Making the Shift From Top Producer to Successful Broker

Recruiting – I like the way author Jim Collins puts it in his book, Good to Great: “CEOs need to fill the bus with the right people and then get the bus going in the right direction. To find the right people, you must assess the firm’s weaknesses and then seek team members who can compensate for them.”

Training – I hear over and over from agents that they want brokers to provide plenty of training opportunities so their skills stay sharp and powerful.

Delegating – Think of the restaurant analogy: you do not see one guy cooking, waiting tables, cleaning tables and greeting guests. Not delegating is one of the biggest mistakes brokers make. They fail to stay focused on the big picture and end up becoming too involved in minor, day-to-day operations of the company.

Keeping Return on Investment (ROI) front and center – CEOs live and breathe ROI. Look at the goal of your business and then ask if every action you, your agents, and your support staff take is leading toward that goal. Start with yourself. Are your actions helping everyone else achieve the goal? Are you pouring the right kind of oil into the machine? If not, you have some work to do. These actions, all of them, must pay for themselves in some way.

Building relationships – For offices to reach the highest profitability, brokers must be effective at building relationships with their agents. (I recommend thinking of agents as clients and treating them as such.) However, brokers also must develop affinity relationships with peripheral industries such as mortgage, title, insurance, builders, etc.

Communicating – Place an emphasis on face-to-face communication and make sure communication is two-way by putting as much effort into allowing agents and support staff to communicate with you as you do with them. Then have a system in place to manage that feedback, because a common complaint from employees is nothing ever happens from their feedback.

When brokers do these activities well, I have seen first-hand accounts of drastic and favorable change: First I see focus, then consistency, accountability, and finally, sustained growth.

It is one thing to know the skills required to be a successful broker, but how do you develop them? Like anyone else seeking to improve an activity, you take classes, get mentors and hire coaches and consultants. There is no magic pill. It takes courage, determination, humility and a constant desire to improve.

Brokers who set up systems and free up their time to take on the responsibilities of CEO can make great strides. I have worked with clients who have doubled their firm’s revenue in a year. Sometimes an outside perspective can make all the difference.

By Jeremey Roberts. For more information and resources to sell your Los Angeles Condos just visit this site www.losangelescondos.net