A Lesson in Transparency: The Lies Brokers Need to Stop Telling Agents

So many agents fail to reach their personal goals because they’ve been misled by their superiors. As brokers and leaders, how are we misleading our agents into thinking we can help them more than we can? How can we break the cycle and become more transparent? What are the lies brokers are guilty of telling in terms of opportunities for growth and higher pay? On this episode, we have a candid discussion about some of the biggest lies we’ve heard. 

Lots of owners want to be liked by their agents, so they hold back on the truth. However, if we want our agents to be successful, we have to be transparent with them. -Greg Harrelson

Takeaways + Tactics 

• Stop training agents to reach goals we haven’t reached ourselves. If we don’t have the experience, we have no credibility in those areas and shouldn’t pretend to.
• Don’t claim to have better leads and technologies than other brokerages. All leads and technologies are the same, it’s how agents interact with them that makes the difference. 
• Telling agents they’ll be able to earn a full-time income by doing part-time work is completely misleading. Prevent disappointment by being transparent and realistic with agents.

On this episode, we discussed some of the ways brokers confuse their agents and ultimately hinder their success. One of the chief ways agents are confused is when they’re told they don’t need to do outbound calls. This stops them from making any calls, including follow-ups, which has a devastating effect on their business.  

We also discussed; 

• Why we need to stop telling agents they don’t need to be good salespeople
• How personality doesn’t impact business
• The importance of telling agents to learn scripts