Ontario Brokers Meeting RECRUITING 1 Agenda Recruiting Retention

Ontario Brokers’ Meeting RECRUITING 1

Agenda • Recruiting & Retention – 2015 Results • 2014 vs 2015 Full Year Results for Ontario • % of Companies Neutral or Growing in Ontario • Q 3 Recruiter of the Year Interim Status – 2016 New Programs & Services • Recruiter of the Year Brainshare • Recruiting Training and Group Coaching Program • Brokerage Satisfaction Survey 2

2014 vs 2015 Results 116 3 74!

Overall Company Performance In Ontario, 25% more of our companies grew or stayed the same size compared to the cross Canada average in 2014 (52% vs 65%). 2014 Company Performance Loss, 48% Gain, 28% Neutral, 24% 4 Ontario Performance, 2015 Loss; 35% Neutral; 26% Gain, 39%

Recruiting of the Year As of Q 3, here are is the current leaderboard. We have some repeat leaders from last year as well as new companies joining the top 3. Top 12 • Division 1 – Northern Realty Leaders – Premier Real Estate – 100 Mile Realty • Division 2 – Cite – Atlantic Homestead – Key Realty 5 • Division 3 – Flower City – Realty Plus – New Concept • Division 4 – Terrequity – Signature Realty – Sussex

Recruiter of the Year - Interviews In order to share thoughts of Recruiters of the Year, we interviewed them and are creating a summary document coming out in February. Highlights • • 6 Turning Points Organizational Structures Recruiter Personality Traits New Agent Strategies and Metrics Experienced Agent Strategies and Metrics Overcoming Broker Recruiting Objections Biggest Mistakes Must Do’s

Lou Izzo Credentials Lou successfully grew Hunt Real Estate from 350 to 1, 300 agents over a period of 20 years. He now teaches other brokers how to do the same. Accomplishments • President of Hunt Real Estate (Buffalo, NY) – Recruited over 4, 000 agents • 1, 400 are experienced agents • 400 were in the top 5% of their MLS • President of Real Estate Leadership (REL) – Trained 600 brokers • Many are leaders in their networks – Results over 1 -year period • Gross recruiting improved by more than 30% • Net agent gain was between 5 – 7% 7

Recruiting Mastery Program Royal Le. Page has an exclusive arrangement for a customized program with Lou Izzo to bring Recruiting Mastery to our Network. Program Components • 2 -Day In-person Training in Toronto – Skills-based program to create confidence and leadership in recruiting – Focus on both recruiting new and experienced agents via consultative recruiting – Scripts, dialogues and objection handling techniques for all situations – Role playing to get you comfortable in the scenarios above – Marketing campaigns to support you in the Marketing Centre • 5 Month Group Accountability Coaching – Every other week, you and your group will meet for further training and accountability against the goals you have set 8

Recruiting Mastery Program Costs Royal Le. Page can offer this program to you at a cost of $1, 650. For out-oftown attendees, hotel rooms are extra. How can I Sign Up? • 2 -Day Toronto Training Event Information – Date: Wednesday, April 7 – Friday, April 8 – Location: Double Tree Hotel, 108 Chestnut St (Downtown) • Group Coaching Session Information – Mondays (April 18) and Thursdays (April 21) at 2, 3 or 4 pm ET • Sign-up Forms – On your tables, please fill in the forms and provide them to me. – If you need more time to decide, please email the form to recruiting@royallepage. ca. – If you’d like more detail on the program, more detail is on my. rlpnetwork. com > Recruitment. Training 9

Brokerage Satisfaction Surveys 25 companies and ~ 1, 700 agents were surveyed to understand how each brokerage could improve agent satisfaction, retention and referrals. Why? • Growth: How well positioned are you for growth? Are your agents satisfied and will they refer you in the process? • Operational Excellence: How strong are your processes and how well will they scale? • Best Practices: Read the system’s list of diagnostic questions to help you find solutions if you are below the industry norm. Service • 25 question agent survey software • In-depth one-on-one review Cost & Timing • Included every 3 years if 35+ agents • Summer signup, fall kickoff

Agent Satisfaction Survey Benefits In Brokers’ words: • Higher Response: Compared to other surveys, the response rate was double and there was much greater honesty in the answers • Validation and Prioritization: Often a broker is aware of the issues but may not always know what’s most important to fix first. This provides prioritization information. • Ability to Really Hear and Respond to Agents: By actioning responses, agents feel heard and appreciated. • Isolation of Issues to Specific Offices: In a multi-office scenario, officespecific issues are highlighted • Highlights Some Deeper Unknown Issues: An issue that was thought to be resolved showed that it really hadn’t been.

Macro-Level Benefits As we now have the largest database of agent surveys, once we complete a full analysis of the data we will be able to share key learnings. • Royal Le. Page vs the Industry • • What are our strengths? What areas can we improve? • Highest Factors Affecting Satisfaction, Referral and Retention • How Small vs Large Companies Differ • What Large Companies Need to Focus on as they Scale • Top Areas of Focus to Drive Up Our Satisfaction, Referral and Retention

Questions? recruiting@royallepage. ca THANK YOU! 13