We recognized that broker and managers taking leadership positions might not have formal training to support their new critical role serving agents at the
office level. RELA passionately provides a solution. Whether we instruct live on location, via zoom or on demand at your own pace, RELA creates the perfect
learning environment. Click the “more information” button to learn more.
Real Estate Leadership Academy
WHAT IS REAL ESTATE LEADERSHIP ACADEMY?
A program that inspires recruiting and growth and begins the transformation from manager to top business leader in your
market.
PURPOSE
THE BOTTOM LINE in today’s real estate brokerage industry is: if you have an environment that inspires agents to create a sustainable real estate career, they will never leave you. In addition, you will be identified as the most attractive company in which to work. This means that you will create cardcarrying members of your fan club for life. As an experienced industry executive, Lead Instructor Rich Casto knows the challenges of profitability, recruiting, retention and overall growth that managers can encounter in the responsibilities of their daily jobs. Rich realized that these problems were not due to a
lack of desire to succeed; managers were simply put into a leadership position with the responsibility of profitability without proper training.
Through practical experience and benchmark results, Rich has created a system that will have recruits knocking down your doors. Every manager that has applied these systems is experiencing recordbreaking profitability and a steady stream of recruits.This maverick model of recruiting will attract the top producers in your marketplace, as well as retain all of your existing agents. Your agents and the competition’s agents will see you as the true value proposition when you become the top business leader in your market.
Real estate leadership academy
Real Estate Leadership Academy (RELA) is designed to turn managers into Human Resource Leaders. RELA is designed to transform managers from reacting to their agents to creating an office culture of abundance and growth.
The program lasts six months and is designed to get actual recruiting and retention results. The managers will experience training from “Cleaning House Before Inviting Company” to “Attracting the Experienced Agent.”
Most importantly, RELA is designed to help change managers into better coaches for their agents, hence increasing their ability to attract quality agents from other companies.
This program is designed to show managers how to empower their agents to solve their own problems instead of expecting managers to be problem solvers. This frees up time for the managers to recruit more quality agents.
- 50 office evaluation questions
- Leadership 101
- Be the coach not the manager
- Effective sales meetings
- The new agent interview
- The experienced agent interview
- Retaining your top producers
- Contests that actually work
- Agent's councils
- Identifying agents that are going to leave
- Managing your offices listing inventory
Furthermore, the program is designed to solicit recruiting and retention commitments that the managers are held accountable to. This program has doubled, tripled and even quadrupled recruiting in some very large brokerage firms.
We encourage you to call the brokers that have experienced this program
Detailed Program for Brokers/Managers
Month One
Module #1
- Introductions
- Why are you here?
- What are your expectations?
- Recruiting process
- Review of the complete program
Module #3
- 50 critical questions
- The recruiting interview
- Review of the complete program
- The business plan
Module #2
- Breakout group
- Discussion of three most critical issues
Module #4
- Recruiting plan
- Commitments/Accountability/Workout groups
- Manager assignments: competitor research
Month TWO
Module #1
- Experienced agent interview (Role play by instructors)
- Breakout groups (What do experienced agents want?)
- Define experienced agent need
- Recruiting tools and delivery
- Report on the competition
Module #2
- Recruiting the experienced agent
- Prospecting
- Interview
- What is your value prop?
