Education & Training with Performance Development Strategies

If you are a successful and profitable real estate agent but think that things can be bigger and better with a team, then read this first.

You will need to do much more than just sell to build a team.  You will need to train, empower, delegate, and create demonstrate vision and values that will be the basis of your team culture.

Unfortunately, I am sometimes contacted by business owners that can’t understand why they have so many  "bad people" and they want me to fix them.

I was asked by a family business what I felt needed to be done to “make their people work.” They did not ask me what they could do differently.

Here is what I learned.  For starters, family members disagreed on the operation of the business. Because of this, some key employees chose to align with one family member over the other. The managers in the business complained about lack of leadership and direction. One manager was very hard on her staff and had no tolerance with people of different capabilities. Ownership allowed this condition to continue and ran around putting out fires. Ownership feared confronting this abusive manager reasoning that it would be difficult to replace her because they felt that it was difficult to recruit and hire in their geographic area. Fact is, it was difficult to recruit because of the tolerance of an abusive environment. This culture created by the entire leadership team was suppressing applicants and potential customers alike. This example shows how disengagement will torpedo the success of the business.

Looking in the mirror and asking what we need to change is never easy. These owners were defensive and made excuses. Pride, however, will not result in a profitable outcome. Embracing change will begin the process of improvement. Here are the starting recommendations to correct this situation:

The owners needed to agree on a clear vision, values and objectives for their organization. In order to have managers that lead, ownership must first inspire. Be clear and be positive. Owners must convey their goals to everyone but they should start with their managers and leaders. They need to help their managers develop interpersonal skills so that they may apply the business objectives in the conduct of their job.

They should hold the managers accountable for objectives that they have the authority to implement. They should give managers a clear description of duties, authority, and responsibility and not countermand a manager’s directives to staff. Rather disagreements should be discussed with managers privately.

Have  a clear understanding of each team member's job and have conversations about expectations. Hold the staff accountable and take proper action to correct errors. And, above all, have a no tolerance policy for abuse.

Develop easy to follow systems and procedures that will facilitate smooth operations.

Develop a customer loyalty program. Create a process to exceed customer expectations.


Generations in the workplace

When ownership is focused and they inspire leaders they will create an enthusiastic staff. The result is that focused owners will empower engaged and focused leaders empowering an engaged staff serving loyal customers. For a similar post on our website see YOU ARE ONLY AS GOOD AS YOUR EMPLOYEES.

Need help in helping your leaders create a workplace of choice?

Contact Us for a Free Consultation

or call 914-953-4458.



Re-Blogged 2 times:

Re-Blogged By Re-Blogged At
  1. Barbara Todaro 04/01/2019 04:09 AM
  2. Roy Kelley 05/13/2019 01:00 AM
Real Estate Best Practices
New York Westchester County
Coaching and Mentoring
engaged employees
high performing teams
high performing teams in westcherster county new york
engaged team creates loyal customers

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Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Sally and David - knowing what each person does and holding them accountable is a key success factor.

Brian - it certainly is.  All companies and all organizations.

George - that is as true and it is a two way street.

Paula - that is certainly a shame.  Being open to change is necessary.

Ron and Alexandra - I believe that and your business is all about branding and core vales.

Richie - thank you.

Peter - thank you for stopping by.

Beth - you bet it does.  Some people who did it well no longer want the responsibility.  Understood.

James -  I can always relate since I have been there before.

Laura - that is why some people have accountability partners.



Apr 02, 2019 05:42 AM #20
Graziella Bruner
NCS Premier Real Estate - Detroit, MI
Associate Broker - Serving Wayne & Oakland County

Great article and I agee with you 100%.  People have to remember, that there is no I in TEAM (Together Everyone Accomplishes More).  

Apr 02, 2019 06:26 AM #21
Julio Vasiu
IXACT Contact - North York, ON
IXACT Contact a ‘next generation’ real estate CRM

You are as strong as your weakest link. 

Apr 02, 2019 07:05 AM #22
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Graziella - that is important and the leader needs special tools to make that happen.

