NORTH CAROLINA EDITION
SUCCESS– These 7 Habits Are the Real Secret to Success Top 4 Ways to JUICE UP YOUR OPEN HOUSE STRATEGY FEATURED AGENT
ANNA GRANGER COVER STORY
CYNTHIA QUARANTELLO
Your Secret PRESENTATION WEAPON Why Delegating is the Key to LONG-LASTING SUCCESS
NORTH CAROLINA EDITION
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CYNTHIA QUARANTELLO
ANNA GRANGER
CONTENTS 4) SUCCESS–THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS 13) TOP 4 WAYS TO JUICE UP YOUR OPEN HOUSE STRATEGY
19) YOUR SECRET PRESENTATION WEAPON 22) WHY DELEGATING IS THE KEY TO LONG-LASTING SUCCESS
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Success– These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all? The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of 4
their lives don’t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few. It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high
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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.
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BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.
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BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests? Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life. Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t
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fear asking questions. They fear not asking those questions and growing stagnant.
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BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.
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BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty. Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.
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BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest. Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.
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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.
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BE FEARLESS Successful people know that to give in to fear is a choice. They don’t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears. All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, don’t give up if you fail the first time. You must always try and try again.
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CYNTHIA QUARANTELLO Top Agent Magazine
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CYNTHIA QUARANTELLO With her background in marketing and project management, Cynthia Quarantello realized she’d developed the perfect toolkit of skills to be an amazing real estate agent. She took the leap and started her real estate career while in New York. In XX she moved to North Carolina and joined Keller Williams, a perfect fit for her enthusiastic, motivated style. She now leads a thriving team of seven including herself, three buyer’s agents, a closing coordinator, a listing coordinator and a marketing coordinator. She serves Cary, Raleigh, Apex, 8Copyright Top Agent Magazine
Holly Springs and the XX area. An impressive 70 percent of her business comes from repeat and referral clients. What sets Cynthia and her team apart from other agents? “We are a team of highly dedicated, service-focused realtors. Our clients know they will receive empathetic and patient customer service and support from an experienced, polished and motivated staff,” Cynthia says. She is very ethical and dedicated to ensuring her clients are happy. As a result, her Top Agent Magazine
past clients are eager to spread the word about the amazing service she provides. Cynthia has a degree in Advertising, Marketing & Business and is known throughout her area for thoroughly marketing her listings with care and flair! “My education allows me to see things differently. I’m not the average agent,” she says. “We take the time to make sure each house is thoroughly prepared. Buyer’s agents love showing our houses too because we upload tons of information for Top Agent Magazine
them and we make their jobs easier!” Cynthia hires a professional stager to stage most of her listings. The stager ensures the home is ready to be shown in its very best light. Cynthia has a detail-oriented, artistic photographer on her team who photographs each listing; and she uses video and drone photography. For each high-end listing, Cynthia develops a glossy, high-quality brochure. Whether the house is a $100,000 or $1 million dollar house, she creates a 3D, virtual reality “Matterport” tour of the listing. “We Copyright Top Agent Magazine9
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feel every client deserves great marketing,” she says. She also knows that today’s buyers are online, so she conducts a savvy campaign for each listing via social media and on multiple real estate websites. Every year Cynthia and her team throw a large, well-attended client appreciation party. They also send handwritten notecards and reach out via phone every quarter. Cynthia often becomes friends with her clients, meeting them for coffee or lunch to catch up and enjoy each other’s company. “That’s how we keep them coming back to us and referring us–they like us!” Cynthia says with her characteristic smile. Top Agent Magazine
What does Cynthia like most about her job? “I love problem solving and being creative. That means I love selling hard-to-sell listings! And I really love when I connect with a family who needs my support. Real estate agents are therapists sometimes. I love connecting with my clients and helping them when they need it,” she says. To give back to her community, Cynthia teaches new agents and is part of the Agent Leadership Council for her office. She recently joined Bring to Seed, a nonprofit that sends an RV to underserved communities to provide children with a hot meal and someone to read to them. Cynthia adopted her own children and is an advocate Copyright Top Agent Magazine 11
for adopted families and foster children. She and her team members are also all big animal lovers and dog owners. When she isn’t working, Cynthia spends time with her two children and her husband of 21 years. “I love my family. My children and my husband are my life.” She and her family recently bought a mini-farm where they raise chickens! For
the future, she plans to expand her team by adding two more buyer’s agents as well as an assistant listing agent. She has an ambitious goal this year of $50 million in sales. Down the road, she’d love to be a real estate coach. With her dedication to her clients, her agents and her community, she’s sure to make those dreams a reality!
