In the face of declining margins and agent attrition, brokers need targeted strategies for improvement. Buffini recommends the '100 Days to Greatness' program, which emphasizes meaningful leadership and focused training. He stresses the importance of identifying key agents who are vital to the brokerage's success while acknowledging that losing less productive agents can be beneficial. Buffini also highlights momentum's significance in maintaining a positive direction, advocating a focus on agent productivity as a central component of any recovery strategy.
Our program, called 100 Days to Greatness, and our other training programs, allows them to actually lead in a very meaningful way and go, Hey, we're going to work on these things.
Momentum is a big deal. When momentum is going against you, you're sliding down the hill. You're just trying to grab onto a rock in markets like that.
For us, it's about sorting and qualifying the agents that you have. Who are the agents that you feel like you can't lose?
The key, he said, is focusing on what drives results. We really try to focus on what's the center of the peanut butter and jelly sandwich.
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