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Here’s the recording, session notes, and resources.
Fall is business planning season for many real estate professionals, we discussed some tips to help your people prepare for business planning:
If you missed last week’s newsletter, be sure to read or listen to SWOT’s the Matter with Your Business Planning? I’ve put together a mini-primer and refresher on running through an effective SWOT analysis with your people to help get in the right mindset for business planning season.
This week’s key discussion points
Idea generation and suggestions of what other leaders on the call are doing to prepare their people to for future growth and business planing (00:06:50):
Awareness campaign of the tools and resources available to agents
Employee/agent book clubs for personal and professional growth
Consistent moments of connection in-person and remotely
Updating marketing and messaging materials, practicing new messages
Reviewing training plans for the next 6 months and fine-tuning topics
SWOT analysis and other assessments to establish clear insights
Addressing the Anxiety of new sales habits amongst veteran performers (00:25:36) Matthew shares some ideas for using scripts, role-plays and confidence-building activities to help salespeople build confidence in new procedures and skills
Addressing Fears of “Novice” performance for experienced salespeople with “3 Scenario” Role-Playing and stress reduction (00:33:55) Matthew shared this “mental preparation” technique to help people recognize they have options at every stage of their learning/application of a new skill. Use this 3-question method:
What’s the worst that could happen? What would you do?
What’s the best that could happen? Then what would you do?
What’s the most likely scenario? Then what would you do?
The key is to generate a list of 3-5 things you’d DO in every scenario, to remind yourself that in EVERY circumstance, you have power and options,
Taking steps to minimize Brokerage Risks of under-trained agents and staff (00:42:36) Matthew and the group discussed the potential legal pitfalls of having under-prepared and ill-trained agents in your firm during a period of hyper-scrutiny and lawsuits in the industry. Review every individual on your roster and assess their situation; document their attendance at training; and monitor compliance with new rules carefully. If there are people who are unwilling or unable to get up to speed, assess the ongoing risk of having their affiliation.
📕 Book Mentions: Productivity is for Robots, by Corey McComb
Coming up this month: Business Planning Workshop on September 27th for upgraded members. Register below 👇
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