How Brokers Contribute to Agent Success
Three top agents discuss how their brokers help them advance
By Dr. Cliff Baird
SOURCE: RISMEDIA, May 10, 2007-

Here, three successful agents tell how good management factors into their continued success.
Participants:
Dominique Babcock, Keller Williams Realty, SLC, Salt Lake City, Utah: Babcock has a dedicated goal as a Realtor to be successful far beyond the average in closings, repeat business clients, and both professional skills and ethics. "I measure those successes' she says, " by the calculated sacrifices to my family and to myself."

Sean Dionne, Century 21 Results, Sarnia, ON, Canada: Dionne has been in real estate for four years wallowing under a lack of guidance. Under new management and in a new agent-centered environment he has had more transactions in his first 4 months under new leadership than he had in his first 3 years.

Sondra Blackwell, Coldwell Banker Reehl Properties, Inc., Fairhope, Alabama: Blackwell is an associate broker and a consistent top producer with over $8.3 million in sales for 2006 in the number one Coldwell Banker Office in the state of Alabama.

How is your broker helping you to succeed in today's market?
Dominique Babcock: My broker provides classes on a regular basis enabling Realtors to take the next chance. Everything else however, such as leads for buyers or sellers, is agent driven
Sean Dionne: My broker proves to me everyday that, not only does he want to be successful personally, but more importantly he strives to help me and my co- workers be just as successful.
Sondra Blackwell…My broker leads by example with a strong work ethic, great training,encouraging agents and emphasizing the importance of acquiring listings.

What do brokers need to do to lead agents?
DB: They should make tools and resources easily available. They should also be available by phone or in person for various situations based on urgency and need.
SD: They need to prove to agents that they want everyone of the team be successful and would do anything possible to assist that happening.
SB: Agents need to be lead by someone who is a true mentor. It is also important that the Broker have the highest ethical standards.

What tools and resources do Brokers need to offer?
DB: Equipment that works!
SD: Well equipped offices with all the modern technology readily available and target marketing ideas outlined, proven and ready to be worked.
SB: The most important thing that a Broker can do is to provide proper training.

What training should Brokers provide?
DB: A Broker should offer ongoing classes for various levels of agents (from brand new to the seasoned and successful)
SD: This is an easy one. They should train the specifics on how to become successful and simply everything you need to do to become the best of the best… a household name.
SB: Training should include sales skills and language training, contract writing, negotiating, and most importantly…the skill of LISTENING to what the client's wants and needs are.

How should Brokers motivate an agent like you?
DB: Interesting office meetings are the start…Interesting subjects…motivational speakers… warm greetings in passing…good to great office help…playing no "favorites"…host one freeenjoyable dinner a year.
SD: Small incentives, nothing outrageous, just some sort of token of praise and appreciation. This maybe incorporated with some fun yet competitive contests.
SB: Most successful Realtors are motivated from within. But it sure helps to know that my Broker is always in my corner and is always there to help andencourage us agents when business is crazy–like it so often can be.