Centre - Stephen ☐
Meet with Stephen
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Sign MC Agreement
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Make Payment
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Receive KWS Onboarding Manual in digital format
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Complete Onboarding Agent Form Part 1/2—this will get you your KW email
Establish Business ready for trading - Jennifer ☐
Register Company with Companies House (if you are choosing to be a Ltd Co)
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Register with HMRC
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Register for VAT with HMRC (optional)
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AML training and payment
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Property Redress Scheme
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Information Commissioners Office
Complete Trainings – Agent Responsibility – Check Training calendar for details ☐
Onboarding with Jennifer—online zoom call—see the Training Calendar for details
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Nurture & Vision—Attend a session on Nurture & Vision—see the Training Calendar
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The Evolution Experience – 4 day training with Ev Foster to be completed asap
Practice Tasks to get going – Agent Responsibility – Know your Accountability Partner ☐
3 valuations a week. Do these for friends and family members to practice.
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Complete New Agent Form Part 2/2
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Know your value proposition.
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Know your market stats each week
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Practice your listing presentation
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Meet 3 new people a day and add to nurture
Ongoing Trainings/Compliance - Agent Responsibility – Know your Accountability Partner ☐
Power Up
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Weekly Agent Workshops & Trainings
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Company events—attend as many as you can
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Accountability group—know who your accountability group leader is
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Use your Manual for guidance and call us with questions.
MY BIG Why I have become an Independent Estate Agent:
WHY
My Big “WHY” :
Five BIg Personal Goals I want to achieve before the age of ________. 1.
___________________________________________________________
2.
___________________________________________________________
3.
___________________________________________________________
4.
___________________________________________________________
5.
___________________________________________________________
How much money I want to earn in my first year of business £ ___________ The age I want to retire _________
What I want to do when I retire ____________________________________ ______________________________________________________________
______________________________________________________________
Mission - a strongly felt aim, ambition, or calling – your purpose – your Big Why
Vision - the ability to visualise or plan the future with imagination or wisdom – what does it look like?
Values - principles or standards of behaviour - your judgement of what is important in life, what do you value?
Beliefs - an acceptance that something exists or is true - especially one without proof – what do you believe to be true?
Perspective - a particular attitude towards or way of seeing something - a point of view – how do you see the world?
Just as you use your car’s GPS system to navigate your journey, use this GPS to plot your one-year trip in business and life. Transfer your ONE Thing for the year from you Long-Term Goals sheet, then list three priorities to reach that destination. Drive yourself further by writing out five strategies to achieve each priority. Congratulations, you just completed your yearly business plan.
My Goal for the Year is …
Priority #1 to achieve my ONE Thing for the year … Strategy #1
Strategy #2 Strategy #3 Strategy #4 Strategy #5
Priority #2 to achieve my ONE Thing for the year …
Strategy #1
Strategy #2
Strategy #3
Strategy #4
Strategy #5
Priority #3 to achieve my ONE Thing for the year … Strategy #1
Strategy #2
Strategy #3 Strategy #4
Strategy #5
Your Name
ANNUAL GOALS
MONTHLY GOALS
WEEKLY GOALS 1
2
3
4
5
Month/Year:
First 30 days Check List Start reading Millionaire Real Estate Agent Complete Onboarding to ensure you are fully compliant Complete AML Training Participate in Onboarding 1 Zoom Session Make sure you are ste up for D/D payments to Market Centre Set up your canvasing area in Rightmove and get alerts Set up your Social Media—Facebook, Instagram, TikTok, LinkedIn, Google My Business—See Joe Elliot for help Attend The Evolution Experience Goal Setting Session—set up your MVVBP, GPS 411 Send out a letter to your sphere letting them know about your new role—suggested letter available in FILES on Facebook Group Page Create your “My Story” leaflet—available through KW Stationery Store or Wades Printing Browse KW University for trainings Find your place to volunteer Know who your accountability partner is Post a video on Facebook telling people what you do
30 Days Date:
First 60 days Check List Have 200 people in to your database.
