Tom Ferry Reading Blog

5 Ways Brokers Can Empower and Inspire Agents

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In this post I share with you not only the top 5 ways brokers can empower & inspire their agents but also the 6 biggest mistakes brokers can make that create disempowered, mediocre agents.

As you read through each, keep the following in mind:

  • How many agents you have
  • What percentage of your agents are not maximizing their potential? 
  • 3-4 reasons why they are not
  • What this is costing you – time, money, peace of mind 

6 biggest mistakes managers make that can disempower agents 

1. They don’t encourage their agents to set personal and professional goals. OR WORSE, the managers don’t have a list of goals for themselves. Coaching starts with having a goal! 

2. They act like a manager, not a coach. Management as we know it died 11 years ago. Today it’s all about coaching agents and employees. Think about the differences between a manager and a coach.

3. They become complacent and lack professional development. They are not leading, growing or changing anything about their business. What are you doing to grow professionally and eliminate complacency? 

4. They lack great sales skills. Every manager must be 2 steps ahead of their #1 agent in terms of skills. The fastest way to increase an agents production is to improve their confidence through skills. 

5. They have a selfish communication style. “The meaning of your communication is the response you get regardless of your intention.” Have your agents ever misinterpreted your message?

6. They have low or no standards for activities. Focus your agent’s activities through coaching rather than managing. 

Now that we’ve covered what NOT to do, let’s look at what to do to empower your agents.

5 ways to empower and inspire your agents

1. Transform from a manager to a coach

  • Help every agent set P/P goals
  • Create the gap between where they are now and their goals
  • Assist them in developing plans to achieve their goals.
  • Develop a schedule with the required activities and days off
  • Train them on modern or current sales skills
  • Monitor, encourage and confront them all the time.

2. To empower your team, keep a file on each of them that includes:

  • P/P goals
  • Schedule
  • Decision strategy
  • Monthly motivation factor
  • Numbers, if you’re tracking them

3. “MBWA” Monitor By Walking Around

  • Get a sales desk and make your recruiting calls in front of your staff

4. Coach your staff daily or weekly depending on their level:

  New Agents

  • Role play
  • Prospect 2 hours
  • Meet as a group to discuss objections and closed 30-45 minutes
  • Do affirmations

   Veterans or “Big Egos”

  • Meet weekly one-on-one to review their goals, plans and challenges
  • Handle their drama
  • Tell them to go MFO
  • Tell them to go sell a house!

5. If you really want to inspire your Agents, get inspired

  • Hire us to coach you
  • Attend our live events
  • Create big P/P goals
  • Follow a schedule
  • Do affirmations
  • Focus on solutions not drama
  • Never lower your standards
  • Provide training

Most importantly, remember that they are a reflection of you. If you don’t like what you see, take responsibility and do something about it

Take advantage of a free, no strings attached, business consultation to learn more about our different levels of coaching programs and how coaching may be the solution you’ve been look for to take your business to the next level. Click HERE to request a free consultation.


 

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