How do we define success for our tenant reps? Is it a commission following completion of an assignment? Is it a happy client? Is it a glowing testimonial and subsequent referrals? Is it all of the above? Is there more?
I think we can define tenant rep success through the 3P’s of Pipeline, Productivity and Profit. It would be fair to say that the 1st two P’s of pipeline and productivity have a significant effect on the 3rd P of profit. But that all 3 are needed to be there together in sync for continued and sustained success to be achieved.
The challenge for tenant reps is to create or tap into a process that will save time and increase productivity, improve referral rates and ensure commissions per deal are higher than those that have been able to achieve historically. Finding such a solution should then form the basis of a very successful business model.
Happy clients, more referrals, enhanced reputation, bigger pipeline, increased revenue streams and greater profitability will then be the result for tenant reps and their business.
Success will never look better.
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