Create your monthly newsletter—add your people to the campaign Personalise the Listing Presentation Template Practice your listing presentation with family members Download your marketing calendar and start posting daily Make sure you know who your photographer and your solicitor are going to be. Start interviewing. Learn about Farming and start your farming campaign Start reading “The One Thing”
Set up a Business Consultation. Meet with a lender. Make friends
Write down your value proposition, learn it and create the “elevator version” Check in with your Accountability Partner Join a Business Networking Group or Start your Own
60 Days Date:
First 90 days Check List Have 250 contacts in your database Master your “Daily Production Checklist” Learn how to refer business within the KW Network Attend 6 Personal Perspective Training Course Attend Quantum Leap Training Course Understand the KW Brand Guide Fully understand Growth Share and start talking to worthy candidates about working with you. Cover Culture Module 00 of The Success Series Revisit the Nurture CRC process
Know who your accountability partner is
90 Days Date:
My GROWTH PLAN Enter one item you plan to implement each month for personal or professional growth. Think books to read, training/workshops to attend etc.
JANUARY
FEBRUARY
MARCH
APRIL
MAY
JUNE
JULY
AUGUST
SEPTEMBER
OCTOBER
NOVEMBER
DECEMBER
YOUR RESOURCES
FIVE MOVES OF THE AVERAGE HOME BUYER 1.
First Time Home Buyer
2.
Growing Family
3.
First move-up
4.
Second move up home
5.
Downsizing
6.
Relocating
LIFE TRANSITIONS THAT OFTEN TRIGGER ESTATE AGENT SERVICES 1.
Getting married
2.
Having a baby
3.
Having another baby
4.
Children graduating—fleeing the next
5.
Getting Divorced
6.
Death of a spouse
7.
A new Job
8.
Retirement
9.
Relocating
Think about where you can meet people, establish relationships and help them.
Talking to Buyers—Craig Delahoy 1. Know your Opportunities—We want everybody to be a client, not everyone is ready 2. You need to establish their: - Motivation to Move—Their Reasons for moving and the timing - Ability to Move—Do they have cash, mortgage, need to sell their current home? Form filling exercise—asking good questions “Is the whole family excited about the move? Are there any challenges around it?” Come from a place of relationship building rather than transaction chasing. Set them up as a future client Filter people through the following process: Build rapport first—this makes things natural and easy Having that RAPPORT builds VALUE which creates TRUST ...which puts you in a better place to CLOSE to the next step. The Decision Making Process “How long have you been in your current home?” “Did you think it would be that long?” “If you saw the right property, what would hold you back from purchasing?” This will indicate where they are in the decision making process and how motivated they are. Mindset Shifting Questions: (When selling a property Sellers will no doubt want to know how quickly it will sell, the value and how much it will cost to sell) Ask questions that make sellers think: “Do you think all agents are the same—provide you with the same service?”
“If you saw the right property today, would you need to sell your current property?” “Other than selling your property, is there anything else that’s holding you back?” When you leave the conversation, set the expectation around the next time you will talk— “Has this conversation been helpful to you?” “Going forward, would you feel comfortable getting back in touch with me is you have any questions?” ….. “great, cause I want you to know I’m here to help.”
