By Carla Cross
Carla Cross Seminars, Inc.
A shifting market demands owners and managers get out in front and lead!
It's time for you to go back and educate with a vengeance! Educate your agents to educate sellers and buyers. You can't rely on the market to sell houses!
Here are my top tips:
You must train your agents to be consultants. Educate your agents on market trends, not just comps. Show your agents how to get it priced right, or walk away. Educate your agents on educating buyers to make smart buying decisions in the very best market for buyers today.
Develop each agent through coaching. You can't keep looking at numbers of licensees you have to pull you through. Start looking at each agent you have as "developable" or not.
Switch to "high accountability" training. You've got to stop nurturing "on accident" agents (those that were in the right place at the right time!). Why? There just aren't many accidents any more. Instead, put some muscle into your training, with holding your agents accountable for critical actions as a result of your training. Get results!
You: "Killer" Recruiter and Selector. There will be less people coming into real estate. You must become a ninja of recruiting and selecting. Create a recruiting plan NOW and follow it every day. Get a selection method that takes the guesswork out and puts a system in place so you don't have that revolving door. You can't afford it anymore.
Apply Carla's 10% rule. If over 10% of your agents are non-productive, they're leading the pack! As a musician, I know I can't play better than the worst player in my band. Get rid of the deadwood, set production standards and imbue your company with awesome pride and loyalty.
Carla Cross, CRB, MA, is president of Carla Cross Seminars, Inc. and Carla Cross Coaching, specializing in real estate sales and management-the people issues. 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.
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