Earlier this week I posted on how agents can better qualify buyers and only show those buyers 5-7 homes. One of the problems we see in talking to managers is that there might be a couple of people on their staff using those techniques, but the rest simply are not.
This creates a bad atmosphere in the office right? The best agents don't want to be in an environment where there are not high standards, and if other agents are not qualifying correctly they will not be successful.
As a manager it is your job to look for ways to avoid this type of situation and to create a team atmosphere where everyone is working with highly qualified buyers.
Here are a couple ways to do this:
1. Spend your time with the people who are committed - Most managers spend 95% of their time with agents who are not committed and are falling behind. Do the opposite. Spend 95% of your time with the agents who are most committed and on recruiting similar agents. If an agent is not committed, they simply will not take the time to qualify buyers appropriately.
2. Have consistent, on-going training in your market center - The key here is consistency. A lot of managers provide "flavor-of-the-month" training instead of a systematic training meant to work over the long-term. The reason most managers do this is because if the training doesn't work right away, they blame the training. But any training simply will not work unless manager's hold their staff accountable to what the training teaches!
3. Set minimum standards - If somebody is going to be on your team, they have to qualify buyers the way I suggested in my earlier post. No, ifs, ands, or buts. If you don't set minimum standards and hold them accountable YOU will lose money.
Michael Friedman, our director of coaching services, goes into more detail on why you will lose money in the video below:
Questions:
Do you spend the most time with agents that are committed or with the ones that are falling behind?
Does your training hit at the fundamental problems your agents are having or is it just the flavor of the month?
For training that will last your whole life, and help your team improve their commitment to the business, join us on the Fearless Living Tour with Dave Jenks! Go here to register today -------> Register for training that is not flavor-of-the-month
Dedicated to your success,
John Alexandrov
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