Why You Should Join CBPR

1. COLDWELL BANKER REAL ESTATE NATIONAL SUPPORT 7. PROPERTY ADVERTISING & MARKETING SUPPORT
We WILL leverage the support of Coldwell Banker Real Estate  We WILL leverage Coldwell Banker Premier Realty’s Every Day Until 
Corporation, its 100+ year heritage and brand recognition and share with  Its Sold marketing system to automatically provide the best and most 
you the national advertising campaign for national newspapers, television  extensive marketing available utilizing:
and other media.  We WILL provide you access to Coldwell Banker’s 
intranet site, ColdwellBankerWorks.com, containing tools, education,  Online marketing on multiple websites
national awards standings and other great information. Custom website for each listing on LasVegasHomes.com
Video Tour generated for each listing automatically posted on  
2. BUSINESS PLANNING, COACHING & MENTORING SUPPORT
We WILL assist you in creating a Personal Business Plan upon your  our websites and available for your social marketing plan
Association and at the end of each year to identify your business goals  Property Watch exposure
and strategies in pursuit of achieving those goals throughout the  Instant exposure to Coldwell Banker Premier Realty’s team of 
subsequent year.  We WILL meet with you at least quarterly to review 
your Personal Business Plan and ensure that the goals you have set for  professionals through the Daily Dose and weekly sales meetings
your real estate business are being met or exceeded and provide  Customizable audio tour through the HomeFacts automated   
coaching to maintain or increase your rate of success.
system with text and call‐capture features
3. TRAINING & CONTINUING EDUCATION SUPPORT Powerful CBPR yard sign featuring a HomeFacts rider
We WILL provide you opportunities to increase your understanding,  Customer loyalty marketing stay‐in‐touch system 
knowledge and skills through the many various training sessions offered 
in‐house, such as CBPR’s Fast Start Career Training, scripts and role play,  8. LEAD GENERATION & FOLLOW‐UP SUPPORT
continuing education and post licensing credit, CBPR tools and systems  We WILL distribute to you all inquiries/leads from your listings using 
instruction, multiple listing service software, social marketing, legal,  CBPR’s  lead protocol and will provide opportunities for additional 
coaching events, mortgage and title training. leads through:

4. LEADERSHIP ACCESS & TRANSACTIONAL SUPPORT Floor time
We WILL be available 7 days a week and our open door policy will provide  Corporate Services & e‐Leads Team participation
you constant access to the entire CBPR Leadership Team ensuring  Expired listing calling days
transactional and coaching support throughout your career.  In addition  Activity days
to what we know, who we know through our over 100 years of combined  Customer loyalty campaigns
local experience can make the difference between success and failure. Providing properties for high impact open houses
CBPR’s Neighborhood Awareness Campaign
5. OFFICE ADMINISTRATION & RECEPTIONIST SUPPORT
We WILL provide you energetic, positive, full‐time telephone and office  9. INFORMATION TECHNOLOGY TOOLS AND SUPPORT
support to assist you with your transactions, orientation on CBPR tools  We WILL provide you robust Information Technology support with 
and systems, notary services and will be available to answer any  in‐office staff and assistance through CBPR’s IT Help Desk while 
questions you may have about CBPR and its processes. providing the most technologically advanced tools of any local real 
estate company to market, promote and manage your real estate 
6. PERSONAL PROMOTION & SOCIAL MARKETING SUPPORT business:
We WILL provide you your own unique, customizable sales associate 
website with the same tools and features of LasVegasHomes.com in  Full‐time Information Technologies support staff with help desk
addition to a personal profile on ColdwellBanker.com, an audio biography  Website with search engine optimization
on our exclusive HomeFacts system and customer loyalty marketing  Intranet site 
pieces to stay‐in‐touch with your Sphere of Influence.  You WILL also have  Personal sales associate e‐mail account
access to additional tools to increase your business, such as listing and  Online document management
buyer presentations, Seller and Buyer Services Guarantees, open house  Online contracts and forms 
tools and materials as well as social networking tips and training to stay  Electronic signature platform
on the cutting edge of marketing technology. Lead management system
Customer loyalty system
Contact management 
Listing marketing reports
Videos website
Fax to e‐mail technology
YouTube Channel

10. MARKET ANALYTICS & STATISTICAL SUPPORT 16. MARKETING AND CREATIVE SERVICES SUPPORT

We WILL provide you with the most in‐depth analytics monthly,  We WILL provide you support through our Creative Services 
quarterly and annually for the local and national housing market  Department to develop and maintain a customized marketing plan 
complete with year‐over‐year comparisons, trends and future indicators  for your individual business and target demographic.
accessible in printable reports and transmittable through our customer 
loyalty marketing system.  Detailed neighborhood information will be  17. COMMISSION CHECK DISPERSAL & ACCOUNTING SUPPORT
available in a map format for area canvassing.
We WILL disburse your commission check the next business day after 
11. INVESTOR, DEVELOPER & COMMERCIAL SERVICES SUPPORT receipt from the title company  (if received by 11am) and will provide 
We WILL assist you in capitalizing on investor, developer and  you an income/expense ledger report annually and upon request.
commercial property opportunities through our Strategic Services 
Division to provide the analytics and support necessary for you to create  18. IN‐HOUSE LENDER SERVICES SUPPORT
and maintain successful relationships with your investor, developer and  We WILL maintain relationships with local and national lending 
commercial clients. institutions and will house loan officers within each CBPR office for your 
customers to utilize when purchasing a property, creating additional 
12. CENTRAL PROCESSING & TRANSACTION SUPPORT value and providing enhanced communication power throughout your 
We WILL process all of your transaction documents and files through  transactions.  These lenders will also provide ongoing education on the 
our Central Processing department where the listing marketing services  overall mortgage industry as well as training on new loan products 
will be implemented, your file will be reviewed for compliance and  available.
regular reminders sent of items needed to complete your transaction.  
You will also have online access to your file from your computer or  19. PHILANTHROPIC, BUSINESS & SOCIAL NETWORKING SUPPORT
mobile device. We WILL expose you to the opportunity to combine your philanthropic 
interests with your business development needs.  We strongly believe 
13. CORPORATE SERVICES & RELOCATION SUPPORT that giving back to the community is extremely important to a 
We WILL provide you support through CBPR’s Corporate Services  successful business and we WILL provide the opportunities to 
Department to develop corporate relationships for business  participate in our various philanthropic endeavors each year.  We WILL 
opportunities.  We WILL also leverage our principal broker status with  also provide opportunities for office and company networking via the 
Cartus and other relocation relationships to generate lead opportunities  various social events conducted regularly.
for the Relocation and Customer Loyalty team, both of which are 
available to all qualified CBPR sales associates. 20. PREVIEWS LUXURY & SPECIAL MARKETS SUPPORT
We WILL capitalize on Coldwell Banker’s national Previews marketing 
14. COMPLIANCE & LEGAL SERVICES SUPPORT program and Previews specialist database to assist you in listing and 
We WILL maintain GLVAR/NAR/NRED and other approved transactional  selling luxury real estate locally by providing the special support needed 
forms adding a layer of protection from future legal claims.  We WILL  for these unique residences.  We WILL also provide Coldwell Banker 
also provide you status reports of your transaction files, informing you  support in the special markets area for military, new home and other 
of deficiencies for a compliant file, and protecting you in the event of  niche markets. 
legal matters or miscellaneous complaints.
21. CUSTOMER SATISFACTION SURVEY SUPPORT
15. CONCIERGE SERVICES SUPPORT We WILL provide your customers the opportunity to complete an online 
We WILL create and maintain relationships with licensed, bonded and  evaluation of the services that you and CBPR provided throughout their 
insured vendors for you and your clients to use for their home sale or  transaction and will make that survey available to you for review.
purchase and other non‐real estate services.  We WILL make available 
to you a Concierge Services directory that will automatically be provided  22. ASSOCIATE ADVISORY COUNCIL SUPPORT
to your buyer and seller clients through our Central Processing  We WILL listen to any input, feedback and suggestions you have about 
Department.  and to better serve the sales associates of Coldwell Banker Premier 
Realty though the Associate Advisory Council.

