Want to know more?   Contact us today.

Brightness of Future

brightness_futurewinning_warAuthor, Mandy Johnson, wrote an excellent book, Winning the War for Talent. It is a book that every leader and manager should read.

I spoke with Mandy recently about a challenge several real estate business owners had raised with me: salespeople resigning after working in real estate sales between eighteen months and two years.

Mandy said, Sounds like a classic case of Brightness of Future“.

I had no trouble agreeing with this diagnosis.

Today’s employees want more than money, they want a LIFE. And if we are going to keep team members over the long term, we have to help them build a great life using their real estate sales career as a vehicle.

Sales can wear people down, even those who are ideally suited for a real estate sales career. No amount of real estate training, motivational training, time management, communication training, closing skills, listing ability; etc. will offset a lack of brightness of future.

Never assume that salespeople will stay just because they are making money.

Never assume that salespeople will leave just because a competitor is offering a bigger commission percentage.

People will leave to pursue a brighter future.

Think: what future can somebody expect if they work with me? It could be:

  • Flexibility
  • The ability to work from home on occasions
  • Fulfilling and satisfying work
  • The feeling of being valued and respected
  • Possibility of a buying into the business
  • Possibility of a partnership in a new real estate office
  • Regular time off, without work following them home
  • Opportunities for longer breaks, travel; etc.

Without brightness of future, people begin to feel frustrated, trapped and hopeless. And then they leave.

My friend, Michael Johnston, says, “People don’t fire the company; they fire the leader“.

Training real estate salespeople is expensive and time consuming. It can be heartbreaking for a leader to go to all this expense and effort only to have a salesperson, who is just getting ‘up to speed’ leave in search of a better opportunity.

If they want a brighter future, let’s do our best to give it to them.

Recent Articles

The Hard Way

In this short real estate sales training session, real estate agency profit consultant, Gary Pittard explains that when it comes to success, there's...

It's No Surprise

Every real estate business has a Break Even Point (BEP). The leader might not know what it is, but that doesn't alter the fact that the office needs s...

Worth Keeping Worth Coaching