Performance Leadership: Attract, Develop & Keep Successful Sales Associates

2-day course, 3 CRB Credits

Real estate brokerage managers, responsible for the firm’s business results, need to deal with a combination of leadership challenges.

First, the sales force they manage consists of independent sales agents that are often running their own respective businesses. This unique organizational structure presents the need for managers to effectively communicate, motivate and coach in a manner different from traditional sales managers.

Secondly, managers deal with turnover or have a need to expand their sales team and as a result are constantly recruiting new sales associates and agents to join their firms.  Their leadership strategy must address these issues and provide them with the ability to adapt to different people and different situations.

The design of the two-day program provides the learner with the opportunity to address these important issues and apply the appropriate leadership approach depending on the circumstances. In addition, participants in the course will learn how to construct an effective recruiting plan that attracts those agents and sales associates that are a good fit for their business.

The course is structured to help participants understand the appropriate management and leadership techniques and apply them to real world situations. As participants progress through the program, they learn management and leadership approaches in a meaningful sequence; and, at the conclusion of each of module, individual participants construct a key part of their overall sales leadership plan.

• Learn to recruit, develop and retain high performing sales professionals.
• Develop and implement a Sales Leader Strategy.
• Define the success factors in your company that help build a highly performing sales organization.
• Create a career development strategy to identify and implement the critical elements of a sales development program.
• Understand how to apply the appropriate leadership approach based on the individual and the situation.
• Develop the skills necessary to coach, mentor and hold people accountable to meet performance expectations and business results.
• Establish a strategy to make retention a part of the sales development process and ensure that existing sales associates and agents achieve their full potential.
• Develop and implement a strategy to attract sales associates and agents who are aligned with the company’s culture and will be effective in the real estate industry.