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Managers: How Much Time Do You Need to Devote to Your New Agents?

Jun 11, 2013

Posted by

Carla Cross

About Carla Cross, CRB, MA                           Read more

How much time do you need to devote to your new agents? Most managers/owners are doing 2-3 jobs these days. And, almost all of them promise training and even coaching to their new agents. Why? Because new agents want a lot of support. So, to recruit them, we tend to promise them whatever we need to promise to get that license on the wall. But, wait a minute. Do you really have the time to devote to doing what needs to be done to get that new agent started fast?

Here's a schedule of what I think you need to do, at minimum, with that new agent the first 1-2 months.  It's taken from my Coach's Manual in the Coaches' Corner, which is a part of the Up and Running in Real Estate new online training/coaching program.

Highlights of the Schedule

I think there are two most important considerations to start a new agent successfully:

1. You have the time to coach that new agent intensively the first few weeks (see the schedule)

2. You have a specific game plan (a business start-up plan) to guide you and the agent

Your Time Commitment the First Week

You should meet at least every day for 15 minutes to 1/2 hour for the first few days. Why? Because the new agent can get off track more quickly than she can get on track! And, you know there are lots of time-wasting activities going on around her.......

Your Training

Do you have a complete training program? Do you have a curriculum in writing? Do you have all the supporting documents, processes, and systems to get that agent into production immediately? Training doesn't mean just telling that new agent what you know. It should be much more organized than that. And, it shouldn't have peripheral subjects for the first few weeks. Too often, I've seen training schedules that consisted of busy work. That's the way to get agents off track, not on track!

Your First Weeks Set the Habits for an Agent's Professional Lifetime

Look at your training schedule. Look at your coaching schedule. Look at your training program. Look at your coaching program. Now, look at yourself. Can you commit the years it takes to create those things? (It has taken me 6 months to put my Up and Running program online--and I already had all the material!) Can you commit the time to personally train and coach?

Getting a Partner in the Process

I know the difficulties of creating continuity in your job. I did it for two decades! That's why I organized and wrote the Up and Running in Real Estate program. It's hard enough to do a manager's job, much less create and implement AND train and coach-and hire! Find a partner in the process to do the 'heavy lifting' and enjoy the extra time and energy to do what you do best.