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.

Archive for Motivation

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):

  1. New agent training at least weekly with actionable items they are to complete–must be high accountability
  2. Advanced agent training at least weekly with guests sharing best practices for this market
  3. Mastermind groups of various experience and/or production levels
  4. Office meetings weekly with guests

In other words, your training calendar must

  1. Address the needs of the various levels of your agents
  2. Be consistent and well-thought out to serve your agents with actionable items–which you then can get permission to share
  3. Create a compelling reason why your agents should re-engage frequently

You DO have a training calendar, don’t you?

With individuals:

  1. 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…..)
  2. 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.
  3. 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
  4. 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!

Online Training – keyboard 3d render illustration with word on blue key

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:

  1. An easy, engaging process to draw the attendee in and keep him/her interested
  2. Interaction with a real human being once inawhile
  3. Interaction and idea exchange with others in the course

Ive integrated these 3 critical factors in Up and Running in Real Estate.

  1. Engaging--I created humor, introspection, and awards to motivate attendees to keep going through the program
  2. Coaching: I will be personally group coaching agents in the program, and you have a unique opportunity to coach in the program, too.
  3. 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!

It’s time to do your business plan! So, my next blogs will focus on helping you create that business plan–and getting your agents to plan. I’ll include some of the planning templates, too, from my business planning program (see below).

Do your agents have mission statements as part of their business plans?

Why is having a mission important? How should it guide agents? You’ve heard the talks about finding your passion. But, you see your agents being over-whelmed in their careers. It’s just too much to think big when they’re just trying to find that house or convince a buyer to work with them!

The Importance of Your Mission

This time of year, we’re encouraging everyone to create their business plans.

Why? Because, otherwise, you don’t know whether or not the actions you decide to take will fulfill your mission. This is also true of your agents.

Tackling and Bringing Down your Time Management Challenges

If agents have been in the sales business a little while, they’ve already discovered that their biggest challenge is time management. How can they get done in a business day everything that needs getting done? That’s where your mission comes in. Creating your mission helps you prioritize all the things you’re supposed to do. It helps you decide what not to do. Most important, it helps you figure out

how to put YOU into your management and sales business successfully

I have a gift for you right now, to help you assist your agents in defining their missions (it works for leadership, too). Click here to get this planning tool, which is excerpted from my online resource Beyond the Basics of Business Planning. 

Grab My Online Business Planning Program and Make Planning Easy!

Thought you’d get it done but it’s still on your ‘to do’ list? I want to help!

Managers: Frustrated because you can’t get your agents to plan? Problems solved! I’ve put my exclusive planning pages online–plus webinars to help you get through that plan fast. Don’t wait another year for business success. See more here.

Managers: I’ll teach your agents how to plan, too! Included in your Manager’s Package!

Ready to order? Click below:

Beyond the Basics of Business planning for Managers  (includes agents’ planning system) 

Beyond the Basics of Business Planning for Agents  

Going into management? How are you going to motivate?

This month, I’m featuring blogs regarding going into management. Why? I’ve been interviewing for that next great leader. Unfortunately, I’ve found few candidates have prepared at all for management. (Read my earlier blogs for preparation needed).

As managers, we agonize over how to motivating our agents/employees. Yet, we generally know little about how motivation really works. Here is one psychologist’s view on motivation, with tips on how to make it work for you in the workplace.

Different strokes for different folks. We think people are motivated by whatever motivates us. If we like to be up in front of hundreds and receive those number one trophies, we assume others do, too. Not true. MCClelland, a psychologist who wrote lots about motivation (see Achieving Society, Power is the Great Motivator), observed that people were motivated by one of these motivators:

a. achievement
b. affiliation
c. power

Identifying Who’s Who

What are some actions that achievers demonstrate?

What are some actions affiliators demonstrate?

What are some actions power people demonstrate?

