Tag Archives: Best Real Estate Coaching Programs

What It Takes To Get Agents From Good To Great

 

How_to_become Successful_Agents

Like most real estate brokers, you know how important, yet challenging it can be for real estate agents to reach their full potential. Sometimes even experienced agents get in a rut. Yet everyone knows that the more successful agents are, the happier they’ll be. When agents feel stalled, or unable to reach their earnings goals at one brokerage, you can bet they will eventually seek out a new one. The more you can play a part in getting your good agents to be great, the more loyal they will be to you. The most dangerous thing you can do is nothing. Here are a few practical ways of motivating your good agents to reach greater heights.

Break Bad Habits and Foster Good Ones

Unlike a brand new real estate agent that is still trying to get their feet wet and learn the lay of the land, an experienced and already producing real estate agent is likely to have developed a bad habit or two. Before you can get to work in helping to break these bad habits, you and your agents need to first identify what they are. One easy way to tackle this obstacle is to invite all of your agents to one-on-one meetings or coaching sessions where you can identify areas for improvement and help coach them toward more productive activities. Create contests within your brokerage the encourage the activities you want them to do, such as holding open houses or using the company listing presentation. Provide them with a cheat sheet or calendar of activities, which if followed, has shown to produce clients and listings. However, you do it, keep this coaching a positive experience, by avoiding direct criticism and giving positive feedback on the things they are doing well.

Set Appropriate Goals

One of the most common causes of agents not reaching their full potential is not having set goals. Some agents don’t set goals at all, some set the bar too low, and others set it far too high. Unfortunately, many people simply never learned how to set goals for themselves in a way that will drive them forward. Asking your agents to complete a yearly business plan is a first step. Review each of your agents’ business plans with them to make sure they are challenging, yet attainable. It will also help ensure they are aligned with your own goals for growth. An annual team-wide workshop or webinar is a time-efficient way of educating your agents on how to set appropriate goals. Then follow up with one-on-one meetings with genuine offers to help any way you can.

Establish Accountability

Setting appropriate goals to strive for is one thing, but taking the steps to achieve them is the real challenge. A proven way of increasing an agent’s goal success rate is an accountability partner. An accountability partner is someone that your agent will trust, share their goals with, and look to for steady motivation to meet the goals that they have set for themselves. These relationships work best when both partners lean on one another for such support and feel a sense of responsibility to one another, more than just themselves. Research shows that the fear of letting someone else down for failing to complete a task or goal can be one of the most powerful motivators of all.

Encourage your agents to find an accountability partner within the team or a mentor that they are comfortable with and trust. Then do everything you can to make sure they are successful in reaching their goals.

Your Role As Real Estate Broker & Coach

Ultimately, your role as a broker is to be your agents’ biggest cheerleader. Don’t underestimate the value of encouraging them, empowering them with the resources they need to reach their goals and rewarding them for their achievements both big and small. Remember, the more junior members of your team are looking to your veteran agents as role models and your efforts to motivate the vets will have a trickle-down effect on them.

At Weichert, we believe strongly in hands-on coaching and support with affiliated broker to help lead them to business growth. We also provide the recipe and the tools to succeed. The Weichert Franchising team has spent years building a comprehensive system of training for brokers and agents of all levels in the industry. Many Brokers who join us tell us how powerful it is to be able to “plug-in” to a well-established system that supports both them and their agents.

Growing on your own can be hard. If you’re looking for a partner to help you with some of the heavy lifting on your way to the next level of success, consider a conversation with the Weichert Franchising team today or visit https://weichertfranchise.com

Help New Agents Avoid These Three Critical Sales Mistakes

A Broker’s recruiting strategy if done well, should attract some experienced real estate agents, but much of your agent growth is likely to come from agents who are brand new to real estate or who have little experience.  Your goal with these new associates is to get them up to speed and make them productive as quickly as you can.