This Sales Associate Services Guarantee is the commitment that Coldwell Banker Premier Realty and its staff of professionals will provide the 
support and services stated as a part of your Independent Contractor Agreement.  Should we fail to provide the support and services stated above, 
you are entitled to terminate your agreement with Coldwell Banker Premier Realty without penalty.  You agree to provide Coldwell Banker Premier 
Realty with an opportunity to correct the matter within 72‐hours following the delivery of your specific written concerns.  Should our agreement 
with you be terminated, the remaining provisions of the Independent Contractor Agreement shall apply.

Sales Associate Name: __________________________________________ Date: ________    Signature: ________________________________________ 

Branch Manager Name: _________________________________________ Date: ________    Signature: ________________________________________

BUSINESS
PLANNING



“Give me six hours to chop down a tree and I will spend the first
four sharpening the axe.” – Abraham Lincoln

An annual business planning exercise is the single most important activity a real estate professional can
conduct in the creation and maintenance of a profitable and sustainable business. The majority of
individuals who pass the real estate exam will not be in the business next year. Another half of those will be
out of the business in another year. Why? They enter the real estate industry with hopes of a high income
and more flexibility in their schedule but can’t seem to get their new business off the ground due to lack of
planning and execution.

“A goal without a plan is just a wish.” – Antoine de Saint-Exupery

The average real estate agent in the Las Vegas valley earns approximately $35,000 in gross commission
income each year with an average of 5 closed units. Coldwell Banker Premier Realty’s average professional
achieves 14 closings and over $100,000 in gross commission income – the highest of any brokerage in the
Las Vegas Valley. Yes. It’s because we’re amazing. But more so that we’re amazing at helping real estate
agents create a plan as well as achieve them with regular coaching and accountability sessions. However, the
secret ingredient in this process is….YOU. We are here to help our sales associates every step of the way in
building a successful business and growing it each year. If you’re ALL IN. We’re ALL IN!

“Good business planning is 9 parts execution
for every 1 part strategy.” – Tim Berry

We ask that you take this planning exercise seriously. Consider. Ponder. Dream. Be honest with yourself.
But go big with your goals. You can achieve any level in this business you set your mind to, provided the
action and activities are there, which is another principal component to your plan. Creating and committing to
a schedule for the goals set will put gas in your dream car and will help circumvent the pitfall of the disease
that plagues most human beings…avoidance behavior.

“Reduce your plan to writing.
The moment you complete this, you will have definitely given

concrete form to the intangible desire.” – Napoleon Hill

So let’s get started. Complete an analysis of your actual performance last year. If you are new to the
business, the analysis will contain figures to track and consider throughout your first year. Then begin the
framework of your plan by determining your gross commission income goal for the coming year along with the
activities you will commit to conducting to achieve that goal. We will schedule time with you to meet and
review your plan, answer questions, fill in any holes as well as determine your coaching schedule for the
coming year so we can help your business stay on track…all the way to success!

It’s time to evaluate your business strengths as well as
opportunities for growth. The business and self-analysis will
allow us to provide guidance on those areas that will benefit

next year’s business and production the most.

Gross Commission Income: $ 2017 BUSINESS ANALYSIS $
Total closed units: $
Average sales price: %
% of closed listings: Commission rate p/sale:
% of closed buyers: % Average GCI per sale: %
New listings taken: % % of listings that close: %
Fall-out ratio %:

Closed Business Source: Percentage of total Average sales price of each source
SOI
Telephone prospecting (expired/FSBOs/etc.) % $
Internet leads % $
Open house % $
Door knocking % $
Floor time % $
Yard sign call / HomeFacts % $
Referrals % $
Other: % $
% $
Total 100%

Did you work from a daily or weekly schedule in 2017? ____________________
If yes, what percentage of time did you stick to your schedule? __________________
If no, do you plan to create and follow a schedule in 2018? ________________
Would you like assistance in establishing or revising a schedule for 2018? _________________

How many weeks did you work in 2017? ____________________
On average, how many days did you work per week? _____________________
On average, how many hours did you work per day? _____________________

What is your plan schedule for 2018?:
Weeks to work: ________________
Days per week: ________________
Hours per day: ________________

How many people do you currently have in your personal SOI? _____________

In 2017, how often did you contact your SOI to ask for referrals? _______________

What percentage of your SOI did you stay in regular contact with? _____________________%

Do you leverage a customer loyalty program to stay in touch with your SOI via email? _____________

In what other ways do you stay in touch with your SOI? ___________________________________________
_________________________________________________________________________________________

How many people do you plan to add to your SOI database in 2018? ____________

Monthly goal: ______________
Weekly goal: ______________

What are the three most important things you accomplished in 2017?

