Nationwide Mortgage 2-19-17

NATIONWIDE MORTGAGE EDITION

BODY LANGUAGE: HOW TO READ YOUR PROSPECT LIKE A BOOK! SCOTT FORMAN

FROM CHAOS TO CONTROL HOW TO CREATE A BUSINESS-WINNING PLAN IN ONE HOUR

ALLEN SMITH

ANN ZIELINGOLD

MANAGERS AND TEAM BUILDERS: FOUR PRINCIPLES TO DEVELOP A GREAT TEAM

NATIONWIDE MORTGAGE EDITION

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SCOTT FORMAN

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ALLEN SMITH

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ANN ZIELINGOLD

CONTENTS 4) BODY LANGUAGE:

HOW TO READ YOUR PROSPECT LIKE A BOOK!

10) HOW TO CREATE

A BUSINESS-WINNING PLAN IN ONE HOUR

14) FROM CHAOS

TO CONTROL

20) MANAGERS AND

TEAM BUILDERS: FOUR PRINCIPLES TO DEVELOP A GREAT TEAM

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Body Language: How to Read Your Prospect Like a Book!

By John Boe Are you aware that your body language gestures reveal your deepest feelings and hidden thoughts to total strangers? The very first sale you must make with each new prospect is to “sell yourself”. If your prospect doesn’t like or trust you, he or she will never even remotely consider buying your product or service. Understanding body language gestures will help you build trust and rapport quickly with your prospects and customers... face-to-face or over the phone.

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Body language is a mixture of movement, posture, and tone of voice. Top sales reps and the most successful managers recognize the importance of nonverbal “buy signals” in the selling process and have learned to “listen with their eyes”. They understand the power of body language and know how to use their gestures and voice tone to establish trust and build rapport quickly. Body language research shows that nonverbal communication has a much greater impact and reliability than the spoken word. Therefore, if your prospect’s words are not congruent with his or her body language gestures, you would be wise to rely on the body language as a more accurate reflection of true feelings.

The good news about body language is that you were born knowing the information. This explains why people from different cultures can communicate effectively without having to speak a single word. In the animal kingdom, every cat, dog, bear, horse, etc. on the planet will use the same body language gestures to communicate with each other. For example, when an animal is angry, they will pin their ears back flat against their head.

Even though people understand body language instinctively, the meaning of “finger gestures” may change from one culture to another. Finger gestures, such as the V for victory sign or the okay gesture are “learned gestures” created by the culture and the meaning often varies from country to country. For example, on January 23, 1968, the USS Pueblo, a Navy intelligence ship, was engaged in a routine surveillance mission off the North Korean coast when it was intercepted by North Korean patrol boats. The 83-man crew were captured and imprisoned in Pyongyang, where they were interrogated and beaten. In an attempt to gain propaganda value from the crew, the North Koreans conducted a news conference. When photographed during the press conference, some of the ship’s crew expressed their disdain for their captors by sticking out their middle finger. While this finger gesture was noticed by the North Koreans they didn’t understand the disrespectful meaning that the gesture implied. After the photos were released worldwide and the meaning Top Agent Magazine

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of the finger gesture was revealed, the North Koreans were politically embarrassed and severely beat the crew.

During your sales presentation, it’s critically important to get started on the right foot. Research shows that we decide in the first few moments whether we like someone or not. Yes, we also judge a book by its cover too. There’s absolutely no substitute for a positive first impression. Create a favorable first impression and build rapport quickly by using open body language. In addition to smiling and making good eye contact, you should show the palms of your hands, keep your arms unfolded, and your legs uncrossed.

Body language is

a mixture of movement, posture, and tone of voice.

You can build trust and rapport by deliberately, but subtly, “matching and mirroring” your prospect’s body language in the first few minutes of the appointment.

For example, if you notice that your prospect starts off the appointment by crossing his or her legs and sitting back in the chair, you should match them by crossing your legs and sitting back in your chair as well. After you believe you have developed trust and rapport, you can verify it by seeing if your prospect will begin matching your gestures. Try leading your prospect into a more open and receptive body language posture by uncrossing your legs and leaning towards the table. If you notice your prospect subconsciously begins matching your body language gestures, congratulations, this indicates that you have laid the foundation of trust and rapport. Conversely, if you notice that your prospect is mismatching your body language gestures, you know trust and rapport has not been established and you need to continue the “matching and mirroring” process.

