Summary

Description of the “Realtor” Seat on our team’s accountability chart.

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The Realtor seat in the EOS Framework

The Realtor seat is a sales role within the team that is directly accountable to the Sales and Marketing Seat. Unless specifically stated otherwise, the Realtor works with Buyer clients on our team to help them purchase or rent a home. The team assists the Realtor by providing leads, leverage and accountability to the Realtor.

• Leads - These come from a variety of team sources and Realtor-created opportunities. The Realtor should not expect to work with team-created opportunities alone.

• Leverage - The team helps the Realtor by providing leverage with various aspects of the business so that the Realtor can focus on the seat’s responsibilities. Some examples:

  • Lead generation at scale from sign calls, listings, online ads, open house opportunities, client events and more. The Realtor can focus on relationship building, referral generation and conversion.

  • Credibility in the backing of a team. The Realtor can lean on our combined expertise and years of experience, cohesive brand look and social media presence to stand out from other Realtors.

  • Clerical back-end management. The Realtor can rely on the assistance of our admin team so that their paperwork is done in a timely and accurate way.

  • Visibility. Our team makes efforts to get Realtors in front of clients at client events and videos.

  • Mentorship from various team members. There is plenty of help when it comes to deal-doctoring, shadowing opportunities and experienced advice so that the Realtor can focus on what works.

  • Strong team systems that help provide an consistent, excellent experience for our clients, whether the Realtor is busy or slow.

• Accountability - This comes in the form of goal-setting, standards and regular meetings with team leadership.

Responsibilities

Anyone sitting in the Realtor seat is responsible for:

• Prospecting for New Business

• Converting leads to prospects, and then prospects to clients

• Showings/Contracts/Client Service

• Generating Referrals

• LMA - Leading/Management and Accountability

These five key responsibilities are noted on the team’s accountability chart. More detail on each:

1. Prospecting for New Business

   1. The Realtor needs to be very strong in this area, or they will not last long in the role. New leads come from a variety of areas, not limited to:

      1. Referrals from friends, family and colleagues

      2. Repeat Clients

      3. Open Houses

      4. Door Knocking

      5. Cold Calling

      6. Online Leads (Facebook Ads, Referral Exchange, etc)

      7. Client events

   2. The Realtor should regularly sharpen their skills in this area through training, books and podcasts so that they are always current.

   3. Most Realtors find that it’s best to focus on one or two main “pillars” of lead generation along with activities that generate referrals in order to have a healthy pipeline of business.

2. Converting Leads

   1. A homebuyer’s journey follows certain steps. Conversion is when a Realtor helps our client move from each stage to the next.

      1. Our team generates a lead,

      2. which the Realtor contacts and converts into a prospect.

      3. The prospect agrees to work with us and sign a Buyer Designated Representation Agreement and becomes an active client.

      4. The client purchases a home and becomes a past client.

      5. The Realtor stays in touch with a post-closing plan.

   2. Conversion is much easier when:

      1. You have the client’s best interests in mind and don’t have “commission breath.”

      2. You educate your client on all aspects of the process, in a way that is accessible for them.

      3. You leverage the advantages and experience of your team

      4. You present yourself professionally and in a way that reflects your values and our team’s values.

   3. Sometimes the best conversion is to convert someone to not be your client. If it’s not in the client’s best interests to buy a home or work with us, help them discover that and make that decision if appropriate.

3. Showings/Contracts/Client Service

   1. These are the necessary actions to help a client from the lead stage to closing, and beyond.

   2. Showings

      1. Helping the client find and select homes that are appropriate for them

      2. Booking showings, ideally by batching blocks of homes together

      3. Educating clients during the showing

      4. Supervising clients during the visit

   3. Contracts - Realtors need to know at least the following inside-out and be able to explain them in a clear, concise manner:

      1. OREA 371 - Buyer Designated Representation Agreement

      2. OREA 320 - Confirmation of Cooperation and Representation

      3. OREA 100 and 101 - Agreement of Purchase and Sale for Freehold and Condo

      4. OREA 124 - Notice of Fulfillment of Conditions

      5. Writing appropriate and thorough clauses

      6. Knowing when to fulfill or waive a condition, and the differences between them.

      7. Knowing how and when to use an amendment

      8. Knowing how to safely use a first refusal

   4. Client Service - Having strong client service makes lead generation (through word of mouth) and conversion much easier. See key skills, further down in this article.

4. Generating Referrals

   1. As of mid-2025, 71.2% of our business for this year came from some sort of referral, and this seems to be between 70-85% most years. It needs to be a key part of your business if you want a long career on our team.

   2. Some places that we generate referrals:

      1. Someone in our SOI chooses to work with us

      2. A friend, family member or colleague recommends someone to us

      3. Another agent refers us, particularly out-of-area agents who have a client moving to Ottawa

      4. Past clients work with us again (and again)

   3. Think about the ways that you can generate referrals, and make generating referrals part of your goals and game plan. Train with your mentor and leadership team to make this happen.

5. LMA - Leadership, Management and Accountability

   1. Leadership may refer to a responsibility that you have to lead someone else on our Accountability Chart, but it most often means being someone who leads by example. Watch for what needs to be done to help the team, and pitch in where you can.

   2. Management refers to your responsibility to organize your business. Use the systems that are available to you on our team and buy in to the leverage that the team gives you. You’ll find that you’re able to do more with less effort when you manage yourself well.

   3. Accountability refers to making goals and plans, then following through with them. You are accountable to your goals and plans, and ultimately to yourself. Your mentor and team leadership will be there to help you to set appropriate and meaningful goals, and to get back on track when you get off track. Some tools we use for accountability:

      1. Standardized processes, including onboarding and our team wiki

      2. Rocks and to-do-lists

      3. Weekly Sales Level 10 meetings

      4. Mentorship

      5. Access to leads based on certain standards

Skills of a Strong Realtor

In my experience, here’s what I see in common in strong Realtors:

• Strong negotiator

• Clear communicator

• Good teammate

• Uses systems to stay accountable

• Strong lead generation

  • You’re not always at work, but you’re always a Realtor.

  • Dressing and speaking professionally

• Strong conversion skills

• Always learning and looking for a slight edge in their business