Which one are you motivated by? How do you know? Think of a time in your life when you were very motivated by something. Was that ‘something’ categorized as achievement, affiliation, or power? You can ask your team members that same question, and find out their dominant motivator (and just observe them in action, too!).

Managing to the Motivators

McClelland said, that, if you’re managing an achiever, you should:

  • provide clear-cut goals
  • give prompt feedback

Managing an affiliator? You should:

  • treat him/her as an individual
  • be emphathetic
  • provide encouragement

With the power person, you should:

  • set clear guidelines
  • talk about how to win
  • speak in terms of results

Who Challenges You?

To really put this to work, pick a person you manage that you find challenging. Pinpoint their main motivator. Try the actions McClelland suggests. I’ll bet you’ll not only get more cooperation, you’ll start to feel ‘in tune’ with that person–and provide the atmosphere for them where they can be motivated–their way.

For your next sales meeting: Explain McClleland’s approach to motivators. Ask agents about 3 times in their lives when they were really motivated to achieve something. Then, explain the 3 categories, and ask agents to choose their dominant motivator.

Get The Insights You Need to Hire with Confidence

If you’re a new manager. You’ll want to cut your time frame by interviewing more effectively. You work so hard to gain those interviews. But, do you have planned interview process that assures you pick winners? (And assures the candidates are impressed with you….) Your Blueprint for Selecting Winners, with new information about what desired agents of today are looking for, is a guide to create your unique attractors, how to put together a powerful presentation, and a completely new video showing exactly how to craft the best ‘crystal ball’ type of questions. Learn more here.

It’s time to do your business plan! So, my blogs through December and early January will focus on helping you create that business plan–and getting your agents to plan.

You’ve decided to coach your agents in creating great business plans. but, if you’ve never coached an agent in business planning, it can be quite daunting.A� So, what do you look for? In this blog, I’ll show you how to use their statistic

listings taken to listings sold in normal market time.

to coach them to a better year next year. You would think agents know this statistic, but very few do. Ita��s so important, because it

  1. Determines whether the agent makes enough money per listing or not
  2. Determines whether the agent builds a positive reputation or a poor one
  3. Reflects the agenta��s value-proposition strategy
  4. Reflects on the officea��s productivity and profitability

Your success rate with listings sold is, in my opinion, the one most important reflection of agent value propositions out there.

For example: A�George Smith, a 10-year seasoned agent, has demonstrated a consistent listing strategy. A�Georgea��s a�?success ratioa�� is 40%. That is, he sells 40% of his listings in normal market time. What does that say about Georgea��s values proposition strategy? How is George a�?usinga�� his listings? Is that the culture you want perpetuated in your office?

Sally Overton has a different value proposition strategy. She has a 90% success ratio in listings taken to listings sold in normal market time. Obviously, she is building her referral systema��her raving fans. She is making herself more money in less time. She is drastically reducing the number of complaints (and attacks on her self-esteem, too). She is a role model for best practices in her real estate office. Is that practice more in line with your culture?

Your opportunity: As Georgea��s business planning consultant, youa��ll be a�?testinga�� George to see if he wants tochange his strategy (some agents love being a�?bait and switchersa�� too much to change). Youa��ll have the opportunity to help Sally leverage her awesome conversion rates to obtain even more raving fans. (Nothing succeeds like success).

Do you know your ‘conversion numbers’ in listings taken to listings sold for your company? When you make your own plan, be sure to do a thorough review, and find this number. A high number means you’ll be able to recruit better, get better retention, have better team spirit, and your agents can build on that reputation. A low number means you have a lot to work on!

Click here for a list of common agent business planning mistakes to help you as you coach agents through the planning process.

Excerpted from my online agent business planning system, Beyond the Basics of Business Planning.

Grab My Online Business Planning Program

Thought you’d get it done but it’s still on your ‘to do’ list? I want to help!