- Coaching
- Follow-up
- Hire
Module #3
- Recruiting plan
- Commitments/Accountability/Workout groups
Month three
Module #1
- Retention
- Case studies (Workout groups)
Module #3
- Experienced agent interview skill practice
- Experienced agent prospecting skill practice
Module #2
- Sales meetings • Agenda
- Use of technology
- Attraction techniques
- Guest speakers • Integration of tools
- Deliver valuable content
Module #4
- Recruiting plan
- Commitments/Accountability/Workout groups
Month FOUR
Module #1
- New agent interview (Role play by instructors)
Module #2
- Align your team (Clean house before you invite people over)
- Where are you taking your office
- Align your staff and have your systems in place
- Publicly declare your vision • Enroll your agents
- PCase study (Office alignment)
Module #3
- Coaching your agents
Module #4
- Experienced agent interview skill practice
- New agent interview skill practice
Module #5
- Recruiting plan
- Commitments/Accountability/Workout groups
Month FIVE
Module #1
- Agent training (Role play by instructors)
Module #2
- Inside the numbers
- Case study (Impact of recruiting experienced agents)
- Budgeting and projecting
Module #3
- Training your agents
- Areas of focus
- Skills
- Technology
- Do’s and Don’ts
- Mentors/Coaches • Top agent training
- Contests
Module #4
- Experienced agent interview skill practice
- Experienced agent prospecting skill practice
Module #5
- Recruiting plan
- Commitments/Accountability/Workout groups
Month SIX
Module #1
- Manager presentations
- Sales meeting
- Training session
- Technology
- Experienced interview
- Workout group (7 steps of accountability)
- Manager first month selection
- Workout groups presentation
Module #2
- Recruiting plan
- Commitments/Accountability/Workout groups
Module #3
- Feedback • Recognition • Survey
Your Instructors
RICH CASTO
- Owner of two successful start-up brokerages
- Held broker’s license and practiced real estate in four states
- Lead Multiple offices across 4 states recruiting over 5,000 agents
- Consulted, coached, and trained over 100,000 agents across the country
- Consulted for 38 of the top 50 brokerage firms according to Real trends
- Personally facilitated over 60 Merger/Acquisitions/Joint Ventures totaling over 40 billion in newly created agent volume across three states
- Creator of Certified Real Estate Negotiator (CREN). Over 11,000 agents certified
- Served as Executive Vice President and Chief Revenue Officer for three of the largest brokerage firms in the country
OBIE WALLI
- Over 20 years in Real Estate and Finance
- Owned and operated a commercial brokerage (sold in 2016)
- Expertise in M&A, Financial Modeling, Operating Metrics benchmarking
- Completed over 80 Mergers and Acquisitions
JAY BOURGAN
- 17-year industry veteran
- Owner of Top Producing business in Residential Real Estate
- Creator of successful mortgage platform
- Expert in Team growth and acquisition
- Expert in mortgage and ancillary service growth
Quotes
Yesterday we had Rich in for an all-day workshop with my leadership team. He
was amazing both in content and presentation. He managed to get the entire
team engaged even when confronting the brutal facts. It is the single best
experience we have ever had with any outside trainer or consultant! In addition,
since we have been working with Rich, we have gone from recruiting 6 to 20 new
agents per month.
- Margaret Dixon, Arizona.
I just signed my tenth experienced agent this month for a combined volume of
$23,500,000. AND I have more appointments this week and one for next week.
AND I made two more calls yesterday; I am flying high!!! Thank you so much for
sending me that flyer last year and for making me look in the mirror and be
excited about this business again.
- Carol Lalumondier, Missouri.
I came with hope that I could obtain some insight into how to recruit a new
leadership team. What I received was a far better model on how to create a
stronger culture, a better plan for extending training to my existing agents and
coaching them and new recruits. The information gained in recruitment of
experienced agents was far beyond what I expected. This has been the best
seminar I have ever attended.
- Jack Pretti, Colorado.
Rich pulled us together as a team and challenged us to grow ourselves from the
inside out in order to increase our capacity to grow our business. It’s working!
- Jerry Reece, Kansas.
I have been managing realtors and companies for over fifteen years, but had no
idea what I could be doing better for myself as a manager or as a partner with my
sales associates. I would recommend this seminar to new managers as well as
seasoned.
- Collen Dean, Utah.
Having gone to a number of recruiting seminars before, I have to say that Rich’s
program is by far the best. By building a principle-based company to recruit to, I
am returning energized, empowered, and confident that I will become the
strongest recruiter in my market.
- Matt Dollinger, Illinois.
Contact
Contact us for more information on delivering RELA to you or your company: