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MOTIVATING THE 'TOUGH CASE' AGENT

Jul 5, 2014

Posted by

Carla Cross

About Carla Cross, CRB, MA                           Read more

There’s probably no challenge for a manager today greater than that of rejuvenating your experienced, valued agents. Even though your market is better than it was, these seasoned agents just don’t seem to be able to re-light those fires of desire. You’ve tried being supportive and empathetic. You’ve even given them leads. Nothing has seemed to work. What are you going to do to retain these agents, motivate these agents, and get them back into the fray? ,

BEFORE WE START: WHAT DOESN’T WORK

As a coach, I’ve been working with management teams to save and re-generate the careers of experienced agents. One of the biggest mistakes I’ve seen managers make is to try to help these seasoned agents through support and empathy. That’s just not enough. And, it’s actually demeaning. Yes, some empathy is needed. But, my observation is that it too often drifts into sympathy. Instead of motivating these seasoned agents to get back at it, these well-meaning but misguided managers are sympathizing the agents into a deeper

YOU CAN FILL THE MOTIVATIONAL VOID LEFT BY THE ‘ON FIRE’ MARKET

As a manager, you have the ability to not only provide an atmosphere, along with a platform, to motivate that agent back into the business, you can go much further than that, to “inspiration”. Just think what would happen if you could get that seasoned, slumping, ‘stuck’ agent back into the business with fervor. The whole attitude of your office would improve. Your coaching would work. Your training would be well attended. Your bottom line would look much healthier.