In speaking with CRE player-coaches, I seldom hear them say they enjoy the coach role. This is odd because successful brokers get personal satisfaction from helping others. Perhaps this comes from having to say ‘YES’ to the detested question, “Hey, got a minute?” And, to what follows, which is often a very basic question. The player-coach mentally reels, wondering why the agent doesn’t already know. Unfortunately, all of this is transmitted non-verbally to the agents. It damages their confidence and makes them feel disconnected from leadership.
The root cause is what I term ‘Management by Interruption’, a management style fostered by an ‘open-door’ policy. An open-door policy sounds inviting, but it never is because nobody likes to say yes to the “Got a minute?” question. The non-verbal response always overrides the verbal response.
One busy broker-manager told me the story of using an attendance clicker to count the number of questions he fielded over three days. The average was 72 questions, from toilet paper in the men’s room to important deal questions. If each only took 2 minutes on average to resolve, that equals 576 hours annually using the ‘Management by Interruption’ approach. Consider that a reasonable number of annual work hours I fewer than 1900. This may be an extreme example, but it is a true story. How much time are you losing, and what is the solution?
A two-pronged solution is required:
- End management by interruption
- Increase agent competency daily
The Black Belt Brokerage CRE Daily Development System includes a 12-week managing broker’s audio course. In the first lesson, you will end ‘Management by Interruption’ forever, and the agents will love it. Their competence and confidence will increase day by day. You’ll have far less stress, and everyone will be more productive.
Learn more at www.blackbeltbrokerage.com today!