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2010 Nextage Team Building and Team Development Handbook


Introduction

Table of Contents I. II.

III.

Introduction The Team Building Process 1. Introduction/overview 2. Step 1:Preparation 3. Step 2:Prospecting Approach 4. Step 3:The Presentation 5. Step 4: The Close 1. Gauge 1: Stay after the meeting 2. Gauge 2: Give information packet 3. Gauge 3: Get started interview 4. Gauge 4: Keep appointment and sign up 5. Overcoming Objections 6. Franchise team building The Team development Process 1. Introduction/overview 2. Step 1: Activation 1. Gauge 1: Fastrak Checklists 2. Gauge 2: Accountability Agreement 3. Step 2:Engagement 1. Gauge 1: Develop a prospect list 2. Gauge 2: Set goals/business plan 3. Step 3: Schedule team development activities 4. Step 3: Replication

© 2009 – Nextage Realty International, LLC. All Rights Reserved. No part of this book may be reproduced or transmitted in any form, by any means (electronic, photocopying, recording or otherwise), without the written permission of the publisher. Nextage Realty International, LLC www.Nextagerealty.com

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Introduction

History tells us that many times corporate giants and innovators have the vision they need to achieve total greatness. Take for example Henry Ford and Bill Gates. Both understood the way to achieve their vision was collaboration and the multiplication of effort. Ford is the father of modern assembly lines used in mass production, which resulted in many technical and business innovations. One such innovation was a franchise system that put a dealership in every city in North America, and in major cities on six continents. He understood the power of multiples. He also understood the importance of service to the consumer. “A business absolutely devoted to service will have only one worry about profits. They will be embarrassingly large.” Henry Ford

Bill Gates‟ vision of the world of communication and work has no parameters. He goes off for a week and reads 100 or more papers from Microsoft employees that examine issues related to the company and the future of technology. I've been doing this for over 12 years. Today the whole process is digital and open to the entire company. Microsoft has more than 50,000 people, “To create a new standard, it takes something that's not just a little bit different; it takes something that's really new and really captures people's imagination…“ Bill Gates Franchising is a business strategy, creating a business relationship to assist the franchisee in achieving the mutual goals of increasing production and attaining an acceptable level of market share and profitability. Nextage Realty International, LLC offers what Bill Gates said is necessary to create a new standard, “something that‟s really new and really captures people‟s

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Introduction

imagination” by helping franchisees and agents move from the “I” real estate era into the WE real estate age™. Team building and team development are the primary strategies for achieving our primary business objectives of:  Production and  Profitability Combine those strategies with the primary cornerstone of the Nextage organization, QSPA™ (Quality Service by Professional Agents), and our members are on the way to realizing Henry Ford‟s prediction of “embarrassingly large” profits.” Initially, Nextage agents should focus 80% of their time and efforts on “doing business” and 20% of their time “building their business” through team building and team development. This Handbook covers the steps in both processes.

Part 1: The Team building Process

Step 2: Prospecting Approach Step1: Preparation

Step 4: Close Step 3: Business Presentation

Step 1: Preparation in Target Market and (Sphere of Influence) SOI Market Step 2: Prospecting Approach - DVD Drop/Brochure/ Invitation Step 3: the Business Presentation Step 4: the Close - Overcoming Objections and gaining commitment Gauge 1: Prospective team member stays after the meeting, shows sincere interest by asking good questions

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Introduction

Gauge 2: Give information package Gauge 3: Set an follow-up interview Gauge 4: Meet and sign up

Part 2: The Team Development Process

Step 2: Engagement

Step 1: Activation

Step 3: Replication

Step 1: Activation Gauge 1: Fastrak Checklist Gauge 2: Accountability Agreement Step 2: Engagement Gauge 1: Develop prospect list Gauge 2: Set goals/business plan Gauge 3: Schedule team development activities Step 3: Replication

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The Team Building Process Some real estate agents are intimidated by team building. Why? Basically, because it is often spoken of as recruiting and that has traditionally been the major role of their broker, one he/she often wishes they didn‟t have to do. They would much rather just work with the transactions and see them to closing. Therefore, team building has been perceived, and marketed by many on the speaking circuit, as difficult. As a real estate professional, if you think through the listing process, it becomes evident that the team building process is not much different from the prospecting process you go through to get a listing. 1. Prepare 2. Prospect 3. Presentation 4. Close The only difference is you are selling a different “product”; a selling service to a homeowner and the opportunity to build a business not just do business™ to another real estate agent. Once you realize the Team Building Process is what you do every day as a real estate professional, it is no longer intimidating. Interestingly, the Nextage opportunity is not of interest to all real estate agents and brokers. If they have no interest in building a team (they cannot see the vision), the opportunities will be limited for them, once again, limited to the business they write with their own hand. Your undertaking is to make sure they have a clear understanding of who we are, what is necessary to achieve their vision, and how they have the support of their team leader and the entire Nextage system. Don‟t be discouraged by not getting everyone you approach. Part of the attraction of our industry is the freedom to make choices about how you structure your own career. This is not a failure but a learning opportunity allowing constant improvement of your team building techniques.

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The Nextage Opportunity allows agents to transition from the “i” world of real estate into the WE Real Estate Age™ by: 

Generating an income that isn‟t solely based on personal production

Having the freedom to immediately build a business nationwide – without having to make a huge financial commitment or become a broker and without the personal hassles, legal liability and management responsibilities

Continuing to receive income, after successfully building your team, even if you no longer personally list and sell property.

Accessing tools, resources and systems available – without having to worry about maintaining them or keeping them current.

Accessing the support of a seasoned team of team leaders who want to help you succeed as much as you want to be successful.

Having the chance to get in on the ground floor of one of the most exciting movements the real estate industry has ever seen.

Delivering quality environment.

service

to

their

customers

in

a

depressurized

A primary difference between Nextage Realty and other real estate companies is that Nextage allows you to build your own team of professionals nationwide. While your team can consist of a variety of people from different backgrounds, this Handbook will help you focus on building your team exclusively with productive real estate professionals in the beginning, followed by adding team members who are new to the business (newbies).

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Step 1: Preparation

Step 1: Preparation Who Will You Target? Prepare a team building campaign that focuses on a geographic area where you want to add to your team of experienced REALTORS®, and then make a list of prospects. If you are a real estate agent or broker the most obvious prospects are: 1. 2. 3. 4.

Agents you know from your former company Agents you know from your local Board of REALTORS® Agents and brokers with whom you have co-brokered Agents in companies that offer revenue sharing plans conceptually similar to ours, yet not as lucrative i.e. Keller Williams Realty, Exit Realty, ConnectRealty.com and Avalar 5. Agents and Brokers with whom you have received or sent a referral In addition, other prospects can be found from the following sources whether or not you are a REALTOR®: 1. 2. 3. 4. 5. 6. 7. 8.

Open Houses Builder‟s Open Houses Local Homes Magazines Local newspaper real estate section Agent Websites Agent Blogs Social Media Agent For Sale signs

You will find details in Step 2, the Prospecting Approach section of the Team Building Process system.

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Step 1: Preparation

How to Approach a Prospect? Determine what approach you will use with the various groups you target. Obviously, the most effective approach is in person but you will also find many opportunities using e-mail, blogging, social media and even the phone. While your approach may be one-on-one in the majority of cases, you may find an opportunity with small groups. Blogging may result in numerous requests for more information about Nextage. A note of precaution; a blogging message should not be a “sales pitch”. This will make readers disappear. Talk in terms of things you have achieved or how great it is to have a team as backup is in all your transactions. This will make people curious and either comment or go to your team building website. Another note of caution, when blogging: you open the door for others, who may not thoroughly understand our business model or just simply don‟t like the model, to make negative comments about it. Avoid getting into an “electronic” fight if such circumstances arise. Just acknowledge that no system or company is right for everyone and suggest that each person make his or her own informed decision. It‟s important to think through the many different ways to approach a prospect so you are prepared whenever the opportunity arises. Team building Tools Available Nextage has a variety of tools to assist members in their team building efforts. We have taken a multi-media approach in developing these tools to appeal to all learning styles. Each will be discussed in detail in Step 2: the Prospecting Approach. They include: E-Mail campaign Team building brochure Team building website Income calculator Team building video Nextage Business Presentation

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Step 2: Prospecting Approach