Managers: Frustrated because you can’t get your agents to plan? Problem solved! I’ve put my exclusive planning pages online–plus webinars to help you get through that plan fast. Don’t wait another year for business success. See more here.

Managers: I’ll teach your agents how to plan, too! Included in your Manager’s Package!

 

Ready to order? Click below:

Beyond the Basics of Business planning for Managers  $249 (includes all the agent planning materials, too!)

Beyond the Basics of Business Planning for Agents  $99

 

It’s time to do your business plan! So, my next blogs will focus on helping you create that business plan–and getting your agents to plan.

Leta��s get real. Your agentsA�arena��t motivated to build that business plan–and we aren’t either. We know wea��re supposed to write business plans. Yet, if your agents areA�like 95% of real estate professionals, doing that seems just like an exercise in futility. Most business plans don’t inspire.

Leaving out the ‘Magic’?

There are components left out of most plansa��components that put the inspiration and motivation into your plan and your agents’ plans. I’ll give you specific guidance for you to put that magic into businessA�plans, so you and your agents are inspired every daya��not only to complete the plan, but to use it as a very personalized and specific guide to your success.

A�A�Why Are Most Business Plans Useless?A�

Unfortunately, when most people write business plans, all they do is fill in some blanks with a�?guess numbersa��. The problem here is that numbers in blanks arena��t inspiring. They arena��t motivating. They dona��t call out and suggest to you that you should look at those numbers once in awhile!

A�What Really Motivates Us?A�

If numbers inspired us, wea��d all be gazillionaires selling real estate. After all, we say we want to sell more homes than the average agent. We want to make more money than the average agent. You know the drill, and Ia��ve heard it from hundreds of agents hundreds of times. Yet, if numbers and money were motivators, our results would be different than they are.A� The fact is that money, in itself, is not a motivator. Ita��sA�

what we want to do with the moneyA�

And thata��s as individual as we are. Martin Luther King didna��t say, a�?I have a business plan.a�? He said, a�?I have a dreama�?. You must include the a�?dreama�� part of your future in your business plans to make that plan useful to you. That means, you as a business consultant, need to include the three ‘missing’ parts of business plans that I describe below.

A�Building the a�?Whya�� Into your Business PlansA�

Thata��s the motivator. In other words, we have to have a big a�?whya��. Most business plans dona��t build in the a�?whya��. Thata��s why they fall flat, and leave us cold. Thata��s why agents dona��t want to go through the exercise of creating them. Managers always commiserate that they cana��t get their agents to write business plans. You wouldna��t want to write a plan, either, if you know it wouldna��t help you with your business the next year.

The Tools to Find that a�?Whya��A�

Most people think of business plans as projections of numbers. But, thata��s not all there is to a real strategic plan. There are three parts of a business plan that provide that inspiration, that motivation, and that a�?whya��. And, those are the parts of the planning process that are most frequently left out:A�

  1. Your visiona��why youa��re in this business; how you see yourself after you retire
  2. Your reviewa��what happened in your business that will make an impact on your business in the future
  3. Your missiona��who are you in the business

Grab My Online Business Planning Program–at Discounts!

Thought you’d get it done but it’s still on your ‘to do’ list? I want to help! So, I’ve adding a discount on my online business planning resources through Dec.31 .

Managers: Frustrated because you can’t get your agents to plan? Problems solved! I’ve put my exclusive planning pages online–plus webinars to help you get through that plan fast. Don’t wait another year for business success. See more here.

Special discounts through Dec. 31 Purchase the agent’s planning resource, Beyond the Basics of Business Planning for agents,  and save $20 (regularly $99). Use coupon code agent bus plan.

Managers: I’ll teach your agents how to plan, too! Included in your Manager’s Package!

Purchase the manager’s planning resource, Beyond the Basics of Business Planning for Managers,  with all office/company planning documents and save $50. Use coupon code manager bus plan.

Offer ends Dec. 31: Big discounts on these programs–use the coupon codes below to order.

