Technology TransactionsHow to Help Your Mid-core Agents
One thing managers have to look out for is how to help your mid-core agents. Why? These agents don’t complain and just produce wonderful results year in and year out and keep the morale of the office up. However, if they are neglected, when one leaves then more follow. You cannot afford to lose these agents. These are the ones that bring the most money to the office and cost the least to maintain.
Analyze first
Take a look at your office and review how much your mid-core agents have brought in this past year. You don’t have to worry about your top agents right now, just look at these all-important middle agents. When you see how much they brought to your office, then you understand how much attention you need to give them.
Make their jobs easier
Because these agents will not be big complainers, you need to look for things that will make their lives easier. Put in systems that will bring them results; for example, have the staff write, print, and label custom open house invitations for them.
How about preparing a generic listing presentation that they can use on the fly? One that looks custom, but any agent can use. Let your mid-core agents know individually that you prepared these for them for an emergency when they have little time to get something out.
Create relocation material on your individual office and bind it so that it is special and leaves a very good impression on people coming to your area. All your agents need to do is add personal resume page and it is ready to go.
Personal attention
Give each one of these agents some personal attention—they don’t need a lot of time. How about taking one to lunch or meeting for coffee before the MLS meeting. How about going on caravan with one of them? Or, write them each an individual note and let them know how much they mean to you.
Some time during the year you should give each one of these agents a small token gift; for example, a $10 gift certificate to Starbucks. They need to have something tangible on how much they mean to you.
Awards
Make your monthly awards stretch to include your mid-core agents. How? Just have several sales leaders instead of just one. Also, have special awards for the person who is the most team spirited, the person who is the most cooperative, the person who has the best attendance at your sales meeting. I’ll bet that many of these agents will be from your mid-core group.
Involve them in decisions
There are many decisions that need to be made every year about your office. Involve these agents in the decision-making. Get their advice. Let them know how much their input means to you. Then when you put one of their ideas to work in your office make sure you give them the credit for it.
Taking care of these agents will mean that your office will be one that will be more successful than others. Why? Again, these agents will be your best supporters, your greatest PR, the most loyal and your greatest money-makers. Give them just a little attention, and they will be your greatest asset.