As a leader, you are in the position to help your people become students of their craft so that they can earn what they’re worth. Help them access the programming that produces their beliefs, causes their emotions, and influences their behaviors.
Have you ever found yourself fuming about a sales associate, saying, “I just don’t understand what could possibly possess them to act that way!” You may have hit on the exact coaching problem you’re having, without even knowing it.
For some, sending Web development projects and administrative work overseas is a realistic solution. Others say the financial benefits aren’t worth potentially receiving lower-quality work and the fact that your business spending is exiting the community.
Though few brokers ask sales associates to leave their lead database behind when they switch companies, it’s a different matter when agents quit the business entirely. Whatever their method of departure, as a broker-owner you need to protect your investment in their client database.
Whatever you’re currently paying your sales associates, you’re sometimes going to get push back from people who want higher splits. Ask yourself these questions to determine whether it’s worth it to fork over more of your company dollar.