In the Office

Agent Service Coordinator

The Schmidt Family of Companies provides an Agent Services Coordinator, or ASC. Their job is exactly what the title says — they are not a personal assistant to the sales manager or to individual agents. You can work together with the ASC as a team in the office. The agents should be made aware that ASCs cannot and should not do any deal doctoring for them. It is important that the agents contact you directly for any questions regarding legal issues, contracts, etc.

Office Culture

It is important that you set the tone in your office culture to that of the culture of the Schmidt Family of Companies and our Core Values. We must always remember that we are part of a Real Estate family.

IN-OFFICE TRAINING

The managers should attend the training classes so they are aware of what their agents are learning. As the Sales Manager, you should know our tools, know how to use them, and know the value they bring to the agents, so you are able to help your agents. A great way to do this is to put yourself in the shoes of a new agent, of a medium-experienced agent, and then of a top producer, and know which tools would most benefit them at this level of their experience. There are also many tutorials available for you on SchmidtResources.com.

It is recommended that the sales managers have a small gathering of agents after attending the education/training sessions to work with them in a workshop setting to engage in what they have learned. Whether it be entering their contacts in MOXI, sending out their announcement cards through the Marketing Group, preparing a CMA and more. Your job is to teach them how to perform and grow their business on their own. These agents will stay with you as they will have high respect for you and your vast knowledge and the fact you have brought them to this point. If your agents are not engaged in our technologies, support resources, or the brand, they do not need us, and they leave. Do not do these tasks for the agents — show them how. At Coldwell Banker, we have an ever-changing, ever-growing collection of resources to help our agents. As new technologies and tools come and go, it is up to you to portray a positive outlook and excitement about the changes.

OFFICE SALES MEETINGS

It is recommended to have two sales meeting per month (one minimum) to keep the agents engaged. You can hold these meetings via Zoom and/or in person. It is of the utmost importance that these meetings bring value to your agents. Do not have vendors come to your meeting and go on about what they do and how they are better than anyone else. Think of what your agents need most and focus the meetings on that. Price reductions, getting listings, seller/ buyer objections? Pick a technology and do a 5 minute overview on how it can positively impact their business, show them how to engage with the Marketing Group, connect them to strategic partners like mortgage and title that will help them close business.

You can always have a prize at the meeting, ask someone to stand up and give their two-minute elevator speech, or do a value proposition without feature dumping. Market updates, new listings in the office, and resume caravan, when possible, always following the safety guidelines. Good Schmidt News. It is important not to schedule your sales meetings or events on top of the company-provided trainings, meetings, and events.

Company Training

To participate, the managers must be team players, be able to facilitate training for all agents, commit to the calendar, and stick to the material that is provided. All this training is under the direction of the Director of Career Development. Some of these entail a commitment of 4 weeks (e.g., AMP).

It is important that the managers encourage all to participate in coaching and trainings that are offered to ensure their success. It benefits not only our agents but also the production of the individual sales offices.

Coaching

Coaching for new agents and experienced agents is available. The Coldwell Banker® brand provides “Real Coaching” that agents can choose to take advantage of. Real Coaching is systematic — our approach is a combination of the Real Coaching and situational coaching. This enables our agents to set their goals and put together a plan to reach them.

The coach makes it noticeably clear to the agents that every great team has a manager and a coach. A manager manages the office, does the deal doctoring, and is their first contact when they need assistance. The coach helps them set goals and put a business plan together to reach them and hold them accountable.