1. _________________________________________________________________________
2. _________________________________________________________________________
3. _________________________________________________________________________

What were the three most important things you failed to accomplish in 2017?

1. _________________________________________________________________________
2. _________________________________________________________________________
3. ________________________________________________________________________

List three things that will happen if you FAIL to reach your 2018 goals?

1. _________________________________________________________________________
2. _________________________________________________________________________
3. _________________________________________________________________________

List three things that will happen if you ACHIEVE your 2018 goals?

1. _________________________________________________________________________
2. _________________________________________________________________________
3. _________________________________________________________________________

What can Coldwell Banker Premier Realty do you assist you in achieving your 2018 goals?

1. _________________________________________________________________________
2. _________________________________________________________________________
3. _________________________________________________________________________

What would you like to focus on during your regular coaching sessions?

1. _________________________________________________________________________
2. _________________________________________________________________________
3. _________________________________________________________________________

In what ways can we count on you to support CBPR’s agent growth program, Project400?
_________________________________________________________________________________________
_________________________________________________________________________________________

Now it’s time for you!

On a scale of 1-10 with 10 being great and 1 being
not-so-great, rate yourself in the following categories:

2017 SELF ANALYSIS

Following a Schedule 1 2 3 4 5 6 7 8 9 10
Being Coachable 1 2 3 4 5 6 7 8 9 10
Goal Setting 1 2 3 4 5 6 7 8 9 10
Thinking Big 1 2 3 4 5 6 7 8 9 10
Prospecting 1 2 3 4 5 6 7 8 9 10
Scripts 1 2 3 4 5 6 7 8 9 10
Handling Objections 1 2 3 4 5 6 7 8 9 10
Listing Presentation 1 2 3 4 5 6 7 8 9 10
Pricing 1 2 3 4 5 6 7 8 9 10
Price Reductions 1 2 3 4 5 6 7 8 9 10
Buyer Presentation 1 2 3 4 5 6 7 8 9 10
Lead Follow-Up 1 2 3 4 5 6 7 8 9 10
Understanding the Contracts 1 2 3 4 5 6 7 8 9 10
Negotiation 1 2 3 4 5 6 7 8 9 10
Closing Techniques 1 2 3 4 5 6 7 8 9 10
Customer Service 1 2 3 4 5 6 7 8 9 10
Organization 1 2 3 4 5 6 7 8 9 10
Delegation 1 2 3 4 5 6 7 8 9 10
Transaction Administration 1 2 3 4 5 6 7 8 9 10
Understanding Technology 1 2 3 4 5 6 7 8 9 10
Using the Technology Services 1 2 3 4 5 6 7 8 9 10

MY 2018 PERSONAL BUSINESS PLAN

(For percentage based fields, please use 1.00 as 100%. For example: .05 = 5%)

1. Gross Commission Income (GCI) – Goal $ 125,000.00
2. Average Sales Price $ 275,000.00
3. Commission Rate Per Sale
4. Average GCI Per Sale (#2 X #3) 2.8%
5. Total Sales – Closed (#1 ÷ #4) $ 7700
6. Listings Sold % of Total Sales (estimate 50% - 80) # 16
7. Listings Sold (#5 X #6)
8. % of New Listings that Sell and Close (estimate 35-75%) 60%
9. New Listings (#7 ÷#8)
10.Buyers Sold – Closed % of Total Sales # 10
11.Buyers Sold – Closed (#5 X #10)
12.Fall-Out Ratio (estimate 10 - 20%) 75%
13.Total Buyers Sold – Open (#11 ÷#13)
# 13

40%
#6

85%

#8

__1_0___+ __1_3___+ ___8___ = _3__0__ / 12 = ___3___ Units Per Month

Now that we have your financial and unit goals listed,
it’s time to determine what sources and frequency you

will commit to in order to achieve your goals.

2018 BUSINESS DEVELOPMENT / PROSPECTING SOURCE GOALS

Source /Activity Weekly Actual weekly Monthly Actual monthly
SOI Contacts contact goal contacts made
contact goal contacts made

TELEPHONE/TEXT CONTACTS

Friends/Family Contacts
Past Client Contacts
Expired Contacts

FSBO Contacts

Just Listed Contacts

Just Sold Contacts

Own the Hood Contacts/Farming Contacts

Other Telephone Contacts

Open House Contacts

Lead Follow-Up Contacts

MAIL/EMAIL CONTACTS/ADVERTISING

Just Listed Postcards

Just Sold Postcards

Open House Postcards

Coming Soon to the Market Postcards

Monthly RE Report Email Contacts

Birthday Ecard

Anniversary Ecard

Other Email Contacts

Facebook Posts SOCIAL MEDIA CONTACTS/ADVERTISING
Facebook Sponsored Ads IN-PERSON CONTACTS
Facebook Direct Messages
Instagram Posts

Previewing Property

Door Knocking Contacts

Garage Sales

Civic/Charitable Organizations

OTHER CONTACTS/ADVERTISING

My Perfect Weekly Activity Schedule (sample)

Monday Tuesday Wednesday Thursday Friday
Exercise Exercise Exercise Exercise
6:30
7:00 Early Birds Scripts Sales Meeting Scripts Scripts
7:30 Scripts
8:00
8:30 Business Business Business Business Business
9:00 Development: Development: Development: Development: Development:
9:30 SOI Contacts & SOI Contacts & SOI Contacts & Door knocking SOI Contacts &
10:00 Social Media just listed/sold
10:30 Expireds FSBOs Other
11:00
11:30 CE Class
12:00
12:30 Open House Open House
1:00 Lead Follow-up door knocking &
1:30
2:00 preparation
2:30
3:00 Saturday 9:00 Sunday
3:30 Open House 9:30 OFF
4:00 10:00
4:30 10:30
5:00 11:00
5:30 11:30
12:00
9:00 12:30
9:30 1:00
10:00 1:30
10:30 2:00
11:00 2:30
11:30 3:00
12:00 3:30
12:30 4:00
1:00
1:30
2:00
2:30
3:00
3:30
4:00

My Perfect Weekly Activity Schedule

Time Monday Tuesday Wednesday Thursday Friday
6:30 Activity Activity Activity Activity Activity
7:00
7:30 Saturday Time Sunday
8:00 Activity 9:00 Activity
8:30 9:30
9:00
9:30 10:00
10:00 10:30
10:30 11:00
11:00 11:30
11:30 12:00
12:00 12:30
12:30
1:00 1:00
1:30 1:30
2:00 2:00
2:30 2:30
3:00 3:00
3:30 3:30
4:00 4:00
4:30
5:00
5:30

Time
9:00
9:30
10:00
10:30
11:00
11:30
12:00
12:30
1:00
1:30
2:00
2:30
3:00
3:30
4:00

My Personal Business Plan Commitment

The 2018 Personal Business Plan I have completed is my vision and blueprint for success and I am committed
to the activities and schedule I have created, as it is only through them that I will achieve the success for
which I strive.