STEP 2: Prospecting Approach Schedule time each day, in your weekly planner, for prospecting for new team members. The most effective scenario is to take a specific time three days a week and devote two and a half hours to prospecting for new team members. This becomes a habit so that you don‟t have to think about when to do your prospecting every day. Distraction can easily interrupt this activity if you don‟t make it a routine. Think of your prospecting time as an appointment with your team, one not broken lightly and one that is every bit as important as your next listing or showing appointment. It‟s important to understand that with most prospects, team building is a process not an event. Think of team building as relationship building or in techno terms, social networking. Be careful not to count your two hours of prospecting as the time you spend on Facebook, Twitter, Plaxo, etc. While that will be encompassed in your prospecting, remember the face-to-face contact is most effective. It will take a lot longer to build a relationship on the web than in person. The goal of all your prospecting activities is to get the individual to a Business Presentation. The tools you use should peak their interest to the point that they want to attend the presentation in either a group setting or one-on-one. Keep in mind, that often a productive agent may be reluctant to be seen by other agents in a group setting. E-Mail Campaign The campaign is designed to use in conjunction with the other team building tools. The campaign will attract the attention of the receiver and move them to the NextageAdvantage team building website where they can view the: Business Presentation Team building video Income Calculators The e-mail clips are best accessed through YouTube (except the “Game Show” which is an interactive PowerPoint presentation), as many people will not open attachments sent by people they don‟t know. You can

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Step 2: Prospecting Approach

also attach the link to your own team building website for anyone to view. You might also create your own YouTube channel. Just be careful not to put up anything other than professional real estate information. Careers have been ruined with unacceptable postings that might be funny now but are not professional. Since we are using YouTube, the video clips are innovative in the approach to team building agents. They should make the viewer laugh, think, and hopefully pass them on to other agents they know. Steps in the e-mail campaign: 1. Choose the order of the video you are going to send; one a week for four weeks (suggestions 1. “Time”, 2. “Throb”, 3. “Pops”, 4 “Game Show” 2. Create a brief e-mail message giving the YouTube link (see below) 3. Always use “BCC” to list the recipients not “to” or “cc”. This keeps others from seeing the e-mail addresses of everyone and it appears to be sent to just that one person. 4. If using Outlook as your e-mail editor, set up all 4 emails and schedule their delivery a week apart 5. Be sure to include your name and contact information in the signature portion of the e-mail. Include your YouTube URL and NextageAdvantage URL 6. You must include an “opt-out” option at the bottom of any email (see below) 7. Follow-up with a phone call after the 4 weeks to do the Video Drop Sample E-Mail scripts Week 1: (Time) I‟m so excited about this new real estate opportunity, I just wanted to share it with a professional such as yourself. Go to (add the YouTube link). Week 2: (Throb) It‟s about time agents have an opportunity to earn like brokers do. Check it out at (add YouTube URL)

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Step 2: Prospecting Approach Week 3: (Pops) I found a way to even out my income even when I don‟t have a closing. See how it works at (add YouTube URL) Week 4: (Game Show) See how you score on the Real Estate Game. Send it on to anyone you think would like a good laugh. Op-Out Script Should you wish to be removed from our list and not receive any more e-mails from us, please click on (your email address) and enter your email address and ask to be removed. Your e-mail address will be removed immediately. Team Building Brochure The Team Building brochure introduces the concept of the We real estate age™ and is a tool you should always have available. As you meet another agent, whether it‟s at an Open House, closing or Board meeting when your conversation turns to your office the brochure is a good way to end the encounter and begin the team building process. Say, “Here‟s a brochure you might find interesting and my website has additional information.” Be sure to attach your card to the back of the brochure. It is recommended that you have a separate set of business cards to use with your team building activities. You want to drive agents to your team building website not your nextagerealty.com consumer site with listings. Nextage Team Building Website Nextageadvantage.com is our team building website that has many team building tools for both prospective agents and franchise candidates. Potential agents can view the videos and PowerPoint presentations, the agent Business Presentation and use the Income Calculators to project their own production numbers.

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Step 2: Prospecting Approach

It is strongly recommended that you get your own personalized team building website that is linked to the corporate site. You can create your own URL and use it on your team building business card. You can also personalize your home page and If someone joins while on your site they will automatically become part of your team. They don‟t have to remember your code, the system does that for you. Attaching your team building business card to the brochure will help drive an individual to your site. Income Calculator The Income Calculator is used in the Business Presentation and is found on the team building website. After a prospect‟s interest is peaked, they will still have questions about “the money”. That should be expected. A multi-tiered compensation plan like ours usually takes time to fully comprehend into dollars and cents. The calculator will help do that. Exactly when the calculator is introduced in the prospecting approach will vary. It may be best not to introduce it until Step 3: the Business Presentation so the prospect fully understands the “I and WE of real estate” before getting into specific compensation questions. In some instances, presenting the income calculator too soon may actually deter a prospect from attending a Business Presentation. Time and experience will help you determine which approach is best for each individual situation. One of your follow-up questions a day or so after giving a prospect the brochure and your website information would be, “Did you open the Income Calculator on my website and play with the numbers?” If “NO”, “I think you might find the numbers very interesting. How about we meet for coffee at LA Café this afternoon and you can see how the Nextage compensation plan works?” If “YES”, “What did you like best about this compensation plan?” Now is an excellent time to issue an invitation to your next Business Presentation if you have not already done so.

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Step 2: Prospecting Approach

The Team Building Video Drop Perhaps the easiest and most productive method of approaching a potential real estate recruit is the Team Building Video Drop. It eliminates the possibility of saying something wrong; in fact, it eliminates saying much at all, except “watch the video”. It makes getting the information out to your prospects easy and hassle free in a non-threatening manner. This video is available online on the Nextage intranet (www.nextagerealty.com). You can make a DVD or even download it onto a flashdrive which ever works best for you. Below is the procedure to follow when dropping the video to your prospect. First, make a pre-drop contact. 

  

Call prospect and say: “Hi, ________ (prospect), this is _________ (your name) with Nextage (your company name). I want to drop by and give you something. Are you going to be home tonight?” If they say “YES,” say: “Great, I will be there between ___ and ____ to drop it off. See you then.” That‟s it, get off the phone. If they say “NO,” say: “No problem. I will leave it by the front door.” That‟s it. Get off the phone. If they insist on asking questions say: “It‟s a video about an exciting new approach to real estate.” Avoid getting into it any further at this time.

You cannot fail. You drop off the video whether or not they are home. If the prospect is home be sure to show enthusiasm about the video – your excitement is contagious and body language helps express that excitement. 

The Entrance Script: “I‟m so excited. This video is about a company that is doing fabulous things to help REALTORS® build their business and has the greatest income potential of any opportunity I‟ve ever seen. You just have to watch this video!”

The Exit Script: “I know you want to know more, but I‟m on my way to another appointment right now. Watch the video and I‟ll get back with you within the next 24-48 hours, unless you get back to me first. My contact information is on my card. Thanks a lot. I‟ll talk to you soon.”

You are out of there! Never stay and watch the video with them.

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Step 2: Prospecting Approach

Video Follow-up Conference Call Purpose of this call is to motivate the prospect to watch the video and invite them to a Nextage Business Presentation. The call should be made within the 48-hour period promised in the exit script. Your team leader may participate in the call with you until you become more experienced and confident. You call the new prospect and say: “Hello ____ (new prospect), this is _____ (your name). I want to introduce you to my team leader ______ (team leader).” “Hi _________(leader). I‟m a _____ (leader‟s title) with Nextage (company name) and I‟m working with ____ (team member), who is one of our top up and coming agents in the area. When I asked _____ (team member), who were some of the most ambitious people he/she knew, your name was on the top of the list. I know ____ (team member), gave you one of our Team Building videos. Did you get a chance to look at it?” If the say, “NO I haven‟t looked at it yet,” the team leader then says: “No problem. This company is attracting a lot of attention and we wanted you to have the opportunity to see what this is all about. I encourage you to watch it before _____ (team member), comes by to pick it up. Then you can decide if this is the right opportunity for you. ______ (team member), will give you a call next week.” If they say, “YES, I‟ve looked at it,” without hesitation, the team leader then says: “Great, _____ (team member), and I are really excited about this. Nextage is doing fabulous things to help REALTORS® into the WE real estate age™ and has the greatest income potential of any opportunity for real estate agents I have ever seen. You are not going to believe what a dynamic team _____ (team member), is building.” Recruit then says: “ ______ (prospect), I‟ve never seen anything like this. The income potential here is truly amazing, and you know if I can do it, you can do it. I‟m going to give you