Be mindful to evaluate the flow of “gesture clusters” rather than isolated gestures taken out of context. Listed below are some important body language gestures that you need to become familiar with. There are two basic categories of body postures; Open/Closed and Forward/Back. In an open and receptive body posture, arms are unfolded, legs uncrossed, and palms are exposed. In a closed body posture, arms are folded, legs are crossed and the entire body is usually turned away.

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Body Movement Gestures • Leaning back and closed = Lack of interest • Leaning back and open = Contemplation and cautious interest • Leaning forward and closed = Potential aggressive behavior • Leaning forward and open = Interest and agreement Head Movement Gestures • Head neutral = Neutral and open attitude • Tilted back = Superior attitude “looking down your nose” • Tilted down = Negative and judgmental attitude • Tilted to one side = Interest Facial Gestures • Eye rub = Deceit, “see no evil” • Looking over top of glasses = Scrutiny • Nose rub = Dislike of the subject • Hand or fingers blocking mouth = Deceit, “speak no evil” • Chin stroking = Making a decision • Thumb under chin with index finger pointing vertically along the cheek = Critical judgment Are you missing your prospect’s buy signals? As a professional salesperson you must continuously monitor your prospect’s body language and adjust your presentation accordingly. By understanding your prospect’s body language gestures you will minimize perceived sales pressure and know when it’s appropriate to close the sale!

“As the tongue speaketh to the ear, so the gesture speaketh to the eye.”

– King James the First (1605) Copyright ©, 2016 John Boe. All rights reserved.

John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 937-299-9001. Free Newsletter available on website.

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SCOTT FORMAN After years of working in financial services, Scott Forman decided to make the full-time leap into the mortgage business, launching his career as a loan office making seventy to eighty calls a day, learning everything he could on the fly.

Now, twenty-eight years later, Scott has put his hard-won expertise to good use at the Forman Team at CrossCountry Mortgage, based in Montvale, New Jersey. Leading fourteen people on his personal team, Scott has developed his business with a straightforward mandate: “Do the right thing. Do your best. Show people you care.”

The realtors we work with know that they can count on us and we make sure we’re an asset to them.” Attuned to the distinct and evolving needs of each of his clients, Scott’s approach to customer relationships is personalized every step of the way, carefully considering what each client really wants, who that client is, and how to deliver an above and beyond experience. Not only do Scott and his team emphasize transparent communication, they also send out encouraging milestone and instructional videos to keep clients both engaged and informed—fostering confidence and agency in clients as the process progresses.

Primarily focused in New Jersey and New York, Scott is licensed in all fifty states. One particular attribute that sets Scott’s business apart from the average outfit is its twenty-four-hour underwriting availability, ensuring that clients are empowered to embark on opportunities, rather than wait for traditional business hours— amounting to a huge advantage in today’s competitive market.

Scott credits much of his professional ethos to The CORE Training, and he’s developed a systematic approach to current and potential clients. “We want our clients to understand the process before, during, and even after,” Scott explains. “We work hand-inhand with borrowers, and even with their accountant or financial advisors on tax benefits or whatever follow-up information they might need. We don’t give up even after the transaction is complete.” Because of Scott’s fastidious approach to customer care, the entirety of his business is based on referrals and repeat business, a testament to the caliber of his team’s work.

While Scott’s business is geared toward quality and execution, at the end of the day the person behind every transaction is never forgotten. “Whether you’re helping a family afford their home, or you’re helping an individual buy their first property, instilling financial confidence in a client is so rewarding,” Scott recounts.

The same inclination toward service propels Scott toward civic engagement in his own community, as well. Not only is Scott the President of the Montvale Chamber of Commerce, but he and his team also make it a point to give back to a range of causes, including Habitat for Humanity, St. Jude’s Children’s Hospital, and Family Promise, an organization that aids the working homeless. Furthermore, Scott and his team put aside a week each quarter to focus on volunteering, donating approximately fifteen service hours to area causes. Finally, in his coveted free hours, Scott spends his time with family, including his wife of thirty-five years and his two kids—with a grandchild on the way. He also enjoys family vacations at the beach and the occasional round of golf when time permits.

Additionally, Scott works with a variety of industry-related professionals, cultivating lasting relationships with real estate agents, financial planners, accountants, and attorneys, amongst others.

