The ABC’s of Hiring a Great Manager

Great managers are defined by how they can grow an office’s bottom line—especially in these tougher times. Classifying your existing manager(s) is as easy as ABC—“A” managers grow an office’s net revenue by holding on to the top and mid-level producers, while at the same time recruiting experienced, productive agents that have an immediate impact to the bottom line. “B” managers maintain the status quo and are good at recruiting new agents into the business—all of whom take a great deal of investment to actually find the few who will actually, someday, turn into productive agents. “C” managers do their best to hold onto what they thought they once had and accept new agents that are referred to them.

Prior to 2008, real estate companies could overlook “B” and “C” managers because even their offices were making more money each year, but today, the hard reality is that every company needs “A” managers at the helm of every office if they expect to thrive again. And the “A” manager’s top priority has to be recruiting experienced, productive agents. Managers who are successful will commit 20, 30 and even 40% of their time to their recruiting program, and the rest to managing and mentoring to hold onto their producers.