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Step 2: Prospecting Approach back to _____ (leader). What a great leader he/she is. _______ (leader) is living proof that this business really works.” Leader says: “________ (prospect) let me ask you a question. If it was true that you could possibly increase your present income by 25-50%, you would rearrange your schedule to give an hour or so to check this out, wouldn‟t you?” (Wait for answer) If “YES”, “We do an online presentation every week on Thursday at 1:00 (E.T.) followed by a Q&A session. It‟s an excellent overview of the company and will help you understand the differences between NEXTAGE and the company you are with now. Would you prefer to come to my office to participate or would you rather I stop by your place?” OR “We are having a Lunch n‟Learn at 1:00 this Thursday at _______(location). It‟s an excellent overview of the company and will help you understand the difference between Nextage and the company you are with now. Can we count on you for lunch?” If “YES” with hesitation or resistance, team leader then says: “I understand you are busy. Frankly, the person who does well in our company has a full schedule to begin with. From what _____ (team member), has told me about you, I can tell you are the type of person who is…..  Looking for ways to grow your business  Wanting to make a lot more money while increasing your quality of life Do any of these things intrigue you?” If “YES” go back to the previous script to get the appointment for the Nextage Business Presentation. If “NO” switch gears and offer to meet and let them use the Income Calculator to see how the compensation plan works. If they refuse to meet, send them to the Income Calculator on your team building website.

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Step 2: Prospecting Approach

“When you have a few minutes _______(prospect), check out the Agent Income Calculator on my website to see how the Nextage Compensation Plan works. You can input your own transaction data to see how a team can affect your income.” Invitation to Nextage Business Presentation Many leaders have been very successful inviting experienced real estate agents to the weekly Business Presentation on the Web (check the website for schedule) and having a Lunch n‟Learn Seminar. If you are located on the West Coast, it will have to be a Breakfast n‟Learn. Agents are familiar with the concept of a “seminar” and are more likely to attend one of those rather than a “meeting”. Food does seem to attract people. Another seminar idea is to have a “coffee talk” at Starbucks. This might be the most effective with a top producer who does not want to be seen by other agents in the area talking with the “competition”. Often you will meet your REALTOR® peers in both business and social settings and may not have a Team Building video to give them. Instead, you can utilize the one-liners below to help lead the discussion to the point where you can invite them to the live Thursday online Business Presentation. One-liners to lead to an invitation         

How‟s your business last/this year? Do you mind if I ask you a personal question? Are you on track this year to meet your goals? Do you find you are working harder than ever for the same amount or less income than you have made in the past? What are your plans this year to meet your goals? What would it mean to you and your family if you could increase your income by 25-50% this year? What do you think the top producer in your market is earning? Have you ever dreamed of earning that much? What is the highest income you really believe you are capable of earning selling real estate the way you currently operate?

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Step 3: Business Presentation

Do you think you will reach your goals this year? If I could show you a system that would help you increase your income without having to do any more business, would you be interested in learning more about it?

Mastering a quality invitation script is the proven method of avoiding the disappointment of not having your invitation accepted by a potential recruit. The invitation script gives you the verbal tools to effectively communicate who we are and what we do. By controlling this point of contact, you will be more successful in getting your invitation to a Business Presentation accepted by the prospect. Because your excitement creates interest for the prospect, they will ask questions. Your tendency is to try to answer all the questions. Unfortunately, sometimes your answers are incorrect or incomplete and the recruit draws incorrect conclusions. The result is FAILURE and DISAPPOINTMENT. The Business Presentation will help your recruit thoroughly understand the essence of the Nextage system and see the “big picture”. The time to answer all the recruit‟s questions is after he/she has seen the presentation. So initially just issue the invitation. Step 3: Nextage Business Presentation There is no meeting more important than your next Nextage Business Presentation. Your presentation must be compelling and powerful. The psychology of the Presentation has proven to be highly successful. All you have to do is learn how to master it. There are various tools to help you do that. A Business Presentation should be scheduled on a regular basis, like every Tuesday evening or every Wednesday for a Lunch and Learn. This team presentation can be in your office or maybe a restaurant with a private room. The team leader should be the presenter but another team member could also be the presenter. The key is consistency - same day, same time every week. Having a Business Presentation one evening a week is a great supplement to the weekly online live presentation (Webinar). Always call the day of the presentation to confirm the prospect‟s attendance. In some cases, you may pick-up the prospect and have coffee and desert afterwards.

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Step 3: Business Presentation

A few presentation tips: Have all your materials prepared beforehand and assistants to help you set up Have lively, upbeat music playing for the 30 minutes before the presentation and at the conclusion of the presentation Always start on time and end on time Feel good about what you have to offer, have a positive attitude and dress professionally You must have a total commitment to the foundations of Nextage Realty International, LLC, i.e. the Power of WE™ and QSPA™ Be enthusiastic and excited about what we offer to the real estate industry, in particular to the agents in the field, and the benefits to the consumer who uses our services The weekly Webinar is presented by a member of the Nextage corporate staff and allows the participants to ask questions at the end of the presentation. What makes this format so valuable is that you can have a small group or just one person with you. Sometimes, an experienced agent may be reluctant to attend the seminar with agents from other offices being fearful their broker may find out and put them on the “hot seat” so to speak. One-on-one may be the best option in these cases. Invite them to a “Coffee Talk” at your local coffee shop like Starbucks. If neither of the group presentations is workable for your prospect, there are two additional options available for you to use. 1.

Nextage has developed a team building program that is specifically targeted for experienced real estate agents, and makes contacting them – no matter where they live – as easy as clicking on your web site. You can have your prospect visit your Nextage team building web site to view the Business Presentation. Nextage President, Dave Wild, makes a powerful presentation. Use it along with the Income Calculator to show potential income for the prospect in their market. They can also watch the Team Building video there. So the important information is presented for you – by the person who explains it best and you play it either in your office or in your prospect‟s home.

2. After attending the Business Presentation numerous times and/or listening to the recording, you too can be the presenter for your team. Make sure you follow the PowerPoint slides in the order they appear and do not add

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Step 4: Close

or delete any information. The psychology of this presentation is tried and true and should not be changed in any way. STEP 4: The Close with Interest Gauges 1-4 The objective of The close step is to move the prospect through the first four Interest gauges as quickly as possible. Does the recruit: See the limitations of the “I” world of real estate? See the value of the Power of WE ™ where the multiplication of effort and the security of not being solely dependent on personal production offers a new direction in the real estate industry Want to build a business not just do business™ The gauges help determine which people are not serious about the opportunity, and allow you to focus on the ones who are. Be sure to have the prospect complete the Nextage Presentation Questionnaire, which you will find at the end of the handbook. Gauge #1: Stay after the Meeting This gauge is used when you have invited a prospect to a group Business Presentation. (Remember, many times the presentation will be one-on-one so this isn‟t an issue.) If your prospect doesn‟t want to hurry out the door and wants to stay after the meeting, this is your first sign that you have a potential hot new recruit. When the meeting ends, go directly to your guest(s), set a positive tone, and say: “Isn‟t this a great new concept? Let‟s get a Package.” Don‟t ask them what they think, or ask them any other questions. If they agree, take the prospect(s) to get a Nextage Information Package, and then meet with your Team Leader or franchisee to set up an appointment for a Get Started Interview. Say: “II want you to meet ________ (Team Leader/Franchisee) before we leave.” Turn and walk toward your Team Leader/Franchisee. When you get there, say, “I wanted _______ (prospect) to meet you before he/she left.” and then let the Team Leader/Franchisee take over.

