If you're goal is to increase per person productivity ... if your goal is to be a great motivator in the office ... if your goal is to set any kind of plan to increase production ... then you're going to have to spend a lot of time in training and we have to always be training them in income producing activities. Income producing activities would include the following ... lead generation ... lead follow-up and pre-qualifying those leads ... listing and showing presentations ... and negotiating contracts. If you have a new agent or a low-producing agent that has the desire to become highly productive their plan should revolve around them spending 60% to 80% of their day involved in these activities. If you have an average producer who wants to move forward quickly, they should be spending 80% of their workday for the next 90 days involved in these activities and then our job as leader is to always be checking on their attitude, their approach and their expectations.
ATTITUDE ... is how we view, feel or see somebody or something. Attitude as you know is a dominant trait when it comes to productivity. Our job as leaders and their job as producers is to maintain as positive attitude as possible regarding lead generation, lead follow-up, pre-qualifying, going on presentations and negotiating. We must check their attitude several times a day by simply holding them accountable to the goals they set.
APPROACH ... ranges from everything as to what they're saying to people, to how they are dressed, to how they've groomed themselves and most importantly to the positive enthusiastic smile on their face as they go about their job. The stronger, more professional the approach is ... the better the response.
EXPECTATIONS ... This resolves not only what your expectations are of them but more importantly, what their expectations are of themselves. Whether we're looking at goal setting and motivation or assisting them at writing a plan, if the expectations are not there, the results will not be there.
We have to remember that an agent generally works 240 to 260 days throughout the course of a year. As the owner and leader of the office, it is not too much for you to expect for them to do a minimum of 19 to 20 transactions a year. Assisting them with setting exciting goals, helping them write a solid business plan through constant continuous high-quality training and with coaching will have agents producing at a high level!
