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blog.kw.com/livefeed
#KWFR #KWRI
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RSTLM—Tools to Strengthen Market Center Leadership
Georgia Alpizar
#KWFR
Presenter
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Georgia AlpizarRegional Director—North Florida
RSTLM: Tools to Strengthen Market Center Leadership
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Please complete an evaluation form found in the back of your program guide.
RSTLM:Tools to Strengthen Market Center Leadership
RSTLM: Tools to Strengthen Market Center Leadership
Why You Are Here
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#KWFR
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Recruit Select Tools
RSTLM: Tools to Strengthen Market Center Leadership
Assess Your Current OrganizationTarget Outcomes:Gain a solid understanding of:• Current organization structure• Reporting dynamics• Behavioral strengths• Opportunities for growth and change
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Assess Your Current Organization• Tool: Drawing of Organizational Chart
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Market Center
RSTLM: Tools to Strengthen Market Center Leadership
TeamLeader
MCA
Reception
Associates
Operating Principal
MCATeamLeader
Reception
Investor Group
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Assess Your Current Organization• Tool: Drawing of Organizational Chart
Millionaire Real Estate Agent
Marketing &Admin Mgr
TransactionCoordinator
BuyerSpecialist
Lead BuyerSpecialist
Lead Listing Specialist
Mega Team
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Assess Your Current Organization• Tool: Reddies, Greenies, Brownies
1 2 3 4 5 6 7 8 9 10------------------------------------------------|------------------------------------------------------------- Below Average Average Well Above
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Determine Job Requirements• Target Outcomes:
• Define the qualities and specific traits this person will bring to your organization
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Determine Job Requirements• Tool: Job Profile
• Job standards• Job requirements• Behavioral requirements• Job narrative
Q: Where can I find these documents once I’m back at the office?
A: On the Toolkit tab at kwu.kw.com/ recruitselect.
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Determine Behavioral Requirements
The DISCBehavioralTendencies Low HighAggressiveness V1
Sociability V2
Calmness V3
Conformity V4
1 2 3 4 5 6 7 8 9
1 2 3 4 5 6 7 8 9
1 2 3 4 5 6 7 8 9
1 2 3 4 5 6 7 8 9
The AVATools:
RSTLM: Tools to Strengthen Market Center Leadership
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Determine Behavioral Requirements
The Job Activity Rating
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Do the Screening Interview Target Outcomes:
Consult with the candidates on DISC results Eliminate poor job match candidates Decide whether to continue with the candidate
RSTLM: Tools to Strengthen Market Center Leadership
Do the Screening Interview
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Tools:
Job Description DISC Report Notes
WEIGH Action Plan
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Reference Check Target Outcomes:
Verify information received Verify perceptions, feelings Get objective input Get additional information
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Reference Check Tools: Candidate’s reference list form Reference check script and notes
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Do the Comprehensive Interview Target Outcomes:
Validate behavior Develop total understanding of the person Develop mutual trust and rapport Identify “hot buttons”—find out what they want
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Do the Comprehensive InterviewTools:
Judgment evaluation AVA report
AVA laminate Comprehensive
interview questions
RSTLM: Tools to Strengthen Market Center Leadership
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Action Training Tools
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The First 100 Days Tool: Growth/Control Relationship Graph
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The First 100 Days Tool: Closed Loop Training Model
1. 2.
3.
4.
5.6.
7. Closed Loop Training
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Identify Training Topics Target Outcomes:
Identify scope of topics to be included in in personalized action training plan.
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Identify Training Topics Tools:
Key areas of accountability and key tasks
• Use these to identify training topics for your new team member
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Identify Training and Milestone Tasks
Target Outcomes: Prepare a plan of activities Sequence training topics in a
custom/personalized 100 day program
RSTLM: Tools to Strengthen Market Center Leadership
Identify Training and Milestone Tasks
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• Identify training activities and key milestones to accomplish during the first 100 days
RSTLM: Tools to Strengthen Market Center Leadership
Tools
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The KASH Talk Target Outcomes:
Close the training loop Identify areas or growth/challenge for specific job
competencies Identify how you can help enhance the learning
experience Strengthen your relationship
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The KASH Talk Tools:
KASH Model• Knowledge• Attitudes and Beliefs• Skills• Habits
RSTLM: Tools to Strengthen Market Center Leadership
The KASH Talk
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Tools KASH worksheet
• Hold feedback sessions regularly using the KASH Worksheet
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The 4-1-1 Session Target Outcomes:
Review prior week's activities and progress toward goals
Set next week’s goals and activities Consult with team member to close the loop Strengthen relationship
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The 4-1-1 Session Tools:
4-1-1 Goal Worksheet
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Red Light/Green Light Evaluation Target Outcome
Evaluate team member's fit for the job Address concerns/stop (red light)
or Reinforce/continue Action Training (green light)
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Red Light/Green Light Evaluation Tools:
Red Light/Green Light evaluation worksheet
RSTLM: Tools to Strengthen Market Center Leadership
#KWFR
Lead Motivate Tools
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Goals, Priorities, Strategies Target Outcomes:
Specify the goals and priorities for your organization
Bring focus to your leadership activities Reinforce/continue Action Training (green light)
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Goals, Priorities, Strategies Tools:
1-3-5Goals, Priorities, Strategies (GPS)
1 Big Goal or Outcome Objective
3 Major Priorities for that Goal
5 Strategies to Achieve Each Priority
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Monitor Critical Path Dials Target Outcomes:
Complete the necessary actions to achieve pre-set objectives
Qualitatively indicate how well activities are completed
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Monitor Critical Path Dials Tools:
Critical path dials worksheet• Use the worksheet to set
the dials for the roles you choose
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Monitor Critical Path Dials Tools:
Critical Path Over Time
Jan Mar May July Sept NovFeb April June Aug Oct Dec
maxavgmin6
810
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Quadrant View Target Outcomes:
Objectively evaluate team Determine productivity and potential
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Quadrant View Tools:
High Potential,High Productivity
High Potential,Low Productivity
Low Potential,High Productivity
Low Potential,Low Productivity
Potential
Productivity
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Performance Wheel Target Outcomes:
Construct an achievement team
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Performance Wheel Tools:
Attitudes
Authority
Responsibility
Knowledge
Skills Habits
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10
10
1010
10
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ID the Issue/Outcome Framing Target Outcomes:
Uncover the real problem Put focus on solutions
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ID the Issue/Outcome Framing Tool Tools:
Excellent questions• What do you think the real problem is?• What do you want?• When do you want it?• How will you know that you have it?• When you get what you want, what else in your life will
improve?• What resources do you have available to help you with
this?• Etc.
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Putting the Tools to Use
On the Toolkit tab at kwu.kw.com/recruitselect
kwu.kw.com/actiontraining kwu.kw.com/lead/motivate
Where can I find these tools once I’m back at the office?
RSTLM: Tools to Strengthen Market Center Leadership
Downloads• To download a free copy of this presentation,
go to www.familyreunion.kw.com/downloads
47 RSTLM: Tools to Strengthen Market Center Leadership
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Thank You!
Please complete an evaluation form found in the back of your program
guide.
To download a free copy of this presentation, GO TO:
www.familyreunion.kw.com/downloads
blog.kw.com/livefeed
#KWFR #KWRI
FOLLOW
TALK