1.Territory Marketing CoachTrainingKey Referral Agentwww.MyGreenParachute.com

2. Key Referral AgentOverviewStatisticsStrategyEnrollment ProcessResourcesAccountabilityBuilding Communitywww.MyGreenParachute.com 3. OverviewKey Referral Agent www.MyGreenParachute.com 4. KRA who are they?Retiring Agents/ Retired agents These are exited agents who have stepped out due to the market downturn, still maintaining their license MGP offers them the opportunity to remain connected to the industry, while creating a supplementary income Offers opportunity to reactivate and become part time Professional Referral Agents (PRA)www.MyGreenParachute.com 5. Key Referral AgentInactive Agents Offers an exit strategy, supplementary income stream and long term residual income Allows them to continue to take advantage of a lifetime base of clientswww.MyGreenParachute.com 6. Key Referral AgentExited AgentsMany thousands of agents exit the business and do not maintaintheir licensesMGP now offers an incentive to these to keep their licensesrunning, and create a supplemental income. www.MyGreenParachute.com 7. Inactive vs. Active LicenseesThe term inactive licensee refers to a real estate license holder who does nothave his or her license hanging with any particular brokerage, but instead sentback to the real estate commission of their state. These agents aretransactionally Inactive. www.MyGreenParachute.com 8. Inactive vs. Active LicenseesThe term inactive licensee refers to a real estate license holder whodoes not have his or her license hanging with any particularbrokerage, but instead sent back to the real estate commission of theirstate. These agents are transactionally Inactive.In almost every state an inactive licensee cannot accept referralcommission while on inactive status.www.MyGreenParachute.com 9. Inactive vs. Active LicenseesThe term inactive licensee refers to a real estate license holder whodoes not have his or her license hanging with any particularbrokerage, but instead sent back to the real estate commission of theirstate. These agents are transactionally Inactive.In almost every state an inactive licensee cannot accept referralcommission while on inactive status.Once an agent joins MyGreenParachute.com, their license is transferredfrom their states real estate commission, and hangs with a State Brokerdesignated by MyGreenParachute.com.www.MyGreenParachute.com 10. Inactive vs. Active LicenseesThe term inactive licensee refers to a real estate license holder who does not havehis or her license hanging with any particular brokerage, but instead sent back tothe real estate commission of their state. These agents are transactionally Inactive.In almost every state an inactive licensee cannot accept referral commission whileon inactive status.Once an agent joins MyGreenParachute.com, their license is transferred from theirstates real estate commission, and hangs with a State Broker designated byMyGreenParachute.com.Therefore the Key Referral Agent with MyGreenParachute.com can accept referralcommission because they are active in the eyes of the states real estatecommission, but transactionally inactive with MGP as a LFRO. This allows them tocollect referral commission without being responsible to pay MLS fees and Realtordues.www.MyGreenParachute.com 11. Potential Key Referral Agents: Inactive agents Active Goose Egg Agents Retired agents Retiring agents Educators in real estate Non competing Broker Ownerswww.MyGreenParachute.com 12. Key Referral AgentStatisticswww.MyGreenParachute.com 13. The sobering statistics of the real estate industry:There are approximately 3.2M licensed realtors in the U.S.www.MyGreenParachute.com 14. The sobering statistics of the real estate industry:There are approximately 3.2M licensed realtors in the U.S.42% of all licensees nationwide are inactivewww.MyGreenParachute.com 15. The sobering statistics of the real estate industry:There are approximately 3.2M licensed realtors in the U.S.42% of all licensees nationwide are inactiveThats 1,350,000 inactive licensed agentswww.MyGreenParachute.com 16. The sobering statistics of the real estate industry:There are approximately 3.2M licensed realtors in the U.S.42% of all licensees nationwide are inactiveThats 1,350,000 inactive licensed agents70 - 80% of all real estate licensees turn over every 3 yearswww.MyGreenParachute.com 17. The sobering statistics of the real estate industry:There are approximately 3.2M licensed realtors in the U.S.42% of all licensees nationwide are inactiveThats 1,350,000 inactive licensed agents70 - 80% of all real estate licensees turn over every 3 yearsThis equates to an average of a 25% turnover each year withinindividual offices. www.MyGreenParachute.com 18. Market Study: Number of Licensees:ARELLO Statistics According the ARELLO Licensee/Registrant Count grid from their 2009 Digest, the total number of real estate license holders is 3,112,771. This is a compilation of information provided by the local or state jurisdictions when they filled out the 2009 Digest Survey. www.MyGreenParachute.com 19. Market Study: Number of Licensees:ARELLO StatisticsAccording the ARELLO Licensee/Registrant Count grid from their 2009Digest, the total number of real estate license holders is 3,112,771. This is acompilation of information provided by the local or state jurisdictions whenthey filled out the 2009 Digest Survey.NAR Statistics According to NARs 2008 Digest of Real Estate License Laws and Current