As we’re quickly approaching 2012, the popular question among brokers and owners is “How do I get my agents to do more production in 2012?” Below is my best advice on how to handle this challenge.
Question:
Hello, Walter! Thank you for the great day in Iowa at the IAR Convention. We have received our box of books and CDs.
I urgently am trying to get some things in place to share with my agents, and one thing I am not coming across is a useful business plan to share and get them going for 2012. I have a meeting Thursday morning that I had planned to roll out a new planning idea.
I have gone through everything I purchased and would appreciate you getting me what you think would be great for my office.
With Warm Regards,
Wendy Votroubek
Skogman Realty
Answer:
You would be in the top 1% of brokers and have the most productive office, if you did one thing — have everyone choose one new pro-active seller lead generation system and you hold them accountable to it every week.
Everything in real estate starts with a listing. They will have to learn how to make a better presentation, price better, market better, handle incoming buyers better, etc. Once they have the listing, they will be motivated to learn the rest of the business. When you only have one item for everyone to concentrate on and it makes the most money in real estate, you have done everything you can for your people.
When they choose a new pro-active seller lead generation system, help them with it. Have them time-block it. Make it consistent. Hold them accountable. If they don’t end up following through, get them excited about another way. You can do that dance 3 or 4 times. If they still are not profitable agents, clear them out because they will affect those who are productive. Free up the room for the producers!
This is why long business plans do not work. They concentrate on the parts they like and leave the hard stuff (see above) alone. Have them do the hard stuff first…and only. Keep me posted on the progress!
An oil and gas lease lottery millionaire by age 16, Walter S. Sanford was in massive debt by the time he was 22. Taking his winnings, he invested in over 400 units and found that high leverage real estate can be detrimental to your financial health.
Obtaining his real estate brokerage license during the 80s, Walter went on to become what some believe to be one of the top agents in North America. He built his career on systems that are in demand by virtually ever major franchise and top producing agent in the world. 1995 was Walter’s best year, in the midst of a real estate depression in Southern California, where he personally closed 316 transactions.
Walter Sanford now coaches some of the top agents and travels internationally to deliver his seminars based upon systems with velocity increased by technology. He is the author of 10 ground-breaking books and software that assist top real estate producers in not only beating the competition but also providing lasting estates for their future. Systems are his passion.
Walter has been buying or selling real estate for the past 35 years. It took a long time for Walter to find balance, but today, he runs a successful coaching and training business. He enjoys life in “small town America” with his wonderful wife and two darling daughters.
Many speakers and trainers have never been involved in real estate brokerage aspects and none have ever been involved to Walter’s extent. If you would like to know more about Walter, please visit www.waltersanford.com. You’ll find more information about how to hire Walter as a speaker or coach and how to obtain his ground-breaking products for your library. Walter can also be reached at 800.792.5837 or walter@waltersanford.com.
