I see and hear about real estate offices asking their real estate agents to lead generate. These real estate offices ask their real estate agents to block out time to lead generate 2-3 hours every morning. This is great! These are realistic expectations for leadership to give. However the environment that leadership is providing does not always match the expectations.
If you are a real estate office that would like your real estate agents to lead generate, and you are probably following the advice of real estate guru’s that teach the morning is the best time to do it because otherwise it won’t get done, then you need to look at if your real estate office environment is alignment with the expectations.
Are you scheduling sales meetings in the morning?
Are you scheduling training sessions in the morning?
Are you scheduling property tours in the morning?
If you are scheduling anything during the time that you would like your real estate agents to be lead generating and doing business development activities you are sabotaging yourself and them. You are sending the wrong message. Your expectations do not match the environment you are creating.
What you are saying to your real estate agents is, “Even though I want you to lead generate in the morning, I am going to schedule this sales meeting, that is not really that good or that important and no one really attends, so don’t worry about lead generating today.”
And what they take from that is, “Even though they want me to lead generate in the morning, they schedule all these other things during that time, so lead generation must not be that important, so if I have something that comes up in the morning I should just blow off my lead generation time and do whatever else comes up.”
Take a look around your office, it all starts with leadership. Are you getting the results that you want? Are your real estate agents meeting your expectations? Does your environment match the expectations?
Where are you at in your real estate business?
Filed under: experienced real estate agents, leadership, production, retention | Tagged: enviroment, expectations, experienced real estate agents, lead generatoin, productivity, real estate agents, real estate retention, sales meetings
