Team Building Podcast

When it comes to increasing your conversion rates, availability is key. But how do you know what method of communication your leads prefer? How much time do you have after they show interest in your virtual store? Does the lead source makes any difference? On this episode, Josh Cunningham shares what helps his company stay on top of the game when it comes to converting leads. Any time you see a common weakness or frustration shared by the top people in the industry, it smells like an opportunity -Josh Cunningham Takeaways + Tactics Outbound is all about productivity and generating calls. Inbound is all about being there for the customer when they need you. Lead sources do not influence how humans respond to persuasion. No matter where your leads come from, the way you choose to interact with them determines your conversion rates. A few years ago, contacting your leads within 5 minutes was the ideal. Now, it’s under 2 minutes after they’ve expressed interest in your website. Make sure the person taking care

When you have to generate leads for people other than yourself, it’s a whole other ball game. What is the mindset you should have towards establishing a new lead source? When things go wrong, where should the blame go? How much money should you put towards successful lead sources? On this episode, we discuss how to go about determining buckets of leads, and the right way to go about adding a lead source. "Leads are leads, people are people. Find the lead source where you can essentially buy a person’s phone number and email address for the least amount of money." -Jeff Cohn   Takeaways + Tactics Different types of leads: sphere of influence leads, prospecting leads, expireds, FSBOs, just listed, just sold, open houses, mastermind groups and internet leads. Anytime you’re going to deploy capital into a lead source, you need to give it at least 12 months. When a lead registers, it takes an average of 7 months for it to go to contract. Put 70% of your marketing spend towards your top 3 lead sources. At the st

A lot of teams have found massive success hiring talent from outside of the industry. What are the base skills and traits you should be looking for in an agent? How do you create value in team meetings so that people want to actually attend? What’s more important in real estate, sales or customer service? On this episode, we are joined by leader of The Buffington Real Estate Group, Rob Buffington, who shares how he’s staffed his team with solid talent. There’s only one sale in a real estate transaction, and it’s not the sale of the house. It’s the sale of convincing a buyer or seller to work with you. -Jeff Cohn Takeaways + Tactics   Team leaders: Ask yourself if you could be profitable if you weren’t in servicing or trading. People get so caught up in how many houses sold when the focus should be how many calls made. Sales can be taught but customer service can’t. It comes from within.   At the start of the show, we talked about the importance of evaluating whether a team would be profitable if the leader

Most people don’t get into real estate saying they want to be a team leader. What are the hurdles and mistakes you go through when you start growing faster than anticipated? What can happen when you start paying too much attention to culture and the brand? What are the biggest pain points teams experience as they step into another level? On this episode, we are joined by Mary Maloney who shares these and other insights on growing a team. A lot of people see opportunity as risk, and we all have a different threshold for that. -Mary Maloney Takeaways + Tactics Never neglect your bench. Don't assume that people will always stay with you, no matter how great your culture is. As you grow bigger, it's OK to make less as a percentage. Don't go independent just because of the “sexiness” of running your own brand. Unless you're prepared to take on the liability and admin work of a brokerage, you're better off staying under a brokerage. At the start of the show, we talked about Mary’s team breakdown, and how you fai

People often get so focused on one thing in their life that they begin to ignore other important components. What are the principles and pillars of a well-rounded life? How do you overcome your demons, turn things around and self-actualize? What is the strongest accountability you can get in life? On this episode, we talk to GoM1 founder, Rock Thomas who shares how to become a whole life millionaire. Takeaways + Tactics - Say yes to things that are going to be painful, because they will make you a better version of yourself. - When you’re under the gun, you perform better. You feel more alive and focused. - No one created anything great by only doing things when they feel like it. At the start of the show, we talked about how we all have demons and limiting beliefs, but we also have the ability to turn them around. Next, we talked about how Rock was able to self-actualize and how you can grow from pain. We also spoke about the importance of positive peer pressure, and why so many people get addicted to doing

