It’s true: I have the most unusual job title. It always makes people do a double-take and ask, “So, what does that mean?” Well, let me tell you.
I am the Director of Productivity for Gibson Sotheby’s International Realty. I am charged with helping our agents achieve their goals. It is the most fun I have ever had at work because…
- I am genuinely interested in people’s stories — what motivates them and what their dreams are
- I get to help them achieve their dreams — how great is that?!?!
This is an opt-in program for our agents that it is paid for by the company, which makes it even more unusual. There are three parts to my job: Business Coach, Trainer, and Inspirer.
The first part of my job is to be a one-to-one Business Coach.
Let me give you a very brief glimpse of how it works:
- In the first step, we go over their backgrounds and look at the sources of their businesses. I ask about what drew them to the business and what they like most about it. Then we talk about what they want for their futures — this quarter, this year, three years from now, ten years from now.
- The next step is to build a plan. Sometimes this is a formal business plan. Other times, it is simply a list of things we will do for the next month or next quarter. But, I almost always insist on a set of goals. These goals, once written down, become our destination — a way for us to “point the ship.”
- Lastly, we meet regularly. I only partner with agents who want to work with me, so this is completely voluntary. The point of this is that we check in on progress and challenges. I am part accountability partner and part coach.
It has been very successful thus far. Those who meet more often, tend to do better. (In an upcoming article for Inman, I will talk a little about why that is.) Their goals are different. Here are a few of the more common goals:
- To do more sales
- To elevate his/her average sale price
- To gain a better work-life balance
- To become more tech-savvy
- To reach out to his/her sphere of influence more effectively
There are many others. In each case, we chart a path to that goal. It is extremely effective.
The next part of my job is training.
I offer classes and workshops throughout the year on a number of topics. This year there will be 24 and they will focus on lead generation, tech tools and apps, listing presentations, and other topics. Some of the classes are large — with 40-60 agents participating. The workshops are usually much more intimate, with 8-10 people participating — this allows for a more hands-on learning style.
The last part of my job is to be inspiring.
This is not as complicated or as hard as it sounds. I attend all of our sales meetings and share ideas with our agents. The idea might be a way to use a new tool to become more productive, or a concept for better time management, or a way to improve their services to their clients. Very often I will share the words and wisdom of someone who has been wildly successful — usually in another field. The goal is to have our agents leave that meeting with a new perspective on their own businesses; something that will make them more successful.
You can probably see why I love my job. I think every company should have a Director of Productivity. It is part of how our company’s owners invest in their agents’ — one that helps them to work smarter and become more effective, all while finding passion and happiness in their careers.