A Broker’s Dozen: 13 Productive Culture Trends - Part 2

This is the second part of a pair of articles on culture trends that impede success. Read Part One here.

The following outlines the remaining real world observations of trends that are, I believe, counterproductive to a positive and growing culture. If you make changes in any of these areas, expect positive results.

7. Forgetting profitability is tied to desk production. Recently I spoke to an owner who had learned that a licensee had taken a full time job since he wasn't making it in the real estate business. The broker wanted to bring that person back onto his own personal sales team and utilize him on a periodic basis. If a desk cost is calculated at $10,000 a year, the licensee would need to bring in at least $20,000 in gross commissions on a 50/50 split in order to pay for himself. At what point do we let go and move on?

8. Haphazard orientation for new recruits and staff. Not having a 90-day plan to acclimate an experienced licensee into your company, update them on procedures, review processes and introduce them to all members of the team one-on-one is like walking a tight rope – you are balancing between having a great relationship with that sales associate or creating a poor first impression which may last through their entire affiliation with your company. The more effective you are in creating a powerful positive impression for a licensee in the first 90 days, the greater the loyalty over the long run. Take time to establish a sound, interactive orientation and enjoy the increase in retention of your key performers.