Archive for Retention
What Magic Johnson Can Teach Us About Business–and Life
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I can’t do it. It’s someone else’s fault. If only….I’ll never be able to. I tried that once. It didn’t work. It won’t work for me. Give me (you fill in the blanks) or else I can’t succeed.
You’ve heard all these reasons why someone can’t succeed. (Makes me depressed just reading this list.) So, it’s refreshing to hear someone speak about how to succeed—with no excuses. I don’t mean that we all don’t at times need a hand up. But, those are the few times. They don’t become our mantra.
I just watched a video where a UPS executive interviewed Magic. Here are some of Magic’s insightful comments.Dream it First to Live It
At age 16, Magic was a janitor while in school. He would go sit in the CEO’s chair and pretend he was the CEO; giving orders, making decisions, acting like a CEO. He said he always wanted to be an entrepreneur, not just a basketball player. Look what happened.
What are you dreaming?
On Not Giving Up
As Magic transitioned from famous, successful pro basketball player to businessman, he thought his fame would magically open doors and make him successful. He found it opened doors (they all wanted to meet him), but, it didn’t get him the funding he needed to expand his business. He was turned down ten times before a bank took a chance on him.
How tenacious are you?
Network and Lead Generate and Learn
Magic wanted to find out what was important to prominent people. He got the list of Lakers season ticket holders, and called up to 50 a day. Many met with him, and several became investors with him.
Are you lead generating with tenacity?
Tailor to your Target
Magic was an early investor in Starbucks, and has over 125 Starbucks locations today. He met with Howard Schultz, the founder and then president, and told him he needed to tailor his Starbucks businesses to his clientele. You can imagine where Magic wanted to place his Starbucks. He told Mr. Schultz he didn’t want that music that was in most Starbucks stores. He wanted Michael Jackson, Beyonce, etc. He didn’t want scones. You get the picture.
Are you targeting your marketing to your audiences?
Hire and Work with the Best
Magic says, if you find great talent, you don’t need to micro-manage them. This comes from his experience as a basketball player.
Are you affiliating with the best? Do you need to ‘up your game’ interviewing?
Shine Your Light on Others to Succeed
As you help others succeed, you’ll succeed. Magic says his reason for being in business is to help others. He’s helped thousands of minority business people launch businesses. This comes, too, from his experience as a basketball player. His mentoring others resulted in more success for everyone.
Are you providing a hand up to qualified, determined talent?
Learn from Everyone
Magic believes everyone has something he can learn from. He values each person and seeks their contributions. He says he loves to learn and he’s constantly learning.
Are you learning from those you’re around?
Add Value
Magic believes the secret of business success is to add value. When he meets with someone, he thinks about how he can add value for that person.
Are you adding value to those you work with, coach, or teach?
Does your Interview Process Need Polishing?
Check out this system for selecting winners. Save time, money, and training. See it here.
Is This an ‘Interruption’ or an Opportunity’?
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Is this an interruption or an opportunity?
We’ve never faced this kind of situation. Yes, we’ve been through and weathered the slumps. We’ve helped our agents change their strategies from sellers’ to buyers’ markets and back again. But, this is somewhat different.
Consider This a Unique Leadership Opportunity
On April 23, at 10 am PDT, I’ll be presenting a webinar for leadership on how to seize this time as an opportunity to lead.
For many agents (I estimate it’s about 75% or more), this time is seen as an interruption of a great market. These agents have depended on
the market driving their businesses.
Now, in an instant,
the agents must drive the market themselves.
But, most agents are not going to make that shift alone. You need to lead them to the concept that they now drive the market–and show them how to do that.
The Leadership Actions to Reveal Opportunities to Agents
How can you implement specific actions that work now to get your agents back into the business and connecting with their client base? Here are four methods to do just that. In the webinar, I’ll show you how to
- Motivate your team members to communicate value to their client base
- Mobilize your team to gain exceptional support
- Re-focus each of your agents by helping them implement a 60-Day Pivot Business Plan*
- ‘Up’ your communication with specific changes
*You’ll receive my 60-Day Pivot Business Plan as my ‘thank you’ for attending this webinar. I’ll show you how to use this plan to coach your agents.
Special circumstances require special leadership actions. How have you lead your agents from an ‘interruption mindset’ to an ‘opportunity mindset’?
