Time Management Tip for Higher Producers

Education & Training with Real Estate Grad School

There is a ceiling.  There is a very real limit to how much one Agent can do, without administrative help.  It is normally between 30 and 50 transactions per year.  It is also about 3 to 5 sales a month.  And it is about 3 to 4 new Client appointments per week.  I know.  These are the things we have measured with our Coaching Clients for the past 15 years.

With a poor admin an Agent will not do more and may do less.  Hiring right is critical. 

With a competent admin, just 10 to 15 hours per week (as long as the admin is on the job every working weekday, Monday to Friday) the Agent can add 10 to 20 sales.  From there a decision needs to be made to increase admin hours or add Agents that sell to the team.  The rule of thumb is that each team member allows for another 20 to 50 sales to the team total.  Twenty is a normal and healthy number.  Fifty is exceptional.  Just ask Kyle Killibrew in Springfield, Illinois who sold over 120 homes for three years now with 1½ administrative staff and one Buyer Specialist.  I coach a lot of successful teams who do very well.  He and his team are exceptional.

So, when an Agent contacts me who is overwhelmed and wants to grow, I ask them a bunch of questions about their business.  Most of the time they are at the 30 to 50 transaction threshold or they have a less competent staff. 

The key to learn here is that you can be doing things right and no amount of time management, organizational, or technology is going to solve the problems you are encountering.  These things may help but they are Band-Aids not solutions.  You are just doing so well that one person, you, can’t grow without competent help.  Hiring right, supervising, motivating, compensating, and managing the right people in the right ways is another set of skills that are really fun to coach.  Because my Clients who get that right achieve levels beyond what even they imagined.  

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Comments (2)

Rob Lang
At Home Kansas - Shawnee, KS
Local Expert in NE Central Kansas Real Estate Home

You raise a good point.  There are only so many hours in the day to accomplish everything you need to do.  There comes a time when hiring help is necessary.  

Just curious, but how did Killibrew have 1 1/2 administration staff?  

Jun 04, 2012 01:28 PM
MichelleCherie Carr Crowe Just Call...408-252-8900
Get Results Team...Just Call (408) 252-8900! . DRE #00901962 . Licensed to Sell since 1985 . Altas Realty - San Jose, CA
Family Helping Families Buy & Sell Homes 40+ Years

I think that 1/2 is a part time person.

Jun 04, 2012 05:28 PM