Premium Clients

Owner and Managers Training

Agenda 1. Master Production Schedule

2. Scorecards • Action Plan Implementation

• Improvement Process

3. Website Administration

4. Best Practice • Self Management

• Recognition

• Coaching

Action Plan – Scorecard

Implementation

Status 1. Status

• Registrations

• Real Time Access

• Scoring Process

2. Weekly Scorecard Reporting

3. Beta Release – NIH, HMH, Pratt

4. General Release by September 3rd

Weekly email

distribution to Sales

Person and Manager

Scorecard Process Overview

Nightly Process

Update daily activities

to Scorecard

Analytics

Score

values

Action Plan – Scorecard

Mapping Between:

Follow Up Note in Action Plan

and

Values in Scorecard

Action Plan – Weekly Reporting

•Excel with tab for:

Over All and

Each Sales Person

•Mailed with

Weekly status report

Continuous

Process

Improvement

5 Step Value Creation Process

S1

Customer – Scorecard

Features

Customer – Scorecard

Features

Sales Funnel – Scorecard

Features

Sales Funnel – Scorecard

Features

Continuous Improvements

Company Performance Goal Levels

A, B, C, and D

Continues Process Improvements

Training, Coaching, Reviews, On Demand Resources

Company operation

Leads to Prospect, Prospect to Buyer, Open House Events, ….

Scorecard Analytics

Customer Lifecycle, Communication, Sales Funnel, Action Plan

Scorecards – Action Plan 3 Application Strategies

I. Self Management (individual)

II. Recognition (group)

III. Coaching (individual & team)

Scorecards – Action Plan 3 Application Strategies

I. Self Management (individual)

A. Identify & Confirm Strengths

B. Identify & Confirm Weaknesses

C. Personal Development

1. Transform weaknesses to strengths

Scorecards – Action Plan 3 Application Strategies

II. Recognition (group)

A. Recognize Top Weekly Score

B. Recognize Top Monthly Score

C. Recognize Top Quarterly Score

D. Recognize Top Annual Score

1. Prize & recognition award to top score

a. Plaque in office

b. Special parking spot

c. Gift

i. Monthly- Gift certificate

ii. Quarterly- Cash prize

iii. Annual- Vacation

Scorecards – Action Plan 3 Application Strategies

III. Coaching (individual & team)

A. Where is the bottleneck?

1. Registrations

2. Needs analysis

3. Setting appointments

4. Initial consult

5. Homesite reservation

6. Plan deposit

7. Purchase agreement

8. Follow-up (email/phone/social media)

Scorecards – Action Plan Weekly Planned Encounter Agenda

1. Scorecard Results

2. Next Step for all A prospects

a. Planned Action

3. Monthly sales projections vs Actual

4. Improve weak spots in sales process

based on Scorecard/Sales Results

Weekly

Planned

Encounter