Most of you are experiencing tougher markets than in the past. You’re struggling with how to get your agents to go to work. There are answers, though, and we’re bringing them to you with a series of tele-conference calls from brokers successfully getting great production from their agents—even in challenging markets.
John Piper, San Jose, an owner of Century 21 Champions, the top Century 21 company in his region, recently shared his key actions in getting exceptional production from his newer agents.
Results: Believe it Because You’ve Seen It
First, I want to share the results, to let you know these strategies absolutely work. John uses the game plan Up and Running in 30 Days, and he coaches to the game plan using the manager’s coaching companion to this start-up plan.
Of the 15 people under 2 years in his last series of 3 months, John had 11 people finish the program with a total of 27 transactions. That’s in a very tough California market.
Note: Read below for my first report on the results from our small group coaching scholarship winners. They’re knocking the socks off the other agents in their offices!
John’s Keys to Getting His Agents Into Production Quickly
John’s a big believer in using a proven game plan. He started using Up and Running in 30 Days because he has peer coaches in his offices, and he needed a standardized game plan so everyone was ‘on the same page’. He wanted a program consistent with his culture and values. He also really needed a plan that got the new agent a sale in 30-60 days.
The Importance of getting a sale for that agent in the first 30-60 days. John says, “Instead of trying to motivate them into lead generation, I get them working in the Up and Running plan with a small group. They motivate each other. I know I have to get them a sale in 30-60 days, or they lose ‘heart’. So, I need a robust, aggressive start-up plan to get them lots of leads fast. 30-60 days is the magic number.”
The importance of frequent coaching. John has found that the traditional ‘let the agent ‘feel’ his way into the business’ just doesn’t work today. Instead, he has a complete system for ‘agent development’. {John uses our complete Managers’ New Agent Development System, which includes selection, orientation, game plan, and training). John meets with the new agent daily for the first week, assuring that new agent is finishing all Orientation procedures and is ready to get into action by week two.
Then, for the duration of the program (John runs the program 3 months), John meets with the agents as a group, and then individually—each week.
A Completely Different Recruiting Strategy
John says his competitors try to recruit with commission splits and ‘things’. He doesn’t. He uses his successful numbers and stories of his successful agents. In fact, he says he doesn’t just tell them, he shows them. He proves his game plan and system work by showing the candidate a start-up plan and results from a successful agent, and from an agent who failed. What a powerful recruiting strategy! Agents join him because they trust his ability to make them successful (and he has the numbers to back it up).
John’s Advice to Brokers
- Implement a real tight comprehensive system to develop your agent. Never leave your agent alone to figure out bad habits.
- Meet daily the first week, and then weekly as a group and individually. Hold each agent accountable to the game plan.
- Use a game plan that is proven, and one that is consistent with your core beliefs. Get an agent a sale in 30-60 days, to provide motivation.
- Change your recruiting strategy to show what happened when agents joined and implemented the game plan.
To read more about the Managers’ Up and Running in 30 Days New Agent Coaching System and the Manager’s New Agent Development System, click on the links here.
Carla Cross, CRB, MA, is president of Carla Cross Seminars, Inc. and Carla Cross Coaching, specializing in real estate sales and management. Cross, an international speaker and coach, is the author of 6 internationally published books, 20 productivity programs, and is a winner of the National Association of Realtors’ National Educator of the Year award. Contact her at www.carlacross.com or 425-392-6914.
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