Education & Training with Performance Development Strategies

What do some Active Rain members remember from when they were new agents?  According to some posts I have read they realized they had to do it on their own because they did not have broker support.  Then too, I have also heard brokers tell me that all that does not matter as long a a person is "hungry."  While you always have a few who will do it what ever it takes you hare actully hurting your own growth if you don't take a stronger leadership role.

The reason that a group of individuals is not achieving desired outcomes is usually traced back to the leadership. That’s right. If all of the students fail the exam, then the fault lies with the teaching. Like students and teacher, you and your group may not be on the same page.

Management and Leadership are both important but there is a difference between the two. A good manager has proper control of systems and procedures and a good leader will inspire action and model behavior. We can help people follow our leadership by creating an environment where people will join “the team” because they see the purpose. They understand the vision and the “big picture” as well as the values of the organization for which they work.

Today’s fast-moving business environment demands that an effective leader be both a well-organized administrator and highly adept in understanding people’s basic needs and behavior in the workplace. People want to know the purpose of things therefore a leader should be open with communication. Share the vision and values but also share your goals and share the results. A CEO that keeps results secret breeds distrust. The most successful businesses and business leaders practice “open book” management. This will earn trust and commitment.

We must fully engage with our team because the business environment is always changing and evolving and the way we do business and communicate must also change. We see this in the changing Gallop engagement surveys. There are findings in older Gallop engagement surveys that are still important such as the desire of employees to have the opportunity to do what they do best and be recognized for a job well done. But other points relating to economy and generations have begun to show up.

A study released in October 2012 conducted by MSW Research and Dale Carnegie Training surveyed 1500 employees nationally. Results showed only 29% of employees are fully engaged while 26% are disengaged.   Bottom line is that in all of these surveys many employees listed similar key drivers for engagement, such as their relationship with their immediate supervisor, belief in senior leadership, and pride in working for the company. That needs to be addressed by business leaders. Disengaged employees do not contribute and worse, they could alienate your customers.

In real estate as elsewhere, careless unengaged agents can ruin a business by driving away customers. The team should know how to measure loyalty, how to wow customers, and how to deliver on and exceed expectations.   The right people need to be placed in the right positions. Jim Collins talks about this when he says, “Get the right people on the bus, the wrong people off the bus, and the right people in the right seats”. Then focus of the vision, the goals, train, develop, and engage.


Positive Business Communication

Leaders who navigate the team and create engaged agents and employees will be rewarded with loyal customers and more business success. Make that a goal for your business.  For a similar post on our website see IF THE TEAM IS NOT GETTING IT DONE START LOOKING IN THE MIRROR.

Would you like to know how to find the best people and retain them?

Contact Us for a Free Consultation

or call 914-953-4458.



Re-Blogged 3 times:

Re-Blogged By Re-Blogged At
  1. Roy Kelley 03/23/2018 01:00 AM
  2. Debbie Reynolds 02/01/2018 05:00 AM
  3. Gabe Sanders 02/07/2018 11:45 PM
Real Estate Best Practices
New York Westchester County
Coaching and Mentoring
real estate leadership development
leadership development in armonk ny
leadership development in southern florida
getting new real estate agents off to a fast start

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Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Engagement is crucial! Well done Grant!

The team should know how to measure loyalty, how to wow customers, and how to deliver on and exceed expectations. 

Jan 30, 2018 06:35 PM #19
Debbie Laity
Cedaredge Land Company - Cedaredge, CO
Your Real Estate Resource for Delta County, CO

Having a great support system is key when you are new. I'm thinking about what I will write for this challenge and that is part of what my post is going to be about. 

Jan 30, 2018 06:43 PM #20
Lisa Von Domek
Lisa Von Domek Team - Dallas, TX
....Experience Isn't Expensive.... It's Priceless!

Management and Leadership are two separate sides of the coin Grant Schneider and they are rarely both "heads"! 

Jan 30, 2018 09:02 PM #21
Roy Kelley
Realty Group Referrals - Gaithersburg, MD
Roy and Dolores Kelley Photographs

This is excellent advice to share with team leaders and managers.

