Herb's Portland Oregon Real Estate Blog your RE/MAX Agent

Flow Charting to Train and Retain New Employees

What makes a good employee and how do you retain them? Some years ago when I hired my first assistant I set about creating in written form my goals for this new employee.

The first draftwas a list of all the activities that I hoped they would be able to accomplish. Of course it was as full as any child's Christmas wish list. My list was structured from a belief process. It is my belief that an Agents daily activities should be to be in front of a Buyer or a Sellerthroughout the day. The Assistants job should be everything else.

The second draft broke down those activities into priorities. What did I need done first and which could wait till later. Full descriptions of those activities followed with plans for implementation including instruction and or role playing as needed.

The third draft was not created until I was well into the implementation of my new plan with my first employee. That draft was a list of activities for my assistant's future assistant. My goal was to create a staff that continued to grow and prosper from within.

I continually encouraged my employees to take more on challenging them to do more while praising them for their ongoing efforts. I always assign a task giving that person complete autonomy over the project with final approval then coming from me and the rest of the staff. By doing this it creates a family with a common goal.

Their must be more though than the reward of satisfaction to a job well done. Hence I regularly evaluated my employees and gave them significant raises according to their output. I do not now or have I ever tolerated an employee whose motivation was strictly monetary. Motivation should be one of a team effort and the sharing by all in those successes. The final reward of money is of lesser importance but should be commensurate to the position with the intent of retaining the employee.

What is the problem in asking questions? For one, it often puts people off? A person will only share with you there most personal information when they have a sense of who you are and what your about.

A fair question to ask when beginning to qualify a Buyer prospect would be to find out what there financing options are. Over the years I have asked this in many different ways. " When it comes to purchasing will you be paying Cash, Gold Bars or Persian Rugs? " Often times a little light hearted humor can get you past those difficult moments that must be bridged.

In the example above the leading question allows there to be a moment of humor before the buyer shares the info with you. You may turn off the buyer if you were to ask a buyer who was not ready to share this info with this type of question " What Lender are you qualified with ? " Tread lightly and reap the rewards.

Other problems encountered can be asking to many questions. For years I have made it my practice to show at least one property to every buyer who calls. For the most part people do not call just for the joy of running you around. A quick showing, usually of a home that the buyer has driven by ( sign call ) will allow you to assess them as they asses your listing.

I have found that I can learn as much as I need to know from this one showing as I will need in helping them find there next home. Where as if I had spent a lot of time over the phone asking detailed questions up front the task could be more difficult.

Let me explain. Buyer's when asked questions like how many bedrooms and bathrooms or size of rooms etc. will always give you there fantasy. A walk through showing with questions and answers will show there true needs.

It has served me well over the years. The more you do it the better you become doing it. Perhaps it will work for you.

Remember your ABC's ' Always Be Closing'.