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This article was last updated on April 4, 2022.
When is the last time you sat down one-on-one and talked about performance with your agents, support staff and other key contributors?
If you’re anything like the average team, you might not even have a review process in place to monitor progress through the year. Fear not! You can quickly get on track and move forward into a fruitful year. Here are a few ideas to help you make the most of your team reviews.
Have a plan
How many of us are guilty of setting up business plans at the beginning of the year only to have them filed away and never looked at the rest of the year? I know I have in the past.
However, a plan is pointless unless you use it and, most importantly, monetize it. It should be your (and your agents’) road map to success that should be visited each quarter at a minimum.
Your meeting doesn’t need to be scary or sound threatening. You can call them “quarterly conversations” or anything that makes the term less anxiety-inducing.
The Wauhob Team leader, Jennifer Wauhob said, “I think it’s all in how you approach it. If they know you want to help them succeed, then those reviews are a time to look at what is working and tweak what isn’t … it removes the fear.”
As we move into spring and summer selling season, it’s important that your team members know their expectations and have tangible performance goals set knowing you’re there in the background cheering them on.
Revisit ‘why’ statements
Also, it’s a great time for you to revisit the agents’ “why” statement or establish one in the conversation if you haven’t done so already. Why are they doing this, and what is important to them? If you know their motives and their personal goals, then the professional ones should fall in line.
Follow up with motivation
We always start with the “why,” then move to the “what,” followed by the “how.”
Leading a real estate team isn’t just pushing numbers. It’s a largely familial transaction, therefore, you have that family aspect bleed in with your team as well.
The more they trust your vision and the more that vision empowers them, the more they will share their goals with you. If funding a trip to Bali is on their radar, use that to remind them that based on (x) metric, they need to be producing (x) to save for the trip.
I always recommend adding in current listings, pendings and closed units/volume to this conversation. I also give percent to goal based on total production (as well as percent to goal on top prospects with current production) to give depth to the meeting. I also cover CRM usage and lead conversion.
Leave them with a parting gift
Lastly, always leave them with something to take with them. A new book, an enhanced goal, an idea to implement, etc. Something to leave the conversation on a positive note. This will inspire your agents to higher production and less fear that the “quarterlies” are a time for reprimand.
Nicole Lopez is the founder and team leader at True Houston Real Estate– a Side partner. Nicole’s team has obtained monumental success and growth in the Houston Market with their trendy marketing techniques. And enviable team/office culture. Connect with Nicole on Facebook or Instagram.