Many agents still mistakenly think they need to negotiate the best commission splits. What is missing from this conversation, and how can team leaders make sure there’s more on the table? How do you serve your agents and provide a workplace of value? On this episode, we talk to Jeff Cohn, who shares how he grew his team, agent accountability and building a business around what matters in your life.
ISAs work, virtual assistants work but the best person for the leads to talk to is the agent that’s going to serve them through the process. -Jeff Cohn
Takeaways + Tactics
When your team’s net is as big as your personal net, you can consider stepping out of selling.
A great business person measures ROI, a great entrepreneur measures ROT (return on time).
The seller cares about netting the most amount of money, in the least amount of time, with the least amount of hassle. That’s the same goal as the agent’s.
Go to dashboard1omahaselite.com to see Jeff's system for agent accountability.
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At the start of the show, Jeff shared his story and the number 1 mistake he made in expansion. We talked about the importance of being a true leader, and how to scale yourself out of selling. Next, we discussed agent accountability, and how that’s always connected to their “BIG Why”. We went on to talk about return on time, and towards the end of the show, Jeff shared on follow-up system for sellers.
Jeff also shared insights on;
- How to provide agents with the success piece
- Parameters he holds agents accountable to
- Why people are scared to charge full commissions
- The power of looking out for agents
Many agents leave the business after a year. That tells us that the traditional brokerage just isn’t offering enough value for people to stick around. Commission splits aren’t enough - training, support and the provision of the success piece bring real value and make the difference. You shouldn’t be recruiting people because you give a better commission, you should be recruiting because you give them a better net, and not only net on money, but on time too. Provide the tools that will make them happier, make more money in less time, with less hassle.
Jeff grew up in Omaha, Nebraska and graduated with a Bachelors of Science degree from the University of Nebraska at Omaha, with his course of study including classes in real estate. As Nebraska's #1 Team, Jeff's group sold over 100 million dollars in real estate and over 600 sales in 2016. Jeff works as the Owner and Team Leader and is engaged in team development, coaching and recruiting. He believes in saving client's time and money by implementing the most advanced marketing techniques available while applying the latest negotiating strategies. For more information head over to Jeff’s Linkedin page; https://www.linkedin.com/in/jeffmcohn/ or go to http://eliterealestatesystems.com/.
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