As we’ve discussed over the last few days, the transaction pie is not growing.
If you want to grow personally, you’ll have to capture transactions your competitors normally get.
This can be done through recruiting, but what about the existing agents who are already part of your firm?
Can those agents be activated to produce more transactions?
In some cases, yes. But it will take wisdom and courage to make it happen.
Currently, the real estate industry resembles a tomato garden that has been overtaken by weeds.
As a gardener, you can ignore the problem and hope to get a few tomatoes despite the weeds.
Or you can remove the weeds and work on nurturing the tomato plants that remain.
But here’s the problem: In your real estate garden, it’s hard to tell the difference between a tomato plant and a weed.
We tell ourselves: I know this looks like a weed, but it may blossom into a productive tomato plant at any minute.
We convince ourselves of this absurdity because we have poured so much time and effort into our weeds.
Performance data and common sense can help reveal the truth–about 70% of the existing agents in the industry did little or no transactions in 2024.
They’re weeds, not tomato plants. You can’t afford to keep watering and nurturing them.
But don’t worry, you still have important work to do.
After you weed your garden, nurture the 30% who remain, and help them grow into reliable producers.
With your assistance, they can produce a generous crop even in today’s market conditions.
