The first hurdle to get over is to learn to manage each individual team member and not have a one size fits all approach. Salespeople come in all shapes, sizes and personality types. We need to respect their right to be individuals and manage them accordingly. It is imperative that we know what makes them tic and understand why they get out of bed each morning.
Are they introverted or extroverted and what do they value most? Do they display creativity or do they have a superb sense of timing. Would they prefer to “squeeze the flesh” or “crunch the numbers?”
When you understand and respect your team, they will understand and respect you. Understanding and respect provide an environment that everybody wants to be part of and when they find that place, they want to stay there.
If you don’t know “who your people are” it can make communication very difficult. If you have a team member who is in their flow working with data and systems but you want to send them to a networking breakfast, good luck. Likewise, the agent who is in flow speaking and mixing with people will have their eyes glaze over when questions about days on market and average selling prices come up. Creative agents’ love the hunt and the kill but rarely follow up and those that are sensory by nature have the feel for the deal but write boring ads.
If you know your people then you can provide them with an environment where they will flourish. You can focus them on working within their flow because we know that when they are in flow they are happier, more productive and better time managers. By extension they will then list and sell more property, be more prosperous and our business will continue to grow. It really is that simple!
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