Leadership:
The Right
Actions to
Take
Now to
Assure Profits
Later
Join me for this fast-paced, 45-minute webinar exclusively for leadership April 23 (Thursday), at 10 am PDT. Click here for more information and to register.
Do You Have Your 60-Day ‘Pivot Plan’ In Place?
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Do you have your 60-day pivot business plan in place?
Congratulations to you if you made a 2020 business plan. However, none of us could have foreseen the events of the past two months. Those events have called for a different plan–both for you and for your agents.
5 Big Questions to Answer Right Now
Next Thursday (April 23), I’ll be doing a 45-minute webinar exclusively for leadership on actions to take right now to retain agents and plan for profits. Here’s more information on that.
To prepare for this webinar, here are some questions leadership needs to ask themselves to evaluate whether they’ve got everything they need in place to lead in this uncertain environment.
- What are you doing right now to communicate regularly with each agent in your office? Do you have a schedule? Have you helped each agent with a pivot business plan? (I’ll be providing a template for you to use with your agents after the webinar).
- What’s your agent mix? How many new agents, growth agents, mature agents in your mix? Do you have a plan for each group to move them forward? (I’ll provide you a tool to segment your agents).
- How have you changed your training to continue it without disruption? Are you doing ‘live’ online events, or have you contracted with an outside source to assure your training has continuity?
- Who else have you enlisted to help retain your agents? Do you have any teaming in place?
- What’s the morale like in your office? With each agent? What actions are you taking to improve each person’s outlook so they will continue their business in a meaningful way now?
Answering these questions will prepare you for the actions I’ll be suggesting to you during the webinar next Thursday, April 23, starting at 10 am Pacific Daylight Time.
The good news: This is the time when leaders can LEAD. The feelings of insecurity, of fear of income loss, fear of sickness–all can overwhelm our agents unless we step forward with positive leadership actions. The actions I’ll be suggesting to you next week will build loyalty and retain your good agents, preparing for a market re-emergence.
Leadership:
The Actions
to Take Now
to Preserve
Profits Later
Join me for this fast-paced, 45-minute webinar exclusively for leadership April 23 (Thursday), at 10 am PDT. Click here for more information and to register.
Engagement: How to Drive It in a Screeching-Halt Market
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Engagement: Do you have a plan to drive engagement with your agents in this shifted market? Or, are you waiting for your company, your association, or …… to take over? Or, do you think you just don’t have to engage?
Sometimes it takes years! I don’t want you to lose your agents–or your business.
Concrete Methods to Re-Engage Your Agents
Every week, I’ll be giving you specific actions to take to re-vitalize the communication and the activity levels of the agents in your office. I’m not just drawing these out of a hat. This is what I have done for years to encourage, tell truth, and get agents into action in challenging markets. This will set you up for great profitability, retention, and a wonderful recruiting tool. How do I know? I’ve done it several times. It works.
First: Set Up Your Plan
Don’t wait for your company or some outside force to do this for you. All well and good, but you need to step right in and be the one who literally LEADS right now. That’s right–leads. Oh, boy, I just thought of what I don’t want to happen for you: DON’T just send them to some training guru site and hope all works out (that includes me!).
What Your Plan Should Look Like
First, when I say ‘meetings’, of course I mean via Zoom or Go to Webinar, or a similar program!
As a group (and groups):
- New agent training at least weekly with actionable items they are to complete–must be high accountability
- Advanced agent training at least weekly with guests sharing best practices for this market
- Mastermind groups of various experience and/or production levels
- Office meetings weekly with guests
In other words, your training calendar must
- Address the needs of the various levels of your agents
- Be consistent and well-thought out to serve your agents with actionable items–which you then can get permission to share
- Create a compelling reason why your agents should re-engage frequently
You DO have a training calendar, don’t you?
With individuals:
- Quartile your agents using any weighing variables you feel are important (4 points for production, 3 points for culture, etc.). See who you can help (probably not the bottom quartile, but you make that call. It’s your time and energy. You deserve a pay-off…..)
- Look at what you’ve been urging these agents to get done for the past 6 months (or more!): their website, their bios, their databases, their presentations, etc.
- Choose 5 action items you want to use with each agent, and let each agent prioritize and add to these actions, add dates–so it’s their plan; or, ask each agent to come up with 5 prioritized items
- Set up a schedule with each agent to review actions–I’ll be helping you apply great coaching techniques so they are motivated to keep going!