Again applying his evenhanded instincts, Scott emphasizes his team’s ability to follow through. “We know how hard realtors work to get a lead coming in,” he reflects. “We want to make sure we can close that client for them, and our pull-through is strong.

As for the future, Scott has plans to continue to grow his already flourishing enterprise, reaching new clients and expanding his tightknit team of professionals—all the while maintaining the superior quality his clients have become loyal to. Today, with decades of exemplary experience under his belt and led by a philosophy fixed on authenticity and service, the years ahead are sure to be boundless, busy, and bright for Scott Forman and the Forman Team.

To learn more about Scott Forman e-mail sforman@formanteam.com or call (201) 505-0843 Top Agent Magazine

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How to Create a Business-Winning Plan in One Hour

by Bubba Mills

Baloney! That’s what I say to those who think building a business plan should take days, weeks, even months. And I say baloney again to those who think a plan has to have a bunch of pages with graphs and charts.

I know for a fact REALTORS® don’t have that kind of time. But I also know every serious REALTOR® needs a good plan. That means if you’re reading this, you’re in the right place. Stick with me and you’ll end up with a plan that can make your year much better.

A comprehensive business plan (two pages max) can help you: • Account for what you accomplish • Clarify your life • Keep track of each of your goals • Manage your time 10

• Determine if you’re heading in the right direction So let’s get right to it. Here are the steps to take to get your plan in place and your year (and rear) in gear: Create a mission statement. This gets right to the heart of your life and addresses why you’re in real estate. It answers why you’re here, what your purpose is and what your business is truly about. Use positive, present tense statements such as “I am,” “I provide,” “I strive” as you define who you are and what you provide your clients. Take 10 minutes now to brainstorm some possible mission statements.

Perform a SWOT analysis (strengths, weaknesses, opportunities and threats).

For strengths, maybe you’re tech savvy. For weaknesses perhaps you’re unorganized. With opportunities, it could be that a large firm is relocating to your city. And for threats, maybe Top Agent Magazine

Every serious REALTOR® needs a good plan. the mid-term, one year; and the long-term, five years. Also, in this same section, write your personal objectives. We can’t be balanced in life if all we focus on is business.

So consider what your ideal sitWrite your business objectives. In uation would look like with your this section I’d like you to consider family, your spiritual life and your what you want your business to look social life. Spend 10 minutes now like in the short-term, six months; in on these topics. interest rates are rising. Take 10 minutes now and fill in a few items for each category. If you get stuck, ask a co-worker or friend, who knows you well enough, for suggestions.

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Create a mission statement. This gets right to the heart of your life and addresses why you’re in real estate. It answers why you’re here, what your purpose is and what your business is truly about.

Create your sales goals. Here’s where I don’t want you to be afraid to think bigger. Take 15 minutes for this section. As part of this segment here at Corcoran Consulting and Coaching Inc., we include what’s called a goal achievement system that helps you stay on track with your goals. So for each goal, we include a why, excuses for failure, resolve and action items. I believe this is a vital step because it allows you to examine why you might hesitate in completing parts of your business plan. Email me at Article@CorcoranCoaching.com, and I’ll send you a free worksheet on this system.

Develop action items. To wrap up your plan, you need to get specific about how you’ll achieve your goals.

So for each goal you should have action items, due dates, who will 12

complete the items and a step-by-step daily and hourly plan with what has to be done. Take 15 minutes and do it.

Tell me what you’re thinking. Do you have a plan? If not, why not? What’s preventing you from creating one?

What successes or failures have you had with plans in the past?

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1800-957-8353 or visit us at www.Corcoran Coaching.com.

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ALLEN SMITH Life balance, unlimited career growth potential and the ability to earn good money while still being available for his family led Allen Smith into mortgage lending in 2003 following a successful career in automobile sales. “I was one of the younger general sales managers in the auto industry, but I knew the hours weren’t conducive to family life,” says Allen, who is producing Vice President and Area Sales Manager of Peoples Home Equity out of the Oakbrook Terrace, IL, branch in Chicago’s western suburbs. “I was raised in a family where we sat down for dinner every day,” says Allen. “My father worked two full time jobs but still maintained our routine. It didn’t dawn on me how important that was in my life until I met my wife and started thinking about having a family.”

Shortly after he married his wife, Allen took a friend’s suggestion and joined the mortgage division of a Chicagoland bank.