Ready to order? Click below:

Beyond the Basics of Business planning for Managers — regularly $249, now $199 with coupon code manager bus plan 

Beyond the Basics of Business Planning for Agents  –regularly $99, now $79 with coupon code agent bus plan

Remember, this special offer expires Dec. 31, so, order now and get your business plan ready for 2019.

 

It’s time to do your business plan! So, my next blogs will focus on helping you create that business plan–and getting your agents to plan.

Whata��s your mission? Ita��s time to begin writing your business plan for 2019. In the next few blogs, I want to give you a few tips on creating various parts of your business plan. One of the important, but often-left-out parts of a business plan is your mission statement. What it is? Ita��s literally your mission in your business.

Mission statements answer the questions:

Why are you in this business?
What do you want to accomplish?
How are you going to achieve your mission?
Whata��s important to you?

Why Have a Mission Statement?

To keep yourself on track.
To decide what you will and wona��t do.
To state who you work with (and to think about who you wouldna��t work with).
For time management
For clarity and focus
To use as a springboard to your marketing

Mission statements should be:

a�? Well-defined
a�? Restrictive
a�? Complementary with your company statement (and the company statement should be reflected in any branch office/associate statements)

Mission statements are:

a�? Not lightly changed (usually stay the same through your
yearsa�� business plans)
a�? Written in the present tense
a�? Do not contain objectives or goals
a�? Not tied to time

Mission Statements Are Not Objectives or Goals

Mission statements are not quantifiable. Leave out any numbers a�� they go into your objectives. Following is an example: A person may write, a�?I am a profitable agent. I will make a profit of $50,000 every year.a�? The first part of the statement, a�?I am a profitable agenta�? has a place in a mission statement. But the last part of the statement is an objective, or quantifiable end result, and should be placed in another section of your plan. The mission statement is broader; it guides you as you make long-term decisions. The above offers some valuable tips on writing mission statements.

Mission Statements Arena��t Changed Lightly

Because mission statements are really statements of you as a businessperson, these statements are not lightly changed a�� just as you would not lightly change yourself. That does not mean that you might not work over time on how your statement is constructed, but it does mean that you do not change the essence of the statement, the specialties, the ideals a�� without considerable thought.

Mission Statements a�� In the Present

Statements should be written in the present tense. These statements convey you at your best a�� how you see yourself as a real estate professional. Because you may not have actually attained the picture you have in mind, you may be writing about yourself as you see yourself in the future. To cement that thought in your mind, use present tense verbs as you create your statement.

How to Use your Mission Statement

a�? To reflect back and forth throughout your business plan (Are
your actions congruent with your plan?)
a�? In your officea��framed in your entry
a�? In your marketing materials
a�? In your Professional Portfolio
a�? In your pre-first visiting listing and buyer packages
a�? In your email signatures
a�? On your website

Mission statements first clarify for you whata��s important, your focus, and your limitations. Then, they help consumers choose you. Use the parameters above to create your mission statement.

Grab My Online Business Planning Program–at Discounts!

Thought you’d get it done but it’s still on your ‘to do’ list? I want to help! So, I’ve adding a discount on my online business planning resources through Dec. 31.

Managers: Frustrated because you can’t get your agents to plan? Problems solved! I’ve put my exclusive planning pages online–plus webinars to help you get through that plan fast. Don’t wait another year for business success. See more here.

Special discounts through Dec. 31: Purchase the agent’s planning resource, Beyond the Basics of Business Planning for agents,  and save $20 (regularly $99). Use coupon code agent bus plan.

Managers: I’ll teach your agents how to plan, too! Included in your Manager’s Package!

Purchase the manager’s planning resource, Beyond the Basics of Business Planning for Managers,  with all office/company planning documents and save $50. Use coupon code manager bus plan.

Offer ends Dec. 31: Big discounts on these programs–use the coupon codes below to order.

