Explore Agents By Volume Change

This workbook is a great tool that helps us look at a group of agents to look at their trends and find these agents that are outliers in their year over year trend. To access this workbook, you'll need to log into the online system with your credentials and find the workbook called explore agents by volume change. 

As always, you'll want to start with select agent. 

Now let me give you a quick tour of what we're looking at here. Where you see a whole lot of dots, this represents every agent in your selected group. Right now it's the whole MLS. We're going to dive in here and filter this down quite a bit. On the right are the filters to do this. This is how we narrow down the scope of who we are looking at. 

Let's take a look at how these dots are arranged. What you see here is a scattergram. Across the bottom from left to right is closed volume increasing. That is, the production over the previous 12 months. We always use a rolling 12 months in Relitix so we don't have to deal with a useless graph for year to date in January and it always takes the seasonal component out of it. 

Up and down has to do with how the business the agent has done has changed compared to the previous twelve months. In other words, are they up or are they down? 

Simplistically speaking, what we're looking at here in the upper right hand corner is higher producers who are up year over year. The bottom right then is higher producers who are down. Inversely, the bottom left corner of the chart shows agents who are lower producing agents that are down in their year over year and the top left are lower producers who are up. The little cluster of agents in the bottom left are the agents who didn't close anything in the last 12 months but did something prior to that. If they haven't done anything at all in the last two years or are still in their first 12 months of production, they won't show up on this chart at all. In Summary, we’re mainly looking at agents on this screen that have had production both this year and last year. 

What many people do when they come to this page is use it to search for outliers. Any dots that are separated from the group.vYou'll notice that if you hover over any of these dots, you will see more information about that particular agent. It includes how much they closed in the last 12 months, how much that has changed from the prior 12 months, and other basic info about how they're doing and how you can get ahold of them. 

You can click on any dot and then you can explore that agent further. When you do that, it will bring you to the next tab. This and the following tabs are the exact same series of screens as the detailed agent history workbook. You can quickly go through these tabs to get a deep understanding of how this agent is doing and what their strengths and weaknesses are. Read this article that outlines all of these screens and how you can use them for recruiting and coaching. 

Now, going back to that find agent screen, I just want to go over a couple other things with you that you can do with it. Like I said before, you can look at this to get an overall sense of an office or marketplace, and you can locate outliers and see if agents are on or off production.

Taking a look at the filters on the right again, you can see that you are able to use the slider or click on the numbers to change the graph to your own parameters. For example, if you change the trend to 1000%, you'll see agents that have really seen their careers take off. You can look specifically at ranges of closed volume by using the filter on the top to isolate the market you're looking at even further. Also, just like the map tools in any of the other workbooks in our system, you can use this toolbar to zoom and pan around the chart to find more agents that are in your desired production ranges.

You can hit the home button to go back to the original chart view and if you hit revert on the top of the page, all the filters in the chart itself will go back to the way it was when you first access the page. 

So again, this is a great tool to look up a group of agents by either an office, city or county and see the overall trends, outliers or isolate agents based upon a specific range of volume and increase rate year over year. 

From a recruiting standpoint, you might consider looking at agents who might be higher volume agents but are maybe having a soft year. They're slightly below the zero line or you could also look way at the top, to see newer agents that are hitting their stride very quickly. From a coaching standpoint, you could look at your office and your own agents to see trends and outliers to get a feel for how your office is doing overall and if there are any agents that might need a word of encouragement or a pat on the back.