I want you to think about two things; you're running a business and that business is a sales organization. Let's discuss some real estate best practices.

In my seven plus years providing real estate professionals with technology related services, I've found (time and time again) more often than not, Broker Owners/Team Leads/etc. don't treat their teams like either.

Today, I wanted to point out a few best sales/business best practices that you can adopt to make the agents you're currently managing work smarter and get more sales--and a few simple things to adopt to make you a better CEO (which, as you should know, is how you should be looking at yourself).

Sales best practices:

• Have monthly strategy sessions
  • Have monthly (minimum) pipeline reviews
  • In the aforementioned pipeline review, determine if they are on pace to finish behind or ahead of their individual goals (GCI, number of transactions, etc.)
  • Look at what marketing efforts are yielding the highest ROI and, conversely, what is not. Use this information to guide yourself and have relevant talking points in the pipeline reviews
  • Hopefully, whatever system you're currently using, gives your agents the ability to see behavioral data (how many times did they view a property, where did they share the property, what properties did they save or request information on?) and use that data to have a compelling reason to call "Have you found any properties that are of interest?" Make it a "curious" call so as not to give the impression Big Brother is watching! Use this data to make intelligent and relevant contact.
  • Have a preset list of goals going into each call.