Failing our way to Success!

By
Real Estate Broker with Keller Williams Realty Partners, Inc.

Man, where do I start?  There is so much I want to discuss and get feedback from all you rainers. 

 Have you noticed that most real estate training is geared around prospecting?  I have been in this business now for about 7 years and I've gone to so many conferences, clinics, training, etc.  But who teaches you how to build your team?  I have had a team for 3+ years out of my professiona career and I have "failed my way to my successes" every step of the way. 

 Just recently I gained two open spots on my team...(did you notice the way I wrote that?)  One of the members was with me since the begining.  Since the moment I needed a buyer's agent and when she left I was hit hard personally.  We got along great but she always wanted more money but didn't want to do anything that warranted a raise.  So, in hindsite, these two girls leaving was the best thing that could of happened for my "team"  

 I have been given the opportunity to build the team I want with the policies that are effective.  It is so hard to change in a big way when you have people around that have been there from the begining.  They are used to times with less accountability but the more you do in business, the larger you become and the management becomes necessary.  So the work of the moment is "what do I need to do this time around to get better results"?

The questions I have are:

1.  What sort of accountability do you guys use to make sure everyone stays on track?

2.  What sort of incentives do you do to keep them motivated?

3.  Do you pay differently on listings/ buyers?

4.  Do you keep a "compelling scoreboard" for the team and if you do...what do you post on it?

5.  Do you have them sign an agreement with leads - non compete- etc?

Over the years I have changed my policies around, started new accountabilities, and put incentives in place but I'd love to get some feedback on your successes with "team building."

Let's Share!

Posted by

Stephanie E. Kulp

Team Leader of Kulp & Company Real Estate Group

Keller Williams Realty Partners, Inc.

11005 Metcalf Ave

Overland Park, Ks 66210

 

www.buyorselljohnsoncountyhomes.com

Stephanie@StephanieKulp.com 

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Ambassador
134,138
Janie Coffey
GRI - Miami Real Estate
One Sotheby's International Realty

HI Stephanie

Our whole team is new, but based on the Millionaire Real Estate Agent book mentioned above.  We do have a scoreboard that tracks listings and sold and we use Symplifi software from Topaz software.  We are all licensees so everyone has "a piece of the pie" which is much more motivating than straight salary.  The key is to play to each team member's strengths and if you have someone not working and just can't find a new position for them, then to help them move on to a place they might work out better at.  Good luck! 

May 29, 2007 08:26 PM
Anonymous #11
Anonymous
Anonymous
I was in the process of building a team until the slowdown hit.  Now I'm not so sure if I'm ready or even if I want to.  I abhor the idea of babysitting someone and equally detest the idea of possibly hiring the wrong person.  Now that I've changed offices, I have a full-time licenses assistant available to me and she's awesome.  Think I'll keep it that way for awhile.
May 29, 2007 09:17 PM
Rainmaker
1,072,243
Gary White~Grand Rapids Home Selling Pro Call: 616-821-9375
Real Estate Services You can Trust!
Flexit Realty "Flexible Home Selling Solutions"

I owned my own company for years and trained people in all levels of the company.  I have taken the team building videos, seminars and classes specific to the team building task.  This is in a constant state of adjustment.  The key is create a list of rules and guidelines that will enhance your business.  Do job descriptions for each area, automate as much as possible.  I do use contracts and will adjust pay according to performance...then bonus with team results.  It takes some efforts up-front but the rewards are worth the effort.  When people leave you also re-evaluate like you have done and make the changes you have been meaning to do.  Good Luck. nice post.

May 30, 2007 08:54 AM
Rainmaker
296,443
Ryan Hukill - Edmond
Realtor
ShowMeOKC Team of Paradigm AdvantEdge
Steph, great to see you have the opportunity in front of you for improvement. If you've measured what's been working and not working of the past 3 years, you probably already know what changes you need to make. My biggest piece of advice is make sure every expectation is clearly spelled out. Every "worker" has to know what's expected in order to achieve. Setting up incentives is a great way to get them to over-achieve and BUILD your business. However, that only works on sales-minded types, so carefully choose your team members so that you have folks that are motivated to make more. Good luck!
May 30, 2007 12:35 PM
Rainmaker
296,443
Ryan Hukill - Edmond
Realtor
ShowMeOKC Team of Paradigm AdvantEdge
Steph, after reading your response above, I also wanted to mention that, although it's tough to get everyone together, you're going to have to "require" it of them. If they're part of the team, they must be expected to treat it as a job and make it top priority. Many people have the tendency to be "too nice" and let things like this slide, but it's imperative that everyone be involved in the strategizing of your business.
May 30, 2007 12:41 PM
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Rainmaker
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Stephanie E. Kulp

Kansas City RE Broker
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