building and raising a top producing commercial investment brokerage team

Raising People

&Building Systems

www.TrainerMentorCoach.com

Charlie Kennedy, ALC, CLCKW Commercial Training DirectorNewport Beach, CA

[email protected] 949-734-6600Mobile 949-702-2940

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Year 1 – 1998: w/ no prior RE knowledge or experience joined Sperry Van Ness. Built team of 7 Juniors in 1st year & was highest paid Rookie of the Year in firm’s 15 year history.

Year 2 – Became Sales Manager & was #1 producing office for

next 3 years in a row.

Year 3 – Promoted to Regional Manager & named National Sales Trainer. Headed Company Boot Camp; Conducted 10 5-day boot camps a year for 3 years.

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Year 6 – Left Management to produce & build own team. Grossed $ 1,200,000 1st year back. # 3 Producer in the Company: 94 Proposals, 23 listings, 75 offers, closed 31 sides. Also recruited & mentored the Rookie of the Year.

Year 7 – 2004: Founded Healstone Investment Real Estate. First 5 years: did 200+ deals / $560,000,000+ in sales / Team of 39 Commercial agents.

Year 12 – Joined KWC as “Commercial Training Director” & created:

• Commercial Investment Broker Boot Camp• Commercial Investment Training Workbook & CD Tool Kit• Commercial Team Launching CD Tool Kit • Commercial Team Building Co-Mentor Program

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Why have a Team?Who should and should not be on the Team?How to structure the positions, roles, responsibilities, tasks & compensation? What Teams Must Have, Must Do, & Must Be, in order to be Mega!Where to go for resources, training, & Commercial Team building tools? Understand the Commercial Team Launching PhasesBudgets for the Team & New Junior Agent - Thriving your Rookie Year

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Team Questions and ConsiderationTeam RAISING & BUILDING optionsEssentials Resources for Commercial Team Building SuccessThe Mega Commercial Investment Broker – Training Workbook Commercial Investment Broker Training Boot (& Re-Boot) CampCommercial Investment Team Launching - CD Tool KitCommercial Investment Team Building - Co-Mentor Program

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People create & are attracted to VALUEVALUE is in direct proportion to UTILITYThe 3 Unanimous Universal Values are:

TimeMoneyEnergy (they are subjectively equal)

To Get or Receive Value From Anything or Anyone, FIRST Provide or Give Value Into it or them. Teams leverage Value…Time, Money & Energy. Leveraging Values Improves effectiveness & efficiencies.Stronger, Better, Faster, Bigger, Leveraged, Freedoms, Profit Share, Branding, Referrals, Diversified Skills, Market Share, etc.

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You, LeaderPartner(s)

Support (Team Coordinator) Intern(s)

Runner(s)Junior Producer(s)

Junior/Senior Producer(s)Senior Producer(s)

Junior and/or Senior Co-Mentor(s)Trainer/Mentor/Coach

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Olympian vs. Pro / EnlistGood is Enemy of Great / An Ave. ___ is Ave.___ also.Character, Attitude, Desire, Reserves & Boot Camp DepositHire Generations / Never just one / LeveragedCan’t Steal Second with One Foot on First / CommittedMan your Battle Station, Mirror your Mentor / Accountable Recognize & Share Value/Utility at all meetings / Team PlayerGreat Leaders Are Great Followers / Coachable Chase two rabbits, both get away / FocusedFeed Tigers, Run Horses, Shoot Dogs / ProductiveTeam Co-Mentor opportunity / DisciplinedIntelligent vs. Smart / Balanced

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Agreements / Terms:-Splits, Duration, Exceptions, Phases (Junior Phase vs. Senior Phase), Co-Mentor opportunities, Roles, Responsibilities, Expectations, etc.

Compensation Considerations / Commission:

-Draws, Base Hourly, Individual or Team Bonuses, Mentor Pool Bonus, Fixed, Options, Combinations, etc.

