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Asked by RE/MAX Empire Realty, Texas Tue Apr 1, 2008

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Bill Brannon, , Hilton Head Island, SC
Tue Apr 1, 2008
Sounds like you have done a great deal to help your newbie. There must be something about this person you like since you hired them and have put so much time into them. Not knowing the age, work history prior to real estate, and financial where with all of your person, it is a bit difficult to suggest how to motivate them.

My first impulse would be to have a "come to Jesus meeting" with them. I would be very positive in my approach that I wanted nothing but their success, but that the only person wo can make it happen is them and based on what I am seeing, it is not going to happen.

I would stress their strong points and suggest together we generate a program, just for them, to help generate business, get their name out in the market place, create confort areas for them to farm, produce a newsletter they can send out, etc.

I would give this person a "honey do list" to work on everyday when they come to work. Hang a grease board on the wall opposite their desk with a list of things they need to work on each day and have them check off what they got done that day and turn it into you. Keep them busy.

Get them thinking. Brainstorm with them everyday for 10-15 minutes. Create and give them a list of things for each day that you are going to talk about and tell them you will want their input. Make them start thinking.

Good luck. Keep in mind, they all can't be saved.

1 vote
Rob Graham, Agent, Seattle, WA
Tue Apr 1, 2008
I agree with Elvis. Set a lead generating goal for each month and hold him accountable. I came to real estate from another field entirely. It is new to some of us to understand that being a good agent isn't enough, you also need to generate your own business. Tell him he needs to come up with a lead generating strategy and run it by you. Then he has to impliment it and monitor its effectiveness. Start with one idea at a time, master it, systemitize it, and move on to the next strategy. He'll catch on or burn out.
1 vote
Rudolph McC…, Agent, Watertown, WI
Tue Apr 1, 2008
Make a list of people who are in your "A" catagory and keep them away from the new guy.
Build a list of people who you want in your "A" list. Then make him write in comments about what they are saying, try to get at least 20 a day out of him until he knows its what makes the world go round.
1 vote
Larry Story, Agent, Greensboro, NC
Tue Apr 1, 2008
Sometimes it is as simple as having their first transaction and getting their commission check. On the other hand Elvis is right some people need to be motivated another way. If they are not "hungry enough" then they will not change and this is not a serious career for them.
1 vote
Karen Shrock…, Agent, Dallas, TX
Wed Apr 2, 2008
I second Lauren's approach.

I'm also a newer agent of three years. Shadowing a more seasoned agent or being teamed with someone else would be a perfect way to start the momentum.

Every person's motivation is different.
0 votes
Kelly, , Denver, CO
Tue Apr 1, 2008
Being a newer agent myself. I was told you have to get out there and go after it and bring in your own business. I have done everything from door knocking, cold calling, open houses, and more. I have done well for being a newer agent. Has he gone to any training? It really helped when veteran brokers shared what they did to get started and told me that you have to be aggressive in this business.
0 votes
Len Montgome…, Agent, High Point, NC
Tue Apr 1, 2008
Goal setting is a crucial part of success in every endeavor. Goals wihout strategic palnning is futile. When I started in Real Estate, I was given a goal development program exclusive to our company (sorry, cn't share) that detailed a road map of sorts to successfully attaining my goals. It broke down for the year how many business cards I gave out daily, how many letters I mailed monthly, postcards, expired listing contacts, FSBO visits, etc... Those who will be successful in the business will learn to convert all of these opportunities to viable buyer/seller leads. But some need more of a structured path to get them started. In their previous jobs they had someone telling them when and where, how long, even what to wear. Sounds like you have someone with lots of potential and very little direction! If all this fails, the earlier comment about the "come to Jesus" meeting to explain how few calls convert to sales versus other areas of opportunity is kind of the last option.
0 votes
J R, , New York, NY
Tue Apr 1, 2008
Maybe rather than motivated, he needs different education. Maybe if he learned that very few sales are the result of a phone call he would try something else. How do you handle "up" calls? Does the agent who is sitting there get the up or is it directed to the agent whose listing it is called in on?
0 votes
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