Tips on Being a Good Team Leader
Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.
1. Evaluate each team member, making sure to utilize their strengths
Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really
important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.
Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…
2. Always reevaluate what is and isn’t working
It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.
Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.
Don’t forget to always take in what you can do to be a better team leader as well.
3. Stay connected and in communication
These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.
Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.
4. Be inspiring and supportive
If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.
Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.
5 Tips to Get New Clients
If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business. Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.
1 Become a referral partner with industry peers
Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.
2 Cold Call Expired and FSBO Listings
This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again. It will not only sharpen your sales skills, but could generate a lot more business.
People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even
Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set. You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.
with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.
3 Partner up with a Relocation Company
This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often
4 Become a Builder’s Realtor® of choice
times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.
This can be a real score for any Realtor®. The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest. Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property. Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills. Take on properties they haven’t been able to sell. You can even offer to throw an open house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.
5 Create a Website that Offers Real Value to Potential Clients
Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much
it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.
As area manager for CMG Home Loans, Josh Allyn credits the cooperative spirit of his team with making those home-ownership dreams become reality.
When it comes to mortgages, Josh Allyn finds the most reward in working with first-time homebuyers. “It’s most gratifying to help make a difference in people’s lives,” he says. “We can help people go from renting to buying, and that one change can improve the quality of their lives by putting themselves and their kids into better environments. It can change their lives forever.”
As area manager for CMG Home Loans, Josh credits the cooperative spirit of his team with making those homeownership dreams become reality. Team members Elmer Salazar, Jesus Narvaez, Mark Henderson, Tori Hollas, David Craig, Ana Salazar, Jonathon Hosseinali, Michael Delamida, Karim Salas and Syed Israr are the bedrock of his branch. “All of our achievements have been a
collective effort,” he says. “Everybody works together. We all believe in a common goal, and that’s what has helped us make progress and hit some of the milestones we’ve achieved.
Josh’s journey into the mortgage business began in an unconventional way. In 2006, he was juggling restaurant management and pursuing a bachelor’s degree, working up to 70 hours a week for low pay and a long commute. It was a chance encounter with his brother, who was thriving in the mortgage industry, that
piqued Josh’s interest. The potential for a better life was too tempting to ignore, he says, especially with his wife expecting their first child. “I took my two-week vacation from work, then went and took my loan officer classes,” he recalls. “It was sink or swim, but that’s how I got into the business.”
Fast forward to today, and Josh oversees a branch of 10 people that services Texas, Oklahoma and Georgia. His team’s approach to specialization ensures that each member focuses on mastering a
Josh oversees a branch of 10 people that services Texas, Oklahoma and Georgia. His team’s approach to specialization ensures that each member focuses on mastering a particular loan product.
particular loan product, from construction loans to down-payment assistance. Josh’s operation is all about teamwork and efficiency. “Our salespeople nurture customers from initial contact to pre-approval and contract,” he says, emphasizing the importance of seamless transitions. The processing and operations teams take over from there, ensuring that everything from employment verifications to closings run smoothly.
Referrals are the lifeblood of his business, accounting for up to 80 percent of the branch’s business. Josh also believes in the old-fashioned method of staying in touch with clients and past customers. “Picking up the phone and hearing
each other’s voices, as opposed to just texting, is crucial,” he notes. On the flip side, social media is another vital tool in today’s high-tech markets. “Staying relevant is important for our REALTOR® partners and our team,” he adds. Even with the ups and downs in the market, Josh’s branch has posted impressive figures, with a branch total around $90 million last year. His future goals are ambitious: “We want to grow our team, add more loan officers, and be a consistent $100-million-a-year producer.”
Outside of work, Josh’s heart lies with his community and family in Katy, TX. Supporting local schools and planning to extend his community involvement to the police and firefighters, he is deeply committed to making a difference. At home, Josh relishes spending time with his wife and five children, enjoying activities like camping and working out. “Spending time with each other and being present in the moments,” he says, is his ultimate joy.
