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    Articles for Brokers

    Download some of Rich's most popular articles


    Give Your Agents the ultimate Gift
    As a manager or broker what is the greatest gift you can give your agents on a daily basis?  What would add true value to their lives?  Is it a higher split?  More tools?  A better looking office?  The answer is no.  The greatest gift you can give your agents is your own ability to self discover.  When you create a self-learning environment, you inspire people to greatness.  And it all starts with you.
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    Creating a condition for Agents to Choose
    There is a widely believed assumption that 80% of new agents do not make it in the industry.  I am not sure if that is fact, but do believe a high percentage of agents fail.  What is the manager/broker's role in the process?  Let us visit some theories and test.
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    Our Industry:  Will We Accept the Current Challenge?
    Is anyone stepping back and looking at the writing on the wall?  The messaging is significant, but is anyone paying attention?  Is leadership in the industry prepared to step up and make the necessary changes?
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    The Successful Sales Meeting - Part 1
    All of us have sat through one.  Some of us have delivered one...a sales meeting where there is no value.  Do not underestimate the importance of a powerful sales meeting.  Here are the top five ways to have successful sales meetings.
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    The Successful Sales Meeting - Part 2
    Your sales meetings could be planned to perfection, your message inspiring.  Then you open your mouth.  Five minutes later agents are checking cell messages.
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    Noticing Without Judgement
    If you had to guess what would you say is the number one human need...Love?  Money?
    Security?  I truly believe the answer is quite simple...being noticed and appreciated.  It is never more apparent then in your office right now.
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    Growth:  The Inside Out Process
    The human experience is similar with all of us.  What makes us different are the choices we make.  Understanding that life is managed not cured...what is your management?
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    Retention:  Eliminate High Turn-Over of New Agents
    We recruit well, but we are losing agents at a high rate.  Why is that?
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    Commission Wars?  Come On!
    Every year the public as a profession ranks our industry close to last.  Our customers brought the discount commission model to our business and we are responsible.
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    Your Agents as Customers
    Once an agent is recruited into your company, what is their true experience besides the ability to use your wonderful tools and attend your comprehensive training?
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    Recruiting the Experienced Agent
    Want to increase office productivity?  Here are tips on being productive, balancing your agent population, and attracting experienced agents.
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    A Specific Recruiting Strategy
    What the heck is a recruiting strategy?  What truly works?  Where do I start?  Here is a sample of a step-by-step recruiting strategy for recruiting experienced agents.
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    Leadership:  Clarity and Agreement
    As a broker/manager, have you ever wondered why some people around you are not doing what was agreed upon?  For sure, you communicated and they agreed...or did they?
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    Helping Your Agents Choose to be Productive
    There is a widely believed assumption that 80% of new agents don't make it in the industry.  I don't know if that is fact, but I do believe a high perceNTAGE of agents fail.  What is the manager/broker's role in this?
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    Inspire Your Agents and Your Recruiting:  Clean House
    There are many ways to inspire our agents.  We can keep our commitments.  We can operate from abundance, not scarcity. He can be loyal to the absent (not talk bad about people not in the room).  And, we can do our number one job well:  empower our agents to solve their own issues. I have one other thing you should consider doing.  Clean a little house.
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    The New Brokerage Survival Plan
    Can you explain to me why a home seller should pay an agent $24,000 to sell their $400,000
    home?  Listed in this article are some of my favorite explanations of our fees.
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    What Constitutes a Referral?
    You run a successful office with productive experienced agents and newly licensed eager people.  As we all know, referrals are the backbone of a continuing real estate sales practice.  If we are busy, we receive and give them fairly regularly.  Still, there can be controversy between agents if the office lacks a clear policy about referrals.
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    A Cry for Help:  Is Anyone Listening?
    This is an official cry for help to brokers and managers.  Please read this carefully and process...
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    Competency:  The Consumer Screams for Help
    Have you ever asked yourself the questions:  1.  Where are we going as an industry:  2.  How are we going to get there?  3.  How long is this going to take?  The time is now to step up and do the right thing.  We need to move towards retraining our agents to be skillful practitioners, rather than commission attached sales people.
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    Recruiting Agents with Listing Inventory
    If an agent perceives you as a good coach and leader, he will move over to your brokerage because he sees a totally different value proposition than he has ever seen from a manager before - a high level of business competence.
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    What Inspires:  A leadership & Relationship Lesson
    As a leader it makes sense to understand what truly inspires people.  I think different things inspire different people, but there are some "rules of inspiration" that we call all agree on.  Remember as a leader you are the source of inspiration for all around you.
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    Mandatory Qualities of the New Office Manager
    Well, the fun has been over for a while now.  CEOs and company owners are starting to look at their leadership teams differently.  The "deal doctor" and the "reactor" manager are just not getting it done anymore.  Actually, they just can't be tolerated anymore.  A number of large companies have filed chapter 11 or 13 or just closed shop.  Why? The lack of leadership and focus on what is most important at the branch manager level are the reasons
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