REALTOR® Magazine Online: A Step-by-Step Orientation Guide

YOUR INTERACTIVE MAGAZINE

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Retaining Top Personnel
ORIENTATION

The Cost of Turnover

Orientation

Motivation

Coaching and Mentoring

Training

Goal Setting

Performance Assessment

Resignation and Termination

More Resources: Retaining Top Personnel

Code of Ethics: Retaining Top Personnel

ORIENTATION

Salespeople learn the hard way that it’s hard to change a bad first impression. Providing a well thought-out orientation for new associates and brokers can be a positive way to start building retention.

A Step-by-Step Orientation Guide

The purpose of a worker orientation is to welcome new associates or staff members and formally present the company and its policies to new arrivals.

Introduction to the company—history, philosophy, objectives and markets, organization (who’s who), outline of work done in various departments

Day-to-day business policies—general policies, office procedures, benefit and compensation programs, professional development opportunities

General procedures—how the company handles the various aspects of a real estate transaction and how salespeople are expected to service clients

Internal procedures—handling paperwork, escrow funds, fiscal matters concerning fee negotiation, cooperative transactions, and the way team members work together

Integration—acquainting new hires with other office members who can provide assistance on specific topics, such as whom to talk with to order supplies

Business plans—Develop goals and a business plan with new salespeople and a strategy for announcing and promoting their affiliation with the company

Portions adapted from Real Estate Brokerage, 5th edition, John Cyr, Joan Sobeck, Laurel McAdams, Dearborn Financial Publishing, 1999

TIP: Take new hires to lunch and invite several key members of your office team to join you. This makes the new hire feel welcome and makes it easier later to approach another associate with a question or problem.

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