“My job is not to sell,” he says of his 13 years helping people finance their homes. “I was taught early on that you can do better if you never sell to your own benefit.” Allen and the loan officers he trains will never choose a product for a client based on profitability for themselves. “It’s our responsibility to provide clients with the pros and cons of every product and let them decide what is best for them,” says Allen, noting that Peoples Home Equity is a direct lender offering a full suite of purchase and refinance loan products. “I always say, ‘If I can’t get a loan done, no one can.’”

While his job may not be to sell, Allen also insists he also doesn’t consider loan origination his primary role. “I consider myself a high-level consultant,” he says. “One of the most important practices I implement with my team is constant communication. Clients and real estate agents should never be calling us for information; they should already have it on a regular basis.” His strength and experience in structuring loans, along with ongoing communication, have directly fed Allen’s lifetime 3,800 loans closed and his 96% pull-through ratio. Communication, to Allen, comprises much more than sharing updates and information; it involves research, inquiries and advance planning. “I’ve pretty much seen it all,” says Allen. “When I put on a loan, I know it’s going to close. I

underwrite and gather documents up front, and I understand the potential roadblocks or problems and address them in advance so we already have solutions for them.”

Customer service, communication and knowing how to structure loans, therefore, are the foundation of Allen’s reputation with his real estate network. “Updating each agent on every purchase loan in process goes a long way to solidifying the current relationship or to developing rapport with the sellers’ agents,” he says. “They look back and say we did a great job, we communicated, we solved problems and we pulled through. We then have opportunities to ask for future business based on our own merits.” Augmenting his strong reputation, Allen offers additional value to real estate agents, hosting lunch-and-learn events on topics related to mortgages as well as happy hour events and annual REALTOR® appreciation events for up to 500 agents in his area.

Allen anticipates that in addition to helping Peoples Home Equity open more branches in the area, he soon will expand his personal production team, which currently includes a full-time loan officer and a full-time assistant. “I don’t have visions of grandeur of opening my own shop,” he says. “I really like where I am and want to continue to grow my own team under me and my area. But I also want to keep my personal focus on family.” That cherished family, Allen explains, includes his wife, three children and a new baby on the way.

As a family, they enjoy traveling, volunteering at church and school, youth sports (which Allen coaches), and basking in the Chicago Cubs newfound victory.

To learn more about Allen Smith, visit peopleshomeequity.com/allensmith, email asmith@peopleshomeequity.com or call 708.878.8858 Copyright Top Agent Magazine

From Chaos to Control

By Barry Eisen

Below are 24 great ideas designed to give you back your time and life.

Managing time, rather than letting it manage you is an art form. Little changes can make huge differences. Look at what is offered below and incorporate 1 or 2 ideas that make sense to do. You can always come back to the list for more when you’re ready for more.

1. Get Ready the Night Before. Get it out of your head. Plan

out your next day by writing a “killer” To-Do list and prioritize A, B and C business and personal priorities. You’ll sleep better too.

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2. Focus on the Important Things. Less is more. Commit to

doing the A things on your To-Do list. Stop randomly playing games and surfing social media. Focus on what’s important. Here’s the procrastinationbe-gone formula: Do the important stuff first. No “ifs,” “ands,” or “buts” do it.

3. Remove the Clutter. Much of our “visual noise” is caused by

stuff. Practice a three-part clutter rating system that will help you prevent and remove clutter: • It’s important now. Use it and then put it in its home (where it’s supposed to be).

• It will be important. Put it in its home (where it’s supposed to be).

• It’s not important. Get rid of it: Toss it or if possible, consider donating it.

4. Get Organized and Stay That Way. Pick an organizational

system, execute it, and stick to it. Your new system may feel foreign at first, but it will eventually form into a habit. If you slip or feel like you’re ready to give up, recall the benefits of being organized and pick up where you left off. When necessary, make adjustments, but avoid switching to new organizational systems or you’ll lose the benefits.

5. Keep One Calendar. Whether it’s a Week/Month at a Glance

appointment book, wall calendar, smartphone app, etc. - keep ONE calendar.

First, keep track of the usual calendar events: birthdays, and appointments.

Second, use your weekly calendar to keep track of bills, plan menus, make appointments with yourself to write or read, etc. This will help prevent the scenario of sifting through bills, notes, and multiple calendars.

