Agents: What Do You Owe the Company? - 06/26/08 06:41 PM
I’m not talking about the commission splits. I’m talking about a much more significant contribution. You’re a new member of your organization. Has the organization asked anything of you? It should, if there is pride in belonging to the organization. Surprisingly, though, today many companies either have no standards or don’t communicate to their associates that there is a fairness issue—an exchange of responsibilities and accountability so the company and all its associates are better from the affiliation of the newest associate.
Mutual Expectations Exchanged in the Interview
The real estate industry is the only industry I know that hires with … (2 comments)

Successful Companies Do It, So Why Don’t Managers Lead with Standards? - 06/26/08 06:33 PM
In these challenging markets, much of my work has been with management teams, designing actins that move their offices into profitability. I’ve identified three strategies that managers are failing to implement that cause them to go into the red. The most glaring mistake I see managers making is that they don’t have performance standards in place for their offices. What are performance standards?
Minimum production standards How well (competency) one performs certain tasks Do You Know Any Great Companies—of Any Type--Without Standards?
It constantly amazes me that real estate companies don’t have production standards. Would you buy a car from a … (1 comments)

Agents: Do You Think Managers Should Fire the Non-Producers? - 06/16/08 02:49 PM
Lately, in this challenging market, I’ve been helping management teams turn offices from ‘in the red’ to solid profits. One of the most challenging areas in helping these managers go from ‘maintenance’ to ‘leadership’ is to help them set standards for the kind of people they want in their offices. They are sometimes afraid to fire non-producers. And, I don’t think they understand the great negative impact those non-producers have on productive agents.
So, I’m asking all you producers:
Do you think your manager should fire non-producers? Why or why not? What effect does a non-producer have on your business? Your … (1 comments)

Top Broker Tells How to Get Production Fast from Newer Agents in a Challenging Market - 06/16/08 02:44 PM
Most of you are experiencing tougher markets than in the past. You’re struggling with how to get your agents to go to work. There are answers, though, and we’re bringing them to you with a series of tele-conference calls from brokers successfully getting great production from their agents—even in challenging markets.
John Piper, San Jose, an owner of Century 21 Champions, the top Century 21 company in his region, recently shared his key actions in getting exceptional production from his newer agents.
Results: Believe it Because You’ve Seen It
First, I want to share the results, to let you know these … (1 comments)

 
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Carla Cross, Real Estate Coach Carla Cross Seminars, Inc.

Issaquah, WA

More about me…

Issaquah, Wa.

Office Phone: (425) 392-6914

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Is relationship-building dead? Is the world of real estate sales heading in the direction of pure technology? Iin this provocative post, Carla Cross explores the danger in 'going tech'. She explains why the 'technology worker' makes less money (or loses his job), and how the real estate industry needs to act now to preserve commissions. What is the point of sales? Is it to get the deal done? Is it to form relationships? Is it to prove you are a licensed agent? All these compelling questions are answered in this blog post--which raises lots of opinions from ActiveRain bloggers!


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