Overview
Recruiting and training the right agents is essential for maximizing the potential of your Team Generated Leads. With MaverickRE’s tools, you can balance autonomy and accountability to build a high-performing team. This guide outlines considerations for recruitment and practical steps for setting expectations, monitoring performance, and ensuring alignment with your goals.
Recruiting Considerations
When recruiting, consider your structure and lead support model:
Brokerages with team-generated leads: You have more flexibility in hiring and can tailor parameters for lead eligibility. Focus on identifying agents who align with your goals and are willing to follow team standards.
Teams solely supporting team-generated leads: Be more selective, as success hinges on agents meeting strict performance expectations. Their accountability to team-generated leads is critical.
Agents often enter real estate for independence and may resist oversight. However, with MaverickRE, you gain visibility into their lead engagement. Ensure your recruitment process identifies agents who embrace accountability and team-driven success.
Key steps for evaluating candidates:
Assess their character (coachability, work ethic, willingness to grow).
Review their sales record (past performance, lead conversion skills).
Setting Expectations
Clearly outline what agents need to know about managing Team Generated Leads:
Lead Stages and Definitions: What do your lead stages (e.g., "Nurture," "Active," "Hot") mean? Ensure agents understand how to apply these stages to reflect lead status accurately.
Communication Cadence: How often should agents contact leads in each stage? For example, "Hot" leads may require weekly updates, while "Nurture" leads could need bi-weekly touchpoints.
Reminders and Nudges:
When a lead falls out of cadence, agents receive reminders.
What do nudges look like? How many reminders will agents get, and where can they view outstanding nudges?
Actions and Consequences:
Define required actions for leads and the impact of inaction. For example, non-responsive leads may be reassigned.
Specify the days when reassignment happens and how this aligns with your lead flow strategy.
Performance-Based Adjustments: Should expectations differ for high-performing agents? For instance:
Experienced agents may handle more leads with less frequent reminders.
New agents might receive smaller lead batches with closer monitoring.
Performance Monitoring and Metrics
Use MaverickRE’s accountability tools to track agent performance. Establish clear metrics to guide success:
AI Call Utilization:
How many AI Calls should agents complete each week?
Which scenarios (e.g., follow-ups, appointment confirmations) are priorities?
Set score thresholds to ensure quality engagement.
Database Management:
Limit the number of active leads an agent can manage at once.
Track lead progress through stages to identify areas needing attention.
Appointment Metrics:
What percentage of assigned leads should result in appointments set?
What percentage should be met? For example, agents might aim for 30% appointments set and 70% of those met.
Performance-Based Actions:
Agents falling below benchmarks can focus on AI Call practice.
Consider pausing additional lead assignments until improvement is demonstrated.
Accountability and Consequences
Despite clear expectations, agents may sometimes fall short. Use MaverickRE’s features to address gaps:
Feedback and Training: Provide regular coaching sessions. For example:
Celebrate effort, critique mistakes, and offer actionable suggestions for improvement.
Lead Reassignment: Protect your investment in leads:
Reassign leads if agents fail to engage according to expectations.
Emphasize that reassignment is about ensuring opportunities are nurtured.
Eligibility Adjustments: Adjust access to Team Generated Leads based on performance metrics. For instance:
Require agents to achieve specific AI Call scores or maintain consistent appointment ratios.
Tier agents by performance to align lead volume with conversion potential.
Example: An agent consistently exceeding conversion targets may receive more leads with fewer reminders, while a newer agent focuses on smaller lead batches with targeted coaching.
MaverickRE equips you with tools to recruit, train, and manage agents effectively. By aligning recruitment practices with clear expectations and robust performance monitoring, you can build a motivated and accountable team. Use this framework to maximize the value of your Team Generated Leads and drive team-wide success.