6. Focus on What’s in Front of You. Of course, not all tasks

require 100% focus, but for tasks like prospecting or writing, never multitask.

Lots of studies have shown the inefficiency of juggling tasks. If you refocus your attention on another task, it can take more time to refocus on your original task. Don’t do it. Stay focused. Turn off your phone and disconnect from the internet during tasks, like writing or studying, to focus. Don’t drop what you’re currently doing to address something you just thought of or remembered. If you think of something completely unrelated to what you’re Top Agent Magazine

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working on, jot down a few quick notes (a word or two to jog your memory will suffice). Keep up momentum: FOCUS. 7. Execute Decisions Faster. If you find

yourself hemming and hawing over a decision, make a decision then and there. If the task Sometimes a has a lot hanging on the outcome, fresh set of eyes is seek/ask for more information if you need it, but the key all you need to get is: make a decision now. back on track.

8. Delegate and Learn to Love It.

We can be greedy with our workloads. Drop the, “if you want things done right, you have to do it yourself” mentality. If it can be done by someone else (more effectively) and it’s not an important task, delegate it.

9. Just Say “No.” Stop agreeing to take on things for which you don’t

have time. If you don’t have time for it or it will take your focus away from other priorities, say no.

10. HELP Is not a Dirty 4 Letter Word. Ask for help. Sometimes

a fresh set of eyes is all you need to get back on track, but be sure your plea is directed at the right person and is respectful of their own priorities.

11. Time Activities. We all can get swept away by television, social

media, internet browsing, article reading, and games. Allot yourself an amount of time for online activities and playing games. Set an alarm. When the time is up, stop the activity.

12. Time Your Conversations and Meetings. I’m not

recommending that you don’t socialize or be rude. I’m recommending that you don’t allow conversations or meetings to completely disrupt your day.

Allot yourself time. For “water cooler” talks, give yourself 5 minutes and keep them infrequent. For meetings, estimate how much time you’ll need to address the needs of those involved, come prepared, and if there isn’t

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already an agenda, propose talking points to squeeze more value out of the meeting.

13. Call, Don’t Text. Text messaging is supposed to be quick and to

the point... not long, drawn out conversations. For anything beyond a quick yes or no question, call. For example, call for emergencies and all of those “how are you?” and “what ‘cha doin’?” questions. If it goes to voicemail, don’t worry. Most people have access to visual voicemail anyway, so it will be like a text. Either way, trust that they will get the message.

14. Turn Aimless Browsing Into Growth Opportunities.

Create an ongoing list of questions, curiosities, or things you’ve always wanted to find out more about. When you sit down to browse the internet, start looking for answers. You might surprise yourself with what you find.

15. Do Your Errands at the Same Time. Schedule time to

do errands and plan a route ahead of time to ensure you’re not wasting time bouncing back and forth across town.

16. Filter Your Email. How much time do you waste in your inbox?

Filter your email: • Create rules for recurring emails that don’t require an action to be archived in a particular folder.

• Set rigorous anti-spam settings to block unwanted email from reaching your inbox.

• Form a habit of touching an email once: If you open it, you have to address it (e.g., respond and file).

17. Automate Responses. If you find yourself replying with the

same or nearly identical responses for clients keep a template to quickly copy/paste the response and tweak it as necessary to personalize the message.

18. Automate Bill Payments. For any recurring bills that you

have: AUTOMATE. Not only will this save you time, it may even save you money and raise your credit score if you’re the forgetful type.

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19. Sort the Mail in Your Hand. When you get your mail, don’t

let it sit in a pile. Sort out the junk right away and then prioritize other items respectively (see weekly calendar). If possible, go green by electing not to receive the hard copy.

20. Avoid Rush Hour. Do you commute to work? Negotiate a work

schedule to travel during non-traffic delayed times. You can easily turn a 60-minute, traffic-jammed commute into 25 minutes by getting ahead of the traffic or waiting it out. Online apps, like Waze, do a good job informing of traffic problems so you can adjust accordingly.

21. Keep a Running Shopping List. Create a policy that for

whoever squeezes the last bit of toothpaste out of the tube, kills the mustard bottle, etc., they are responsible to write it down on the shopping list. In doing so, this will save time from taking inventory as well as keep your shopping trip quick - get into the store, grab what you need, and go (rather than meandering down aisles).

