Special offer

Agents: What Do You Owe the Company?

By
Education & Training with Issaquah, Wa.

I’m not talking about the commission splits. I’m talking about a much more significant contribution. You’re a new member of your organization. Has the organization asked anything of you? It should, if there is pride in belonging to the organization. Surprisingly, though, today many companies either have no standards or don’t communicate to their associates that there is a fairness issue—an exchange of responsibilities and accountability so the company and all its associates are better from the affiliation of the newest associate.

Mutual Expectations Exchanged in the Interview

The real estate industry is the only industry I know that hires with a “trust me” from both the manager and the agent. No mutual expectations here, just promises! It may have worked in the past, but it won’t work in the future. A challenging market means we’ll have to do things differently.

My Take on What Agents Should Contribute to the ‘Team’ and to the Manager

Last year, Dearborn Publishing Company published my third edition of Up and Running in 30 Days, the business start-up plan for the new agent. I’ve added as much management support in it as I possibly can, including a Mutual Expectations agreement that is tied to the Up and Running 4-week business start-up plan. This plan expects a lot from the new agent, but I know, from my surveys, that the new agent expects a lot—fast—from the business! (That’s why it’s such an aggressive ‘get out there and run’ program—perfect for a challenging market, too). I thought you’d enjoy reading my take on what new agents should contribute to their manager (and their office):

Ten Commandments to Get the Best from your Manager

  1. Do the work.
  2. Don’t argue.
  3. Don’t make excuses.
  4. Don’t tell the manager you’ve been in the business two weeks and you have a better way.
  5. Do thank your manager.
  6. Do tell other agents that you appreciate your manager’s efforts.
  7. Do tell other new agents you meet in other companies that you have a great manager.
  8. Don’t bug other people in the office to find another answer because you didn’t like your manager’s answer.
  9. Don’t change the program because you don’t like it.
  10. Don’t miss a coaching appointment!

I’d love to hear what you think of my ‘ten commandments.’ Are there others you think are important? Agents: What do you think the company should expect as your contribution to the betterment of everyone? What should the manager expect from you? Let me know! I’m working with companies internationally now to help them create pride in association, standards of practice, and the kind of performance expectations and measurements that have clients jostling to be served from ‘one of the best’.

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.

Posted by

Real Estate Training Company        Carla Cross, CRB, MA

Comments (2)

Shar Rundio
Realty Executives - Mesa, AZ
Phoenix Metro Area

Carla, I enjoyed your blog.  In our company (KW) there is much given and expected from the agents.  But, the one thing that most agents don't get is that by giving (of your time, knowledge, "secrets") that you actually recieve more in return.  Our Broker/Owner likes to remind us to think about who really learns the most in a teaching situation, the students or the teacher?  He says, "Do you want to learn/perfect something? Go teach it!"  I find that it is true. 

Jun 26, 2008 12:02 PM
June Piper-Brandon
Coldwell Banker Realty - Columbia, MD
Creating Generational Wealth Through Homeownership

Carla,  I really enjoyed reading this blog.  I just discovered your blog this morning and I'm hooked.  Would it be possible to copy this blog and forward it to my fellow managers at Advance and to our agents?  Thanks for blogging.

June Piper-Brandon, junepiperbrandon@advancerealtyusa.com http://www.gb-advancerealtyusa.com

 

Sep 30, 2008 03:04 AM