Are You Working at Peak Performance?
California broker offers agents four ideas for achieving top results in a changing market
By John Voket
RISMEDIA, March 13, 2007-Does your broker help you to achieve your top performance level? Does he or she show you how to build business by referral? RISMedia recently interviewed Realty Executives Broker Chock Mol of Vista, California to find out his secrets to motivating his agents to achieve peak results in today's shifting market.
RISMedia: What does peak performance mean to you?
Chuck Mol: Peak performance means getting the most out of each agent-helping them to achieve results at a higher level than ever before. But, I do believe peak performance varies from agent to agent depending on their individual ambitions and goals.
How do you help agents determine their peak performance levels?
Each agent is asked to set specific business and personal goals. The goals set must be obtainable and measurable. We work together in setting short-term goals (0-2 years), as well as long-term ones (2-5 years). Then, we come up with a plan on how to achieve those goals. When our agents are working toward their goals, they are usually working at their peak-performance level.
How do you motivate agents to perform better in a slower market?
Usually all it takes to help keep agents on track is a good, solid, written business plan. Then, when they make headway and the reality of actually achieving their goals sets in, they become self-motivated. I help keep each agent focused and let them know I think they are doing a good job. I continually provide positive reinforcement supporting the achievement of their goals.
What activities keep them at the top of their game?
Agents know that prospecting is the lifeblood of their business. What better way to grow your business than through referrals from past clients, friends, acquaintances and family members? Most of my agents also sign up for the Buffini & Company 100 Days to Greatness® program and attend Turning Point RetreatsTM. I think having implemented the 100 Days program as a part of our training has greatly helped our agents achieve results despite the challenging market we are experiencing. As agents in the program become more successful, other agents in the office approach them and want to know how they're increasing their business. The answer is almost always: "Join the 100 Days to Greatness class and your business will take off, too."
