As a Managing Broker I always thought my main function was to Recruit, Retain and Develop my agents. Soon after taking on the leadership role almost a decade ago I realized that for some of my agents I was counselor, cheerleader and at times best fried and confidant. Never before has this secondary role been more important than it is now. When the market started to transition a few years ago I was right there implementing new prospecting programs, getting the agents involved in small groups for accountability, bringing in new educational opportunities and anything else I could think of to keep my agents distracted from the media's daily issue of doom and gloom. All of these things worked for a time...but the reality was that just as our sellers had to accept the market, my agents also had to realize the rules of the game had changed and in order to survive and thrive they had to change too.
I am seeing an awaking out there, a new day where agents have accepted this new challenge and are understanding that although it hurts today, there is incredible opportunity on the horizon. As an industry we will have to make some changes on the short term in order to be stronger and able to take advantage of the opportunity ahead. As leaders we need to start talking more about the future, and stop dwelling on those things we cannot change. Only when our agents understand the opportunity will we as an industry be able to positively move forward.
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