To find out more about Cynthia Quarantello, you can contact her via email at cynthia@cqrealtygroup.com or by phone at 919-830-9051. You can also check her out online at CQRealtyGroup.com. www.
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Top 4 Ways to Juice Up Your Open House Strategy by Rob Flitton
I go to open houses, but not just because of my profession or interest in architecture and interior design. I go to open houses to see how effective real estate agents are at selling. It has been rather eyeopening because there is very little selling going on—the average open house strategy needs work.
1.Build a Dynamic Open House Booklet After they leave, open house visitors will discard a one-page for-sale info sheet naming a home’s features. But they will keep, and possibly use, a 6 or 8 page booklet loaded with interesting items that directly solve problems for them.
Perhaps “selling” is considered an outdated skill, or that it feels socially awkward for agents to be regarded as a salesperson. But if you’re a real estate agent, you are a salesperson. At most of the open houses I go, I see money floating out the door every time a visitor leaves because of the agent’s inability or refusal to sell.
It will require some strategic thought to nail the content and design, but perhaps include: (i) descriptives about the benefits of buying the property you’re showing, and not just data, (ii) compelling reasons why they should consider working with you along with a web link to search for listings on your website, (iii) a web link telling them how to get a prompt, written estimate on the value of their home, or to find out what other homes in their neighborhood sold for, (iv) possible discounts on real estate related services—maybe a reduction in fees from your preferred lender, or a reduced home inspection price, (v) possible discounts on non real estate related items.
An open house is a lucrative opportunity to find buyer or seller clients –selling the listing itself may also be the goal, but an agent should not pass up this chance. There are 4 distinct strategies an agent can immediately employ to juice up their open houses and get awesome leads. Top Agent Magazine
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If you combine this dynamic booklet with properly trained closing language, as touched upon below, it is something the average person will either keep and use or pass along to someone they know. A well designed booklet can bring you a lot of business.
data—and they are void of interesting or problem-solving information.
2.Work The Neighborhood A few days prior to your open house, find the names and addresses (from tax records—or elsewhere) of, say, 20 homes in each direction from the Pre-internet, both open houses for open house. resale listings, and model homes for new construction, relied on strategic For the cost of postage and some collateral materials (handouts). Vis- sweat-equity, mail a postcard to these itors were ostensibly looking at sev- 80 homeowners inviting them to the eral competitors at the same time, so open house and offering something collateral materials had to have the unique and compelling—perhaps a power to bring them back to your drawing or giveaway for those willing site—a great call to action, eye- to provide their opinion on the asking catching color, identification of the price of the home (and the entry card, of course, will net you their email benefits of buying your product. address and phone number). People Yet at open houses today, I primarily are generally nosy and like to be see bland information sheets dis- validated, so asking for their opinion cussing features—the listing price, on something happening in their own the square footage, and the standard neighborhood is very appealing. 14
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And, it is best to mail them again right after the open house to talk about what happened. “From our Saturday open house, we discovered 3 qualified and eager buyers that are now looking for a home in this neighborhood—if you would like to know what your home is worth for these buyers to consider, please give me a call.”
dynamic booklet and say: “Please enjoy our open house, and am hoping you’ll do me a favor. This booklet is loaded with great information about, and if you become interested at some point in buying or selling, would you please call and give me the opportunity to earn your business? Or if you happen to know someone now who is looking now, would you kindly pass this booklet onto them?”
