Transform your real estate business into a sales powerhouse
In The High-Performing Real Estate Team, experienced real estate coach Brian Icenhower shares the systems and secrets of top real estate agents and brokerages. The book offers actionable systems and processes that can be immediately implemented to take you, your fellow agents, and your team or brokerage to the next level.
Focusing on the 20% of activities that drive expansion, this book shows you how to create renewed enthusiasm, productivity, engagement, and exponential growth at your real estate team. With this book, you will:
- Discover how to create a viral goal that spreads throughout your team and drives change
- Learn to focus on core activities that result in the majority of your growth and productivity
- Cultivate personal responsibility with public accountability and accelerate growth with a custom team dashboard that measures metrics for success
Written for real estate agents, teams, brokerages and franchise owners, The High-Performing Real Estate Team is an indispensable resource that will guide you toward growth while providing you with the resources and downloadable materials to reach your goals faster.
Table of Contents
Preface: How To Use This Book To Grow Your Teams ’ Sales xi
Introduction xvii
Part 1 What ’ s Your Viral Goal? Commissions Earned, Volume Closed, or Units Sold? 1
1 Viral Goals Propel Team Members to the Next Level 3
2 Make it SMART: Specific, Measurable, Achievable, Relevant, and Time-Bound 13
3 Make the Viral Goal Motivate Every Team Member, Regardless of Their Role or Season of Life 25
4 The Org Chart: How to Structure a Real Estate Team for Maximal Growth 37
5 How to Pay Real Estate Team Members: Typical Compensation Structures for Each Role 45
The Team Book Club: Part One Discussion Guide 61
Part 2 The Sales Team Activities That Will Grow Your Pipeline 67
6 Focus on the Right Metrics: ABIs versus RBIs 69
7 Build Your Inventory Pipeline with a Proven Model 83
8 Your Pipeline - One Step at a Time 89
9 Plotting Progress - Where Metrics Meet Milestones 95
10 Which Activities Should Agents Delegate to Administrative Staff to Improve Sales? 101
The Team Book Club: Part Two Discussion Guide 121
Part 3 Cultivate Personal Responsibility Through Team Accountability 125
11 All the Tools You Need to Keep Yourself and Your Team Accountable 127
12 The Four Key Accountability Questions: Consistently Checking In with Everyone 139
13 Make Sure You ’ re in the Right Head Space: Cultivate an Internal Locus of Control 147
The Team Book Club: Part Three Discussion Guide 159
Part 4 Powerful Team Tools to Drive Growth 163
14 How a Team Dashboard Will Help You Drive Growth, Provide Focus, and Onboard New Agents 165
15 Team Motivation: Using the DISC Behavioral Model to Help Team Members Understand and Adapt to Their Differing Styles and Motivations 185
The Team Book Club: Part Four Discussion Guide 195
Part 5 Huddle Up and Make a Plan 199
16 Growth Huddles: A Powerful Tool for Meetings Done Right 201
17 Create Your Annual Goals and One-Page Team Business Plan … and Focus Your Growth Huddles on Them 219
The Team Book Club: Part Five Discussion Guide 229
Index 233