Ready to order? Click below:

Beyond the Basics of Business planning for Managers — regularly $249, now $199 with coupon code manager bus plan 

Beyond the Basics of Business Planning for Agents  –regularly $99, now $79 with coupon code agent bus plan

Remember, this special offer expires Dec. 31, so, order now and get your business plan ready for 2019.

 

What do you do if someone won’t get into action?

This month, I’m featuring tips to get your agents–and you into action better–and faster. Why? Because real estate is a ‘performance art’, not a knowledge pursuit!

(Note: Watch for my new little book, it’s literally a ‘little book’, with the quotes I’ve coined (or copied, I’m sure), over the years. The quote above is from the book, too). Oh, the name of the book: Big Ideas (in a little book). By the way, the book is a great gift to your agents–and will give you 80+ quotes for meeting discussions, too.

Real Estate Sales IS Challenging!

I’ll bet your agents didn’t know how challenging real estate sales were until now. To cope with those challenges, our creative subconscious may be coming up with ways to convince us to avoid getting into action. We might even start believing your subconscious! One of the most common reasons is the old “I can’t do that because I don’t know enough.” Or, maybe your subconscious has convinced you that you’re not organized enough to get into action, or that you’re not perfect enough.

Getting Ready to Get Ready

Ned, an agent in my office, acted in a way that is an example of creative avoidance. In the business eight months, Ned had made only one sale. However, he was in the office regularly and appeared busy with paperwork. He attended law courses and was well-informed on financing. One day I saw Ned collating maps. I asked him what he was doing. He explained that he was putting together a series of maps for a buyer’s tour. I thought that was exceptional; buyers would really want to know the whereabouts of the homes they were seeing. (Today, Ned would be using apps for that–and spending lots of time getting the right apps and exactly the right ‘maps’……..)

Unfortunately, Ned had used his strategy with only six buyers—all the buyers he had put in his car in the past eight months! He had spent his time on this nifty map system, but had not talked to enough people to get them into the car—or have the opportunity to appreciate the map system! Which is more important to your goal attainment—talking to people, qualifying them, and showing them homes, or working diligently on a map system in case you find someone who wants you to show them homes?

How People Get into Action

How do you “get into action”? How do your agents get into action? In a wonderful book, The Conative Connection, Kathy Kolbe explores the ways different personalities get into action—not how we learn, but how we get into action. Some people barge ahead and worry about the details later. We start badly, but, because we’re tenacious, we surprise people by how good we finally get. Unfortunately, our supervisors often remember only how bad we were when we started. We must be tough-minded and keep at it; we must retain an image of ourselves as “finished products,” because others will not see us that way. Other people observe the action for a long time. Finally, when we feel ready to perform well, we get into action. We start slowly but well.

Slow Starters May be Deceptively Competent!

Because of our slow start, we don’t get much positive reinforcement from our supervisors (or coach or manager), who note our lack of progress compared with others in the office. If slow starters are tenacious and believe in themselves, they become very good because they practice perfectly. Kolbe points out several “get into action” styles. This book will help you pinpoint your “get into action” style as well as the barriers and challenges various types of ‘action starters’ face as they start their real estate careers.

Help Your Agents Embrace Embarrassment

Go ahead—be embarrassed. There is no way to be experienced until you get experience. No agents like to take risks, be embarrassed, or have buyers and sellers guess that they are new in the business. But face it—everyone has been new in the business. Just go ahead and get those first few months over with. You will be embarrassed every day—many times. As a new agent, my most common statement to buyers or sellers was “I don’t know, but I’ll find out.” In music, little could stump me—but in real estate anything could stump me! Still, I muddled through it, and you will, too.

* Big Idea: Your ability to get into action and risk being embarrassed is one of the attributes of a successful new agent (or manager!).

