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Archive for mission

Here’s how to find out if management is in your future–and how to prepare to succeed.

** See my prioritized job description of a manager as a handout–along with the number of hours I recommend you spend in each activity.

For the past couple of months, I’ve been interviewing potential managers. I’ve found that almost none had done any ‘prep’ work to go into the position. Yet, successful managers have developed specific, somewhat unique skills to do their jobs. And, what I’ve found is that these skills must be at least partially developed before we launch ourselves into management–or else we get swamped by all these new challenges hitting us in the face!

Skills you need to effectively develop individuals:

  • Lead generation/recruiting/presentation skills
  •  Interviewing/selection skills (both for agents and staff)
  • Coaching skills (along with a proven coaching approach)
  • Training skills
  • Management: Ability to create and implement a business plan
  • Ability to create and implement a training plan as part of your business plan
  • Ability to create and implement a leadership council, for participative management/ develop that leadership
  • Ability to create meaningful office and staff meetings

In these blogs, I’ll make some recommendations to you about how to get those skills. Unfortunately, we go into management thinking either

  1. We have enough of the skills to succeed
  2. There aren’t skills needed to suceed in management
  3. I’ll learn ‘on the job’

The Best Management Training Courses Out There

Are you familiar with The CRB courses? These are offered by an arm of the National Association of Realtors, and are, by far, the best management courses out there.

Here’s the link: https://www.rebinstitute.com/. It’s called Real Estate Business Institute now. I highly recommend the courses.

When to take these courses? Before you go into management! They are offered throughout the United States (and some in Canada). I was an instructor with the Institute for 12 years, and so I know the value of these courses (I also took several of them prior to going into management).

Investigating Management

Have you interviewed at least 5 managers to find out what they do and how they got the skills to do it? If not, start your interviews now. You’ll find a wide range of management descriptions, of course. Some managers will describe what I call ‘maintenance management’–keeping the place running by doing administrative duties and listening to agent complaints. That’s not what it takes today to succeed in ‘active’ management. In fact, I think a great manager can be compared best to a great or mega-agent.

Questions you’ll want to ask:

  1. What’s your biggest challenge in management?
  2. What’s your biggest win?
  3. What’s different from management than you thought before you went into management?
  4. How do you create a real team?
  5. How do you recruit?
  6. How did you prepare to go into management?

Suggestion: Ask for a copy of the manager’s job description. I’ll bet few of them have ever seen one!

Here’s the link to the prioritized manager’s job description.

Another way to prepare to go into management: See my management resources at www.carlacross.com. 

It’s time to do your business plan! So, my next blogs will focus on helping you create that business plan–and getting your agents to plan.

Do your agents have mission statements as part of their business plans?A�Why is having a mission important? How should it guide agents? You’ve heard the talks about finding your passion. But, you see your agents being over-whelmed in their careers. It’s just too much to think big when they’re A�just trying to find that house or convince a buyer to work with them!

The Importance of Your Mission

This time of year, we’re encouraging everyone to create their business plans. One of the first things you’ll do in creating your own business plan is to define your mission. Why? Because, otherwise, you don’t know whether or not the actions you decide to take will fulfill your mission. This is also true of your agents.

Tackling and Bringing Down your Time Management Challenges

If agents have been in the sales business a little while,A�they’ve already discovered thatA�their biggest challenge is time management.A� HowA�can theyA�get done in a business day everything that needs getting done? That’s where your mission comes in. Creating your mission helps you prioritizeA�all the things you’re supposed to do. It helps you decide what not to do. Most important, it helps you figure out

A�A�A�A� how to put YOU into your management and sales business successfully

I have a gift for you right now, to help you assist your agents indefining their missions (it works for leadership, too). Click here to get this planning tool, which is excerpted from my online resource Beyond the Basics of Business Planning. 

 

Grab My Online Business Planning Program–at Discounts!

Thought you’d get it done but it’s still on your ‘to do’ list? I want to help! So, I’ve adding a discount on my online business planning resources through Dec. 31.

Managers: Frustrated because you can’t get your agents to plan? Problems solved! I’ve put my exclusive planning pages online–plus webinars to help you get through that plan fast. Don’t wait another year for business success. See more here.

Special discounts through Dec. 31: Purchase the agent’s planning resource, Beyond the Basics of Business Planning for agents,  and save $20 (regularly $99). Use coupon code agent bus plan.

Managers: I’ll teach your agents how to plan, too! Included in your Manager’s Package!

Purchase the manager’s planning resource, Beyond the Basics of Business Planning for Managers,  with all office/company planning documents and save $50. Use coupon code manager bus plan.

Offer ends Dec. 31: Big discounts on these programs–use the coupon codes below to order.

Ready to order? Click below:

Beyond the Basics of Business planning for Managers — regularly $249, now $199 with coupon code manager bus plan 

Beyond the Basics of Business Planning for Agents  –regularly $99, now $79 with coupon code agent bus plan

Remember, this special offer expires Dec. 31, so, order now and get your business plan ready for 2019.

 

Here’s more from Mr. Rogers–on how to use your talents and skills to contribute.

In my earlier blog, I discussed what we can learn from Mr. Rogers. Here’s more.  I’ve been thinking about his legacy, because there’s a new movie about his philosophies: “Won’t You Be My Neighbor?”

First, who was “Mr. Rogers”? Best known from his children’s show, which ran from 1968 to 2000, Fred Rogers was so much more—a minister, a musician with a degree in music composition, and chief puppeteer of his show. I’ve always enjoyed his quotes, because many of them are from his experiences as a musician (as am I).

