Holding Real Estate Agents Accountable

Holding real estate agents accountable – keeping individual agents accountable is key in running a top performing real estate team and measuring accountability brings success.

When it comes to holding real estate agents accountable, it can get tricky. I had the opportunity to sit down with Icenhower Coaching and Consulting coaches Cami Savage and Zac Morton. These two coaches some of the top teams in North America. I wanted to hear from them how they coach their clients who are experiencing issues with agent accountability.

VIDEO: Holding Real Estate Agents Accountable

When we talk to team leaders, we get to hear about what they are struggling with. One of the most common things we hear involves accountability. “We’re having a hard time getting our agents into production” or “generating more business” or “doing the activities they need to do to succeed.”

Tips for real estate team leaders on holding their agents accountable

Break down the goals. What are the agent’s personal goals? What are the steps that will help them reach those personal goals? How do the personal goals fit into the team’s goals? Detail the activities that need to be done to reach those goals.
Make it visual. Make the goals visual so that the agent can see their progress each week. This is one of the easiest ways to make these goals feel more “real.” A team scoreboard is essential.
Hold regular weekly meetings. Be positive in your critique but hold your agents accountable. Each agent is being held accountable in front of the group, which helps.
Ask the four key accountability questions. When it comes to keeping your real estate agents accountable, these questions will help guide you in your weekly meetings.
1. How do you think you did?
2. What got in the way?
3. What are you going to do differently?
4. How can we help you?
Help your agent succeed. If one team member is struggling, another team member may be able to help. Sharing scripts, tips, and techniques with other team members is one huge benefit of being on a team in the first place! Help them to see the value in that.