One of the jobs we often overlook as managers, broker-owners, or team leaders is the important fundamental of setting macro and micro level goals for your organization.

What do I mean by that?

A macro goal is the big picture—being able to say to your team this is our goal for the company this month.

It might be:

• “We want to take 25 listings.”
• “We want to generate 25 transactions.”

(Or maybe it’s 50. Maybe it’s 100. Pick your numbers.)

But we have to set a clear expectation for what we’re trying to achieve. That’s how we build a culture of performance.

When we don’t set those expectations, there’s no strategy, no sense of direction. No one knows what we’re aiming for—and as a result, it never happens.

We wonder why we can't break through certain barriers. It's because we don't set goals.
You can't hit targets you don’t set.

So set a target for your organization. Say it out loud. Proclaim it. Make it something your team is excited to shoot for.

And when you’re getting close...

Hey guys, want to increase your referrals by 24%?

It's simple, and it comes from the American Marketing Association: When you ask for a referral and attach a reward to it, your referrals increase by 24%.

So, what rewards work best?

Cash, consumables like wine or coffee, right?

But here's the issue with consumables most people overlook:

They're forgotten once consumed.

That’s why I prefer giving experiences…

An experience sticks with you. It's memorable.

For instance, for a couple who refers a great client, I might reward them with a night out at a local restaurant. Personalize it with a note: "Enjoy this meal on me. Thanks for the referral!"

For a golfer, instead of a round of golf, a golf lesson; for a tennis player, a tennis lesson.

Or if they're into concerts, a music ticket; sports, a sporting event ticket.

These experiences are unforgettable. Find what resonates with them personally, and your referral count will skyrocket.

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Why do Brokerage Owners, Office Leaders...