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Support / Team Coordinator (4 Main Functions):-Administrative-Listing Proposals-Marketing -Transaction Coordination (Details in Tm. Launching Kit)

Roles & Tasks within the Team:-Build, Organize & Group all tasks & functions in accordance with clustering -Each function is clustered, time-blocked, & incorporated into routines

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Automate all systems when possiblePrepare & stage all repetitive/administrative procedures & tasks Have procedures & checklists for every phase & processProfessional & user-friendly proposals & marketing templatesA current & organized Team drive & document library

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Defined positions, roles, responsibilities & tasksSystem (or Code) for prioritizing tasks Visible or shared Team appointment calendarMentor(s) availability scheduleA Team CoordinatorA philosophy of CNEI

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Follow a base Team routineHave clear meeting agendas

Weekly Team Action MeetingsWeekly Workshops/Trainings

Weekly Phone BlitzesMonthly Pipeline MeetingsQuarterly Business Planning

Share Accessibility time-blocks

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Follow protocols as to when & in what phases to “Drill for Skill” on strategies & tactics with JuniorsPrep & stage all redundant/administrative functionsTrack Team & Individual numbers & conversions Contribute & recognize value to functions & teammatesBe militant with accountabilityRaise autonomous Leaders & Co-Mentors within the TeamCreate a valuable Team platform & a philosophy of CNEI

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Telescope / Visionary – DirectionMicroscope / Detailed – SystemTrainer - Teaches what it isMentor - Shows how to do itCoach - Ensures it gets doneBe a Servant LeaderSupport Team First - UnselfishMaster of 1, not Jack of all Focused - Specialist

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Lead By ExampleEvaluate Probable vs Possible / Realistic - CalculatingPlan, prepare and drill for skill appropriatelySay “No” & “Next” often - Time SensitiveConcentrate on the mechanics not the feelings: You are a Robot, a Machine, a Proposal Factory. Always have high contagious Positive Energy!Live in “Affirmationville” - Optimistic Contribute/Be & recognize value to functions & Teammates. Be Valuable & Useful!

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Team Launching Phases: Team Launching Phases: Formation of - and Pre-Boot Camp Formation of - and Pre-Boot Camp

Phase 1 - Recruiting Find, Solicit, Attract, Engage Phase 2 - Due Diligence

Screen, Qualify, Interview, SelectPhase 3Phase 3 - Launching - Launching

Hire, Process, Prepare, Guide Phase 4 - Building

Support, Train, Mentor, Coach

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Become familiar & stay current with the Resources & Events at www.KWCommercial.comWatch the KWC “New Member Orientation Webinar” with Gloria on Fridays Maximize the Commercial Training “Boot Camp” & Commercial Team Building “Tool Kits” at www.InvestmentSalesSolution.com

The Commercial Investment Team Building - Co-Mentor Program

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Money SourceSavings / Passive Inc. / Spouse / Parents / Investor / Combo

Budget/Prioritize ExpensesKW Market Center Costs / Industry and Specialty Costs / Resources / Tools / Education / Memberships / Marketing / Supplies / Overhead

Costs Mandatory vs. DiscretionaryImmediate vs. EventualCompany vs. Industry

Cost CoverageCompany vs. Market Center vs. Team vs. IndividualSharing vs. Cooperating vs. Sponsors

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Many Things Are Good, Too Many Are BadKWC & ISS Resource and Training PlatformsTask Lists, Activity SheetsListen with paper & PencilResources vs. ResourcefulBusy Person

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Say No, Next, & Pass OftenRes-Distraction / Grass is GreenerSharpen ½ & Chopping ½Conflict Transformation vs. Conflict Resolution Routines (Default)Cooperating & Referrals

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1) DIY – Do it Yourself• Build Your Own Systems• Raise your own Team

2) Comm. / Invstmt. Team Launching - CD Tool Kit• Proven Turn Key Structure, System, Procedures, Agreements, & forms

already Built for you! • Raise your Team much more effectively w/ proven system in place.• (A Clear Head Start).