I also recognize that accountability will be required in order for me to remain on track and below is a formula
that I feel will best support my business.

Sales Associate / Manager coaching and accountability schedule:

Select your optimal rotation

Daily Weekly Monthly Quarterly

In-person

Phone Call

E-mail

Text

Sales Associate Name: ____________________________________________________
Sales Associate Signature: _________________________________________________ Date: ____________
_________________________________________________________________________________________

I have read and approve of the Personal Business Plan and commit to support this Sales Associate in the
manner requested to assist them in accomplishing their goals.

Notes: ____________________________________________________________________________________
_________________________________________________________________________________________
_________________________________________________________________________________________
CBPR Manager Signature: __________________________________________________ Date: ____________

Notes: ____________________________________________________________________________________
_________________________________________________________________________________________
_________________________________________________________________________________________

Bob Hamrick, Chairman/CEO: _______________________________________________ Date: ____________

MARKETING

AGENT NAME
702.XXX.XXXX

[email protected]
www.XXXX.cbvegas.com

COLDWELL BANKER
PREMIER REALTY

November 2017

LISTINGS VERSUS SALES

SINGLE FAMILY NEW LISTINGS VERSUS SALES

Source: GLVAR, Coldwell Banker Premier Realty.
Contact your Coldwell Banker Premier Realty agent for a neighborhood level analysis.

2004 through YTD 2017

30000 SFR Condo
25000

20000

15000

10000

5000

0

May 17
Sep 2004
Jan 2005
May 2005
Sep 2005
Jan 2006
May 2006
Sep 2006
Jan 2007
May 2007
Sept 2007
Jan 2008
May 2008
Sept 2008
Jan 2009
May 2009
Sept 2009
Jan 2010
May 2010
Sept 2010
Jan 2011
May 2011
Sept 2011
Jan 2012
May 2012
Sept 2012
Jan 2013
May 2013
Sep 2013
Jan 2014
May 2014
Sep 2014
Jan 2015
May 2015
Sep 2015
Jan 2016
May 2016
Sept 2016
Jan 2017
May 2017
Sept 2017

Jan SFR Condo Jan SFR Condo Jan SFR Condo Jan SFR Condo
Feb 2014 Feb 2015 Feb 2016 Feb 2017
Mar 7133 1816 Mar 8273 1933 Mar 7613 1635 Mar 6391 955
Apr 7006 1858 Apr 8090 1950 Apr 7756 1713 Apr 6215 895
May 6995 1913 May 7910 1954 May 7704 1734 May 6083 826
June 7039 1934 June 7843 1922 June 7574 1715 June 5899 836
July 7139 1948 July 7878 1895 July 7517 1620 July 5566 739
Aug 7413 1939 Aug 7986 1821 Aug 7737 1517 Aug 5452 690
Sept 7695 1942 Sept 8150 1882 Sept 7882 1445 Sept 5535 706
Oct 7996 2000 Oct 8313 1841 Oct 8032 1342 Oct 5520 752
Nov 8547 2055 Nov 8593 1817 Nov 8081 1306 Nov 5473 761
Dec 8895 2082 Dec 8620 1813 Dec 7885 1255 Dec 4 5375 806
8931 2094 8394 1799 7516 1231 Dec 11 5088 842
8614 2040 7895 1694 6814 1043 Dec 18 4861 809
Dec 26 4734 796
4549 751
4356 742

Source: GLVAR Multiple Listing Service apropos Copyright © 2017 Coldwell Banker Premier Realty

Historical Data

Jan SFR Condo Jan SFR Condo Jan SFR Condo Jan SFR Condo
Feb 2013 Feb 2012 Feb 2011 Feb 2010
Mar 3977 960 Mar 9430 1578 Mar 13130 2854 Mar 9006 1926
Apr 3666 980 Apr 8166 1433 Apr 12993 2761 Apr 8989 1901
May 3471 1009 May 6625 1256 May 12387 2601 May 8623 1912
June 3497 1011 June 5312 1001 June 12160 2521 June 8062 1897
July 3747 1033 July 4427 821 July 12106 2479 July 8231 2004
Aug 3991 1077 Aug 4254 808 Aug 12025 2439 Aug 9290 2208
Sept 4652 1211 Sept 4289 809 Sept 11953 2410 Sept 10105 2377
Oct 5629 1376 Oct 4402 858 Oct 11854 2272 Oct 11238 2566
Nov 6496 1534 Nov 4474 881 Nov 11603 2128 Nov 12154 2731
Dec 7166 1736 Dec 4458 916 Dec 11234 2027 Dec 12777 2886
7457 1893 4320 922 10837 1883 13089 2952
Jan 7339 1830 Jan 4195 927 Jan 10134 1751 Jan 13315 2924
Feb Feb Feb Feb
Mar SFR Condo Mar SFR Condo Mar SFR Condo Mar SFR Condo
Apr 2009 Apr 2008 Apr 2007 Apr 2006
May 17191 4588 May 19842 5044 May 15828 4418 May 10927 1975
June 16559 4578 June 19345 4926 June 16604 4766 June 12210 2265
July 15631 4513 July 18574 5787 July 17441 5121 July 13166 2482
Aug 14072 4244 Aug 17949 4751 Aug 18970 5461 Aug 14097 2801
Sept 12122 3793 Sept 17326 4675 Sept 19997 5633 Sept 15107 3139
Oct 10521 3288 Oct 16903 4643 Oct 20681 5696 Oct 16238 3581
Nov 9796 3000 Nov 17013 4663 Nov 21255 5720 Nov 16958 3958
Dec 9404 2831 Dec 16930 4643 Dec 21979 5790 Dec 17454 4288
9047 2657 16861 4578 22377 5813 17726 4384
Jan 8800 2239 Jan 17352 4598 22356 5779 17763 4507
Feb 8881 2030 Feb 17712 4637 21863 5637 17424 4572
Mar 8980 1969 Mar 17755 4665 20815 5419 16418 4429
Apr Apr
May SFR Condo May SFR Condo
June 2005 June 2004
July 9974 1595 July
Aug 9838 1524 Aug 3704 515
Sept 9368 1329 Sept 5660 629
Oct 9338 1269 Oct 8147 932
Nov 9563 1217 Nov 10067 1155
9766 1216 Dec 11123 1376
9885 1246 11607 1570
10141 1328 11317 1709
10643 1470 10411 1615
10994 1606
11045 1725
10626 1770

