RISMedia's Real Estate Magazine

AUG 2018

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

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RISMedia's REAL ESTATE August 2018 83 "None of us is as strong as all of us," explained Tom Dempsey, divi- sional vice president of National Sales for Quicken Loans, sponsor of the webinar. "Teams are critical to our success. Everything that we do is centered around the team en- vironment; it's part of our culture." Jean Marotta, vice president of Relocation Services at Berkshire Hathaway HomeServices PenFed Realty—No. 33 in RISMedia's 2018 Power Broker Report for sales vol- ume—believes a firm foundation predicates success. "I have always subscribed to a uni- versal strategy for building teams," said Marotta on the webinar. "There are key components that you need to have: creating consistency; creating and maintaining a healthy environ- ment; creating boundaries; creating the rules of engagement; creating re- alistic expectations…and, of course, we're big on training." According to Deni Carrell, man- ager of Relocation and Client Ser- vices with Carpenter REALTORS®— headquartered in Indianapolis, and No. 201 in RISMedia's 2018 Power Broker Report for sales volume—all of the components are essential. "Setting expectations, training, communication and checking per- formance—making sure the agents are converting and that they're on the right team for their business plan and their personality…those are all important to have successful teams," said Carrell. Behavioral considerations, for ex- ample, are key. "In our training of both our in- ternal teams and our external teams, I talk about the 'etiquette' of teams, the behavior of teams… and we spend a lot of time work- ing on team-building, [and] working on lines of demarcation and bound- aries, so we have teams that are respectful to each other," Marotta said. "Teams are so dynamic; they bring so many personalities and ego." Also crucial is grasping the nu- ances of each temperament, so that members mesh together well. "We get something in writing that tells us a little bit about them… their business…where they live… their hobbies..." Carrell said, ref- erencing Carpenter's Relocation Specialist Profile, a questionnaire. "We find it important to pair per- sonalities, along with skillsets, to make sure someone is on the right team." Additionally, both Carrell and Ma- rotta have baseline requirements for teams, from experience (two or three years, for instance) to personal production. "Regardless of which team the agent is on, we typically like no more than 25 - 30 per- cent of an agent's business to come from our depart- ment," said Carrell. "We want to make sure they're growing their own business…[and if a] source does not exist, or if the business of that source de- clines, our agent is still able to be successful without it." Education is paramount, as well, and that entails face-to- face interaction and online training. "That's our responsibility—to pro- vide the education and communica- tion," said Marotta. "We can't take away from the value of that personal communication, besides the tech- nology, that we use to support the teams." RE To view the webinar in full, visit https://bit. ly/2N5IM29. Suzanne De Vita is RISMedia's online news editor. Webinar Recap: The Power of Teams: What Makes Them Tick? by Suzanne De Vita D evoid of marketshare or size, brokers have extensive operations to oversee—an obligation often streamlined through structured teams. As demonstrated in the recent RISMedia webinar, "Leveraging the Power of Teams"— moderated by Verl Workman of Workman Success Systems—there are benefits to embracing teams, including the departmental groups that keep revenue streaming in.

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