Club Wealth TV

Getting the right people on your team is hard, and keeping them is even harder. Retaining team members for as long as 20 years is nearly unheard of, yet our guest has done just that. What are keys to hiring well, keeping people on your team for a long time, and creating a family feel? How does a dynamic of responsibility and humility impact culture from the top down? On this episode, we talk to Heidi Hines about creating a culture of people who want to win, who love their team, and want to stay.

Make sure people feel good. You want people to want to come to work. -Heidi Hines

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Try to maintain good relationships with all agents. We never know where our next great recruit will come from.

RecruIting people on the other side of the transaction is a great idea. When we work with someone on a transaction, we get a feel for what it would be like to work with them. You get to see how they handle themselves under pressure, and that’s important.

Culture is key to a successful and happy team.

A good real estate agent who doesn’t fit into your culture is a bad hire. The right person is good, and they also fit into the culture. If you can get that right, you’ll find that people will stay longer and love working with you.

Be humble & take responsibility.

The single most important word in creating the culture that is going to see you through the tough times is “humility”. As a leader, remember this isn’t all about you. There is a group of people working together for a common goal. When something goes wrong, it’s ultimately your responsibility. The key is taking ownership, but not letting it drag you down.  

People don’t stay on our teams because of the money or the leads. They stay because of our culture. Culture is the sum of all the people on our team, and you have to be really careful about who those people and personalities are. The goal is to get the team to the level of being a family. Foster an environment of humility, teamwork, positive conflict, and value. If we want to create a life worth living, we have to co-create it with other people. Don’t focus on the result of selling houses. Focus on having a great culture of great people who serve our clients. If we do that, the rest takes care of itself.

Guest Bio

Heidi is a full service Realtor and has been a top producing team leader in and around Charlotte, NC, for over a decade. Heidi is a dynamic marketer that gets quick and profitable results for her sellers, as well as aggressively working for each buyer to help them find their next dream house. Heidi and her team, TeamHeidi, are continually recognized through local and national awards.

People fail in real estate because they don’t put the effort towards prospecting and lead generation. How do you create an environment where people are excited to come in and put in the work? How do you create a career trajectory that will actually lead to success? How do you set better standards? On this episode, we talk to authors of the book, The Million Dollar Real Estate Team, Chris Watters and Bradley Pounds about the lessons they learned in building their mega-team.

It is your job as a team leader to build a high energy environment where people want to be in the office calling and prospecting. -Chris Watters

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Recruiting first

If you want to build a mega-team that’s going to do big production, you need a full-time recruiter especially when you’re in that beginning stage of building up. Once you switch from agent to team leader, you’re in the recruiting business and you’ll spend a long time doing that.

Build an effective career trajectory

Build a graduating ladder for your agents so that they know that they have earn the leads that have the highest conversion rates. If agents don’t learn this, they’ll never appreciate the work it takes to prospect.

“Appointments set” should be the first thing you measure

It’s so easy to get focused on deals closed but what you should be measuring first is appointments set because that drives everything else. That will also tell you if they are putting forth the activities and applying effort needed to succeed.

When you’re trying to build your mega-team, it’s so easy to put recruiting on the back burner, but it should be a focus if you really want to get the results you want. Finding the “who” is the most important ingredient to your success so you have to have a good system for it. Remember, what you are looking for are individuals who are highly coachable, and if you have a natural tendency to hold onto recruits for too long that’s something you should work on. You have to set objective standards because they are a good predictor of how someone will perform over time. Proactive lead generation comes down to having the right people in place, and the right environment to get people into prospecting.

Guest Bio

Chris is the founder of Watters International. In 2016, his team successfully closed over $100+ Million in sales and helped hundreds of families in the purchase or sale of a home. In 2015, Chris began opening branches across Texas and partnering with other successful agents and team leaders, assisting them in duplicating their success. To find out more about Chris and his team, visit http://www.christopherwatters.com or find out more about his book on getting started on building a team at wirbook.com.

Today, buyers have agents coming at them from many directions. Until we have a buyer agency agreement with that person, we don’t have that client. How can we get creative about getting in front of more buyers, while positioning ourselves as the experts? How can we leverage our expertise with banks and lenders? On this episode, Rachel Kennedy talks about how she has gone from one-to-one to one-to-many with Home Buyer Seminars.

When you have the inventory, the buyer leads are free and they are a heck of a lot better than any buyer lead you’re going to buy, get off of Facebook, PPC or anything else. -Michael Hellickson

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Positioning ourselves as experts sets us apart

A one-on-one, face-to-face appointment is good but you won’t be positioned as the expert. In a seminar, you get to sit with a person for 3 hours, you’re teaching them, and you’re the expert so you don’t have competition.

