After attending two recent industry conferences it shook me up to think that so many brokers were unaware of the details and true busienss drivers that they should have at their fingertips. To coach and drive business a manager must have the facts of what portions of their markets there are specific business opportunities.
One critical strategy is to look at the market places where they are doing business in specificity and then target the markets where they could drive and dominate business that they are not truly dominating.Most managers do not tune into the specific target opportunities.
This has recruiting impact. If you understand the business opportunity you then can coach new agent candidates to penetrate that business and find specific areas to grow into.
Knowing these numbers really does matter. Mangers and broker owners need to separate themselves from the pack and lead with facts not just whims and perceptions.
Lets earn our busienss reputations back.
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