RISMedia's Real Estate Magazine

SEP 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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70 September 2018 RISMedia's REAL ESTATE What was your biggest obstacle when you first got started in real estate? Initially, my biggest obstacle was that there was no roadmap to follow and very little guidance available. I found my own mentors along the way and I persevered, but I'm sure that it would have been easier in today's environment. You have fairly extensive experi- ence training your agents. Can you tell us a little bit about your coaching background? I received most of my coaching skills during my time with Keller Williams when I left Coldwell Banker to pursue a leadership opportunity. Everything I was searching for was available, and being extremely "learning-based," I soaked it in like a sponge. In my role, I was expected to coach my top 20 percent of the agent roster of 175 agents, and I knew that I needed to be good, so I studied coaching and had a coach myself. I launched a productivity coach- ing program and hired a productivity coach to lead the program. We re- quired all of the newer agents and those not hitting their goals to go through it. When they were in the top 20 percent, they could coach with me or hire a coach. After four years, I returned to Coldwell Banker under the Schmidt Family of ownership and have been back for three years. To- day, this is a different company with a tremendous vision that centers around growth—both for agents and leadership. Please describe your training techniques. The training techniques we use are activity-based. We use written busi- ness plans and demonstrate to our agents what's necessary to attain their personal goals. In addition, there's a hands-on component where scripts, role-play and calls are com- pleted in a workshop setting. Finally, accountability is key, and the agents who commit to the program must come to each session prepared to share their activities for the week. What qualities do you look for in an agent? When I'm looking to go into busi- ness with an agent and bring them into The Schmidt Family of Compa- nies Coldwell Banker operation, I'm looking for a few things: drive, coach- ability, integrity, social style through behavioral assessment, a mindset of collaboration and loyalty. What's the next big trend going to be in real estate? I think we need to continue to em- brace teams and create a roadmap for our entrepreneurial agents to follow. We need to continue to drive home the value of leadership-led brokerages versus cloud brokerages and high-split, no-value concepts. Leadership needs to be inspiring, relevant and credible to attract and retain top agents. We have to be difference-makers in the lives of agents. It's more than a relationship; we have to add value and be invest- ed in their dreams and futures. Where do you see yourself five years down the road? My five-year plan is a growth plan, not only for the region I lead for the Schmidts, but also for me personal- ly. I plan to be a sought-after leader, a business coach for teams, and someone that attracts the best tal- ent in our marketplace both in lead- ership and real estate sales. RE For more information, please visit schmidtfamilyofcompanies.com. Jameson Doris is RISMedia's blog/social media editor. Email him your your blog ideas at jdoris@rismedia.com. Q&A: Felicia Hengle A s president of Ohio operations for Coldwell Banker Schmidt Family of Companies, Felicia Hengle is known for motivating her agents to become more engaged through training. In the following interview, Hengle discusses her training techniques—and what she believes will be the next big trend in real estate. Training Your Agents Effectively by Jameson Doris {Industry Innovators}

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