Smart Words: “The minute you get away from fundamentals—whether it’s proper technique, work ethic, or mental preparation—the bottom can fall out of your game, your schoolwork, your job, whatever you’re doing.” – Michael Jordan

Smart Tactics: Consistency is one of the most impactful factors to a real estate agent’s success. In fact, consistency is even more important than skill or strategy. Even if the agent isn’t that great at sales conversations or they don’t have tons of hot leads they’re working, they will produce more results than another agent who is amazing at sales, has all the best leads…but takes no consistent action. It’s THAT important. Consistently taking the actions necessary to book appointments and get contracts every week is the secret to your team producing more closings than you ever thought possible.

How to get them more consistent…my first question is: how consistent are you? You as the team leader are the one who sets the parameters of the game, you determine what they should do, how they should do it, when they should do it, and then you have to communicate it to them consistently and have some form of action or consequence if they do not follow the plan and procedures.  This all sounds very clinical and a bit controlling…It’s not.

Here is what I’ve seen across hundreds of real estate teams over the last 10 years. When your agents are not consistent, it is because you have created and fostered a culture of not being consistent. You have inadvertently trained your agents to NOT do what they need to do consistently. You have enabled them to not do what they need to do, you have accommodated them not doing what they need to do. I promise you…running a team can actually be as simple as dog training, if you have a clear plan and execute it consistently…hear me out on this.

You don’t train dogs with violence or harsh punishment. You also can’t “spot train”. Meaning you can’t randomly correct bad behavior on the spot. You train dogs with kindness, clarity, and, most importantly, consistency over time.

You want more consistent agents? Start with these questions:

• How consistent and productive are your sales meetings?
• If I were an agent on your team, could I tell you the basic metrics I’m responsible for reporting IN FRONT OF OTHERS every week?
• If I were an agent on your team, could I point to the days and times every week where we have sales related meetings or functions that support and guide me to taking the consistent action I need to take?
• If I were an agent on your team, could I tell you what the minimum sales requirements are for me to have access to all the benefits of being on your team?
• And if I knew the minimum sales requirement, could I tell you that there is a process and procedure for those agents NOT hitting the minimum requirements?

Smart Offer: I want to help you help your agents. They want success, and they want guidance and support to get there. In less than 30 minutes I can troubleshoot your leadership and show you the 2 or 3 key differences between your team and the mega teams out there taking home the sales awards. Grab a time to chat with me 1:1 on my calendar here (if there are no more time slots just reply back to this email so I keep you on my radar to fit in somewhere).

Always get smarter,

-Dale

P.S. Watch for the next email where I show you the perfect follow up sequence for every lead type.