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3 Easy Ways to Keep Agents Motivated with Training

Research by Bain & Company shows that when employees feel unmotivated, their productivity can diminish by a staggering 25% – 50%. While money is the biggest motivating factor for most salespeople, there are other ways to motivate your agents to stay productive and reach growing goals. Here are some easy ways you can keep your agents motivated to stay ahead of the curve of the evolving real estate industry.

1. Hold Motivational Meetings

Salespeople aren’t notorious for their long attention spans, so keep training short and fun. Hold weekly “motivational meetings” where you start by recognizing individual achievements. Recognizing employees in front of their peers makes them feel accomplished and inspires them to continue to succeed. It will also motivate the other agents to work harder toward reaching their goals.

Research from McKinsey showed that praise and recognition from managers is the most effective way to motivate employees (second to money), yet only 41% of leaders actually offer much praise.

Then watch a short TED talk or training video with the team. There are some good ones here, here, and here. Ask for their takeaways and how they will apply what they learned throughout the week. Advisory services firm CEB found that coaching from a manager accounts for a 17% increase in sales performance, making the difference between those who make and miss their sales numbers.

2. Attend Conferences & Training Events

Tom Ferry recommends that everyone attend at least 3 training events a year. Taking the time to improve and develop your skills is crucial to ongoing success. Not only can you learn new strategies and trends from industry leaders, it also provides a great networking opportunity. Learn from others who have already accomplished what you’re striving for, or be motivate those who are striving along the same path as you.

BoomTown Unite is a conference we host every year as a means to educate, inspire, and connect our clients. BoomTown users come together to learn from powerful talks from keynote speakers, strategy from the best in the business, and hands-on training sessions by our in-house team.

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3. A Team That Trains Together, Sells Together

The sales mentality can often make agents feel isolated, working alone to beat every other member of their team. While a little friendly competition can increase productivity, negative competition can be damaging. Foster a team environment by encouraging your agents to share their knowledge and skills to work toward a common goal.

Give the floor to your best agents to train their peers. Ask your top producers to plan a 30-minute or 1-hour training session about a subject or strategy they excel at. Not only is this a great way to recognize particular skills (see #1), but it also encourages team collaboration.
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If you are already a BoomTown client, ask your Success Manager about our training offerings. Our in-house Training Team can provide tailored, hands-on training sessions for your team to maximize use of the BoomTown system for increased ROI. Continuous training is crucial to keep up with the ever-changing trends, technology and consumer behavior of the real estate industry.
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