What I’ll be Providing You
Besides these overview and bigger picture items, I’m going to provide you specific action items (some with templates so you don’t have to reinvent the wheel) that you can drop in in several training/coaching areas
Who Will Survive and Thrive Through this Time
I know today, there are companies and/or managers who have a ‘hands off’ approach: It’s the agent’s business and that agent decides when, how, and how much to do–alone. When the market is going nuts, that works, because the market is driving the agents. But, when the market becomes challenging, the agents are looking for leadership, for guidance, for coaching. They get lost–more easily than they will admit. Those who provide positive, clear, supportive leadership now will come out with a much stronger profit picture, a synergistic team, and a recruiting tool.
Tell me: What are YOU doing to drive action in your office right now?
Let’s Partner to Drive your Success!
Why reinvent the wheel right now? Take advantage of my online training program, Up and Running in Real Estate, created from my smash hit, proven business start-up program Up and Running in 30 Days.
Not just a distance learning program!
No one wants to sit in front of a computer especially now!) and learn neat stuff….
Effective online training has to have 3 things:
- An easy, engaging process to draw the attendee in and keep him/her interested
- Interaction with a real human being once inawhile
- Interaction and idea exchange with others in the course
Ive integrated these 3 critical factors in Up and Running in Real Estate.
- Engaging--I created humor, introspection, and awards to motivate attendees to keep going through the program
- Coaching: I will be personally group coaching agents in the program, and you have a unique opportunity to coach in the program, too.
- Interaction: set up discussion groups so agents can interact and support each other
An Easy Way to Integrate Coaching Your Agents
Your support right now is critical. So, I waived the $99 fee for Coaches Corner (the coaching component of the program) for all who sign up prior to Sept. 1, 2020. To qualify, register at least 1 of your agents in the program. See more here.
Lets create success together!
Are You Sure You’re Offering the Right Training?
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Are you sure you’re offering the right training?
For the next few blogs, I’m offering tips on making your training work better. And, I’ll be offering tips for trainers, too.
Look at your training calendar. If you don’t have one, simply take a 3-month calendar and write in the training you’re providing.
At the end of this article, I’ll give you my Training Calendar Evaluator—a tool to use to see what your training really looks like. I developed this tool when I was regional director for a very large franchise. I wanted to help managers and trainers improve their training programs and calendars.
What’s the ratio of business-producing vs. business supporting training modules you have now in your training plan and calendar?
When I see some training calendars, I can see why their training is not increasing productivity. Most or all of their modules are concerned with business supporting subjects (technical knowledge): Home inspections, the law of agency, websites, social media, etc. That’s all nice, but what does it directly do with creating productivity? Here’s the path to a sale:
Excerpted from What They Don’t Teach You in Pre-License School (Carla Cross, Noteworthy Publishing, Inc.)
If you want to increase productivity and profits, your training calendar needs to reflect your training in these business-producing areas.
What are you training to that will make a real difference in your productivity and profits next year? Put that in your business plan.
To get my analytical tool, Training Calendar Analysis Tool, click here. I’ve added some questions, too, in most categories, to help you think through these decisions and come up with a blazingly good training program.
Let me know the changes you’ve made based on your evaluation. I want to help you create training with impact, with less work from you!
Help for your Training and Trainers
Do you provide training for your presenters and trainers? I’d love to help you, and them, learn and practice these types of great, quickly applicable strategies. I do trainings and presentations for Realtor trainers, trainers of real estate companies, and affiliates.
Get in touch with me and we’ll talk about your needs. I customize each presentation, too, for YOUR specific audience needs. My background as a performing musician, coupled with my real estate sales, leadership, and training experience, gives me a unique ‘take’ on training trainers. I’d love to help you!
Drilling Down to Find Your Next Great Manager
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In my earlier post, we discussed finding that next great manager. Now, here’s more information you need to get that great leader–that person you’ll enjoy working with!
You are Not Done Describing the Job
You need to attach your performance standards for management activities (minimum expectations for that person to retain his/her job) in each of these areas.For example:
How many hours a week do you expect your manager to recruit? (lead generate)
How many lead generating calls do you expect your manager to make per week?
How many interviews do you expect your manager to hold per week?
