Taking an active role in your agents’ successes builds loyalty and encourages growth. A recent Forbes article written by Anthony Hitt, President and CEO of Engel & Völkers Americas, reported that “When agents were asked what they were least satisfied with at their current brokerages, 67% of respondents cited a lack of one-on-one coaching and mentorship.” Whether or not your company has a formal mentorship program, there is substantial value to regularly checking in with your agents.
Asking simple, open-ended questions prompts meaningful conversations and gives insights into how you can offer better support. Spark & Logic’s sales meeting activities, workshops, and contests provide ample opportunities to check in with your team. Below are some dialog scenarios to help improve your mentoring conversations.
Manager/Agent dialogue scenarios for the open-ended question: How is your goal of “X” coming along?
Scenario 1: Time Constraints
- Agent: I haven’t had time to work on it.
- Manager: Tell me more.
- Agent: I wasn’t able to make any progress on “X.”
- Manager: What has stood in your way?
- Agent: I am too busy with my current clients.
- Manager: What’s at stake for you to lose or gain?
Scenario 2: Change of Plans
- Agent: I’m not working on that goal any longer.
- Manager: What has changed since last we met?
Scenario 3: Overwhelm
- Agent: I don’t know.
- Manager: What would it be if you did know?
Tip: Silence on your side can be a powerful tool. Don’t rush to feel an awkward silence.
Scenario 4: Success
- Agent: I already achieved it.
- Manager: What steps did you take to get there?
- Manager: What comes next?
- Manager: How can you build upon this success?
Other good open-ended follow up questions:
- Tell me more.
- For example?
- What’s your ideal outcome?
- What’s going to try to get in your way?
A powerful question to wrap up a mentoring session:
Given everything we’ve talked about, what’s the most important next step you can take to achieve your “x” goal?