#PremierAgentForum#PremierAgentSummit

STRUCTURING YOUR TEAM FOR SUCCESSVija Williams, The Vija Group

#PremierAgentForum

Meet our presenter

VIJA WILLIAMSPremier Agent

#PremierAgentForum

A little background…

Shifted focus to the high-end market2011

2001 Entered the real estate industry

Made first hire, formed Vija Group2013

10M

20M

30M

40M

50M

60M

70M

2012 2013 2014 2015 2016

My team of 15 is pacing to do $70M2016

700% GROWTHSALES VOLUME

Projected

#PremierAgentForum

Today, my primary job is toempower my team to succeed.

#PremierAgentForum

Let’s discuss…

Define your team structure

Establish a compensation plan

Create a process to scale

Determine your long-term goals

#PremierAgentForum

Define your team structure

#PremierAgentForum

Vija Group team structure

ADMIN LEAD GEN SALES

Director

OSA (Outbound Sales Agent)

ISA (Inbound Sales Agent)

Director

Listing Specialist

(10) Agents

Transaction Coordinator

Listing Coordinator

Director

Executive Assistant

#PremierAgentForum

Admin roles and responsibilities

Executive Assistant

Manages transaction paperwork, from mutual

acceptance to closing.

Handles all listing marketing, scheduling

and paperwork.

Creates and manages office systems, schedule

and operations.

Transaction Coordinator

Listing Coordinator

Takes lower-cost activities off your plate, allowing you (and your agents) to spend more time doing income-producing activities.

#PremierAgentForum

Lead generation roles and responsibilities

• Prospecting• Cold calling • Nurturing

• Responding• Following up• Converting

Generates new seller business by:

Handles all incoming leads by:

ISA OSA

Filling your team’s pipeline with qualified prospects, allowing your agents to focus their time on current clients

#PremierAgentForum

Sales roles and responsibilities

What’s the best approach?There really is no right answer. It comes down to what

works best for you and your business model.

Handle all buyer leads, and self-generated

seller leads

Sales Agents Listing Specialist

Handles all seller leads generated through

advertising and the OSA

#PremierAgentForum

Establish a compensation plan

#PremierAgentForum

Compensation for coordinator roles

Common for smaller teams Eliminates fixed cost Only paying for closed deals

Pay per file Straight salaryVS. Common for larger teams Adds fixed cost but reduces

cost of sale

Comparing two common approaches…

#PremierAgentForum

Paying your ISA/OSA on a “Base + Bonus” plan

Three approaches for a closed per file bonus…

Flat fee bonus

One-size-fits-all approach that isn’t

altered by home price

1 2 3

% of commission

Incentivizes results by giving them more

skin in the game

Tiered flat fee

Helps ensure quality service across all

price points

Unit count

Prices

Unit count

Prices

#PremierAgentForum

Compensation for agents

Four factors to consider when determining commission splits…

1 2 3 4

Lead costs Competition Value prop Cost of sale

Ensure team members receive

20 - 40monthly leads

Research what other local teams

are paying and stay competitive

Justify your splits with the other

tools & resources you can offer

Determine your revenue goals and set your split limit

#PremierAgentForum

Create a process to scale

#PremierAgentForum

Implement a lead routing plan

Your ISA Premier Agent Concierge

Lead routing rules

Distribute leads to your team members using…

#PremierAgentForum

Determine yourlong-term goals

#PremierAgentForum

The big question

ACTIVE PRODUCTION

FULL-TIME LEADERSHIP

or

#PremierAgentForum#PremierAgentForum

Click to view more presentations