An agent who will not prospect is usually avoiding a specific moment, not the whole activity. A short, structured conversation finds the moment and a first step the agent will take.
An agent who will not prospect is usually avoiding a specific moment, not the whole activity. A short, structured conversation finds the moment and a first step the agent will take.
If the agent finds a reason to avoid even the smallest step, move from coaching to diagnosis. The R2R Assessment identifies the pattern. See the 13 archetypes.
Do not add a quota or a lecture. See how to motivate real estate agents.
About fifteen minutes.
Ask what the busy work is. It is usually the substitute task.
No. It is a coaching conversation about work behavior.
Related reading: 14 reasons agents stop prospecting · Call reluctance in real estate · Performance improvement plan
Dr. Jeffrey Scott Stanton, DCH is the former EVP of Learning & Development at Douglas Elliman Real Estate and the founder and Chief Learning Officer of R2R Diagnostic Group, where he helps real estate organizations and agents diagnose and fix the behavioral patterns behind inconsistent performance.
The R2R Assessment identifies which pattern is actually running and what to do about it. Take a look at the assessment, or book a conversation.