Why not take your time? I’ve interviewed prospective agents who told me they really didn’t want to sell real estate right away. They wanted to learn everything they could. Then, after six or eight months, they would feel ready to sell real estate. It doesn’t work that way! I wish I could tell you that agents can successfully launch real estate careers by taking lots of time to “get ready.” However, if you take all the time in the world, you will fail. Why? Because lack of success is a great de-motivator!

. To remember and emulate good performance, we need to perform right after we have heard, seen, and practiced that performance. Learning something in a class and letting that skill lie dormant for months just guarantees poor skill—and high stress.

* Big Idea: 99 percent of what we learn we learn by doing.

On a scale of 1-10, 10 being “I jump right into action”, how would you rate yourself in getting into action?

Let Me Help Your Agents Get Into Action with More Confidence

It can seem like every day in real estate is a new challenge! I know–I remember those days well! Why not get the best start (or re-start) possible? Take a look at my innovative online, training/accountability program, Up and Running in Real Estate. There’s a coaching component, too, so you can track your agents’ successes and coach them along the way. Check it out here.

Here’s more from Mr. Rogers–on how to use your talents and skills to contribute.

In my earlier blog, I discussed what we can learn from Mr. Rogers. Here’s more.  I’ve been thinking about his legacy, because there’s a new movie about his philosophies: “Won’t You Be My Neighbor?”

First, who was “Mr. Rogers”? Best known from his children’s show, which ran from 1968 to 2000, Fred Rogers was so much more—a minister, a musician with a degree in music composition, and chief puppeteer of his show. I’ve always enjoyed his quotes, because many of them are from his experiences as a musician (as am I).

From What We Do to What We Can Contribute

I don’t know about you, but I got bored selling real estate after about 5 years. All those split levels started looking the same! So, let’s say you’ve mastered what you do (and maybe have become bored with the routine of your life!). Then, what do you do? How about doing like Mr. Rogers did: Shine your light and talents outward to influence others in positive ways.

Note to managers, trainers, and coaches: Do an exercise where each person names a talent/skill they have. Then, have their partner ‘translate’ how that skill can be translated to others. Example: “People tend to tell me their secrets and their fears.” Partner: How about gaining some coaching expertise and start coaching to help people?

Let me know what you come up with. I’ve found that it’s easier for someone else to be creative about your talents and skills that it is for you to be! Here’s to a very fulfilling, rich, and contributive year!

Let Me Help You Help Your Newer Agents!

I want YOU to be the hero here! So many times, I’ve talked with managers who want to design training and coaching programs to help their agents. But, I know, from experience, it takes thousands of hours and test marketing to create effective, results-based training. So, why not let me do the heavy lifting and you coach to the program? Check out Up and Running in Real Estate, my online training, coaching, and accountability plan with an amazing, results-centered business start-up plan. You (and I) will be helping more people faster! Check it out here.

 

Managers: You motivate others. Who gets you up when you’re down? That’s a really important question for us managers. Why? Because we’re expected to be the ‘cheerleaders’ for our associates. So, if we’re down, we can bring everyone down.

Have you ever gotten poison oak? In Oregon’s Willamette Valley, where I grew up, poison ivy seemed to be waiting in the woods ready to attack me each time I ventured out of my yard. Getting poison ivy meant itchy skin, at the least, and, at its worst, it meant a face swollen to the point where my eyes were just slits. That will get you down. In fact, I’d look in the mirror and wonder if I’d ever look like meA� again.

During one particularly horrible bout with my enemy, poison oakA� (you can tell I really hated this stuff), I remember riding in the car with my mother to pick up my sister at school. (I couldn’t go to school with the poison oak raging, but I was probably driving my mother so crazy that she let me take this little trip). We got near the school, and I forgot I had this grotesquely swollen face for a moment. I waved at a friend. I got a stare back. Turning to my mom, I asked, “Will I ever get over this?” Of course, as good moms do, she replied, “Of course, sweetie. It’s just temporary. You’ll look like your cheery little self real soon again.” And, of course, after a couple of weeks, I did resemble me. (But I still hated poison oak…)

What do you do when your mom’s not there?

