One of the most important features of a real estate team (or any team for that matter) is that each and every member is on the same page about expectations and goals. You might assume that agents are joining your team with a certain amount of common knowledge, but this is an assumption that is going to steer you quickly in the wrong direction. When it comes to getting your agents on the same page, don’t assume anything. Ever! Take time to make sure that everyone understands what is expected of them, and you will thank yourself down the road. Strengthen the foundation of your real estate team from the very beginning.
“Success is the uncommon application of common knowledge.” -Ivan Misner
Use the factors that have allowed you to be successful in the past, and apply these factors to your real estate team.
1. Rising to the Occasion
Your agents are going to perform according to your expectations. So set them sky high! Set a high bar, and be very clear about what agents need to do to jump over it. Also, let them know what will happen if they try to duck under the bar or crash into the bar. In other words, let them know what will happen if they do not perform according to your expectations. Ideally, you would communicate verbally and in writing what these expectations are, and make them as clear as can be. Every real estate team is only as strong as it believes it can be. Don’t be vague; use quantifiable numbers whenever possible (i.e. Each agent needs to close “x” amount of homes this year, increasing the team sales amount to “y”).
2. Whose Lead Is It Anyway?
It is also important to be clear about where leads are coming from and who they belong to. The last thing you want is there to be any dispute about who a lead belongs to at any given time. Make sure you establish how leads are to be generated as well. Will you provide agents with leads, or are they expected to come up with them on their own. Or perhaps a combination of both? Another aspect of the real estate team that you want to make sure to address is who each lead belongs to after a property closes. The idea is for you, the team leader, to hang on to these clients as your own, in order to earn their repeat business in the future. Establishing these ground rules from the get go will make for smooth sailing once your team is in motion. Offering a higher split percentage or other incentives will motivate agents to be eager to work under these terms. That way, everybody wins. The best real estate teams are the ones who all see the benefit in their hard work.
3. Progress, Not Perfection
Let your real estate team know that you are more interested in progress and growth than in perfect performance. Especially considering there is no such thing as perfection in real estate! Be realistic with your team goals. Of course you want to set them high and encourage optimal success, but be careful not to overreach and risk leaving everyone frustrated. Remember, steady, consistent growth is better than a team with huge success one year that falls apart the next. Be positive about the good that your team is doing, and make sure to let people know when they are going above and beyond. They will appreciate the encouragement, and will know that they are on the right track.
Every real estate team will encounter challenges along the way, but your hard work and perseverance will pay off! What techniques have you found to be successful in training your real estate team?