5 Sales Management Strategies for Brokerages

Be Picky About Your Agents

Ultimately the agents you choose to bring into your brokerage will determine the success of it. You need agents who are driven, passionate about their job, and open to learning. Having a poor team of agents will cost you a significant amount of money in the long run. So, it is well worth your time to extensively vet your potential new agents, and constantly be evaluating your veteran agents. Some major evaluation factors:

• Community knowledge. How well do they know your brokerage’s service area? Can they present all the benefits and positive attributes of it? Can they then align those benefits with a client’s priorities? Are they able to do the same with a house? 
• Communication skills. Clients are drawn to people who are enjoyable to work with. They want an agent who is responsive, charismatic, and understanding to their situation. Do your agents fit the bill? Excellent communication skills are much more difficult to teach than community knowledge or sales skills are. So, try to find agents who already possess these skills, or at least who are committed to improving them. 
• Motivation. Motivation is something that can be difficult to evaluate in an interview or short term evaluation. It is crucial that a real estate agent possesses it though due to the nature of their job. Even though it may be hard to see at times, the motivation level of an agent will typically reveal itself in the form of their work ethic, and commitment to success.