Retarget your seminar attendees

When we have people who attend our buyer’s seminars, we should retarget them so we can keep engaging with them. We have to make sure we retarget them on more relevant content and not sales stuff.

People want what they can’t have, and we can leverage that  

With so many agents trying to get a buyer, we have to offer something different that will make them want to sign and stay with us. A VIP buyer’s program is a great way to do this, and it’s an easy thing to add to prospecting scripts. When they say “I’m already working with an agent”, say “So they must have a really great VIP buyer’s program...”  

When we put the work into home buyer seminars, VIP buyer’s programs, and investing in the marketing, all we’re doing is setting ourselves further apart as experts in our markets. When we get a group of people in one room and show off our expertise, we get to hit many targets at once. We are going to have higher quality leads of people who have already been primed for what we do, and we can also easily become an expert in the eyes of lenders and the banks. This eliminates any competition, removes doubt for the buyer, and allows us to incubate our own future clients.

Guest Bio

Rachel Kennedy is the principal and founding broker of The Kennedy Home Group in Denver, Colorado. For more information or to contact Rachel's team, visit https://www.seedenvercohomesnow.com/team/

Few agents use buyer’s intake to bond with their potential buyers, even though it’s the perfect opportunity to find out more about motivations and needs. The market has changed tremendously in the past years. How do we stand out as an agent when our buyers can find homes by themselves online? What should our end goals be for buyer consultations? How do we build trust? In this episode, Jesse Zagorsky shares how he uses buyer intake forms to bond with new buyer clients.

People lose sight over their emotional reasons for buying once they get into the logic down the road. You gotta bring them back to emotion. -Jesse Zagorsky

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

We must have an unique sales proposition in place. People no longer need us to see listings because they can go online and see homes by themselves. Be creative while explaining what we can do beyond that. Consider giving them a giftcard, or put an unexpected clause in the buyer’s form that involves a free bbq meal after they buy the house.

When using a buyer form, our most important goals are to understand what they want and convince them that we can help them get the home of their dreams. During the consultation, 70% of the time we should be listening and taking notes on what is important to them. Bring that information later to show them that we actually care about their needs.

You build trust when you let them know they can get out at any time and they have no obligations towards you in case you do a bad job. This demonstrates how sure we are of our skills and confident that the whole process will go well.

In the past, real estate agents had all the leverage. We had access to the lists of homes on the market. Today, anyone can find what’s listed in a few clicks. Our unique proposition can no longer be that we find a house, simply because our potential buyers can do this by themselves. We have to bring other benefits to the table to persuade them to work with us.

Guest Bio

Jesse Zagorsky is the owner of Live. Love. San Diego homes and a Realtor with over 10 years of experience. He is a system lover and a master when it comes to buyer intake presentations. Jesse has sold over 500 homes so far in one of the most competitive markets in the country. Visit http://livelovesdhomes.com/ for more information.

We all know that building relationships and going that extra mile is what makes us memorable, both with clients and with our teams. How can we go about building strong relationships with our team members? How do we humanize our interactions with buyers and show emotion via text messages? How can we leverage relationships in the digital world? In this episode, Linda and Kellie Revoir share how they leveraged relationships to grow their business.

People look at houses online long before they step foot into the house. -Kellie Revoir

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Agents don’t come to a team because of the culture, but they stay and leave because of it. Daily meetings keep the team motivated and accountable. You get to talk with each agent about what they are doing and how it’s working for them. This will open the opportunity not only to coach them but also find out more about who they are as people and build a relationship with them.

Most houses are seen online and your social media profile is the place where prospects get to know you better by scrolling through your posts. Your social media presence is a representation of you, so make sure you have professional photos and content that will make you look professional and trustworthy.

Text messages are the most effective way of reaching out to potential buyers. The problem is that they lack emotion. But when you add a video of yourself to your text message, it’s easier to reach out to buyers and get more responses. People like when they are given a little bit more attention and when they know they are speaking with a real person, not with an automated message.

Video messages convert more. Not only do they have an open rate of 95%, but when you make it interesting and unexpected, you also appear more friendly and likable. However, the mistake many agents make is to try to convince someone over text to sign papers before seeing the house. Let your buyers see the house first and don’t push the sale. You can’t convince someone who is likely to make the biggest purchase of their life to work with you after you’ve sent them a few messages.

Guest Bio

Linda Revoir is a tier 1 coach at Wealth Club with over 12 years of experience in the real estate industry. She made the jump to building a business in 2006, a decision that completely changed her life. A few years later she was awarded a number of prizes, including: #1 Top Producer (2016), Bronze Award (2008-2016), Silver Award (2012-2016), and Quality Service Certified GOLD. Today, she is one of the most respected realtors in Springfield and surrounding areas.