6 Things Salespeople Want From You

March 1, 2003

How can you attract strong associates and keep those you have? Here are a few keys to effective recruiting and retention:

  1. Integrity. First and foremost, salespeople want to know they can trust the person with whom they’re placing their license.
  2. Structure. Many associates, particularly those entering real estate from the corporate world, are looking for a career path. If possible, give them a blueprint for moving up the ladder, whether into a senior sales position or into management.
  3. Training. Associates don’t just want training; they want training geared to where they are in their career.
  4. Technology. If you can’t provide ways for your associates in the field to keep in touch with the office or to access the latest listings, many of them, especially the younger ones, will go to a broker who can.
  5. One-stop shopping. Increasingly, associates want their customers to have access to an array of broker-provided services, from mortgage loans to title services, to help them speed transactions.<
  6. Marketing. Associates want brokers to provide them with solid support for getting the word out on their services and their listings.

Other top wants: Company name recognition and market share, mentoring, upbeat, success-oriented colleagues, built-in referral network

Sources: Pam Beard, CRB, CRS®, BrokerSouth Real Estate GMAC, Vicksburg, Miss.; Todd Hetherington, CRS®, GRI, Century 21 New Millennium, Alexandria, Va.; REALTOR® Magazine Online

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