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Why Don’t Your New Agents Make More Money?


man with pockets turned out

Why don’t new agents make more money their first year in the business? According to the latest NAR survey, agents in their first 2 years made an average of $8700. NAR didn’t break it down into the first year. But, I know there are too many agents under a year who have made on 1-3 sales! Why? With all the training and coaching available today, wouldn’t you think that new agents would do much better much faster?

Why do you think they languish so long?

Low Production–The Reasons

I have five big reasons for no-low production.

1. My survey of agents under 3 months in the business showed they intended to make a sale in the first month in the business. But, as you know, most of them don’t. So, guess what? Their enthusiasm and motivation dies after month one! Yet, we know it takes much more tenacity and perseverance to lead generate and take all that rejection to get to that first sale. So, the first reason is

Tenacity and motivation dies too quickly when the sale doesn’t happen quickly

2. My second reason is that agents are not told the truth about the business (or, they don’t listen). They think the business is anything BUT lead generation. So, they don’t gain sales skills. They don’t lead generate ‘generously’. Bottom line: They wait and wait for those leads. Not enough leadsA� = not enough clients = no sales!

3. Third reason: They don’t start the business as a business with a start-up plan. They don’t have action priorities. Instead, they go to ‘training’–where they learn lots of neat stuff–but no priorities. They literally don’t know what to do on Monday to jump-start their businesses.

4. They don’t really start their business–ever. The business starts when you start lead generating. They run out of time, money, and motivation before they ever gather enough leads to screen those leads and work with good clients.

5. They don’t have a coach–someone who helps them straighten out those priorities and stay focused on the important actions in the business. Without a coach to catch their before they fall too far to get up, they create a business with priorities that assure failure.

The Solutions

Give your new agents a start your business plan on day one and let them know THAT is what they are to do!

Help them get their priorities right by working with you as a coach.

Support them in lead generation at a very ‘generous’ level to find GOOD leads who will be easy to convert–and who will love the agent!

Doing the three things above will keep your agents’ motivation high until they make that first sale.


There’s only one thing that really motivates: success. Each agent is in charge ofA� her own success. Our jobs as managers and coaches is to provide that start-up plan, that coaching, and an honest and true picture of the business.

What do you think causes a newer agent to fail?

thumbnail-1Up and Running in Real Estate Starts You Right to an Exceptional Career

Congratulations to the 3 winners of the scholarships for my new UP and Running in Real Estate program:

Jeffery Doescher of Apollo Realty in Cocoa Beach, Florida

Stacy Coppola of Coldwell Banker in Castro Valley, California

Bessie Selfridge of Coldwell Banker in Port St Lucie, FL

You can bet they are going to get the secrets of becoming a top producer–and get into action with the most proven business start-up plan in the business!

Do you have newer agents who you know should succeed? Please do them a favor and have they enroll in Up and Running in Real Estate. All the training, coaching, and supporting documents are online, so agents can go at their own speed and go back as many times as they want. How this program is different: It is foundationed with a business start-up plan, so agents learn how to self-manage a successful business, not just do activities. And, there’s nothing else to buy–no extra cards that stay in their trunks! (And, there’s a coaching component for you to support your agent every step of the way!).

Check it out and see how you can reach your agents can reach their potential–and beyond!

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