3) Comm. / Invstmt. Team Building Co-Mentor Program (includes Team Launching CD Kit)

Partner w/ ISS & Master Team Builder Charlie Kennedy. • We will Temporarily Co-mentor your Team w/you. • Help Create, Establish, Grow, Stabilize, then bug out. • (A Huge Unfair Advantage)

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Documents, Samples, Forms, Checklists, Templates, Procedures, Agreements, Descriptions, Instructions

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Section 1 – ProspectingSection 2 – Underwriting and ProposalsSection 3 – Listings and MarketingSection 4 – Working BuyersSection 5 – Escrows and Transaction ManagementSection 6 – Time Management Section 7 – Goal Setting, Planning and Tracking

Covered at the Investment Sales Solution Commercial Boot Camp

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Prospecting Coop Offer, Team Task Coordination, Script Writing, Sample Prospecting Script

Proposals & NumbersFormulas to Know, Numbers Practice Key, Numbers Practice, Pre-Proposal Checklist,

Marketing Set up Template

Complete Proposal TemplateComps On-Market Summary, Comps Rent Summary, Comps Sold Summary, Exchange

Scenario, Property Evaluation Checklist, Property Profile Sheet, Rent Comparison Worksheet, Underwriting Sheet

ListingsSeller Forms, Checklist for Sellers, Due Diligence Items Needed, New Listing Checklist, Offer Log, Offer Summary

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Working BuyersBuyer Grid, Buyer Qualifier, Buyer Requirements, Offer Summary

Escrow & Transaction ManagementAgents Transaction Timeline, Clients Transaction Timeline Escrow Checklist, Escrow File Contact Sheet, Escrow File Table of Contents, Receipt of Docs

Time ManagementTime Budget, Master Task List, Breakdown of Tasks, Sample Starting Routine, Weekly Action Sheets

Goal Setting, Planning & TrackingPipeline Form, Pipeline Tracking Forms, Post Proposal Tracking, Business Planning

Documents, Samples, Forms, Checklists, Templates, Procedures, Descriptions, Instructions

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•Who will be my mentor(s)? Can I talk to someone they have trained?• Can I be a mentor, have Jr’s , or build a team? What limits are there?• Is the Trainer/Mentor your are teaming with a top producer themselves?• Ask to have a copy of the track record. •Is their schedule posted so you know when they are available?•What regularly scheduled meetings/trainings will I have with my Trainer/Mentor?•Will my Mentor help me create and follow my business plan?•Will I get specific training in the product I am specializing in?•What does the company specialize in? What client type do they cater to?


The Income Property Group is looking to add 2 to 4 positive, hardworking prospectors to join our team!Income Property Group is a team of Investment Real Estate agents. We specialize and focus on representing Investors (buyers & sellers) of Apartment buildings in Southern California.Top Producer and Success Coach Charlie Kennedy has a track record of mentoring successful investment Real Estate agents for over 15 year. His teams have broken sales records in numerous companies both nationally and locally and now with Keller Williams Commercial in Newport Beach.In addition to creating Top Producing agents, it is our goal to help those we mentor to eventually acquire properties with their commissions and to build a strong investment portfolio of their own.


Name ______________________ Date ___________________ Interviewer__________________ Grade yourself in Selling Skills (1 – 10) _____ What /when RE experience do you have _______________ Reserves… Savings ____________ Passive income ______________ Significant Other ____________ Income YTD $_______ Last year $__________ Year Before $_______Highest $_______(year) ______ Desired income in 3 years from now?______________ Why do you believe you can? ______________ Ever worked with a team or had an assistant? ____________________________________________ Ever had a mentor or been Mentored? Details. ___________________________________________

What are your passions, hobbies, interests? ______________________________________________ Last 3 Books read? __________________________________________________________________ Networking Groups you are involved with? _______________________________________________ Workshops or trainings you have recently attended? ________________________________________


These numbers are for example purposes only. It is in no way implied or guaranteed commission results.

