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Mastery Starts with Growth

  • All Businesses MUST Start with Growth ~ What Recruits Retains & What Retains Recruits WHO is Part of your Recruiting Team (It's more than you think) 

    • Recruiting Systems - Pick Your Lever ( List and discuss the 12 recruiting sources) 

      • New Agents

        • Pass List (If available) (Follow-Up Touch Plan) WHO Is meeting with them, what does that conversation look like

        • Indeed & LinkedIn (Ads that work w/Follow-Up Touch Plan) Cadence or response, timeliness, WHO is meeting with them 

        • Career Day/Night (How to run one & when to do it & Follow-Up Touch Plan) *Frequency/ Options/In-Person or Zoom Lunches or coffees

        • Referrals (How to get them & scripts to land the appointments & & Follow-Up Touch Plan) When to ask and WHO handles the meetings 

    • 1/4 & 1/2 Cappers (R1s)

      • Scripts for cold calling around “Pathway to 100K” (Script Practice & Follow-Up Touch Plan) *

      • Events (Invites to Business Meetings & Work Shops & Follow-Up Touch Plan)* How to use the lists for additional touches for recruits 

      • CO-OP Calls (Scripts that work & Follow-Up Touch Plan) Notes and Email follow-ups How to personalize the calls to the co-op

      • Referrals (How to get them & scripts to land the appointments & & Follow-Up Touch Plan)

    • Cappers (RSs) & Mega’s

      • Invitation to Offsite Events (Script Practice & Follow-Up Touch Plan) *

      • CO-OP Calls (Scripts that work & Follow-Up Touch Plan) 

      • Local market share update & scripts that work (w/ Follow-Up Touch Plan)

      • Referrals (How to get them & scripts to land the appointments & & Follow-Up Touch Plan)

      • MREA Club - Commitment to $500k - $1,000,000*

      • 1:1 Business Consulting (How to do it, Frequency & Follow-Up Touch Plan) Monthly Coaching and how to build a calendar for that Invites Top 20% etc 

  • Recruiting Pipeline & Hitlist (Top 200)  

    • How to build it ~ and rank it 

    • Creating a 36 Touch Program that works

Mastery: Running the Business

  • Putting it All Together ~ A Week in the Life of a TL ~ It's a GREAT DAY AT Keller Williams 

    • Your ideal calendar blocks & how to fill them ~ CRITICAL for success 

    • Planning for Weekly Team Meetings & Masterminds ~ How to Prepare for Team Meetings

    • How to Fast-Track Creating Long-Term Relationships Inside and Outside the MC

    • The Importance of being present in the market center 

  • Retention ~ What Recruits Retains & What Retains Recruits~ALSO it's just business, they will leave

    • How do you retain New, 1/4 Cappers & 1/2 Cappers? 

      • PC Program - How to Set-Up 

      • Pathway to $100k* 

      • Transition Plan from PC to Middle (MM, 1:1’s & Core Classes *) 

    • How to retain Cappers & Mega

      • 1:1 Monthly Consulting Appointments (How to set up your calendar, track your appointments & track their business vs the market & help them close their gaps) 

      • Weekly Team Meetings are designed for them, and everyone else gets to attend

      • Exclusive MM based on production level

      • ALC exclusive events that other agents wish they could be at

      • Agent Care Program - In-House Touch Program 

  • Leadership Team ~ Who has ownership of what

    • How to set MC goals based on where you are today in Profit & Agent Growth (Paint by Numbers Worksheet) Realistic GROSS / NET conversation and benchmarks How to figure out YOUR NUMBERS.  

    • Each team member should set up their GPS, which feeds into the MC GPS, and then build their 411.

    • Creating the success line for each role & how each role impacts growth & retention (Success Line Worksheet)

    • Your Daily Huddle Outline & Weekly Meeting

      • What should be covered & why

      • Transmittal Follow UP 

    • Annual and Mid Year Reviews IMPORTANCE of them and How to Execute  

  • Master the Business as a TL

    • Financials ~ How to Read & Understand the Income Statement, Variance Report & Balance Sheet ~ Which classes to attend and Questions to ASK 

    • Your MC Org Chart & Task List ~ How to Create & Get Buy In ~ When to HIRE WHO Leads the HIRE WHO Manages the next Hire  

    • MC Reports ~ What reports to pull monthly & review with Leadership Team and/or MCOM (Reports: Associate Most Recent Transaction, Dup associates, Listhub Exceptions, MC retention Risks, MC Caps, MC MYT & what story the different metrics tell, MC Royalty Anniversary Report vs Cap Management Tool, Teams Roster & Vital Signs)

    • MC Reports for Agent Recognition ~ What reports to pull & how to use them, including producing agents coming in with production (Reports: Rankings w/in MC, Home Run Report, Associates Capped this Period, Profit Share Statements, B’days & MC anniversaries)

    • Mindset around the role of a CEO ~ Leverage and HOW To LEAD

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