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Step 4: Close

Gauge #2: Give Information Package If your prospect takes a Nextage Information Package, you know they are somewhat serious about learning more about the Nextage opportunity. The Team Leader/Franchisee can review the contents of the Package. Here‟s what to include in the Nextage Information Package: Team Building brochure Agent Performance Package Nextage Performance Institute™ description of courses Nextage website/ Resource Center Nextage Compensation Plan additional items about the office The Agent Performance Package is created by your Nextage office so it will vary from office to office. Generally, it will cover a list of support systems your office offers all agents. Your office may have additional team building tools that you will want to include. If you are not sure, contact your Team Leader or Broker. You will find most of what you will include on the Nextage intranet in the Resource „Center Gauge #3: Set a Get Started Interview This is the next step in determining the level of interest with your prospect. When setting the appointment, be supportive to the person making the appointment and keep in mind that evenings and weekends are often NOT good times for agents to schedule personal appointments. They can be busy with buyers and sellers during those times. Remind the prospect that if they need to reschedule the appointment to call the person with whom they set the appointment, and to do so as soon as possible. Make sure they have the Team Leader‟s or Franchisee‟s contact information. If they contact you first, immediately call your Team Leader/Franchisee and let them know the prospect will be calling to reschedule. If the Business Presentation was one-on-one, you will skip this step. Now is the time to close and get the prospect to sign up. Always send a note in the mail thanking the prospect for attending/meeting with you.

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Step 4: Close

Gauge #4: Keep the Appointment and Sign Up This is the last and most important gauge in Step 4, The Close. When a new prospect returns for the Get Started Interview and joins the company, it is the sign of a major commitment from a person who is very serious about building their business. In some cases, the prospect may be ready to sign up immediately after the Team Building Presentation. Although the temptation will be strong to just forget the Get Started Interview and sign them up on the spot, this is not advisable. It‟s important that every recruit fully understands the Nextage system and commit to implementing its various components. You don‟t want to waste your time with people who are not really committed or who merely get caught up in the emotion of the moment. If the recruit changes his/her mind between the presentation and the Get Started Interview, they probably would not be a good team member anyway and would just be a drain on your valuable time. The Real Estate Get Started Interview is the first step in getting the new team member off to a fast start. Use the Nextage Presentation Questionnaire responses to help guide you through the agent‟s Activation in the Team Development Process. Spend the first few minutes of the interview building rapport with the prospect. Use some of the questions below to help you find out more about the person and their current situation: 1. Tell me a little about yourself; how long have you had a real estate license? Do you have your broker‟s license? 2. What do you like best about being in real estate? 3. From what you‟ve seen about Nextage Realty International, LLC, what intrigues you the most? 4. What would cause you to consider moving your license? 5. What questions do you have about any particular aspect of Nextage? Handling Objections Part of any CLOSE will be handling objections (questions/concerns) that the prospect will have. Sales trainers will tell you that without questions, concerns, or objections you will not have a sale. Only people really interested will take the

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Step 4: Close

time to raise an objection and often they simply are questions or the need for more information. Everyone else will just leave! You are introducing a completely new way of doing business in the real estate industry and most people have a fear of change. Sometimes the objection is a defense mechanism to slow the process down because they are not sure how it all works or if they are ready to make the change. Some individuals may simply be testing how passionate you are about this evolutionary new way of doing business. Don‟t become defensive, just stay passionate. Also, make sure you understand the other party‟s point of view. Keep asking questions until you see their position. Handling objections is easier if you think of them as questions/concerns and not an attack on what you have proposed. There are some basic steps in handling objections, that is followed in sequence, will generally enable the prospect to see your point of view. This is no different from handling objections proposed by sellers during a listing presentation. 1. Confirm the objection by paraphrasing it in your own words, “Let me make sure I understand, what you are saying is…” 2. Acknowledge its validity. “I certainly can understand your perspective.” “I can see why that might be a concern.” 3. Present a solution. “if I can show you how multiple streams of income are possible with Nextage would that be of interest to you?” 4. Use a third party. “Our top producer, Carol, had a similar concern and she found …” 5. Close with a question to confirm they get the point. “If you could increase your monthly income 10% or more, how would your life be different?” “Does that make sense to you?” Using a “pause” throughout each of these steps is very effective. It projects confidence and professionalism and indicates you are giving the person‟s comments some thought. Above all, don‟t be afraid after discussing their objections, that the Nextage organization is not right for everyone. You may find it is not right for as many as 80% of your prospects at the current time. Keep in mind, we are revolutionizing the real estate industry, and over time more and more agent will look at Nextage in a different light. Success is very attractive. Therefore, focus on the

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Step 4: Close

20% who are ready to make a change. Stay in touch with the 80% because as conditions change so may their interest level. Team building is a process, not an event. Consistent effort and tenacity will win the game. Typical Objections 1. “I’m on a higher commission split right now than you offer. Why should I take a pay cut?” 2. “I can’t recruit.” 3. “I already have a residual income opportunity with my present company so why would I change?” 4. “Your top commission split really isn’t 80%.” 5. “You have no brand recognition.” 6. “How do I know you won’t change everything six months after I join?” Responses: 1. “I see your point. I had that same concern until I used the Income Calculator to see what the sales bonuses meant to my income. Let‟s look at your income opportunity at an 80% commission level.” 2. “You know, our top team builder had the same concern until I pointed out to her/him that the steps in the team building process are the same steps she/he take when prospecting for a listing. All of a sudden team building was not a problem” 3. “You are right. At (see the list below that gives an overview of the residual income plans for various companies. Choose the one your prospect is associated with) a. Keller Williams Realty i. Profit sharing plan (no office profit, no residual) ii. No “spread” sales bonuses iii. 70% split until company threshold is met iv. Annual rollback of commission split b. Exit Realty

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Step 4: Close i. One generation residual payment ONLY ii. No “spread” sales bonuses iii. No incentive to help recruits…still in the “I” world of real estate. iv. 70% commission split until $100,000 in GCI v. Cap on residual income potential c. Avalar i. 2% TOTAL PAYOUT in sales bonuses ii. 7 generations iii. No “spread” sales bonuses iv. Very little additional broker or agent support d. ConnectRealty.com i. Virtual office concept – one broker per state ii. No local broker support or control iii. Only three generations paid iv. Must have 5 direct recruits to earn a 2nd generation sales bonus and 10 to earn a 3rd generation bonus v. No “spread” sales bonuses vi. The team members of agents who leave the Company roll up to the Company, not to the upline leader e. American Agent Network i. Not a real estate company – MLM structure with focus exclusively on team building ii. Virtually no support for agents and brokers iii. No committee to AAN system required by broker so tomorrow it may go away alone with agent residuals iv. No branding opportunity 4. “Your commission split at Nextage is calculated on the NCI just as it is with all other real estate franchises.” 5. “You are right, at the present time anyway…which makes us no different than any other national real estate brand. None of them had any brand recognition until they created it. Why is that important to you?” No matter what they say quote the National Association of REALTORS® 2008 Profile of Buyers and Sellers that showed only 4% of the buyers and 5% of the sellers rated the agent‟s association with a particular firm as a most important factor in choosing an agent. It looks like that isn‟t going to keep consumers from working with you.”

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Step 4: Close

6. “Some „tweaks‟ to our business model will undoubtedly be necessary as market conditions change. As far as the Nextage Compensation Plan though, it is part of the franchise agreement. Therefore, because each

Nextage office agreed to the Plan when purchasing a franchise, it cannot be altered during the term of the franchise contract, currently five years.” That last step is to always as the closing question… ”Let‟s get you signed up now so you can start your move into the WE real estate age™.” “You are the type of leader that will have a big impact on our team. Let‟s get started tonight?” Franchise Team Building The process for team building a real estate broker who will become a Nextage franchisee is very similar to team building an agent. You follow all the steps in the Team building Process until you get to the presentation. This is where your Regional Executive Director takes over and delivers a franchise presentation. If he/she becomes a franchisee, the individual and anyone else on his/her team become part of your team. Contact your Regional Executive Director (contact information at www.Nextageweb.com under the Management Team tab). Some suggested one-liners to use with brokers might be: Are you happy with your profitability?

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Step 4: Close

Are your agents holding you hostage for more commission dollars? Would you be interested in knowing how you can break out of the commission-split “handcuffs”? Are you tired of having the sole responsibility for growing your business? What if there was another way for brokers and agents to build their business? Do you feel you are working harder than ever to make the same amount, or less money? Do you find you are spending a lot of time training agents just to lose them to another company a short time later? A note of caution when prospecting with real estate brokers: Some states have rigid guidelines concerning the promise of future income with franchise ownership. A phrase like “Nextage has the greatest income potential of any opportunity” is not appropriate when talking to a broker or potential franchisee. When using the Income Calculator with both potential franchisees and agents be sure to have the individual choose the numbers used in the calculations. If you provide the numbers, it could possible be considered a promise of future income.

