One of the first signs of disengagement is when the team member fails to take ownership of an issue or work-related tasks.
If this lack of ownership is a recent occurrence and has not been of concern in the past it may be a sign that they are considering moving. Are they doing this across all tasks or just some? Are they blaming others, or do they just not care? It could be because they have been disciplined around a certain role or task and they don’t want it to happen to them again.
Often a departing team member who is in the Transit Lounge will try to buy time as they look for another job. They have already made the decision to leave so have lost interest and a common by-product of lack of interest is lack of pride.
At Agent Dynamics, we recognise that disengagement is not always a sign that someone is considering leaving.
A team member who is not working inflow or to their innate strengths will quickly become disengaged.
They may not be looking at leaving in the short term as economic necessity requires them to have a payday. They may just need to be managed to their strengths so that they can still get the same result but are getting it via a different route to the one that you think is the correct one.
A good example of this is when a salesperson is generating. Let’s look at a scenario where the boss has just come back from a Seminar and put on a team-building pizza night where all the team will stay back, eat pizza and do 50 cold calls each to generate some appraisals.
We know that each one of the team will have a predominance of one of the four innate energies; Activating, Inspiring, Sustaining or Refining.
These different energies will affect the way that they think and the way that they take action.
1. Refining Energy
Those Team Members with high levels of Refining energy are focused on systems and processes so will do the 50 calls using the provided script, record the results, enter them into the database and go home.
Doing cold calls is a very Refining based method of generating. It is about the numbers and the process and sits comfortably with folk that are high Refining. "50 calls will get me 3 appraisals and statistically should get me at least one listing".
2. Inspiring Energy
Those with high levels of Inspiring energy are focused on people and relationships so will probably be nervous doing cold calls and about annoying people after hours.
They will probably spend the entire allocated time talking with the same call recipient and then put their details into the wrong database.
3. Sustaining Energy
Team members with high Sustaining energy are excellent at client service and have a great capacity for work. Don’t be surprised if you hear them volunteer to go around and mow the lawn the next day and will remain in the office long after the rest of the team has left to make sure that they get everything finished.
4. Activating Energy
Those team members with high levels of Activating energy are fast-moving, quick thinkers who will change the script, make two calls before being distracted, get bored and will come up with a totally plausible excuse as to why they have to leave the office and go home.
The examples are a little tongue in cheek but out of the four different energy types that make up the sales team only the Refining energy folk will carry it out to its full effect. The others will be disengaged and see the entire exercise as a waste of time and possibly move themselves one step closer to the Transit Lounge.
In conclusion,
Business owners need to learn to identify whether team disengagement is because the team member is thinking of leaving or alternatively, that they are being employed in a role or being managed in a way that is not suited to their innate talent. One is a lot easier to fix than the other.
Identify, attract, recruit, train and retain the best people for your team. With a combined experience of over 40 years in the Real Estate industry, Julie and Neil are well suited to understanding the challenges of your profession. Thanks to a simple, logical, focused and easy to implement system Agent Dynamics has been able to assist over a thousand principals, business owners, leaders and real estate professionals just like you to achieve the success you are wanting.
- Visit our Team Solutions page
- Give Julie a call 0412 752 366
- Drop Julie an email at [email protected]
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