You Should Date Your Agents*
…What I mean about dating your agents is much like dating your spouse. If you remember when you started dating your significant other you probably got dressed up, did your hair, made sure you had somewhere special to go. You took great care and made intentional choices about where to go and what to do with that person.
This is much like the recruiting process - taking that agent to lunch, learning about what is meaningful to them, going on golf outings, etc. You make sure you’re on time, that you look professional, and that you have intentional conversations about their goals and dreams.
Remember, the recruiting process is not the end of the relationship, it’s just the beginning. Once that person makes a commitment to your company and signs their contract, it’s just the beginning of the relationship. Don’t just go back to recruiting someone else and not call. It’s bad etiquette and can make them wonder what they just got themselves into, which is a bad way to start a relationship.
When you’re married and dating your spouse, you have to make time to break out of the routine and do something special. You have to show the same kind of attention to your existing agents as you did when you were recruiting them. Be sure to take some time to go back to those promises you made during the recruiting process and regularly check-in with them.
Whether the agent has been with you 5, 10, or 15 years or they might be a top producer who may seem to want to be left alone “to do their thing”, they will appreciate you taking the time to reinvest in them and deliver on promises that you made when you were recruiting them.
I know some of you may have 50, 500, or 1000 agents and it can be difficult to keep track of the promises, communications, and goals of each agent on a 1:1 level. This is where 3 Data Pulse can help. 3 Data Pulse is not just a system that will pull all of your agents’ data from the various metrics systems out there, but it also provides a space for leadership, management, and staff to notate key interpersonal information that makes all the difference when you are dating your agents building a genuine relationship that we all crave.
Set up something on a regular basis with your agents whether that’s once a quarter, once a month. Try and remember what it was that made them join your brokerage in the first place and make sure they understand that they are important to you.
