When distributing leads, you need to come up with a game plan that is fair and clear to everyone on your real estate team.
Leads. Everyone wants them. They are a big reason why agents will want to come work for your team. After all, closing deals is what gets everyone paid. A broke agent is an unhappy agent. A way to make sure agents join your team is to ensure you will help them grow their business. Leads are a great way to get there.
But how do you give out leads to your agents without upsetting others? You need to come up with a game plan that is fair and clear to everyone on your team. These are rules I live by when distributing leads to my team:
1. Be Consistent
No matter how you go about giving out leads, make sure you are consistent when distributing them. This will show that you always distribute leads fairly.
2. Favor Work Ethic
Who works the most? Who works the hardest? Who’s first in/last out. I am sure there is a team member that comes to mind when you ask yourself this. They should also be first of mind when you give out leads. These are going to be the ones who will work the leads the hardest to close them. Leads are expensive to come by. You want to make sure that when you give out a lead, the agent is going to work them. You can always count on the hardest working agent on your team to do everything possible to close that lead. Count the days and weekends your agents take off. This way, everyone is accountable. Every other business counts days off, why aren’t you?
Location, location, location. Do you have an agent that specializes in an area? Maybe they even live there. The agent who knows the location the best will have the best chance to convert and close that lead.
Get a multi-million dollar lead? Who does it go to? Not your newest agent. Experienced agents should get the biggest leads. The leads in that price point favor experience. Get a 100k lead? This is your newest agent’s time to shine to show that they can close even the smallest lead.
Agents who are with you longer should get the most leads. Loyal agents are hard to come by. They should be rewarded. It will give newer agents something to work for as well. It shows them loyalty and hard work are rewarded.
The way you distribute leads should be in your team guide. This will help avoid confusion or tension in the group.