How many hours a week do you expect your manager to interview and select?
What are the selection standards you expect from your manager (who should be hired and who should not)?
How many hours a week do you expect your manager to train?
How many hours a week do you expect your manager to coach?
Who do you expect your manager to coach?
What leadership activities do you expect of your manager?
What staff/operation activities to you expect?
What do you expect your manager to do to increase the bottom line?
Decide this in terms of:
How many recruits per month (decide on your ratio of new or experienced)
Production per month
Moving your experienced agents from ____ revenue units (sales and listings sold) to ________ revenue units by _____________ (date)
Profitability increase of __________ in _____________ months
Standards Agreement Usually Missed in the Hiring Process
This specific standards agreement is usually missing in the hiring process. It takes awhile during our coaching sessions to develop a workable standards agreement for each situation. But, without a standards agreement, you haven’t laid out exactly what the job expectations are. You have no method to coach and hold your new manager accountable. And, if you need to terminate, you should have measureable reasons to terminate.
Now, armed with your description of the ideal manager, your job description, and your standards agreement, you are ready to search for that people developing manager who will take your company to greater productivity.
Your Mutual Expectations Dialogue
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I have done 2 short videos on these very important topics. The first video addresses establishing standards (minimum expectations). The first video was in my previous blog. The second video explains how to address these expectations with the agent.
Here’s the second video: Your Mutual Expectations Dialogue
Here are the documents I mentioned to help you think through and put your standards in place:
Establishing your Standards for your Agents
Up and Running in 30 Days Goals and Standards
Up and Running in Real Estate Commitment Letter
Use the information here, along with the standards documents, to raise the performance of your team to a much higher level!
What Do Your Agents Think about your Onboarding Process?
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What do your agents think about your onboarding process?
In my earlier blogs, we’ve explored the importance of onboarding, and some of the common mistakes we all make. I am in the midst of a consulting assignment with a real estate company. They asked me to evaluate their onboarding process and make recommendations. To do that, I created and did an onboarding questionnaire. In this blog, I’m using ‘we’ do protray the company leadership and me.
I promised I’d share my onboarding questionnaire, so here it is.
Have you ever found out what your agents think about your process? Now is an excellent time to do this. Use my questionnaire and add your own questions. I asked these questions over the phone. At first, agents were reticent to share. Then, as I explained we were working to tighten the process, they opened up, and gave us great information. The bottom line: They were thrilled we had asked them! It made them feel an important part of the organization.
When you ask: Don’t judge, and don’t criticize. Just accept the information or probe for more detail.
My Results of My Survey
I’m going to share the results of my survey here with you. Some of the results were surprising; some were predictable.
What We Did With the Results of the Survey
We held a series of meetings to discuss the results. We then assigned duties to make this whole process better. We hired a person whose main job is to ‘dog those agents’ tracks through the complete onboarding process. Do you think this will result in a better retention record? We do.
Your turn: What are you doing to assure your onboarding process continues the excitement and loyalty you set up during your interview process? Or, have you thought about it?
Want to talk about my helping you create a world-class onboarding process? Email me at carla@carlacross.com or call me at 425-392-6914. Let’s get this to mastery level!
Onboarding: Those Critical First Seven Days
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Onboarding: Those critical first seven days. Find out why that first week is so critical.
First: What does new agent onboarding and training have to do with retention? According to two recent studies–a whole lot!
In this blog, I’ll address some of the results and its ramifications for real state companies–from the survey published by the Society for Human Resource Management (SHRM).
Why Bother with a Great Onboarding System?
Because you’ll have much great retention! According to the SHRM study, companies that leave onboarding to chance experience higher than 50% failure rates when it comes to retaining new talent.
Question: Do you have a great orientation system? Are you leaving anything to chance? Does your new agent feel like he/she is in a fog for the first few months?
If you want a template and suggestions of what should be included in your orientation, click here.
Those New Hires Check Outa There Fast! (Faster than you Think!)
According to the same SHRM survey, 67% of millennials are already thinking of looking for their next job on day ONE!
Question:
Tips for Those First Critical Seven Days:
- Manager sends a welcome email or snail mail (better) to new agent on day one.
- Each day’s activities are completely outlined so the new agent knows exactly how to proceed (you’re building in habits of success).
