Yet he was only trying (bluntly) to change their bad, old habits
I Got The Two Agents Pissed
Allow me to explain.
At the time, I was giving my team of agents about 400+ buyer leads per week.
And I quickly noticed a weird pattern emerging.
I could roughly predict how many percent of those leads were serious.
I also knew how many would go on to engage me and my team’s services.
But predictably enough, there were almost always two types of agents:
- Impatient, angry agents for whom no amount of leads was big enough
- Nurturing, patient agents for whom it was only a matter of timing
Over the course of my career, I saw many of the impatient ones leave the industry in droves. They never lasted very long.
And I also managed to identify that many of the old timer 20-year veterans actually happened to be patient nurturers. They were pros.
What a way to make a career prediction!
The Impatient Agent Always Refuses to Wait
This agent was super impatient.
And quite frankly, a rank amateur salesman of the lowest calibre.
All he wanted was a quick sale and a quick commission. And a quicker exit.
He cared nothing for his prospects’ needs.
Two such agents of mine said this to me that fateful day:
All useless leads! Not even one was serious!
They were talking about calling up the 100 or so leads between them.
I had tasked those two the previous week with following up with the leads.
But I very strongly disagreed with them.
So strong was my reaction that I retorted back to their faces, very bluntly,
There are NO bad prospects, only bad SALESMEN!
They didn’t like what they heard.
In fact, they got defensive at being criticised.
And stomped off angrily.
The Nurturing Agents Always Waits Patiently
This agent was very patient.
She knew better than to make the same mistakes as the rank amateurs.
She understood what the prospects really wanted, whether or not they verbally told her about their needs. She always found it out anyway.
And went out of her way to give it to them.
The prospect may NOT be right all the time, but I’m responsible for how he FEELS all the time. She said to me.
Understandably enough, she was my favourite.
(But of course, I had to be tactful in how I treated my agents in front of others. This was about competence, not about politics.)
This agent managed to build lifetime loyalty with her client, whereas the former agent was an easy victim to the next smoother talker.
This was a PRO.
She had trained herself to LISTEN.
And GIVE. Not just take and take all the time.
Some Broken Things Are Better Left Unmended
It was easier to just get good agents than change the mindsets of the bad ones.
That day, I let go of the two impatient agents.
Never to be seen as agents again.
And went on to build my own TEAM system around what I had learned.
My TEAM System Revealed
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And sooner or later, agents outgrow their solopreneur careers and need help. This is where my TEAM System comes in to do all the heavy lifting for you.
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- being pulled in different directions because every agent has his own agenda
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- downlines too dependent on upline’s goodies and freebies
- culture of strife, lack of cooperation, negativity and burnout
- no one knows what to do when and why
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- agent forgetting all about the very person they swore to serve: clients
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