Discussion Guide For New Sales Associates

Discussion Guide For New Sales Associates

TABLE OF CONTENTS Table of Prospect Research Breaking the Ice Question Tracks Presentation Tactics Evaluate and Decide Close the Recruit 2 3 4/5 6 7 8 Special Note: You should customize these sample discussion points to fit your business model & practices. 2014 Century 21 Real Estate LLC. All rights reserved. CENTURY 21, the CENTURY 21 Logo and SMARTER. BOLDER. FASTER. are registered trademarks owned by Century 21 Real Estate LLC. 1

Prospect Research Prospect Name: Current Employment Status (position/company): Notable Google Search Results: Notable Social Media Search Results: Facebook: Twitter: LinkedIn: 2014 Century 21 Real Estate LLC. All rights reserved. CENTURY 21, the CENTURY 21 Logo and SMARTER. BOLDER. FASTER. are registered trademarks owned by Century 21 Real Estate LLC. 2

Breaking the Ice Hello <name>, it s good to see you again and I appreciate you taking time to meet with me today. <name>, I d like to know what your expectations are for this meeting today and then I ll share my expectations. (listen and take notes of their expectations) Well thank you. I feel we are both here to learn more about each other. For my part, I am hoping to learn more about you as a person as well as a professional. One of the keys to success in any business is its culture and so I hope that today we can find out enough about each other to know if there is a fit. Does that make sense? Great, I think we re off to a good start. <name>, I know we ve shared some stories and background previously and so you know the whole story let me give you some background on myself, <your story, company background> So now that you have the background on the company and myself, let s talk about you. Tell me about how you got to where you are today and why you are interested in the real estate business. Thank you, that s a very interesting story. Let s talk business. I know you are facing a big decision and you want to be sure it s the right one for you. I encourage you to ask ANY questions you have along the way and I have a few of my own. After we go over these we can see if it makes sense to talk more about the opportunities, marketing, tools and systems available to help you grow your business. 2014 Century 21 Real Estate LLC. All rights reserved. CENTURY 21, the CENTURY 21 Logo and SMARTER. BOLDER. FASTER. are registered trademarks owned by Century 21 Real Estate LLC. 3

Question Tracks 1. Tell me what your impressions or thoughts are about our company. 2. What do you see as some of the challenges in today s real estate market? 3. What excites you most about the real estate business? 4. What are you most afraid of or concerned with when it comes to the real estate business? 5. Share with me some past successes you have had in business? 6. What would you find important in a company you work with? 7. What resources do you have available to invest in your own business? 8. From your perspective, what type of training do you feel you will need to get started and be successful in the real estate industry? 9. What obstacles do you feel may arise in the building of a real estate business and how would you confront these issues? 2014 Century 21 Real Estate LLC. All rights reserved. CENTURY 21, the CENTURY 21 Logo and SMARTER. BOLDER. FASTER. are registered trademarks owned by Century 21 Real Estate LLC. 4

Question Tracks 9. How will you prospect for customers when you start your business in real estate? 9. Where do you see yourself at the end of your first year in sales? 10. How do you see yourself reaching that level? 11. What kind of support and service do you feel you will need to reach the level of production we talked about earlier? 12. Where do you see yourself in 3 years? 16. The fact that you are here today tells me that you are at least considering real estate. Whether it s here or another company, tell me on a scale of 1-10 how interested or committed you are to starting your business (10 is highest)? 17. What has been your greatest success (dig deep in this discussion)? 18. What challenges do you face in doing the best that you can and how could we help you overcome those challenges? ** If this prospect is a fit for your company ** move to the recruiting presentation/ company benefit portion 2014 Century 21 Real Estate LLC. All rights reserved. CENTURY 21, the CENTURY 21 Logo and SMARTER. BOLDER. FASTER. are registered trademarks owned by Century 21 Real Estate LLC. 5

Presentation Tactics Find the Customizable Recruiting Presentation on 21Online.com under Recruiting Special Presentation Tactics As you describe each benefit or feature of affiliating with your company ask questions like: 1. How do you see this helping in your business? 2. Realistically, how many additional sales would you say this could bring to you in the next year (add them as you go)? 2014 Century 21 Real Estate LLC. All rights reserved. CENTURY 21, the CENTURY 21 Logo and SMARTER. BOLDER. FASTER. are registered trademarks owned by Century 21 Real Estate LLC. 6

Evaluate and Decide You have met the candidate and have had a chance to get to know them, the last step is now reviewing the information and deciding if you want them to be a part of your office. Does the candidate had the resources to get started in the business and support themselves? Would I trust this person to service one of my clients? Does this person have the skills to succeed in the business? What was the first impression of the first person in your office to come in contact with the candidate? Does this person have the time and availability to build a successful real estate business? You will have many other evaluation points to consider after you have met with the candidate. You need to decide if this person will return on your investment of time and training resources. New sales associates come with considerable risk but the reward of results within your company make them a key part of a successful growth strategy. New sales associates are an investment in time and training resources so the key is to have a world class training path set up for them. When new sales associates have success in the market it sends a message to the market that you have a culture of growth. 2014 Century 21 Real Estate LLC. All rights reserved. CENTURY 21, the CENTURY 21 Logo and SMARTER. BOLDER. FASTER. are registered trademarks owned by Century 21 Real Estate LLC. 7

Closing the Recruit Closing the Recruit 1. Based on our discussion, I feel you would be a great fit for our office, when did you want to get started? 2. Based on what you felt you needed from a company to grow your business I d say we have that covered well. When did you want to get started? 3. Well <name>, not only am I impressed with you but I think we make a good fit. You want to grow your business and we seem to have some tools that you feel would help you do just that. I would like to offer you the opportunity to join us but let me ask first, what needs to take place for this to be a smooth transition for you? Great, so let s get started! 2014 Century 21 Real Estate LLC. All rights reserved. CENTURY 21, the CENTURY 21 Logo and SMARTER. BOLDER. FASTER. are registered trademarks owned by Century 21 Real Estate LLC. 7