Real estate agents need the push of motivation just like other sales people. Unfortunately, many real estate companies are set up with the attitude of sink or swim, but they do it in a passive way that actually promotes agents who sell only five or six properties a year and the broker is thankful for that great production. So how do you motivate real estate agents when their production is not good for the broker or for the agent?
With such low production, many of the real estate agents are forced to get part-time or even full-time jobs to support themselves. And, because the agents are then juggling too many tasks between their two jobs, their continuing education to learn real estate becomes even more challenged so the performance that they are doing for clients becomes lack-luster. Most brokers will admit that doing five to six deals per year is not sufficient to make an income for the broker or agent.
The rule of cause and effect in NLP neuro linguistic programming says that when someone is at effect, they give you all the reasons why they can’t succeed. Someone that is at cause only looks for the result and their attitude is that they are fully responsible for all good things that happen to them and all bad things that happen to them. So, based on that theory, brokers could do themselves a favor by placing all agents on a quota.
So to improve the production of the real estate agents in your office, the quota should be related to the money that they make the broker. Quotas can be based on a six-month basis or a yearly basis. The most important part of the quota is that the broker releases anyone who does not meet quota at the time limit stated. The secondary gain from the real estate production quota model is that everyone that is working as an agent knows that they are surrounded with serious players and that they feel that they have more support when they need a vacation or need help because everyone is a winner. It promotes more people who are at cause instead of people who are whining about not having enough clients etc…
Real estate training becomes easier for the broker or real estate team leader as well because the motivation of the real estate agents are the same and people are seeking the same level of volume which leads to better experience and less risk for the broker. The agents actually become more receptive and it is easier to have more mandatory meetings because the agents are full-time agents instead of giving the excuse that they have to work at their other job during your meetings.
When you add a real estate production quota system to your brokerage or real estate team concept, you will find that current agents may freak-out for a while and give you a little grief. But soon after that, you will find that the agents want you to raise the production quota to weed out the weak people in the herd and prevent even weaker people from being added to the work place. Real estate quotas motivate real estate agents. It is that simple.
I invite you to learn more about training and maintaining real estate agents on my website with a free 14-part mini course.
By: Rhonda Duffy About the Author:
If you are a seller of real
estate, view more marketing tips on my website
http://www.DuffyRealtyofAtlanta.com
If you are a buyer of real estate, I have a whole website that you must see about buying. This is a FREE website made for you.
http://www.TipsandFormsforBuyers.com
If you are a real estate agent I invite you to learn more about how I sell real estate with a FREE 14 part mini-course at
http://www.CODRealty.com
From Rhonda Duffy, Real Estate Broker and National Consumer Advocate The Real Estate Powerhouse
