Many agency owners are the major – if not sole – producer ofsales revenue for their office. After trying and failing to build a team, mostresign themselves to the fact that they won’t be able to do so. Read how SteveAllen faced this very problem, and how working with Smartre Trainingtransformed his business within two short years.
For those Principals with established teams achieving good sales, many cannot understand why there isn’t more money left at the end of the financial year. Often, the fault lies in how you’re currently remunerating your salespeople. Barry and Heidi McEntee were running what appeared from the outside to be a very successful agency in Goulburn. Although their team was making plenty of sales, there were no profits to show for it. Learn how they implemented the Smartre System to right-the-ship in terms of Profit.
Smartre Training wants to help agencies at all points of the business lifecycle. We relish the opportunity to help Principals who have built their office on strong foundations, take their businesses to the next level. Partnerships, Expansion and Succession are all strategies we can help you to execute to take your business from Good to Great.
Steve Allen of Allen Property came to Smartre Training because he was done with being the sole producer for his business. After years of being the number one agent in his region, he suddenly felt trapped, realising that without his personal productivity, he had no business.
During his tenure as Principal, he had hired and fired many salespeople, unable to find team members who matched his commitment, let alone his productivity.Within two years of working with Smartre Training, Steve had recruited three salespeople to his team. They have been trained under the Smartre Sales System, and today, are high performers within their area.
With the addition of these team members, the fee production of Steve’s agency has dramatically increased. Simultaneously, Steve’s personal productivity, through his own choosing, has dramatically decreased.
Steve now spends his time running his business, as opposed to running from appointment to appointment.
Most excitingly, the profit levels of the agency have increased as well. Steve states he has taken his profit margin from 20% to over 35%. His time with Smartre has already transformed his agency into a successful and profitable business.
Steve employed three of the five major elements of our Management System into his agency – specifically, Control, Recruit and Team.
His implementation of Control gave his agency structure, clarity of which actions actually lead to results, and revenue, whilst reworking traditional commission structures to ensure his salespeople get a healthy slice of their fee production.
Recruit provided Steve the roadmap of not only who to hire, but also how to onboard and train them. Most importantly, Steve now has the skills and strategies to retain high-performing salespeople.
Recruit allows you to identify: CAN a potential salesperson succeed, and WILL they do so?
Team gave Steve the structure he needed to find the balance between management and productivity. There are very few meetings that you actually need to have with salespeople to keep them productive, yet these meetings must have laser-like focus on their objectives.
Steve’s implementation of sales, planning and training meetings ensured his new team members understood what Steve was trying to achieve, and more importantly, developed their skills on how to do so.
When it comes to reputations, very few agents and agencies come close to what Barry and Heidi have built in Goulburn. Their agency has always held a strong reputation for being a business that buyers and sellers trust. Within the community itself, Barry and Heidi’s actions only reinforced this reputation.
Due to this, it didn’t take long for them to build a large business, attracting talented salespeople and home sellers alike. After a few years in business, Goulburn First National has become the city’s number one agency.
Why did Barry and Heidi first come to Smartre Training? Well, for all the sales they were generating, there was one obvious problem – no profit. Although their salespeople were being paid a fair commission split, the business itself was not providing Barry and Heidi with the return they would have expected.
To properly solve the problem, Barry and Heidi first had to correctly identify the cause. Many Principals in their position may feel the cause is simply ‘not enough sales’, yet it seemed the more sales they made, the lower their profits became.
After attending one of Smartre Training’s Management seminars and having a Present Condition Analysis conducted, the cause became obvious. The agreements they had in place with their salespeople rewarded salespeople through turnover, irrespective of profits.
In working with Smartre Training, we were able to restructure the sales packages within the agency and keep many of their original salespeople. Once Barry and Heidi had healthy profits, they began to reinvest back into the business.
The result? Not only did Barry and Heidi start earning more, but so did their salespeople. A true win/win for all.
After implementing the Smartre Management System into their agency, Barry and Heidi set to work on the elements of Control, Culture and Attract.
As a business owner, the Essential Element of Control gives you the ability to not only control the cash flow in your business, but also control the results. Focusing on the right indicators – combined with an understanding of which lever to pull and when – helps you to simultaneously increase turnover and profitability.
