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Got a minute? If you're a busy manager, that's about all you have. That's why Carla Cross, management coach, speaker, and author, has created this blog just for you, with ready-to-use tips to master management through people.

Are Your Agents Systematized or Flying ‘By the Seat of their Pants’?


30137_flying_by_the_seat_of_your_pants_andy_watsons_comedy_in_progress1Are your agents systematized in their businesses–or are they flying ‘by the seat of their pants’?

This month, I’m featuring excerpts from my new 5th edition of Up and Running in 30 Days.

{Click here to see the updates in my fifth edition of Up and Running in 30 Days.}

In this latest edition of Up and Running, I’ve identified 10 real estate trends that most critically affect how agents do business. Here’s trend #4: Systematization.

Why Systematize with Technology

To be more effective, you need to “duplicate and delegate.” The trend today is for agents to move faster and better by systematizing what they do and using technology to do it.

The First Step: Create Checklists and Processes

The first step is to create checklists and processes for everything you do. These become your systems. For you new agents, take full advantage of every checklist and presentation your company offers—and those here in Up and Running in 30 Days . You’ll save hundreds of hours of time and energy, because these resources are the result of experts’ work. Your clients want to know that you have systems so that you provide a high quality of work every time.

* Big Idea: It’s much easier to refine a ready-made system than to create one from scratch.

Your Second Step: Add the right Technology

Your second job is to find some technology to support these processes. Your company may have already done that research work for you. It is amazing to me the number of agents who do not take advantage of the technology their company has paid for in research, development, or partnering costs. For example, one large franchise had partnered with a lead follow-­up company to ensure that their agents had a simple, effective method to follow their Internet leads. The franchise spent thousands of dollars and hours researching companies to ensure that they chose a company in the agents’ best interests. They negotiated a great price for their agents, too. However, only about half of the agents in that franchise took advantage of the thousands upon thousands of dollars their company spent to create that partner agreement. I just can’t see any reason not to take advantage of such a great opportunity—unless the agent just didn’t care to be successful!

In this newest edition of Up and Running, I have a comprehensive References/Resources section. I’ve asked experts in the real estate field to name their favorite technology and I’ve provided their recommendations to you.

Gary Richter, one of my agent contributors, advises: “Get off your computer and go out into the areas. Focus on business-producing activities.” {and use technology as a support}

* Big Idea: Use the technology and systems your company has invested in for your convenience.

Pros and Cons of Systematization with Technology

  • Positives: You’re going into the industry as it has matured in its choices for needed technology. It will be easier for you to choose those that are important to your career success.
  • Watch out for: Invest quickly enough, but don’t invest in gimmicks. Also, don’t let yourself think that if you have all the technology toys, you’ll be successful.

* Big Idea: Duplicate and delegate.

So, here are my questions to you: Have your agents started organizing their businesses with checklists and processes? Have they  taken advantage of your company’s resources? Are they starting with the technology they offer to you?

Up and Running_5e largerAre You Using the Best Start-Up Plan for your New Agents?

Does your plan have the detailed, prioritized checklists needed to assure a great start? Does it have built-in inspiration and motivation? Does it have dozens of tips to control the attitude? If not, you need Up and Running in 30 Days. Just out in its 5th edition, it’s the most successful book for new real estate agents ever!

Click here to see the updates in my fifth edition of Up and Running in 30 Days.

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