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Regular roundtable meetings where everyone contributes are a good way to occasionally set a new tone for the office. At meetings, review industry statistics—maybe conduct a little quiz on stats disguised as a game—and identify the best sales. A big reward, like a trip to Mexico, is a sure motivator for agents to close big deals.

Lon Welsh, President, Your Castle Real Estate, had other thoughts. His firm focuses on finding consumers willing to pay for high-value services, and making sure his agents service those customers better. Welsh does not have managers by office—rather, managers allocated by expertise, and support their agents by skill. This approach helps him bring greater value to his agents, and helps improve overall client service.

To read the rest of our discussion, including more on technology and sustaining profitability, be sure to read our latest Clean Slate post, “Battlefield Lessons Learned from the Survival War Room.”

For more on Better Homes and Gardens Real Estate and to network and engage with top real estate professionals, take a moment to like All Things Real Estate on Facebook, follow @AllThingsBHGRE on Twitter, and follow our company page on LinkedIn!

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