Our next mistake that team leaders make when building their real estate teams involves tracking agent performance, and maintaining agent accountability. Each agent in your team is like a very important part within a machine. If that part malfunctions or breaks, your machine will suffer. If each part is consistently running smoothly, performing exactly how it is supposed to, you will have a well-oiled and successful machine; agent accountability will be the norm for your business. Maintaining agent accountability and holding each agent responsible for their actions will allow you to have the best machine in the business. A machine that will produce quality results. Here’s how you can ensure agents accountability, and keep your real estate machine running smoothly:
1. Transparency Is Key
A clear view into the inner workings of your real estate business is essential. Part of learning to be a great team leader is figuring out how to stay on top of your team’s activity. Think about the current state of your business. Is the view hazy? Are certain elements totally blocked from your view? What you can’t see can and will hurt you. Finding ways to gain transparency into your business will allow you to make strategic decisions, and proceed with confidence rather than hesitation. One of the best ways to make sure you are staying on top of agent accountability is to take advantage of the features of your real estate CRM.
2. CRM Accountability Tracking Features
Your CRM should be a platform for you to communicate directly with your agents. Attempting to keep track of communication between you and your agents is too big of a job for you to take on by yourself when so many other areas of your business are demanding your time. Also, keeping record of the management of agent accountability on your team will help you stay organized. Your CRM should be able to not only store your communication with your agents, but track all of their communication with leads as well. This includes call tracking features that log time it took agents to get in touch with their leads, how long they spoke, emails sent, and will even record phone conversations. This does two things for you: 1) It provides you with real data to assess the details of agent accountability within your team, and 2) It allows you to compare your agents head to head based off of this data.
3. Conversion: Are Your Agents Converting?
A quality real estate CRM should put a time limit on when agents are allowed to claim leads (i.e. 30 minutes). If a lead is not claimed, that lead should automatically be sent to the next available agent. This way, all of your leads will be taken care of and no one will fall through the cracks. It should also prompt lenders as well as clients to rate their agent for a variety of qualities, so that you are able to see where agents are excelling and how they can improve. Remember: agent accountability is going to improve all areas of your real estate business. Also through your CRM, you should be able to sent leads to your agents, and they should be able to send leads to you. This reciprocation keeps you working together toward a common goal, and keeps your team rock solid.