Real estate organizations need to lead their people by the numbers. We are often disengaged when we are given a job without direction. The numbers you give your team members to reach offer them purpose and meaning.   Research from a popular 1981 article entitled, How to Retain Real Estate Sales People, expresses how real estate brokers and managers believed that money was the only important motivator for salespeople. This could not be further from the truth. The biggest mistake Realtors make, when attempting to engage and retain talent, is thinking retention is based on income or pay. Retention comes when a staff member is fully engaged.  Engagement happens when managers follow the Leadership Engagement Process and the second step is ensuring the entire staff knows their number. Each position within the organization should be measured with a number.   The biggest mistake successful Realtors make, once they figure out number measurement is thinking that every p