I spent the majority of the day with each team member. I asked questions, I observed, but mostly, I listened. It was easy for me to take on this role as I had no prior connection to the team. I went in with an open mind and listened impartially as each member openly discussed their trials and tribulations.
I uncovered two factors that severely affected the team's performance
- Poor Communication
- Lack of Motivation
Communication in the workforce undoubtedly is imperative. Without it, you begin to falter. I decided to tackle motivation (in my blog) first because through motivating your team, you can resurrect the lines of communication. It is important to get everyone on the same page of ‘feeling good' before trying to dig deeper into the steam of the issues. If your team isn't feeling good, they won't elaborate.
Here is an example:
If a Broker were to consult with one of their real estate agents and say: "What could we change?" The agent may be hesitant to open up and express their point of view. However, if the Broker holds a team meeting, tells everyone how they are going to be motivated and get everyone on the same page. Then ask "What could we change?" The agent will be motivated to answer - giving you (the Broker) a better response rate.
Increase your real estate team's efficiency
After speaking with the real estate sales representatives from this team, I realized they felt unmotivated. Communication lines had broken down. They simply stopped working together as a team.
Not unheard of.
Apart from the big "unmotivated" elephant in the room, I could see these agents were awesome. They were smart. They had killer ideas for the team stuck up their sleeves. They wanted to be motivated. They wanted to feel like a unit. Somehow, everyone just drifted apart from one another and they all stopped working collaboratively.
As I looked in the eyes of each of these team members, I knew there was hope. I knew they could increase efficiency once again within their team. All they needed was a little bit of guidance and Ness Lindsay to show them the way.
5 Killer Steps to Motivate Your Unmotivated Real Estate Team
1. Know Your Team Members:
Ladies and Gentlemen, this is of the essence. You may be thinking well duh!
Ha! Not so fast.
I'm talking really know your team members. Not just professionally, but know their personal lives. Understand their lifestyle. Give them flexibility in the workplace. Allow them to work from home, allow them the freedom to take risks. Consider their age, past experiences in the workforce. Understanding each of your team members will equip you with a better grasp on how to motivate each of them. Individually assess them. Check on them. Care about them - not their quota foremost. Get connected with them. Build relationships with them. Make them feel validated.
2. Train, Learn & Develop:
Just because they hold a valid real estate license doesn't mean they are going to walk off the bus like Gary Keller - The Millionaire Real Estate Agent. It also doesn't mean that they know your system. They may not ‘get' how you want your business run. You must ensure you train each and every real estate sales representative to do it how you want it done. As time passes, show them if anything was done wrong, or encourage them on what they could have done better. Develop that communicative relationship to teach them how to further enhance their saleability.
Key note: Give effective feedback and often. Don't wait every 3-6 months for an evaluation. Do it weekly. Do it monthly. They need to feel validated...Appreciated!
3. Expectations & Goals:
If your team doesn't know what is expected of them, they won't know what to strive for. They won't have a goal to achieve. Implement a healthy level of competition among your team members. Set high expectations of them. Give them individualized goals for the day, the week, the month. Add it as part of your regular system for running your business. Make sure they know exactly what you expect of them.
Key note: Hold every team member individually accountable for your expectations of them and their goals. Feel free to set these goals together, it will help build the communication process. They need to know you have high expectations and they will be held accountable for them. Give them drive to do well.
4. Acknowledge Achievements:
Everyone wants to feel appreciated. Everyone wants to be showered in praise for a job well done. Whether your 2 or 42 - you like feeling good. You like to be patted on the back. To be in the spotlight for just a moment. To relish in your success - and you rightfully should!
Leading your team is no different. You set your expectations, together you set their goals, and they achieve them. You reward. You praise. You witness results! Acknowledge their achievements frequently. They will be motivated to raise the bar.
5. Use the KISS Approach:
KISS is the acronym for "Keep it Simple Stupid" or "Keep It Short and Sweet". While it is vital to have your systems in place, it is also equally important to keep things simple. Straight forward and easy to follow. Don't create convoluted goals, or expectations. Make sure they are clear to each and every team member. It doesn't have to be rocket science. It just needs to be simply stated and attainable.