22. Cook for Tomorrow. Double the amount of what your cooking

and refrigerate/freeze the leftovers. It may take you a small amount of time to double what you’re already making, but it will save you much more time making your next meal by not having to start from scratch.

23. Learn While You Workout. When on a treadmill, elliptical

machine etc., listen to news, pod casts, and audiobooks rather than music to keep up with trends in your niche, current events, books, and learning at large.

24. Exercise More Effectively. Exchange moderation for higher

intensity. You can have a more effective and efficient workout by putting more effort into a 30-minute high-intensity workout than 90 minutes of lowto-medium effort.

Copyright©, 2016 Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 18

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ANN ZEILINGOLD After initially starting out on the real estate side of the business, Ann Zeilingold became a loan officer and it has been an illustrious career ever since. One of the most respected names in the New York area, Ann offers an unsurpassed expertise in her field that allows her to tailor each mortgage program to perfectly fit her client’s needs.

Having worked at some of the top brokerages in her area and even having her own successful brokerage for a time, in 2009, Ann joined FM Home Loans.

“I wanted to find a company that gave me the support and the freedom to do what I do best, provide my clients with top notch customer service and one that allows for innovative approaches when putting together their mortgage plan. I also wanted a bank that was closing friendly. It was very important to me that the company I worked for had a culture that supports the loan officer and is committed to closing loans. I found everything I wanted here.”

Key to Ann’s remarkable success has been her extensive knowledge on all aspects of a transaction. “I’ve been doing it a long time and I really know the ‘ins and outs’ of the industry. We all have the same programs and guidelines, but I have a knack for looking at a file and figuring out the best way to structure it right away. I’m also an excellent problem solver which helps things go smoothly along the way. It’s really been something that’s given me a competitive edge. I can close things other can’t because I have the experience and knowledge to do it.”

She also credits the fact that she genuinely loves what she does as another reason clients always return and are comfortable referring her to friends and family. “I actually love what I do and I think that comes across. People like to work with people who Top Agent Magazine

enjoy what they’re doing. For me, it’s not about the money, it’s about helping the client achieve their dreams of owning a home or putting themselves in a better position by refinancing. I get a tremendous amount of satisfaction watching them achieve that.

It’s a huge responsibility, and that’s why I work so hard. I’m grateful to be able to do this for them.”

In her free time, Ann is a busy mom to nine children.

She is also active in her community, offering seminars on topics such as budgeting and home buying advice to the public. Through her office, Ann offers a special discount for first responders and is a huge supporter of community volunteer firefighters.

While Ann has accomplished everything she has wanted to in her career, she is always looking for new goals to strive for. She is proud to take part in The CORE, a unique coaching program that keeps her on top of her game when it comes to expanding her business and in turn, allowing her to help more people. “I want to hire more loan officers that have the same outlook that I appreciate, putting clients first, and then I really want to continue to foster that culture here in an amazing family environment. This is a very rewarding career. When you can help a client get into their dream home or close after a deal has fallen apart somewhere else, you don’t need even need the thank you. Seeing a family get into a home when they never expected it, watching them realize their dreams, I live for that.”

To learn more about Ann Zeilingold call 845-354-9700 or email azeilingold@fmm.com Copyright Top Agent Magazine 19

Managers and Team Builders: Four Principles to Develop a Great Team

By Carla Cross “I work alone.” “I don’t need to be a member of a ‘team’”. We’re heard that for years in the real estate industry. Yet, the strongest, fastestgrowing real estate companies have team building as part of their cultures.

Agents who want to expand their businesses create teams. So, TEAM is no longer a four-letter word. The importance and implementation of leadership through teamwork and synergy is back in style in the real estate industry.

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Why Building a Strong Team is Important to Agents AND Management

As with all industries, the real estate industry is evolving. We’ve gone through the ‘go it alone’ phase. Because we’ve gotten more sophisticated in business. We realize that no one succeeds alone. We understand now that people working together create something more substantial than the sum of the parts. In addition, Top Agent Magazine

with the challenges in the business, we finally get that many minds focused on the same task can accomplish much more than each person working as his own little island.

Supporting this trend, strong company cultures have emerged which encourage and reward teamwork instead of solely independent achievement.

Do you have a job description for each of your team positions?

Do you provide it prior to hiring?

