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Archive for real estate team

Here are benefits and downsides of joining a team–from a new agent’s perspective. As you read below, ask yourself, “How well do my leaders of teams meet the criteria? How well are they leading their teams? Is it a benefit for one of my new agents to join a particular team?

This blog is excerpted from my ebook, What They Don’t Teach You in Pre-License School.A�A�

I wrote this eBook to save prospective agents and managers time during the interview/selecction process. Here’s an excerpt from the eBook, where I discuss teams–the good and the negatives–for new agents.

Joining a TeamA�

As you interview, you may be invited to join an office team. That means youa��ll be essentially working for a a�?rainmakera��, a lead agent who generates a�?leadsa�� for those on his team. Of course, those leads cost money, and the rainmaker takes about half the income from the team member for the lead generation and other services.

Teaming helps agents obtain leads as they start up business. While agents earn the most in commission dollars when they generate their leads themselves, a new agent may need to pay for someone elsea��s lead generation to begin to develop business. There is a downside to this approach, howA�ever. Agents can become complacent and sit and wait for leads. They wona��t generatea��until they get tired of paying for someone elsea��s leads.

A�Positives: You may be able to jump-start your career with leads given to you.

A�What to Watch For

  • Sit in on her team meeting to see how she manages the team.
  • Find out if and how the rainA�maker will train you.
  • Find out how much turnover there has been on the team.
  • Find out whether you can sell and list houses outside the teama��and how much the rainmaker would charge you if you did.
  • Read the contract the rainmaker asks you to sign and be sure you understand the consequences of your involvement.
  • Evaluate how good a leader that rainmaker is. Some rainmakers are great salespeople, but lousy leaders, and so their team never a�?jellsa��.

Generate your Own Leads, too?

Most team leaders ultimately expect their team members to generate their own leads, in addition to team leads. If you cana��t meet the rainmakera��s expectations, you are terminated. Be willing and ready to take the responsibilities of team member seriously.

Are You Helping Candidates Make the Best Business Decision for Them?

If you’re interviewing tons of prospective agents, you’re spending lots of time at it. Why not let Carla answer some of the most important new agent questions–and free you up to do a real interview? Check outA�my ebook, What They Don’t Teach You in Pre-License School.A�

You’ll save lots of interview time and help the winners choose you!

bus plan 7 team

Is your business plan missing the vision component?A�Below is an explanation of why having a vision is so important to the success of your business plan. In fact, I believe the lack of vision in a plan leads to a demotivating and certainly uninspiring plan.

For you managers: I think helping your agents create an inspiring and motivating plan will remove their reticence at doing a plan.

Why Vision is Important

A few years ago, business professors, Jim Collins and Jerry Porras, studied very successful companies to find out the differences between a�?stunninga�� (high profits and highly regarded), and other like companies who were almost as profitable, but not so successful). They published the results in the best business book Ia��ve ever read,A�Built to Last: Successful Habits of Visionary Companies.

What did they find was the common difference between the highly profitable and merely very successful?

A common vision and values shared by every person in the company.A�

Porras and Collins’ conclusion was that the desire for profits isna��t the main driver for profits. The focused and tenacious vision, shared by all in the company, was the biggest determinant for profits.A�

Components of VisionA�

Your vision is made up of yourA�core ideologyA�and yourA�envisioned future.A�A�

As you can see from the chart on the right, excerpted from myA�online business planning resource, Beyond the Basics of Business Planning,A�yourA�core ideologyA�is made up of your core values and core purpose. If you look at your life, youa��ll see that the things that inspire and motivate you are the things that adhere to your belief system. Thata��s what this part of the vision statement says about you.

Your envisioned futureA�is made from a vivid description of this future, and BHAGsa��big hairy, audacious goals. Those are goals five years out, that you really dona��t think you can attain.

The Power of BHAGs

Surprisingly, as Porras and Collins found, when companies stated these goals, they actually attained them in three years! (Inspirational goals that are congruent with your core values and core ideology are powerful motivators!).

What Vision Does for Companies

Herea��s Porras and Collinsa��s function of a vision statement:

Provides guidance about what core to preserve and what future to progress toward.A� Made up of core ideology and envisioned future.

