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OFFICIAL MAGAZINE OF THE NATIONAL ASSOCIATION OF REALTORS®








 Retaining Top Personnel
GOAL SETTING

  

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 		  5 Questions to Ask in Setting Sales Goals

The answers to these five questions will allow you to help the salesperson determine sales goals.

1. How much does the associate want to net?

2. What are the associate’s monthly obligations (including taxes and savings)?

3. What was the average number of closed transaction sides for each of the past two years?

4. What was the average sale price of a home?

5. What percentage of commission is collected by the associate?

Adapted from “Helping Sales Agents Set Realistic Goals Will Help a Broker’s Profitability”. Lynn Kaiser-Conrad, The Real Estate Professional, Wellesley Publications, January/February 1999

TIP: Ask salespeople what they’re really good at, what they really want to do, and what niche they want to specialize in. It’s better to devise a solution—delegating the tasks they’re not excellent at to a personal assistant, for instance—than slamming themselves over the head for not being good at everything. —Karel Murray, CRB, Lockard Realty, Waterloo, Iowa

TIP: To calculate the number of prospects an associate must reach to make X number of sales, use the formula in the Prospecting section of REALTOR® Magazine Online.

TIP: Help motivate sales associates to set goals by holding a one-day goal setting retreat each year with your entire office. —Pat Lawless, in Real Estate Broker’s Insider, June 1, 1999

6 Goal Boosters >