Growth Factor #3: Hire “Right” From the Start

The “Top 5” Growth Traits of a Successful Real Estate Team (continued)

I once asked one of the most successful Team Leaders in the country what he would define as THE most important factor in a successful team. “Hire the right people”, he responded, without hesitation. Seemed simple enough, but as we all know, simple and easy are rarely the same thing. Asked for further insight, he shared how important it was to first clearly define what the traits of a successful Team Member literally looks, feels and acts liked based on your expectations and your type of team.

Let’s assume you’ve cleared the first hurdle by hiring Team Associates with common core values that line up with your vision and business model. Next, there are personality and learning behaviors to consider. Are you a “Thinker” or a “Feeler” when it comes to communicating, and even more importantly, when it comes to handling conflict? Are you “direct” or more “laid back” when interacting with both your Team Associates and your Clients and Customers? “Opposites attract” is rarely a recipe for success when creating a team. Yes it’s possible, and can even be beneficial to have a variety of personalities on a team, but only if the Leader understands personality and behavorial differences and knows how to manage them.

In addition, what kind of Team Associate is best for your particular business model? Perhaps you’re looking for Team Associates who will basically show the property, allowing you as the Team Manager to “close” the sale. That Team Associate’s strengths may differ from those in a different business model where all Associates are expected to take responsibility for the transaction from start to finish. Another type may hire for specific responsibilities, for example, a Listing Specialist who will concentrate all of his or her efforts on the listing side of the transaction only. Whatever your desires, knowng DISC personality profiles and understanding adult based learning types can save a Team Manager loads of frustration by initially hiring the right person for the right seat on the bus.