Achieving consistent success and sustainable growth in real estate is a challenge, whether you’re an independent agent or leading a team. It requires a strategic approach to setting goals, implementing effective systems, and regularly measuring performance.

CRM Systems: The Backbone of Client Relationships and Foundation for Performance Metrics

A Customer Relationship Management (CRM) system is more than just a rolodex; it is essential for maintaining good client relationships and for providing measurable successes relating to communication and lead conversion.

Setting CRM Goals and Measuring Success

To fully gain the benefits of a CRM system, establish specific, measurable goals. For example, set a target for the number of client interactions each agent should achieve weekly. Use the CRM’s analytics to track these interactions and assess their quality—are clients receiving timely and relevant follow-ups? Choose goals and metrics that are tied closely to success and focus on those to dependably track and review.

Implement regular reviews to evaluate CRM usage. Are all agents consistently logging their activities? Is the system helping to convert leads into clients? By assessing these metrics, you can identify performance gaps and provide targeted training to improve outcomes.

Provide the Proper Tools for Success

Choosing a robust and user-friendly CRM system is undoubtedly an advantage. However, providing comprehensive training for all team members is equally important, as is clearly communicating performance metrics that will be used as a benchmark for improvement to all team members. Encourage agents to set personal goals related to CRM usage and track their progress over time.

Effective Onboarding: Building a Strong Foundation with Clear Goals

Onboarding is more than just a formality; it provides the essential foundation that determines a new agent’s success. A structured and automated onboarding process ensures a consistent experience, equipping team members with necessary tools.

Setting Onboarding Goals and Monitoring Progress

A successful onboarding program should have clear, measurable goals. For instance, set a timeline for when new agents should complete specific training modules or achieve their first sale. Use your CRM system to track these milestones and ensure no steps are overlooked.

Embedding initial and ongoing education into the onboarding and annual review processes ensures that team members have important skills and knowledge – and continue to maintain a high standard of performance. Regular training and courses keep new agents informed and capable. Consider setting goals for continued learning, tracking these metrics as well as task- and transaction-based ones.

Change Management: Setting Goals for Adaptation and Success

Managing change effectively is one of the greatest challenges for real estate teams, even though the real estate industry is facing a period of rapid change.

Establishing Change Management Goals

Whether the change involves processes, technology implementation, market changes, or others, set specific goals for each phase of the change process. Determine a timeline for when new systems should be fully adopted and work backwards to set benchmarks for the implementation of specific elements during the transition. Regularly review these metrics to evaluate progress. Adjust strategies as needed.

Fostering a Culture of Adaptability

Encourage agents to set personal goals related to ongoing growth and development. Supporting professional development helps agents build the skills necessary to embrace and succeed in a dynamic environment, for their own benefit and to contribute to a realty business more effectively. Monitor their progress and provide feedback to ensure they are on track.

Strategic and systematic operations are critical for sustainable business growth, and a realty business is no exception. As part of this, establishing clear goals and regular measurement of performance in each area is necessary. This helps clarify both what you want to achieve and confirms whether you are successfully achieving key targets. With all of these efforts, ample training increases the likelihood of success.

To simplify training needs and ensure a solid foundation for agents, the Rising Agent Mastery Program (RAMP) offers a convenient and effective solution. Its comprehensive curriculum goes beyond foundational skills, covering advanced practices that aid with CRM optimization, effective change management, and enhanced communication strategies. Participants also gain year-round access to the Broker’s Playbook community, keeping them motivated, up-to-date, and agile, through regular guided sessions, ensuring they remain at the forefront of the industry.

About the Author

Bobby Puim is the Vice President of Operations at REC Canada, where he oversees all aspects of operations, including finance, IT infrastructure, team building, and business development. He also serves as Director of Operations and Business Development at REC Canada and as COO of the Broker’s Playbook Real Estate and Mortgage Podcast.

Bobby has a distinguished background in building thriving teams, launching start-ups, and establishing business systems. His work includes starting businesses that have evolved into sustainable, scalable seven-figure models. He is also very involved in charitable efforts that have positively impacted children across North America. He is passionate about helping people discover their purpose through disciplined self-reflection and is committed to creating systematic structures for the organizations he supports. He brings a wealth of knowledge and experience in several fields.