Culture is an essential element of any business, and real estate agencies should be no different. Yet what type of Culture will properly serve a real estate sales team? The Smartre Management System explains the four key ingredients of culture and will help you define which ones you need to implement in order to achieve the vision you have for your agency.
Attract is about attracting sellers to your agency – in essence, marketing. Once Barry and Heidi had the ability to reinvest in their business, the first place they did was in the attraction sources. The Smartre Management Seminar outlines 30 key sources, across 5 avenues that will guarantee consistent seller enquiries.
Andrew Hicks purchased his agency from his mother and father. A proudly family-run business in Nambour, Keyline Realty was a business many would be proud to have. With already over three decades in business, Andrew wanted to maintain the culture and reputation of his agency, yet expand its size and reach.
Many businesses lose what makes them special when they go through an expansion or bring on partners. All of a sudden, new personalities combined with a lack of direct control create subtle changes that can have compounding effects.
Andrew wanted to ensure that a larger team, a bigger property management department, commercial acquisitions, and a second location wouldn’t change what Keyline Realty stood for.
Two of the tenets that The Smartre System is built upon are the words: ethical and effective. These are what led Andrew to implement the Smartre Business System across his agency.
Andrew knew that through the use of the Recruitment and Culture Elements from the Management System, as well as pathways outlined in recent Leadership Seminars (Building a Business Beyond Yourself and Leading Real Estate Team), he could expand his business, yet retain its purpose for being in business in the first place.
Through Recruitment, Andrew has expanded his team. He has successfully developed one of his support team members, Mark, into what is referred to as a Diamond Level Salesperson (that is, a salesperson producing $1,000,000 in fees annually). Beyond Mark, he has also recruited Nicky, who produced over $800,000 in the last twelve months (at the time of working). All of this was achieved whilst Andrew was still listing and selling himself.
By labelling and understanding his existing business culture, Andrew has been able to better communicate and define for his team what it means to work at Keyline Realty. The Nambour region is essentially a large country town, and his teams across both sales and property management have ensured that the reputation Andrew’s family built in the late 1970s has been both protected and enhanced.
Yet it’s in the Leadership System of Smartre Training that has Andrew most excited. Discussions with current team members about their roles within his organisation and future agencies have the team focused on being by his side for the foreseeable future. Add to this, his recent acquisition of a Commercial Property that will accommodate Keyline Realty’s Property Management expansion – Andrew is poised that his business has moved from Good to Great.
Steve Allen of Allen Property came to Smartre Training because he was done with being the sole producer for his business. After years of being the number one agent in his region, he suddenly felt trapped, realising that without his personal productivity, he had no business.
During his tenure as Principal, he had hired and fired many salespeople, unable to find team members who matched his commitment, let alone his productivity.Within two years of working with Smartre Training, Steve had recruited three salespeople to his team. They have been trained under the Smartre Sales System, and today, are high performers within their area.
With the addition of these team members, the fee production of Steve’s agency has dramatically increased. Simultaneously, Steve’s personal productivity, through his own choosing, has dramatically decreased.
Steve now spends his time running his business, as opposed to running from appointment to appointment.
Most excitingly, the profit levels of the agency have increased as well. Steve states he has taken his profit margin from 20% to over 35%. His time with Smartre has already transformed his agency into a successful and profitable business.
Steve employed three of the five major elements of our Management System into his agency – specifically, Control, Recruit and Team.
His implementation of Control gave his agency structure, clarity of which actions actually lead to results, and revenue, whilst reworking traditional commission structures to ensure his salespeople get a healthy slice of their fee production.
Recruit provided Steve the roadmap of not only who to hire, but also how to onboard and train them. Most importantly, Steve now has the skills and strategies to retain high-performing salespeople.
Recruit allows you to identify: CAN a potential salesperson succeed, and WILL they do so?
Team gave Steve the structure he needed to find the balance between management and productivity. There are very few meetings that you actually need to have with salespeople to keep them productive, yet these meetings must have laser-like focus on their objectives.
