A real estate team leader shares a one-page tracking system for buyer agents that logs 16 weekly metrics, runs through daily check-ins and Friday huddles, and uses a standardized appointment workflow to keep agents accountable to their goals.
I promise you, this is so far from anything that you've ever been to. And now. So then we created a document called Buyer Specialist Business Building Tools. All of you need to create this document and review it with your buyer team. All right? It's a simple one pager that your agents have a tendency and my agents have the same tendency. So if you're opening this document, you have to do a file, make a copy, to make it your own document and to be able to make changes to it. Okay. Buyer agents want to complicate what their position actually is. And they want to say, oh, there's so much that we have to do. Putting it all in one place and just giving them, giving them just that this is what we're going to do is powerful. So all of you take a version of this daily. They're using their paper version of the weekly Success Tracker and they're reporting them to kdna. And for those of you that haven't seen kdna, there's nothing magical to it. Your agents won't like it if you implement it. They're going to really complain awesomely and you're going to work through it. So there's some leadership persuasion that goes along with all of that. But it's kdna.com and there's this study done with real estate agents that when you have goals. So in 16 different metrics that we're measuring, we have weekly goals. Yeah, weekly. Yeah, weekly goals. And so they're inputting their results daily and it's just tracking, it's just adding up toward that weekly goal. And then there's just a graphical reporting of it by agent that shows if they've hit it, if they're under, and if they're really under, it turns red. So I think it's green, dark green, light green, yellow and red are the different reporting. But basically it just shows that. I think it's like two and a half times the income with goals that they're tracking on a daily basis. So it's not complicated. There's nothing new about it, but it's just a simple tool. I like the fact that it's very Web 1.0. It takes less than 60 seconds to fill this out on a daily basis. All right, so that's the first part, right? We are going to be a team that is accountable. We may not like it all the time, but we're going to hold ourselves accountable. If your agents resist this in any area, if they want to be a world class athlete or if they want to work even Just work on if they weigh. Someone weighs 250 and they want to get down to 200, it's not going to come without using what my fitness pal. Right. Extreme accountability. Tracking the amount of water you're taking, weighing yourself weekly, working out four times per week, you know, logging everything you put into your mouth. So it's very, very powerful. Then we have a buyer agent meeting. The one pushback we got from our team and we addressed it, we're still working through it, is that there was a lot of repetition in what we asked them to do. So they're reporting their numbers all week long and then they come to the buyer agent meeting and they report more numbers. So we're shifting it a little bit to have just training focus from 10 to 11 for buyer agents on our team. So you've got to have a weekly training element on your team. And then we do a quick, high level, high energy team meeting at 11, real quick. Followed by personal development training. We recently revamped our process. For once a buyer appointment is set. A buyer info sheet. We've always sort of done this process, but we never had it. So if you go here and you just type buyer info. So either one of these, I may have more than one. But this buyer info sheet is something that we're printing these on yellow. So our listing green sheets, our seller info sheets are printed on green and these are on yellow. And we gave them these fillable as well. So when you're starting a relationship, you set an appointment with somebody. This has to be filled out and it has to be sent to. We created an email address that notifies like four or five people. It's buyerappointmentsargerealestate.com buyer appointments@largerealestate.com so everyone knows about this monumental event that just happened. The monumental event is that we, we set an appointment with a potential client for our company. And so that's the set process. When they meet them, they have to update us on what happened then and if they sign them. So set, met, signed. We're tracking on the buy side way more closely than we ever have. And it's all going into the business tracker. So if you set an appointment and you don't meet them, we still have to document that. We're still going to track that. The buy side is like a 50 to 60% set to met ratio or met to set ratio. So for every 10 appointments you set, you're probably going to meet with five or six of those buyers. Just the nature of the beast on the buy side and then we want to know the sign to met ratio that should be pretty high 80 plus percent. And we've got a special email address. It's a group email address in Google apps for buyer appointmentsarsarsarsarsarsrealestate.com and then on a weekly basis every Friday 9am we have a team huddle going into the weekend. We're shifting the focus on that meeting a little bit for less reporting of new numbers but more of like a huddle. We're going into the weekend battle right. So our buyer agents are going out with people or they're holding open houses or you know good stuff is going on and we want to talk about that. We want to focus on it. We want to give them some energy going into the weekend. I just went to recruit select train lead motivate which is really cool. If any of you, all the kw people have been telling me go to that for a long time. They have this process a weekly 411 which focuses on not just job but some personal goals as well. So we're going to have a version of that. We're still deciding if we want to do that weekly or monthly with our agents but that will be a process that that's going to be helpful for them. So I my commitment to our agents is to have for their lives, their professional and personal lives to improve as a result of being in our world. And that's what the weekly 411 does which we may do monthly. The monthly, quarterly, annual. I kind of like with the other things as weekly. So I think that rhythm, I think we might stick to that rhythm. And then a formal quarterly documented review where the review actually goes into their file. And then our annual goal setting strategy sessions. That's a longer meeting. These quarterly reviews are probably an hour the goal setting strategy session. Kyle had one of these with the whole team. It was a two to three hour session. You could do this one on one or you could do it in a group session. So these are their business building tools. So whatever this looks like for you, just make this into a document, hand it out and say guys this is it. I promise you any high powered sales organization is going to have you do what way more things. There's other things besides this. We have call nights keeping your boom town up to date. Those are in the position agreement. But this is kind of the weekly monthly, quarterly annual rhythm of how we're going to help you achieve your goals.
