The Lead Agent’s Primary Job
I often ask agents, “If you had to segment your business into two sections, what would they be?” Most of them initially want to negotiate for more segments. They don’t want to look at their business in such black and white terms. Here is how I feel the business breaks up into two sections. It would be sectioned off into creating customers and servicing customers. Those are the two major categories in a sales business. I then ask, “If you only had the option of being exceptional at one, which one would you choose?” For many agents, again, they really don’t want to look at the option of excellence in only one. One of the marks of excellence as a Champion Agent or Champion Team is excellence in both. I would contend that few agents and few teams achieve this.
When confronted with this tough decision, most agents would rather achieve excellence in customer service. They feel that is the pathway to a growing, sustainable business.