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Team development Process Leader Responsibility Once a real estate professional has joined your team, the first few weeks are critical to their success. Don‟t make the mistake of assuming that since they know how to list and sell real estate they will know how to build and develop a team of agents. Part of the Nextage formula is to “PRODUCE” and “MULTIPLY”. PRODUCE by listing and selling real estate with teamwork and plugging the new members into the team from day one. MULTIPLY by using the Team Development Process to give new team members the foundation they need to build their own team. Once again, during the initial stages as a Nextage agent, the new team member should devote 80% of their time to real estate production and 20% of their time to building a team. You, as their leader, are responsible for making sure they: 

Are introduced to their Nextage Power Team and understand the benefits of overlapping leadership. Use the two diagrams* at the end of this Handbook to: o o

o o

Customize the Nextage Power Team* handout for your new team member Emphasize your role as their leader and introduce the role of their Team Leader as well as the Sales Director and Executive Sales Director Discuss the role of their office‟s Responsible Broker, and Nextage Regional Executive Director (RED) Make sure they are able to replicate this process for their own team *Customizable diagrams found in the Resource Center at: www.Nextageweb.com under Team building/Team Development heading.

Get started with the Team Building Process and download this Handbook

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Perform the tasks and develop the habits that are necessary to become successful team leaders while continuing to produce real estate transactions until such time as their team is large enough: o To take the place of some/all of the personal production o They are able to open a Nextage franchise office

With all the tools available to you as a Leader and to your new Nextage team members, every REALTOR® on your team should be able to build an exceptional team of experienced, productive real estate agents and newly licensed agents by:   

Increasing the confidence level of the new team member Delivering more than is expected by the team members to bind them to the Nextage team Providing the ability to earn sale bonuses in less time thereby helping the team member move from personal producer to team leader to franchise owner in less time

Once a real estate agent is on your Nextage team there are 3 steps to ensure their productivity and team development. It is your responsibility as their team leader to make sure the Activation, Engagement and Replication steps are accomplished.

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Step 1: Activation

STEP 1: Activation – Interest Gauges 1-2 Once a licensed real estate agent is signed up, their success will depend on how quickly they sign over their license to a Nextage franchise office and begin building their own team and earning sales bonuses. Your job as a Leader is to assist them in making the transition from personal producer to team leader and eventually to have their own franchise, if that is their goal. The more effective you are at helping them make the transition, the better your chances are of retaining them, and retention of agents is almost as important as having them join your team. After all, the success of your real estate team will be determined by the total number of active, producing agents you have on your team, not just the number of agents you sign up. The first few days for a new team member sets the tone for his/her business career with Nextage. When team building a real estate agent, there are several items that need to be covered in their start up to make sure they understand their commission split, sales and spread bonuses. The Nextage Compensation Plan has a complete description of the income opportunities with examples to help you with this. You will find the Comp Plan in the Resource Center of the Nextage intranet. Below is an overview. Commission Splits 1. Agent Commission Split: A sales commission split percentage (commission split or split) will be established for every Nextage agent to determine the amount of commission that is paid to the agent for all closed transaction sides they produce. Agent commission splits will be 2. Agent Commission paid on the Net Commission Income (NCI), which is the amount of commission left after deducting 6½% and a transaction fee of $250 per side. Example: $6,000 GCI - 390 6½% - 250 Transaction Fee = $5360 NCI

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Step 1: Activation

Unless otherwise recommended by the up line agent and approved by the agent‟s Franchisee, the commission split percentage will begin at 55% for all agents new to the real estate business (Newbies) and 65% for experienced agents. This will no doubt depend on your marketplace. 3.

Experienced Agent Commission Split Options

The Nextage Experienced Agent Commission Split options were created to enable leaders to successfully recruit experienced, producing agents by offering them a Commission Split up to 80% on their own personal production (listings and sales). An 80% split may be necessary in some markets to attract that type of producer. In other markets, the highest split might be 70%. The higher Commission Split options enables producing agents to: Maintain a high level of income on their own personal production while they build their team Justify making a move to Nextage Successful transition from “Producer” to “Team Leader” The Income Calculator on the www.NextageAdvantage.com website helps you show the new team member how to use production numbers from their own marketplace to project the cash flow they can generate from team development (in addition to what is generated from any income from personal production. It‟s important to understand that giving a higher commission split to agents who are experienced but not very productive can be a severe demotivator and can affect future team building activities with very productive agents. The final decision of the agent‟s commission split will be determined by the franchisee/ Responsible Broker. “There is nothing so unequal, as the equal treatment of unequals.” Ken Blanchard 4.

Leader Contract

Whether a „newbie” or experienced agents, all team members are given a separate “Leader Contract” starting at 55% - the Sales Consultant (SC) level. In order to receive sales bonuses (both spread and generational)the member must be at the 65% Leader Contract of Sales Director (SD). To advance from SC to SD the individual must have one recruit and one team closing.

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Step 1: Activation

Other tools to assist in the Activation step are actually gauges of the recruit‟s interest. Signing up on line is just the beginning. All new team members must have a real estate license and activate it with a Nextage office or Nextage affiliated LIFRO (referral company). Therefore, just signing up, adds nothing to your team income. They must activate their license with a Nextage office or do so when they actually get licensed. “Newbies” remain in the pending status until that time. The Team Leader/Responsible Broker must also: 1. Determine the agent‟s classification 2. Provide agent with handout of required training for their classification 3. Complete the Fastrak Checklist and review the Accountability Agreement with the agent Gauge #1: Complete the Fastrak Checklist The Fastrak Checklist for Experienced Agents provides a tool to help complete the necessary steps for the new team member to become part of Nextage. The key section is boxed in the center of the page which has the agent commit to a date to transfer his/her license to a Nextage office. Without this commitment, the agent can remain “pending” for months and may never actually transfer the license. Changing their affiliation to a Nextage office is the first step. NOTHING happens with building a team until their license is with a Nextage office. A real estate agent cannot have a license with two offices. The Fastrak Checklist for Newly Licensed Agents is a similar tool to help agents who are not yet licensed complete the necessary steps to become part of Nextage. They will not be able to activate with their Nextage office until they have the license but there are several things they can accomplish during that transition period. One is building their team. Once they are licensed and assigned a Nextage Mentor there are additional checklists to help them through that process. See a sample of the checklist at the end of this Handbook. They can be accessed online at https://www.nexatageweb.com in the Resource Center.

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Step 1: Activation

Gauge #2: Accountability Agreement Everyone wants to know what is expected in his or her new office. The Responsible Broker will review the office Accountability Agreement with each new team member and ask him or her to sign the agreement. Each office has a customized Accountability Agreement but you can see a sample at the end of the Handbook. The Agreement covers the following items: Personal productions goals Office minimum production standard Minimum team building goals Record keeping QSPA™ Learning opportunities Recognition As the Team Leader, you should reinforce the items in the Accountability Agreement. Discuss your expectation with each new team member and explore the goals they have set for themselves. 1. It is recommended that the agent plan to open his/her own franchise office, within one-three years, to provide a place for their team to meet, train and give Business Presentations in addition to local awareness of the company. 2. Once a recruit‟s team has grown and production has reached a level that requires additional broker supervision (a minimum of 20-25 transactions per month by the team), the Leader should encourage him/her to contact the Nextage RED in their region for more information. 3. The recruit does not have to be a real estate broker (although that may be desirable) to have a Nextage franchise but a franchise does require a physical location approved by Nextage and a responsible broker in that office. For more information on a franchise, contact your Nextage Regional Executive Director (RED).

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Step 2 : Engagement

Step 2: Engagement: With Interest Gauges 1-3 Gauge #1: Develop a Prospect List Initially, real estate agents on your team need to focus their team building activities toward experienced, productive agents in their marketplace and with whom they have had real estate dealings in the past. The Top 25 Prospect List form can be downloaded from the Nextage website at www.Nextageweb.com under the Team building/Team Development heading. Remember, completing this list and getting their first experienced, productive agent recruited is a qualifier for promoting this recruit‟s Leader Contract to the 65% level and the ability to earn sales and spread bonuses You can divide your preparation into two areas: 1. Target Market – this includes real estate business contacts. This is where you will start, concentrating on REALTORS® you know from local Board/MLS meetings and agents with whom you have co-brokered a transaction. Making a Target Market List of experienced, productive agents and brokers you know should be your first priority as these are your most likely new recruits and the ones who will provide the quickest cash flow. Once you have exhausted this group you can follow-up with a list of others in your Natural Market. In the Team Building Process section we have mentioned several tools to help you with creating your list of non-real estate prospects. 2. Relationship Market – includes friends, neighbors, relatives and social contacts that might have an interest in a real estate career. Also, as you go about your daily activities, be on the look out for people with whom to start a conversation. This can lead to listings, sales, referrals and new recruits. Having a Nextage magnetic sign on your car can help identify you as a REALTOR® and many people will approach you to find out what is happening in the real estate and mortgage market.

