1. Managing, Monitoring, And Coaching Your Team
Managing, monitoring and coaching your team; most lead agents have challenges with all three of
these activities. All three of these are important in building the sales production of your buyer's
agents. When building your team, you will not be able to do all three well immediately. You need to
evaluate which of these is first priority then second and then third. The right steps in the wrong order
still lead to failure. I want you to rank the importance from one to three in your view.
Managing _____
Monitoring ____
Coaching _____
I have asked this ranking question numerous times, and I rarely get the right order from lead agents.
Most feel that management is number one. We need to manage people well for them to be more
productive. I view that activity as the least valuable of the three. If you have hired properly, a high
capacity individual or future Champion, management is the easiest of the three.
The most important one initially is monitoring: establishing a set of monitoring benchmarks, in terms
of the activities they need to do, creating a daily and weekly reporting system, and setting standards
to compare activities to results. Identifying minimum standards that the buyer's agents must maintain
to remain with the team is vital. These standards of sales activities in their prospecting, lead
generation, lead conversion, presentations, showings, closing the prospect to a contract, and service
to closing must be monitored for improvement to happen.
Creating and using monitoring systems will enable you to compare, evaluate, and improve
performance faster if you have more than one buyer's agent or showing agent. The truth is you won't
know the how and the what to manage and coach this buyer's agent on specifically without a well
implemented and executed monitoring system; that's why monitoring comes first.
Coaching is the second priority. It links with monitoring to build constructive accountability. We all
need coaching; the only question is who will provide it. Being able to evaluate your buyer's agents'
performance ratios and design strategies and action plans for them to do singularly and jointly with
you or another team member raises their performance quicker.
Managing is the least important of the three. When you have selected a person with strong character
and self-discipline, the job of managing them becomes routine.
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