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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.

How Non-Producers Hurt You Three Ways


In my earlier blog, I told you about “Joe”–that nice agent who never sells a stick of real estate. He’s your billboard. Joe the Billboard publicizes the outcomes from your recruiting, training, and coaching–just by being “Joe”.

After you read these, I hope you’ll consider any more ‘Joes” as potential hires as RED FLAGS.

Here are the outcomes to your efforts that Joe publicizes for you.

Recruiting. You find it hard to recruit. See, likes attract. People see that Joe (or lots of Joes) are in your office. Agents do search the MLS to find out what the sales statistics are in offices. (Why would good agents go to an office that has low production?) Maybe you’re like me, taking over a real estate office where it was known in the area, literally, as “the place you went if you didn’t want to work.” Boy, what a great recruiting endorsement!  If so, you know that it’s a terrific uphill battle to recruit good people into a bad office. (Hint: You must get rid of the bad people first, then build on a new foundation. You can’t fool those agents!).

Training. You’re finding it hard to get agents to attend your training classes. Why? Because Joe attends every one of them—and then doesn’t take any action. So, your class endorsement is actually “those classes don’t do any good.”

Coaching. People say they want help, but they won’t go into a coaching relationship with you. Why? Because Joe tells them it won’t do any good. After all, he’s been in your office for six years, and being with you certainly hasn’t done him any good. (Joe also rains on the newer agents’ parades, by convincing them that no lead generating method you endorse is worth their time. After all, the one home Joe sold was a walk-in.)

Click here to get my take on how much it costs to hire a non-productive agent. And, do your own math. Are you stunned? What did you learn?

Joe is Making Your Success an Uphill Battle

You’ve tried to help Joe. You’ve decided you can’t help him. You’re working harder and longer. Yet, your office culture and productivity just don’t seem to improve. Ask yourself:

What percent of “Joes” do you have in your office right now?

Carla’s rule: If you have over 10% seasoned non-producers, you aren’t leading. They are.    

Discover If They’re Workers or Wanderers

My On Track to Success in 30 Days System for the Experienced Agent is a great way to see if your ‘Joe’ or Josephine really intends to go to work—and goes to work. I’ve provided the link to the agents’ and coach’s program here. It will get agents back in the game—with confidence and results.

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