As brokers and managers, one of our jobs is crisis management, as we all know, right? We're dealing with crises all the time.

Agents that come into your office and they say, “I have a problem.”

They all think the problem is a crisis. So I'm going to give you a little tip on something I learned years ago. I call it the “1-3-1 Approach” for helping agents kind of learn to fish.

In other words, teaching them how to deal with the crisis in an effective way. Even if maybe you're not there to help them, you're going to train them how to address a crisis, address a problem that they're going on.

And this is a great retention tool, guys.

So the 131, here's how it works:

First, when they come into your office, you're going to cut to the chase. You're going to identify the problem. So you can identify one problem at a time, not ten. But let's talk about one problem. So that's the 1.

Then we talk about three possible solutions, three possible ways that we could get this issue solved. And I...