Post on 09-Apr-2018
8/8/2019 WCR Presentation NW Realtors
1/46
Accountability: Your Key toSuccess in the Modern Real
Estate Industry
Presented by:
Matthew Dollinger
VP of Strategic Development@properties
8/8/2019 WCR Presentation NW Realtors
2/46
@mattdollinger
8/8/2019 WCR Presentation NW Realtors
3/46
8/8/2019 WCR Presentation NW Realtors
4/46
8/8/2019 WCR Presentation NW Realtors
5/46
What do you think of when youthink of accountability?
8/8/2019 WCR Presentation NW Realtors
6/46
8/8/2019 WCR Presentation NW Realtors
7/46
8/8/2019 WCR Presentation NW Realtors
8/46
8/8/2019 WCR Presentation NW Realtors
9/46
8/8/2019 WCR Presentation NW Realtors
10/46
What is Accountability?
Accountability is a concept in ethics oftenused synonymously with such concepts asresponsibility answerability, liability, and
other terms associated with the expectationof account-giving.
In leadership roles, accountability is theacknowledgment and assumption ofresponsibility for actions, products, anddecisions.
8/8/2019 WCR Presentation NW Realtors
11/46
My accountability
ME
PersonalAccountability
AgentPopulation
Agent
Audience(i.e. Clients)
ProfessionalAccountability
8/8/2019 WCR Presentation NW Realtors
12/46
Exercise:Think about one thing your are
incredibly proud of youaccomplished.
How did you accomplish this?
8/8/2019 WCR Presentation NW Realtors
13/46
Who are you accountable to?
8/8/2019 WCR Presentation NW Realtors
14/46
Who are we accountable to?
Our Clients Our Family
Our Industry Our Business Our Teammates
8/8/2019 WCR Presentation NW Realtors
15/46
Can these people hold youaccountable?
8/8/2019 WCR Presentation NW Realtors
16/46
8/8/2019 WCR Presentation NW Realtors
17/46
8/8/2019 WCR Presentation NW Realtors
18/46
Simple Steps to Accountability
1.Explore why you are going todo this (your purpose)
2.Create a plan you believe in3.Find a support system4.Track your results (and revisit
them often!)
8/8/2019 WCR Presentation NW Realtors
19/46
1. Your Purpose
What is yourmotivation? Fear?
Guilt? Responsibility? Greater Good?
Achievement? Recognition?
8/8/2019 WCR Presentation NW Realtors
20/46
1. Your Purpose
Define your overall goal Personal
I want my family to be proud Professional
I want to make $100k this year
Self I want a new BMW X6
8/8/2019 WCR Presentation NW Realtors
21/46
2. Create your plan
1. Start with the end in mind2. Define activities to that end
3. Quantify activities4. Plan consistent actions
8/8/2019 WCR Presentation NW Realtors
22/46
8/8/2019 WCR Presentation NW Realtors
23/46
Our goal is 22 transactions
8/8/2019 WCR Presentation NW Realtors
24/46
What does it take to do 1transaction?
8/8/2019 WCR Presentation NW Realtors
25/46
Transaction Exploration
Assess your past yearsbusiness and seek business
source Qualify and Analyze future
business from sources
Explore alternative sources ofbusiness and quantify
8/8/2019 WCR Presentation NW Realtors
26/46
Past Business Assesment
Direct Mail
Quantity Sent
Money Invested
Business Generated
Target Audience
Closed Client
Referral Name
Contact Methods
Business Generated
Acquired Method
8/8/2019 WCR Presentation NW Realtors
27/46
Future Sources (Sphere)
8/8/2019 WCR Presentation NW Realtors
28/46
8/8/2019 WCR Presentation NW Realtors
29/46
($) / (Q x t) = ROI
8/8/2019 WCR Presentation NW Realtors
30/46
8/8/2019 WCR Presentation NW Realtors
31/46
Quantify Activites
Our Goal is 1 transaction Ex. Sphere of Influence
Database of 100 A/B Clients Direct mail every month Phone calls to top 30 1 x month Eblast to all 1 x month
F2F with top 10 1 x every 2 months 10 referrals generated in 2010
I generate 1 referral per 28
contacts with my SOI*
8/8/2019 WCR Presentation NW Realtors
32/46
Plan Consistent Actions
8/8/2019 WCR Presentation NW Realtors
33/46
Plan Consistent Actions
8/8/2019 WCR Presentation NW Realtors
34/46
8/8/2019 WCR Presentation NW Realtors
35/46
Your Goal is toWIN the day
8/8/2019 WCR Presentation NW Realtors
36/46
3. Develop a Support System
Think back to the 1 thing youare proud of how did you
accomplish that?
Family, Friends, Colleagues, Manager,
Online Friends, Coach, Clients
8/8/2019 WCR Presentation NW Realtors
37/46
8/8/2019 WCR Presentation NW Realtors
38/46
8/8/2019 WCR Presentation NW Realtors
39/46
8/8/2019 WCR Presentation NW Realtors
40/46
8/8/2019 WCR Presentation NW Realtors
41/46
8/8/2019 WCR Presentation NW Realtors
42/46
8/8/2019 WCR Presentation NW Realtors
43/46
8/8/2019 WCR Presentation NW Realtors
44/46
Find a support system
8/8/2019 WCR Presentation NW Realtors
45/46
Track your results
8/8/2019 WCR Presentation NW Realtors
46/46