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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.

Hiring: Do You Provide a Job Description for Success?


Managers: Do you provide a job description for success during the selection process? If you’re like most managers, the answer is ‘no’. And, if you’re not, you’re missing a great opportunity to

1. Find out if that agent intends to do the job of a successful agent

2. Get that agent on track to successful action priorities

3. MAKE more money from that agent (and that agent makes more money!)

Real vs. Ideal

In truth, whatever we do each day becomes our job description. Rather than leaving those actions to chance, help your new agent (or transferring agent) get her/his business on track from day one.

To Create your Agent’s Job Description

List all the activities agents do in a business week. Now, go back and prioritize them as ‘business producing’ (those that lead directly to a sale) or ‘business supporting’ (those that support those business producing activities).

Okay. Now, compare it with my lists.

Here’s my list of business producing activities:

Business Development (those activities that result in a sale)

  • Contacting prospects (“lead generation”)
  • Following up on “leads” –  only phone and in person count here
  • Qualifying buyers
  • Showing homes to qualified prospects
  • Writing and presenting offers to purchase
  • Giving listing presentations to qualified sellers
  • Listing marketable properties
  • Attending offer presentations on your listings
Here’s my list of Business Supporting Activities
  • Previewing properties
  • All paperwork
  • Mailings/marketing
  • Talking to loan officers, title companies
  • Attending meetings
  • Education/research
  • Creating processes and systems
  • Personal website work/email marketing/social media

How often do you expect agents to do business producing activities? How often do you do expect them to do business supporting activities?

Here’s my prioritized job description for a successful real estate agent.

A Prioritized  Job Description of a Successful Real Estate Agent

Create your version of a job description with prioritized activities. AND, provide it during the interview process.


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