Articles

The most effective tool leaders have is time with their salespeople - talking one-on-one, over coffee.

At times we can be so busy that everything else becomes a priority and we fail to make time to do this most critical leadership function. Do we really save time by neglecting one-on-one time with our people?

You may be surprised that poor performing salespeople know they are performing poorly. Everyone has seen leaders whose entire repertoire of leadership tools is threats and shouting. These bullies have small teams, high staff turnover and poor results. Let’s discuss the steps you can take to earn the loyalty of your team members, towards building a motivated team.

Building a winning team requires belief, hard work, perseverance and commitment over several years before you develop a team of high performers. A systemised, methodical and rigid recruitment program is crucial towards identifying winners. Let’s discuss the six elements of a successful recruitment system for real estate salespeople.

Where do some Principals go wrong, where others go right? When the purpose is clear and the desire is strong, why do some succeed while others struggle? What is that unforeseen obstacle one person conquers, and the other doesn’t? Let’s discuss the obstacles to leadership.

If you have a salesperson who writes the figures, but who is no longer aligned with your team’s culture, a person who is demanding and intimidates other team members, you must understand that this hostile high-performer. Let’s discuss the effects of hostile-high performers on you and your business.

The real estate industry hinges on a crucial yet often overlooked factor: training. Despite evidence pointing to a staggering return on investment, many in the sector remain reluctant to prioritise education. Let’s dive into the critical role of training in driving profitability and longevity.

As a leader steering your business, you have the ability to instil a roadmap for behaviours that yield results. But first, you must possess this blueprint yourself. While numerous behaviours contribute to success, let's focus on four non-negotiables that can propel your sales team to new heights.