Analyzing Your Team

There is an abundance of information available about the team you manage, whether it is an office or an organization of offices. The question is what does it tell you? How do you get insight from the data available?

Many managers Quartile their team. That means they take the whole group and divide them into four groups, starting with the biggest producers down to the least. So the top quartile (25%) are the "Top Producers" and the bottom quartile are the "Marginal" agents. Seems reasonable, but it doesn't really tell you what you want to know.

What do you want to know? What do you want to optimize or maximize?
      Company dollar
      Listings taken
      Listings sold

Company dollar, which relates directly to profit, would be good to maximize. (Example)

1. Find your Company dollar for each agent, rather than the total production.
2. Now sort the agents by contribution to your bottom line.
3. Divide your entire Company dollar by four (quartile it.)
4. Count the number of agents it takes to make up the first quarter of Company dollar
   Count the number it takes for each of the other three quartiles.
5. Graph it.

Now you will see that the top quartile is not 20% of your agents, but more like 10% of them.
The next quartile is typically 15% and the bottom quartile is about 60%.

Nothing will open your eyes to the reality of your office like looking at where you money comes from.

Here is an example:
The total agents in this graph are ONLY those who actually closed a transaction. There are an additional 40 who made NO contribution to the company dollar. The are a total of about 145 agents.
      1st Quartile:  first 8 Agents
      2nd Quartile: next 14 agents
      3rd Quartile: next 20 agents
      4th Quartile: next 100 agents