Work with them.

Chris nailed this one!

Greass is always greener...... Send them to your board for more training.  Gather them around a monitor for another class.  Go to Barnes and Noble and have everyone pick up a real estate book then play like a book club....

Dear Anonymous,

Unfortunately, your question suggests the ONLY explanation acceptable to you is outside of your organization since you are doing EVERYTHING RIGHT.

The evidence suggests otherwise.

Here is what I would do for my team.

1. Convene a meeting and acknowledge the discouragement (not real problem).
2. Refer to the Steel member (analytical) for his/her assessment regarding cause.
3. Refer to the Dynamo member (creative) for an array of solutions
4. Refer to the Tempo member (timing) regarding implementation.
5. Refer to the Fire member (relationship) regarding deployment.

Back to your question. Based on what you have shared, I am more likely to believe this issue is more your perception, than the actual facts. When ones efforts are undermined by what we think others are listening to, this suggests greater issues.

For you I would suggest, breaking the barrier that allow you to believe 'doing everything right' and take a broader view of the cause of disillusionment. That is where your energy must be focused.

Review their listing and buyer's presentation.  Do some role play, script practice, and train them on negotiation.

There are times in real estate when you can do all the right things and things fall apart. It's part of our business. There are many components of a successful transaction, and as agents, we are only one part of that.

Learning how to cope with these experiences could be a teaching moment/opportunity.

Get back to the basics!

As a team member, I would like the team, to stop and have a talk and analyze our work. Find out what is working and not, and why. Create a goal and a plan and help provide support to each team member. Probably easier said than done. Hope all goes well with your team.