Talking About Team-Building is a Slam-Dunk

It’s much easier to talk about teamwork than to create a team. One of the reasons is that most of us have never worked as a team before. As an agent, I didn’t create a team. But, in my management career, I worked to create teams with common focus.

How did I learn how to create great teams?

An Unlikely Place to Learn Teamwork

My first experiences in great teams, and then leading teams--comes from the world of music. I’ve created and Franklin D. Roosevelt said, “People led teams as a jazz musician. I’ve acting together as a group can accom- played in exceptional orchestras plish things which no individual (I’m a flutist). I’ve seen conductors acting alone could ever hope to bring pull together one hundred disparate, temperamental, independent musicabout.” ians as an inspiring team. (It’s a lot If you’ve ever played on a sports like managing a real estate office!). team, you know the chaos that en- So, the four truisms here come from sues when every player tries to be the my experience in both worlds—the star—to go her own way. That’s not musical performance world and the a team. That’s a group. You may also world of real estate team-building. know the joy of playing on a team that shares a common focus and It’s Not Just About Developing commitment to excellence. What a YOU as a Leader difference! What if you could bring that into your real estate office or You may think that, as a leader, your your agent team? job is to find team members that Top Agent Magazine

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Just because people accept a position doesn’t mean they know how to proceed with the job. They need to have clear direction, a job description and a firm understanding of the responsibilities--prioritized. Do you have a job description for each of your team positions? Do you provide it prior to hiring? Do you coach to One of the differences between lead- it? Do you help your team members ing a group and leading a team is that, get so good at it that they can start in a successful team, team members training new team members (move also become leaders, and think like into leadership)? leaders, looking out for the good of the team, not just for themselves, In “Teamwork is the primary other words, will work well together. That’s true, as far as it goes. But, your ultimate job is to train and coach those team members to start doing some of the leadership jobs you’ve done. That way, you can keep moving to higher levels of leadership. You can expand and sell your business.

ingredient of success.”

Leaders develop leadership on their team.

Otherwise, leaders are not really leading. They’re managing—or micromanaging. From developing leadership over a couple of decades, I’ve found four major truisms for developing your team with strong internal leadership. These principles apply whether you’re in management or in sales interested in building a team.

Principle #2: People don’t know WHAT to do to get the job done.

Even if you hire someone who has real estate experience, it doesn’t work to leave it to them to figure what exactly needs to be done—from your point of view. They don’t know your priorities. They don’t know how you work. Do you have processes and systems in place to teach them exactly what needs to be done?

The Principles to Developing Team Leadership

Principle #3: It’s your job to teach them HOW.

Principle #1: People don’t know what’s expected of them.

Some people think “leaders” are the “idea people” and aren’t supposed to

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get into implementation. But if you want your team to excel, you must show them how. Having worked with assistants for over 15 years, I have found that assistants and team members need help in systemizing any process that you want done. They need help in developing dialogues to deal with affiliates and consumers in the way you expect. They are good at systemizing their own processes-but not good at all at systemizing ours! Help them.

regularly”. Hold your team members accountable for each step along the way to completion of a task as well as the end result. Do you have solid, measurable benchmarks from which to measure? How do you know you and they are succeeding?

All systems in place? Do you have foundational systems in place from which to improvise? Do you have a solid training program to bring a new team member on board? Do you a method to ‘clone’ yourself to develop someone who can take over your job?

Vince Lombardi, one of the greatest football coaches of all time, said of teamwork, “Teamwork is the primary ingredient of success.”

The pay-off for developing competency and leadership skills in all of your team members is a business that is ‘owned’ by all those involved, with empowerment assured.

Your goal is to develop processes, systems, and training for your team members—all which reflect your philosophy of how you do business.

Principle #4: When accountability They reflect your values and your factors aren’t built in, things don’t culture. Bring them into a leadership get done. mentality with you, so you can delegate more responsibilities and There’s a great difference between finally replace yourself! “do it the way you want” and expecting results and “do it the way you Copyright©, 2015 Carla Cross. All want and let’s check how it’s going rights reserved.

Carla Cross, CRB, MA, is an international speaker, writer, and coach, specializing in real estate management. Her Leadership Mastery Coaching program is unique in the industry.

A National Realtor Educator of the Year, Carla was recently named one of the 50 most influential women in real estate. Join Carla’s Community and receive special offers and free resources. Contact Carla at 425-392-6914 or www.carlacross.com.

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