A lot of people getting into real estate don’t have prior sales experience, and they need to be coached on the fundamentals. What do a lot of teams get wrong about this process? How can you build accountability into your team without being oppressive? How do you get your team to invest in your events? On this episode we are joined by Finch Team sales manager Troy Brimmer, as we dig into the back office systems that helped the team sell over 540 homes in 2017. Takeaways + Tactics You have to re-market to your own team, selling them on the benefits of team building, culture events, and your ongoing training. Hold agents accountable to THEIR goals-- not yours. Consistently train on sales fundamentals. At the start of the show, Troy shared on the culture events his team takes part in and how they are able to get people emotionally invested in them. We discuss why sales training is so important for the people coming into real estate, holding agents accountable to what they are executing, and encouraging partici

Customers are taught to have the wrong business conversations with agents. How do we start educating them so they know what’s important? Why is asking about commissions the wrong thing to do? Why is lead conversion something so many people fall short on? On this episode, we talk to Aaron Hendon, who answers questions on these topics. Takeaways + Tactics If you’re in production, you can have up to 5 people in your pod. If you’re out of production and just offering support and mentorship, you can have 12. If you think of the way you communicate only, you’ll end up only attracting people in the same demographic as you and you’ll miss out. A lot of agents are moving away from the brick and mortar model to instead communicate virtually. Most agents don’t know what their average conversion ratio is-- and it’s half a percent. At the start of the show, Aaron shared on the pods within his team, and how they all do live lead generation. Next, we talked about why agents doing calls from home with virtual team check-in

A team leader has the responsibility of always achieving at a higher level. How do your priorities influence the quality of your team? What are the biggest mistakes leaders make? Who should you be serving? On this episode, we talk about expectations, responsibilities and what a leader should truly provide to the people they lead and serve. "A team leader has two responsibilities. One is to the agents they serve, and the second is to the clients their agents serve." -Jeff Cohn Takeaways + Tactics Every great organization has an ongoing, systematic approach to training. Lead generation isn’t enough. If you're not converting the leads, you’re just wasting money. We’re competing in two marketplaces: the one for talent and the one for clients. At the start of the show, we talked about the importance of constantly innovating and improving, and the necessity of training. Next, we talked about the importance of remembering the two things you’re competing for and why accountability is crucial. We also talked about

A team leader has the important role of showing agents how they can get to their goals. How can you play your part without compromising culture? How do you hold people accountable through team meetings? In what ways can a leader be more intentional about the conversations they have with their team? On this episode, we talk to team leader Robbie Breaux, who shares how he and his team doubled in volume. Takeaways + Tactics - For every team or individual meeting on your schedule, set aside a mirror time on your calendar to prepare and decide how to bring value. - Fiercely protect your culture-- it's very expensive to hire the wrong person. - Accountability is a two-way partnership. It's not about cracking the whip on your team. At the start of the show, we talked about how Robbie and his team were able to double their volume in a year, and why it was so important for them to get better with their team meetings. We talked about how making your team track metrics improves the dynamic for the whole company. We also

A lot of teams don’t really have a clear vision for how they manage their paperwork in their back office. How can tech help teams deal with this problem so they don’t max out at a certain number of transactions? How are CRMs motivating agents to engage with internet leads faster? What are we planning for as we look to the new year? On this episode, we answer these and other questions. "If you’re an individual agent engaging leads, you should always be reaching out to your sphere. That’s going to be your biggest return on investment." -Jeff Cohn Takeaways + Tactics - The most successful lead conversion with an internet lead happens with the first 3-5 minutes of the lead registering. - Define how much it costs to generate one lead, and how much profit you can make from each lead you generate. - An internet lead typically takes 6 months in incubation until it goes under contract. At the start of the show, we talked about tech trends that caught our eye, and how CRMs are trying to come up with strategic ways to m

Many people equate a business that runs systematically with being the McDonald’s of real estate. How should we think about systems in the business? How can you bring value so that your brokerage does well? Why is it so necessary to execute on your value proposition well? On this episode, we are joined by Jack Cotton who shares how he’s been able to build long-term success and a business that goes the distance.   "The more you can create systems that make the agent’s life easier, the less turnover you’re going to have in your business." -Jack Cotton   Takeaways + Tactics - Most people who want to buy teams won’t want to buy a C-corp. They’d much rather buy an S-corp because they want to do an asset sale instead of a stock sale. - Vacation markets with longer seasons typically do well. - Real estate agents are always going to be relevant.   At the start of the show, Jack shared how he manages his team and gave some background information on selling it. Next, he gave us some information on the Cape Cod market an

