Inman hit your inbox this morning with a headline reading “7 signs an agent is leaving your brokerage.” Well, I scrolled the 7 signs. Don’t bother. Here is the article that should have been posted. (And PS…its all about you.)
1. Your Culture is NOT Defined
If you do not have a defined culture (whose predecessor is a defined Mission Vision Values), then you have a gaping hole for longevity. MONEY is not the only defining factor in partnering in a business. Culture helps us understand whether or not we belong. We all want a clan. (And by the way—your culture doesn’t have to be filled with sunshine and roses, cultures can also be fierce.)
2. You Are a LID to Their Business
How are you growing? If your people are growing faster in areas that you have no experience, then you better be investing in your own growth. Otherwise, why should they stay? One of the most substantial line items in our office is coaching. We pay for every one of our leaders to have a coach. The agent that grows outside of your expertise will leave because you use them as a crutch to influence others. In other words: because you didn’t grow, you take their ideas and practices and give them away to others (usually as your idea). No one wants to be your crutch.
3. The Leaders You Influence DON’T Grow
I didn’t realize how big this was until I watched it implode offices. If you are the leader, then you create leaders, not followers. The people you are vital in influencing through leadership: they better be growing. Your people are watching. If you can’t elevate your people—that’s a telltale sign you can’t do it for your agents.
4. You Only Celebrate the Money People Bring to Your Company
We are all guilty here. But if it’s a norm for you, it’s going to be a challenge. If your awards and recognitions are about production—that’s about you not them. If it is about them phasing into a new split percentage or cap—that’s about you not about them. If 90% of your recognition is in these two spaces: the perception is that you only care to celebrate them when they make you money. When is the last time you partnered with them for a charity they love? When is the last time you celebrated them living out culture? When is the last time you celebrated a family win with them? When is the last time you thanked them for smiling? When is the last time you complimented them in ANY way? When is the last time you showed care? When is the last time you actually gave them your most valued resource: your time?
5. You Believe They Work for You (AKA You’re NOT a Servant Leader)
You treat your people as an employee like they are checking a task box. They aren’t checking a task box for you because they like your task box. They are checking your task box because it connects to something much more profound. And you are just a pawn in that process. Well, you’re only a pawn if you treat them like an employee. If you know what their personal Mission Vision and Values are, then you know how to get them what they want. If you know how to get them what they want you know how to serve their needs in YOUR business. This means they grow to get what they want, you’re the Chessmaster not a pawn, and they are willing to do the task because you believe in them (not their job).
6. You Have NO Clue What Their Needs Are
Because you never asked or your skills as a coach suck. Ask more questions. Stop telling people what to do. Find out what their strengths are, what makes them come alive. They have to be successful in their own strengths not your unvetted opinion. The business plans in our office are like fingerprints. Not a single one is alike, yet we have seen incredible results from our people. Every conversation I have as the leader starts with mission vision values, needs analysis, and ends with actionable items for the both of us. Yes you have homework as a leader when a conversation ends.
7. You Only See Through The Lens of Transaction
This is actually the reason most are leaving you. You aren’t in relationship with your people. You are in transaction. I can easily leave a transaction relationship for a better transaction. I want to be part of a story, not your powerpoint (and probably a shitty powerpoint).
I hope this inspires you to go be amazing.