Own the H

**not your mama’s nei

What does tha

• The addition of the hottest marketing trend: Facebo

• Creation of agent Facebook business page
• Customized neighborhood landing pages for eac
• Hot, new postcard designs for Just Listed, Just So
• And more!

Join Bob Hamrick , the CBPR marketing team and a n
meetings next week to hear all about this new pro

Hood 2.0

ighborhood marketing!

at 2.0 mean?

ook digital retargeting ads automatically done!

ch agent/hood with immediate lead notifications
old and Open Houses (and a hot new price too!)

neighborhood specialization expert at your sales
ogram to drive more leads to you and save money!

A business development partner o

LANDLINE PACKAGE

$50/year (charged to CBPR ledger)

Get phone numbers in specific neighborhoods for circle prospecting (Just Listed/Sold,
Farming & We Have Buyer campaigns)
Unlimited searches and downloads (excel, csv or labels) in the metro area you serve (i.e.,
your local MLS)

Target prospects by street, radius or subdivision through Google Maps pinpointing
Contact renters and let them know now is the time to buy (provides the tenants in an
apartment building)
Members Only access to scripting ideas & proven marketing tactics used by the top
agents in the country
Use with any dialer or CRM and integrated with Mojo, Arch, Vulcan 7, Sales Dialers,
Team Leads, FUEL and Wise Agent

To sign up for a service, contact Tammy.Pit

Note: Both packages are not prorated and run

of Coldwell Banker Premier Realty

PREMIUM PACKAGE

$775 / year (paid via credit card to Cole Resources)

Unlimited cell phone numbers and email addresses in specific neighborhoods for circle
prospecting (Just Listed/Sold, Farming & We Have Buyer campaigns)
Get phone numbers in specific neighborhoods for circle prospecting (Just Listed/Sold,
Farming & We Have Buyer campaigns)
Unlimited searches and downloads (excel, csv or labels) in the metro area you serve (i.e.,
your local MLS)

Target prospects by street, radius or subdivision through Google Maps pinpointing
Contact renters and let them know now is the time to buy (provides the tenants in an
apartment building)
Members Only access to scripting ideas & proven marketing tactics used by the top
agents in the country
Use with any dialer or CRM and integrated with Mojo, Arch, Vulcan 7, Sales Dialers,
Team Leads, FUEL and Wise Agent

[email protected].

n from 4/1/16-3/31/17

TRAINING

January 2018
Centennial Hill’s EVENT CALENDAR

SUN MON TUES WED THURS FRI SAT

1 2 3 4 5 6
ALL DAY 8:30 AM 8:30 AM
CLOSED
HAPPY NEW YEARS Schedule Coaching Practice Your Scripts Alan’s Academy
with Kristin & Role Play in the
Bullpen
9:30 AM
Group Coaching with

Alan

78 9 10 11 12 13

8:00 AM 9:30 AM 8:30 AM 8:30 AM 8:30 AM

Early Birds w/ Bob Tech Tuesday with Practice Your Scripts CH SALES MEETING Alan’s Academy
Kristin & Role Play in the

9:30 AM Bullpen 10:00 AM 9:30 AM
Group Coaching with Special Event with Group coaching with

Alan Chris Bishop Alan

10:30 AM 10:30 AM
Group Coaching with Group Coaching with

Chris Chris

14 15 16 17 18 19 20

8:00 AM 9:30 AM 8:30 AM 8:30 AM 8:30 AM
Early Birds w/ Bob Tech Tuesday with Practice Your Scripts CH SALES MEETING Alan’s Academy

Kristin & Role Play in the

9:30 AM Bullpen NOON 9:30 AM
Group Coaching with Huber Appraisal Group coaching with
Lunch and Learn
Alan Alan

10:30 AM 10:30 AM
Group Coaching with Group Coaching with

Chris Chris

21 22 23 24 25 26 27

8:00 AM 9:30 AM 8:30 AM 8:30 AM 8:30 AM

Early Birds w/ Bob Tech Tuesday with Practice Your Scripts CH SALES MEETING Alan’s Academy
Kristin & Role Play in the

9:30 AM Bullpen 9:30 AM

Group Coaching with Group coaching with

Alan Alan

FASTSTART FASTSTART FASTSTART FASTSTART FASTSTART

28 29 30 31

8:00 AM 9:30 AM 8:30 AM

Early Birds w/ Bob Tech Tuesday with Practice Your Scripts

Kristin & Role Play in the

9:30 AM Bullpen

Group Coaching with

Alan

10:30 AM FASTSTART FASTSTART
Group Coaching with

Chris

FASTSTART

*This calendar is subject to change. Please be sure to check the weekly schedule for any changes or updates!*

Faststart 30 Hour Post Licensing Course

January/February 2018

Coldwell Banker Premier Realty – Training Room, 8290 W.Sahara, Las Vegas 89117

SUN MON TUES WED THURS FRI SAT

21 22 23 24 25 26 27

28 1:00-4:00 1:00-3:00 1:00-5:00 1:00-4:00 1:00-4:00
SESSION 1 SESSION 2 SESSION 3 SESSION 4 SESSION 5
Professional Real Estate The Listing
Conduct, Agency Contracts Process, Market Buyer
Etiquette and Relationships (Module A) Analysis, and Representation
(Module H) Inspections
Ethics ___________ (Module B) (Module D)
(Module E) _____________ Instructor:
Instructor: ______________ _____________
_____________ Devin Reiss Maryellen Mackenzie Instructor: Instructor:
Instructor:
Devin Reiss Director of Career Branch Manager, Maryellen Mackenzie Greg Duffield
Development Green Valley Campus
Director of Career Branch Manager, Branch Manager,
Development Green Valley Campus Sahara Campus

