Flex Standards
What are the flex performance standards? (not minimums)
% to Logged Transaction Target L6M = 100%
Answer Rate L3M = 60%
ALM Appt Rate L3M = 80%
Closing Doc Submission Rate L3M = 100%
15
How often do partners need to update their leads that are in an active category?
Every 7 days
What are the 3 c's? (ZWS: Influence)
Connect, contrast, convince
What does G.R.O.W. stand for in ZWS?
Goals
Results
Obstacles
Who
What is the goal for met with rate?
45%
True or False: We will consider price, lead type and pause status for each agent selected as a fallback
False, we will only consider their pause status
Role play how you would explain this metric to a partner. Logged % to Transaction Target.
This metric measures our attainment to our transaction targets over the last 6 months. Transaction Targets are measured by calculating the average conversion rate for your market based on connections delivered to you.
What are the different performance ratings for a partner? (give rating and % breakdown for partner performance to % to TT)
What monthly metrics are GAs performance managed to?
70 minutes partner engagement time, 90% to TT for the month, 100% SBR pacing
We are coaching agents to convert at least 1 out of ___ # of connections?
1 out of 20 connections = 5% CVR
Partner wants an exemption fee for a flex lead. What is the process and how would you explain to a partner next steps?
2 way communication + exemption request form submitted within 48 hours of receiving the lead
What should you be checking/emailing with partners the second week of the month?
Check for zip code changes/agent capacity (deadline is 2nd mon of the month) and send pacing to goal updates + pipeline accountability
True or False: Success fees are only owed within the first two years of receiving a flex connection.
False
True or False: Team members can be a part of a flex team and receive connections from an MBP team at the same time.
False
What is the maximum capacity number for each agent that we will consider when totaling monthly connection volume for a team?
15
What's the guidance to move a lead to nurture stage?
there’s been no two way communication with the customer after 60 days of consistent follow up, buyer confirmed they are more than 6 months out from starting their search (buyer not financially ready or wants to rent), Buyer is committed to working with another agent
What metrics will make a partner eligible for entering disengagement?
L6M% to TT < 75%
Answer Rate L3M < 40%
ALM Appt Rate < 60%
L3M Closing Doc < 75%
What are the two tactics you can use to convince (Get agent to 'feel' the impact of embracing your recommendation and take action)?
Success Stories
Word Pictures
What are the three secondary metrics?
Answer Rate
Last 3 months >= 60%
Closing Doc Submission Rate
Last 3 months >= 100%
ALM Appointment Rate
Last 3 months >= 80%
True or False: Your connection volume plan is refreshed every month and determined by your team’s performance and the available connections in the market.
True
Share screen: How do you check where you are at in your logged transaction pacing?
see screen
New Partners in Flex may be eligible for Disengagement after their 3rd full month in the program based on these four metrics.
Must maintain minimum 75% to Logged Transaction (TRX) Target over the last 6 months
Must maintain 40% minimum Answer Rate over the last 3 months (Effective 1/1/24)
Must maintain 60% minimum ALM Appointment Rate over the last 3 months
Must maintain 75% minimum Closing Document Submission Rate over the last 3 months (Effective 1/1/24)
Primary, Secondary, Developing, New
What is the blindfold principle?
When the Agent doesn’t know why you are asking, where you are leading them, or your motive, they will always assume a negative.