TEAM ADVANCE 2018 WORKBOOK

TEAM PLANNING

ADVANCE

2018

THE ROAD TO SUCCESS IS THE ROAD LESS TRAVELED Building Relationships and Breaking Ceilings

ROAD LESS TRAVELED LAUREN ALAINA You won't make yourself a name if you follow the rules History gets made when you're acting a fool So don't hold it back and just run it Show what you got and just own it No, they can't tear you apart If you trust your rebel heart, ride it into battle Don't be afraid, take the road less traveled Wear out your boots and kick up the gravel Don't be afraid, take the road less traveled on Take the road less traveled on Don't follow anyone March to the rhythm of a different drum Why do we analyze, break out, and criticize the crazy ones?

You won't make yourself a name if you follow the rules History gets made when you're acting a fool So don't hold it back and just run it Show what you got and just own it No, they can't tear you apart, no If you trust your rebel heart, ride it into battle Don't be afraid, take the road less traveled Wear out your boots and kick up the gravel Don't be afraid, take the road less traveled on

If you trust your rebel heart, ride it into battle Don't be afraid, take the road less traveled Wear out your boots and kick up the gravel Don't be afraid, take the road less traveled on Take the road less traveled on Take the road less traveled on Put your hands up, show me that you're one of a kind Put your hands up, let me hear your voice tonight If you trust your rebel heart, ride it into battle Don't be afraid, take the road less traveled Wear out your boots and kick up the gravel Don't be afraid, take the road less traveled on If you trust your rebel heart, ride it into battle Don't be afraid, take the road less traveled Wear out your boots and kick up the gravel

TEAM PLANNING

ADVANCE

2018 FRIDAY, OCTOBER 3RD | NOVE ITALIANO 8:00 - 8:30 | TEAM DRIVEN BREAKFAST

By Nove Italiano

8:30 - 8:45 | WELCOME TO ADVANCE 2018 Dale Snyder, CEO

8:45 - 9:45 | HVL - LEAD CONVERSION & PLAYBOOK Rich Barker

9:45 - 10:45 | RAISING PRICE POINTS & GEOFARMING Rob Jensen

10:45 - 11:00 | BREAK Team Driven

11:00 - 11:45 | THE WOW FACTOR Erin Camp, DOO

Don't be afraid, take the road less traveled on Take the road less traveled on Wear out your boots and kick up the gravel Don't be afraid, take the road less traveled on

11:45 - 12:30 | TEAM DRIVEN LUNCH

By Nove Italiano

12:30 - 1:00 | 2017 SALES RECAP & GPS OVERVIEW Dale Snyder & Mary Preheim

1:00 - 3:00 | 2018 SALES GPS GOAL SETTING Team Driven Workshop

Two roads diverged in a wood, and I— I took the one less traveled by, And that has made all the difference. ~ Robert Frost

3:00 - 3:15 | BREAK Team Driven

3:15 - 5:00 | ORGANIZATIONAL ALIGNMENT Christina Banaga/Team Discussion to follow

HAPPY HOUR TO FOLLOW 5PM - 7PM

Our Keynote Speaker Christina Banaga

Over 15 years of experience in top producing sales, mortgage lending, management, and executive coaching, has made Christina Banaga one of the top real estate professionals in the Inland Empire and San Diego areas. She has successfully assisted buyers, sellers and real estate professions in navigating the real estate waters of the last 15 years. The combined experience of all the different facets of the business have proven to give her PRICELESS levels of knowledge that continue to assist buyers, sellers and agents across the entire nation and well into this new decade.

It's also worth noting that this is the coach that coaches Dale on his coaching!

Guest Speaker Rich Barker Rich Barker has been practicing Real Estate since 2010. He has created a team with other like-minded agents to form the best team in the state of Arizona. Rich Barker has personally been involved in the successful sale of over 1,200 homes throughout his illustrious career. The agents of the Barker team participate in the sale of over 200 homes each year. In 2014 , Rich was accepted into Gary Keller Top 100 Private Mastermind Group out of 154,000 Agents.

Guest Speaker Rob Jensen Rob Jensen is president and broker/owner of the Rob Jensen Company (RJC). The real estate firm that bears his name specializes in guard gated high-end residences. RJC is considered the “go-to” agency for discerning home buyers and sellers. It is consistently ranked in the top 1% of successfully closed real estate transactions in Summerlin, Las Vegas, and Henderson.

OUR ONE YEAR VISION 300+ UNITS $100m SV $2.75m GCI 3-4 TEAMS IN 1-2 STATES

OUR 5 & 10 YEAR VISION 5 YEARS: 900+ UNITS $300m SV $8.25m GCI 5-7 TEAMS IN 2-3 STATES 10 YEARS: 1,900+ UNITS $570m SV $15.6m GCI 18-20 TEAMS IN 4-6 STATES

#1 - TAKE THE LEAD

#2 - BECOME THE "BEST DEAL"

#3 - DAZZLE THE SENSES

Innovate new products and services. Add or improve features and benefits. Be the first to market. Disturb the status-quo. Set the de facto standard. Become the best-in-class.

Develop a game-changer. Introduce the next big thing. Differentiate yourself from competitors. Dominate your market. In some way, be a standout!

Make your products, services or customer experience easier, better, faster or cheaper than your competition. Provide superior quality or workmanship, the fastest delivery time, widest product selection or a legitimate price advantage. Offer exceptional value, the most convenience, or the best guarantee. Your entire business is the product, and it must shine throughout. When it does, YOU become the "Best Deal"!

Create a strong marketing "sensory package."

Engage multiple senses - sight, sound, smell, touch and taste. Become a customer magnet engaging, fun, entertaining, motivational. Tell relevant humorous or inspirational stories.

Tease or arouse curiosity. Champion a cause.

Offer a new vision. Be distinctive, thought provoking, dramatic or even controversial.

Razzle-dazzle your customers. Get inside their heads and hearts!

THE

WOW FACTOR

We are drawn to people, products and processes that can be described as impressive, engaging, memorable, even head-turning, jaw-dropping or spectacular.

When people have an intensely positive reaction to something about your business, you have a WOW Factor!

#4 - OVERWHELMING PROOF

#5 - EXCEPTIONAL KNOW-HOW

#6 - KILLER CUSTOMER CARE

Take away all doubt about the value of your product or service. Include testimonials, eyeopening case studies, enthusiastic reviews, demonstrations, samples or no-risk guarantees.

Provide statements of authorities, facts or statistics to prove your claims - the more interesting, shocking and compelling your facts, the greater the WOW Factor. Make your case so convincing that the decision to work with you is a no-brainer!

Preparation, knowledge, expertise and professionalism produce immediate confidence with customers. People want to do business with those they trust - those who inform them, teach them or take them by the hand and show them exactly what to do. Become the resource to solve their big problem. Take away their worry or frustration. Make their task easier.

Lighten their burdens. Reassure customers that they have come to the right place.

Provide a fast resolution to customer problems. Apply the Golden Rule (Treat customers the way you would like to be treated.) Go the extra mile. Exhibit a high degree of fairness and integrity. Give the most value you can for every dollar the customer spends. Systemize customer-service processes for consistency and reliability. Deliver on your sales promise, and exceed expectations if possible. Seek ways to delight and surprise!

Just as you use your car's GPS to navigate your journey, use this GPS to plot your one-year trip in business and life. Transfer your ONE THING for the year from your Long-Term Goals sheet, then list three priorities to reach that destination. Drive yourself further by writing out five strategies to achieve each priority. Congratulations, you just completed your yearly business plan!