- The first week’s activities include shadowing and lunch with one of your senior colleagues. (If you have an advisory council, this is a perfect match!)
- Welcome gift given to the new agent on day one.
- End of first day checklist completed with manager
- Round table or lunch set up with your influential agents to welcome the new agent
- Use a detailed, prioritized action-plan checklist, like Up and Running in 30 Days, to assure the new agent knows exactly what to do, how to do it, and is held accountable to it.
Outcome: 69% of new employees are more likely to stay more than three years if they have experienced a well-structured onboarding program.
So, how does your onboarding system stack up?
Find out: Regularly survey your agents who have been with you 6 months to find out what they found valuable and how it could be improved. Why not have the best onboarding/retention system in the industry?
A Survey for You to Use: Next
In my next blog, I’ll share the survey I just did in an office where I’m consulting on their onboarding system. Boy, did I get some great feedback!
How’s Your Quick-Start Program Working?
Both these onboarding studies prove that leaving the new agent’s orientation, training, and start to chance just doesn’t cut it. Take a look at what’s new in Up and Running in 30 Days: updates in 5th edition. This invaluable book is only $32.95 plus shipping, and has been used by thousands of new agents to launch successful careers. Order here.
What could your retention rate be if you had a superior onboarding system?
Onboarding: Is It Causing Retention or Attrition in your Comany?
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Onboarding: Is it causing attrition or retention in your company? Do you know? Do you know how awesome (or not) your onboarding system is? Have you done a survey? (more about that in later blogs).
What Does Onboarding Include?
One study I used in Up and Running in 30 Days was the Inman Select Special Report: How to Fix New Agent Onboarding. The Inman report didn’t define what was included in Onboarding. From reading the study, however, Inman included initial training, coaching, and mentoring. I am going to add basic orientation and basic actions to the Onboarding process. Why? Because many real estate companies do not have adequate orientation processes. So, agents don’t get the basic direction needed to launch their businesses.
Question: What is your initial orientation like? Does it cover all the bases? If you want a template and suggestions of what should be included in your orientation, click here.
In this blog, I’ll address the results and its ramifications for real state companies–from the other survey published by the Society for Human Resource Management (SHRM).
Retention Starts in the Interview
From working with real estate companies over the past three + decades, I think that most brokers regard retention as something that we must do to keep those seasoned agents. However, according to the survey results in the SHRM study, retention decisions are made by those we hire within a very short period of time. In fact, both studies indicate retention starts prior to hiring!
Here is a major conclusion from this survey, and it what means to real estate companies.
Expectations of the job are different than what new hires heard in the interview. And, the Inman report said new agents fail because they are unprepared for the realities of working as an independent contractor. I’m sure you’ve experienced this. Your new agent is all excited about a career in real estate. But, he/she will not do the lead generating activities required to launch a career. You told the candidate he/she had to lead generate. What is wrong?
Question for you: How well do you explain the job expectations in your interview? Do you provide a prioritized job description for the new agent? (Click here to grab mine). How do you give the prospective agent a real idea of the job?
Three Tips:
- Prior to hiring: Have the agent shadow one of your agents who is modeling the behaviors you want.
- Provide the agent with the eBook What They Don’t Teach You in Pre-License School. This eBook tells the truth about real estate as a career! You’ll save lots of time in the interview process and winners will pick themselves.
- Ask the prospect agent to do an activity you feel is important: Like create a dialogue to talk to someone they know about buying/selling real estate.
- Prior to hiring: Give the prospective agent Up and Running in 30 Days. Ask them to review the book. In my experience, if they come back, excited to begin this specific start-up plan, they are a good match for a productivity-focused office. If they come back and reject your lead generating plan, not a good prospect!
In my next blog, I’ll discuss more of the study conclusions and what they mean to us as real estate owners. I’ll also offer tips to tighten your onboarding process. Isn’t it worth having great systems if you could increase your retention of first year agents to 75%?
Last question: What’s your retention rate now of first year agents? How much money do they make their first year in the business? Do you know?
How’s Your Quick-Start Program Working?
Both these onboarding studies prove that leaving the new agent’s orientation, training, and start to chance just doesn’t cut it. Take a look at what’s new in Up and Running in 30 Days: updates in 5th edition. This invaluable book is only $32.95 plus shipping, and has been used by thousands of new agents to launch successful careers. Order here.