Lately, in this challenging market, I’ve been helping management teams turn offices from ‘in the red’ to solid profits. One of the most challenging areas in helping these managers go from ‘maintenance’ to ‘leadership’ is to help them set standards for the kind of people they want in their offices. They are sometimes afraid to fire non-producers. And, I don’t think they understand the great negative impact those non-producers have on productive agents.
So, I’m asking all you producers:
Do you think your manager should fire non-producers? Why or why not? What effect does a non-producer have on your business? Your attitude? The image of your company?
Huge Study Shows the Effect of Non-Producers on Producers
In a recent study of 70,305 executives in 116 organizations, surveyers asked , “What kind of impact are underperformers having on your workplace?” Eighty-seven percent said working with a slacker actually made them want to change jobs. 93% said it had hampered their development or decreased their productivity.
As a long-time performing musician, I know the very physical and immediate effect a poor performer has on the way I perform. It’s almost magical to work with a low performer, and then work with a great musician. Anyone who doubts that performance is greatly impacted by who you are associated with has never thought of their jobs as performance. (What is sales or management if not performance?)
Let me know what you think. I’ll pass on your comments to the managers I’m working with, so they know what productive agents want from their managers, and can start managing to productive agents instead of to non-productive agents.
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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