We managers have many varieties of poison oak waiting to attack us as we venture into the ‘woods of management’ each day. An agent leaves us, a call from an unhappy seller, a letter from a new homeowner, saying, “What is your company going to do about our pest infestation problem?” I’ll bet you can think of 25 others! Sometimes you wish your mom could just sit with you in your office each day and say, over and over, “It’s okay, honey. They don’t dislike you, they just have a problem.” Sounds far fetched, but, the real question is, “Who gets you up when you’re down?”

An Industry-wide Problem

It’s not just us brokers who seem to be fighting more ‘poison oak’ every day. It’s all of us in the industry. As agents capture more of the commission dollars, they’re more ‘on their own’. They’re fighting more of their own battles, with less management help. There’s less ‘broker supervision’. Now, to independent people like you and me, that sounds great. We don’t need someone standing over our shoulder telling us what to do. But, there’s a downside to no supervision. When we do something right, there’s no one to congratulate us! And, since most of us in this industry thrive on recognition, we’ve given up a chance to get it from an ‘authority’.

The biggest desire of a human being is simply recognition.A�

On the other hand, when things go wrong, with less interest and guidance in how we’re doing, we’ve given up the chance to let someone who cares about us ‘pump us up’ when we’re down.

How do you respond to barriers? How quickly can you bounce back? Tell me your strategies and share them with our readers.

Let Me Motivate Your Agents While I Train Them

As a manager, do you have a lot on your plate? I know. I managed for over 2 decades! Why not let me train and coach your agents, while I motivate them to high goals? Check out my online training/coaching/accountability program, Up and Running in Real Estate. Along with 25+ training webinars and dozens of checklists/documents to guide your agents, I’ve also built in lots of motivation and accountability. Check this unique program out here.A�

Motivation: Does it come from the inside or outside?

There are two ways to get that motivation, that appreciation, that support you need. We already discussed a�?going outsidea�� (see the earlier blog). But, therea��s another method. Thata��s the method so few of us use: Going inside. We shy away from acknowledging our own efforts. Why? Perhaps your mom (as mine did) told us not to brag. It was unseemly to be immodest.

Not about Bragging

Acknowledging yourself is not bragging. It is not only positive, it is absolutely critical to do if we are to be effective leaders. We must use all the methods as our disposal to keep ourselves a�?upa��, so we can be models for those who follow us.

Going inside. Someone you can always count on. When I was in college, I remember going sailing with a group of people. It was a gorgeous day. We sailed around the large lake, enjoying moderate winds. Then, about 6 o’clock, we decided to sail back to the dock. Problem. No wind. We had no choice but to wait for that wind to bring us back. (or use the little outboard motor, which the purest a�?captaina�� was loathe to use.)

Frequently, we count on others to ‘sail us back to the dock of positive attitude’ when we’re down. Like the wind, though, they may not be there when we need them!

Draw a Different Conclusion

Actually, though, we have our own outboard motor on board–our own minds. We have the ability to change our minds about things (especially we women, men say…). We have the ability inside us to re-draw a conclusion about an event. For instance, we managers get ‘down’ when the agent we thought we were going to hire went to another agency. We can look at it as a loss, or as an opportunity to learn from the experience. If we’re good at managing our attitude, we’ll call that agent to find out what attracted that agent to the other company–and learn from the experience.

What’s your best way to get motivated? How do you you ‘tap’ those inner fires of motivation?

A Training/Coaching Program Online with Motivation Built In

As a manager, you have a million things to do. You’re expected to be ‘up’ all the time. It’s challenging to provide the motivation — the attitude–needed to keep those agents keeping on. So, I’ve built in motivation in my unique online training/coaching/accountability program, Up and Running in Real Estate.

Take a look. Let me help you train and motivate your agents to great success fast! Click here to learn more.