Carla Cross, CRB, MA, International Speaker

Is there such a thing as ‘agents’ ten commandments’? I think so. When you joined your real estate office, I’ll bet you asked the interviewer, “What are you going to do for me?” Did you think to ask the interviewer, “What do you expect from me?” It’s a fair question. As my eighth grade teacher used to say, “Turnabout is fair play”. I know you want to get the best from your manager.

From working as an agent for 8 years, and managing agents for almost two decades, I’ve drawn some conclusions about the ‘turnabout’s fair play’ that I believe agents owe managers.

Getting that 100% Management Commitment

I’m sure you want a 100% commitment from your manager. You want your manager to focus on training and coaching you to sales–fast. Unfortunately, some agents unwittingly de-motivate their managers from providing 100% support. How? They don’t follow the ten commandments I’ve listed below.  Here are what I believe are reasonable agents’ ten commandments to get that 100% from your manager:

1. Do the work.

2. Don’t argue.

3. Don’t make excuses for not doing your start-up plan.

4. Don’t tell the manager you’ve been in the business two weeks and you have a better way.

5. Do thank your manager frequently.

6. Do tell other agents that you appreciate your manager’s efforts.

7. Do tell other new agents you meet in other companies that you have a great manager.

8. Don’t bug other people in the office to find another answer because you didn’t like your manager’s answer.

9. Don’t change the proven start-up plan your manager is coaching you to because you “don’t like it”. (You just don’t like lead generating, do you?)

10. Don’t miss a coaching appointment!

I’d love to hear what you think of my ‘ten commandments.’ Are there others you think are important?

Managers: Why not make your own ten commandments and discuss them in your interview process. Then, turn the tables and ask the agent about his expectations of you and the office.

Agents: Before you hire on, get in writing exactly what your manager is going to do to assure your success, so you won’t have disappointments later. Getting agreement on what we both expect before we decide to work together is key to a happy partnership. The only surprises I want you and your agent to have after you start working together are good ones!

Side note: Managers: My belief is that you owe it to your agents to coach each one, regularly and professionally, in starting his or her business. That shows your 100% commitment to each person’s success. So, grab that proven game plan and your coaching companion and coach each agent to the success they believe they can have with you.

Carla Cross, CRB, MA, is a former master-level CRB instructor, popular international speaker, National Realtor Educator of the Year, and author of 6 books and 20 audio programs. She specializes in ‘people development’—strategies for real estate professionals to enjoy highest production and profits. Join her newsletter community and receive her complimentary eBook, Getting to Yes: Ten Powerful Tools to Bash those Barriers to Purchasing Today. Learn more at www.carlacross.com, or contact Carla at 425-392-6914.