We all talk about listening to our clients.
But do you listen to your agents?
Have you asked them what it is that YOU can be doing to better help them succeed?
As a team leader it is my job to be the “rainmaker” to quote Brian Buffini. I come from a very large office with several large teams (5+ full time agents). I am watching some teams implode do to lack of change with the market place.
You cannot run a team with a “hands-off” approach. I’ve recently implemented some changes on my team after listening to their needs.
Our weekly meetings have changed and I have to say in the past month alone my team has been more productive than ever.
Go TEAM!!!!!!!
Based on some in dept conversations with my team members and listening to their frustrations, we've revamped our approach to buyers. I am insisting that my team meet physically with the prospective buyers and discuss the process from A-Z.
Jumping in a car and showing homes without educating the buyer on the process could be a waste of time. I understand that it might not always be convenient to meet at an office on the initial meeting. So be creative, have a seat at a home your showing and go over how you work (obviously without a seller being home). If that doesn’t work, offer to meet at the office after reviewing the homes or better yet offer to grab a cup of coffee together. Could be the best $5.00 you ever spend.
If a buyer is reluctant to just sit down and chat about the process you have to question their motivation.
I am also finding that roll playing with dialogue (without anything kinky so get your minds out of the gutter) is a great resource for young buyer’s agents.
Don’t assume that because it is second nature to YOU that your team feels the same way. You can’t do business like you did in 2004. You have to work harder and smarter to get the job done.
Being successful in this market starts with educating the Agent. The agent has to understand the process and believe in the process to SELL the process to a buyer.
Start listening and asking the right questions, not only to your clients but to your team too.
Now make it a great day!!!! 
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do. Do you realize that if you take that in with an open mind how much, even a veteran like myself can learn?