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Posts tagged ‘office culture’


It’s Time To Play The Objection Game.

huddleSometimes you need to have a little fun with the meetings and to be honest, the more people who attend, the more fun it is. Yesterday’s meeting got everyone engaged and if you are ever stuck for a good meeting topic please do me a favour….steal this one. Especially if you have a group of over 20 agents in a room.

Every active agent will tell you that whether they are working with a buyer of a seller they always come across objections. I’ve done a past blog about objections which you can read here. How you deal with that objection will be the difference between success and failure. So in today’s meeting I asked the agents to tell me all the objections they have faced over the last year. Not surprisingly, I got a fairly substantial list. We then went through the list and ranked them in order. For the purposes of the meeting we determined that the top four were; commissions, fear of over-paying for a home, not wanting to get into a bidding war and the classic “my uncle is a Realtor”.

With our top four objections in hand we broke the group up into four smaller groups and gave each one of them an objection. Each group picked a team leader and over the next 10 minutes they had to come up with as many arguments as they could to kill their objection. The group discussions were pretty lively and after the 10 minutes was over each leader read out their list. What I loved about this game was that even after every counter argument was pointed out there was always others in the crowd who had more points to add. In my books anytime you get a discussion going in an office meeting you’ve had a great day.

I won’t go through the agent’s arguments today because your office might have completely different objections. It’s just fair to say that this meeting got everyone involved. For new agents it’s an opportunity to develop new talking points with clients and I have to say that a few, more experienced, agents even learned a few tricks along the way. This was a great meeting, a great discussion, awesome team building and helps solidify our office culture.

mark mclean is the Broker/Manager at the Bosley Real Estate Queen St W office and President-Elect for the Toronto Real Estate Board. The opinions expressed here do not reflect the opinions of TREB or Bosley RE.


Mastermind #1 May 11th, 2011

Mastermind #1 was held this morning at our Queen West office. Just for some background, Mastermind is really just a good old fashioned jam session where agents can come in and talk openly about any topic they want. Bosley has been doing it for many years up at our head office but many of the agents who live and work downtown wanted a downtown version. As this was our first meeting, attendance was pretty low but I did get several messages from agents who encouraged us to keep at it.

So here were the few things we touched on in our first Mastermind; You have been out showing condos to a client. You have probably seen 15 so far and all of a sudden, out of no where, the client decides that condos aren’t their thing anymore. Now they want to look at income properties with their brother.  Next, You have been casually talking to a freind about helping them buy their first home. Although nothing is signed or official, you have been sending them listings, and staying in touch. All of a sudden you find that they went into an open house on the weekend and bought through the listing salesperson. Next, you listed a house that is priced about $10K higher than the identical house next door. While you are still getting plenty of showings, you still haven’t gotten an offer yet and it has been a month already. You need to ask for a price deduction but you know the seller is counting on the extra $ to buy their next house.  Finally we talked about financing home improvements and briefly discussed financing options on building new. 

We had lots of great conversation on each topic and generally agents who posed the questions got some terrific feedback. Some topics require a lot more discussion than others. The hope is that through talking about our concerns and our trials and tribulations, we will all become better agents.


Office Culture, An Important Key to Success

This morning I had a meeting with a new agent who will be joining our office next month. We had a couple of interviews and I even invited her to one of our sales meetings so she could get a real feel for the office and the agents.  We were talking about company branding and she mentioned that one of the things that really solidified her decision to join was that while our company name was synonymous with professionalism, knowledge and experience in the Toronto market, it was the fact that the agents actually believed in the company and that their enthusiasm showed.

Believe it or not, this didn’t happen by chance. The management group in our company strives to foster a sense of belonging, fun, mentoring, collaboration and even family.  It is a strategy that has served us well. We have a high retention rate, our agents are passionate about their careers and that passion shows. They help spread the word to those out there that are missing these key ingredients.

What I am talking about, of course, is our office culture. Simply speaking, it is our personality, our values, our ethics and our behaviour. For our company, it is best described in a few simple words, delivered by our president at the start of every new agent training session- Have fun and make money!

Many career experts rank corporate culture as one of the key ingredients of high productivity. Studies have proven that comfortable and unique surroundings keep employees at the office longer. It can foster competitiveness and increase the probability of employee interaction. And while environment is important, a good office culture also includes excellent training and skills development, and interaction with top management.

There are some agents out there, who don’t care about their physical surroundings or who they work with. Some are good producers who have home or mobile offices, while others just do a few deals a year. At the end of the day they are simply looking for a high commission plan and a place to hang their licence. The brand they work for is not important to them. They essentially work on their own and are left to their own devises. This has not been a model that ever attracted me. I need the camaraderie that exists in a busy office. I thrive off the interaction and exchange of ideas. If I have questions, I know I can get immediate answers because I have built rapport with my office mates.

The bottom line is that companies don’t grow and prosper solely based on commission splits, likewise for beautiful magazines or glossy brochures. They thrive because their agents talk about how much fun they are having and really, isn’t that the key?

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