GPS

My

MY ONE THING FOR THE YEAR: Units Sold = $ Sales Volume = $ In GCI

2018 TEAM

For this chart, all numbers in (parenthesis) are our 2017 sales numbers. We will determine our 2018 goals for the Team GPS after the agent workshops. 2018 numbers are represented by X. 2017 - 86 Closed Listings, 115 Closed Buyers

PRIORITY ONE: X Listings Closed

PRIORITY TWO: X Buyers Closed

PRIORITY THREE: The Promise

STRATEGY SOI & Past Clients (51) X 1.

2. Online (BT, ZTHR, Bold) (15) X 3. Farming and Open Houses (8) X Agent to Agent Referrals (6) X 4.

Expireds and FSBOs (1) X 5.

STRATEGY 1. SOI, Past Clients, Referrals (55) X 2. Online (BT, ZTRH, Other) (28) X 3. Farming and Open Houses (21) X Agent Referrals (11) X 4.

5. Sign and Inbound Calls (6) X

STRATEGY Administrative Systems 1.

Coaching & Accountability 2.

Recruiting & Retention 3.

Education & Skillset 4.

Vendor Partnerships 5.

Just as you use your car's GPS to navigate your journey, use this GPS to plot your one-year trip in business and life. Transfer your ONE THING for the year from your Long-Term Goals sheet, then list three priorities to reach that destination. Drive yourself further by writing out five strategies to achieve each priority. Congratulations, you just completed your yearly business plan!

GPS

My

MY ONE THING FOR THE YEAR:

2018 WORKSHOP PRIORITY ONE:

PRIORITY TWO:

PRIORITY THREE:

STRATEGY 1.

2.

3.

4.

5.

STRATEGY 1.

2.

3.

4.

5.

STRATEGY 1.

2.

3.

4.

5.

WORKSHOP NOTES

Just as you use your car's GPS to navigate your journey, use this GPS to plot your one-year trip in business and life. Transfer your ONE THING for the year from your Long-Term Goals sheet, then list three priorities to reach that destination. Drive yourself further by writing out five strategies to achieve each priority. Congratulations, you just completed your yearly business plan!

GPS

My

MY ONE THING FOR THE YEAR:

2018 AGENT PRIORITY ONE:

PRIORITY TWO:

PRIORITY THREE:

STRATEGY 1.

2.

3.

4.

5.

STRATEGY 1.

2.

3.

4.

5.

STRATEGY 1.

2.

3.

4.

5.

OUR MISSION

OUR VISION

OUR VALUES

OUR BELIEFS

TO TRANSFORM LIVES AND CREATE EXCEPTIONAL CLIENT EXPERIENCES THROUGH THE BUSINESS OF REAL ESTATE

TO BE THE REAL ESTATE COMPANY OF CHOICE AND THE TEAM OF CHOICE IN THE VALLEY AND BEYOND

~LOVE~

Faith, Family, then Business.

HAVE FAITH. LOVE YOUR FAMILY. LOVE YOUR BUSINESS. BE THE BEST YOU CAN BE. ~PASSION~ HEART IN THE GAME. ~ABUNDANCE~ CULTURE WHERE WE ARE UNSTOPPABLE.

We believe the W14C2TS We believe our clients should be clients for life.

We believe in delivering a WOW customer experience.

We believe in telling the truth and doing the right thing.

We believe a positive mindset leads to positive results.

We believe that no transaction is worth our reputation.

We believe in specialization for all team members.

We believe in providing an exceptional experience for our clients.

We believe in learning based.

We believe in a culture that attracts talent and refines it.

The interesting (and sometimes scary) thing about living a purposeful life is you begin to realize that, in a very real way, your life is not your own. You're not here to just get all the good stuff for yourself - and maybe your loved ones - so you can live a happy, pleasure-filled existence. You are part of a larger organism, a larger system, and all the good that you receive, all the talent you possess, everything that you have, is not for your benefit only - but for the benefit of the whole system. And the more you surrender to this, the more the universe will pour its bounty through you so you can be a bigger giver. ~ Derek Rydall