Learn how to set up an Agent Performance Agreement to track sales goals, quarterly targets by source, and agent activities. The APA includes annual budgets with stretch goals, rewards like trips or $1,000 bonuses, and a required professional development plan that agents sign as part of their position agreement.
Foreign. Some of you haven't gone through this process yet. This we're calling our Agent Performance Agreement. It's in the drive under team and training and it's called the large group IGP or apa. This is the time of year you are doing this exercise with your agents and having them sign new position agreements. So Kyle is going to go through with every one of our buyer agents every year. We kind of, we, we look at the position agreement a little differently in terms of expectations and what it takes to be on the team and minimum standards and all that. So you'll just go in here. This is an Excel file and you'll make this your own. Put your, your company, you can leave this blank. The agent name, because you can hand write that in. Your vision, your mission, your core values, your core commitments, your core habits and rituals, if they're similar to all of this, is straight out of the 30 day buyer specialist fast start 30 day fast start program. So you can, I would make that document your own, even if you aren't in recruiting mode, which you should be anyway, make that document your own, take your existing agents through it and this top part of the APA comes right out of that. So there's alignment there. And this is, this is, this is just what you're expecting from your agent. So if the sales budget is 24 and the push is 30, you're going to enter that. This is a very manual thing. So you just have to go through. Your budget is basically two a month and you're going to go through and that adds up to 24. And then your, your goal, if you're going to push them to, you know, 36, then it's just three a month. And you're going to do this for every one of your agents. 36. And then this document becomes schedule D of your position agreement. And then so you're keeping track of how they are against their committed goals and then where their source of business is coming from. So it's the same thing in Q1, Q2, Q3, Q4. How much of their business do you expect from their soi? So maybe it's, you know, one deal. You got to make sure the calculations are correct. So from the team leads, agent converted and then ISA deals or whatever your numbers are, divide them into that and then you track it as well. Your actual. And then the more important part of this is the activities and there's a full call on this entire thing. So I'm not going to dive into it completely in the member portal and weekly calls. We did a full call on this. It's the 920 of September 28, 2015. Maximizing buyer agent productivity, accountability, goal setting, team rhythm, and then using the IGP or agent performance agreement. So that's September 28th. You'll want to look at that. All right. So. And then you have different rewards that we had anyway, a rewards program, trip to Mexico, and then the thousand dollars cash bonus. Our professional professional development plan, reading six books. This was for a group that started in April, but you should have some sort of personal professional development plan for your existing agents and then any kind of career path alignment and objectives, and agent signs it, you or your sales manager signs it and becomes part of the position agreement.
