Recruiting Season is Here

I WANT A BETTER COMMISSION SPLIT

Agents often consider switching to get a better split at another brokerage. Most of the time they don’t do enough research to determine what’s included for the fees they pay. I believe in life you get what you pay for. If you pay less, you can expect to get less. If you are focused solely on fees, you are not asking the right questions. You should be focused on “value” in terms of the services and support you receive. Can you get advice from your manager when you need it? Does the company offer marketing tools to help promote your listings? Does the company offer a CRM system and automated stay in touch campaigns for your sphere? Does the company offer training and tools to help you generate leads? These tools and services are valuable because they help you close more business. If you switch to a company that doesn’t offer these services, your business will decrease. Any savings you get from a better split with be offset by a decrease in revenue. You’re stepping over a dollar to save a dime. Before you consider making a move, take the time to investigate the tools and resources your current company offers.

I GENERATE MY OWN SUCCESS

Many agents think they are 100% responsible for their success. They use their own tools, they do their own marketing, and they don’t rely on the company for anything, so why pay to be at a company when you don’t use their resources. My answer to that is…you may be successful now, but that success was achieved at your company. Aside from tools, there is a lot the company does to create the right environment for you to succeed. It may be hard to quantify, but your company is likely doing a lot of things behind the scenes to promote the brand (and you with it). Don’t be so arrogant as to think you achieved success all on your own. No one disputes that your success has a lot to do with the hard work, discipline, and dedication you bring to your business. But don’t lose sight of the fact that your success has been built on top of your company’s reputation, marketing, culture and support. Listing agents who list a lot of houses should never forget that a lot of their listings are sold by other agents in their office.

IF I SWITCH MY PRODUCTION WILL GO UP

Agents often consider making a move when they have had a dip in their production. They think a fresh start will miraculously increase their business. The problem isn’t with the company, the problem is with the agent. They stopped prospecting for business a while ago and now they are in a slump. Managers at other companies will often promise that they can help you take your business to the next level, but they don’t quantify how they will do that. To take your business to the next level, you must improve your skills and increase your prospecting. It’s that simple. You don’t need to make a move to accomplish that. It is all up to you. Rather than switching to another company and disrupting your business, you’d be better off sitting down with your manager, let them know the struggles you are having, get them to help you develop a business plan and goals for the upcoming year and hold you accountable.

THE OTHER COMPANY HAS BETTER TECHNOLOGY

There are a lot of companies that have entered the real estate space in the past few years that are technology companies masquerading as real estate companies. Agents are always looking for the next shiny thing that will drive more business, so they find these tech companies attractive. I love technology, but the truth is, technology is just another tool in your tool belt. It will not magically make you more successful. Once you get past the sizzle of the sales pitch, dig deep to find out the services and support the company offers other than flashy technology. Long term success in our business is based on substance, not flash.

THE OTHER COMPANY WILL GIVE ME LEADS

Give a man a fish and feed him for a day. Teach a man to fish and feed him for a lifetime. Don’t choose a company because they will give you leads. Choose a company because they can train and support you to become a great salesperson. Don’t depend on others to feed you business, learn how to do it yourself.  Prospecting for your own business makes you truly independent. That is when you’ve found the sweet spot in the business.

I DON’T GET ALONG WITH PEOPLE IN MY OFFICE

When one finger is pointing at the problem, three fingers are pointing back at you. EQ is a requirement in sales. You must be able to emotionally connect with others. If you have a problem with your manager or other agents in the office, sit down and work it out. Be transparent, be authentic, be clear, but be KIND. You attract more bees with honey than with vinegar. If you don’t like the environment in the office, don’t run from it, do something about it. Make a positive contribution. Show up every day with a great attitude…it’s infectious. Others will be drawn to you. Positive attracts positive. The other agents will want to collaborate and share information if you are happy and approachable. Kill them with kindness. Look at it like a challenge for learning how to deal with difficult personalities. Once you master that, you’ll sell more houses!