You’ve built a sales team for yourself and you’re the amount you’re investing monthly to generate enough leads and the technology to support them is equal to the payment for a nice luxury sedan.

It’s a worthwhile allocation of your budget…as long as your salespeople produce. Want better lead conversion from your team, click here to find out how we can help you. But you’re not looking for any old production, you want sales that are commensurate with your commitment to making your team a monstrous success.

And honestly, I can’t say that I blame you.

The key to getting even more production from your real estate team is doing the right things in the right order and holding people accountable to getting them done. If you can do that, you’ll be on your way to your best sales year ever.

Here’s what all of that looks like. Getting More Production From Your Team

The first place to start is…

1) Hiring the Right People

It seems like a no brainer, but it’s often overlooked by agents looking to grow a team.

Often times, agents will hire friends, people who were referred to them or other unqualified prospects just to get the real estate team structure in place. Unfortunately, these short-sighted hiring decisions turn into huge losses of time and moneyfor the real estate team on the whole due to lack of sales, time invested in training the wrong people and wasted leads. If you want to get more production out of your team on a year-over-year basis, you need to have the right people on your team.

You’re looking for people who want to sell, aren’t afraid to get on the phone and who are willing to do what you instruct them to do (even though they’re not employees of the company). More importantly, they should be good core value and culture fits. If they are lights-out good in selling homes, but they make the staff on your team want to vomit every time they’re at the office, that, alone, is a recipe for disaster.

You may also read more about 2 quick tips to convert and rejuvenating your old buyer and seller leads

Now, I’m not recommending that you stop reading and start firing people on your team. Please, don’t just go and kick over the sand castle because you don’t like the shape of one window or door. Instead, look at your team members and make sure they all fit. If you have to, reinterview everyone to ensure that they belong. From there, you can either let go of who you want to or keep everyone on the team and slowly top grade as you bring on new agents who are more suitable members of your team.

2) Have the right leads

There is no shortage of lead sources available for you to spend your hard-earned commissions on each and every month. As I pointed out in a recent blog post, there’s no such thing as a bad lead. There is, however, such a thing as bad lead providers. What I mean by this is that there are companies out there that don’t provide good lead information with properly augmented data that gives strong contact info. Having weak lead sources can lead to lower conversions, more wasted time prospecting, fewer sales and even lower morale.

You must be sure that you give your team good leads from good lead providers on a consistent basis. To that end, you also need to be sure that you have a copious number of leads available to ensure proper conversion opportunities. On the buy side, that’s roughly 25 leads and 10 to 12 contacts per sale. On the sell side, it’s going to be much closer to 80 leads and 23 contacts (and as many as 43 to 60 contacts) per sale based upon lead source.

While these are numbers we’ve vetted ourselves, it’s important that you track your own leads and have a clear idea of the volume and quality of leads you possess in order to maintain and improve production. Which leads me to…

3) Have good tracking in place

Anytime you want to make improvements on anything, you need to track and measure your results on a consistent basis. Your tracking doesn’t need to be fancy, it just needs to be detail oriented and done regularly. For your Inside Sales Agent ( ISA ) and salespeople, you can collect basic data on a daily basis.

Blog Source https://www.marketmakerleads.com/how-to-get-more-production-from-your-team/