Also, adding on door-knocking or If they reply with a “don’t know” type flyer-hanging to your mailings boosts of answer this usually means they are your neighborhood equity even more. indeed looking but are just not ready yet to reveal this to you, so you will 3.Close and Qualify need to work to make a connection. Engage every single visitor in closing Good consultative sales connections dialogue, because every single visitor are made when you can make them feel you’re not pushy and are able to is there for a reason. directly resolve their problem. While smiling, with shoulders erect, and maintaining suitable distance, A “yes” type of response is great, but look them in the eye and offer your you should take the qualifying step of handshake while stating your full asking them if they’re working with another agent. If they are, the dyname and company—and then ask: namic booklet comes in handy again: “Are you out looking to buy a home “If for any reason your agent is today?” unavailable to show you homes, I can be reached at the phone number in There are 4 categories of answers, this booklet. Plus, it contains fantastic and any answer they provide is an resources for searching online and a opportunity to get to the marrow of discount on financing.” what they need. There are “nos”, “don’t knows,” “yeses,” and “other.” If you can’t get a sandwich, get a bite. If they are definitive about looking, If they reply with a “no” variety of and don’t have an agent, then they are answer, then you can hand them your available for you to work with and Top Agent Magazine
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here again you need the right type of closing and qualifying dialogue. The goal here is to evoke from them their home-buying goals so that you can match and narrow down to a single opportunity. It’s a mistake to present multiple listings to a buyer at once. Ask broad questions and then narrowing questions followed up by “if-then” questions. Example: “What types of functions do you want in your new home, or activities near your neighborhood?” Followed by something like, “is the number or size of bedrooms important to you?” Followed by, “so if I can show you the kind of home we just described, are you ready to go see it and possibly make an offer?”
4.Have Interactive Tech Tools Onsite It is the worst feeling to engage someone as a potential client at an open house and then have no tools available to solve their problem— don’t assume they aren’t going to want to do business right away. If you’re engaging a potential buyer, you better be able to instantly gratify their desire to see viable homes online so internet access and an easily view-able screen are necessary. They may ask you to go see other homes in-person, so you need to have a coagent available to either show them those homes, or spell you off as host while you do. You may be asked to write up an offer for them so you will need the tools and ability to create and e-sign documents.
Naturally, any objections or “nos” you receive in this process are just fan- When a potential listing client is in tastic opportunities to learn about their front of you, you need to be able to needs and earn a connected trust. show them recent comparable sales and may even be asked to list their The “other” thing they might tell you home and will need the tools and is that they’re not a buyer at all, but a ability to create and e-sign documents potential seller. Potential sellers often for taking that listing. go to open houses to find out how their home stacks up, but are you It happens sometimes—but it never aware what the number one reason happens if you’re not ready. they attend open houses is? Potential sellers go to open houses to Rob Flitton is a Seattle Real Estate Mardirectly or indirectly interview you, a keting specialist helping independent agents to increase their income. Email Rob potential listing agent. And they hire robflitton@gmail.com at any time or call/ confident, prepared professionals. text him at 206-612-2314. 16
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ANNA GRANGER When Anna Granger got her start in the real estate world back in 2001, it was as an investor—a role she honed for three years. When she decided to earn her license in 2004, she had already learned firsthand many of the processes when it comes to buying, selling, and renting, and quickly put those skills to the test. Soon after, Anna opened the doors to her own brokerage, 1st Choice Properties Inc, now based in Mint Hill, North Carolina. With seventeen years of real estate experience, Anna has earned a reputation as an industry veteran with a strong commitment to knowledge and follow-through that delivers results. Today, Anna leads a team of nine agents and counting, whose service areas stretch across several counties, with a particular focus on the Charlotte Metro area. To date, roughly 85% of Anna’s business is driven by repeat and referral clientele, a true testament to a job well done. At the core of the team’s in-demand service, Anna cites prompt communication, attention to detail, and high-level client care as the foremost drivers of their success. “I don’t overpromise or under-deliver,” Anna explains. “I do my homework and I’m very detail-oriented. I’m thorough with the information I present. In essence, I make sure that if there could be problems, I anticipate and solve them before they arise. It comes down to a high level of service from the beginning of the client relationship to closing, and even beyond.” Even after a transaction is complete, Anna takes time to nurture her relationships with clients, connecting through annual client appreciation events, newsletters, and the monthly Beer with a Broker event she hosts. A personal touch extends to everything Anna does, and connecting with clients comes naturally. She follows up on major life milestones—from new births in the family to one-year home anniversaries—and even sends out closing statements to last year’s clients during the month of February, in preparation for the tax
