How To Keep Real Estate Agents Fired Up All Year Long

By Willie Miranda

Willie Miranda has more than 27 years of experience in the real estate and insurance industry. Willie and his team have sold well over 8,000 homes for over a billion and a half dollars in real estate sales.

What kind of incentives are you giving your agents? Are you running any contests to keep them fired up? Years ago, I got a great piece of advice from a legendary sales trainer named Jack Daley. He told me, “I don’t care what kind of sales organization you’re running, but you should always be running contests for your salespeople.” This is because salespeople are naturally competitive—they want to win, stand out, and be number one.

Running contests taps into that mindset by creating momentum and giving them a clear reason to stay active, focused, and energized throughout the year. I’ve built a system around this philosophy, and it’s made all the difference—here’s how.

Contests build culture. It’s not just about handing out prizes, but it’s also about creating that sense of friendly competition. It pushes agents to stay focused and sharp. Over time, that activity compounds and starts to show up in real business growth.

In fact, for 17 years, our Presidents Club has rewarded top agents with trips that go far beyond relaxation. This year’s trip was a four-day cruise on the Utopia of the Seas, Royal Caribbean’s second-largest ship in the world. Just being out here with the team, enjoying the sun, the conversations, and the energy reminds me why we do this in the first place.

It’s more than just a trip. I had a chat with one of our longtime agents by the pool, and she told me she’d never miss one of these trips. For her, it’s more than just a getaway; it’s something to work toward. That motivation keeps her activity level high throughout the year and has made her a stronger and more focused agent.

While we’ve done cruises and tropical escapes, your contests don’t have to be big. A gift card, a nice lunch, cash, or an invite to a special event can go a long way. The key is knowing what motivates your team and connecting that to the activities that help grow their business, whether that’s listings, contracts, or training.

The real magic happens when agents connect. During dinner, just hearing everyone share ideas was powerful. Our agents don’t get to mastermind like that every day, but here, they do, and they get to share it with a spouse or plus one. Doing this makes it personal and builds loyalty.

Once we’re back on land, we’re launching our next big push: an all-out listing challenge. It’ll drive inventory, fuel production, and keep the momentum going. We’ve been doing this for 17 years, and we’re not stopping anytime soon.

So here’s my message to other leaders out there: If you’re a team leader or a broker-owner, start running contests. Get creative, make it meaningful, and keep your agents engaged, inspired, and excited for what’s ahead. If you want some ideas, feel free to call me at (518) 376-1073 or send an email to wmiranda@mrgteam.com. I’m happy to help.