One of the most frustrating parts of leading a real estate team is having an agent who isn’t producing and not knowing why. Do they not know HOW to do the job? Or do they know exactly what to do and simply aren’t doing it?

Those are two very different problems, and if you diagnose the wrong one, you can waste a tremendous amount of time, energy, and money trying to fix it.

In this episode, Ian and I break down a simple framework every real estate team leader, broker, and agent building a team needs to understand: Skill problems require training. Effort problems require accountability.

We’ll walk through the questions you can ask to figure out which problem you actually have. Does the agent know what good performance looks like? Can they demonstrate the skills? Have they successfully done it before? And are they actually doing th ...