Team Member Manual

TEAM MEMBER MANUAL

FIRST SIX WEEKS

of a New Team Member FIRST THINGS FIRST Get your Photo taken—Low and High Resolution are both important Sit with our Operations Manager to review on-boarding process Meet with Market Center staff to review and sign new agent paperwork

ASSIGNMENTS Create accounts with RECOLORADO, SHOWINGTIME, CTME, DMAR Compile everyone you know onto the Follow Up Boss import spreadsheet, your database is the foundation of your business. (Let the Operations Manager know if you need help) Call your entire database to let them know of your new career, or your move to Search Denver Homes Send follow up handwritten notes and make sure you are asking for their mailing address if you don't already have it!

Schedule preview showings of available homes in several neighborhoods each afternoon Create or update social media pages with business info. You will also have access to post on the SDH sites Incorporate office calendar with your own and make sure to schedule around any classes or team meetings

NEW AGENT DAY 1 MONDAY

Morning Mastery Guided Morning Meditation | 10 Minutes To Start Every Day Perfectly

8:30AM - 9:00AM

Onboarding with Kate Hotchkiss

9:00AM - 9:30AM

Contract to Close Conversations or in Training Room

9:30AM - 10:00AM

Prospecting Jungle with Andy Cole

10:00AM - 11:00AM

MOJO Practice FULL Tutorial & Training | $100k/Year Cold Call Strategy

11:00AM - 12:00PM

12:00PM - 1:00PM

BREAK - lunch, personal tasks

1:00PM - 2:00PM

Professional Accounts Pro Account with REColorado - Metro Denver MLS Join DMAR - Denver Metro Association of Realtors Sign up with CTM eContracts Create a ShowingTime account to scheduling showings

2:00PM - 4:00PM

Research 3+ Neighborhoods - Boundaries and zip code(s) - Current market and historical trends - Types of architecture/construction - Interesting or historical fact

4:30PM - 5:00PM

Review the day - journal thoughts, prep for next day!

NEW AGENT DAY 2 TUESDAY

Morning Affirmations 7 Powerful Affirmations for Real Estate Agents

8:30AM - 8:45AM

Onboarding with Kate Hotchkiss

9:00AM - 9:30AM

Contract to Close Conversations or in Training Room

9:30AM - 10:00AM

Andy Cole Daily Mastermind

10:00AM - 11:00AM

Follow Up Boss Practice FUB 101: How to Use Follow Up Boss Like a Boss

11:00AM - 12:00PM

12:00PM - 1:00PM

BREAK - lunch, personal tasks

1:00PM - 2:00PM

Enter Sphere of Influence contacts on FUB template

2:00PM - 4:00PM

Preview 2+ homes in each neighborhood researched on DAY 1 - Boundaries and zip code(s) - Current market and historical trends - Types of architecture/construction - Interesting or historical fact

4:30PM - 5:00PM

Review the day - journal thoughts, prep for next day!

NEW AGENT DAY 3 WEDNESDAY

Morning Mastery Guided Morning Meditation | 10 Minutes To Start Every Day Perfectly

8:30AM - 9:00AM

Onboarding with Kate Hotchkiss

9:00AM - 9:30AM

Role play and scripts practice or in Training Room

9:30AM - 10:00AM

Andy Cole Daily Mastermind

10:00AM - 11:00AM

Follow Up Boss Practice FUB 101: How to Use Follow Up Boss Like a Boss

11:00AM - 12:00PM

12:00PM - 1:00PM

Enter Sphere of Influence contacts on FUB template

1:00PM - 2:00PM

BREAK - lunch, personal tasks

2:00PM - 3:00PM

Altos Research Training Altos Tutorial: Setting Up and Customizing Reports Hopeful signs for the 2023 housing market? (Subscribe to this channel)

3:00PM - 5:00PM

Research 3+ Neighborhoods - Boundaries and zip code(s) - Current market and historical trends - Types of architecture/construction - Interesting or historical fact

5:00PM - 5:30PM

Review the day - journal thoughts, prep for next day!

NEW AGENT DAY 4 THURSDAY

Morning Mastery G3 EASY MUST DO Morning Tasks for Real Estate Agents

8:30AM - 9:00AM

Onboarding with Kate Hotchkiss

9:00AM - 9:30AM

Role play and scripts practice or in Training Room

9:30AM - 10:00AM

Andy Cole Daily Mastermind

10:00AM - 11:00AM

Review MOJO, FUB and Altos trainings

11:00AM - 12:00PM

12:00PM - 1:00PM

BREAK - lunch, personal tasks

1:00PM - 2:00PM

SLACK Training How to Use Slack - 2022 Tutorial For Beginners SISU Training This is where all your transaction info is tracked for accountability and so you know your numbers!

