Building Bridges with Your Brokers - Dynamic Directions...Accredited Buyer Representative • 2-Day...

Adorna O. Carroll, DSAABR, SRS, CRB, C-RETS, RENE, GRI, SFR, PSA, ePRO

Adorna@Adorna.com DyanmicDirections.com@AdornaCarroll – Twitter AdornaSpeaks – Facebook AdornaCarroll - Linkedin

With Your BrokersFor Professional and Career Development Opportunities

If the Association’s

Objectives are …

• Deliver programs, products, services that are valued by members

• Fill Your Courses and Generate Income

• Proactively partner with Brokerages

• Craft relationships with Brokers, Managers and Team Leaders

• Sustain effective communication with members in ways that resonate and engage them

• Incorporate more project based workgroups and less committees to engage more high-level member activity

• Have a clear plan for leader recruitment

(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved

… Then Brokers Are The Key

• Unless engaged, they view the association as competition

• When the Brokers trust you and see the value in partnering with the association they will trust you with their agents

Different sized firms have different needs• How many firms do you have in each

category?• Largest; Large; Medium; Small• Single Proprietors• Franchised or Independent?

• How many members are associated with firms in each category?

• What is your real ‘gene pool’ for your programs, products and services?

One Size Does Not Fit All

(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved

What’s Your Mix? And How Many Are Engaged in the Business?

(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved

Blue

N

5 Firms

50%

45 Firms

10 Firms15 Firms25 Firms

3 Firms10 Firms37 Firms

Small – 1-25 agents Medium – 25-100 Large – 101+

Cultivating a relationship of trust and partnership is imperative to securing

the involvement of their agents

(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved

• Largest Firms• CEO meets personally with

Broker/Owner and Top Management

• Large Firms• CEO and President and/or

President-Elect visit offices of Broker/Owner and Managers

• Medium and Small Firms• Ed Director reaches out to

owners, managers and team leaders

• General Meeting for Broker/Owners, Managers and Team Leaders

Create Alliances with your Broker Owners

• What do they want and need from you?

• Don’t compete - Partner with them

• Show them how you can supplement and enhance their agent services

• Understand their business issues

• Help them understand that board decisions need to be made by people that are engaged in the business

• Let them know that you can partner with them on advance courses for their agents, managers and teams

(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved

Not All Programs

Need To Be “General

Population”

• Differentiate themselves from competitors

• Demonstrate more value to their agents

• Reduce competing firms recruiting their agents

• Increase in-company transactions among offices

• Strengthen the team in community events

• Position the company as a trusted info source

• Uniformly communicate risk reducing legal content

• Showcase higher level speakers and trainers

• Deliver proprietary advanced skill courses to enhance their career development culture

(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved

Larger Firms Want Private Events

For Each Event Are You a Wholesaler or Retailer?

• Retailer for ‘General Population’ for firms that can’t fill all seats

• Wholesaler Options for Larger Firms that can ‘buy’ all seats

• Provide REBAC license holder - issue CE certificates

• Provide high level trainers

• Charge a flat fee or per head fee to cover the trainer, royalties and/or any books

• They provide the venue, registration, marketing, proctors, any sponsorships, food/beverage and/or books

(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved

(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved

CE is NOT the Destination … It is the Byproduct

Deliver What No One Else Can

• If everyone offers FREE CE – Do you really need to do that too?

• How do you help raise the bar if your focus is the bottom tier of basic information

• Look for opportunities that deliver high level info with advanced skills and also CE

(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved

Not All Trainers Are Created EqualDifferent levels of skill training require different trainers and compensation

• Pre-Licensing

• New Agent Training

• Post Licensing requirements

• Skill training and workshops

• CE Mandatory Curriculum

• CE Courses - Original Content

• Designations and Certifications

(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved

Trainers Need to Practice What they Preach

Training Formats and Profitability• Live Class Training –

• I come to train in your location with students in your facility

• You need #X students to generate a profit

• Live-Virtual Training –

• I train in your location with one or more classes somewhere else taking the class at the same time

• You get #X students here and other places get what they can and it is easier to make a profitable class

• Virtual Training –

• I stay in my recording studio and your live classes are in one or more places

• Economies of scale deliver profitability

• Online On Demand Training –

• makes money while you sleep

The TRIFECTAThe Essential Credentials for All Realtors® - New or Seasoned

Accredited Buyer Representative

• 2-Day Core Course• 1 Elective Course Required• Annual Dues of $99• SRSCouncil.com

• 2-Day Core Course• 1 Elective Course Required• Annual Dues of $110 USD• REBAC.net

• 2-Day Core Course• $159 Student App Fee• WhatIsREBI.com

Trainer Fees plus $60 Per Person Royalty and BooksOR “Revenue Share” and “Per Student Pricing with Minimum Guarantee” Options Also Available

One-Day Business Management Courses

All New 1-Day courses - $50 pp Royalty• Recruiting for Success: Creating a Vibrant Real Estate Organization

• Creating a Profitable Real Estate Company

• Show Me the Money – Compensation Planning

• The Firm Rules – Company Policies to Mitigate Risk

• Managing a Multi-Generational Business

• Building a Business Plan that Gets Results

• Performance Leadership – Coach, Manage & Mentor

• HR Solutions for Today’s Real Estate Company

• Exit Strategies for Real Estate Brokerage Owners

For more details on earning the designation go to: CRB.com

Teams Business Management Series

1-Day Core Courses – Must Take 3

• Designing and Sustaining Successful Teams

• Team Leadership for Maximum Performance

• Team Profitability

• HR Solutions for Teams

For more info go to – REBInstitute.com

Trainer Fee plus $35 Per Person Royalty, Books and $159 student paid app fee“Revenue Share” and “Per Student Pricing with Minimum Guarantee” Options Also Available

Other Outreach Options for Firms

(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved

• Provide Managers with quality information for their Office Meetings• Live, Live virtually, Pre-packaged powerpoints, Videos on the value of

membership and monthlty info updates• Engage your CEO, leadership and office team leaders as spokespeople

• RPAC Fundraising – Legislative • Work with NAR/State Association for Broker Outreach Call to Action programs• Use the relationship to generate more major donors• Have office and company competitions

• Community Service• Showcase all company efforts in the community

on your website• Highlight members that work on community

events and promote the company as well

Plaque dedicated to a leader at the Plano Association of REALTORS®

It is not the job of membership

to understand its leadership

… It is the job of leadership

to understand its membership

(c) 2017 Adorna O. Carroll - Dynamic Directions, Inc All Rights Reserved

Adorna O. Carroll, DSAABR/M, SRS, CRB, C-RETS, RENE, GRI, CIPS, PSA, SFR, ePRO

Adorna@Adorna.com DynamicDirections.com

AdornaSpeaks – Facebook @AdornaCarroll – TwitterAdornaCarroll - Linkedin

• Leadership Training Programs

• Strategic & Business Planning

• Executive Team Leadership Personal Coaching

• Leadership Academy Curriculum and Training

• Business Management Courses for Brokers, Managers, Teams

• ABR – Accredited Buyer Representative

• SRS – Seller Representative Specialist

• C-RETS – Certified Real Estate Team Specialist

• RENE – Real Estate Negotiation Expert

• CRB – Certified Residential Broker

• Continuing Education and GRI courses

• AE Seminars, Programs & Institutes

• Convention Programs

• Course Writing

Training Today’s Real Estate Professionals for Tomorrow’s Business