Attitude Is Everything For A Buyer's Agent

When faced with the decision of new or experienced, I often coach clients on evaluating the attitude of the individual. What is the attitude and character of the individual? Do they have a pleasing, positive attitude? Do they possess the work ethic that is necessary to succeed? Are they willing to receive your coaching and counsel? Do they have the ability to hold themselves accountable to a set standard? Are they willing to work inside your team?

These are all areas that a Champion Lead Agent must evaluate to raise the odds of success through just-hired Buyer's Agents. These evaluations must be done whether the Buyer's Agents you are considering are new or experienced. There will be some rocky roads ahead that you will take together even if you hire someone with tremendous attitude and character. All your staff can go through attitude problems periodically. This is especially true for the sales position staff. Their friends, spouses, family, prospects, the marketplace, and other staff members will be influencing them on a regular basis.

I had a wonderful Buyer's Agent who had a tremendous attitude, but over time her attitude deteriorated to the point that I was forced to terminate her. I later found out that it was a friend in her life that was influencing her by telling her that I was taking advantage of her; that she could be out on her own making more money. When she went out on her own, she failed miserably in short order. We ran into each other about a year later. She was almost out of the business and was desperate. She admitted to me that her friend influenced her badly and that she was no longer in contact with that friend. She asked me boldly for the opportunity to come back and be on the team. After a few more discussions and prayerful evaluation, I offered her an opportunity. She came back to do a marvelous job because the attitude and resentment were gone. She really was grateful for the second chance. I was grateful to have another talented individual on the team.

Behavioral change in attitude is the most challenging change for a human being to complete. Because attitude is fundamentally a decision that you make each day, the time line for attitude behavior changes is exceptionally short. The philosophy you must apply for all staff members, especially Buyer's Agents, is if you can't change people, you must change people. I want you to really ponder that concept. If you can't change the Buyer's Agents in terms of their attitude, activities, skills, philosophy, and if the behavioral change doesn't change what they do, then your only choice is to replace them or change people!

My view is that a Team Leader can't teach attitude. When you are dealing with adults, there are a number of areas that the Lead Agent is not 100% in control of. The attitude of your staff is one of those areas. You can influence, help, or coach them to establish a better attitude. The tripping point is located in the six inches between their ears. Attitude is like honesty; there aren't gradient levels to attitude or honesty. Either you are honest, or you are not. You can't be "kind of" honest. It's like being "kind of" pregnant (Although, I have never experienced that one personally).

In evaluating a new team member, attitude must play a major role in the decision. Most Buyer's Agents are actually hired for the skills they currently have exhibited, their track record of success, and the potential you believe they have in the future. Most people aren't fired for lack of skills but because of their attitude. Replay in your brain all of the people you have ever worked with who have been fired or who you fired personally. The vast majority of them will fit into the attitude problem column.

A word of caution, the right attitude doesn't guarantee a successful result for Buyer's Agents. You will still experience challenges in sales skills with them. They will still do stupid things (as all human being do) that you will shake your head at. All human beings includes you and me, too. They will make contract writing mistakes, customer service mistakes, lead management and conversion mistakes. There will be an endless list.

With the right attitude, at least they will receive the constructive criticism of their performance correctly. Positive change has an opportunity to take root. The right person will want the feedback and want to make the changes to produce at a higher level. In the end, the right attitude gives you a chance at success. The wrong attitude gives you no chance!

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