What Type of Sales Associate Are You?
Education Monday, June 22, 2009 at 10:19AM
Every office has three types of sales associates. Given the changing real estate climate, I'm curious: Which one are you?
1) Sponges. These individuals are typically newer associates who have been in the business for less than a year. They are eager, excited, energetic and naïve (due to lack of experience)—and they are team players. They usually make up 5% to 10% of an office’s staff. Normally only 1% will stay in the business after a year. (Why? They dry up! Get it—sponges?)
2) Spectators. These individuals spend most of their days watching other people. Often non-productive, they frequently gossip about the following people:
- Top Producers; the spectators will spend much of their time talking about how lucky the top producer is, how many family members the top producer has who buy real estate, and how they only do well because the manager gives them all the leads.
- Manager; the rest of the spectators’ time will be spent discussing the manager. Typically they talk about the manager’s dumb suggestions, the fact that the manager is never in the office, and who the manager’s favorite pet of the week is—a top producer, no doubt!
Not likely to be team players, this group of individuals can destroy an office. Typically an office has 70% to 80% of this type of associate, and the bad news is that 92% of them will stay!
3) Camels. Consistent and persistent, these are the backbone of any office. Although they are team players, every now and then they will split on you (as camels are known to do) if you don’t listen to them when they have a gripe or a solution to an office problem. Camels will leave your office if they lose respect for the manager or the company. They will also leave if they feel they can no longer learn anything else or outgrow the company. Unfortunately, this group only makes up 3% to 5%; how well you meet their needs will determine how long many stay in your office.
There are two places to live in every office. “Spongeville” is where every new associate grows and learns. Once a Sponge has grown, he/she immediately heads to “Camelot,” where the Camels live. Along the way, many Sponges are waylaid by Spectators who tell them they cannot make it to “Camelot.”
If you are a Sponge, grow and then run off to “Camelot.” Do not talk to any Spectators along the way. You will recognize them because they will be standing by the coffee machine talking about the Camels and the manager!
If you are a Spectator, don’t talk to any Sponges. Secondly, don’t forget that you once headed to “Camelot”; maybe you should begin the journey again. Finally, don’t spend your time talking about the Camels and the Manager; as a result, you may find you have enough free time to be productive.
If you are a Camel, help the manager herd the Sponges in the right direction. Remember: Once you were a Sponge!
How many of you saw yourselves or the people in your office in the above article? Comment below!
Reader Comments (2)
Sponges, Spectators, Camels oh my......
The great thing about real estate is that whatever you are at this moment, you can reinvent yourself. So sponges absorb. Spectators you watch and see. If you want to be successful in this market it’s about being around the right people. For your own good don’t stop being a sponge, keep absorbing and from there be the best you can be.
Thanks,
Alex
Great piece and how appropriate in a time when things are volatile and uncertain. I have been a camel, a sponge and yes a spectator in my years in the business. I have now found a new spark and loving the sponge-phase all over again. I vow to be aware of myself and the energy I disperse and never become a spectator again.
Lisa