Managing an office and the multiple personalities of high-strung sales people is a challenge. The most effective managers have found that the easiest incentive ideas work the best to keep these agents on track and your office “humming.”

High Fives

The best thing that a manager can do for any sales associate is to praise him/her for a job well done in front of his/her peers. That’s why walk around management works. You can’t wait for the once a week office meeting to acknowledge them, although that is good too, but it has greater impact right at the time that something was accomplished. Agents remember your verbal “high fives” and repeat them over and over in their minds when they are given at the time when the person is feeling euphoric about his/her success.

The key with these verbal acknowledgments is to say something positive to the agent when other agents are close by so they can hear it as well. Something like, “did you all hear that Sandy got her first sale today?” Or, “wow! I heard that you sold the property on Albert Drive that has been on the market for five years. Congratulations!” It doesn’t matter what they did, but if it was an accomplishment like saving a sale, solving a big problem, getting a new listing, making a sale, knocking on doors and getting an appointment, cold calling and getting an appointment, let everyone know. Don’t overdo, but definitely say something flattering to the agent.

Small, Instant Gratifications

A really great incentive is to acknowledge all new pending sales each week in your sales meeting by having your agents grab a silver dollar out of a bank bag filled with silver dollars. If they pick the one that has an “x” on it, they get an additional $100. It’s tangible, fun, instant, and in front of their peers. Once you start this and try to stop, boy will you hear about it from the agents. They love it! Agents save up all their silver dollars at their desk. When they look at them, they are reminded that they are a winner. It has so many lasting effects and such a simple thing to do.

Award Certificates

Every month the office should award Excellence Certificates to agents who have the most listings in units, the most listings in volume, the most sales in units, the most sales in volume, the most closed units, the most closed volume, the top five sales associates in pending volume, and the SOS agent (one who helped another during the month)as a minimum. The more awards and recognition you give, the greater the incentive for the office as a whole. Of course, if you only have a few agents in your office, you need to have fewer awards to give them meaning. However, if you have a large office, 50 or more agents, you should have many awards. And, the reason for the five top sales associates is that you will have more than just one person winning the award each month. Also, these paper certificates look great in their listing presentations. This is a great incentive because you will have all your agents wanting to be part of the team and getting awards.

Personal Notes

A personal note of congratulations or to say “hang in there” goes a long way. When you write something personal to your agents you will find that it came at just the right time. They will come to you with a simple smile and tell you that they appreciated you taking the time to do it. This is one of those incentives that is quiet, but powerful. When your agents are being recruited by other companies, they will remember all the personal things that you do. It’s tougher to get them to make a move.

Unexpected Surprises

When an agent does something really extraordinary, acknowledge them with a gift certificate for dinner and tickets to a special event. They love the attention and it means so much more because it was not expected. A small surprise for an agent who is feeling really down like paying for a mailing for him this month also has great impact. Make these private indulgences. Watch the results!

Giving praise and recognition on a regular basis will have your bottom line singing a sweet tune. Incentives work! Everyone likes to be acknowledged for hard work and it makes one want to work even harder. Give to your agents and they will give back to you ten fold just like magic.

Published: August 17, 2000

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