team dynamics for agents - tennessee · pdf...

[email protected] Team Dynamics Team Manual©, All Rights Reserved www.realestateguidance.com

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… ______________% ________________________________________________________________________

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§ #2: Buy Back Your Life! ______________%

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§ #3: Take Your Production to the Next Level. ______________%

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§ #4: Sell Your Business? ______________% ___________________________________________________________________________

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For more team info, visit www.realestateguidance.com


WHEN...IS IT THE RIGHT TIME FOR A TEAM?

Reason #1: ____________________________________________________________________

Reason #2: ____________________________________________________________________

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: ________________________________________________________________________

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-‐or-‐

or both!


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) _______________________________ ________

� Email/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 www.realestateguidance.com



STAGE 3…DELEGATION

WHAT’S AN ADMINISTRATIVE ASSISTANT’S TIME WORTH?

Gross Commission Income Earned by You in 2014: $ _______________________________(A)

Average # Hours per Week ________ x 52 weeks: = ___________________ (B) Total Hours

$ ___________________ (A) ÷ #_______________(B) = $_______________ Hourly Rate

Considerations Unlicensed Assistant

Employee Licensed Assistant

Employee

Licensed Assistant

Independent Contractor***

Virtual Assistant

Independent Contractor***

How Paid Hourly or Salary Hourly, Salary or Per Transaction

Hourly, Salary or Per Transaction

Hourly, Salary or Per Transaction ONLY if licensed

What Can They Do?

* Any activity requiring license unless restricted by company

Any activity requiring license unless restricted by company

Normally not licensed; normally “project” oriented

Benefits Yes** Yes** Not Usually Not Usually

Restrictions “Per transaction” compensation not allowed

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?


WHAT’S YOUR TIME WORTH?

WHAT’S YOUR BEST OPTION?


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 www.realestateguidance.com)



§ 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

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Notes: ________________________________________________________________________

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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 30-‐60 Days to re-‐order your growth?

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WHAT... WILL I PAY MY TEAM MEMBERS?

§ Team Associate Pay Plans

#1. ______________________________________________ _______% to _______%

#2. ______________________________________________ _______% to _______%

#3. ______________________________________________ _______% to _______%

Notes:



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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…www.realestateguidance.com

Team Contract Terms

§ Independent Contractor

§ Types of Income

§ Types of Income Per Activity

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BEING…A GOOD BUSINESS PARTNER

Notes:

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team dynamics for agents - tennessee · pdf...

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