Joe Niego told managing brokers at the IAR Spring Conference & Expo that they need to make sure they don’t get lost accepting every excuse or complaint that agents working in their has.
Niego, a nationally-known real estate trainer, presented a session called “Recruit, Train and Lead” at the event in Collinsville, Ill.
He said managing brokers often fall into the trap of trying to cater to complaints about marketing strategies and other details, which pulls them away from the real job they have of generating leads. The result can be that agents are calling the shots, rather than the managing broker.
“You can’t want it for them more than they want it for themselves,” Niego said of managing for results.
Among strategies he suggested: Make sure you are outlining the number of sales, calls and pop-by visits. Track these goals over two to three months to determine what agents are going to thrive and which need more attention.