Written by Peter Tran

Even in the midst of the cost-of-living crisis, today’s team members want more than just a pay cheque. They want to know they are contributing, and, importantly, they want to know they are building a life for themselves.

If we are to keep team members in the long term, we must help them build a great life, using their real estate sales career as a vehicle.

Real estate sales can wear people down, even those who are well-suited. No amount of training, motivational speeches or time management will offset a lack of brightness of future.

Never assume that your people will stay just because they are making money. Don’t assume those who left were chasing bigger commissions elsewhere.

People will leave to pursue a brighter future.

Ask yourself, what future can somebody expect if they work with me? It could be:

·       Flexibility

·       Fulfilling and satisfying work

·       Growth and progression

·       Being valued and respected

·       The possibility of buying into the business

·       The possibility of a partnership in a new real estate office

·       Regular time off

·       Opportunities for longer breaks and travel

·       Positive impact on the community

·       Setting a better foundation for their children than they themselves had

Without brightness of future your people can become bored, burnt out and frustrated, all of which can lead to their departure.

My friend Michael Johnston says, “People don’t fire the company; they fire the leader”.

Training real estate salespeople takes a lot of time and energy. It can be heartbreaking for a leader to go to all that effort only to have a salesperson, who is just getting up to speed, leave in search of a better opportunity.

If they want a brighter future, let’s do our best to give it to them.