Is technology your greatest challenge as a leader?A� I just saw an advertisement for a large franchise convention. The focus will be on technology. Okay. But, what about you leaders? What are your big concerns? I’ll bet they are NOT technology. They are
1. Finding great candidates — not just anybody
2. New agents joining–getting them successful quickly; reducing turnover
3. Creating a ‘team’ atmosphere that serves as a magnet for retention
In fact, I’m afraid that most companies are focused on yesterday’s challenges. If technology were still actually the #1 focus, our agents would all be doing well, and eager to embrace technology to support those efforts. The company challenge would be just to either provide that technology or the training to use it.* That’s not the case. Companies have plenty of technology resources or access to them. It’s just that agents reject using these resources! Why? They aren’t committed to their businesses. Or, they don’t know how to use the technology. That’s a leadership training opportunity.
*If I were to look at the convention speakers, would I find someone who was working with leadership to help them counsel and consult each agent to his tech plan? To provide a calendar with tech training customized to each office needs? Without these ‘on the ground’ actions, talk about tech is pretty worthless!
Technology: A Crutch, or a Support?
If agents see technology as a crutch, or an excuse NOT to lead generate, they will look to technology to solve their income problems. Tech experts say that less than 2% of all tech leads turn into sales. But, do agents think that? No. They think that each tech lead is a guaranteed sale. They think it’s easy to convert that lead. When they find out it’s not easy and that there’s such a low conversion rate, they give up fast. Franchises have failed nationally that relied on technology to provide leads to agents. Unfortunately, those agents were sold that the company leads would guarantee them a handsome income. So, they had inflated expectations about the quality of leads. And, according to the franchise owners, the agents wouldn’t follow up on most of the leads!
Getting the Cart before the Horse
So, focusing on technology intimates that it will be the solution to a manager’ owners challenge: To get more production from his/her agents. Technology will not do that. Technology will provide support for lead generation. Technology will make it easy to track those leads and constantly communicate. But, that means there still has to be a caring, communicating human being driving that technology–the responsible agent.
Leaders: What do you think are the biggest challenges managers face today in real estate offices?A� How does tech fit in?
