If you had to guess, what would you say is the number one human need. Love? Money? Security? What about the need to be noticed and appreciated. Most human beings want to be accepted for who they are and appreciated for what they do.

This could be apparent in your office at this very moment. To find out how much of a difference appreciating your agents can make, try this little experiment. Take your office roster and go name by name. Rank your relationship with each agent on a scale from 1 to 5, with five being the best. You can assume that anyone ranked below a three is at risk of leaving you.

As the leader in the office, you are responsible for that relationship. Is there some clean-up that needs to be done? Repair work? Don't hesitate. Make it a priority to get with your ones and twos immediately.

Retention of your agents is a direct reflection of the accountable relationships you have with your agents. The true definition of accountability is noticing without judgment. Accountability can be confused with a consequence for improper behavior. Accountability simply means you care. You notice. You appreciate. You take the time.

As the leader, creating accountable relationships is easy. Truly listen to your agents' visions, purposes and desires. Ask your agents to share them with you! Then pay attention to see that they make them happen. The issue is not if they are getting the results they desire (this is a choice they make). The issue is if you are noticing (this is the choice you make).

Ever wonder why there are great agents that are loyal to companies that don't offer half the amenities your office does? It is simple. They are in an accountable relationship with their broker, and it feels good to them.

Create this relationship with your agents and create a culture that means something more than productivity and money. Do that and your agents will stay loyal and start appreciating and noticing you, and you will see your office productivity rise accordingly.

Published: June 29, 2005

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Rich Casto is the founder of The Real Estate Coaches, a recruiting and management solutions company that supports brokers, owners and managers in the management and recruiting solutions arena. He can be reached at 702 240-0908 or coach@therealestatecoaches.com. Visit his website at TheRealEstateCoaches.com.