29 30 31 1 2 3

1:00-4:00 1:00-4:00 1:00-4:00 1:00-4:30 1:00-4:00
SESSION 6 SESSION 7 SESSION 8 SESSION 9 SESSION 10
Negotiations and Escrow and Regulatory Business Planning Land Sales,
Cost of Sale Financing Disclosures and and Time
(Module N and G) (Module L and M) Advertising Management Property
(Module J and F) (Module C) Management, and
_____________ _____________
Instructor: Instructor: _____________ _____________ Tax Benefits
Chris Bishop Chris Bishop Instructor: Instructor: (Module I,K, and O)
Bob Hamrick
Branch Manager, Branch Manager, Greg Duffield _____________
Centennial Hills Campus Centennial Hills Campus Chairman & CEO Instructor:
Branch Manager, Devin Reiss,
Sahara Campus Devin Reiss
Director of Career
Director of Career Development
Development

LATEST FEATURE LIST

IQ WEB

Remove unwanted Properties from Search - Web site visitors are typically forced to sift through properties they
have already determined they are not interested when they are examining their search results. We are
including a feature that allows the consumer to remove properties they are not interested from their search
results so that they will no longer see them when performing a property search. This information is available on
to be viewed by agents in leads/contacts.

Be Social - Social media can be a great way for agents to stay in front of their SOI and for companies to
recruit agents, because agents spend so much time (a little too much) on Social Media. Our initial social
media features will allow consumers and agents to share properties, blog posts, agents and offices on social
media sites.

Blog RSS - Now that customers are using the blogs, we are adding RSS capability that allows the public to
subscribe and share your content, increasing your company’s and agents’ exposure.

Linked Agent Teams - We understand that many agents are working in teams, so we want our intranet to be
team friendly you’re your agents. Our new release of iQ Office will display your agents in a team and list the
properties of each team.

Re-Designed Property Details Page – Now our property details pages will be much more informative and
have a nicer design which includes new icons. Along with larger photos, these pages will include information
pertaining to the zip code the property you are viewing is located in. Said information will include:

Area Statistics - Showing statistical information about properties in the area of the home
School Information - Education.com
Local Business Information (Yelp.com)

Re-Designed search results interface
Our search results interface has become even better in our new release. Our search interface is now going to
include larger photos, social media buttons, contact buttons, single full info pop up page (so user is never
taken away from the search results) and part of the property description will be displayed for each property.

Additionally, the consumer will be able to select each property within their search results for comparison. This
will send a smaller version of each thumbnail to a queue located at the top of the page next to a
comparison button. When the comparison button is clicked on, a pop up window will appear with a
comparison layout of all of the properties in the queue with action items for each property.

This page also will list recently viewed properties in order they were viewed and show the consumer how
many times they viewed each property and allow them to page through all the properties they have viewed.

Think Outside The Box (Coming soon after New Release)
Along with a complete redesign, the “Think outside the box” action item will show consumers properties that
match their search criteria in areas that are not selected in their search criteria--hopefully showing them
properties that they may also be interested in if they “think outside their box”. This page also will list recently
viewed properties in order they were viewed and show the consumer how many times they viewed each
property and allow them to page through all the properties they have viewed.

Complete Website Content Management System
We understand agents’ desires to control their content as well as some companies’ desires to do the same.
Our new CMS will allow companies and agents to control menu items, add content pages and customize
their websites as wanted/needed.

Additional Property Search Fields
Golf Course, Water Front, Property View, Basement, County

Other Website features:
Larger property photos.
Allow the consumer to see other properties for sale within a distance of that property.
Separate links for video and virtual tour.

Mobile Site Enhancements
First of all, your mobile site will be receiving a makeover. Our completely redesigned mobile sites will also
include the ability to search properties that meet a set criteria around the consumer’s location. The way this
works is the site will prompt the phone to ask the consumer for permission to use the GPS to access their
current location if available and then show them the houses for sale around them.

Single Listing Websites
We have identified ways to further benefit our customers by improving our SLWs. First we will be completely
redesigning the SLW web sites. The new SKW web sites will include an animated photo show with the “Ken
Burns” effect that most virtual tour web sites use. Therefore, your agents’ may decide to drop their virtual tour
sites. The advantage of these is that they are set up automatically without any agent involvement (unless
they wish to add more photos) and there are lead capture points that tie into their iQ Office account. Also,
SLWs will also use the property address as part of the domain. Example: 123anystreet.company.com. We will
be developing Mobile SLWs as well.

Enhanced Reporting
We understand that data is important to our customers and their customers. Our new reporting system will
create market share and market closing reports with the ability to customize reports per customer. This allows
agents and companies to run detailed graphical closing and market share reports directly from iQ Office. This
feature will either pull the closing details directly from the MLS when the information is available or allow the
company to upload/load the detailed sales information to allow for the generation of the reports.

Property Watch login to view recent sales around a property or in a market area.
This is part of the Market Share reports functionality. This will also only work if the sales data is available.

IQ OFFICE

Email and copy link to a document in documents library
Right now, sharing documents can only be done by placing a document in your shared library. Now we are
creating new ways to share documents within iQ Office. Now the user will be able to click an icon and send
an email to someone that links back to that document, or they can click on an icon that allows them to copy
the link to that document and paste it into a document, email, instant message, etc.

Shared Folders & File Cabinet by office
This allows you to have shared folders for each individual office or a group of offices. Documents Library
separated by office This allows you to have document library’s for each individual office or a group of offices.

Property Flyers
We have heard your voice. We now have a couple nice property flyer designs integrated into our property
flyer section of iQ Office.

Drip Marketing
100+ New Drip Market Letters/Templates & 7 New Drip Marketing Campaigns

Dashboard gauges
We understand different companies would like their agents to see different information on their home
dashboards. Now, companies will be able to not only create custom dashboard gauges with custom HTML or
an RSS feed, but they will also be able to customize the appearance of how the home dashboard will
appear to their agents. (agents will not have this control for now).

Training Menu Item
We have had multiple requests for help within iQ office. We are now going to include a training menu item
that will list all video tutorials by category. Therefore if the user wishes to see a demo pertaining to a certain
feature or topic, they can simply go to the training tab and choose the associated video tutorial. The video
will remain on top of iQ office, so the user can follow the tutorial steps.

