Most successful agents begin each year with a business plan outlining their goals and strategies. Tracking performance against these pre-set goals gives you more than just a bird’s-eye view of how well your team—and each member of it—is progressing. By understanding where improvement is needed, you can lead and coach with greater intention and effect.
“We sit down with our agents and look at their business plans and work them into what we call their ‘My perfect week,’” says Christy Buck of the Christy Buck Team with Infinity Real Estate Group in Pearland, Texas. “We track what needs to be done on a daily, weekly and monthly basis as well as their activities with prospecting and showing houses. Our office manager meets with every agent once a month and does one-on-one accountability to see if they’re meeting the goals they set. If they’re behind, we can see what they need to do to catch up.”
In section two, we spoke at length about setting expectations and incentivizing your team members. Here, from three highly successful team leaders, are three practical ways to keep your team motivated:
“We start each day with a motivational message on our daily team huddle. Connecting on this level reinforces our strength and encourages everyone to start their day right.”
-Brooke Sines, RE/MAX Grand Allure Home Group, Grand Rapids, Michigan
“We keep a team calendar updated in real-time, so everyone can see at a glance everyone else’s daily activity. It’s a great motivator because nobody wants to be seen falling behind.”
-Greg Eisenhauer, Berkshire Hathaway HomeServices Northwest Realty, Portland, Oregon
“We have a five-minute call at 7:00 a.m. three mornings a week. It’s brief but focused, with updates on new sellers, what buyers are looking for in this low-inventory market, a challenge that needs to be solved or a sales tip. Often, it’s a time to play matchmaker, putting buyers and sellers together.”
-Emilio DiSpirito, Engel & Vӧlkers Real Estate, Warwick, Rhode Island