Here’s an example of a vision of one of the book’s stand-out companies:

Our basic principles have endured intact since our founders conceived them.A� We distinguish between core values and practices; the core values dona��t change, but the practices might.A� Wea��ve also remained clear that profit a�� as important as it is a�� is not why the Hewlett-Packard Company exists; it exists for more fundamental reasons.a�?

A� A� A� John Young, former CEO, Hewlett-Packard

A�How to Construct your Vision

How do you want to see yourself in this business? How do you want people to talk about you and your business after you retire? What values are most important to you? What ideology do you follow in your business?

Managersa�� exercise.A�A�To figure out what your core values are, imagine that you are opening an office on Mars. You can only take three agents with you on your spaceship. Name those three agents. What are the core values of these agents? Who in your office doesn’t exhibit those values? Why is he/she still with you?

Looking back:A�Imagine you are at your own memorial, watching from above. What are others saying about you? Whata��s most memorable about you?

Voicing those BHAGs

What is a great goal you would love to accomplish in your business, but really dona��t feel ita��s possible for you within five years? Write it right now.

Note: In the complimentary business planning webinar, we’ll be exploring vision and agents will actually write some BHAGS!

Why We Dona��t Reach Those Lofty Goals

Is that goal thata��s been eluding you congruent with your core values? What I mean by that is, does that goal feel comfortable to you? For instance, if that goal is that youa��ll make two million dollars, and you dona��t like the feeling of that much money, because your values are aligned differently, you just arena��t going to reach that goal. That, I believe is the reason many of us dona��t reach some of our goals. Those goals arena��t in alignment with our core values.

Herea��s what great motivational speaker Zig Ziglar said about goal-value alignment:

You cana��t consistently perform in a manner that is inconsistent with the way you see yourself.

Finding your Alive, Powerful Motivation

In my business planning system, I also provide another method to check your motivation.

Click hereA�to get this document.

Ia��m convinced that we reach or dona��t reach our goals based on the intensity of our desire, driven not by cold numbers, but by the warm emotion of aligned values and inspiring goals. Yogi Berra said it well:

Life is like baseball; ita��s 95% mental and the other half is physical.

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3 men and women working at tableTrend: Teaming–advantages and disadvantages.

These trends are from my new 5th edition of Up and Running in 30 Days.

This month, I’m featuring excerpts from this book. As a manager, read the thoughts on teaming and ask yourself, “Am I supporting teaming? Do I have enough control over my teams?”

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

What is ‘teaming’?

It is affiliating yourself with a a�?rainmakera�? agent, an agent who will deliver leads to you, for which youa��ll pay a portion of your commission. Youa��re teaming up with that agent to do the work that the rainmaker agent doesna��t have time to do. First, teaming doesna��t mean partneringa��two agents working together. If you join a team, you are working for that rainmaker agent.

Generally, agents who grow teams have been in the business at least a few years. Theya��ve developed a large business. To grow their businesses, they need to a�?duplicate and delegate.a�? So they hire assistants and buyersa�� agentsa��agents who work with buyers the rainmaker agent has generated. Many times they hire new agents and train them in their methods.

How Joining a Team Can Help a New Agent

Teaming helps agents obtain leads as they start up business. While agents earn the most in commission dollars when they generate their leads themselves, a new agent may need to pay for someone elsea��s lead generation to begin to develop business. There is a downside to this approach, however. Agents can become complacent and sit and wait for leads. They wona��t generatea��until they get tired of paying for someone elsea��s leads.

Questions to Ask the Rainmaker1.A� How many leads will I get per week?2.A� How do you manage the team?

3.A� How will you train me?

4.A� How much turnover has the team had?

5.A� Can I sell homes from my own leads, and what will you charge me?

6. Do you expect me to generate my own leads? How many?

Positives of teaming:

  • You may be able to jump-start your career with leads given to you.

Watch out for:

  • Be careful to choose a rainmaker who really has enough good leads to distribute to you.
  • Sit in on her team meeting to see how she manages the team.
  • Find out if and how the rainmaker will train you. Find out how much turnover there has been on the team.
  • Find out whether you can sell and list houses outside the teama��and how much the rainmaker would charge you if you did.
  • Read the contract the rainmaker asks you to sign and be sure you understand the consequences of your involvement.