Issues, there are 941,677 total brokers and 2,047,467 total salespersons in the US & territoriesThis equals 2,989,144 total real estate licensees in the U.S., down from3.2M in 2007. More than 1.3 million of these real estate professionals about half of all real estate licensees are members of the NAR.www.MyGreenParachute.com 20. Market Study: Inactive LicenseesNAR Statistics "Slightly less than half of all firms had at least one licensee leave in 2005. Of all firms that had any licensees leave, a median of two left." However, Dr. James Webb of Cleveland State University, cites studies that indicate real estate turnover may average closer to 50 percent within two years (of entering the industry).www.MyGreenParachute.com 21. Market Study: Inactive LicenseesNAR Statistics "Slightly less than half of all firms had at least one licensee leave in 2005. Of all firms that had any licensees leave, a median of two left." However, Dr. James Webb of Cleveland State University, cites studies that indicate real estate turnover may average closer to 50 percent within two years (of entering the industry). NAR research shows that 42% of all licensees are on inactive status. It is also estimated by NAR that over 80% of all license holders will turn over every three years.www.MyGreenParachute.com 22. Sales Strategy Key Referral Agentwww.MyGreenParachute.com 23. Active Agent Categories:MGPs Active Agents are broken down into 4 categories: Top ProducersWorker-BeesStruggling AgentsTransactionally inactive Active Agents www.MyGreenParachute.com 24. The Active Agent Breakdown:In an average brokerage with 100 agents we would expect to see: Quartile 1: Top Producers = 15%15 Top transactional agents top earnerswww.MyGreenParachute.com 25. The Active Agent Breakdown:In an average brokerage with 100 agents we would expect to see: Quartile 1: Top Producers15 Top transactional agents top earners Quartile 2: Worker Bees = 25%25 Good transactional agents making a good incomewww.MyGreenParachute.com 26. The Active Agent Breakdown: In an average brokerage with 100 agents wewould expect to see: Quartile 1: Top Producers15 Top transactional agents top earners Quartile 2: Worker Bees25 Good transactional agents making a good income Quartile 3: Struggling Agents = 25%25 Average performing agents barely making aliving, possibly working second job, not sure ifthey should stay or go. www.MyGreenParachute.com 27. The transactionally inactive Active Agents:In an average brokerage with 100 agents we would expect to see: Quartile 1: Top Producers15 Top transactional agents top earners Quartile 2: Worker Bees25 Good transactional agents making a good income Quartile 3: Struggling25 Average performing agents barely making a living, possibly workingsecond job Quartile 4: transactionally Inactive = 35%35 Struggling agents - close to getting out of the game.www.MyGreenParachute.com 28. This is a transactionally inactive active agentOur target audience www.MyGreenParachute.com 29. The Agent BreakdownQuartile 1 "Top Producers" Quartile 2Making a strong, solid"Worker Bees"incomeGood living wage15%25% Quartile 3 Quartile 4 "Strugglers" "Goose Eggs" barely making a living Transactionally Inactive possible second job 35% 25%www.MyGreenParachute.com 30. The transactionally inactive Active Agents:Number of Inactive Agentsnon-office affiliated (1.3M)3.2M Total Number ofLicensees in the U.S.Bottom Quartile 25% of active agentsin each officeare non-producing (800,000)www.MyGreenParachute.com 31. The transactionally inactive active agents and licensed inactive agents are equal to 2.1 M licensees = 66%of the total licensees in the USwww.MyGreenParachute.com 32. So, how do wefind them?www.MyGreenParachute.com 33. KRA Qualifying Questions: Would you like to make long term residual income from your database after you leave/retire from the business? Are you interested in becoming a professional referral agent? I have noticed you sleeping at your desk-do you want to sleep at home? Have you thought about an exit strategy? Does your office have a referral program? Are you confident in it? Would you love it if someone did your marketing for you and you just cashed your referral check? You had mentioned quitting the business until things turn around, how would you like to stay in touch with your database without paying all the fees? Have you heard about My Green Parachute?www.MyGreenParachute.com 34. What about an active agent who wants to send referrals? Active agents have the option of becoming an Active KRA (KeyReferral Agent) Their license stays with their current brokerage They have the ability to send referrals through MGP and receive aKRA account tracking those referrals To receive referrals, they would join as an Active Field Agent eSchmooze is available as their database marketing programwww.MyGreenParachute.com 35. What Qualifying Questions can we ask a potential Active Key Referral Agent? www.MyGreenParachute.com 36. Active KRA Qualifying Questions: Would you like to make sure your referrals are going to a qualifiedagent? www.MyGreenParachute.com 37. Active KRA Qualifying Questions: Would you like to make sure your referrals are going to a qualifiedagent? Would you like to track your referrals? www.MyGreenParachute.com 38. Active KRA Qualifying Questions: Would you like to make sure your referrals are going to a qualifiedagent? Would you like to track your referrals? Have you stopped sending referrals because you dont know whoto