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It’s been proven that agents who put certain aspects of the work in the hands of assistants and transaction coordinators perform better and have a better quality of life, but why is it so hard to put it in practice? On this episode, Matt and Greg chat with Brindley Tucker, a leverage expert on how agents can start to reap the benefits of leverage at every level and size of business.
Takeaways + Tactics
Agents that are leveraging or hiring transaction coordinators are are closing two to three more homes per month and they’ve increased their productivity from $3-10 million.
Make a list with two columns, one with what you should be doing and another with what you’re leveraging. When your TC reminds you to “Stay in your lane,” you have something to refer back to.
Be patient, accountable to the recruiting process and willing to be slow to hire and quick to fire.
Matt introduces us to Brindley, who coaches, trains and recruits in leverage management. She began her coaching business aiming to improve the productivity of agents and impact their quality of life.
The hangout kicks off with a question about recruitment tips for adding ISAs to a team. Brindley stresses the importance of committing to the recruitment process by finding the right talent instead of rushing to fill the role. More time spent during recruitment is time saved once you have the person working.
The key things Brindley teaches her clients is that they need to stick to the parts of the job that are the most profitable. “Agents should be focusing on lead generation, lead follow up, scripts, negotiations, and appointments. Nothing that happens after going into contract makes them money so why should they be doing it? They should be focusing on their 20% and money making activities, but what happens is it’s a lot easier to pick up the phone, and get an appraisal than it is to pick up the phone and call a lead.”
She adds that agents tend to get sucked back into contract to close tasks which makes them feel productive, because they are working on a transaction when in reality they’re actually not as productive as they would be if they were out here selling. it. 15:45 - 16:26
Some agents are unsure about hiring transaction managers because it feels like a loss of control and an addition of unnecessary contact points, but the opposite is true. By having multiple contact points during the process, you add value by providing the best customer service. “When you think of a doctor, does the doctor come in and take your vitals? No, he comes in and focuses on the most important thing and that’s surgery - the best thing he does. He leaves the details to the people that are good at it.”
The chat then goes into detail about leveraging for a solo agent who has needs someone immediately who will provide the benefit of their own experience. The goal for solo agents is staying in your own lane and for rainmakers it’s building a team correctly and investing in it.
Leverage is increasing value for your customers, it’s all about passing the baton to someone who’s really good at the tasks and detail oriented. Aim to provide high quality service and value to your clients, which is made possible by leaning on a strong team of capable or individual with the skills to help you manage yourself better. When it comes to hiring, be patient.
Brindley Tucker is a Tampa-based coach and trainer focusing on the recruitment and development of transaction managers, operations managers and bloggers. She is the owner of Transaction Management Inc. To learn more about Brindley and her work go to transactionmanagementacademy.com
Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.