After decades of coaching and training brokers and their agents, Weichert understands the most common challenges new agents have. As a broker, you can provide the coaching and training these agents need in order to avoid the common pitfalls associated with learning our industry and make their entry into the real estate world more rewarding and productive.  Here are three of the most common mistakes that new real estate agents make and how you can coach them through.

1) Giving Up Too Quickly

In the movie “Cool Hand Luke”, Paul Newman’s character famously utters the line: “What we have here is a failure to communicate.” He wasn’t talking about new real estate agents, but he could have been.

New Agents often take the words “not now” or “in the future”, as indications that there is no sales potential there and they let the contact simply die. But experienced agents and brokers know that lead nurturing in real estate can take weeks, months, or even years to come to fruition. And if you’re not front of mind when a customer is finally ready to move, they will move without you. Successful agents have built a solid lead funnel and steady book of business by leveraging years of consistent follow-up and outreach with their contacts and their local community.

It may seem obvious in 2019 to mention that social media can be one of the best ways to follow up and stay front of mind. Despite the current generation’s comfort level with web 2.0 and technology, new real estate agents still generally need coaching on what tactics on these portals will help them build their personal brand without seeming overly spammy. Follow up on social media also has its own set of rules, often depending on the platform you are using. But one rule applies to all of them: no outreach should be ignored or neglected. These little interactions, done in a timely manner, are the bricks they will use to build a real estate career.  As author Jim Rohn wisely observed, “The fortune is in the follow-up”.

2) Forgetting to Make It Personal

New agents have such a comfort level with all things digital it can sometimes be hard to get them to fully understand and embrace the power of the personal. The power of the personal is at the core of the Weichert philosophy, from our network of owners that know and help each other to our recipe for a successful real estate agent.

New agents need to make sure they build and nurture their personal brand in both online and offline activities through both personal and digital interactions. As a broker your job is to give them the tools that they need to develop their brand while being consistent with the message and brand of your brokerage.

While digital tools are great to efficiently stay in touch through social media, email and texts, encourage them to get out there and be nose to nose with potential clients. Door knocking, phone calls, open houses, participation in community events and seminars. These are all ways for new agents to have their face seen, make eye contact, shake hands, have real conversations and be memorable. Keeping it personal should be at the core of you and your agents’ communication philosophy.

3) Not Using A CRM System

There is no reason why new agents can’t get right into the habit of using the brokerage CRM tool to its fullest potential. An effective real estate CRM can be a big help with staying front of mind, helping new agents organize their contacts and keep in touch with buyers and sellers and other real estate professionals in their ever-growing sphere of influence. Conversely, it’s important that you offer this technology to your agents to help them be as productive and efficient as possible. The Weichert CRM system, for example, provides a central location for storing current and prospective client information and advanced tools for planning and follow-up on open houses ensuring you make the most of those contacts. Other elements include marketing automation that allow agents to send branded emails to select contact lists with minimal time and effort. The mobile app extends this convenience even further, allowing for updates and notifications to happen wherever they are.  As a new agent builds their database in the CRM, all sorts of marketing tools and templates will be at their disposal. The work they do now to build these lists, will pay dividends for years to come.

Effective Agent Coaching Is Key

The best way to make sure your new agents are productive as quickly as possible is to have a proven training system in place that coaches them past these and many other initial pitfalls. Perhaps the single strongest benefit of being a Weichert Franchise are the proven systems we provide to brokers. These have been developed and refined over decades, so you don’t have to develop them yourself. All you have to do is plug in. Becoming a Weichert Affiliate gives you access to effective coaching programs, marketing tools, and a CRM system that supports lead generation. As a Weichert Franchise you have a complete, turnkey system that provides your brokerage with the tools and training that leads to growth.

For more information about how affiliating with Weichert can help build your brokerage, call us today at 877-567-3350 or contact our team online.