season ahead. It’s those little details and value-adds that set Anna and her team apart. Communication also plays a significant role in Anna’s professional philosophy. “I’m not an agent that you hire and never hear from,” she says. “I stay in touch with my clients and I make sure that their questions are answered. It’s my job to take as much hassle out of the process as possible. I focus on what I can control and minimize any type of risk, while maximizing profit for my client. I take a very honest and strategic approach. No nonsense, no overpromising. That’s what clients depend on.” When it comes to listing properties, that same ambitious focus is in play. All properties enjoy professional staging and photography, as well as various video footage. Pre-inspections, appraisals, title searches often times pair with pricing analyses so that the proper numbers are crunched before a home’s market debut. Then, syndication across the MLS, social media, and major national and international online listing platforms ensure maximum exposure to source the ideal buyer. As a fourteen-year resident of Mint Hill, Anna knows the area and inventory firsthand, offering an expert’s insight to her clients. Likewise, she makes it a point to give back to her community. She serves on the Board of Directors for the Chamber of Commerce and regularly supports her children’s local schools in various fundraisers. In her remaining free hours, Anna most enjoys spending time with her family, loved ones, and friends, hiking in the great outdoors, and escaping for the occasional ski adventure or trip to sandy beaches and palm trees. Looking ahead, Anna has plans to continue growing her thriving enterprise, with hopes to further develop and add to her talented roster. Last year, she opened a new brick-and-mortar office and the growth of her business has followed. In the future, she hopes to offer free seminars to aspiring homeowners and sellers, lending her hard-won knowledge to her community at large. “I take my clients from where they’re at to where they want to be,” Anna finally reflects. “There’s no one-size-fits-all approach. I craft my strategy based on my clients’ priorities. Closing is great, but delivering that sense of victory for clients, even when a transaction isn’t easy— that’s what it’s all about.”
To learn more about Anna Granger, e-mail AnnaGrangerHomes@gmail.com, https://www.facebook.com/AnnaGrangerRealEstate/ visit 1stChoiceProperties.us, call (980) 272-6300, or visit her Facebook page here. www.
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Your Secret Presentation Weapon by Rich Levin
You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best? Here’s how. “The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition. “I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?” Top Agent Magazine
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Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly. Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day. A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.” AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price. This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have 20
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only been viewed by my buyers. It’s fun for me. It’s the best way to give you the competitive edge.” C – Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice—something that looks perfect—would you be able to come fairly quickly to see it?” You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf. A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like? The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction. Top Agent Magazine
The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them. The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process. In my work, I occasionally accompany Agents on listing presentations—Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them. This is an advanced skill that raises your effectiveness and enhances your relationships and your results. It requires preparation and practice. It is a secret weapon that can shift your work and your career into the next gear.
Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business. Copyright©, Rich Levin. All rights reserved. 21
Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.
DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as 22
a leader, develop your managerial skills? While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process. Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your
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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.
management skills, in addition to lightening your load for the better.
DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.
DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for Top Agent Magazine
questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.
DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished. Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.
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