Powered by Expansion Sneak Peak Name Title Location

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Expansion: Sneak Peak Name Title Location Powered by KW Maps Coaching

Introduction Powered by KW Maps Coaching

What Is Expansion? • An Expansion Agent selects an Expansion Partner in an additional market. • The Partner is supported by a central Hub with a lead generation system that has predictable and measurable results. Powered by KW Maps Coaching

Expansion Model Powered by KW Maps Coaching

Aha’s from ESO • Expansion Teams can consist of just one partner for a long time, or until volume and units require a Showing Agent. • Most Expansion Agents will have 2 or 3 Expansion locations – and that’s a great business • Replace “Expansion Team” with “Expansion Business. ” Powered by KW Maps Coaching

Lesson 1: The What and Why of Expansion Powered by KW Maps Coaching

VIDEO 1 The “What” and “Why” of Expansion Powered by KW Maps Coaching

Discussion – Why would an agent expand? Powered by KW Maps Coaching

Discussion Answers • Increase profits. • Build a big business, with opportunities for others. • Build a deep bench of talent. Powered by KW Maps Coaching

What Are the Requirements for Expanding? 1. Mastery of lead generation with measurable and predictable results. 2. Master of hiring – RSTLM. 3. Sufficient profit from the Hub to fund Expansion and overcome any mistakes made while learning how to expand. Powered by KW Maps Coaching

From Salesperson to Businessperson • Expansion is about business. • Refocus on the MREA models – and what they mean for business. • Create a business growth plan. • Move from I to We to They. Powered by KW Maps Coaching

Discussion – What are three steps you can take to grow as a businessperson? Powered by KW Maps Coaching

Lesson 2: Who and Where of Expansion Powered by KW Maps Coaching

VIDEO 2 The “Who” and “Where” of Expansion Powered by KW Maps Coaching

Who Are the “Whos” in Expansion? • Whos: – Administrative – Lead generation • Initially, one Expansion Partner per location • In time, Expansion Directors who will lead 5 -10 Expansion Partners each Powered by KW Maps Coaching

Discussion – Which comes first – who or where? Powered by KW Maps Coaching

So Which Comes First? Expansion should be a natural, organic progression of your current lead generation spilling into another location nearby. 1. Begin the RS process for the three key hires. 2. Find the best candidate to work the new location. 3. Solidify the first location while growing the Hub. 4. Plan with the end in mind and create a business plan and organizational chart for all locations. Powered by KW Maps Coaching

Geographic Limits to Consider • Start local. • Consider state lines, licensing, and MLSs. • Understand time zones and flights. Powered by KW Maps Coaching

What Are the Sweet Spots? • Two Expansion locations • Maximized Expansion Director • Regional model Powered by KW Maps Coaching

Lesson 3: Win-Win Relationships Powered by KW Maps Coaching

VIDEO 3 Win-Win Relationships in Expansion Powered by KW Maps Coaching

Powered by KW Maps Coaching Slide 25

Discussion – Who are the five people you spend the most time around? Powered by KW Maps Coaching

Your Relationships • You become the average of the 5 people you spend time with. • What conversations are you having – and with whom? • Agents tend to hang with agents, TLs with TLs. Is this the way to build a big business? Powered by KW Maps Coaching

Respect the Relationship • Expansion requires long-term relationships – including with Regions, OPs, and TLs. • Work through leaders - not around them. • Seek win-win relationships. – Be a giver. – Brainstorm value creation – centered around the Expansion Partner and his or her Big Why. – Check in. Motivation might change, so “Get the Book” often. Powered by KW Maps Coaching

Lesson 4: Who and Where of Expansion Powered by KW Maps Coaching

VIDEO 4 Expansion and Market Centers Powered by KW Maps Coaching

Discussion – What are the wins for Market Centers? What are the wins for agents? Powered by KW Maps Coaching

Wins for Market Centers • Gary says it’s the “Brain-dead opportunity of the century. ” • It provides Caps without needing to provide as much support. • Work with Expansion Agents for recruiting possibilities. Powered by KW Maps Coaching

Wins for Agents • Increased revenue once you can support an Expansion Partner with leads and admin support. • Benefit from MC’s legal liability, standards, brick and mortar, and distribution network. • Leverage MC and KW training. • Work with Team Leaders for recruiting possibilities. Powered by KW Maps Coaching

Lesson 5: Future of Expansion Powered by KW Maps Coaching

VIDEO 5 The Future of Expansion Powered by KW Maps Coaching

Powered by KW Maps Coaching Slide 37

Discussion – What is the future of Expansion? Powered by KW Maps Coaching

Five Lessons from Expansion 1. Expansion removes the ceiling on agent growth. 2. Don’t swim without lessons. 3. Don’t hire to make friends. 4. Mistakes don’t kill business – not being able to recover from mistakes does. 5. Build your business correctly and Expansion will be the natural path to a big business. Powered by KW Maps Coaching

The Next Step? ESO Why agents should attend ESO: - Learn how to expand. - Learn how to leverage expansion strategies to grow even nonexpansion businesses. ESO is essentially a business class. - Create a bigger vision for your business – and your life. Powered by KW Maps Coaching

The Next Step? ESO Why Leadership and ALC members should attend ESO: - Learn a new source of value to connect agents - Increase your own leadership ability and your vision. - Use it as a destination to take top recruits. Powered by KW Maps Coaching

ESO Dates 2015 Dates: - February 26 -27 - April 1 -2 - June 3 -4 - July 15 -16 - September 17 -18 - October 29 -30 - December 2 -3 Powered by KW Maps Coaching

Discussion – Questions and Aha’s Powered by KW Maps Coaching