The High-Performing Real Estate Team: 5 Keys to Dramatically Increasing Sales and Commissions

ISBN-13: 9781119801856 / Angielski / Miękka / 2021 / 272 str.

Brian Ichenhower

Spis treści

Preface: How To Use This Book To Grow Your Teams ' Sales xiIntroduction xviiPart 1 What ' s Your Viral Goal? Commissions Earned, Volume Closed, or Units Sold? 11 Viral Goals Propel Team Members to the Next Level 32 Make it SMART: Specific, Measurable, Achievable, Relevant, and Time-Bound 133 Make the Viral Goal Motivate Every Team Member, Regardless of Their Role or Season of Life 254 The Org Chart: How to Structure a Real Estate Team for Maximal Growth 375 How to Pay Real Estate Team Members: Typical Compensation Structures for Each Role 45The Team Book Club: Part One Discussion Guide 61Part 2 The Sales Team Activities That Will Grow Your Pipeline 676 Focus on the Right Metrics: ABIs versus RBIs 697 Build Your Inventory Pipeline with a Proven Model 838 Your Pipeline - One Step at a Time 899 Plotting Progress - Where Metrics Meet Milestones 9510 Which Activities Should Agents Delegate to Administrative Staff to Improve Sales? 101The Team Book Club: Part Two Discussion Guide 121Part 3 Cultivate Personal Responsibility Through Team Accountability 12511 All the Tools You Need to Keep Yourself and Your Team Accountable 12712 The Four Key Accountability Questions: Consistently Checking In with Everyone 13913 Make Sure You ' re in the Right Head Space: Cultivate an Internal Locus of Control 147The Team Book Club: Part Three Discussion Guide 159Part 4 Powerful Team Tools to Drive Growth 16314 How a Team Dashboard Will Help You Drive Growth, Provide Focus, and Onboard New Agents 16515 Team Motivation: Using the DISC Behavioral Model to Help Team Members Understand and Adapt to Their Differing Styles and Motivations 185The Team Book Club: Part Four Discussion Guide 195Part 5 Huddle Up and Make a Plan 19916 Growth Huddles: A Powerful Tool for Meetings Done Right 20117 Create Your Annual Goals and One-Page Team Business Plan ... and Focus Your Growth Huddles on Them 219The Team Book Club: Part Five Discussion Guide 229Index 233

O autorze

BRIAN ICENHOWER is the CEO and Founder of Icenhower Coaching & Consulting (ICC), which provides customized coaching and training programs to many of the highest producing real estate agents, teams, and brokerage owners in North America.