Stark Company Realtors

Dear Steve,

So far, we seem to be off to a great start to 2001. Through the end of March, the managers have reported 54 first interviews, 21 second interviews, and 19 hires. You'll recall that last year we only hired about 25 people all year, so it's a big improvement. On the other hand, last year was a little bit of a down year in the market, and I think they were somewhat distracted with what we were trying to learn, so some improvement was probably inevitable.

For the record, Carol has hired 4 (although she's had 18 first interviews and thinks she has a number that will eventually come aboard), Nels has hired 8, Mark 5, and Jennfier 2 (also with a few more in the pipeline). Buzz and the two Lindas have yet to hire anybody. Mark also has a bunch more prospects, to the point where he's going to be overfull really soon. Not surprisingly, his production numbers so far this year are also off the charts, as a number of the folks he hired last year are really starting to produce too. For the rest of the managers, the jury is still out on how good the people they're hiring are going to be, but at least they're focused, so that's encouraging. Working on quality is going to be the next big thing. At least they know what they're supposed to do, so we have a common language to talk about. We're keeping up on our monthly one on ones, and I think that's really helping. Now that the first quarter is in the books, I'm going to get very detailed on their progress, and we'll see what develops. ......

I'm still having to work with all of them to stick to the interview track in all details...some are much better than others, apparently.

Overall, the market is great, which is also helping. Jan. and Feb. were good, March has been great. We set ambitious goals, and we're not far off. Probably up about 20% over last year so far. March is up almost 30%. Most of that is the market, of course, but I think the focus and sense of purpose all this has given us has helped.

Anyway, there's my report, Sir! I'm optimistic...we're still battling, but I'm not giving up. We're going to make our goals, one way or the other, and I think the managers finally understand that now. That in and of itself is probably the biggest change, and biggest benefit.

Onward!
Dave Stark

I think they are making progress...I think they buy into the 30 day track you laid out today. I'll let you know how implementation goes, but I think this may have been a little bit of a turning point in terms of what it is we're asking them to do, and how it all fits together.....

I just finished reading the competitive overview, and it was fascinating! I won't share it with the managers, but I wish I could...I think the light bulbs will really start popping on when they see it. I think they'll suddenly see, very graphically, why a professional approach to interviewing is so important, and how this approach will powerfully differentiate them. It's so crystal clear after reading this, it's frightening. I was encouraged, at least at this point, with the fact that even the relatively good ones ............ weren't all that good. Others are really a joke, which will encourage our people even more.

It will become very clear why this total approach, including the management techniques, will put them in a position to dominate. I'm really pumped, and I think they will be too. I can't wait to get this in their hands...I think the dike will really break and we'll see this thing start to hum. Once they see this, I think they'll "get it!"

Dave Stark
Stark Real Estate Madison, WI

Thanks again for a great two days. I appreciate all your help, and look forward to future programs as we begin to flesh this all out. From my perspective, a critical part of this whole program is how we direct agent activities when they come on board.

Thanks again, and I'll write again.

Dave Stark