Building your Real Estate Sales Team
1. Are you managing people or are you managing a system that manages people?
The number one challenge real estate agents have is “time starvation” due to the simple fact they are trying to do everything vs. delegating non-revenue producing activities to someone else. Why systems? You are able to stop reacting and accomplish your specific objectives on a daily basis. You will be able to predict your results if your business is managed and measured consistently. Your capacity for growth will increase dramatically.
2. Do you have a job or are you running a business?
How much revenue are you producing on a consistent basis when you aren’t at work? This is the simple distinction between having a job and running a business. A business generates ongoing revenues regardless of whether you are there or not. With a job, you don’t show up, the revenues stop. Do you want to keep trading hours for dollars? “But my clients want to meet with and work with me”. That’s where you’re wrong. The consumer doesn’t hire you they hire the way you run your business. How are you currently running your real estate business?
3. How do you create your systems before assembling your team?
Take the time and write down every task and action that is required to run your business. Be very detailed in this step so that you don’t have questions come up after you have created your team. Now describe how each action step is to be completed, how it will be measured, and who is responsible.
4. Managing your team
This is where the real work takes place. You have been a successful salesperson for years so it should be real easy to assemble a group of people, tell them how “I do it”, they do it, and everyone’s happy, right? It doesn’t quite work that way. You must transition from salesperson to leader or manager. If you’re not a good manager you will experience high turnover which will decrease your production overnight. Here are some simple steps to follow: Have a business plan, be organized, inspire your team, and constantly be evaluating and measuring.
5. Basic activities for your real estate team
Let’s get specific with the general activities for your real estate team. Lead Generation, Qualifying, Sellers, Listing Coordination, Working with Buyers, Marketing and Advertising, Negotiating Contracts, Transaction Management, Managing your Website and Online Initiatives, Database Management, and Administrative Functions.
6. Positions required for your team
I made a decision to reach out to Long & Foster, with support of Chuck Jenkins. My intervew with Alice was very informative about the Long & Foster heritage and opportunity.
Being L&F for 30 days and licensed for 2 weeks, I now know I made the right decision. The overwhelming support from the office staff, Alice & the L&F community has given me the fast start I was looking for.
Star Builders is an excellent training program and I look forward to participating in future SB classes. The entire L&F and RAR community has ben a joy to work with.
I prepared for my examinations by taking my classroom Principles course through L& F. Vicky did an excellent job preparing us to pass the testing. I completed the course on a Monday afternoon and passed the PSI exam the following morning. My career has been a little unique in the few short months I have been in real estate. I have had a few differnent L&F brokers as there were a few changes happening in the Richmond area offices. I am currently in the Hanover office working for Alice Limroth. She is a wealth of knowledge and provides phenomenal training. She is supportive of her agents and growing our office. I can't wait to see how our office and my career grows under Alice's leadership. There are many good things to come to Hanover!
From Brenda Van Fossen to Bobbie Holman:
I am happy that I made the move to Long & Foster. The "atmosphere" is positive. Real estate is not an easy profession and the work environment is very important. I am abe to ask you questions directly when I have issues where I don't know the answer. I feel that you and Long & Foster want me to succeed and I appreciate your promoting me - for example, with the publication of the awards from last year and the Realtor Spotlight. I also appreciate having an admin who is very positive and wants to help me with whatever I need. The Lunch & Learns are great as well as the training from Mitch, Dan and other Long & Foster employees.