Commit from the Top-Down & Gain Alignment from the Bottom-Up

Brokers: Commit from the Top-Down. Gain Alignment from the Bottom-Up

Where are you going and how are you going to get there? Is it marketing, technology, coaching and training, recruiting, or a combination of all of the above and then some?

My experience with brokers is that it doesn’t matter what you do, as much as it matters that you do it. Pretty simple, right?

It’s all about creating on a daily basis and staying ahead of the game and on track with your objectives vs. reacting to all that takes place around you and playing catch-up. The latter, definitely a recipe for failure.

Naturally, my number one suggestion is recruiting. So what does that look like from your view? Keep in mind “trying” and “testing” won’t get it done, “commitment” and “consistency” is where you will find results. It’s time to commit!

What does commitment look like in recruiting? Making a decision to determine the outcome of your efforts, define strategies and tactics, taking the action, and most important, declaring this to your agents and aligning them to the process.

I continue to be amazed at the lack of planning that takes place at the leadership level. What kind of planning do I mean? A written business plan for an office or even something as simple as a clearly articulated recruiting plan. You can almost get away without having a business plan as long as you have a recruiting plan and strategy in place. Remember, recruiting will solve any, and I mean any issue you are experiencing. It’s time to commit!

Commit to the path you are going to take and take the action.

Now you know where you’re going, how about if you had some support to accomplish your objectives? That support would be from your agents. Here are some guiding principles in gaining alignment from the bottom-up, your agents.

  1. Declare where you’re going, how you’re going to get there and ask the for your agents support (declaration = manifestation)
  2. WIFM: Everyone wants to know “What’s In It For Me” before they jump on board and support an initiative. In the case of recruiting it means more agents, raising the IQ of the company, cross pollination of brilliance, more signs, more market-share and more business.
  3. Measure it consistently: You can’t manage what you don’t measure. On a monthly basis, provide your agents with a tracking report that measures your recruiting efforts. Don’t make it a secret, they’re in on this with you and need to know where your at.
  4. Acknowledge what you expect: Simple principle in all areas of your business. The number one need of human beings is to be loved and recognized. Love and recognize your agents for the efforts and results that contribute to your objectives.

Make a decision, carry it forward, educate, align and acknowledge your agents for their efforts. Regardless of what you commit to, they will ride along and support you. That’s committing from the top-down and gaining alignment from the bottom-up.

Contact me if you are ready to commit!

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