Zoocasa Program + Network – Policy Guide

Ideal Agent Accelerator Program Candidates

• Have completed the “eXp Bootcamp” program
• 6 months to 2 years licensed in real estate
• Deal count: 5+ deals (of any kind) in the last 12 months
• Coachable with an open, positive mindset
• Driven towards constant improvement
• Excitement about engagement in the program
• Have started, and can share, some examples of previous self promotion

Agent Accelerator Program Guidelines

Zoocasa Accelerator Agents must treat Residential Real Estate Sales as their full time pursuit. The minimum criteria to remain an active agent include:

• Attendance + active participation in all mandatory meetings:
  • Daily morning sales huddles
  • Bi-weekly small group masterminds
  • Monthly 1:1 Coaching session
• Completion of all Zoocasa Agent Accelerator Program Onboarding + Ongoing Skills Training Requirements
• Maintain minimum standards with against measurable metrics:
  • 300 Weekly touchpoints in CRM
  • # of touches made per lead
  • Avg. Speed To Action (Call, Text, Email)
  • Avg. Contact Attempts (Call, Text, Email)
  • % of lead responding (Call, Text, Email)
  • Conversion Rate
• Prepare for, and attend, all Client Facing Meetings
• Share Active, Accurate & Current Digital Calendar with the CRM system
  • Alert Zoocasa of any and all upcoming vacations, or any other times in which opportunities cannot be effectively serviced. 

Zoocasa’s Agile Sales Methodology

5 Components to Agile Sales :

1. Daily Meetings
2. Short term goals
3. Measurable Metrics
4. Flexible To Changes
5. Accountability

DAILY SALES HUDDLES – Must Attend One of (9:00am, 9:15am, 9:30am, 9:45am)

Quick daily meetings are usually held at the beginning of each day. Each session is quick and is known as ‘stand-ups’ because the team members typically remain standing for the duration. The goal of the meeting is to get everyone on the same page by having every team member answer three questions:

“Stand-ups”

1. What did you achieve yesterday?
2. What will you achieve today?
3. Are there any obstacles in your path?

*If two huddles, monthly meetings or 1:1 sessions in a row are missed leads may be turned off

SHORT TERM GOALS

Establishing short-term goals is the linchpin of the agile sales methodology, and are also commonly referred to as ‘sprints.’ Long-term objectives are broken down into smaller, more realistic short-term goals. Each of these sprints may be as short as a day but rarely exceed a month. Breaking down daunting objectives into reachable goals helps to keep employees motivated and on track.

Weekly or Bi weekly Goals

• Appointments Set
• Calls Made
• Emails Sade
• Texts Sent

SHORT TERM GOAL (example) – 300 Weekly Touch Points in CRM
LONG TERM GOAL (example – Deals per year/GCI – 12 deals per year minimum

MEASURABLE METRICS

With certain goals for the sales team or sales managers in mind, metrics are put into place to track the progress. For example, if a manager/coach finds that a agent is not creating enough response from leads, then their key metrics could be:

• # of touches made per lead
• Avg. Speed To Action (Call, Text, Email)
• Avg. Contact Attempts (Call, Text, Email)
• % of lead responding (Call, Text, Email)
• Conversion Rate

*Calendar and KPI’s must be shared with Coach and ISA department in FollowUpBoss and Google Calendar

FLEXIBLE TO CHANGES

The flexibility of having short-term goals makes it easy to reassess and pivot from one objective to another as opposed to being locked into a plan which was set in stone by a higher-up. This built-in adaptability of the system is particularly helpful when there are significant changes to either the marketplace or the direction of the business which requires an almost instantaneous reaction.

• Bi-weekly Group Meetings (can act as mini sales meetings for agents of each board) – Must Attend

*If two huddles, monthly meetings or 1:1 sessions in a row are missed leads may be turned off

ACCOUNTABILITY

While the agile sales methodology offers much more independence and flexibility than other management frameworks, agents and coaches still need to know what and how everyone is performing. That means that the company’s CRM technology becomes even more critical. Agents need to record every single customer interaction in the CRM system. 

• Bi-weekly 1:1 Meetings – Must Attend

*If two huddles, monthly meetings or 1:1 sessions in a row are missed leads may be turned off

Ideal Partner Network Candidates

• eXp Agents qualify by invite only
  • 2+ year Capper Agent Minimum
  • Minimum 5+ List Side Sales in past 12 months
• Agents that have already fostered a positive current online presence are preferred
• Coachable with an open, positive mindset
• Driven towards constant improvement
• Local market expert + articulate, professional agents preferred for access to Media & Marketing opportunities featuring Network Agents Listings and Zoocasa Articles and Blogs 

Partner Network Guidelines

Zoocasa Partners must treat Residential Real Estate Sales as their full time pursuit. The minimum criteria to remain an active agent include:

1. Attendance + active participation in all mandatory meetings:
   • Monthly 1:1 Coaching session
2. Completion of all Zoocasa Agent Accelerator Program Onboarding + Ongoing Skills Training Requirements
3. Maintain minimum standards with against measurable metrics:
   • # of touches made per lead
   • Avg. Speed To Action (Call, Text, Email)
   • Avg. Contact Attempts (Call, Text, Email)
   • % of lead responding (Call, Text, Email)
   • Conversion Rate
4. Attend all Zoocasa Client Facing Meetings
5. Share Active, Accurate & Current Digital Calendar with the CRM system
   • Alert Zoocasa of any and all upcoming vacations, or any other times in which opportunities cannot be effectively serviced.