Steve’s implementation of sales, planning and training meetings ensured his new team members understood what Steve was trying to achieve, and more importantly, developed their skills on how to do so.
When it comes to reputations, very few agents and agencies come close to what Barry and Heidi have built in Goulburn. Their agency has always held a strong reputation for being a business that buyers and sellers trust. Within the community itself, Barry and Heidi’s actions only reinforced this reputation.
Due to this, it didn’t take long for them to build a large business, attracting talented salespeople and home sellers alike. After a few years in business, Goulburn First National has become the city’s number one agency.
Why did Barry and Heidi first come to Smartre Training? Well, for all the sales they were generating, there was one obvious problem – no profit. Although their salespeople were being paid a fair commission split, the business itself was not providing Barry and Heidi with the return they would have expected.
To properly solve the problem, Barry and Heidi first had to correctly identify the cause. Many Principals in their position may feel the cause is simply ‘not enough sales’, yet it seemed the more sales they made, the lower their profits became.
After attending one of Smartre Training’s Management seminars and having a Present Condition Analysis conducted, the cause became obvious. The agreements they had in place with their salespeople rewarded salespeople through turnover, irrespective of profits.
In working with Smartre Training, we were able to restructure the sales packages within the agency and keep many of their original salespeople. Once Barry and Heidi had healthy profits, they began to reinvest back into the business.
The result? Not only did Barry and Heidi start earning more, but so did their salespeople. A true win/win for all.
After implementing the Smartre Management System into their agency, Barry and Heidi set to work on the elements of Control, Culture and Attract.
As a business owner, the Essential Element of Control gives you the ability to not only control the cash flow in your business, but also control the results. Focusing on the right indicators – combined with an understanding of which lever to pull and when – helps you to simultaneously increase turnover and profitability.
Culture is an essential element of any business, and real estate agencies should be no different. Yet what type of Culture will properly serve a real estate sales team? The Smartre Management System explains the four key ingredients of culture and will help you define which ones you need to implement in order to achieve the vision you have for your agency.
Attract is about attracting sellers to your agency – in essence, marketing. Once Barry and Heidi had the ability to reinvest in their business, the first place they did was in the attraction sources. The Smartre Management Seminar outlines 30 key sources, across 5 avenues that will guarantee consistent seller enquiries.
Andrew Hicks purchased his agency from his mother and father. A proudly family-run business in Nambour, Keyline Realty was a business many would be proud to have. With already over three decades in business, Andrew wanted to maintain the culture and reputation of his agency, yet expand its size and reach.
Many businesses lose what makes them special when they go through an expansion or bring on partners. All of a sudden, new personalities combined with a lack of direct control create subtle changes that can have compounding effects.
Andrew wanted to ensure that a larger team, a bigger property management department, commercial acquisitions, and a second location wouldn’t change what Keyline Realty stood for.
Two of the tenets that The Smartre System is built upon are the words: ethical and effective. These are what led Andrew to implement the Smartre Business System across his agency.
Andrew knew that through the use of the Recruitment and Culture Elements from the Management System, as well as pathways outlined in recent Leadership Seminars (Building a Business Beyond Yourself and Leading Real Estate Team), he could expand his business, yet retain its purpose for being in business in the first place.
Through Recruitment, Andrew has expanded his team. He has successfully developed one of his support team members, Mark, into what is referred to as a Diamond Level Salesperson (that is, a salesperson producing $1,000,000 in fees annually). Beyond Mark, he has also recruited Nicky, who produced over $800,000 in the last twelve months (at the time of working). All of this was achieved whilst Andrew was still listing and selling himself.
By labelling and understanding his existing business culture, Andrew has been able to better communicate and define for his team what it means to work at Keyline Realty. The Nambour region is essentially a large country town, and his teams across both sales and property management have ensured that the reputation Andrew’s family built in the late 1970s has been both protected and enhanced.
Yet it’s in the Leadership System of Smartre Training that has Andrew most excited. Discussions with current team members about their roles within his organisation and future agencies have the team focused on being by his side for the foreseeable future. Add to this, his recent acquisition of a Commercial Property that will accommodate Keyline Realty’s Property Management expansion – Andrew is poised that his business has moved from Good to Great.