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Architecture Guide
Cost vs. Value Report
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Top 100 Companies
Take a Quiz
30 under 30
Young Professionals
REALTOR® Emeritus | Retaining Top Personnel RESIGNATIONS AND TERMINATIONS | | |||
|  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 | Why Sales Associates Fail Every situation is different, but most salespeople who fail do so for one of four reasons, says Matt Williams, CRS, of Weichert, REALTORS®, in Fishkill, N.Y. 1. They don’t belong in real estate. They think real estate is about houses, not people. They want their weekends free. They don’t take rejection well. 2. They don’t understand what real estate is about. They don’t want to be in business for themselves. They don’t know how to budget their time or money wisely. They’re not proactive in finding new clients. 3. They join the wrong company It doesn’t have a strong presence in the market. It doesn’t offer comprehensive training. It doesn’t have a mentor program. 4. They don’t work hard enough. They just try to make enough to get by. They don’t know how to work smart. Who To Terminate? Your criteria for termination should be a mirror image of your hiring criteria, suggests Ken Reyhons of Ken Reyhons, REALTORS®, in Colorado Springs, Colo. Consider termination for: 1. Poor production—Set a minimum standard for your company and let sales associates know that they cannot fall below this mark and remain with the company. 2. Negative attitude—Eliminate an associate who’s constantly down on the company or the market; negativity can cause a drain on overall morale. 3. Troublemaker—Rid yourself of associates who are constantly in conflict with clients, peers, or staff. 4. Personal image—Make sure that all your associates and staff present the image that you want your company to convey. 5. No commitment—Avoid associates who are not 100 percent involved in making their real estate careers successful. 6. Poor work habits—Look for associates who commit the time and have the skills to succeed. Offer training, but if no improvement occurs, cut your losses. Adapted from Texas REALTOR®, Texas Association of REALTORS®, June 1987 TIP: Be sure that you have coached and counseled an associate to try and improve performance problems before you take the step to terminate. Tips for Termination > | |