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?
[ctt template=”3″ link=”U700h” via=”yes” ]Have you been through shifted markets before? I have, and I hate to tell you how many. Here’s what I found: Most agents disappear and just wait until the market comes back. [/ctt] 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?
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
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.