Sales Price: $1,000,000Commission Rate: 3% feeTotal Gross Commission: $30,000


Schedule R1, R1 CompleteSchedule R2, R2 CompleteSchedule R3, R3 CompleteConfirmedSchedule OrientationStart DateMentor AgreementTraining DepositBoot Camp

Mega Agent Training WorkbookActivate EmailLoad CRM w/DatabaseVoice Mail Set-UpPhone RosterOffice TourJoin OCARLoad WinformsBusiness CardsLicense Status


About Company – BenefitsBenefits to Joining TeamComputer Requirements

Mentor AgreementTraining Outline

Sample Postcard Team Bios

Updated Team Listing Activity ReportAny Other Team or Company Info

Full Generic Proposal


Name Source ResponderQulfy call Sched R1 R1 Done R2 Sched DISC Signed Deposit Pre-TrainingStatus Note


1. Charlie Kennedy is operating under a duly issued and valid California Real Estate License pursuant to the laws of the State of California and enjoys the goodwill of, and a reputation for fair dealing with the public. 2. Charlie Kennedy is not an operating Broker of its Team Members. Team Member is to operate under the Keller Williams Broker of Record. 3. Charlie Kennedy is the owner of Income Property Group, Charlie Kennedy is an independent contractor. 4. Team Member is a real estate sales person or broker acting in the capacity of a salesperson duly licensed by the Department of Real Estate of the State of California and is an independent contractor and a Team Member of the Income Property Group.


“Your years of commitment to Training agents and building commercial teams is paying off for many people.”

Buddy Norman, President KW Commercial“Anyone who has the opportunity to follow in his footsteps is in for a productive ride, that is a guarantee”.

Rand Sperry, Co-Founder, Sperry Van Ness “I was Rookie of The Year and made over $100,000 my first year. Without Charlie I wouldn’t be where I am today.”

John Vorcheck, Regional Manager, Marcus Millichap “ This was the first time in my 28 years in the business that I had ever seen the Brokers Continuum broken down into such a meaningful outline. “

Jackson Cooper, CCIM, SIOR | Sperry Van Ness “Listening to you even over lunch is always a learning experience. We look forward to implementing your systems and tools.” Wolf Baschung, CCIM, Keller Williams- Los Feliz/Downtown www.TrainerMentorCoach.com

Sales skillsTime management (self-management)

Business start-up plan/planningAttaining goals independently

Writing Purchase and Listing Contracts.Presentation skills

Computer Skills

Rate yourself 1-10 1 2 3 4 5 6 7 8 9 10


Name of Junior agent: ___________________________________________________________Name of Off-site Co-Mentor: _____________________________________________________Name of On-site Co-Mentor: ______________________________________________________ The above named procuring agent (Mentor) herby offers to split the training/Mentoring responsibilities and compensation with agent referenced below with the following terms. ____ Run ad for new agents _________________________________________________________ Prospect for new agent_________________________________________________________ Initial phone interview (screen & qualify) __________________________________________ Email Candidate Team Due Diligence pkg. ________________________________________ Follow-up phone interview, Questions& Answers ________________________________ ____ Schedule/Coordinate Face to Face interview On-Site. ________________________________ Conduct R-1 Interview_________________________________________________________ Schedule second Interview R-2.__________________________________________________ Conduct R-2 interview._________________________________________________________ Hire________________________________________________________________________ Assist with In-Office logistics & give tour.__________________________________________ Conduct new agents orientation (KW). ____________________________________________ Conduct new agents orientation (Team). ___________________________________________ Assist agent in completing new agent Pre-training checklist____________________________ New agent Training manual / boot camp training ____________________________________ Create Original Pipeline________________________________________________________ Create and manage original work schedule / Routine ____________________________


Marketing PlanSection DividersComplete Proposal TemplateTraining Modules

ProspectingUnderwriting & ProposalsListingsWorking BuyersEscrow and Transaction ManagementTime ManagementGoal setting, Planning & Tracking


Agt ITEM AdmBegin Tracking

Verified No prior established claim. Agt Add to Proposal Queue in“1 Team Kenson” file Property Financial File Core pages Agt Investment Information Agt Exchange Scenario (if applicable) Agt Suggested List Price Matrix Agt Sales Comp Summary (only highlighted columns) Agt Underwriting Pg Agt Rent Comp Summary Agt On Market Summary (only highlighted columns)


