"Slow Start Realty" May Not Be Optimum For You

No real estate company would create a "slow start" model on purpose. Yet, they predictably and routinely take actions or positions that almost guarantee they have low producers and high turnover. Let's contrast how Slow Start Realty and Fast Start Realty treat their new agents. Of the hundreds of agents I've interviewed over my two decades as a manager, I can't remember when an agent said he wanted to start slow.

The vast majority want to make a sale in a month (See the survey in Become Tomorrow 's Mega-Agent Today... 49% of the hundreds of new agents surveyed expected to make their first sale in their first month in the business!) Unfortunately though, most agents start their careers slowly. No wonder there's a huge drop-out rate! How would you feel if you didn't make a sale for months? Deflated, demotivated, and disillusioned about the business.

HOW SLOW START REALTY GETS AGENTS STARTED NICE AND SLOW

• No preview in the interview of what successful start-up looks like.
• No urgency or expectations of early success.
• No business-producing actions required or monitored.

I. ) NO PREVIEW
In the interview, Slow Start Realty doesn't, provide a preview of their startup plan (they probably don't even use a start-up plan). Why no preview? Slow Start wants everyone to join. They're afraid that if they are honest about the work it takes to make a sale "early", agents won' t join. After all, they want to give everyone a chance - to fail.

From Slow to Fast Start:
Introduce your start-up plan in the interview and get a written commitment to start the plan.

2.) NO URGENCY
Even though the new agent (or transferred agent) at Slow Start wants to make a sale fast, Slow Start believes that it takes months or years for agents to get sales. So, they don't put the agent to work that first week. In fact, it could be months (or never) when the slow start agent is introduced to a start-up plan.

From Slow to Fast Start:
Put the agents to work in that startup plan their first week in the business, so they have a fighting chance to get that first sale in a month.

3.) NO ACTION
Slow Start believes that, if an agent has lots of training, the agent will do well. So, Slow Start doesn't coach the agent into business-producing actions immediately. Instead, they let the agent immerse themselves in training course after training course. Agents conclude that sitting in class for days or even weeks is how you start a business. Slow Start doesn't realize that they are enabling failure.

From Slow to Fast Start:
Stop letting the agent off the hook by offering training with no actions required. Make your focus on business producing actions and use training only to provide the agent what the agent needs to know or be able to do, to complete that action.

SLOW START REALTY BELIEVES IT'S AN ACCIDENTAL BUSINESS

At Slow Start Realty, sales happen as accidents. Well, they did happen quite often in an "on fire" market. However, now that the market is not as giving. those sales accidents just aren't happening. Slow Start is stymied. Their business model is stuck in neutral. They're hoping that the market will catch fire soon, and take them out of their predicament.

THE DIFFERENT MODEL AT FAST START REALTY

We just finished our Up and Running Small Group Coaching program with our three scholarship winners (See my website at www.carlacrosscoaching.com for more results and information). We carefully screened our scholarship winners, all in the business less than one year. We gave them an accurate preview of the program and got a commitment to do the work. We provided urgency through coaching them weekly to an aggressive start-up plan. We got them into action the first week of the program. Result; Each of the three winners averaged eight transactions during the 90-day program and listed an average of 6.33 properties.

A FAST START RECRUITMENT STRATEGY

Do you think any agent who wants to do well would want to go to Slow Start Realty or Fast Start Realty? The Slow Start model predicts failure or, at best success by accident. The Fast Start model predicts fast success on purpose. Think of what a fast start strategy would do for your recruiting and retention, and retool your model to coach future Olympians of sales, not amateur accidental agents.