YouTube video (Real Estate Team OS, Feb 16, 2024) advising brokerage/team leaders on increasing per-agent productivity. Recommends using brief, targeted check-ins to communicate both care and oversight, invoking the Hawthorne effect (people perform better when observed) and suggesting simple conversational prompts about pipeline to raise standards of performance.
If you want to drive profitability, you need to increase per agent productivity. And here are two ideas that can help.
There's something called the Hawthorne effect, which is a really interesting psychological effect. And the Hawthorne effect just states that we as human beings, we all perform at a higher level when we're being watched. When we're not being watched, we'll sink the lever to the level of mediocrity that surrounds us. So when you have a brokerage leader or a team leader, it's very easy to get caught up in your own stuff, like your own listings, your own sales, your own transactional problems. And you, you stop watching the people that are around you. And when you stop watching, they sink to the level of mediocrity that they think you can get away with. They'll do just enough to not get fired. Basically, the magic words, whether you're a team leader or a brokerage owner that you should be using with everybody that you're managing is when I'm meeting, if you're one of my agencies, I'm, I'm going to just have a conversation with you in the hall and say, ethan, how's your pipeline, man? How's it going? I want you to know that I care, but also that I'm watching. And it's not going to be about, how's your day, how's this, how's that? I'll get to that. How's your pipeline? And you're going to say, oh, it's not going to.
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