John Cheplak says 95% of real estate leaders don't model the behaviors they ask their agents to do. He outlines three ways to drive action: teach, tell, or demonstrate. Leaders should spend about 60% of their time recruiting, prospecting, and using the CRM themselves.
We are in the human resource, human development, human attraction, human behavior, business. But you've got to understand human behavior. There's three ways to get people to take action. You can teach and train. You can tell or you can demonstrate. And what's very interesting, Ethan, and I'm not here to throw anyone under the bus, but if you look at people, I can't understand why my agents aren't doing X. You mean prospecting? You mean operating in a CRM? Awesome. Cool. What's your number one responsibility? It's the single most important critical activity for the your business. Recruiting. So your CRM, your daily activities, replicates what you expect of your agents. And Ethan, you know 95% of them don't. That's the core problem. So it is a walk the talk leader, period. End of discussion. Doing the work, you expect people to do it. And by the way, it needs to be 60% of your schedule every day.
John Cheplak helps leaders walk the talk. Check out episode 95 of Real Estate Team OS.