Business Growth Hack: Absorb Your Clients’ Stress!
Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.
You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up
your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.
Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.
Listen – really listen – with patience
Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.
Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know
Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family. And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.
Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.
Empathize
Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and
sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.
Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted. Instead, they know trust must be earned and nurtured over time.
Roll up your sleeves
“You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has
mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”
Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.
If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help. When clients feel cared for, they remember the agents and partners who helped them.
How to Get the Biggest Recharge Out
of Your Lunch Hour
When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create
mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon. But how do you maximize that hourlong reprieve amidst a busy schedule? Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.
Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.
GET MOVING
Just ten minutes of light exercise can get your blood pumping and your energy renewed. Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.
PLAY CATCH UP
Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.
SOAK UP THE SUN
If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.
CHANGE YOUR TUNE
Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.
Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.
“If you want a house, then we’re going to help you get it.” This is the foundation of Mylo Draven’s approach to mortgage lending. As the broker-owner of Co/LAB Lending, Mylo is passionate about making homeownership accessible to everyone, regardless of background. “I don’t care what your socio-economic background is,” says Mylo. “If you want a house, let’s do it.” This ethos, what Mylo calls “inclusive lending,” drives everything he and his team do.
MYLO DRAVEN
His journey into the mortgage industry was a happy accident. “I got started by accident,” he recalls, “a fullfledged accident.” While purchasing his first home, Mylo found himself frustrated by a loan officer who left him feeling lost and unheard. Turning to a REALTOR® friend for advice, Mylo ended up taking a mortgage course, thinking it would help him understand the process better. “At the end of the second class, the instructor said, ‘Good luck on your exam.’” Mylo recalls. “I thought I was just taking an educational course, but I took the exam and passed.”
Now, Mylo is dedicated to ensuring that no one else feels as confused and frustrated as he did during that first home purchase. His focus is on making the homebuying process as inclusive and accessible as possible. Recently, he expanded into low-down-payment lending, helping non-citizen borrowers secure loans. His primary goal, he says, is to help his clients build generational wealth.
Mylo has experienced generational wealth in his family. His grandfather, a retired U.S. veteran and blue-collar worker, purchased his home for $20,000. Decades later, when it sold, the profit was life changing. “Owning a home also changed my mom’s life,” he says. “Then it
trickled down and changed my life. I want people to know you can build wealth, even if you start from humble beginnings.”
Despite his success, Mylo’s business model is refreshingly low-key. With a 100 percent clear-to-close rate, and with nearly 100 percent of his business coming from referrals, Mylo isn’t just about getting people into homes—he’s about making the process seamless for his clients. In addition to REALTOR® leads, social media has also boosted his business, including Reddit. “Reddit’s become my new best friend,” he laughs, citing how a single Reddit review has generated more than $1.5 million in potential production.
Mylo also takes pride in supporting and educating his REALTOR® partners. He hosts appreciation events and educational sessions, helping them stay updated on new mortgage products and strategies for success. He has recently held REALTOR® seminars which he calls, “Guess What? Nobody Cares What You Look Like,” aimed at empowering agents to produce videos to improve their marketing.
As for the future, Mylo’s ambitions are bold. “World domination,” he jokes, but his sincerity is genuine as he explains how he plans to expand his business and continue being a voice for inclusive lending. He also wants to continue motivational speaking to help others achieve their goals. “I want to ensure that nobody feels alone on their journey, whether it’s in mortgages or life,” he says.
Mylo Draven is proving that the mortgage industry can be a tool for change—one home, one family and one dream at a time. As he says to his clients, “If nobody else tells you, I’m on your side.”
If it’s
good for the soul, IT’S GOOD FOR THE BUSINESS
Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?
The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning. REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their
volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.
Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says. “There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”
The longtime “big picture” for Colorado REALTOR® and property manager, Linda
Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.
For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and
top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”
Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.
We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.
If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured
