To exceed expectations and to be the real estate sales team of choice for home buyers and home sellers of Virginia
To be omnipresent in regards to real estate sales in Virginia
To open doorways for our clients and for those on our team; to be located in 27 markets across Virginia
Your Big Why
Why do you do what you do? Do you do it for your family - for others - to make a difference? Perhaps you do it to help your son or daughter or your mom or dad. Maybe you want a big boat or nice cars and a beautiful house. When you have clarity on why you are doing what you are doing, you will never have to worry about the, “How.” I promise, the, “How” will show up.
Dan Rochon’s Big Why
Dan Rochon is the Owner of the Greetings Virginia Real Estate sales network. Dan does what he does so that he can open doorways for others such that they can achieve every opportunity that they desire to design their life for.
Be, Do, Have
Most of us think we need to “have” something (such as more time, more money, more experience), so that we can “do” something worthy (such as start a business, take a vacation, change a career) so that we may "be" someone (Gary Keller, happy, in love, etc.)
In reality, this is backward from the way that successful people design their life. When we focus on who we choose to, "be" (such as charismatic, loving, a leader, approachable, willing to succeed, willing to fail) and then we "do" what successful people "do" (such as take calculated risks, lead generate, stay focused on the most important thing that will generate the most results, say, "no") then we will "have" (great relationships, thriving businesses, a life worth living).
Our game plan for success is that we will:
Generate a massive amount of leads
Convert those leads and close at a high level
Have the very best people in the business in our business
Maintain at least 40% profitability
Our Greetings Virginia Play
Our agents play the following each workday and each week:
Attend one face to face appointment each workday
Attend one networking event each week
Attend two first time appointments each week
Lead generate for three hours each day
To have a profitable and fun business that serves our employees, our agents, our clients, our partners, our families, others, and us with grace and ease, so that a life of abundance, freedom, choice, and that you realize full self-expression.
God, family, and business
Each transaction should be a win-win
We value each client with high care
We achieve success through people, lead generation, and systems
We do the right thing every time
We serve others
We are an organization that fosters an environment of open communication and feedback. We work from goals, action plans, standards and accountability to the team.
Our standard is team members will:
Add five people each day to the Infusionsoft database. These may either be Sphere of Influence or Nurture individuals
Attend one networking event each week
Attend one face to face meeting each day
In the absence of a face to face appointment, our agents will visit a For Sale by Owner each day
Attend two first time appointments each week
Get hired 75% of the time
Go to closing 75% of the time that you get hired
Close 4 transactions per month (after your first 60 days)
Introduce at least one real estate agent (to recruit) each month to the local KW Team Leader or GV Sales Team Leader
We are intentional and make every action count. We are on purpose. We choose to take responsibility and design our own lives.
Our Company Politics
We embrace the politics of productivity. Opportunity is created and rewarded to high performers.
We intend that we have an organization that fosters you to get what you want. We want to be the real estate sales company with the most leaders, and we understand that the company with the most leaders results in the highest performance.
For you to demonstrate your leadership, you will reach or exceed the standards. When you meet and exceed the criteria you will be rewarded with opportunity.
Think, "Big" and act, "Small
If you are going to do something - why not do it BIG? To be able to do something BIG, we will break it down into manageable activities that you can do each week and each day.
Founder and Chairman of Keller Williams Realty, Gary Keller says,
To gain clarity on the most important steps in your life, ask yourself each morning, "What is the one thing that you could do right now so that everything else that you do is either easier or unnecessary?"
How We Treat Others
It is our Company’s sincere philosophy that by giving to others will generate a higher return than by thinking or focusing on us first. This way of thinking can be summed up by:
⦁ The Golden Rule
⦁ Givers Gain
Not only are the above philosophies good to live by, but so many wonderful things happen if you do the right thing, do the unselfish thing, and do the loving thing.
About our Culture
We define culture as the way that you treat one another. We understand that when our Company embraces Growth, then we will be Productive which will allow for us to be Profitable and through Growth, Productivity and Profitability we are able to have a worthy culture. We care for others. We volunteer. We serve. We have fun.
Helping in Houston, TX after Hurricaine Harvey
These are the fundamentals that will lead to success for our business:
⦁ Script and role play each day
⦁ Generate leads, capture leads, and convert leads to appointments
⦁ Get agreements from buyers and sellers
⦁ Show homes to buyers and market listings for sellers
⦁ Write offers and negotiate contracts
⦁ Coordinate the sale to closing
⦁ Manage the money
We embrace the strategy of over communication. With help from our support staff, we communicate with each client at least five times per week. We guarantee in writing with our clients that we will interact with them systematically.
We communicate with each other in a manner that is excessive.
There is no boundary of too much communication.
Our goal is to execute our tasks in a way that is predictable and that we exceed our client’s expectations. We intend to make our way of doing business simple.
"Formal education will make you a living, self-education will make you a fortune" -Jim Rohn
Our strategy of education is:
⦁ Take Action
⦁ Take Action
Our education policy is that you will always be seek to improve. It is expected that you develop in areas of your business, your job, your health, your relationships, your spirituality, your wealth, your fun and in any other manner that may be important to you.
We intend to have a consistent and predictable business and to do so, we lead generate every day. Every sales team member of the Team will embrace the philosophy that Lead Generation is our priority. Until you do your lead generation each day, you should do nothing else. We are in the lead generation business, specializing in real estate sales.
*All Team members will follow the "do not call" rules and regulations at all times.
Our sales team members spend at least three hours in the morning every day and an hour to an hour and a half in the evening two nights a week to accomplish their goals. The best time will be between 9:00 a.m. to noon and between 7:00 p.m to 9:00 in the evening.
When generating leads, we understand that rejection is never personal. In fact, getting rejected is what will happen the majority of the time. If you fear rejection, this is not the right opportunity for you. Sales team members will have 20 conversations about real estate each day while asking another person if they intend to, "Buy a home, sell a home, or invest in real estate".
"Until Your #1 Priority is Done - Everything Else is a Distraction!" -Gary Keller
Our primary intention is to generate leads for listings. We seek listings so that we will attract buyers. For each listing that we take, we will attract two buyers.
It is the goal of our sales agents to get an appointment for each lead. If there is no phone number given with a lead, it is your goal to set up a phone appointment via email. An excellent reply back via e-mail is: “I have that information you need, what is the best time and phone number to contact you?” An appointment for another phone call is acceptable. We NEVER leave an appointment without setting the next step.
We treat each lead like it is golden. A complete intake and needs analysis is essential to set good appointments and will be completed by sales team members. To ask a buyer to come into and meet at the office shows service; be confident that you are the Agent that will find the person on the other phone line a home that will hit the bulls-eye. When you do an intake, have a good flow in your conversation and ask the right questions. A great intake will lead to a more efficient way to do business and lead you to a higher income.
Proper Procedures for Intake and Conversion
Part of the Team's value to our Agents is that we use proven and repeatable systems based on evidence – not emotion. As a result of years of experience and study of successful models these systems have been developed. Our Agents use these systems with all prospects and clients. Below is a brief outline of these procedures that are taught to our Agents (this outline is not intended to describe all steps required – only to highlight the "Big Rocks" of working with a buyer.)
Use the 70/30 intake process (which train our sales team members on)
This system is proven to be proactive in avoiding complications in the future instead of being reactive to problems when they arise.
Never end an appointment or conversation (including a phone call) without setting up another meeting(another phone call counts as an appointment).
Share,”This is what will happen next…” when ending a conversation.
Recommend our preferred lenders regardless if the prospect is already working with a lender or not.
Introduce our prospects to a preferred lender and use the appropriate email in Infusionsoft CRM.
Have the first appointment with a buyer be in the office (ours or another KW Realty) and use our buyer consultation during this meeting.
Get a Buyer Broker Agreement signed before you show a property.
Have a copy of the lender letter in hand prior to your first meeting with a buyer.
Be prepared no later than one hour ahead of any showing appointment.
Preparation for a showing appointment includes:
Review local market data for the areas that you will be showing a property.
Identify all properties that you will show.
Obtain showing instructions for all properties.
Speak with each listing agent of the homes that you will show to gather information.
Identify short sale properties and REO properties and doing an extra assessment of these properties to include reviewing the listing agent's record of success with these types of listings.
Prepare a showing packet for each person that will be viewing property.
Utilize a showing packet when you show homes.
Have another person on the team review all offers before you submit to the listing agent.
Always strive to write a contract that gets accepted.
Here is a complete description of the Greetings Virginia Sales Network Buyer Consultation Strategies.
The gold is within the Lead Generation, and the platinum is within the Lead Conversion. Conversion takes time. When we are successful, it often appears as an event - in reality, it is most often a result of many activities through time.
Our intention while lead generating is to always get a name, phone number, email address, and home address. We will turn our activities into appointments. We will convert our leads at the highest level possible. To do this will take persistence, systems, skill, and timing.
Converting a lead begins with getting enough information to be able to contact the prospect - then moves to build rapport, credibility, and relationship and ends with a phone or face to face appointment. At the end of each conversation or meeting, you will ALWAYS schedule the next step or phone call.
The maximum time between touches for any prospect should be three months. The script to use to set this up would be:
"Would you mind if I follow up with you in the (next season - winter, spring, summer, fall)?"
We are in the Sales Business
Our efforts should be to exceed our client’s expectations, and we only earn our income when we go to closing. Whether you are a member of this Team as a salesperson or administrative support, it is imperative that you have the understanding that we only get paid when we successfully close a transaction. To be successful in real estate sales, you must have this mindset.
You can't put motivation in anyone. It has to come from within. You can teach the skills, and you can reinforce, but you can't make someone want to do something." -Jean Burgdoff co-founder of Burgdorff Realtors in Murray Hill, NJ with 30 offices and $2 billion in sales as well as the owner of the #1 ERA franchise in the world.
It is the Company’s priority that you are as successful as you can be. We will provide you education, training, development, staff, systems, structure, and support. It is your responsibility to participate in:
Role-playing, scripts, and each day Monday to Friday
Your local Keller Williams Realty brokerage weekly Team Meeting
One Keller Williams Regional Training event each quarter.
One Keller Williams Realty International Training Event such as Family Reunion, Mega-Camp, or Masterminds each year.
Read the Millionaire Real Estate Agent book within one month of joining our Company.
Read one (1) book each month on development, physical development, or real estate in general.
⦁ Share what you learn with others on the team.
Encourage and support EACH member on the team for their success.
A typical schedule
A high producing agent's schedule would be:
8:30 AM to 8:45 AM - Participate in Power-up Call
8:45 AM to 9:00 AM - Scripts and Role play
9:00 AM to 12:00 PM - Generate leads
12:00 PM to 1:00 PM - Lunch
1:00 PM to 6:00 PM - Show properties, prepare for showings, attend education, or continue to generate leads
The most successful agents time block each week and follow their schedule. If you must erase, you must replace. To be successful, you will schedule the most important activities (your Big Rocks) first. These would include Spiritual Time, Family Time, Relationship Time, Fun Time and Education Time. You will then schedule your highest priority in business which will be, Lead Generation and you will then schedule your Appointment Time. You will schedule your appointment time for the entire year and, your intention during Lead Generation will be to fill the Appointment time.
Internet usage has everyone accustomed to fast response times, so you should think regarding to respond in less than 24 seconds rather than 24 hours. Speed wins this contest almost every time. When an Internet lead comes in, our chances of conversion are highest if we call them while they are still on the website. We require instant response for incoming Internet leads.
A large part of our business is derived from direct online lead generation efforts or from relationships that we have established with online providers such as Agent Pronto, Dave Ramsey Endorsed Local Providers, Agent Machine, Estately, Veteran's United and others. We invest a lot of money in Facebook advertisement. A large amount has been invested into developing our official Company website, www.GreetingsVirginia.com
It is imperative that we respect the Internet leads and close them at a high level. These leads are expensive. The relationships that we have with our online partners are vital and they are at the mercy of our high performance. As a minimum, we expect to close 10% of the leads that our online partners give us.
Research shows that buyers and sellers captured on the Internet often begin their online search as much as 18 months before they intend to buy or sell. To fully optimize the opportunity of the Internet, it is imperative that we follow up with these prospects for an extended period.
Pay Per Click. 1 out of 10 = A lead. 100 leads = 5 sales over two years. We must stay in touch with them for those two years.
Agents will be supported by the Inside Sales Agents to be sure that our response time is quick and conversion rates are high and that we can follow up effectively over a long duration.
Transaction vs. Relationship Marketing
Transaction Marketing means that we work with people that we have not yet met. We do this through radio advertising, Internet advertising, telemarketing and other paid advertising. Each of these methods is a tremendous financial investment that the Company makes in your success.
Relationship Marketing means that we work with people that we have met - or at least you had a conversation with the person.
Our business use both of the above methodologies. We intend to meet a high number of people through Transaction Marketing and networking and then use Relationship Marketing strategies to convert them at a high level.
Transferring from Transaction to Relationship
For individuals that we meet face to face, we use a high touch campaign to gain and maintain mind-share. The Company invests in the following for our Agents:
Quarterly Client Appreciation Events
Spring Charity Poker Tournament
Summer Nights at the Movies
Autumn Pig Roast
Winter Christmas Tree Giveaway - We buy trees for our Sphere of Influence in exchange for a donation from them to Toys for Tots.
Resources Provided for our Agents
Daily coaching by Mega-agent
Listing and Marketing Assistant
Full Administrative Staff
Support from Fellow Team Members
Closing and Customer Care Assistant
Data Base Management Program
Greetings Virginia Website
Benefits of Radio advertising
Benefits of Facebook advertising
For Sale Signs
Database Email Reports
House Anniversary Mailings
Team 800 number
Care for business while on vacation
Inside Sales Agent to set 75% of your appointments
Runner - Listing Assist
Quality Allied Businesses
SEO Assistance for Listings
A High-Income Potential
Leverage So You Can Focus on High-Level Tasks
A Branded App
No Administrative Expense
No Marketing Expense
Team Support and Encouragement
Reputation and Strength of a Successful Team
A Supportive Culture
An environment Conducive to Growth
Video Tours/Video marketing
Accounting / Bookkeeping
Limited or Zero Risk
Accountability to Help You Get What You Want
Adding to the database for the purpose of converting from Transaction to Relationship
If our office speaks with 100 people a day, then conservatively 30% of the people we meet will provide their email address. That’s 30 emails a day for our team that we will add to our company database (Infusionsoft).
Asking for Email Addresses
Each day you talk with new clients, past clients, current clients, leads and more. At the end of every conversation everyone, even the administrative team, should say:
“By the way, we send out two helpful videos a month, and I’d like you to receive them, what your best email address? The emails will come from our team leader, Dan Rochon.”
We want every contact in your database to know this when they hand over their email address. When our contacts know that they will receive valuable emails, our email open rates will dramatically increase since you will build a 100% permission-based email list.
Studies show that the average person spends three hours each day online using a mobile app. As a member of our team, you will have access to one of the best real estate mobile apps available to share with your clients. You will place a high emphasis to share our mobile app with consumers.
We use video as a large part of our marketing and conversion. Agents will tape a testimonial video from each client on or before each closing.
The script to share with those clients is:
"I had a (problem or goal). I hired the real estate agents at Greetingsvirginia.com, and they helped me to (solve my problem or achieve my goal) by, (state how we helped them). If you have the same (problem or goal), you should contact Greetingsvirginia.com now!"
We share video marketing messages every two weeks that is educational and shares value (not selling) with our clients, past clients, and sphere of influence.
Here’s what to say on a phone call with your sphere of influence or prospective lead, for example:
“Hi, is this Greg? Greg my name is Dan Rochon – I’m with Greetings Virginia Sales Network here in Alexandria, VA and I see you subscribe to the real estate videos I publish about what’s going on with local home prices. Do you get our videos? Great! I’m calling with two questions, and I’ll let you get back to your day. First, do you have any questions about where the market is heading or about buying or selling a home I can answer for you in my next video? If I pick your question, I’ll send you a $25 gift card. Great! Happy to answer that. Do you also happen to know anyone in your circles who may need to buy or sell a home? Okay, thank you. When do you plan on moving, by the way? Great! Thanks for your time and if I pick your question for a video I’ll let you know.”
If you know the person you’re calling, soften up the opening line:
"Hi, this is Dan! I'm calling to check to see how things are going. I also have two quick business questions for you if you have time…."
If you are an Inside Sale Agent making calls on behalf, of our Agents the script changes to:
"Hi, my name is Anthony with Greetings Virginia Sales Network. Dan Rochon asked me to call you, and Dan wants to know…"
When a client or prospect calls your cell phone, and you do not answer, Voicemail is the caller's impression of you and our company. Each touch point is vital to creating a cohesive, professional image of our company. The proper voicemail to leave on your phone is:
“Thank you for calling ________ with the Greetings Virginia Sales (Or Greetings DMV Sales Network if you are a part of our Maryland or DC expansion) Network with Keller Williams Realty. Leave a message, and I will return your phone call during the same business day or immediately on the next if you are calling after hours. For more information about our services, visit the real estate website, www.greetingsvirginia.com. Thank you!”
When you meet with a client or prospect, never answer your phone or text or email another person while you are with them unless you are communicating about something that regards the person in your presence.
Never answer your phone when in a team meeting – regardless of who it is. (Unless it is an emergency on the scale of a 911 phone call). Do not get distracted by viewing your phone while in meetings or with a client.
When answering Company phones in the office, the correct greeting is, “Greetings Virginia, this is ________, We Exceed Expectations” When answering your cell phone, it is appropriate to respond in any way that you choose.
One of our lines of communication is through Email which you should check at least four times per day. You should have a smartphone so that you may access email while out of the office.
You will send all emails from your firstname.lastname@example.org branded email. Coordinate the setup of this with the Team Manager. When you verbally or otherwise give your email address to anyone, you must use your branded email@example.com email address because it allows for us to brand better our website resulting in more opportunity for all.
Business Cards and Name Tags
The Greetings Virginia Sales Network spend tens and tens of thousands of dollars on various marketing, they and our staff spend countless hours on the various lead generation activities and prospecting for our mutual benefit. One of the few marketing expenses that agents will have to pay for will be for your business cards and name tags. You will have a team branded business card and name tag.
Agents are responsible for ordering and paying for their name tags and business cards. All business cards should have a photo of the Agent on it.
Agents are required to wear name tags during business hours and when meeting with clients or prospects.
Attendance and Punctuality
Your schedule will vary depending on your role.
Do not schedule any other work-related appointments including closings, showings, walkthroughs, inspections, or other meetings with clients or other appointments during Lead Generation or Company Training time.
Standards of Conduct
The work rules and standards of conduct for the Greetings Virginia Sales Network are essential, and the Company regards them seriously. All independent contractors, agents, and employees are urged to become familiar with these rules and standards. Also, all independent contractors, agents, and employees are expected to follow the rules and standards faithfully in doing their jobs and conducting the Company’s business. Please note that any employee who deviates from these rules and standards will be subject to corrective action including up to dismissal. Any independent contractor or agent who deviates from these rules and standards will have their independent contractor relationship reviewed.
While not intended to list all the forms of behavior that are considered unacceptable in the workplace, the following are examples of rule infractions or misconduct that may result in disciplinary action, including termination of employment or severance of agent relationship.
Theft or inappropriate removal or possession of property.
Working or being in the office at any time while under the influence of alcohol or illegal drugs.
Possession, distribution, sale, transfer, or use of alcohol or illegal drugs in the workplace.
Boisterous or disruptive activity in the workplace.
Negligence or improper conduct leading to damage of company-owned or customer-owned property.
Insubordination or other disrespectful conduct.
Loud and disruptive conversation in the office.
If you violate safety or health rules.
