If sales decrease in your area, office gripes may increase. Use knowledge gained from obtaining your Real Estate Broker License, keep complaints in check and lead your team by example.
1) Show, don't tell - Actions can speak louder than words. If you stomp around the office with a frown, don't expect your sales team to feel inspired. You are the leader with the Real Estate Broker License knowledge they look to for direction. Demonstrate confidence and smile - especially at your weekly office meetings where energy levels should be highest. Get agents to share success stories. By sharing, you're showing them if others can do it, so can they.
2) Organize a meeting of the minds - Provide complainers an opportunity to voice their concerns. Typically, negative agents are those who are struggling the most. At the meeting, arrange for the positive agents to share their techniques and brainstorm solutions to each problem. On whiteboards or poster boards, post the complaints with the solutions in a common area so they stay fresh in the naysayer mind.
3) Open your ears - If your agent has a complaint, more than anything, they want to be heard. While they speak, use non-verbal techniques, like nodding, that show you understand them. Don't speak until your agent is finished. Once you fully understand the situation, you can more effectively address them.
4) Create a positive atmosphere - Create a happy office culture and agents will want to be there. Plan events where agents get to know each other. This can include everything from happy hour to supporting local charitable causes.
5) Deal with office gossip - Is someone in your office creating an atmosphere of animosity because of hurtful gossip? Build morale back up by speaking directly with the gossiper and their target, or rather, their peer. More than likely, the gossip spreader will recoil, taking on a more demure, toned-down role in your office.
6) Make confrontations positive - Speak with a problematic agent in private, clearly state the problem followed by the need for a solution. Don't allow the agent to shift the topic to the faults of others. Your meeting is just about their behavior, how it contributes to a negative atmosphere and how their sales would benefit by switching their focus back to their job - selling real estate.
7) Back-up your warnings - Sometimes a calm demeanor, a title of authority and the management expertise gained from a Real Estate Broker License may not be enough to reason with a difficult personality. If an agent in your office has been warned, yet they repeatedly destroy office morale, show them the closest exit. Negativity is contagious, so cut it off at the epicenter before is spreads.
By Danielle Macklin, Allied Schools,www.brokerlicense.com
Posted by Danielle Macklin @ 11:19 AM • 0 comments
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