How real estate agents could immediately improve the industry

According to realtor Teresa Boardman, recruiting should be about more than warm bodies. Making the industry better starts with agents and the quality of their agent recruitment.

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Agent recruitment season is in full swing. I don’t understand why anyone would want to recruit me but they do. I even got a pair of socks last week from a company that is going to “knock my socks off.”

The messages are all pretty much the same. It’s about better “technology” and the opportunity to make more money. They all have great “cultures” and some want me to join their family. We all want new families right?

None of the advertising messages are specifically aimed at me. I’m just a name in someone’s database. The data may have been collected and sold, and maybe I was rated or classified as someone who was likely to close shop and work for someone else.

It’s a numbers game, and the company that has the most agents will have the most house sales—because agents sell houses. There are brokers who are responsible for hundreds of brokers and some who are responsible for thousands across multiple offices.

Brokers are responsible for monitoring their agents and the reason why the marginal and the really bad agents are allowed to work as real estate agents.

It wasn’t until I started my own business that I really noticed some of the gaps in the system. Like when a broker with an expired license made a bid on one of our listings and his broker didn’t know the license had expired.

There have been times when we’ve helped agents from other companies write quotes and show them how to use various tools in our MLS.

Have you ever tried to complain to a broker about a broker? Good luck with it. Brokers tend to defend their agents’ actions, which is not helpful at all when there is a problem.

I called a company and asked to speak to the agent about the unlicensed agent I mentioned and the person on the phone would not give me a name. What does it say about a real estate company if no one admits to being the agent?

As a realtor, any realtor you wouldn’t trust to sell your mother’s house or help your firstborn buy his first home should not work in your business or under your license.

How brokers can transform the industry

We’re not talking about what we can all do as brokers to improve the industry.

Here are some things real estate agents can do that could raise standards in the industry:

  1. Recruit and retain the best and don’t be afraid to ask someone to leave. A bad agent hurts all agents, especially when they end up in jail and on the news.
  2. Make commission structures partially dependent on how much training and education an agent receives each year. Add a bonus or percentage to their commission split.
  3. Don’t assume that the agents who make the most money provide the best customer service, or that they are the best agents, or that they are ethical.
  4. Instead of focusing internal training on how to promote the brand, hold sessions on how to better serve customers. Lead group discussions on how to deal with various common problems that arise in real estate transactions.
  5. Set rules and standards that agents must follow if they want to work under your brand.
  6. Know who your agents are and be available to discuss issues or help with troubleshooting.
  7. Send surveys to other agents and ask them about their experience working with your agent.
  8. Find out who your agents’ customers are. Some agents work with criminals.
  9. Reward behaviors such as B. Compassion and patience or excellent marketing or communication skills.
  10. Make an example of an agent doing something that raises or exceeds the bar, not just the agents who make the most money.
  11. Focus on knowledge sharing instead of profit sharing. Everyone in your office should benefit from selling real estate.
  12. Assume there are some incompetent agents in your office and either help them get up to speed or do the rest of us a favor – and let them go.
  13. If someone complains to you about the behavior of one of your agents, listen and have an open mind. Listening can prevent lawsuits and save lives.
  14. Stop thinking of agents as “employee count”.
  15. Look at the listings your broker has in the MLS. Don’t allow horrible pictures or descriptions of entries in capital letters.
  16. Check regularly that your agents have active real estate licenses and that you have their current addresses.
  17. Let everyone in the office know you are the agent and the best way to contact you. Post this information in your lobby and on your website.
  18. It should be harder to get a realtor’s license and it should be harder to start a real estate company – it’s too easy. I’ve had brokers call me asking what the difference is between a contract amendment and an addendum. To be fair they at least asked in private rather than guessing or asking on facebook.

A good agent pays attention and has the agent’s back, catching mistakes and helping agents through the rough patches.

The number of real estate agents may have recently peaked at 1.5 million. If there is a market shift, we may see some agents leave. It might be a good time to clean the house. Let’s do everything we can to ensure the best agents and those with potential stay – and the rest go.

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