WHY US?

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What’s in a N

Coldwell Banker’s brand awareness consistently measures
the same league with names like Coke®, Pepsi® and Nike®.

who we are? Because we’re the leaders in virtually ever
continually build on our success with a firm commitment to

© 2012 Coldwell Banker Real Estate LLC. A Realogy Company. All Rights Reserved. Coldwell Banker Real Estate LLC fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each Office Is Independen
registered service marks owned by Coldwell Banker Real Estate LLC.

a Name?

y measures at more than 94%, which puts us in
and Nike®. Why do so many consumers know
rtually every aspect of the business. And we
mitment to innovation, motivation and success!

Opportunity Act. Each Office Is Independently Owned And Operated. Coldwell Banker ®, the Coldwell Banker Logo and “We Never Stop Moving” are

Real Trends Top 500 R

(in Billions)

The Coldwell Banker brand has been a real estate
since it was founded in August of 1906.
Global presence in 43 countries and territories an
86,375 Sales Associates
Sales Volume in 2014: $212.2 billion
Transaction sides in 2014: 705,322
Average U.S. Sales Price: $300,914 (17% higher tha
Number of luxury transaction sides (over $1M): 21

© 2012 Coldwell Banker Real Estate LLC. A Realogy Company. All Rights Reserved. Coldwell Banker Real Estate LLC fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each Office Is Independen
registered service marks owned by Coldwell Banker Real Estate LLC.

00 Report*

real estate industry champion and pioneer
ritories and 3,047 offices worldwide with

higher than NAR 2014 average)

r $1M): 21,023

Opportunity Act. Each Office Is Independently Owned And Operated. Coldwell Banker ®, the Coldwell Banker Logo and “We Never Stop Moving” are



Featured Leader

Focus On: Robert H. Hamrick

Chairman/CEO, Coldwell Banker Premier Realty Las Vegas, Nev.

As Chairman and CEO of Coldwell Banker Premier Realty expertise have been working with managers, teaching and
(CBPR), Hamrick has become a spokesperson for the coaching. A good friend once told me not to get caught up
ever-changing real estate market in Las Vegas and an in the back office. Of course, it’s very important that dollars
industry leader. and cents be tended. You must be profitable, but it’s really
about the people working on the front line.
REAL Trends: Tell us about your path into real estate.
REAL Trends: What was the biggest challenge you
Hamrick: Before my 21st birthday, I helped grow a faced professionally when building your brokerage?
50-person office to 100 sales associates while maintaining
multi-million dollar personal sales. I repeated Hamrick: Market conditions present
these leadership accomplishments at yet turning points. We really got tested as a
another office in 1988, before being hired at marketplace and as a company when
CBPR in February 1995 as managing broker. Las Vegas hit the bust in 2007 to 2009.
Shortly thereafter, this office became We had to be nimble and respond to the
recognized as the “most improved office” for marketplace. Ultimately, it has always
the entire Western Region (over 500 offices). been about the agents and the staff that
After a nationwide search, I was chosen as supports our agents. I realized that
CityCenter Realty Corporation’s broker and instead of getting caught up in the back
senior vice president. office and trying to figure out how to
survive, I had to think of how I could
I am also the chairman for the Coldwell help our agents survive. It runs true in
Banker (CB) Large Office Group, a committee every market, good or bad. You have to
of over 20 of the top CB brokers nationwide. stay ahead of the market and deliver to
your agents.
In 1998, my wife, Molly and I acquired
CBPR. We also operate philanthropic REAL Trends: Based on your
endeavors through the Hamrick Family Foundation. We’ve experience, what is the one thing you did with your
contributed to the Juvenile Diabetes Research Foundation, brokerage that changed the trajectory of your business?
Women’s Development Center, the UNLV Community What was the turning point from success to major success?
Foundation and Habitat for Humanity. CBPR has
supported the Salvation Army, Safe Nest, Habitat for Hamrick: We’ve had many turning points. One big one
Humanity and United Blood Services. We are also was when we fine-tuned our coaching program. We work
undertaking projects and fundraising with the Nevada very closely with agents to help them identify what it takes
Childhood Cancer Foundation. to be successful. We guide them in making necessary
changes along the way. Agents like being held accountable
REAL Trends: Tell me one lesson learned when to what they want to accomplish because, ultimately, they
building your brokerage. make more money. We also realized that it’s not about the
commission. If our brokerage provides value and helps
Hamrick: When we acquired the company, I was the sales associates be successful, then you can justify the
branch manager of one office. My background and dollars to run the company at a reasonable profit. Q

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9





GETTING
STARTED

ICA - EXHIBIT A

SALES ASSOCIATE PERFORMANCE STANDARDS

To achieve the most personal, professional and financial success and satisfaction as a Sales Associate with Coldwell Banker
Premier Realty (“CBPR”), and to assist CBPR in its goal of maintaining and enhancing its reputation, image, performance and
position within the industry and community, the following performance standards apply:

A. PRODUCTION STANDARDS

1. Establish and operate by an annual Personal Business Plan outlining short term and long term personal, professional and
financial goals. Sales Associate is expected to dedicate the level of effort and sacrifice necessary to achieve their
Personal Business Plan goals. Performance is monitored and measured according to the achievement of the Personal
Business Plan goals. Monthly, bi-monthly and/or quarterly personal business planning sessions are conducted by Sales
Associate’s Managing Broker or Sales Manager to monitor progress, encourage performance and provide direction.

2. Work a minimum of 35 productive hours per week.
3. Achieve at least seven (7) units of production per quarter, including new listings, open listings sold and/or open buyers

sold. (New licensees must achieve at least seven (7) units of production in the first six months from their Anniversary
Date.)
4. Regularly contribute saleable listings to the office inventory and continually seek to maintain a minimum of five (5) active
listings.
5. Real estate brokerage is expected to be Sales Associate’s primary activity and income source.
6. If quarterly minimum production standards are not achieved as stipulated in section 3 above, Sales Associate and the
Managing Broker shall establish a 30 day work plan designed to return the Sales Associate to the production levels
outlined in their Personal Business Plan.

