First the market shifts, then you have to shift

SHIFTS HAPPEN

• Real estate is a cyclical business

• What goes up must come down

• What is down won’t stay there

• Shifts are never unexpected but�rarely predictable

• You know one is coming

• You don’t know when

• They are inevitable

Are you ready and prepared for what’s to come?

• Have you got a plan that is measurable?

• Have you got the right team - Agents

• Are you keeping the team motivated and on track - Accountability

• Have you got sufficient quality stock

• Buyer’s Market: More than 6 months of stock

• Sellers’ Market: Less than 5 months of stock

• Are you gaining or losing momentum?

• Balanced Market: 4 – 6 months of stock

Recruiting Up to achieve real growth with ten new quality

agents on board

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Shifting to achieve more

accountability and the

KPI Process

Netting ten quality agents for each flagship office

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Criteria to achieve:

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• Five Full Status
• Five Experienced Agents

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Attrition to be considered

1. Review office performance per Target document

2. Sales and rentals

3. Sales vs. registrations (fall through rate)

4. Recruitment and growth targets

5. Systems usage and reporting accuracy on�Treasure Map

6. Training plan for your team based on�your KPI’s

7. Administrator/s performance and�training needs

8. Office culture and adjustments

- Assess where you are spending � your money

- Investing in the right people

• Become marketing enhanced

• The simple For Sale board is your �most powerful tool – manage this!

- Plan to spend on the right things

Create a culture of production, it is the glue that keeps the group together

Fly the same Property.CoZa flag and speak with the same voice

Rise to the same challenge,

connect and engage with each other

Respect – treat people as you would like to be treated

Grow the business of each member of your team

Change perceptions in your team and from your market