That’s right; believe it or not, we are in the last 60 days of 2012. On a recent call with our franchise owners from across the country we discussed three areas of focus over the November and December timeframe. 

1.  Growth

For many experienced agents this is the time of year to make a company change. It’s critical that these agents see your company as a destination brokerage. In order for this to happen you will need to have spent a significant amount of time and energy demonstrating your value proposition and the value you bring to the table. 

Mergers, acquisitions and roll-ins are another important aspect of growth. We continue to see consolidation happen across the industry in various forms. Many favorable advantages will be available to the agent and owner that is able to maintain an open mind, identify win-win opportunities and think outside of the box. 

2.  Retention

Don’t make the mistake of giving more time and attention to agents that haven’t yet joined your company at the expense of your existing agents. Agents often complain that their owners seem to forget about them in the pursuit of growth. 

These agents are your foundation. As a leader you have to bring value to them and their businesses everyday.

3.  Business Planning

The importance of a business plan cannot be over exaggerated. This market that we now commonly refer to, as “the new normal” requires continuous scrutiny of each dollar earned and spent. 

We are in the final leg of the 2012 race. Stay focused, finish strong and good luck.