TEAMDYNAMICS. Pamela Ermen Instructor

Transcription

1 TEAMDYNAMICS Pamela Ermen Instructor Creating a REAL ESTATE TEAM can be the best thing that s ever happened to your business...or the worst! Here are some effective team strategies to ensure that the team experience is not only positive, but profitable for everyone involved! WHAT... IS A TEAM? A Team is a G vehicle for your real estate business. It s a microcosm of a real estate office or company, with the same profitability principles. You MUST understand the concept T L A B O, because you ARE one! Strengths will be reinforced AND weaknesses will be magnified. WHY...IN THE WORLD WOULD I WANT ONE? #1: Leverage Your Business and Your Time % #2: Buy Back Your Life! % #3: Take Your Production to the Next Level. % #4: Sell Your Business? % Page 1

2 WHEN...IS IT THE RIGHT TIME FOR A TEAM? Reason #1: - or- Reason #2: or both! 5 STAGES OF BUSINESS GROWTH STAGE 1 CREATIVITY Begins as a One or One Show! This Stage is supposed to be T! Move from Making Money to! Brand: Owning a Corner of the Consumer s Mind! A E E E Notes: Page 2

3 STAGE 2 SYSTEMS Are you prepared to develop the policies, procedures, systems, documents and programs necessary to grow and support a successful team effectively AND efficiently? (Check Off Completed) Product/System/Service Priority Team Business Plan Program Listing and Marketing Checklists Sales and Closing Checklists Virtual Assistance Programs Transaction Management Solution Phone Distribution System Lead Generation/Capture Programs Lead Tracking/Management Program CRM/Data Base Program Signage Lead Capture Programs Content/Drip Follow Up Programs Branded Business Presentations Personal Domain Website(s) SEO Programs or Products Blogging Platform Facebook Personal/Business Twitter/Social Media Outlets Team Agreements/P&P s Logo and Slogan (Brand) Mission/ Mantra /USP (Brand) Marketing Campaigns (Brand) /E Marketing Product (Brand) Hiring people before acquiring systems is the surefire path to failure. Think of it this way, if you hire a team member and can t plug them into systems, procedures and lead generation programs, what do you think they ll plug into? (Anyone getting a mental picture of a dog with a new litter of hungry puppies!) It s no wonder that many Top Producers equate Teams with pain, NOT growth... Request a copy of the complete article on the 5 growth traits on Page 3

4 STAGE 3 DELEGATION WHAT S AN ADMINISTRATIVE ASSISTANT S TIME WORTH? WHAT S YOUR TIME WORTH? Gross Commission Income Earned by You in 2014: Considerations Average # Hours per Week x 52 weeks: $ (A) = (B) Total Hours $ (A) #(B) = $ Hourly Rate Unlicensed Assistant Licensed Assistant Licensed Assistant Virtual Assistant Employee Employee Independent Independent Contractor*** Contractor*** How Paid Hourly or Salary Hourly, Salary or Per Hourly, Salary or Per Hourly, Salary or Per Transaction Transaction Transaction ONLY if licensed What Can * Any activity requiring Any activity requiring Normally not They Do? license unless license unless licensed; normally restricted by company restricted by company project oriented Benefits Yes** Yes** Not Usually Not Usually Restrictions Per transaction compensation not allowed WHAT S YOUR BEST OPTION? Should meet IC litmus tests** Payment by transaction does not insure an IC relationship Should meet IC litmus tests** Payment by transaction does not insure an IC relationship Most likely to meet IC litmus test; normally off site, in control of time, and hired for expertise. *The Washington Real Estate Commission has stated that unlicensed assistants may not: Show properties, answer questions, or interpret information about the property, price, or condition. Interpret information about listings, titles, financing, contracts, closing, or other information relating to a transaction. Fill in legal forms or negotiate price or terms or hold or disburse trust funds. Perform any act with the intent to circumvent, or which results in the circumvention of real estate licensing laws. **Workman s Comp, Tax, Insurance Contributions, etc. may be required. *REFER to tax accountant. *** Independent Contractors: Hired for expertise? Does the IC consistently determine what will be done and how it will be done? Are hours regulated or do they control their work schedule? OR Does the Team Leader control how, when, where and by whom the work is to be completed? Page 4

5 STAGE 4 COORDINATION The Chicken or the Egg Syndrome: Who Is Your BEST Team Associate? Top Growth Traits of a Successful Team: Hire Right In the First Place! Team Associates should share common C V. Zappos C V: Deliver WOW Through Service Embrace and Drive Change Create Fun and a Little Weirdness Be Adventurous, Creative and Open Minded How Lucky in Life Are You? Pursue Growth and Learning Build Open and Honest Relationships with Communication Build a Positive Team and Family Spirit Do More with Less Be Passionate and Determined Be DISC PROFILES D: Dominant, Decisive and Direct % I: Influencing, Inspiring and Interesting % S: Stable, Steady, Secure and Sympathetic % C: Compliant, Corrective, Self Controlled % Profile Resources: -Excerpts from 5 Growth Traits of a Successful Team: #3: Hire Right in the First Place! I once asked one of the most successful Team Leaders in the country what he would define as THE most important factor in a successful team. Hire the right people, he responded without hesitation. Seemed simple enough, but as we all know, simple and easy are rarely the same thing. Asked for further insight, he shared how important it was to first clearly define what the traits of a successful Team Member literally looks, feels and acts liked based on your expectations and your type of team... (read the remainder of this and all 5 growth traits on Page 5

6 4 Team Business Models Which One Are You or Which One Will You Be? Administrative Team Members Only Buyer Associates Only General Team Associates Specialty Team Associates (List of Specialty Team Positions available on line) STAGE 5 COLLABORATION Rainmaking, Reinventing and Reaching Out! Resources to Expand Your Vision and Increase Your Team s Productivity Notes: Page 6

7 5 Stages of Business Growth: I AM I SHOULD BE 1 Word! #1: Creativity #2: Direction #3: Delegation #4: Coordination #5: Collaboration Are You Out of Order? What are your Top 3 priorities for the next Days to re- order your growth? WHAT... WILL I PAY MY TEAM MEMBERS? Team Associate Pay Plans #1. % to % #2. % to % #3. % to % Notes: Page 7

8 Healthy communication and relationships require both parties to have a clear understanding of the expectations of that relationship. Unless you can establish common expectations, it s a sure thing that someone will be disappointed. Worse yet, trust...the basis of any quality relationship... is damaged. As they say, a satisfied customer tells one person, a dis- satisfied customer tells 10! You can expect the same from a disillusioned Team Associate. Protect your reputation by putting your relationship IN WRITING! To Request a copy of the entire 5 growth traits Team Contract Terms Independent Contractor Types of Income Types of Income Per Activity Page 8

9 BEING A GOOD BUSINESS PARTNER Notes: Page 9