In the world of real estate brokerage, there’s a saying that encapsulates a fundamental truth: Agents come because of you, and they leave because of you. Your role is pivotal in not only attracting but retaining top-tier real estate agents. In this article, we’ll explore four key strategies for cultivating a strong and loyal team of agents that will help your brokerage thrive.
- Create an awesome culture: It all starts with an intentional and vibrant company culture. When agents walk into your office, they should instantly feel a palpable sense of excellence and camaraderie. Success breeds success, and a culture of teamwork, collaboration and salesmanship is essential. Foster an environment where agents support each other, share ideas, and work together to achieve common goals. Consider hosting team-building events, encouraging friendly competition and recognizing achievements to strengthen your brokerage’s culture.
- Lead by example: Your leadership sets the tone for the entire organization. You are responsible for creating the culture, setting the expectations and holding agents accountable. Lead by example through your actions, decisions, and attitude. Be a mentor, a motivator and a source of encouragement. Your agents are watching your every move, so guide them in the right direction and instill confidence in your leadership.
- Know your team personally: Real estate is a people business, built on relationships. Take the time to get to know your agents personally. Learn their spouses’ and children’s names, their hobbies, interests and even their specialization in the industry. Understanding their backgrounds and aspirations allows you to tailor your leadership and support their unique needs. Regularly engage in conversations, offer mentorship and provide opportunities for personal and professional growth.
- Dynamic meetings: Make your sales meetings and in-office gatherings dynamic and engaging. Sales meetings should be not only informative but also enjoyable. Create a positive atmosphere filled with recognition and praise for achievements. Focus on a sales topic that emphasizes strategies for generating new business and growing sales. Through your words and leadership, empower your agents to grow their business.
To retain real estate agents effectively, it’s crucial to recognize that your leadership plays a pivotal role in their satisfaction and success. By creating a vibrant culture, leading by example, knowing your team personally and conducting dynamic meetings, you’ll not only attract talented agents but also inspire them to stay and thrive within your organization. You can make all the difference.
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Erle Morring is vice president of Coaching at Sherri Johnson Coaching and Consulting. Morring has been a top-producing agent, a regional managing broker, and a forward-thinking company executive. Through his motivational and encouraging style, he coaches agents and company managers to hit metrics, achieve goals and turn profits.