Jan 31, 2018 04:15 AM #22
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Good morning Grant.  Those in charge of larger teams have a daunting task in keeping everyone motivated and engaged.

Jan 31, 2018 04:31 AM #23
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Jeff - that is right about having sense about what you bus is about or even customers won't get on.

Sharon - knowing how to exceed expectations is, of course, a large forward going success factor.

Debbie - no one likes to be hanging out with no support.

Lisa -  glad you pointed that out.  In a partnership I know one has great management and control the other is inspiring.

Roy - thanks, It should be shared.

Gabe - that is a major part of their job.

Jan 31, 2018 04:45 AM #24
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

Hire the people that have the strengths you need. That to me is the secret of building a team. 

Jan 31, 2018 07:16 AM #25
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Grant this is so valuable of a post, just to mention my Manager is truly wonderful, open and caring, that is why I am still there. Then on top he has an attitude that it is more important to him to have a good chemistry in the office then to hire some of the big producers that he thinks will not fit into the mix... in spite of that we almost made a Billion Dollars in 2017.... now with that said we all get along 90% of the time Endre

Jan 31, 2018 07:15 PM #26
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Good morning, Grant Schneider creating a team is similar to creating an office.... success starts at the top.... and the selection of agent and/or team members is accomplished one agent at a time.... it's all a test and hiring the right agents for the right position is a challenge.

Feb 01, 2018 05:34 AM #27
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Good morning Grant. I never worked in a team but appreciate the nuisances you point out here.

Feb 01, 2018 07:21 AM #28
John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL Real Estate GRI, SRES,GREEN,PSA

Grant, I am seeing more and more teams that consider being laid back without a lot of structure to be what they are looking for.

I come out of a time that instilled a great work ethic and it puzzles me how people can be so lacks and thing they can be successful.

Thanks for a great post.

Feb 02, 2018 05:29 PM #29
Debe Maxwell, CRS | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

A great manager, setting the stage and encouraging positive culture is a recipe for a winning team, for sure! For me, it's all about the culture and if you're engaged, your team is engaged, customer service attracts referrals again and again.

Great post, Grant! 

Feb 02, 2018 07:54 PM #30
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Debbie - yes, that is important.  You shouldn't also have all the same but diverse skills.

Endre - yes and culture is another way to describe chemistry and that does matter.

Barbara - it needs to be one at a time to take time to on board each.

Sheila - thank you so much for understanding that.

John - teams do languish if they do not have a good leader.

Debe - yes, once again the culture of your organization makes a difference.

Feb 03, 2018 08:42 AM #31
David Wright
Benchmark Realty, LLC - Brentwood, TN
Real Estate Refined

Strong teams do make a difference. The synergy of the group can be outstanding and accomplish so much more than individuals. As you mentioned , its based on the quality of management and leadership.

Feb 04, 2018 09:57 PM #32
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

David - and yes, the synergy can be facilitated by a good leader.

Feb 05, 2018 10:10 AM #33
Sally K. & David L. Hanson
Keller Williams 414-525-0563 - Brookfield, WI
WI Realtors - Luxury - Divorce - Short Sale

Adding people is one thing...adding talent ...very special !

Feb 08, 2018 04:59 AM #34
Nick & Trudy Vandekar, 610-203-4543
Long & Foster Real Estate Inc 610-225-7400 - Devon, PA
Tredyffrin Easttown Realtors, Philly Main Line

Saw this over on Gabe Sanders repost, what a great article. Every agent needs different amounts of leadership and management, getting it right for each member of your team takes skill and experience. It is not a one size fit alls.

Feb 08, 2018 06:05 AM #35
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Sally and David - and finding the right culture fit is important.

Nick and Trudy - thanks for stopping by.  You are right.

Feb 09, 2018 05:53 PM #36
Dörte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton & rest of Maryland

Dear Grant,

Do not currently have a bus, but good advice for the future.

Feb 13, 2018 09:42 PM #37
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Dörte - yes it is something to keep in mind.

Feb 15, 2018 07:00 AM #38
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