How to ATTRACT and KEEP a MILLION Dollar Agent In Your Business

GIA LE - ELITE PROPERTY CAMPAIGNS

During recent months, I couldn't help but notice the number of ICONIC sales consultants who have left the comfort of an agency to start their own business or moved across to a competing business. In fact, the nation as a whole has seen numerous elite agents (and rising stars) transition, so I decided to interview some prominent identities as I feel some Licensees are completely missing the mark when it comes to recruitment because after all, a business is only as a strong as their team.

These were agents who were naturally loyal yet had recently changed out of their agencies. They took the time in our deep and confidential discussion to enlighten me as to what ATTRACTS them to an agency, and more importantly, what KEEPS them there.

1. CULTURE: They don’t want to work in an office with large egos, nor a company where only the highest performer is singled out as a hero. They want a company where everyone is treated as EQUALS, an environment where colleagues help each other out - NOT an environment that fosters rivalry, where you are forced to do dealings in secrecy.

2. ALIGNMENT in values, ethics, and energy. Believe it or not, a lot of Agents WANT to work with a place that prizes integrity.

3. HISTORY: They look at the owner’s and Licensee's track record in not only their ability to perform, but the TURNOVER rate. A revolving door of staff is a red flag 🚩

4.STRONG AND HELPFUL ADMIN TEAM: They are the BACKBONE of a good agency. Getting invoices processed, having properties loaded efficiently and accurately, and all with a smile 😊 are all highly appreciated. One Agent said if a licencee saw them struggle, it would mean a GREAT deal to lend them administrative help, as it immensely subsidises the load and the stress, or a gesture of going halves with them on a digital campaign.

5. DIGITAL PRESENCE: That’s where they see an adaptable company looking outwards because for some of these agents, 50% of business comes from social media.

6. CARING: A boss that doesn’t just care about KPIs, but MENTAL and emotional WELL BEING.

7. VALUE ME NOW: They DON’T want to be offered a pay rise only just before they leave - by then they have already made up their minds. They’d rather continual encouragement and positive reinforcement over BRIBERY.

Now, notice that COMMISSION never came into consideration.

Out of all the agents I spoke to, I had to prompt them about how a commission would affect these factors at play. One agent summed it up: “If I want to earn more, I’d just sell more.” A few percentage in split doesn’t mean much to them compared to the SUPPORT they need to doing their job well. They don’t want a lot, they just want to be RECOGNISED.

In short, when recruiting for talent, please stop advertising a higher commission or an amazing culture, you have to lead by example.

Demonstrate that you have a great culture. Prove that you have the loyalty of the agents who have been with you for a while. Otherwise they will find out eventually and walk back out the door and into a rising company that will make them happier.

REFERENCE: https://www.facebook.com/permalink.php?story_fbid=692577904449958&id=100010932630790&utm_source=Gia%27s%20LinkedIn%20Database&utm_campaign=23608f12fd-EPC_3May2018_COPY_01&utm_medium=email&utm_term=0_77f4cbe092-23608f12fd-255351353