Open House Checklist Prior to the open house ☐
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Arrange the date and time with the sellers and give instructions on how to leave the home. Lock away jewellery, medicines, family photographs and personal items. In an ideal world they could bake cookies before the event and leave on the counter for guests. (who doesn’t love the smell of freshly baked cookies) Note the Open house on Rightmove first paragraph next to your name as soon as it’s set so it's the first thing people will read if there's not a field for that. For eg. *** OPEN HOUSE Saturday 2-4pm *** Do a Facebook event and make a Facebook Ad Tell you Market Centre and fellow colleagues to notify their buyers if they have people looking in that area. Also, favourite lender who might like to advertise for you too. Instagram a cool design feature about the house, artsy looking picture Notify the neighbours about the event with a flyer or go door to door if you have the time. Attach Open house sign with day and time eg. “Saturday 2pm to 4pm”
Items to have ready for the Open House ☐ ☐ ☐
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Open House sign Balloons (optional) Property Flyer that features Property Details, School district, nearest grocery store, workout place, hospital etc and a Paragraph from the sellers on what they’ve loved about living there; maybe it’s property or neighbour related. Your Business Cards and those of your favourite lender. Branded Feedback cards Branded Sign in sheet Bowl of sweets or plate of cookies, (not something that will make sticky fingers) Wee bottles of water, if a hot day Booties or “Please Remove your Shoes” Sign if appropriate. A branded sign sets the expectation that this is an “Open House” and so different from just going to a friend’s house. If doing a Broker Open pre order food items
On the day ☐ ☐ ☐ ☐ ☐ ☐ ☐
Arrive early. Attach a balloon to the sign. Do a check of the house and make sure everything is away and lights are all on and it’s a good temperature. Have toilet cleaning products and a few basic cleaning products in your car (just in case) Put out your sign in sheet on kitchen counter so potential buyer can note their names and number for you to add them to your buyers list. Put out Seller Feedback cards. Put booties next to the door with your sign. Be sure to be wearing your Keller Williams Name Badge
When Buyers arrive ☐ ☐ ☐
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Introduce yourself as they come in the door mentioning your company. They should be aware they are talking to an agent. Know your numbers. Square footage, Number of Beds and Baths, Boundary lines, recent solds and new to market, price, positive neighbourhood gossip. Etc etc etc. Be sure to have some things you love about the property yourself and give them something to note as they look around (the cool fixtures in the upstairs bathroom, the view from the back window…you can always find something) Ask them to sign your sign in sheet. It’s nice of the sellers to open up their home to the public and so you just like to let them know who has come through that day. Also ask them to fill out the feedback card if they like to give their opinion.
Safety items to note. ☐ ☐ ☐ ☐
Keep your car keys in your pocket. Let a colleague know you are doing the Open, check in with them before and after Keep yourselves closest to the exit if you feel uncomfortable with any buyers. Keep an eye on buyers, without hounding them.
After the Open House ☐ ☐ ☐
☐ ☐
Lock up safely. Remove the Open House sign and balloons. Call the sellers and give them the results (number of people who have come through etc. and the feedback you have received from the views – it’s often much better to hear from other people that it’s priced too high or the brightly colour wall needs to be painted) Remove the note in Rightmove about the open house. Update your notes in your CRM (Nurture) of the Open House details and next steps.
ACRONYM DECODER & GLOSSARY MC
Market Centre
OP
Operating Principal
TL
Team Leader
MCD
Market Centre Director
MCA
Market Centre Administrator
CGI
Career Growth Initiative
GCI
Gross Commission Income
GPS
Goals – Priorities – Strategies (Business Planning Tool)
411
4 weeks – 1 month – 1 year (Productivity Tool)
TC
Transaction Coordinator
ALC
Agent Leadership Council (top 20% of agents in each office)
GROWTH SHARE
2% of profits are shared among the agents who have referred other agents to the company.
Where do I go for…??? Make sure you are logged in to YOUR Google Account and CLICK HERE to access the following:
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Cost of Sale Document
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Home Report Instruction
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Property Studios Pricing
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Focal. Agent—Content Supplier
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Panel—Client Relationship Network Information
CLICK HERE To access the following:
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Terms of Business Folder—Seller & Buyer Terms of Business
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Pre Onboarding Folder
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Marketing Folder
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Home search Letters
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Compliance
Our Promise to You To fulfil our Mission To deliver our Vision To stand by our Values To honour our Beliefs
To perpetuate our Perspective To live by our Culture And to be the most supportive Leadership Team in KWUK
Ev Foster : ______________________________________
Your Promise to Us Have three great conversations a day telling people about what you do Add 3 contacts to nurture campaign each day To post on Social media each day Learn/Read for 30 minutes each day Spend 30 minutes delivering door to door cards each day To attend Power UP and one group training session per week To attend group accountability session each week.
Signed by Agent : ________________________________________________
Date: ___________________________