Is he or she a leader?

Evaluate how good a leader that rainmaker is. Some rainmakers are great salespeople but lousy leaders, and so their team never gels. Most team leaders ultimately expect their team members to generate their own leads, in addition to team leads. If you cana��t meet the rainmakera��s expectations, you are terminated. Be willing and ready to take the responsibilities of team membership seriously.

* Big Idea: If they arena��t your leads, youa��re starting the real estate business all over again when you leave the team.

Question: Have you thought about joining a team? Or, if you joined a team, how did it work out?

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.

bus-plan-6Checklist: Keys to being a great business planning coach.

This month, I’m focusing on business planning. I want every professional to have a great plan for next year. Look for checklists, processes, and systems, too, ready to use.

You’ve decided to coach your agents in creating great business plans. but, if you’ve never coached an agent in business planning, it can be quite daunting.A� So, what do you look for? In this blog, I’ll show you how to use their statistic

listings taken to listings sold in normal market time.

to coach them to a better year next year. You would think agents know this statistic, but very few do. Ita��s so important, because it

  1. Determines whether the agent makes enough money per listing or not
  2. Determines whether the agent builds a positive reputation or a poor one
  3. Reflects the agenta��s value-proposition strategy
  4. Reflects on the officea��s productivity and profitability

Your success rate with listings sold is, in my opinion, the one most important reflection of agent value propositions out there.

For example: A�George Smith, a 10-year seasoned agent, has demonstrated a consistent listing strategy. A�Georgea��s a�?success ratioa�� is 40%. That is, he sells 40% of his listings in normal market time. What does that say about Georgea��s values proposition strategy? How is George a�?usinga�� his listings? Is that the culture you want perpetuated in your office?

Sally Overton has a different value proposition strategy. She has a 90% success ratio in listings taken to listings sold in normal market time. Obviously, she is building her referral systema��her raving fans. She is making herself more money in less time. She is drastically reducing the number of complaints (and attacks on her self-esteem, too). She is a role model for best practices in her real estate office. Is that practice more in line with your culture?

Your opportunity: As Georgea��s business planning consultant, youa��ll be a�?testinga�� George to see if he wants to change his strategy (some agents love being a�?bait and switchersa�� too much to change). Youa��ll have the opportunity to help Sally leverage her awesome conversion rates to obtain even more raving fans. (Nothing succeeds like success).

Do you know your ‘conversion numbers’ in listings taken to listings sold for your company? When you make your own plan, be sure to do a thorough review, and find this number. A high number means you’ll be able to recruit better, get better retention, have better team spirit, and your agents can build on that reputation. A low number means you have a lot to work on!

Click here for a list of common agent business planning mistakes to help you as you coach agents through the planning process.

Excerpted from my agent business planning system,A�Beyond the Basics of Business Planning.

Watch my Complimentary Business Planning Webinar

During this fast-paced webinar youa��ll see:

  • Why your plan probably didna��t work for youa��and what to do about it
  • How to definitely find out what will work for YOU (not someone elsea��s plan!)
  • How to anticipate market shifts (!)
  • What to STOP doing in 2017
  • What one thing will assure your business plan works
  • Bonus: 10 Creative Marketing Ideas for your plan

Included handouts:

  1. The strategic planning process created exclusively for real estate professionals by Carla Cross
  2. Review: Your best sources of business

Click here to see the webinar and grab the handouts.

Here’s to a great 2017 with your polished business plan!

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Comprehensive OnlineA�Business Planning Program for Managers

Do you find it difficult to get your agents to plan? Do you put off doing your office plan? Here’s your solution. This all-new program does several things for you:

2 webinars teach your agents how to plan using Carla’s strategic planning system

14 planning documents are included to guide your agents right through the planning process

3 webinars for you:

1. How to Create a Great Office Plan

Included: 22 office planning documents to make it easy for you to stay on track and create a great plan

2. How to Convince your Agents to Plan

3. How to Integrate your Office and Agents’ Plans

Check out Beyond the Basics of Business Planning: A planning system exclusively for real estate managers.

bus-plan-11Need strategies to get your agents to create great business plans? Here they are!