Every expansion office is a new business and should be treated as such. Why is it so critical to expand with people you align with behaviorally? What indicators can you use to identify a good expansion partner? What are some of the key factors you need to know about a potential expansion office? On this episode, we are joined by broker, COO, coach and expansion expert Lisa Archer, to discuss lessons she’s learned from 3+ years of expansion. "You can’t manage what you don’t measure." -Lisa Archer Takeaways + Tactics - There are two reasons you fall out of business with someone: you’re either no longer on the same business plan or you have a culture issue. - Treat every expansion office like you’re starting a new business. - Always look out for people who are willing to get educated, learn and grow. At the start of the show, we talked about why it’s so important to find people who are like you when it comes to expansion, and Lisa shared the two reasons that lead to business partnerships breaking down. Next, we

Many agents find themselves frazzled by the process of trying to grow. How do you break out of the hamster wheel and start running less as a job and more as a business? How do you set up the accountability piece for your team? How can you increase the conversion of your leads? On this episode, Logan Boyce joins us to talk about putting the right pieces in place to grow beyond 40-50 deals. It’s just about plugging in 100%. Do not, under any circumstances, reinvent the wheel. -Logan Boyce Takeaways + Tactics If you’re a visionary, finding your “implementor” will unlock massive success. When you have designated lead days, conversion goes up because your team is dedicated to that one thing, and they can reply immediately. You have to prove that you can actually implement the system without changing it. 80% of the value of one-on-one meetings is the broker subconsciously knowing they have to get things done before the accountability meeting. At the start of the show, we talked about the struggle agents face to

There are a lot of millennials and Z-generation agents in real estate who are starved of good leadership. How do you build the kind of culture that attracts these people and makes them want to stay? What does it take for you to be the kind of leader that can carry this kind of organization? On this episode, we talk to Rhyan Finch, a team leader who has managed to build a culture that truly provides value. Takeaways + Tactics - Brick-and-mortar real estate agencies aren’t going away, but they will likely condense as virtual agency structures develop. - For a team to function, the leader has to step in and provide the value a brokerage would provide. - People want engaged leaders, even if it means being told they’re not doing something correctly. They understand the need for good coaching and appreciate the time spent. When it comes to deciding whether to break away on your own or join a brokerage, you need to understand your individual business and look at the value a brokerage can offer you. If you’re already

A lot of brokers and potential team leaders fear that they’ll lose people if their leadership isn’t the right fit. How do you know if people will be happy with you running the show? What is the right mindset you should apply to this limiting belief? What is the trajectory of going from broker owner to CEO? On this episode, team owner, author and podcaster Karen Briscoe shares how she got back in the game and ended up buying a team that now does 100+ deals a year. Takeaways + Tactics - Make sure that what you’re pouring your marketing money into is actually serving your target market. - A lot of business books are information heavy, but they don’t inspire you to change your behavior. - Charity events can help you define the kinds of people you want on your list. You don’t live in a vacuum, and can’t expect to drop back into the workforce without keeping up with things like tech and trends. Coming in with your own leads is one of the most powerful ways to start the game ahead of everyone else, and it’s part of

Teams are built on recruiting, training, and retaining by offering value. What is the best way to create value for the leaders within your team so they don’t leave? What is a virtual boardroom and how can it help you improve as a leader and as a team? How do you generate up to 1,000 […]

Team leaders want their operations to run so smoothly that the business can still run in their absence. How do you build the infrastructure that can allow you to grow your team? How can you determine whether you should recruit more people or not?

The majority of people in real estate aren’t taking advantage of the opportunities in additional businesses. Why is vertical integration such a powerful thing when you run multiple businesses?  What are the three key roles of a business owner/CEO?

A lot of real estate team owners discourage their top agents from running their own teams in fear of creating competition. Why do the best leaders strive to create other leaders? What is the practical process of transitioning out of sales?

Most people take the path of least resistance or give up way too quickly when challenged. How do you stay motivated and follow through with the actions that will lead to success? Why do you need to find the right people to associate with?