Real Estate Office Consulting (in your office)

Andrew Todd Smith - Speaking, Coaching and Training

Maybe you’ve seen it before or perhaps you are experiencing it right now. The outflow of agents are exiting at a faster pace than new ones are arriving. Agents that appeared to have “bought-in” are choosing or have decided to leave and join another firm.

Nothing is more emotionally draining and heartbreaking than learning via email or through Facebook that one of your agents that you’ve spent so much time coaching and training has decided to join another firm. It’s devastating. We know the feeling, we’ve experienced it.

You are probably familiar with the scenario that when one house goes on the market in a particular area several more typically pop up for sale right away. similar is the same principle generally applies when an agent decides to leave an office. Quite often, other agents decide to do likewise, whether they go to the same firm or not. We don’t know if people move because they want to “keep up with the Jones’s” or perhaps subconsciously the sign plants a seed in the back of their mind and that evolves into the question of “why don’t we consider moving?”, but the fact remains, it does effect peoples decisions.

Often when agents leave they try to entice their friends to follow suit and join them and this can become a vicious cycle. However, we believe that there are things you can do proactively to combat this trend.

Most agents don’t switch brokerages solely because of the money. It is more often typically a lack of feeling appreciated or not seeing the value.

The Oct. 9, 2015 issue of Realtor magazine proclaimed, “Agents are switching brokerages more frequently, in search of better deals and greater company support. According to NAR’s 2015 Member Profile, the average REALTOR® has been working in the industry for 12 years, but they’ve only been at their current brokerage for five, which is a decrease from six years in 2014 and seven years in 2013.

Brian Buffini, a luxury real-estate coach stated in the article, “They’re getting their ego stroked somewhere else.” Now, it is more about being relevant and appreciated, than it is about the dollar. They want to feel like they really do matter and they are not just a number.

We’ve probably all reflected on what we could have done differently when we get the news that one of our agents has decided to chase the green grass on the other side of the fence. We can’t blame them for wanting what is best for their families, but we can’t help wonder when did it go wrong and what could we have done differently to prevent it?

The main problem that we experienced was that rarely, if ever, were we notified in advance that an agent was considering moving. In some cases they would even pack up all their stuff and leave in the middle of the night.

We’ve enclosed a sample of what this week will look like, and it can be easily be modified based upon the needs of the office.

Our goal is to provide value by creating a higher-energy work environment, teaching exciting classes and mastermind sessions that agents will attend, invite recruits, and meetings with staff together or individually to encourage them to become more agent focused.

Our vision is to create a program that we can introduce to other offices to assist them in getting back on-track towards reaching their goals. We believe that by creating a fun, high-energy, productive work environment focused on world class culture will be an asset to retention as well as a tool to attract potential recruits.

Scope -

The Energy Component - One full week of high intensity consulting, coaching and training on site designed to re-focus the Office to meet or exceed their 2016 financial goals. Implementing traditions, strategies and tools for higher profitability through internal growth: retention, production and culture. The program was created to assist offices who see opportunities in a downward shift.

Narrative -

We will spend one full week on site with Leadership, Staff and Agents to regain energy and build momentum. All metrics will be tracked for six months with monthly group coaching calls that provide a platform to continue to swipe and bounce ideas while holding accountability and tracking.

Goal

To assist the Office in turning the tide and breakthrough current ceilings to achieve higher levels of productivity and growth by creating a high-energy-fun-productive atmosphere.
To conduct a thorough analysis of the current performance and provide optimal and outside-of-YOUR-box ideas and proven solutions through Consulting/Coaching/Training.
To attract outside talent through the evidence created by the program with high energy, intensity, competition and culture.

Why -

Former Team Leaders with combined experience of almost 50 yrs in the real estate industry and over 12 years in real estate leadership, our passion to help grow individuals and offices has never subsided. We’ve learned over the last 6+ years that when we combine our creative energies and blend it with proven models and systems we create a much more dynamic and welcoming environment. An Environment current agents are less likely to leave and one that is likely to attract potential recruits.

Who -

Successful former CEO/Team Leaders from three different areas of the country (Florida, Texas and Illinois) that are passionate about helping agents and offices grow and prosper. Each of us began our leadership careers at one of the worst times in the recent real estate era and we didn’t just persevere, but actually grew our independent offices and outperformed the market during that time period.

Sample Agenda -

Monday

Morning: Masterminds sessions ran concurrently.

Facilitate Mastermind by production: Mega/Cappers; Half Caps, Qtr Caps/New
Facilitate Leadership Mastermind
- Job Descriptions will be handed out at all levels as homework assignment.
  - Job Descriptions will be ranked/rated as tasks/activities being completed
  - Due the following morning

Afternoon: Class – The Power of One, lead generating for FSBO and Expired

Recruiting or listing contest announced
- Metrics and tracking discussed

Tuesday

Morning:

High Energy Team Meeting
Top Producer Panel

Afternoon:

Class - Discovering Your Big Why (or alternative)

Business Planning Workshop (5 hours MCE in Texas)

Wednesday

Morning:

Power Hour

Breakfast Club

Leadership

Group Team Coaching

Lunch: Vendor Sponsored Lunch & Learn

Afternoon: Class – Accountability Tools - The 4-1-1 and the 1-3-5

Thursday

Morning: Leadership and Agent Coaching and Accountability sessions ran concurrently

Afternoon: Class – Triple Your Repeat & Referral Business

After Hours Vendor Sponsored Happy Hour – Offsite? Onsite?

Friday

Morning: Certified John Maxwell Leadership Training and Agent Coaching and Accountability sessions ran concurrently

Afternoon: Farewell Fundraiser

If you'd like to know more, simply fill out the box below.