In November and December, I’m focusing on business planning, to help you and your agents get a great business plan for next year. Look forA� checklists, processes, and systems ready to use, too.

I know ita��s a lot of work to get your agents to commit to paper on anything. And, from working with thousands of agents on business planning over the years, I know the challenges. But, for us managers, the huge pay-off comes not from whata��s on paper, what, whata��s in the head. When we use a good business planning process we literally teach agents how to think through their businesses.

Three Huge Stealth Strategies

1. Take Away Commitment Phobia

Ita��s estimated we are told a�?noa�� 148,000 times prior to age eighteen. No wonder we dona��t want to commit to try anything! I know from teaching adults to play the piano, that adults are conditioned not to try anything new for fear of not being perfect. To many, writing a business plan means planning to faila��and then getting punished for it.

So, the first time you introduce business planning, take away the old downside of goal setting (not reaching it and getting punished),A� and help your agents move in incremental steps forwarda��a step at a time, with lots of positive reinforcement along the way. You have to create a safe haven for first-time planners.

2. Eat the Elephant a Bite at a Time

One of the agents in an office where I just did a small group coaching series told me he put a picture of an elephant on the wall, and then literally divided the elephant into bite-sized pieces, with an action step listed on each bite. What a wonderful visual! For many of your agents, planning is just the most overwhelming process they could envision. So, simply start with one or two areas. Personally, I start with 2-3 areas in the Review. See my next blog for an example of this.

3. Make it Really Easy to Start

Have a great business planning system to provide your agents. (Never just ask them to make a business plan without a system to follow, because youa��ll get all kinds of formats). Dona��t overwhelm your agents with too many planning pages to start. Customize your package with each agent. If you can get each agent to look at 1-3 areas of his business, and plan change strategies for a better year in that area, youa��ll have started the processa��a process that will continue, grow, and reap big benefits by year three.

We Do What We See, Not What We are Told

Do you have a business plan? If not, why should your agents be interested ? Making your a�?stealtha�� approach work means you must lead by example. Doing so creates a synergy between your plan and all the agentsa�� plans, and builds a strength that perseveres even in the toughest market.

What should be in an agent’s business planning system? Click here to see a ‘flow chart’.

Watch my Recorded Complimentary Business Planning Webinar

During this fast-paced webinar youa��ll see:

  • Why your plan probably didna��t work for youa��and what to do about it
  • How to definitely find out what will work for YOU (not someone elsea��s plan!)
  • How to anticipate market shifts (!)
  • What to STOP doing in 2017
  • What one thing will assure your business plan works
  • Bonus: 10 Creative Marketing Ideas for your plan

Included handouts:

  1. The strategic planning process created exclusively for real estate professionals by Carla Cross
  2. Review: Your best sources of business

Click here to see the webinar and grab the handouts.

Here’s to a great 2017 with your polished business plan!

Plan_Act_CelebrateHow Good is Your Business Planning System?

Need a comprehensive business planning system that is designed ONLY for leadership? Most planning systems don’t cover the specific areas you need to address.

Check out Beyond the Basics of Business Planning.

 

 

coaching-standing-in-the-light If you’re coaching: Are you really motivating? This month, I’m focusing on coaching. Why? Because we have one more quarter to reach our goals. Coaching is proven to help all of us stay focused and get what we really want!

Are your motivating methods working? If you’re using the methods most managers use, they aren’t working like they used to. Why? Because today’s agents just aren’t motivated by the things ‘workers’ used to respond to. Today, it’s very important that we motivate effectively, because we have to get our agents into the market with confidence–and tenacity!

Motivational Methods Must Change

In his revealing and surprising book, Drive: The Surprising Truth About What Motivates Us, Daniel Pink lays out a persuasive case, backed by extensive scientific studies, about why the traditional a�?carrot and sticka�� motivational methods just dona��t work for us today. Ita��s especially true with real estate professionals. Why? Because we in effect work for ourselves. We have to be self-starters, initiators, and tenacious in our pursuit of our goals. That means we have to be motivated by things other than promises of material things.