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Step 2 : Engagement

Gauge #2: Set Goals/Create Business Plan Assign Completion of Business Plan How do you help your real estate agents set goals? 1. Consider their present situation  How much time are they willing to devote to team building and building  How many real estate transactions (listing. Sales, referrals) do they need to meet their financial commitments  How quickly do they want to make a complete transition from producer to leader  How willing are they to “submit to the system” 2. Help them determine their team building and income goals (from sales bonuses) for the next 12 months using the Nextage Agent Income Calculator. In order to make a successful transition they must begin looking at income that is generated from their business (i.e. sales bonuses) and not just what is generated from personal production 3. Use the Nextage Business Plan at the end of this Handbook to set the recommended goal of team building 3X3X3 experienced, productive real estate agents within the first six months of joining Nextage. Of course, they can increase those numbers, but this is a realistic goal while continuing to have personal real estate production. They will also have to help those three recruit three. 4. Accountability is perhaps the most critical step in the process. To be effective it takes commitment and action on the part of both the new team member and the Team Leader. Once the Business Plan is completed, the agent should transfer his/her goals to the Cash Flow and Team Building Goals tracking form. This form along with the Weekly Team Building Activity Report and the Weekly Real Estate Activity Tracking Sheet will help the new recruit and the Leader focus on the real estate production and team building activities that will ensure success. To track real estate production, use the Yearly Real Estate Production Forecast and Tracking. This form is part of the 90-Day Career Builder Plan used with newly licensed agents but is an excellent tracking form for experienced agents as well.

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Step 2 : Engagement

The Nextage Business Plan template is slightly different from most business plan formats because it is designed to help the associate commit to building and production goals. It follows the 3X3X3 will set you free formula for recruiting. The recruit must: Commit to complete the tasks each week Commit to attend the weekly Nextage Business Presentations Commit to attend the weekly Webinar online; Thursday at 1PM (ET) Register and complete the required Nextage training Fill out the Cash Flow and Team Building Goals and Weekly Activity Report tracking forms and return them to the Team Leader as agreed each week The Team Leader must: Hold the recruit responsible for completing the tasks and returning the tracking forms weekly Provide field training for agent to observe the Team Building and Team Development Processes Role play with the agent until they have mastered both processes Monitor the agentâ€&#x;s progress and complete immediate follow-up as outlined below Help each new team member find an Accountability Partner in addition to you, the Team Leader, as a way for him or her to encourage each other.

The Weekly Team Building and Real Estate Activity Report forms should be completed and either faxed or emailed to the Team Leader each week according to a predetermined schedule, i.e. every Sunday evening by 9:00 PM or every Monday morning by 9:00 AM. The Team Leader will face three possible scenarios each week: 1. The report is received and is on target 2. The report is received but is not on target 3. No report is received How do you handle each of these situations?

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Step 2 : Engagement

1. If the report is on-target, no remediation is necessary. But follow up should always be done and include, at a minimum: o

o o

Constant Personal Communication – a phone call congratulating the team member on meeting or exceeding stated goals and accomplishing all projected tasks Evaluation of short and long-term goals (If member is on target with goals, do they need to be adjusted?) Motivation and inspiration

2. If the report is not on target or is not received, the Leader must follow up with the team member immediately. o Set immediate plans and tasks for the upcoming week o Schedule mid-week follow-up session o Offer assistance in the form of three-way calls, field training, and constant personal communication. The goal sheet and tracking forms are at the end of the Handbook and Online in the Resource Center of the Nextage intranet. Accountability Partner While each person has a Team Leader to train them on the Nextage Team Building and Team Development Processes you may find that you have agents licensed with an office outside your area. There will also be agents affiliated with your office that are not part of your team. In that case, you or their Team Leader will be limited to long distance training. Encourage any associate in this situation to attend the local office team meeting and Business Presentations. These recruits will increase your bottom line. This is one example pointing to the need for a local Accountability Partner. The more people involved in holding each team member accountable the greater the results. Remember, for newly licensed real estate agents there will be a Nextage Mentor to assist in the real estate training and three real estate training sales. This may not be their Team Leader. Strong leadership, which is necessary to build a successful team, requires that a Leader help their new recruits set goals and create a business plan. Thatâ€&#x;s the beginning. This is a process, not an event, as the team member moves from personal producer to team builder. The average time for this transition is two

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Step 2 : Engagement

years. It may be shorter for some but setting a realistic time frame of two years will help the team member focus on what is necessary to build and grow with Nextage. Most agents need to continue generating a substantial income from personal production while they build and develop their teams. It is suggested there be a gradual increase in the hours spent team building vs. personal production each quarter. When first joining Nextage 80% of the agents time should be focused on production and 20% on team development Keep in mind the hours spent team building are divided between team development and personal team building. Team development is the process of teaching your new folks how to build and develop teams of their own while “personal team building” is just that – approaching and contacting people themselves Once the time commitment is determined, income and team building goals are established for the desired number of team members in a specified time frame Don‟t forget, effective goals must be “SMART”: Specific Measurable Attainable Realistic Within a defined Timeframe Additionally, personal goals must be “owned” by the one responsible for achieving them. So, the new real estate agent must set their own goals – you, as their Leader, can‟t do it for them. You should guide them through the process but refrain from actually setting their goals for them. At times this will be difficult especially when you feel their goals are too low. However, when they set their own goals and reach or exceed them, they‟ll almost certainly set higher goals the next time. As that process continues, their vision of what is possible will stretch. And in the words of Oliver Wendell Holmes, “Man‟s mind, once stretched by a new idea, never regains its original dimensions.”

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Step 2 : Engagement

Gauge #3: Schedule Development Activities

Team

The leader is key to helping the team learn the Team Building Process and Team Development Process. You, as the agent‟s direct up line, are their Team Leader and have that responsibility. Use the Nextage Power Team flyer to introduce the new recruit to everyone on the team. You will find a sample at the end of the Handbook and online in the Resource Center for customization. Make sure you have customized the Power Team flyer to include the new agent‟s picture and those of the other team members that are shown in the sample flyer. It is the Team Leader‟s responsibility to introduce the agent to their Nextage Power Team and let them understand the role/ contribution of each team member. Moving into the WE real estate age™ will take some explanation as all of your new folks that are productive real estate professional have been living in the “I” world, many for a long time. Discuss various scenarios showing how the WE can assist them when they have difficult situations. Let each team member introduce himself or herself and relate a specialization they have in practicing real estate or customer service. This will help the recruit know where to seek help This might be done prior to the next Business Presentation when the entire team meets for training and information about what‟s new in the office. It could include the opportunity for agents with new listings to showcase their listings, announce any changes to listings such as a price reduction or special financing incentives

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Step 3 : Replication

STEP 3: Replication The speed and exactness with which you copy the system and the number of front line leaders you can train so that you can push them through the funnel will determine your success with Nextage. The key components of replication are the multiplication of effort, compound team building, turnkey leadership principles and up-to-date real estate training. The cookie cutter exactness of the Team Building Process and Team Development Process must be replicated throughout your team. New team leaders must be constantly developed in order to realize steady growth. Once you develop a Builder‟s aptitude and a Leader‟s attitude, you will be on your way to creating a system where team building never stops. The tendency of most weak members is to sign them up and set them loose. The Team Leader‟s attitude is to sign them up and help them build their productive real estate team. Profile of a Strong Team Leader: 1. Totally positive 2. Continues learning about cutting-edge tools/systems in the real estate industry and educates his/her team 3. Applies leadership principles in all aspects of the business 4. Applies QSPA™ in team member relationships 5. Maintains a high level of supervision and hold team members accountable 6. Continual personal communication with all team members to provide update about the team and company and recognition for production and learning the team building and team development processes 7. Encourage team members to stretch their vision and see the greatness in themselves When trying to replicate yourself, how can you tell who will build a team that is at least six wide and deep? There is no concrete formula to determine who will become great Team Leaders. It is only by completing all aspects of Step 2: Engagement that you will discover who has the passion needed. Give everyone the opportunity to succeed and utilize the accountability tools

