Sherri Johnson – 6

6 Accountability Tactics to Improve Agent Productivity

By Sherri Johnson

Real estate leaders are constantly looking for ways to help their agents increase their sales efforts to list, sell and convert more, but many are still coming up short. If you have agents in your office who are interested in growing their business and income—or agents whose performance levels are less than average—implementing accountability action plans will set the stage for increased results and performance turnaround.

Accountability should be a positive reinforcement, not a negative one. Leaders often hire agents and think they are just going to “know what to do every day” to create success, but this is not the case. In fact, most agents perform better when they know the expectations and are held accountable to them.

Here are six of my best accountability tactics:

1Have a written business plan. Knowing your agent’s “why” will help you motivate and inspire them while reminding them of what they are driven to achieve. When goals are written down, they are more likely to be achieved, so make sure your agents have a written business plan with monthly and weekly goals.

2Set weekly goals for listing appointments. Every agent should have a listing appointment goal each week. They need to hit this number, and it needs to be more than one. How many listing appointments are in your calendar for next week? How many calls do you have to make to meet or exceed that goal? This one accountability measure will close the gap between setting arbitrary goals and actual goal achievement.

3Time-block the day with lead generation activities. Help your agents maximize their “sales hours” by setting up daily habits that include generating future success. The most important activity is creating new business for themselves, so help them realize what a productive day looks like.

4Track calls, appointments and results. Have your agents track all their calls, conversions, appointments and results. We are hyper-focused on the activities that create appointments and make sales happen, and tracking systems and worksheets are an important part of the process.

5Report results daily and weekly. What is tracked, measured and reported to another human being will create even more results. Seeing an agent’s call log of activity will help hold them accountable to the goals they set.

6Rinse and repeat. Getting this system into a repeatable way of life will help your agents gain the discipline to ensure that lead generation is always a top priority. Help your agents rinse and repeat accountability tasks, and you will see dramatic results. RE

Help your agents maximize their “sales hours” by setting up daily habits that include generating future success.

Sherri Johnson is CEO and founder of Sherri Johnson Coaching & Consulting. Johnson offers individual and group real estate coaching, and is a preferred coach for multiple national brokerages. She consults and speaks for many leading organizations, including RISMedia, NAR, McKissock Learning and Homes.com.