Sisu General Onboarding Agent Module | Sisu General Onboarding Goal Setting Module | Sisu General Onboarding

2:00PM - 4:30PM

Preview 2 homes in each neighborhood researched on DAY 3 - Boundaries and zip code(s) - Current market and historical trends - Types of architecture/construction - Interesting or historical fact

4:30PM - 5:30PM

Start reading Too Nice for Sales by Berry Jenkins

5:30PM - 6:00PM

Review the day - journal thoughts, prep for next day!

NEW AGENT DAY 5 FRIDAY

Morning Mastery The Schedule and Routines of the Successful Real Estate Agents Onboarding with Kate Hotchkiss Role play and scripts practice or in Training Room One on One Goal Setting with Jonathan

12:00PM - 1:00PM

BREAK - lunch, personal tasks

1:00PM - 2:00PM

Review Expired scripts and prep for call session

2:00PM - 4:30PM

MOJO Call Session with Expireds

4:30PM - 5:30PM

Continue reading Too Nice for Sales by Berry Jenkins

5:30PM - 6:00PM

Review the day - journal thoughts, prep for next day!

8:30AM - 9:00AM

9:00AM - 10:00AM 10:30AM - 11:30AM 11:30AM - 12:00PM

NEW AGENT DAY 6 SATURDAY

Morning Mastery This Powerful 6-phase Morning Meditation has Everything You Could Want in a Guided Meditation

8:30AM - 9:00AM

Onboarding with Kate Hotchkiss

9:00AM - 9:30AM

MOJO CALLING SESSION - Call list assigned to you in Mojo

9:30AM - 12:00PM

BREAK - lunch, personal tasks

1:00PM - 2:00PM

2:00PM - 4:30PM

4:30PM - 5:30PM

Recommended reading: Atomic Habits by James Clear Good to Great by Jim Collins

5:30PM - 6:00PM

Review the day - journal thoughts, prep for next day!

12:00PM - 1:00PM

NEW AGENT DAY 7 SUNDAY

Morning Mastery This Powerful 6-phase Morning Meditation has Everythin You Could Want in a Guided Meditation

8:30AM - 9:00AM

Onboarding with Kate Hotchkiss

9:00AM - 9:30AM

MOJO CALLING SESSION - Call list assigned to you in Mojo

9:30AM - 12:00PM

BREAK - lunch, personal tasks

12:00PM - 1:00PM

1:00PM - 2:00PM

BREAK - lunch, personal tasks

2:00PM - 4:30PM

MOJO Call Session with Expireds

4:30PM - 5:30PM

Recommended reading:

5:30PM - 6:00PM

Review the day - journal thoughts, prep for next day!

WEEKLY

Focus Sheet Use this form to track your SDH activities on a weekly basis. Select a SDH activity from the SDH Monthly Roadmap and write it next to a checkbox on the day you plan on completing that activity.

When you complete the activity check the box. If you do not complete the activity, leave the box blank.

MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY SATURDAY What was your brightest achievement this week?

What was your greatest challenge this week?

Share something you learned this week, like a quote, article, YouTube, ah-ha, etc.

What questions or specific challenges are you facing right now?

CONTACTS

APP SET

APP HELD

AGREEMENTS SIGNED

CLOSED

VOLUME

METS

HAVEN’T MET

MEDITATION Quiet your mind’s mental chatter with meditation, prayer or focused breathing.

AFFIRMATIONS Tell yourself encouraging words to achieve goals and to stay more calm and happy.

SCRIPTS Set yourself up for success with script practice.

THANK YOU’S Send 2 thank you notes every day.

EXERCISE Go for a walk or a jog. Move your body and get more blood and oxygen to your brain.

READING Fuel up with new ideas. Pursue personal growth by reading every day.

YOUTUBE Treat yourself with a video that feeds your future self.

MORNING MASTERY

SUCCESSFUL PEOPLE READ EVERYDAY COMPLIMENT EMBRACE CHANGE FORGIVE OTHERS TALK ABOUT IDEAS CONTINUOUSLY LEARN ACCEPT RESPONSIBILITY FOR THEIR FAILURES HAVE A SENSE OF GRATITUDE SET GOALS & DEVELOP LIFE PLANS

PERSONALITY TRAITS TIGER Time is money

Results-oriented

Get to the point

Firm

Don’t waste time

Strong-willed

Direct Communication Style

Forceful

TURTLE Business-like demeanor

Even-tempered

Thinks objectively

Accomodating

Values steadiness

Humble

Cautious & detail oriented

Patient

DOLPHIN Charistmatic & outgoing

Optimistic

Use humor

High-spirited

Tell stories

Lively

Converstaion is important

Enthusiastic

30-60-90

GOALS

30-DAY GOALS Complete on-boarding with trainer Enter 15 COI into Real Geeks and process 100% Complete 100 just sold calls using the Triple Dialer in Mojo Review script manual daily and role play a minimum of 2 times per week Shadow an open house Post an Altos report in the neighborhood of your choice on social media Attend 4 role play sessions Complete lead test out qualifications and test out Complete buyer test out qualifications and test out Complete Listing Mastery course Complete CMA Mastery course and send 2 CMA’s to Operations team

