My office manager and I have on more than one occasion discussed the enigma of what does it take to get people motivated to work their real estate consistently and treat it like a "real job?"
It seems pretty basic that individuals working in any type of commissioned sales position would have to be motivated by money. The majority of people are not driven by the all mighty dollar, but I would expect those who derive their income from commissions to be more motivated by money. I am fully aware that people also need personal recognition, but to what extent does money motivate? If I realize that I must contact 20 people to make five potential clients, and I need 10 potential clients to close one sale, wouldn't you think that would motivate me to contact 40 people? Sadly, I've come to the awareness that not everyone can be self-employed and have the freedom to choose their own work habits and schedules. It appears to me that too much flexibility seems to stymie some people into a frozen state.
Floor duty time goes unscheduled, yet people complain about how bad the market is. That would suggest to me that I needed to work more/harder, but I guess I'm not "normal". I know that this is not specific to our office as I frequently have trouble finding listing agents to show properties, and it seems that more agents are "working from home." When I work from home, I answer my cell and return phone calls. I guess I'm just frustrated and looking for other ideas and opinions. My question is, "How to I encourage independent contractors to be more motivated?"
Sally Hardman
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Sally - great post. The concept is so simple. For me, it's fear - a place I was in for a few years. But I've always used this formula. Actually the numbers tend to be less for me (so why the fear).
I think fear is the #1 factor. However, I also see that many agents expect that good leads get handed to them by management and second, don't follow up on leads that they do get.
I hear comments all the time from agents not making it that the top agents are getting handed all their business. Or they can't afford all the time that the top agents put in. Hmmm...... have cake and it too.
Personally, I think that those that have trouble with flexibility need to be in the office more. Most of them are not out pounding the streets. I like our scheduled floor time - not that it makes a difference.
Enough on the agreeing - one thing that I saw work a bit - was setting aside a time for everyone to get together and "prospect". No other business (paperwork, filing, existing clients work) was allowed. It was 2-3 hours a week. Ours was at night and we ordered in pizza. This has be be organized and consistent - unfortunately the "leader" fizzled out after about two months as she was just too busy.