Hey everyone, Jason Carr here. Since moving north to the Bay of Islands three years ago, one of my favorite pastimes has been getting back into working with horses after a 25-year hiatus. It’s been a wonderful experience, not just in teaching the horses but in learning from them—especially when it comes to managing people.
One key lesson I’ve taken from horse training is the pressure and release method. When instructing a horse to move forward, you apply pressure by creating tension with the lead rope. The horse feels this pressure because it doesn’t know what to do yet. The moment the horse responds correctly by moving forward, you release the pressure by easing the tension. This teaches the horse to respond quickly and correctly to relieve pressure.
Now, let's translate this to the real estate world. When leading or recruiting agents, we often apply pressure by assigning tasks, which can make them feel unsure of what to do next. However, we sometimes fail to release that pressure by providing the necessary guidance, examples, or scripts to set them up for success.
Good real estate agents use this methodology, often without realising it. For example, when they’re in a living room with potential vendors, they apply pressure by highlighting the urgency to act quickly, then release the pressure by offering solid advice to make clients feel at ease throughout the process.
When communicating with potential agents to join your business, or managing your own team, remember to apply pressure by setting tasks but also to release it by giving sound advice, clear tasks, and effective scripts. For instance, if you tell an agent to "go out and prospect" and leave it at that, you're applying pressure without release. However, if you say, "Go out and prospect, and here’s what I want you to do..." you’re setting them up for success by providing the support they need to do the right thing.
Here’s a perfect example in recruitment: If an agent is currently earning $200,000 in gross commission and you believe you can help them reach $350,000, don’t just tell them they can earn an extra $150,000. Explain that it’s your responsibility to help them get there and outline exactly how you’ll support them, along with what they need to do.
So, whether you’re training a horse or leading a team, remember that pressure and release go hand in hand. Apply the pressure to encourage action, but always follow through with the support needed to achieve great results.
Keep riding strong and leading with clarity!
Best,
Jason Carr
(And here’s a photo of me with my trusty horse, Jess, who’s been a great teacher in more ways than one!)
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