From What We Do to What We Can Contribute

I don’t know about you, but I got bored selling real estate after about 5 years. All those split levels started looking the same! So, let’s say you’ve mastered what you do (and maybe have become bored with the routine of your life!). Then, what do you do? How about doing like Mr. Rogers did: Shine your light and talents outward to influence others in positive ways.

Note to managers, trainers, and coaches: Do an exercise where each person names a talent/skill they have. Then, have their partner ‘translate’ how that skill can be translated to others. Example: “People tend to tell me their secrets and their fears.” Partner: How about gaining some coaching expertise and start coaching to help people?

Let me know what you come up with. I’ve found that it’s easier for someone else to be creative about your talents and skills that it is for you to be! Here’s to a very fulfilling, rich, and contributive year!

Let Me Help You Help Your Newer Agents!

I want YOU to be the hero here! So many times, I’ve talked with managers who want to design training and coaching programs to help their agents. But, I know, from experience, it takes thousands of hours and test marketing to create effective, results-based training. So, why not let me do the heavy lifting and you coach to the program? Check out Up and Running in Real Estate, my online training, coaching, and accountability plan with an amazing, results-centered business start-up plan. You (and I) will be helping more people faster! Check it out here.

 

Man-Walking-Up-Stairs-to-GlobeDropping 1979 practices:A�The evolution and why you need to know.

This blog series is taken from an article I just wrote on the history and future for real estate. But, it’s not just a look from afar. It’s an actual history of how we agents operated and how companies encouraged how we practiced real estate. But, as real estate has changed, have agents (and companies) changed their approach to real estate sales? Here’s theA�third blog entry.

Dependent on the Company for Successa��or our Own Efforts?

Stephen Covey, in his wonderful book, The 7 Habits of Highly Successful People, relates three phases of a persona��s growth: Dependent, Independent, and Interdependent. As kids, wea��re certainly reliant on our parents for everythinga��wea��re dependent. Then, as teen-agers, we get to drive, and, voilaa��.we become (or like to think we become) independent (and we think we know it all). Finally, as we mature, we find that going it alone is tougher than teaming with othersa��that we actually dona��t know everythinga��and that othersa�� support, love, and consideration are supremely important to human beings. The same can be said of the evolution of companiesa��and, in fact, real estate companies.

The Evolution to Todaya��and on to Tomorrow

You can imagine that the dependent type of company brand strength would be challengeda��and it was. In the 80a��s the a�?independenta�� real estate concept turned the business upside down. Agents had learned that they actually have much more control over their own businesses than theya��d thought. They didna��t feel they needed to be managed like employees. They were ready to create and drive their own businesses and spend their own money to do it. Many thrived in this environment, but some didna��t have the business skills to take over and run their businesses like businesses.

The Internet Took away the Inventory a�?Secretsa��

One powerful a�?secreta�� agents had over their clients is that the clients didna��t have access to listing information. The MLS sure wanted to keep it that way. But, with the Internet, all those a�?secretsa�� disappeared. Agents had to ask themselves, a�?Whata��s my value? If my value isna��t in knowing all about those homes (and the client doesna��t), what value do I bring?a�? Savvy agents realized their value lay in personal service, and the knowledge and judgment honed over years of real estate practice. So, we agents had to pivot from a�?product-centrica�� to a�?agent-centrica�� businesses. Not all agents made the pivot.

Time warp check: Are you able to clearly articulate your value to the client in todaya��s work environment?A�

Todaya��and Tomorrow; Where are We Going?

In the past 20+ years, the emergence of the a�?interdependenta�� real estate company has made this evolution go to the third round. Simply stated, all the systems and models of the company are set up to create a team atmosphere and to optimize each persona��s potential. Easier said than done! The brand takes a back seat to each agenta��s development.

In the next blog, we’ll look further into the interdependent model, and what it means to you as a practicing real estateA�professional.

Big lesson: No matter the model you work in, you must evolve your business to meet the needs of today’s real estate climate.

bus plan 6Do your agents have mission statements as part of their business plans?A�Why is having a mission important? How should it guide agents? You’ve heard the talks about finding your passion. But, you see your agents being over-whelmed in their careers. It’s just too much to think big when they’re A�just trying to find that house or convince a buyer to work with them!

This month, I’m featuring tips on business planning in both my blogs (see also my blog for agents Up and Running in 30 Days.)

The Importance of Your Mission

This time of year, we’re encouraging everyone to create their business plans. One of the first things you’ll do in creating your own business plan is to define your mission. Why? Because, otherwise, you don’t know whether or not the actions you decide to take will fulfill your mission. This is also true of your agents.

Tackling and Bringing Down your Time Management Challenges

If agents have been in the sales business a little while,A�they’ve already discovered thatA�their biggest challenge isA�time management.A�A�HowA�can theyA�get done in a business day everything that needs getting done? That’s where your mission comes in. Creating your mission helps youA�prioritizeA�all the things you’re supposed to do. It helps you decide whatA�notA�to do. Most important, it helps you figure out

how to put YOU into your management and sales business successfully

Want more business planning help?A�I’ll be doing a webinar Dec. 6 at 4 PM Pacific Time. It’s complimentary, and I’ll even give you ‘assignments’ to get you going on a great 2018 plan.

Plan_Act_CelebrateMore from Carla Cross on Business Planninga��free Webinar

Listen/look at the free webinarA�I’m doing Dec. 6 (you pick the best date for you and invite all your agents!). Click here for more information and registration.

Managers: I’ll get your agents started on their plans with 4 assignments, and give you tips on how to assure all your agents get great plans!