"Consult The Coach" Archives
Stuart Kaufman, MS, MBA
“The Real Estate Coach”

January 2009 - Volume 9, Issue 1

Q: I am a broker/manager of a fairly large real estate office. I have noticed that some of my agents have “checked out” meaning that they don’t spend much time on their Real Estate business. They basically are waiting for the market to change, yet they are suffering financially. What do you suggest to motivate them to “check in” and work their business. Signed, Concerned Leader.

A: Dear Concerned Leader:

To respond to your question, I have asked two brokers whose management and leadership abilities I respect. I thank Brigitte Pascutoi and Steve Senescall for sharing their experience and successful ideas.

Here are their combined responses.


Signs that an Agent has “checked out”

• They stop coming into the office and they avoid their broker.
  
  
• They stop doing the basics (calling their sphere, holding open houses, coming to office meetings, networking, previewing properties).
  
  
• They are uncomfortable with what to say when someone asks “How is the Real Estate Market?”
  
  
• They get a part time job which shifts (and dilutes) their focus
  
  
• They are struggling with transactions that are going nowhere. These agents continue to work with sellers and buyers who don’t accept the realities of current market conditions.
  
  

What Brokers can do to help “checked out” agents

• Brigitte holds weekly “Real Estate Improv” sessions (like comedy improv) where agents discuss and create responses to tough questions and situations (what to say when someone asks about the market, how to handle short sales, how to present a low offer, how to get a seller to lower the price). The agents get to practice handling these difficult situations, with group input. The bottom line is to help your agents be confident and prepared.
  
  
• Encourage agents to take care of their emotional and physical health. Exercise, be active, do fun things with friends and family.
  
  
• Encourage education. When times are slow, sponsor clock hour classes at your office to make it more convenient for agents to attend. If necessary, help with funding. This also gets them into the office and talking to other agents.
  
  
• Help them create a realistic plan for 2009. Set a few goals that agents are willing to commit to. Keep it simple. Check in with them regularly to monitor progress.
  
  
• Talk to your agents regularly. Coach them. Support them with compassion.

Advise for Agents to stay “Checked In”

• Be Proactive. Become comfortable calling your Sphere. It is the single most important activity you can do to build and sustain your business. Your past clients will appreciate your continued interest in them. They are also happy to help (provide referrals), when you ask for them.
  
  
• Come to the Office. Check in with your Broker. Talk to other agents, especially ones who are closing transactions. Talk to successful lenders and title agents. Learn what works for others.
  
  
• Create a Written Weekly Routine. Schedule time to focus on your Real Estate business. Schedule time to focus on being with your family and friends. Schedule time to focus on YOU.
  
  
• Decide to Have a Positive Attitude. It is up to you how you view your situation. Take care of your physical and emotional needs.
  
  
• Set Goals. Just a few, really important ones. Read them daily. Track your progress.
  
  
• Be Grateful. Appreciate what you have. Every day.

About the Author:
Stuart Kaufman, MS, MBA, is a Real Estate Business Coach who has coached, trained, and inspired over 1,500 Real Estate Professionals to take their business to the next level. He is the head administrator of the Puget Sound School of Real Estate in Seattle, WA. For a complimentary copy of “Five Essential Tips to Get More Referrals and Business from Your Sphere”, go to www.GetYourSphereInGear.com.

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