Julio - yes yu are absolutely correct

Apr 02, 2019 11:17 AM #23
Gayle Rich-Boxman Fishhawk Lake Real Estate
John L Scott Market Center - Birkenfeld, OR
"Your Local Expert!" 503-755-2905

Grant, first thing to remove from the equation: EGO. Long ago Wayne Dyer said EGO stood for Edge God Out. I love that. Whether you're spiritual, religious or whatever, ego plays a large role in creating unnecessary strife, in work and in life. 

Excellent blog and I saw this in The Daily Drop. Great coach you are!

Apr 02, 2019 06:18 PM #24
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Grant I could have sworn I commented on this fantastic post, needless to  say I am back... and I am with our friend Gayle Rich-Boxman Fishhawk Lake Real Estate  there is no room for Ego in Teamwork, Endre

Apr 02, 2019 10:53 PM #25
Robin Wells
RAW Chimney Sweep and Inspections - Penetanguishene, ON
Giving Peace Of Mind One Chimney At A Time

Thanks for post.  So true.  You are only as good as your team.  However a great team can make you so much more effective in what you do!

Apr 03, 2019 04:56 AM #27
Matthew Klinowski, PA
Downing-Frye - Naples, FL
Golf Community Real Estate Specialist

Good morning Grant, your post is very timely. I'm in the process of training a new agent who is now a part of the team.  We've established very clear guidelines and roles for each of us and have put the agreement in writing so we're all in agreement and on the same page. Have a good day!

Apr 03, 2019 05:16 AM #28
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Gayle - thank you for stopping by.  I will remember the EGO acronym.  It does fit.

Endre - thanks, ego certainly destroys teamwork.

Robin - team also need a good unselfish leader.

Matthew - you are starting off right.

Apr 03, 2019 06:05 AM #29
Nogui Aramburo
Linda Craft & Team, REALTORS® - Raleigh, NC
Real Estate Professional in the Raleigh Area

I concur!

Apr 03, 2019 08:03 AM #30
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Nogui - I need to check out that book.

Apr 03, 2019 08:16 AM #31
Greg Mona
Faira Homes Corp - Scottsdale, AZ
Real Estate in the 21st Century!

Well done, Grant Schneider! Teams can be a fantastic way to go, provided there is strong leadership, a great fit among the team members, common goals and values, and everybody rowing in the same direction when they hit troubled waters. 

Apr 03, 2019 11:22 AM #32
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

I think it would be difficult to work with relatives.  Being a strong leader isn't for everyone--some pp aren't cut out for it.

Apr 03, 2019 01:29 PM #33
Elizabeth Weintraub Sacramento Realtor Top 1%
RE/MAX Gold - Sacramento, CA
Put 40 years of experience to work for you

I went through quite a few people when setting up my team. One team member is still a good friend of mine even today when I had to terminate her. The reason I had to terminate her is because she wanted to change the way I run my team. Change policy. Give her more leeway to do a different job than the job I needed her to do. So, she was just not gonna work.

Today, my team is a well-oiled machine, all marching in the same direction and sharing the same values and core mission.

Apr 03, 2019 04:13 PM #34
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Greg -have shared values and goals that align creates the culture.

Mary - is tis challenging for sure.  However, many businesses are family businesses.

Elizabeth  - that was probably the best choice for both of you.

Apr 04, 2019 07:44 AM #35
Diana Dahlberg
1 Month Realty - Pleasant Prairie, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

Well stated ... we are only as good as our Team.  I always think of the acronym for TEAM "Together Each Achieves MORE"

Apr 04, 2019 12:22 PM #36
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hello Grant - a team or a family is a unit. Comprised of different people - the 'ppeople' aspect can't be discounted.

Apr 05, 2019 10:44 AM #37
Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Excellent post Grant- Choose wisely when picking your team!  So much can be accomplished when having a well -oiled team who understands the goals as well as what the team stands for. 

Apr 06, 2019 07:30 PM #38
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Diana Dahlberg - thank you for giving my that acronym.

Michael Jacobs -  the people dynamics are always interesting and a good leader knows how to leverage it

Kathy Streib - I know you have had experience with getting the right people.

Apr 08, 2019 07:13 AM #39
faye schubert
Branson, MO
Living the Branson Lake Life

Without a strong leadership, it is inevitable what may happen.

May 13, 2019 05:30 AM #40
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