Latest / The Real Estate Agent Playbook / Stop Losing Top Agents! Growth and Retention Tips for Brokers and Team Leads

Transcript

Stop Losing Top Agents! Growth and Retention Tips for Brokers and Team Leads · The Real Estate Agent Playbook

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  growing up as a son of a managing broker
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  who is all about growth
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  I had no idea what it would be like
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  as I've grown to 100 agents myself
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  and growing that team
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  in that organization to great heights
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  I have absolutely step back and figured
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  what can I do to help others teams
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  brokers grow no matter what brokerage are at
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  and so
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  this is where the rubber meets the road is right here
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  we're talking about
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  empowering your top producing agents to help you grow
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  and what this really looks like is a
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  culture of collaboration that is absolutely not
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  you know the norm in our industry
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  what's up guys Jeremy Kane
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  the real estate agent playbook
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  super excited for this one
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  this actually is part of my growth checklist that I
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  put together for brokers
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  and team leads
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  so if you would like that comment growth below
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  but also if you could like um
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  and subscribe to my channel
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  that would be absolutely amazing
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  I also have short form content over on Instagram
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  at the R E agent playbook
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  and we are also on the podcast
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  if you're on the road
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  please don't have the video distracting you
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  head over to the podcast
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  so we can grow that community as well
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  and as always please
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  share my content with any real estate agent
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  that you think it could help
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  because my goal is to help you win every single day
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  at the game of real estate
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  so the first thing that I kind of alluded to
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  is the ability to incentivize your top agents
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  and as a broker owner especially
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  and as a team lead it's kind of
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  you know it's
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  it's a whole thing right
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  you've probably grown up and were a
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  top producer yourself
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  and this is kind of the next step
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  depending on what brokerage you're at right
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  for me myself it wasn't to be a team lead
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  I had the opportunity to be a managing broker of a 12
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  agent brokerage in my mind
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  I knew who I was going to replace
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  who happened to be my dad and what he did right
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  he did a bunch of the litigations and the agent hotline
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  and that kind of stuff and in that brokerage model
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  he wasn't you know
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  training and helping he had
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  he did mentor some across along the way
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  but as they grew bigger
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  they kind of used other options and avenues
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  the truth is is that as a broker or a team lead
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  we often take on a massive piece of
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  you know the training
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  and the truth is
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  is that we are very limited in how we can train
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  I don't care if you were the top of the top producer
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  and now you're five years removed
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  or you're maybe still in production
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  because you have to do that
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  to keep the lights on at the office
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  or whatever right
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  but we are still limited
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  whether it's five to 10 years ago
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  obviously
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  a lot change in this industry in five to 10 years
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  lots change in the last six months right
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  um or it's
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  you're still in production
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  and you have to split your time between your clients
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  and your agents and all the things regardless
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  we are very limited
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  and even if we had time and time wasn't a thing
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  we are only one person right
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  we only have one perspective
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  we only have one set of experiences and goals
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  and all the things so
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  having the ability to grow a culture
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  with a group of agents is absolutely key
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  you know who your top agents are
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  if your team lead what if
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  you know
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  you were looking to grow and if your goal is to grow
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  that you kind of delegated some of this responsibility
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  or came together as a group to help make the
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  training offerings diverse right
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  one
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  person could build their business using social media
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  one could use you know
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  traditional tactics open houses
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  cold calling door knocking
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  one person could be a hybrid
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  one person could be an ads person
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  one could be you know
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  a master of their CRM
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  one person could be a master of nicheing down right
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  if you had that group
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  and oddly enough I do have that group
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  haha to help grow your agents and your team
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  and your organization and your overall bottom dollar
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  your life would be a lot easier
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  so it starts with letting go
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  it also starts with keeping people in right
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  and the truth is is that you have to offer um
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  some sort of compensation or you know something uh
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  growth trajectory for those top agents
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  or they're gonna go find a better fit
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  a better situation
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  or maybe they're gonna graduate to be a team lead
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  themselves so how do you step back
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  especially at the broker owner position and say okay
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  I wanna empower these people
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  I wanna reward these people for what they do
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  but I also want them to come together
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  and build this culture right
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  it starts with you know maybe that does mean
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  taking a hit on some of the commission slits
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  maybe that does mean you know
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  having a new agent walk in the door
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  and placing them in a perfect situation
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  but if that's the case
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  and you want to grow exponentially
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  you will have a better experience
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  if you are allowing some of these
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  you know agents to
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  you know quote unquote stack under this team or
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  you know be mentored by this person
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  and that might need to include you
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  giving up a little bit of your commission split
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  as a result you say well
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  you know that's that's not possible
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  I'm already you know pretty tight and you know
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  I I did this
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  so I could make more money
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  and get some of my time back
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  and no use leverage
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  and the truth is that what is on the
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  other side of that if you are delegating that growth
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  what does that free you up to do as an entrepreneur
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  as a business growth leader
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  what does that allow you to do right
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  and so if you're able to set that structure up
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  it's absolutely key so if you're a newer team leader
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  or small team or small brokerage
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  maybe it's
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  your goal is just to build up some leaders within it
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  right not to build up top producers
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  build up producers that have leadership capabilities
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  and so then your your growth in
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  your trajectory might look a little different
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  so as we are limited by you know
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  our markets that we you know
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  are part of the MLS or whatever
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  we have to make sure that if we are doing this
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  they have to be giving a little bit too