Proposal Pull Property Profile Pull Mapquest to Property Pull Mapquest to Property Owner’s Location Obtain Copy of Rent Roll & OS from Agent Create Deal File (Hard Copy & Computer) Obtain Sales Comparables Obtain Rent Comparables Profile Property and Area Take Property Photos Underwrite Complete Proposal Template (Agent Portion) Bind Proposal Complete Proposal Template (Staff Portion) Review pricing and loan quote with Lender Assemble Proposal (Staff Portion) Assemble Pee Chee Folder (Trend Report,

Current LAR, Trend Reports, Co. Fluff, Articles, (Upleg Opportunities)


Listing

Copy of Listing Agreement to KIRE Finalize Set Up Page Help Create Postcard Order & Manage PostcardAdd to MLS Create Marketing Package (set-up) Send Out Initial Email to KIRE Agents (agent to help write email) Send Email Blast to Outside Brokers Add to Propertyline.com Epostcard via Propertyline.com (agent to pay) Add to Gold SheetAdd to Loopnet Manage Newspaper Ad ScheduleCreate RIOAC Form Distributed to RIOAC (set up)Obtain Due Diligence from Seller Help Contract & Counters


Deliver DD Package Buyer or Buyer’s AgentCreate and Manage Offer Log Deliver DD Package to Buyer’s LendeGive to KIRE, fully Executed Purchase Contract Obtain Signature of Receipt of DocsCreate New Escrow File for Agent & KIRE Coordinate Physical Inspection with all PartiesCreate & Update Contact Sheet in File Create Notice to Tenants for InspectionExecuted Contract to Escrow Schedule Termite Inspection Post All Needed Notices on Property Attend any and all InspectionsAll Parties Contact Info to Escrow Facilitate Removal of Contingencies Obtain Accommodator Info, If applicable Draft Contingency(ies) Removal DocumentHelp Facilitate Deposit to Escrow Schedule & Facilitate Termite Repair WorkObtain Receipt for Deposit from Escrow Obtain Termite ClearanceOrder Preliminary Title Report Distribute Termite Clearance to All PartiesOrder Natural Hazard Disclosure Statement Create Appraisal Package for AppraiserLead Based Paint Disclosure Schedule AppraisalSmoke Detector Stmt of Compliance Continuously Follow Up with LenderWater Heater Stmt. Of Compliance Attend Appraisal & Deliver Package Statewide Disclosure Draft or Facilitate w/ Escrow any Amndmnts/Addendums Forward Due Diligence List to Seller Double Check Commission Instrs against Listing Agmt.Mail Escrow Executed Commission Instructions Copy & Package Due DiligenceCreate Receipt of Documents Complete Wiring Instructions for CommissionsCreate Timeline for both Client and Agent Deliver Wiring Inst. & Closing Pckg. Inst. To EscrowComplete Closing Package & CDS


AgentsMTD YTD MTD YTD MTD YTD MTD YTD MTD YTD MTD YTD MTD YTD

TOTAL

PointsProposals Presented

ListingsInked

SubmittedOffers

Representi

List Sides Under

Contract

Sell Sides Under

Contract

Sides Closed


Trend Report(s)Quick Stat reports

Articles, Market or EducationalRate sheetsTrack record

CompsInfo from the city planner

Set-up pages on your own pocket deals, alternate set-upsOn-Market (active) Set-Ups

Alternative investment opportunitiesProperty management info

Finance infoExchange infoGraphs Charts

Property ProfilesPotential up-legs

InventoryCompany fluff, and any other personal, company or market info you feel may be of

value.Always, always bring listing agreement!


In Peechee folder: Due Diligence for prospective Jr or Sr. team member

Company & Team infoBenefits to Joining Team

ChecklistsTeam / Mentor Agreement

Training OutlineExisting property flyers

What it takes, reality letterAnticipated Budget & costs

Office or company costs & feesPhilosophy / Team letter

Income Sales Solution Boot camp infoTestimonials

Bio(s)Track record
