RISMedia's Real Estate Magazine

JUN 2019

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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74 June 2019 RISMedia's REAL ESTATE {Power Teams} Leadership: What Does That Mean? by Jim Knowlton L eadership is one of the most writ- ten about topics today. In prepa- ration for writing this article, I con- sidered the coaching calls I recently conducted with my clients, a task that's led to my proposing that a lead- er not only sets the strategic plan and action items for an organization, but also leads the team by using, imple- menting and mastering new tools. One such tool would be the Daily Suc - cess Habits, or DSH. The DSH is a matrix of pros - pecting activities such as phone calls, emails, texts, buyer showings or appointments that an agent or team leader conducts daily that are connected to a point system, where calls equal one point, show - ing a buyer two properties equals 10 points, etc. The goal is for each team member and leader to achieve 61 points every day. Over the last four years that I've been coaching, it's become clear to me that teams that are made or required to complete their DSH ac - tivities/points by their team leader struggle considerably more than teams that are led by their leader to complete the same activities. If you ask team members how long they think it takes to complete any of the activities, the range is 6 - 8 hours; however, team leaders can complete their DSH in as little as 60 - 90 minutes if left uninterrupt - ed. Team members will see the commitment of the team leader and be more actively engaged at a higher level than teams with lim - ited leadership. Great leaders set short- and long-term goals for both their com - pany and team and then break them down into meaningful and useable systems and tools. They then use those same systems and tools themselves to lead by exam - ple, vastly improving the likelihood for success. The total process goal of the leader is to remove any limiting beliefs and obstacles that may stand in the way of success while meeting daily and weekly with their team to hold everyone accountable. Outcomes for the team member and the team as a whole should always focus on a win-win, thereby guaranteeing the success of the whole team. Nearly three decades of real estate experience—in- cluding 15 years of coaching with Verl Workman—has made Jim Knowlton one of the top agents in the country and one of the most popular coaches on the Workman Success Systems' team. In addition to serving as Director of Coaching for Workman Success Systems, Knowlton also owned and managed several real estate franchises, earned numerous awards for his performance and continues to lead a Keller Williams Mega Agent team in New Hampshire today. Contact him at Jim@WorkmanSuccessSystems.com. 10 23 37 48 61 Great leaders set short- and long-term goals for both their company and team and then break them down into meaningful and useable systems and tools.

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