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  the person who specializes in nicheing down
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  needs to make sure that they could help the CRN person
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  if they had a question right
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  it's a culture of collaboration versus
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  culture of competition
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  and in real state offices brick and mortar especially
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  there's this kind of notion of the secret sauce
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  that kind of you know
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  hammers down on that culture every single day
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  and so if we can help do this with our vision
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  as the leader as the owner
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  as the team leader as the broker
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  whatever you are
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  if you can start to develop these other people through
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  maybe giving a little bit of your
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  money to them right
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  but also giving your time to develop those leaders
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  the duplication
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  within your business can be absolutely key
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  and it it all starts with that model
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  and what you're looking at and
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  you know you're overhead and all the things
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  I'm not here to say it's super easy
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  I'm just saying
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  if you look at it a little bit differently
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  maybe you know some of the
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  newer brokerages out there
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  that I might be aligned with
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  maybe had it right
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  when we talk about value stacking and and providing
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  you know multiple layers of value
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  it's truthfully the next level of growth
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  as a broker owner or a team lead
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  so then all the sudden
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  we can go off and we can start value based recruiting
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  right
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  when people come into our office you can say well
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  how do you wanna build your business right
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  well you're gonna get this from me
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  cause this is what I'm excellent at
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  as your broker owner and you're gonna get this from
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  you know Taryn or Adam or don or John or whoever right
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  and as you kind of build that up
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  and you start to do that
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  then all the sudden these agents
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  these newer agents will start to have more success
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  right my dad
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  you know as a broker owner absolutely crushed you know
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  the contract and knowing how to use your tools and
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  you know that kind of service based piece knowing
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  you know your your craft for sure however
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  the marketing thing was never his forte
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  he got his license for two years the minimum
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  he took the broker test and he started
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  you know
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  leading agents because he had that to give right
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  he had the vast knowledge of the market
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  and the vast knowledge of the contract
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  and all of the things the connection industry partners
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  all of those things he was great at
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  but when it came to
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  when I got in the business 20 years after he had been
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  you know out of production for the most part
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  it was a whole different ballgame
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  right because he had this whole other thing
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  he was building this entity was doing that
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  and so that was his focus
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  but once you know
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  if he came in
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  and he had this other agent who is really good at
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  you know social media right
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  and some somebody came in and was like hey
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  I wanna build my real state
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  business through social media Bam
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  how about you go you know
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  under this team or how about you talk to Jeremy um
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  and he could set you up with you know
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  that stuff
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  and you still get access to all my knowledge
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  and so as you can see here
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  like the the levels will continue to grow
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  and then maybe once you get that frontline
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  then your goal is to build that culture
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  and invest in those agents
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  who are leading right
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  to pick out those other leaders and lead them
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  and so then you kind of see
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  how this kind of builds out
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  and if you create that culture
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  and you get four or five
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  six special people that are leaders that are
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  you know great they're also going to stay right
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  because you're going to okay
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  you're gonna help them build a little income by
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  you know placing the right agents who are driven for
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  you know
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  personality concepts and all the things that they are
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  but they're also going to have
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  you know that that going for them
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  and then you're gonna point to them as leaders
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  and duplicate the business
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  and regardless of what brokerage you're at
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  or what the model looks like
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  if you're setting up this stack
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  and you are having leaders create leaders
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  who create leaders you will absolutely have one of
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  the best cultures that you can imagine
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  because everybody's kind of in it for each other right
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  and if you do it the right way and you demand that
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  you know were a cohesive unit versus
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  you know competitive unit
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  you can actually change your culture in your office
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  in your industry not to say that you don't
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  but
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  the reason that agents leave is because they're like
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  okay my next step is to be a team leader okay
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  my next step is to be a broker okay
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  my next step is to have some leadership role uh
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  because I have you know made it in this business
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  it's not easy and now I wanna be a leader
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  and if you can cultivate that into your brokerage model
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  that's absolutely key for you
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  and then you can remember
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  I was in the got in this position to leverage my time
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  and stop trading my time for income right
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  time in dollars out
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  once you have a special group of agents that are there
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  then not only will they stay with you
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  but they will also actually help you reach that goal
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  because I've talked to team leaders
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  I've talked to broker owners and the truth is
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  is that there's very few of them that actually do what
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  they're trying what they set out to do right
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  they're still hustling they're still doing
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  it
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  takes so much to cover the overhead and all the things
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  we'll talk about this in a later video
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  but this is all part of my you know
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  broker owner and team lead checklist that I have built
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  so if you are interested in that comment growth below
• 11:23
  and I will absolutely get that out to you
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  or you can head over to Instagram
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  the already agent playbook and DM me the word growth
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  and you will absolutely get everything you need
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  um in that checklist this is just one point
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  and so I hope this kind of turn on some light bulbs
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  had the wheels turning um
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  as somebody who's grown a team to over 100
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  agents in 32 states I have kind
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  of gone through some of these growing pains
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  and I see the light so if you need any help with that
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  if you know
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  you get that checklist you wanna book a call with me
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  I'd be happy to dive into your situation
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  and help you understand exactly how
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  what path you need to take and where you're going
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  because your goals might be very different
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  but my end goal is for you to see the light
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  and help you grow however I can
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  help you get a win in the game of real estate
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  so comment growth below and we'll go from there
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  we'll talk to you next time bye bye