B. PROSPECTING / BUSINESS DEVELOPMENT STANDARDS
1. Establish a system and cultivate a personal sphere of influence (SOI) for direct mail and personal contact purposes. Sales
Associate shall continuously endeavor to:
a) build their SOI contact list with the objective of having a minimum of 100 “active” contacts within the first 90 days
of association;
b) to increase the number of SOI contacts by 25% quarterly; and
c) to eventually build the SOI contact-list to 1000 or more “active” contacts over the course of their career with
CBPR.
2. Prospect for at least ten (10) high impact hours each week, including but not limited to door-to-door, telephone, S.O.I., For
Sale By Owner and Expired Listings, Just Listed and Just Sold canvassing and open houses with a goal to make at least
twenty (20) contacts each day.
3. Send at least two (2) thank you notes each day.
4. Sales Associates new to the real estate business or new to the Las Vegas marketplace shall hold at least one or more
open houses each month using high impact preparation techniques.

C. MARKET KNOWLEDGE STANDARDS

1. Keep abreast of available inventory by previewing 10 to 15 homes each week.
2. Be familiar with local, regional and national economic, demographic and industry trends pertinent to the market, customers

and clients.
3. Review and comprehend the weekly Market Statistics Reports provided by CBPR.

D. CUSTOMER SERVICE AND PROFESSIONAL STANDARDS

1. Always place the needs of the customer first by delivering a level of service dedicated to quality, trust, honesty and
accountability.

2. Customers include buyers, sellers and other Sales Associates. They are to be treated with respect, courtesy, energy and
enthusiasm to maintain and enhance our individual and company image and reputation.

3. Full communication and punctuality in each and every customer relationship is imperative. Under promise and over
deliver. Return phone calls the same day. Report to active clients weekly.

4. Pay close attention to the details of every aspect of the business. Details, details, details.
5. Fully comply with Federal Fair Housing, Equal Opportunity and Anti-Trust laws, the Code of Ethics of the National

Association of Realtors.

PAGE 1 OF 2 ICA EXHIBIT A Sales Associate Initials ____________
REVISED JANUARY 2013

E. OFFICE, COMMUNITY AND INDUSTRY INVOLVEMENT STANDARDS
1. Regularly and promptly attend and actively participate in weekly sales meetings, company meetings and events.
2. Participate in office assignments when requested, e.g., Office Leadership Team, other specific committee and/or project in
the spirit of volunteerism and teamwork.
3. Appropriately seek Board/Association of Realtors and industry involvement opportunities to increase exposure and to
remain progressive and responsive.

F. EDUCATION STANDARDS
1. Participate in and successfully complete the new sales associate training program or the Coldwell Banker Orientation
(experienced agents) to become familiar with the resources CBPR has developed to assist in providing the highest level of
service and in achieving desired production goals and objectives.
2. Participate in appropriate office training sessions intended to improve performance weekly.
3. Participate in continuing education opportunities, including CBPR Business Meetings featuring outside professional
speakers, GRI, LTG and CRS courses, the Coldwell Banker International Business Conference and the Mike Ferry Super
Star Retreat, etc.
4. Utilize the CBPR videos website to watch training and coaching sessions.
5. Participate in Division of Real Estate Continuing Education courses necessary to maintain active license in good standing.

G. ATTITUDE AND WORK ETHIC STANDARDS
1. Critical and/or negative comments to and conversations with colleagues and subordinates about other Sales Associates,
staff support people, management, the office, the company, the competition and the business are not tolerated.
Constructive input and solutions in the spirit of cooperation and unity are welcomed by a responsive management team.
2. CBPR cultivates an atmosphere of aggressive goals, new ideas and innovation, personal and professional growth, active
rather than passive sales strategies, and a listing orientation.
3. The many tools and resources of CBPR are to be fully utilized to maximize production and performance, including our
exclusive Every Day Until Its Sold marketing program, the Seller Services Guarantee on every residential listing and the
Buyer Services Guarantee on every buyer sale.
4. Sales Associate is expected to maintain and actively use a visual listing presentation and the CBPR Seller Services
Guarantee intended to help preserve and obtain CBPR commission rates, and to fully communicate expectations and
service commitments.
5. Sales Associate is expected to be well-organized in the execution of the Personal Business Plan, to invest approximately
five percent (5%) of annual earnings in personal promotion, to present a professional image through proper business attire
and to maintain an appropriate, clean automobile.
6. Sales Associate is expected to assist in keeping the sales office clean and neat, including desk area, conference and
resource rooms, etc. All company signs, including temporary open house and directional signs shall be placed after
receiving permission from the property owner, and be promptly removed and returned to the office upon the closing,
expiration or cancellation of a listing contract. Signs shall be maintained in a condition reflecting a professional image.

__________________________________ ___________________________________ _______________, 20 _____
SALES ASSOCIATE’S PRINTED NAME
SALES ASSOCIATE’S SIGNATURE DATE

__________________________________ _________________________, 20 ______
BRANCH MANAGER’S SIGNATURE DATE

PAGE 2 OF 2 ICA EXHIBIT A REVISED JANUARY 2013

ICA - EXHIBIT D

COLDWELL BANKER PREMIER REALTY
AFFILIATION INVESTMENT & MONTHLY CHARGES

Marketing & Technology Set-up Investment $200.00

6 personalized yard signs

1000 business cards

Name badge & desk plate

Personalized e-mail address set-up

Personalized web page on lasvegashomes.com set-up

HomeFacts system initialization

Supplementary marketing supplies (i.e. open house signs, photo business cards) available at an

additional cost and can be ordered anytime throughout your affiliation process.

New Associate Account Deposit $150.00

Refundable after 1 year of affiliation in good standing with CBPR and the GLVAR

Total Affiliation Investment $350.00

Recurring Monthly Charges $60.00
Errors and Omissions legal insurance $35.00
CBPR technology tools & support
$95.00
Total Monthly Expenses

City, State, GLVAR and NRED Fees

These fees are the responsibility of each Sales Associate to monitor and pay at the time due.

City Business License Dues: $50 semiannually
City of Henderson (Green Valley Office) $150 annually (+$50 application fee)
City of Las Vegas (Sahara and Centennial Hills Office)
$200.00 annually
State of Nevada Business License
See GLVAR fee schedule
Greater Las Vegas Association of Realtors®
See NRED website for renewal
Nevada Real Estate Division fees, schedule and required
continuing education

PAGE 1 OF 1 ICA EXHIBIT D REVISED OCTOBER 2013