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What I Know: Talent Attraction in 2011Wendy ForsytheSVP Network ServicesAugust 15, 2011

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What I Know…

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Experienced agents are looking for options.

There are experienced agents in your market place that would be great additions to your companies.

A real estate career is a great choice for career searchers of all ages.

You’re great… I’m great. Let’s chat. Doesn’t work.

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People don’t join companies… They join or leave the company of the leader.

Leaders must take the lead in attracting and retaining talent.

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It takes 14 positive contacts on average before an experienced agent makes a move.

They decide to make that move 6 months before they actually do (trigger event).

You must become the destination brokerage in your marketplace.

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Relevancy

LeadershipCompetency

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Know the Numbers:• # of hires• # of terminations• Total agent population• Production per person• Gross commission per person• Days per transaction ratio

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Production Per Person Must Increase

“You can’t make a human being productive, you can facilitate a condition for them to choose to be production”.

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Managers Are Tired (Leaders Too…)

High Negativ

e Energy

High Positive Energy

Low Negativ

e Energy

Low Positive Energy

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Managers (leaders) must inspire 4 beliefs:

1. Real estate as a career2. Your company3. You4. Themselves

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3 Keys

Mindset

ActionSkillset

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Ah Ha Moment…

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Source of Exhibit 1-1 and 1.6: 2011 REAL Trends Broker Compensation Report

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There Needs to be a Plan

• A list of targeted agents• A commitment of time• A commitment of energy• Structure• Accountability• Materials to showcase value proposition• A follow up system

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What I Know…

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Thoughts?