Sexual or other unlawful or unwelcome harassment.
Excessive absenteeism or any absence without notice.
Use of inappropriate foul language while in the office or with a client, customer, or prospect.
Unauthorized use of telephones, or other company-owned equipment.
Using company equipment for purposes other than business (i.e., playing games on computers or personal Internet usage).
Disclosing business “secrets” or confidential information.
Unsatisfactory performance or conduct.
All agents will keep your real estate license, continuing education credits, local MLS dues, and local boards dues and requirements up to date and in good standing at all times.
As a minimum, all agents must get their real estate license in 2 of 3 local states (Virginia, Maryland, Washington DC) within no more than 90 days of joining the team.
A professional image is required at all times while in the office or with a client. A minimum of Business casual attire is required.
Men are expected to wear as a minimum standard, slacks and a button-down shirt that you tuck into your pants. When with a client, a gentleman should wear a tie. Ladies should wear either slack with appropriate top or a skirt and blouse or a dress. Jeans are not suitable for men or ladies.
All clothes should be cleaned and pressed.
You should wear a name tag and carry business cards with you during business hours and when you are at the office or with clients.
We describe future opportunities for our 3-year plan here. As our organization grows, we anticipate to only promote from within the Company.
About Working Together
"Two are better than one because they have a good return for their work: If one falls down, his friend can help him up. But pity the man who falls and has no one to help him up! Also, if two lies down together, they will keep warm. But how can one keep warm alone? Though one may be overpowered, two can defend themselves. A cord of three strands is not quickly broken." -Ecclesiastes 4:9-1
Our success is mutual. The team has been engineered to succeed at an optimal level with each member entirely taking on your duty. You are responsible for understanding that your actions impact others.
This practice applies to our extended team including lenders, title companies, home inspectors, etc. Together we achieve more. We insist that you use our preferred vendors when you can because when you do so, you can be confident that you are working with an individual committed to the same outcome as you.
Conversations that Dan Rochon and the Leadership will Engage in
Owner, Dan Rochon loves to engage in day to day conversation, and he enjoys the professional relationships that the team develops. He views each member of the team as an extended family that he should guide to achieve their highest destiny.
Dan has each moment of his time scheduled. He is intentional in his communication - he gets to the point as soon as possible. That works for some and may not work for all. He intends to be the most productive and useful. Dan's highest concern is in who you become and in you to be the most excellent version of yourself as possible.
In regards to the operations of our business, the Leadership of the Company (Including Dan Rochon’s Executive Assistant and Any Department Director) are available to discuss:
Acknowledgment of Team Member individual success
Writing offers that get accepted
Having fun and ideas to promote fun
Opportunities for improvement in systems or structures
Proactively avoiding obstacles in a transaction*
Overcoming obstacles as they occur in a sale**
*The better that you are with this task, the less that this conversation ** will be required.
In regards to the operations of our business, the Leadership of the Company (Including Dan’s Executive Assistant and Any Department Manager) will never discuss::
Other Team members with Team members in anything less than a positive manner (unless if it involves an action which is illegal, unethical, immoral, or harms others or the Company; these situations should ALWAYS be brought to Leadership’s attention ASAP)
Anything that takes away from the fun, positive, productive environment
If you ever have a business concern that needs a conversation with a member of Leadership, please present it to them with at least two possible solutions. Matters presented without at least two possible answers will not be considered.
If you ever have a business concern that you need to address, please only direct the issue with the appropriate person that can make a difference.
Final Message from Dan:
Thank you for considering an opportunity for our business. My priority in the relationship with those that I work with is to empower them. I have complete faith in those that we hire. My job is to create the ground for others to massively succeed. If we were to work together, your role would be to take advantage of the opportunity fully and to contribute at the highest level.
-Dan Rochon, Owner
We Exceed Expectations!
If you would like to learn more, enter your information below and get a call within one business day to meet about starting or growing your real estate career:
Greetings Virginia Sales Network
Rockstar Real Estate Coaching
5971 Kingstowne Village Parkway, Suite 410, Alexandria, VA 22315