send them to? www.MyGreenParachute.com 39. Active KRA Qualifying Questions: Would you like to make sure your referrals are going to a qualifiedagent? Would you like to track your referrals? Have you stopped sending referrals because you dont know whoto send them to? Would you like to build a solid relationship with other agentsthroughout the country to send and receive referrals? www.MyGreenParachute.com 40. Active KRA Qualifying Questions: Would you like to make sure your referrals are going to a qualifiedagent? Would you like to track your referrals? Have you stopped sending referrals because you dont know whoto send them to? Would you like to build a solid relationship with other agentsthroughout the country to send and receive referrals? Are you interested in resources that are typically only available tolarger companies while staying independent? www.MyGreenParachute.com 41. The Edge ~ for a Key Referral Agent You will earn a residual income from the clients youve worked hard to cultivate rather than this valuable resource going to waste. You keep your clients. They are registered to you and, as long as you are an MGP member, you will profit every time they are an active buyer or seller through one of our Active Field Agents. You have the option to choose which of our experienced agents in your area you would like to partner with. Your license is transferred from the state to MyGreenParachute.com and is looked after by a Designated State Broker, who will ensure it meets all the rules and regulations. Refer to KRA Benefits www.MyGreenParachute.com 42. The Edge ~ for a Key Referral Agent (Cont) You will receive unparalleled training and coaching from an elite network of real estate professionals to ensure you exploit the program to its full potential. You can refer clients anywhere in the world. Your territory AND income are unlimited. You have access to a world of resources including tailored marketing materials, template letters and emails, Professional Referral Agent business cards and sample dialogues. You can track all of your activity and income online. You become part of a new and supportive community of real estate professionals.Refer to KRA Benefitswww.MyGreenParachute.com 43. Key Referral AgentRefer to Menu of Serviceswww.MyGreenParachute.com 44. Enrollment ProcessKey Referral Agent www.MyGreenParachute.com 45. Universal Sign-Up Form Refer to Sign-Up form www.MyGreenParachute.com 46. What happens after sign-up?1.Welcome call from Home Office2.45 Minute online orientation3.Start drip email campaign4.Ongoing training and support Refer to KRA Member Process www.MyGreenParachute.com 47. Flow ChartDesignated Territory MarketingMGP Home Flow OrderStateAdminTimelineCoach officeBroker/TMC Call & welcome newReceive KRA Once KRA signsnotification of Let them know they will As it takes Step 1up, send info via new KRA sign be getting a call fromplace email to DD, TMC up and the office to go over TMC/DSB their orientation Set up new KRA inDD to call newOperationalSend personal note w/Same day as Step 2 KRA and Database. Forward business card to KRA receivedwelcome them.to CKS.Refer to Flow Chart www.MyGreenParachute.com 48. Designated StateMGP HomeFlow Order AdminTerritory Marketing Coach TimelineBroker/TMCofficeCall or sendCreate access for KRA atwelcome email,www.Underthechute.co Record KRA in email/include anyFollow-up in two weeks tom,back officeStep 3 paperwork to KRA answer any questions they ASAPAllow access to KRA, financial for licensemay haveRWR, and specific statedatabase transfer, ifonly applicable Upload KRA clientdatabase asSchedule check-in calls, andExecute KRAStep 4Within 48 hours received, record in implementCoaching Call(s)contact portfolioSend a follow-upAdd KRA to Newsletter email to thank Invite to community events,Step 5 and KRA email drip them, enjoyed Within 24 hours keep in touch campaign coaching them,etc. Cc to TMC Receive paperworkFile completedfrom KRA, file as coachingStep 6As scheduled necessary, copy to Checklist &MGP home office Docs in KRA file. Follow-up untilStep 7 As needed completed Refer to Flow Chartwww.MyGreenParachute.com 49. Whats in it for me?Key Referral AgentRefer to for KRA Income Worksheetwww.MyGreenParachute.com 50. KRA Key Points: $99 annually Fee includes training and support Can become an Active KRA Can include full service marketing programwww.MyGreenParachute.com 51. ResourcesKey Referral Agentwww.MyGreenParachute.com 52. Resourceswww.underthechute.com Drip email campaigns Power Point Presentations Sample emails Universal Sign Me Up! Form Much much more. www.MyGreenParachute.com 53. Building CommunityKey Referral AgentJust make it part of your daywww.MyGreenParachute.com 54. Territory Marketing Coach Expectations Key Referral Agent Weekly coaching calls Weekly update with Tricia Update Contact Portfolio Contact all your Members weekly Enrollment 3 memberships per monthwww.MyGreenParachute.com 55. Whats nextYour Thoughts?www.MyGreenParachute.com 56. Where to find KRAs:Our Thoughts: Local educators Offer MGP as an Exit Strategy into Certified Offices get the agents before they leave Current Independent LFROs Social networking Non competing Broker Owners may want to work their database as a KRA Affiliate partnerships with local schools, educators Word of Mouth List of inactive agents from states real Estate Commission Active Agents who would like to use MGP as their national referral program www.MyGreenParachute.com