Termination conversations and experiences are shared in this episode. The role-playing continues with Heather as an FR who is not doing well, shows no signs of improvement, and is at risk of being terminated. Listen to how Sabine is being direct and honest with Heather about her activity and production levels and how she discusses her options, pointing out that it is irresponsible of them to let her continue at that point.

It is important for coaches to have these types of conversations with their reps so that they are not surprised if and when a termination does occur. They talk about the importance of setting expectations and minimums in order to maintain a strong culture.

They also discuss the importance of being honest with agents about their performance.

Highlights

03:58 - This is a business that you've got to have momentum on your side, and you were negative this month in terms of production, which actually put you in the position of owing some money back to the agency because you haven't had a positive commission run for a while. And I feel like part of that is our responsibility to point that out to you and to help you transition to something where your gifts and talents are probably better suited.

09:15 - It's an unusual scenario for a development director to be doing terminations. You just have to be direct and help people, and it's not always going to be a positive experience. You hope that it will, and I think we've gotten much better over the years at handling terminations and not just like saying, "Well, fine. You aren't going to make it here. So, you're dead to us. We don't even want to look at you anymore."

12:27 - At this point, I would disagree that the approach that you have been taking is working, because it isn't based on the results that you're getting. You may feel like it but based on the numbers, it tells us that it's not working. So, either we need to change the approach really quickly or seriously consider if this career is even a right fit for you.

Contact

Heather Price Consulting