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foreign [Music] if you've got a real estate team and you've got people that are not fulfilling your expectations of the team leader you likely have a problem with not defining your process and your standards and your expectations my name is Mike Novak part of real brokerage day I want to talk about Sops and so what are Sops sop stands for standard operating procedures and these are absolutely super important to you if you're going to run a business that's going to be consistent and that's going to have clear expectations set for your team members on what you're looking for as the team leader for them to follow for all these different positions within your business so what do Sops solve well they they allow you to have super defined expectations so that what you're looking for is very clear and articulated to your people it's not left of the imagination oftentimes As Leaders we think people are going to somehow read our mind to what we want from them that's not the way it works guys instead you need to be able to list those things out and hey this is what I'm looking for for these different parts of my business us for these things these tasks they're super laid out in numerical order in an organized thoughtful way that makes sense that anybody could follow so first one is to Define expectations the second one is to really provide a proven and established workflow so you likely have proven processes in your business that work really well could be transaction coordination could be lead conversion whatever it is you want to take those proven processes and break them down into micro steps that make it very easy for your teammates to follow okay and so that could be the workflow I like flow charts a lot I think when you have a flow chart and it kind of lists out like what these steps are and then there's a written sop to go with it that's where you want to be super clear Visual and then there's the details that go step by step for the person as they need it okay the third thing that this solves it gives you consistent process and because you have consistent process you have a consistent and predictable outcome when you define the process when you've got standardized procedures the outcome becomes very easy consistent attained because just a step-by-step formula do a b c and I get D very very simple that way okay so here's the top five Sops you need for a real estate team to scale if you nail these life is going to be much easier for you and your team are going to know exactly what you're looking for the first one buyer agent Sops you need to have these detailed and have them available and it should completely cover the buyer process everything from when you're talking to a buyer lead to when you set the appointment to when the appointment shows up what happens if the appointment doesn't show up to signing the person doing the buyer consultation showing them houses doing a go show off Zillow all of these buyer processes need to be listed out and all these considerations to be taken into account for your buyer business so that's the first one that's buyer business the second one lead conversion Sops what are you looking for from your lead converters whether that's agents or isas on your approvement process to convert leads what are the standards for calling for text thing how do people move around your CRM what are all of these expectations and processes I have a lot of workflows I use a lot of mind maps that kind of bring a visual reference to people on how leads move through our CRM and how as a lead converter you should be following up with these leads but you need to be very clear about that if you don't have a defined lead conversion process you have a very big problem should not be spending money on generating leads until you've done that okay so that's the second one lead conversion the third one CRM Sops so oh man this one can get messy if you start letting people in your CRM agents admin and you haven't told them what your expectations are they're just going to guess on what you're looking for they're going to do their best and oftentimes it's not because of how you're doing it if you've got thousands of people in your serum this can turn into a mess very very quickly before you start adding people to your business and giving them access to your serum make sure you have a CRM sop everything statuses action plans tags traditional action plans fully automated plans every single freaking thing needs to be listed out this is one of the most challenging ones to write but it's also the one that's going to provide a lot of consistency and peace of mind for you making sure everyone in your CRM is organizing the same consistent way and as a group you're doing things the same the same way right you're not just each kind of doing your own thing it's one standard everyone follows a standard okay that's the third one the fourth one is listing Sops what are the standard operating procedures for listings from what I go to a listing appointment maybe even before I go to listing appointments the list appointment itself if I sign them if I don't sign them pre-listing phase active seller phase how we're going to negotiate offers and represent that for Sellers and then of course seller pending so those are all things you may be thinking about on the listing side of things and then finally the fifth one really really important transaction management so we had our transaction coordinator she's an awesome veteran of the business she's been in the business for like 30 years she wrote all of our transaction coordination Sops but these are just lists of how these procedures are executed from Once a file goes pending until once it actually gets closed what are what is her responsibilities what is her va's responsibilities what are these step-by-step processes and how do we also man compliance and get paid for the transaction so make sure you're very clear in the transaction coordination Sops very important to have consistency in that part of your business as well so those are my top five take the time to write these out and the best way to write these out guys is whoever is doing these in your business if it's your tC have her start listing out step-by-step processes for everything she does and then sit down review these with her and make sure it's gonna be presented in a way that you're happy with if it's you like it's a buyer agent one you're a buyer agent on your team start documenting your processes and write out step-by-step instructions and how to do this so all of our Sops are written in Google Docs and then we use Mira which is a kind of a mind map tool or lucidchart both great tools and apps to use to visually provide guidance to our our team on what the expectation is and then that visual guidance is followed with msop and writing we also have all these on kajabi so kajab is like an online training platform very helpful to give people these Sops there's a copy they can download and there's also the Sops broken down in the little segments of training and then a little test in there just to make sure they retain the knowledge and understand exactly what your expectations are so I hope that's helpful if you want a copy of my team's Sops for these five categories reach out to me direct I'll put my email and the message below or in the content below here on YouTube