Why Money Doesna��t Work as a Motivator

First, as Pink points out, money and/or material things are good short-term motivators. (Read Herzberga��s studies on short and long-term motivation). In fact, just take a look at the number of real estate agents who are motivated to visit an open house when therea��s food! But, as Herzberg and others have pointed out, money is a lousy long-term motivator. You know that if youa��ve tried motivating your kids with moneya��or threats (the carrot and stick).

I know. The agents all say they need to make more sales. But, what have you noticed they are willing to do to make those sales? Lead generate more regularly? Make more sales calls? We all know that lead generating is the answer to that money problem. Yet, the vast majority of agents avoid lead generating as if it gave us some chronic disease! So, money is just not an effective long-term motivator.

Best Motivators to Motivate Others

Pink shows, via extensive studies, that there are three driving motivators which we should put to work today to fire ourselves up, keep those fires lit, and achieve what we want to achieve. They are:

  1. Autonomy
  2. Mastery
  3. Purpose

Questions to Ask Your Agents to Get Them Excited Again

AboutA� Autonomy

  • Are you in charge of your own business, or are you waiting for someone else to tell you what to do?
  • Do you expect your manager to make you go to work, or are you self-directed and self-starting?
  • Are you disciplined in your business, so you can enjoy that autonomy?

Seth Godin, author of Tribes,A� says about autonomy: The art of the art {of autonomy} is picking your limits. Thata��s the autonomy I must cherish. The freedom to pick my boundaries.

My question to you: Do you have agents that you believe will never operate in autonomy? Don’t you need to invite them to another profession?

AboutA� Mastery

  • Are you working just to get by, or are you consistently working to get better? What do you want to excel at? How does that translate into your business?

About Purpose

  • What excites you so much you cana��t sleep at night?
  • Is there a way to translate that to your real estate business?

The desire to do something because you find it deeply satisfying and personally challenging inspires the highest levels of creativity, whether ita��s in the arts, sciences, or business. A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A� Teresa Amabile, Professor, Harvard University

More about effective motivation today:A�I’ve taken these new motivational techniques straight to the real estate industry with my new speaking presentation,A�Light ‘Em on Fire: Newest Motivators to Inspire your Team. Email me for information on bringing this inspiring presentation to you.

LM CoverOur Coaching Helps You Motivate

Carla Cross’s extensive background and study into effective motivation is an extra benefit to you in her Leadership Mastery coaching program. Click here for a complimentary consultation.

graph going up sledgehammerIs your highest producer really your best producer? Not necessarily. We managers are frequently asked to ‘quartile’ our team, or evaluate our team members–to somehow rate the salespeople with us. Usually, we just start with the highest producer and work downward. But, is your highest producer your best producer?

‘Weigh’ Your Team Members Using your Values

When I was teaching CRB (Council of Real Estate Brokerage Management) courses nationally, I frequently heard the comment, “My top agent is not a team player.” Brokers complained their top agent didn’t represent the best in the company. So, the question is, “Is that really your top agent? Maybe not–and not, for sure, if you value team play!

Your mission should define your rating system. Bring out your vision or your mission statement. What values do you hold dear? Do you say that your salespeople are ‘team players’? Do they provide exceptional customer service? Have they committed to a long-term career? Is one of your values that each member is contributive?

Develop a Weight System for Accurate Evaluation

Let’s say that your five top values are:

Production
Team player
Customer Service
Longevity
Company contribution

Assign a range of 1 to 4 points to each value (4 is the highest score). Finally, score each agent in each of the five areas. Now, list your agents, starting with the highest cumulative score.

Why Values-Based Ratings are Important

Your values define you and your company, both within and with your clients. When you tout the ‘highest producer’ you are inadvertently endorsing that set of values as the values most important to you. Unfortunately, what we wish for we frequently get! In this day in age where the consumer is wary of ‘salespeople’, it’s time to define, rate, and reward your salespeople with the values you treasure. You’ll change the culture of your company for the better, and start hiring to the profile you really want.

What did you find when you developed a ‘weight’ system? What did you use as areas? What can you add to this discussion?

