We coach real estate teams of all sizes and production volumes, but they all ask me the same question, “Sherri, how do I grow and scale my team for greater success?” After 26 years of training and coaching hundreds of teams, I can tell you that the difference between a team that is thriving with year-after-year growth versus a team that is stagnate and plateauing (at the same production numbers) boils down to three leadership strategies and a different mindset of trust.
If you are struggling to scale or grow your team, I would encourage you to focus on these three team leadership strategies that will dramatically increase your effectiveness and production:
1. Delegate All Admin Work
As the team leader/owner, you should only be doing the highest dollar producing skills each day: Being face to face with clients, negotiating offers, going on marketing/listing presentations, or leading and training your sales team to convert more appointments into listings and sales. Delegation is extremely difficult for high, Type-A personalities. After all, no one can do the job better than we can—I get it; I really do. The key is to “get over ourselves and our egos,” and realize that we can hire and train very talented staff to help us provide more value to our clients, be more efficient, and avoid burnout, stress and unhealthy work habits.
Make a list of all the things you love to do and another list of all things you loathe to do. After reviewing these items, ask yourself which are the highest paying tasks and which are the ones that should be executed by an administrative team member? By doing this one exercise, you may find that a majority of your time is spent on the wrong activities.
2. Automate Systems
By effectively using your CRM, you can create workflow automations that work while you are sleeping. Develop a system—even a simple one at first—that follows up with individuals visiting your social channels or engaging with your online promotional videos with an email or text. Having systems for everything creates more efficient operations for you and frees you up to focus on the more impactful, revenue-generating activities that truly drive your success.
3. Duplicate
Once you find that your automated systems are working, you can scale them to create more opportunities and more sales. This is when momentum, skill, proven systems and your team will all combine to double or triple your production without increasing the time that you personally spend making sales happen. Success breeds success, and the opportunity to scale your business will present itself when you delegate, automate and then purposefully duplicate what is working best.
The initial training and coaching time that you give to team members—whether inside sales reps, admin support or others—will be critical and pay huge rewards. It will truly make or break the system you have within your current culture, so mark well your beginnings. Once your system and your people are in place, however, know that the investment you have made in this support system will be the key to exponentially increasing your personal and team success along a sustainable and limitless trajectory!
To set up a demonstration of my exclusive platform—branded to your team—for recruiting and training team members, click here.
Sherri Johnson is CEO and founder of Sherri Johnson Coaching & Consulting. With 25 years of experience in real estate as an agent, broker and executive, Johnson now offers her proven methods through coaching, consulting and keynote speaking services nationwide. She is a national speaker for the Homes.com Secrets of Top Selling Agents tour and is the Official Real Estate Coach for McKissock Learning and Real Estate Express. Sherri has also been named an RISMedia Real Estate Newsmaker in 2020 and 2021 as an Industry Influencer and Thought Leader. Schedule a free 30-minute coaching strategy session or visit www.sherrijohnson.com for more information.
