I've been asked to be on a panel on Tuesday in Natick, MA entitled "How to create a winning team". I've been given a list of possible questions for discussion. Today is my prep day so I thought perhaps those with teams might have additional insight and those that are thinking of building a team might appreciate the discussion.
Why did you choose the team concept? In 2000 when I turned 50, I decided to take golf lessons and build a team. I figured I needed a team to back me when I was out on the golf course. Seriously, I was blessed with a great business and needed the ability to handle increased volumn. I was working way too hard to continue doing it myself with a part time assistant. I needed to delegate more. I currently have 2 buyer specialists, a full time "Client Care Manager" and a part time admin person who primarily sets up and follows up on showings.
What was the best business approach you developed because you were a team? Because I have more time to work "on my business" instead of "in my business", I have developed systems including checklists and communications, which allow the whole team to work more efficiently and which give each customer, whether a buyer or a seller, the same level of service and professional experience.
What has been most rewarding about your team experience? Empowering team members to reach their full potential. Also, since I work with the people I hire, I can choose to only work with positive people. No negative agents allowed. And lastly, I can do the things I enjoy and am best at and delegate the rest.
What have you found to be the biggest challenge? Learning to delegate. Letting go of things that I did myself, my way, for the past 30 years. Also, accountability and managing the varying strengths and capabilities of team members.
What has been your biggest success because you lead a team? Besides getting back my life, the team is able to have the biggest market share of listings and sales in the market place we work in.
What are you doing differently now because you have a team? I no longer work with buyers. I rarely work evenings or weekends. I have 3 jobs: generating leads, marketing and listing properties. This year, I started listing properties only of past clients or in my immediate market area. I am now allowing team members to take listings.
What has been the best business approach you developed because you were a team? Having team members allows me to select an agent who is the best "fit" for a particular client. We use the Disc approach to assigning team members to a client.
What would you reinvent about your team experience? I would clearly define roles, responsibilities and expectations from the beginning rather than making it up as I went along. 6 years ago there were not as many resources available to learn from. Now Howard Brinton has Star Power Team Training and other trainers and coaches deal with the topic of teams.
If you could wave a magic wand, what would you reinvent about the team experience? I would follow Steven Covey's suggestion in Seven Habits of Highly Effective People, "To Begin with the end in mind." I wasn't clear on where I was heading so I didn't establish clear or minimum expectations, or allocate space wisely.
What surprised you most about the team concept after you became involved? I didn't expect to have to be so involved in accountability and lead management, assuming that others had the same level of drive and commitment that I did.
Ok...I think I'm ready. But I'm sure there will be lots more questions for the panel.
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