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RISMEDIA, October 13, 2010—When talking with real estate leaders and managers around the country, the most common question I get asked is, “How do I get my agents to…?” You have probably already started to fill in the blank with your own ending to that question, but here are the most common “endings” that I hear:

– Wake up
– Get going again
– Get back to the basics
– Re-energize themselves
– Learn how to sell again
– Show up at a meeting

And the list could go on but you get the idea. You know, it’s interesting, without real estate agents, nothing would happen in this industry. As a whole, you need them and love them and at the same time it can be challenging to find ways to inspire and motivate them to get to work.

According to David Knox Productions, while there is not one specific answer to this quandary, there are things you can do to help the cause:

1. Lead your agents into the business or lead them out. Ultimately, it comes down to you and how long you want to keep a non-producing agent in your office. Does the agent want to stay or go? If the agent wants to stay, then she must work; if she doesn’t want to work, then she must go.

2. Offer training. Agents who are committed to the business want to learn how to “get better.” Whether it is sales skills, asking questions, overcoming objections or getting price reductions, there are always things that an agent can improve upon. The only way anyone gets better at their trade is to practice and rehearse. That’s what training offers; the opportunity to learn new skill sets, be reminded of old ones that work and practice what was taught.

If you are a leader who is looking to improve the performance of your agent population within a budget, check out I