Tip: If you have an assistant manager, designated broker, or coach, ask them to also rate your agents. What do you see as differences between yours and their ratings?

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A�Why Not Get Further Faster?

You have great ideas. But, you’re not sure if they’ll work. How about bouncing those ideas off a seasoned, successful coach? You have lots of systems you want to get in place. But, you know it would take years of ‘test marketing’ and design to get them finished–and you don’t have years. Sign up for a complimentary consultation with Carla Cross and see if Leadership Mastery Coaching would benefit you.

coaching hand upHave you made someone’s day today? Many times, we’re so caught up in our challenges and putting out fires we forget to give a little time to appreciating the positive actions others take. Yesterday, I got a very touching card in the mail from my friends at the Northwest Chapter of the National Speakers’ Association. I’ve been a member of National Speakers’ Association for over 2 decades, and have been very active in our chapter, although I’m not now. Even though I know only a few board members, they all took the time to write me a note for a challenge my family is experiencing. It not only made my day, it made me feel as though I had made a positive impression on their lives at some point!

So, if you want to lift yourself up, take the time to lift someone else up! It not only will make that person feel wonderful, it will make you feel wonderful.

Motivation and Appreciation

As managers and trainers, we know the need to motivate. Yet, most of us aren’t students of motivation. No need to memorize psychologists’ names or read thousands of pages on motivational theory. To motivate best, you just need to apply this key principle:

The best positive motivator is appreciation

What do you appreciate? I don’t mean necessarily trophies in front of thousands! (Some people hate that one!) I mean those little things. Why appreciate to motivate?

Behavior that’s rewarded is repeated.

How often do you appreciate? Much more than you think! (When is the last time you heard someone grumble because they were appreciated? Not!)

One minute action for the day: Make a list of the different ways you motivate by appreciating. Now, tally the number of times you have motivated someone using one of your appreciation motivators this week. How high can you go? The more you appreciate, the better behavior you get.

For a list of 25 ways to appreciate, plus basic principles of motivation, click here.

Upping your appreciation motivation gets you something we managers yearn for: Appreciation for our hard work…..

Let Me Help Motivate your Agents to Greatness!

logoManagers have huge responsibilities. I know–I did that job for almost 2 decades! Let me help you. Up and Running in Real Estate has lots of positive motivation and encouragement built right in. It also has a coaching component, to make it easy for you to track your agents’ progress. Take a look. I’ll help you guide your agents, train your agents, and motivate your agents.

time management guy with clockManagers: Are you systemized–or, is your office piles of papers–that you can’t find when you need them? Are your systems up to speed? On a scale of 1 to 10, ten being high, how would you rate your organization and your systems? Do you seem to be grabbing at papers right before your recruiting appointment? Do you find yourself sketching a training outline five minutes prior to the training start time? If so, youa��ll want to take some time to a�?systematizea�? yourself. Why?

Save time

Get more done

Lower your stress levels

Enjoy your job more

(See the end of this blog for a link to systems you need in place).

Why do Managers Need Systems?

Good agents today have systems for each process they manage. For example, an agent has a listing process system, which includes the materials, packages, and checklists to manage the process. With those systems, agents can not only the manage the process, they can delegate the right activities to their assistants. (See my blog link at the end of this blog for systems agents need).

Managers Dona��t Have Nearly the Systems Agents Have

Think about the systems, processes, and checklists you, as manager, recommend that your agent create to accomplish the critical tasks, or activities, in his business. Now, compare that with the tasks you, as manager, have to accomplish in your position as “people” manager. Work from the tasks to systems to manage these tasks. To prioritize the systems you want to develop, first:

1. List the tasks you do as manager. Now, list the parallel the tasks agents do.

An example: A critical task an agent does is to prospect. Good agents have systematized that process into a marketing plan, complete with specific tactics, dates, and budget. Managers must prospect, too. They prospect for agents.

Does your prospecting (recruiting) plan for agents resemble that of your best agent’s marketing plan? Is it as systematized? Does it have the materials, time frames, budgets, and delegations that good agents have in their plans?

2. Prioritize your tasks as they relate to accomplishing your main objectives. What are the most important tasks you do as manager to assure your office makes a profit?

