Your company’s culture can be one of the strongest determining factors when your agents decide to stay with your real estate agency. A few ways to help you create a culture where agents want to be include:
- Be open to conversation, questions, or concerns. Be the kind of manager an agent knows they can have a conversation about what is happening in life or the brokerage.
- Make connections. Be deliberate and learn about your agents. Have conversations about their lives, not just work. Send congratulations when they achieve a significant milestone and let them know they are appreciated.
- Create reasons for them to come into the office. Bring in a guest speaker, provide breakfast or gather the team for a community service effort. Give them reasons to be engaged.
Culture cannot fix everything, and other things might push or pull the agent away from the agency. There are seven signs to keep an eye out for:
Sign 1: An agent starts withdrawing from company events and training.
If you notice this sign, approach it positively, like inviting them to participate in certain activities or bringing it up if you know they’d be interested in a particular community event.
Sign 2: An agent exhibits a sudden change in demeanor or attitude.
There could be many reasons for this, and it could have nothing to do with work. This is where the connections ‘you’ve made with your agents can play a part. They will know you are genuine and interested in them when you ask if they are ok. They will feel seen and be able to tell you what is happening.
Sign 3: An agent asks for a copy of their compensation agreement.
This likely means they are in conversations with another business and looking to compare offers. Make a point to ask whether they are checking to see where they are in their plan or if they are being recruited. If it’s the latter, try complimenting them on getting noticed by a competitor, then ask them to come back to you after they have an offer.
This can lead to a conversation about the benefits of working at your agency in the first place.
Sign 4: An agent downloads their database from the company’s CRM platform.
If this is happening, the agent may already be in conversation and on the way out the door. Remind them of your agency’s value proposition and any elements of data ownership if they access records they are not permitted to download.
Sign 5: An agent requests a meeting with you in the next day or two.
These requests are usually vague or non-specific about the reason for the meeting and is often how agents announce they are leaving. Ask what led to their decision to go and be prepared to discuss why the agent joined in the first place.
Sign 6: An agent asks questions about other business models.
Being open and transparent about how your business operates can help curb this type of discussion. It can be easy for some competitors to twist the facts and portray themselves as a better option. However, if you have spent time building relationships with your agents, then transparent conversations will be easy to have.
Sign 7: An agent who is part of a team starts questioning the company management.
The Principal needs to know what is going on with one of their agents because it could mean a few things. Is the agent trying to leave the agency? You want to ensure negativity is not spread to other members of the team so must address the issue quickly. It will be important to communicate with the agent about what is mutually beneficial for them and the agency.
We trust these have been helpful pointers for you to look out for within your agency. At Better Homes and Gardens Real Estate Australia we work closely with our business owners to build a great value-based culture into their offices which also runs through our recruitment processes. If you are looking to join a culture-first global franchise network, contact us today for a confidential chat.
Disclaimer: The opinions posted within this blog are those of the writer and do not necessarily reflect the views of Better Homes and Gardens® Real Estate, others employed by Better Homes and Gardens® Real Estate or the organisations with which the network is affiliated. The author takes full responsibility for his opinions and does not hold Better Homes and Gardens® Real Estate or any third party responsible for anything in the posted content. The author freely admits that his views may not be the same as those of his colleagues, or third parties associated with the Better Homes and Gardens® Real Estate network.