Here’s why brokers who think failing agents costs them 0 are wrong. Yes, many brokers tell me that unproductive agents don’t cost them a thing.
But, A�most brokers dona��t realize they are doing irreparable damage to their companies by hiring those who arena��t going to go right to worka��and keeping those who wona��t work. Here are the 3 biggest consequences to poor selection I see.
1. Stops you from hiring great producers. Likes attract. How can brokers hope to hire that great producer when they have more than 10% of their office as non-producers? I can see it now. a�?Sure, Ia��ll come to your office. Ia��m a top producer, and I just love to be dragged down by those non-producers. It will be my pleasure to waste my time with them.a�? Not.
2. Kills your recruiting message.
Do you have a training program? Do you use it to recruit? Herea��s the real message: a�?We have a training program. All our new agents go through it. We dona��t get any results from the program, so it really doesna��t work. But, join us.a�? You cana��t possibly show how successful your training program makes your agents because your training program cana��t possibly get resultsa��poor people in and no actions and accountability required.
3. De-motivates your agents to provide referrals to you.
Your outcomes and hiring practices speak more loudly than you could possible speak. Why would one of your good agents possibly refer someone to you when your good agent doesna��t see those you hired starting right out and making money fast?
If Your Market’s on Fire, You May be Kidding Yourself
In a fast market, a�?accidental salesa�� buoy poor agents and make them look as though they were actually selling enough real estate to be a a�?mediana�� agent. But, be aware: When the market turns, so do the agentsa�� a�?miragea�� of decent production. So, it’s best toA�hire with purpose (using a stringent, professional interview process). Then, A�put agents right to work with a proven start-up plan.
Please Tell Me What You Think
What do you think a non-productive agent costs the company? In my next blog, Ia��ll give you some line items that will probably double what you think a bad hire costs. Leta��s see what you think first. Poor hiring practices really, really hurts brokersa��both financially and emotionally.
Are You Hitting your Ceiling of Achievement?
You encourage your agents to get coaching. Or, perhaps you coach them. You know how important having someone ‘see you from the outside’ is. But, how about you? Are you going it alone? I know, from managing so many years, it’s a lot lonelier world
than being an agent. Who do you bounce ideas off? Who do you trust as your mentor? Check out Leadership Mastery coaching today.
Sign up for a Complimentary Consultation to see if Leadership Mastery would benefit you. What do you haveA�to lose?
Bonus for new coaching clients this month: $1000+ of Carla Crossa��s recruiting, training, and coaching resources FREE ! Includes:
The Complete Recruiter, at $129.95 valuea��the strategies, planner, and dialogues you need to recruit winners
Your Blueprint for Selecting Winners, a complete interviewing guide, a $79.95 valuea��free.
Recruiting Objection Busters, scripts and dialogues to counter the toughest recruiting objections, a $40 value
Business Planning for the Owner, Manager, and Team Builder,a $100 value
Operations/Orientation Manuals and Checklists, a $30 value
Coaching Companions to coach new or experienced agents, a $200 value
Advantage 2.0 facilitator guide, a complete training program (a $500 value)
Click here to learn more about Leadership Mastery Coaching.
Click here to schedule a complimentary consultation to find out more about the program, ask questions, and see if ita��s a a�?matcha��. After your consultation, youa��ll receive a a�?thank youa�� of a 2-pack management audio CD series.
