If Your Broker Has to Chase You to Attend Training, Prospect, Follow Up and Use the Tools You’re Already Paying For, Something Is Backwards.
Written by Devone Richard
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I SHOULDN’T HAVE TO CHASE YOU TO MAKE YOU MONEY
There’s something backwards happening in real estate.
Brokers are calling agents:
Are you coming to training?
Did you follow up with those leads?
Have you called your database?
Are you using the CRM?
Have you talked to your past clients?
Where have you been?
And then somehow the same agent turns around and says:
“MY BROKERAGE ISN’T DOING ENOUGH FOR ME.”
Excuse me?
If your broker is spending more time worrying about your production than you are, your brokerage may not be the problem.
YOU MIGHT BE THE PROBLEM.
YOUR BROKER CAN’T WANT SUCCESS FOR YOU
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A good broker should care about their agents.
I believe that.
Your broker should answer questions.
Help when a transaction gets difficult.
Provide leadership.
Offer training.
Create systems.
Give agents technology and resources.
Help agents understand contracts, negotiations, marketing and business development.
But there’s one thing your broker cannot provide:
DESIRE.
I can’t make you hungry.
I can’t make you ambitious.
I can’t make you pick up the phone.
I can’t make you care about your own career.
That part has to come from you.
STOP ASKING FOR TRAINING YOU DON’T ATTEND
This one drives brokers crazy.
Agents say:
“We need more training.”
So the brokerage schedules training.
Five people show up.
Then somebody says:
“We need more support.”
The broker schedules another meeting.
They don’t come.
Then six months later:
“I just don’t feel like the brokerage is helping me grow.”
ARE YOU SERIOUS?
Training doesn’t work if your chair is empty.
You don’t get credit for having access to knowledge.
You have to actually show up, learn something and execute it.
YOUR CRM ISN’T THE PROBLEM EITHER
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Brokerages spend serious money on technology.
CRMs.
Marketing platforms.
Websites.
Lead systems.
AI tools.
Transaction software.
Then agents complain:
“The CRM doesn’t work.”
When was the last time you logged in?
When was the last time you called 25 people?
When was the last time you created a follow-up campaign?
When was the last time you cleaned up your database?
Technology isn’t magic.
A $500-A-MONTH CRM CAN’T FIX A REALTOR WHO WON’T MAKE A $0 PHONE CALL.
The tool isn’t supposed to replace the work.
It’s supposed to make the work more efficient.
YOUR BROKER SHOULDN’T HAVE TO REMIND YOU TO PROSPECT
This is a commission business.
No salary.
No guaranteed paycheck.
No participation trophy.
If you don’t create business, eventually you don’t have a business.
So why should anybody have to remind you to prospect?
Call homeowners.
Call past clients.
Follow up with buyers.
Talk to your sphere.
Ask for referrals.
Meet people.
Build relationships.
Create content.
Attend events.
Talk about real estate.
GO FIND BUSINESS.
Your broker shouldn’t have to send you a motivational text every Monday morning so you’ll remember that you’re a Realtor.
YOU WANTED TO BE AN ENTREPRENEUR—HERE’S THE ENTREPRENEUR PART
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Realtors love the word entrepreneur.
It sounds great.
Freedom.
Unlimited income.
Flexible schedule.
No boss standing over you.
But entrepreneurship has another side.
Nobody makes you work.
Nobody guarantees you’ll get paid.
Nobody is responsible for your production.
Nobody cares that you weren’t motivated Tuesday.
THAT’S THE DEAL.
You wanted freedom?
Freedom comes with responsibility.
If you need somebody chasing you every morning to make sure you’re working, you might not have an entrepreneurial mindset yet.
ACCOUNTABILITY IS NOT BABYSITTING
A good brokerage should create accountability.
There’s value in having somebody challenge you.
There’s value in a broker saying:
You said you wanted 20 closings this year. You’re behind. What’s happening?
That’s coaching.
That’s leadership.
But there’s a difference between accountability and babysitting.
Your broker shouldn’t have to repeatedly beg you to do the basic activities required to operate your own business.
At some point, the conversation becomes simple:
HOW BADLY DO YOU ACTUALLY WANT THIS?
AND YES—BROKERS HAVE RESPONSIBILITIES TOO
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This isn’t about letting bad brokers off the hook.
There are brokers who provide terrible support.
There are companies with almost no training.
There are brokers who disappear when agents need them.
There are brokerages collecting fees while providing very little value.
If that’s your situation, evaluate whether you’re at the right company.
A brokerage should earn your business too.
BUT DON’T BLAME THE BROKERAGE FOR SOMETHING YOU REFUSED TO DO YOURSELF.
If the training exists and you don’t attend, that’s on you.
If the CRM exists and you don’t use it, that’s on you.
If your broker answers the phone and you never call for help, that’s on you.
If your database is sitting untouched, that’s definitely on you.
THE AGENTS WHO WIN USUALLY DON’T NEED TO BE CHASED
Look around most brokerages.
The producers are usually doing something.
Calling.
Meeting clients.
Following up.
Working listings.
Writing offers.
Learning.
Networking.
Solving problems.
They don’t wait for somebody to tell them it’s time to work.
THEY ALREADY KNOW.
That’s part of why they produce.
FINAL THOUGHT
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Your broker should care about your career.
Your brokerage should want you to succeed.
They should provide leadership, support, systems, training and tools that give you an opportunity to build something meaningful.
But nobody at your brokerage should care about your success more than you do.
If your broker is chasing you to attend training…
Chasing you to prospect…
Chasing you to follow up…
Chasing you to use your CRM…
Chasing you to come into the office…
And chasing you to do the basic work required to make money…
Something is seriously backwards.
IF I HAVE TO CARE MORE ABOUT YOUR REAL ESTATE CAREER THAN YOU DO, YOU DON’T HAVE A BROKERAGE PROBLEM.
YOU HAVE A YOU PROBLEM.
And remember:
YOUR BROKER CAN OPEN THE DOOR.
THEY SHOULDN’T HAVE TO DRAG YOUR ASS THROUGH IT.
— Devone Richard
Written by Devone Richard
Broker/Owner | OYT Real Estate
California Broker #01857383
Nevada Broker #1002115
📞 626-500-1212 | 702-941-0202
🌐 OYTRealEstate.com