60-DAY GOALS Hit contacts goal 4x/week for past 6 weeks Earn 15 for $500 by completing: Host 1 open house 12 money sessions

Participate in the client giveaway by answering at least 2 calls and have a minimum of 2 people call in Call NC Monthly list - if not at least 50 people on your list, make 100 Mojo calls Send in 15 tracking sheets on Teams and Sisu

Attend 4 role play sessions Complete lead test out qualifications and test out Complete buyer test out qualifications and test out Complete Listing Mastery course Complete CMA Mastery course and send 2 CMA’s to Operations team

90-DAY GOALS Hit contacts goal 4x/week for past 10 weeks Send your tracking sheet to Teams and Sisu 4x/ week for past 10 weeks Host 2nd Open House Complete 50 expired and FSBO prospecting calls in Mojo Participate in a role play Memorize the just listed call script Memorize the inspection objection script Confidently present the listing agreement template in CTM Effectiviely communicate all aspects of the home buying, home selling, under contact and closing process with all buyers and sellers Sign 1 listing client

TARGET DATE

30-DAY GOALS COMPLETED

60-DAY GOALS COMPLETED

90-DAY GOALS COMPLETED

COMPLETE DATE

MARKET CENTER INFO We are excited for you to step up your real estate career with Search Denver Homes, Keller Williams Cherry Creek. Our leadership has one vision: to guide a determined agent to success through SDH's proven models and systems by building a community aimed to help one another.

Physical Location Information Address 50 South Steele Street, Suite 700 Denver, CO 80209 Front Desk Phone 303.722.3300 Fax 303.388.0779

Market Center Number 31

Technology Info WiFi Name kwcc

WiFi Password cherrycreek1

Copier SDH

Building Door Code *7777

Misc Office Info Tax ID Number 26-4236965 MLS ID KWR01 MC License Number EL100028188 Managing Broker Whitney Sweet

BUYER TEST OUT Qualification

Schedule a buyer tour with Showing Time and go preview a home (presentations tab) Memorize estimated costs for a new Roof, Bathroom remodel and new HVAC system (Resources tab) Attend 5 role plays and participate in 2 (via zoom) Memorize Buyer Objection Scripts (Scripts tab- #1, #2, #9, #13, #16, #29, #45, #46, #47, #48, #49, #50) Create a sample contract and template for contract to buy and sell in CTM (video link in email) Meet with Marietta and learn about Bay Equity’s Loan options and requirements Learn inspection contract options, escalation clause, and appraisal clause (resources tab)

BUYER TEST OUT Live Role play Buyer Objection Scripts Present the buyer consultation Present the contracts to buy and sell templates in CTMe. Explain inspection contract options, escalation clause, appraisal clause Explain the under-contract process from going under contract to closing

LISTING TEST OUT Qualification

Memorize open house call script (Scripts tab) Complete an open house (Presentations tab) Complete 100 open house prospecting calls in Mojo (Systems tab) Complete Listing Mastery in Thinkific (Presentations tab) Memorize The Bartic Group seller options (Presentations tab) Memorize Listing Presentation (Presentations tab) Complete 3 perfect CMA’s and send to Growth and Development manager (Presentations tab) Memorize the Just Listed call script (Scripts tab) Memorize The Promise script (Scripts tab) Create Listing Agreement Template in CTM (Presentations tab)

LISTING TEST OUT Role play The Listing lead trust qualifier script

Present Marketing Plan of Action

Present Preparing for the Listing

Present Transition to Close

Present when at the Listing Appointment

Present The Promise

Present a CMA

Present Commit to Sell

Present all Net Sheets

SYSTEMS Overview

ALTOS MARKET REPORTS The Search Denver Homes Team uses Altos to create your Comprehensive Market Analysis (CMA).

FOLLOW UP BOSS This is the Customer Relationship Manager (CRM) that all Search Denver Homes agents use.

It syncs with all of our other lead generation tools. They have a lot of valuable information such as training videos, tutorials, etc. Take a look around and get comfortable using it.

SLACK This is used internally to communicate with the team.

SISU This is used internally to communicate with the team.

HOMEBOT This is a home valuation site for sellers and buyers.

They receive a monthly email with approximate home value, neighborhood stats, etc.

YLOPO This is one of our many lead generation systems used by all Search Denver Homes agents.

It syncs with many of our other lead generation tools.

LOOM Use Loom to create custom videos for clients, leads, etc. Take a look around and get comfortable using it.

MOJO Triple line dialer and database.