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Step 3 : Replication

provided at the end of the Handbook. As Team Leader, you need to manage your team members‟ activities but FOCUS on their results. For the experienced, productive real estate agent who is new to Nextage, replacing themselves using the philosophy of “3X3X3 will set you free” is a way of replicating those experienced agents on the team. The first 3 direct recruits (first generation) will need you as a Team Leader to learn the Team building Process and the three they recruit (second generation) will need quite a bit of help from you as well. By the time your team has grown to the third generation, you should only need to be there in a supportive role for your team. At that point, you will have a team of thirty-nine and as they each continue to recruit another 3 levels, a total team of 1092. Start the process again with three new direct team members and you will have a total team of 2,184. Imagine if everyone to this point was an experienced, productive real estate agent? Use the Income Calculator to look at the future. Also, use the Multiplication Magic flyer or the poster (on the Intranet site under Marketing Materials in the WEPak) hanging in your office to graphically show the power of geometric growth. The poster shows a recruit working off the number four rather than three. 1,028 are recruited through the 5th generation. If carried out to the sixth generation you would have 3,072. By each team member team building just one more at every level the total number of producing real estate agents increases by almost 2,000! Amazing, the power of one. Keys to Success

 Persistence and determination are needed to provide the skills necessary to replicate team leaders in your image

 Work to build productive real estate teams  As your team expands, don‟t lose touch with your team leaders.

Make sure

you communicate your interest and support

 Always be an example for your team  Commit to personal education

By following the Team Building and Team Development Processes, you have the tools necessary to build a real estate team with production not experienced previously in the real estate industry. You will be experiencing the Power of WE™

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Fastrak Checklist for Experienced Agents Join Nextage Realty International     

Cost $125

Login to www.Nextagerealty.com to first join Nextage. After you have been accepted as a new member of Nextage, you will then be prompted to complete the sign-up You will remain in the “pending” status until you have completed all the necessary paperwork and until you sign your real estate license over to your Broker. Discuss your Commission Split with the person who recruited you and establish your leader contract level for sales bonuses Log in to your Nextage account daily at to www.Nextagerealty.com to check for important messages

Activating Your Real Estate License with NEXTAGE

Cost (Vary) ________________

I will activate my real estate license with Nextage on or before _____________________________

Contact your Broker to schedule a meeting to complete paperwork required in your state. Review the “termination” clause in your current Independent Contractor Agreement. Be sure to discuss with your current broker the process for closing your pending transactions and moving your current listings to Nextage. Complete all necessary paperwork and submit to your Broker  Fill out a Broker Change form or paperwork required by your state, to transfer your license to Nextage  Complete the Agent Information Sheet provided by your Nextage Broker. This will make sure you are in the Nextage FMS system for compensation on real estate closings  Provide your Broker with the Declaration page of your auto insurance showing required coverage for your brokerage  Sign the acknowledgment that you have read the Policies & Procedures Manual and understand how to process your listing and sale transactions through your Broker  Review the Contract and Closing Processing Sheets with your Broker  Your Broker will inform you about o The Multiple Listing Service (MLS) available in your area Cost ___________ o Errors & Omissions insurance Cost ___________ o Lock Box paperwork Cost ___________ o Board of REALTORS® requirements Cost ___________ o Other items pertinent to your state or local area.  Once your Broker has all your completed forms and has followed the required procedure for your state, you will be activated with Nextage and can start doing business as a Nextage real estate agent.  

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Marketing Materials  Order business cards, yard/Open House signs, magnetic car signs and other marketing materials (discuss providers with your Broker)  All advertising requires approval from your Broker and must use the Nextage logo identity guidelines. Your Broker will provide this information  Review, and discuss with your Broker, the Nextage vendors on the website for resources including o Marketing for Properties by Color for Real Estate o Nextage Agent Website o 2-10 Home Warranty o VisualTour o Nextage Home Management Club o Real Estate/Lending Calculator  Download from the website the Excel spreadsheet on the Income Calculator and the Directions for Using the Income Calculator to assist you in team building your peers Nextage Performance Institute Core Training

Cost FREE

 Register on the Nextage website under the Nextage Performance Institute tab for the Training Modules required according to your associate classification. All experienced Associates have 30 days from Nextage license activation to complete their training. Modules that are offered as Video-on-Demand  Download all the class presentations required for your associate category from the Nextage Performance Institute tab on the website. All presentations are available to you no matter your classification and you are encouraged to review them for tools and resources. Additional Resource Materials (customizable Word Documents) are also available on the website for download  Review required disclosure documents and state disclosures and forms with your Broker  Discuss the Nextage Mentor option with your Broker if you are a Master Associate. Nextage Mentors must take all the Training Modules required for a new agent in addition to the Mentor Certification Modules.

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Fastrak Checklist for Newly Licensed Associates  Join Nextage Realty International, LLC Login to the associate section of Nextagerealty.com to join Pay your $125 fee. You will remain in the “pending” status until you get your real estate license and sign it over to your Broker

 Get Your Real Estate License If you do not have a real estate license, take and pass the state required pre-license course (most states require you to pass a course final exam to successfully complete the course). For a list of state requirements and links to approved real estate schools, login to the NEXTAGE website and click on “NEXTAGE” at the top of the page. Then go to the Get Started heading. Once you have completed the required course, take and pass the state licensing exam

 Placing Your Real Estate License with your Nextage Realty office Contact your Broker to: o

o

o

Find out how to transfer or activate your license with Nextage. (In most states, your Nextage Broker must accept you on the appropriate Real Estate Commission form for that state. Your Broker will have the appropriate form to place your license with Nextage.) Once your Broker has all your completed forms and has followed the required procedure for your state, you will be activated with Nextage and can start doing business as a real estate agent. Your Broker will inform you about the Multiple Listing Service (MLS) available in your area, Errors & Omissions insurance, Board of REALTOR® requirements and other items pertinent to your state or local area.

Order business cards, yard signs and other marketing materials Be sure to read the Policy & Procedures Manual on how to process your listing and sale transactions through your Broker.

 Complete Training Download all eight series of training modules from the Nextage website. Register for and complete the Nextage Training Modules required for newly licensed sales associates. Modules are offered as Video-on-Demand and in day long National Training Seminars. Complete all required training sales with your Nextage office mentor.

©Nextage Realty International, LLC

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Agent Accountability Agreement

Dear (new associate), Welcome to Nextage (company name). We are very excited you have decided to join our team. Nextage Realty International is a revolutionary concept in the real estate industry and as such requires that you focus on two arenas in developing your business; production and team building to your team. Our team development and real estate goals are lofty and we realize they can not be met unless we have highly motivated, goal-oriented and property trained individuals on our team. You have indicated the desire to build a business beyond your wildest dreams and we are here to help you achieve those dreams. The commitment you have made by joining Nextage comes with a responsibility. This Agreement will outline areas of expectation between you and your broker and upline Team Builder. Accepting these responsibilities will set you on a course of success in both building your team and achieving a level of real estate production that needs your needs. The remainder of this document will be divided into four areas: 1) Personal production goals and business planning 2) Our philosophy on how these goals can be obtained 3) Learning opportunities available to you 4) Recognition for associates 1). Your PERSONAL PRODUCTION GOALS should be realistic yet challenging. Your Business Plan is your road map to get to those goals and your commitment to achieve them. Your management team will work to ensure your success by monitoring these. Your goals should be written down in your Business Plan and reviewed DAILY. The Nextage Business Plan is available online at www.Nextageweb.com Complete the plan, with the help of your broker and Team Builder; make a copy for both your broker and Team Builder; complete the tracking forms. Each and every real estate professional at Nextage(company name) should have a MINIMUM GOAL STANDARD of eight closed sides during their first year (.67 per month) and a minimum of one closed side per month for each year thereafter. This is a number that represents professional survival. Look at the MINIMUM GOAL as a threshold. Achieve it as quickly as possible. Then you can reach for more profitable heights and spend more time team building to your team.