An example: If recruiting is very important to reaching your objective, how complete is your recruiting system? How organized is it? Who is involved with you in your recruiting plan? How well are you delegating the systems?

Your Job Description Comes First

Developing systems first requires that you’ve prioritized your job description. (Wait: Do you have a job description?) Then, you must either create or purchase systems to manage these processes. One reason managers haven’t systematized their work is that managers have few resources for systems organization. To actually systematize their work, they must create these systems from scratch. Given the myriad of activities managers must accomplish, that’s a daunting assignment. Instead, many managers stay in “crisis” management, which admittedly takes up a lot of the day, but doesn’t allow the manager to move ahead as a leader.

In contrast, agents have many resources for systems organization, both purchased and exchanged with other agents. First, there are many more agents than managers, and agents coming into the business each day. So, there is a larger market, and need, for agents’ systems. In addition, agents have led the way in organizing their businesses to delegate to assistants. It’s become ‘the thing’ to do.

Resource List of Needed Systems

Click onA�Managers Package and SystematizeA�for a list of systems and process you need to manage your business with grace and lower your stress level.

Want to know what systems your agents need? Read my blog on systems for agents.

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Let Me Help you Get your Systems in Place–and How to Use Them

It would take you years to create the systems I’ve already created–and are available in my one-on-one leadership coaching program, Leadership Mastery Coaching. If you’re tired of working too hard for too little pay-off, why not do a complimentary consultation and see how Leadership Mastery can benefit you? Click here to schedule your 1/2 hour appointment.

little girl with phoneIs your phone voice driving them away? Recently, I did a presentation to a group of Luxury Agent Specialists. It was about sound and it’s impact on others. We usually think of visual impact. But, as agents, we come across way more people initially via email or phone than we do by sight. So, isn’t it time to polish your ‘phone voice’? It’s probably the first ‘warm’ impression people get of you (I call email ‘cold communication’ because it vastly shrinksA�the three major ways we communicate: sight, sound, and feeling).

Don’t Mistake Technology as the ‘End’A�

We are so focused on technology today, that we are in danger of forgetting to effectively use that technology. Herea��s an example. When I phone an agent today, I have no idea where that agent will answer his or her phonea��or from what phone the call is being answered. And, I dona��t really care. Technology allows the phone to follow the agent. Thata��s great.A�Herea��s whata��s not so great. The agenta��s message is so dull, powerless, or mumbled that it doesna��t sound as though the agent wants to talk to me. Or, the agenta��s message is so long, that Ia��m impatient by the time I get to leave the message.

Make a Superior Phone Message

For three days, listen carefully to the tone, intent, and messages your hear inA�phone messages. Listen carefully to how agents, managers, and your affiliates answer the phone at their offices. What do you think? If you didn’t know these people, what would you think of them? Are they excited to hear from you, or are they bored?

Here are 4 important tips to remember when recording your own message:

  1. Stand upa��youa��ll sound as though you have much more energy.
  2. Write out your script firsta��and be sure ita��s not too long. I dona��t really care where youa��re going to be all day!
  3. Modulate your voice pleasantly. Try to get some resonance.
  4. Sound as though youa��re looking forward to hearing from me!

Re-record Your Phone Message

Practice your phone message several times before you record it. Then, record and listen critically. Don’t just use the first recording. Make sure your ‘phone voice’ is the best first impression you can make.

P. S. Managers: Call each of your agents’ phone mails. What’s the impression you get? Are they professional? Do they state the company name? Do they represent your culture and image?

Create a quick class in phone messaging using the information in this blog.

what-they-dont-3d_cover croppedWasting Time Educating Too Much in Initial Interviews?

Why don’t you let me do the heavy lifting and answer those dozens of questions prospective agents ask? In my eBook, What They A�Don’t Teach You in Pre-License School,A�I answer hundreds of these questions–and give them the straight scoop on real estate as a career. There are also valuable self-assessment tools, too, to see if these would-be agents are good successful agent candidates. Order it and get it immediately–plus a unique checklist, Hit the Ground Running–what to do with that agent prior to their getting their real estate license. You’ll hire more winners who make more money fast!A�A