Tough Love: How Mentors Can Bring Out Your Best as A Brokerage Owner

It takes an entrepreneurial spirit to build a successful real estate brokerage. You’ve crafted a long-term vision for your brokerage and hired a skilled real estate team, putting your talents and efforts into creating value for customers. As an entrepreneur, you’re always looking for ways to improve your processes and your people and ultimately grow your business. You don’t have to do it alone. Partnering with a mentor for support, frank talk about your bottom line, and new ideas is a great way to ensure your brokerage meets and exceeds your goals and keeps moving forward.

Benefits of Having a Mentor

A mentor, like any good coach, will be able to identify and hone your strengths.  Your mentor will also help you recognize and remove obstacles to success. Beyond those two comprehensive benefits, a mentor helps challenge you and can bring out your best performance in the following ways:

  • You’ll gain knowledge your mentor gathered through experience. Real estate training and textbook information are essential, but first-hand accounts of challenges (and solutions) are valuable lessons only a mentor can offer. A mentor can guide you past potentially expensive missteps and find more efficient ways for your team to work.
  • A mentor’s objectivity makes it easier to improve performance. Yes, a mentor will encourage you, but more importantly, will be honest and direct with you. Great mentors deliver ‘tough love.’  You and your real estate team become stronger when you receive constructive and respectful feedback.
  • Your mentor can assist with goals, strategies, and best practices. You know what’s worked well for your real estate brokerage. A mentor brings new ideas for you to think about when you’re setting goals, developing a yearly business plan, choosing tools and technology, and recruiting and retaining staff, as well as just best practices for good operational management in a brokerage.
  • A mentor helps hold you stay on track. You are there to help keep your agents on track with their goals, but who is there to keep you on track? Your mentor or coach will help keep you on track when you start to veer off course, and help you dig in and cheer you on to the finish line when you are tempted to settle for less.
  • A mentor provides networking opportunities. As you know from your own experience, personal connections and relationships are vital to real estate brokerages. Your mentor will have a network of people you can tap into for additional support if needed.

Choosing the Right Mentor

Qualities of a mentor or coach mirror those you’d expect from a good manager. Look for a real estate coaching program that has the following characteristics:

  • Responsiveness. Your mentor or coach won’t be an active member of your real estate team, but should be available to answer your questions within a reasonable time. Having scheduled times to connect is recommended to ensure accountability. Regular meetings also give you opportunities to discuss current performance and adjust plans and tactics as needed.
  • Favorable track record. Experience and proven results are crucial qualifiers for a mentor’s effectiveness. You’ll benefit most from working with a coach who has been successful in areas you want to improve.
  • Communicator and collaborator. A trust-based relationship starts with an honest and transparent conversation about expectations and boundaries. A good mentor will have your back, but also expects you to be direct about your needs for support.
  • Realistic and positive. A mentor who brings out your best will be frank about what’s possible and rein in ideas that may be a bit unrealistic. Remember, good coaches encourage growth and find ways to remove obstacles.

The best mentors and coaches care about your team’s success, providing the direction and resources you need to achieve your goals. They view their role as an opportunity to help your real estate brokerage thrive and grow.

Finding the Best Real Estate Coaching Program

Interacting with a mentor or coach is more than a week or month-long program. A real estate mentor will coach you and provide feedback as needed. The relationship with your mentor will be most useful when it develops and endures over time. You’re both committing to working together to achieve long-term success.

If you’re ready for the next level of success in your brokerage, then joining a team like Weichert may be worth considering. The Weichert franchise model gives you access to one of the best real estate coaching programs available. You are assigned a business coach who will work with you. The model is based on proven processes that are always there for you and cover almost every aspect of real estate, including solutions to common problems related to brokerage growth. You’ll get:

  • One-on-one business coaching including business planning, recruiting support and financial management training, as well as things such as building culture, implementing change and increasing engagement.
  • Regional broker meetings, rallies, chat boards and national conferences that connect you with other broker/owners in the Weichert network who openly share their solutions to the similar challenges you may be experiencing.
  • A regional service manager to provide day to day support on accessing and using the Weichert tools available.