ŠNextage Realty International, LLC

45


True success with Nextage (company name) is a combination of real estate production and team building therefore, our agents need to include team building goals in the business plan. The Nextage plan sets a MINIMUM TEAM BUILDING GOAL of 3X3X3 licensed, producing real estate agents in the first year. This creates a team of thirty-nine which allows you the opportunity to reach the minimum cash flow goals you have set for yourself. Your personal business plan becomes your work plan and schedule and will be reviewed periodically by your team builder and broker. An important part of your business planning is to set up your BUSINESS RECORD KEEPING and completing the forms necessary to file your quarterly IRS payments. You may find using the Quick Books software helpful or seek the advice of an accountant or CPA. Either way, don‟t find yourself facing fines and penalties because of not following IRS rules. Ignorance is no excuse in the eyes of the IRS. 2). What will help you achieve your real estate goals? A warm, bright smile, a confident attitude that you are a success and enthusiasm about being not only a real estate professional but someone on a crusade to help as many people as possible realize their dreams and financial success for their families will make people want to know you. That is the beginning. Delivering quality service in all aspects of your business is the next step. After completing the Nextage Business Plan, the most important next step is to RECORD YOUR GOALS AND TRACK YOUR PROGRESS using the Cash Flow and Team building Goal Sheet on a monthly basis. Completing the Weekly Activity Report and sending it to your Team Builder or up line SD will help you stay on track and achieve your goals. From our experience, there are several things that have proven effective. Your APPEARANCE, ATTIRE, WORK AREA and TRANSPORTATION should always be neat, clean and well maintained. You only have ONE chance to make a good first impression. Your ability to look like a successful professional will open doors that will otherwise close and, quite possibly, remain closed throughout your career. MAGNETIC CAR SIGNS are available for your car and are designed not to scratch or damage your car in any way. We highly endorse the use of this marketing method! Don‟t be a secret agent, let people know that you are in real estate sales. Your BUSINESS CARDS are another important personal marketing tool and you should have a supply with you at all times. Remember: EVERY person with whom you come in to contact is a potential client/customer/recruit. Your ability to have people remember you or think of you when real estate is the topic will only enhance your opportunity for success.

©Nextage Realty International, LLC

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PROSPECTING TOOLS that keep your name in front of prospects, both real estate and recruits, are necessary to build your business. Nextage offers several tools that can be used to prospect for new and repeat business. Take advantage of all we have to offer including the NextageRealty.com consumer website to link into all your listings and NextageAdvantage.com for your team building efforts. Taking advantage of the Internet for marketing yourself and your real estate listings is essential for a successful agent. Over 81% of today‟s buyers begin their search on the web and a majority end up working with the first agent who makes contact with them. You need a PERSONAL WEBSITE and communication tools to achieve that first response time frame. QUALITY SERVICE BY PROFESSIONAL AGENTS - QSPA™ The cornerstone of a Nextage franchise is QSPA™ and therefore all agents affiliated with those franchises have a duty and obligation to follow the QSPA™ system designed by this office. The system will include: Using the Nextage Property Marketing System™ Completing all items on the Sales Associate Marketing Checklist within seven business days Providing both buyers and seller with a QSPA™ feedback forms for use during the transaction Providing weekly updates to clients Using a follow-up program with all past buyers and sellers Other items in our QSPA™ System 3). LEARNING OPPORTUNIITES will help you stay ahead of the competition and compliant with changing laws. Some sessions will be held in the office but many more are available online with our Video-on-Demand courses, Nextage Performance Institute offers live shows on current topics, and special event presentations. Please pay attention to schedules and course offerings that may be announced via e-mail, scheduled online, and to any postings in the office. In addition, there are numerous seminars offered by your local Board and real estate service providers such as Title Companies. Much of the success of this company has come from the use of standard systems and procedures in running our real estate company and in the turnkey team building and team development processes. As a new team member, you are expected to learn these real estate systems and the processes for team building and developing your team. 4) In-office RECOGNITION is given our real estate professional for listings taken, sales closed and referral closed. Annual recognition is given nationwide for real estate production as well as team building achievements. SPECIAL RECOGNITION The world-class Nextage Awards Program is a dynamic system to award overall real estate production on an individual, and team basis. You will find monthly recognition posted on the Nextage website and on the Office Scoreboard. ©Nextage Realty International, LLC

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Recognition is the centerpiece for every company event with winners recognized on stage. Having read the above Accountability Agreement, I believe setting standards of production for both real estate and team building will enable me to reach my goals and dreams. I hereby authorize my Broker and Team Leader to hold me accountable to all the items covered in this document and to my Business Plan. _____________________________________________ Associate Signature

_________________ Date

_____________________________________________ Broker Signature

_________________ Date

_____________________________________________ Team Leader Signature

_________________ Date

ŠNextage Realty International, LLC

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NAME

Current office

ŠNextage Realty International, LLC

Phone

e-Mail

49


THE POWER OF MULTIPLICATION

3 RECRUITS Help them get 3

1

3

9

27

81

1

1

3

3

9

9

27

81

1

3

9

1

3

9

1

3

9

1

3

9

1

3

9

1

Help each get 3 TOTAL: 12

3

Help each get 3 TOTAL: 39

9

27

27

27

27

27

27

27

81

81

81

81

81

81

81

©Nextage Realty International, LLC

Help each get 3 TOTAL: 120

Help each get 3 TOTAL: 363

Help each get 3 TOTAL: 1092

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CASH FLOW AND TEAM BUILDING GOALS

ANNUAL CASH FLOW GOAL: $_______________________ ANNUAL TEAM BUILDING GOAL________________________ 

Personal production:

Team Cash Bonuses:

$_______________________ $_______________________

Month 1 Goal Actual

Month 2 Goal Actual

Month 3 Goal Actual

Month 4 Goal Actual

Month 5 Goal Actual

Month 6 Goal Actual

Month 7 Goal Actual

Month 8 Goal Actual

Month 9 Goal Actual

Month 10 Goal Actual

Month 11 Goal Actual

Month 12 Goal Actual

CASH FLOW 1st Generation 2nd Generation 3rd Generation TEAM BUILDING 1ST Generation 2nd Generation 3rd Generation

CASH FLOW 1st Generation 2nd Generation 3rd Generation TEAM BUILDING 1ST Generation 2nd Generation 3rd Generation

©Nextage Realty International, LLC

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Weekly Real Estate Activity Tracking Sheet Week Prospect Source

Weekly Contact Goals

1

2

3

4

5

6

7

8

9

10

11

12

13

New Listings

Listing Sold

Buyer Sold

Activity Contacts/ Notify Ninety Sphere of Influence Open House Expired Listings For Sale By Owners Networking Target Marketing: Geographic Target Marketing: Organizational Target Marketing: Occupational/ Professional Target Marketing: Recreational Referrals Direct Marketing Community Involvement Past Clients Total

ŠNextage Realty International, LLC

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Referrals Closed


Weekly Team Building Activity Report Month ______

Week _____ Plan Actual

Week _____ Plan Actual

Week _____ Plan Actual

Week _____ Plan Actual

Week _____ Plan Actual

Monthly Totals

Approach Nextage Video Drop Phone Personal Contact E-mail Presentations Team Business Presentation Online Business Presentation One-on-one Business Presentation # Experienced Agents 1st Generation 2nd Generation 3rd Generation Newbie Agents 1st Generation 2nd Generation 3rd Generation # Licenses Transferred 1st Generation 2nd Generation 3rd Generation

ŠNextage Realty International, LLC

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Yearly Real Estate Production Forecast and Tracking New Listings Month

Target

Actual

Listings Sold Prior Yr

Target

Actual

Buyers Sold Prior Yr

Target

Actual

Referrals Closed Prior Yr

Target

Actual

Prior Yr

Personal R.E. Income Target

Actual

Prior Yr

January

February

March

April

May

June

July

August

September

October

November

December

Yr. Total

ŠNextage Realty International, LLC

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Let Me Introduce You to Your Nextage Power Team Picture of new team member

Name Franchise Owner

Name Responsible Broker

Name Team Leader ŠNextage Realty International, LLC

Name Team Leader

Name of new team member and contact information

Each office is independently owned and operated

Name Team Leader

Name Team Leader

55

Team Development Handbook  

Nextage Team Development Guide

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