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Goal-setting can act as an integral part of a successful business strategy. In the following interview, read how Susie Hall, Broker/Owner of RE/MAX Today in Glen Allen Va., keeps her agents—and herself– motivated and moving forward.

Hall_SusieRegion served: Greater Richmond area
Years in real estate: 11
Number of offices: 1
Number of agents: 21

We’ve heard that you’re well regarded as a strong real estate professional, as well as a strong leader. It appears that you closed 407 transactions last year, and you’re on track to have a 10-15 percent increase this year. What are the techniques you think contributed most toward achieving these amazing production numbers?
I would credit the agents in my team – and having the tools to make great agents want to come here and stay with us. These professionals are the center of my business, so everything I do, I do for them. In fact, many of them agents had worked with me previously and came over with me when I started the company eight years ago. While my office is truly centered around the agent, one of the biggest reasons I’ve been able to recruit such high quality agents is because of the lead generation systems I offer.

On the flip side, when it comes to retaining these agents, the office culture plays a very important role. We are a true team, and even though each agent works as an independent, everyone supports one another. Not only is it an office where everyone is genuinely happy when someone has great business news, we cheer for each other and help each other out along the way. I’m very lucky that I’ve been able to recruit and retain such a high quality group of individuals. They are a very special group.

What’s your strategy for setting goals, and how do you monitor your progress?
Setting goals within the office is all done on an individual basis as we’re all striving to achieve a variety of different things. While one agent may want to set a personal goal that involves doing 12 transactions, another agent may have their sights set on 75 transactions, so the strategies and coaching are very individualized. That being said, I provide each agent with one-on-one coaching so that we can clearly define their goals and plan out exactly how they’re going to get there. I’m also a big believer in accountability. Checking in with each agent on a consistent basis is a great way to keep them on track and motivated. I recently incorporated group coaching into the process, which allows everyone to come together as a mastermind group for the agents.

As the broker/owner, I have my own goals that I’m working toward as well, the most important being that we do better every single year. My whole way of thinking revolves around the idea that if I’m providing an outstanding office environment for my agents, they can provide outstanding service to their clients, and that’s everything in this business. Service is at the heart of everything we do, so we’re always focused on how we can do the best possible job for our clients, as this will keep the business coming.