The comprehensive coaching program from Weichert helps bring out the best in you as a leader and supports your efforts to build your business with proven processes, not guesswork. It’s all part of being in business for yourself, but not by yourself. Like all things Weichert, it starts with “We”.

If you think you might be ready to get started with one of the best real estate coaching programs available, Call us at 877-567-3350 or contact our team today.

Use Mentoring to Help New Agents Be More Productive

Welcoming newer or less experienced agents is a wonderful way of adding some diversity and fresh energy to your growing team. However, it is no secret that newer agents often struggle to get up to speed and become productive. While some brokers sit back, wait and watch to see who will sink or swim, smart ones are driven to take an active role that facilitates success.

The Impact of Mentorships In Brokerages

As a busy business owner with limited time for experimental programs, you may be wondering if a mentorship program can really improve agent productivity. The short answer is that yes, it does, and in fact this strategy has benefits for both the mentor, and mentee.

When implemented correctly, a brokerage mentorship program will:

  • Enhance skill development of new agents
  • Make onboarding more effective and efficient
  • Keeps new agents more engaged
  • Helps mentors manage their workload as part of training
  • Improve customer service which maintains your brand value
  • Leads to better agent retention and brokerage loyalty
  • Makes new agents produce sales faster

Furthermore, by appointing your more experienced agents as mentors, they will be grateful to see that you recognize them for their accomplishments and prior success and consider them a valuable partner.

Types of Mentorships

Not all mentorship programs are created equally. When implementing your own program(s), it is important that you select a program that is best suited for the agents in your brokerage. Here are three of the most common and proven models:

Group Mentorships: In this model, one mentor takes on several mentees. Although it can be an efficient method, it is important that the chosen mentor can handle the demands of multiple mentees and embodies the kind of character that is positive and enjoys helping people.

Peer Mentorships: In peer mentorships, new agents are paired with peers of the same experience level. For some, this is an effective way of encouraging collaboration, healthy competition and support, and may be a quicker way for each new agent to realize some commission revenue.

One-On-One Mentorships: The most popular model involves pairing an experienced agent with one new mentee. Even in this model, the mentor must have a coaching mindset and not consider it a burden. To really make this work, the parameters of the relationship really need to be set up clearly by you, the broker, as a win/win for both parties.

Tips for Success with Your Mentorship Programs

Unfortunately, you cannot “set and forget” a mentorship program within your brokerage and expect optimal results. Here are some ways that you can ensure you are setting your mentors and mentees up for success with their new relationships:

Match Personalities and Skill Sets: It is not enough to simply match your agents up by their personalities. You should also take into consideration professional strengths and weaknesses to ensure both parties get the most out of their work together.

Act As Middleman: Occasionally checking in to make sure that both sides are getting what they need from the relationship can help keep things on track. In some cases, complacency or unrest can creep in and checking in from time to time can uncover any underlying issues preventing progress.

Don’t Use Them As A Crutch: Mentorship relationships are not meant to be used to supplement poor performance or put the mentor in an overly dominant leadership position. This will only undermine you as their true leader.

At Weichert, our business coaches teach our franchisees how to leverage mentorship programs within their brokerage. And this is one way to support your new agents’ productivity as they enter the real world, smart brokers will provide additional training and coaching opportunities to ensure that the right practices are instilled. Weichert, for example, offers its Fast Track training to bring new agents up to speed on proven techniques and tools to help them be productive quickly. Its online University provides 24/7 online training on almost every real estate subject imaginable. Weekly webinars provide regular tips on trending topics and new tools. Plus, our service team is there to guide brokerage management on any questions they may have and our network of owners around the country are always very ready to share information on what has been successful in their companies.

For more information about the full suite of coaching and training programs and the support available through the Weichert system, visit our website at https://www.weichertfranchise.com  or call us at 877-567-3350.