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Brotherton Archives
Patti Brotherton has been a licensed Realtor for 24 years. She was named #1 in the nation in residential sales; and in management she led several offices to #1 status in both California and Florida. Her Coldwell Banker office in 1998 averaged $10,000,000 in production per agent and was named #1 in the nation for her size category. Patti holds numerous awards and commendations for her performance in sales. She currently does individually designed one-on-one agent and manager coaching with her own firm, PAB Performance Partners, to help others reach top success levels.
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Habits of a Great Manager
By Patti Brotherton
Let Your Agents Share
Highlight different ways of presenting offers in each sales meeting by asking an agent to tell the office in 5 minutes or less what their most effective way of presenting an offer is.
Monitor the "Pulse" of Your Office
Keep the "pulse" of the office by asking key people about what is happening monthly. Don't just ask your supporters; ask the dissidents too. You'll know about a problem before it gets out of hand.
Acknowledge Birthdays
Keep a list of all of your agents birthdays and make sure you give them a card on their special day. Simple and endearing!
Keep Track
Every day, make a note about something that you'd like to teach at your next sales meeting: negotiating skills, pricing, contracts, proposal presentations, e-mail marketing, etc. Put these in a sales meeting file in your desk to review before preparing for your meeting.
Commend them Daily
Commend a staff person every day on something they do to keep the office going.
Thank Them
Once a week, sit down and write thank you notes to the sellers of all new listings brought into the office. That way, the sellers know your name as well as the name of your associates.
Make Your Rounds!
Walk around the office and find out what's happening daily. Be involved.
Write it Down
Make a realistic and manageable list of the next day's activities before you leave the office for the evening.
Managing Phone Time
Return your phone calls in clusters. That way you control the time you spend on the telephone instead of letting others control your time.
Make Contacts Online
Use e-mail. First, it's an excellent way to communicate with past clients who are, of course, a gold mine for future business. Second it's a confidential way to recruit associates from other firms.
Expedite Correspondence
When you receive written correspondence, write your answer on the letter by hand and return it to the sender. In most cases, there's no need to bother with a formal letter - it takes too much time.
Recruiting
Meet regularly with mid-level associates from other offices. These associates - rather than the top producers - are likely to be your most promising recruits.
Patti Brotherton
PAB Performance Partners
Toll free: 877-498-9072
www.eproven.com
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