Stop protecting the culture you have.
Build the culture you want. Don’t lift up the culture you have.
Fast Value: Take your successful agents. Look at what makes them successful. It’s likely their activities. Outside of activities, what characteristics do they show? Once you have a few bullet points, you can copy and paste that to the rest of your team.
Your agents want to be successful.
They want a path to success.
You need to pave it for them.
If they wanted to pave it for themselves they wouldn’t be on your team.
So… the question is… how do you pave the path?
My favorite way to do it is to take what is already working.
Look at your existing team. Specifically the agents that are doing well. What are they all doing that is the same?
For us, it was a minimum volume of work.
Only about 20% of the team was hitting that amount of work. And only about 20% of the team had any success.
So… we made that the minimum standard for our team.
80% of the team quit or got fired.
The best decision I ever made.
Over the next 2 years, we grew the team building the culture we wanted. A culture of hard working agents that all wanted to be successful. Now 80% of the agents hit our even higher standards.
The outcome?
They’re more successful
AND
We’re more successful as a team.
Don’t get me wrong, it’s still tempting to let my foot off the gas. “Give them a break”.
But you and I know that isn’t what creates success.
How would lowering standards make your agents more successful? It makes no sense.
Make the change today. You don’t need to wait 2 years for your culture to change.
You can start by changing it today.
Your culture is the unwritten rules that your company operates by.
If you tolerate it, that is your culture. If you don’t tolerate it, that is also your culture.
Build the culture you want, today. Don’t wait.
Hire, onboard, train, reward and fire based on your culture.
It’s not a one time thing and it’s not something you put on the wall.
It’s “how we do business”
Be proud of it.
This took me way too long to learn. Attract the right people and repel the wrong people.
Watch your business grow while your company morale improves.
Winners want to be around winners