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As the manager or broker, you have recruited a talented group of new agents and want to see them pass the test and launch instantly into a flood of listing and sales activity.

This can and should happen if you provide them with a plan and direction. The best way to hit the ground running is to set up your new agent with a specific daily routine and Success Plan of action that helps them become producing agents quickly. With these tools, they will be making money and thriving. Here are some best practices for creating immediate success with your new agents:

  1. Create a personal business plan. Based on your agent’s income goals and needs, meet with your agent and write a business plan on how much money they “must,” “would like to” and “would love to” make. Put on paper what the plan is for achieving those results. Identify the 3-4 methods of prospecting the agent will conduct for new listing and buyer clients. Set them off t doing the items you each agreed to and include a due date for completion. Give them specific tasks to do to create listing and buyer opportunities for themselves.
  1. Focus the new agent’s attention on getting at least three new listings in the first 60 days. We all know wonderful things happen when you are the listing agent. Besides getting most of the credit for the sale, listing agents last and sell the most. If your new agents realize early on that listings are where it’s at—that they produce more buyers and additional opportunities—they will go after the listing side of the business and not spend too much time with buyers. This maximizes their time and sets them up for immediate success.
  1. Hold open houses in the right price points with listing opportunities. Make sure your new agents are holding the right houses open each week that attract move-up buyers. Have them watch my “Make $50K at Your Next Open House” webinar, which gives amazing and easy-to-implement strategies on how to make $50,000 at their next open house, complete with the right script strategies to convert more leads into income.
  1. Teach them how to prospect expireds and FSBOs. New agents will try anything, and they should. Provide them with a good script strategy that will help them get appointments. Ask for a copy of their calls and results to hold them accountable. Make the calls with them or go on appointments scheduled. These are free leads that are interested in selling their homes. Proactively go after these leads and to, again, set them up for success.
  1. Meet with them weekly. Hold a new agent meeting with anyone who hasn’t sold 24 houses in two years or has been in the business for less than two years. This creates momentum and a cadence of accountability with your new agents, and they develop relationships with each other when sharing successes and brainstorming challenges together as a team. This meeting should be weekly and never cancelled. The broker or manager is responsible for creating the environment for success to happen.

For more information on training, coaching and developing your sales teams or managers, Sherri Johnson offers world-class exclusive manager, agent and team coaching and consulting systems and solutions that will accelerate your business and produce amazing results.

Sherri Johnson is CEO and founder of Sherri Johnson Coaching & Consulting. With 20 years of experience in real estate, Johnson offers coaching, consulting and keynotes, and is a national speaker for the Secrets of Top Selling Agents tour. For more information, please contact or 844-989-2600 (toll-free) or visit

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