team building strategy & tactics

8/18/2019 Team Building Strategy & Tactics

1/54


2/54

Becky Babcock & Brad NixPath & Post Team

TEAM BUILDING STRATEGY & TACTICS


3/54

#1 ERA Team in Units#1 ERA Team in AGC

#1 Local Team in Units#1 Local Team in Volume#1 Local Team in AGCBEST


4/54

REAL ESTATE

Fake. Cheap. Salesy. Cookie Cutter. Cheesy.


5/54

REAL ESTATE AGENT

Fake. Cheap. Salesy. Cookie Cutter. Cheesy.


6/54

ZERO MOMENT OF TRUTH


7/54


8/54

SEEK KNOWLEDGE


9/54

WATCH VIDEOS


10/54

ASK THEIR NETWORK


11/54

READ REVIEWS


12/54

WHAT MAKES YOU UNIQUE?


13/54

TEAMS

DIFFERENT FORMATS


14/54


15/54

“When we tell people to do

their jobs, we get workers.

When we trust people to get

the job done, we get leaders.”


16/54


17/54

“Managers expect us to

work hard out of obligation.

Leaders inspire us to work

hard with pride.”


18/54


19/54

“A team is not a group ofpeople that works together.

A team is a group of people

that trust each other.”


20/54


21/54

“The leaders who get the most from

their people are the leaders who

care the most about their people.”


22/54


23/54

Understanding Transitions


24/54

0

50

100

150

200

250

300

03 04 05 06 07 08 09 10 11 12 13 14 15

•

Understand the client’s life transition.

•

Remember it’s unique for them.•

Earn the business every time.

•

Add value every step of the way.

•

Earn referral worthy reviews.

# 280

Units

$ $65 Million

Volume

$ $1.85 Million

Commission Revenue

SERVICE NOT SALES


25/54

5 REASONS WHY A TEAM IS BETTER

1. INFRASTRUCTURE OF PEOPLE & PROCESSES TOENHANCE COLLABORATION, SUPPORT, & CULTURE

2.

DIVISION OF LABOR TO IMPROVE CLIENT SERVICE

3. EXPERTS PERFORM SPECIALIZED ROLES TOINCREASE REVENUE FOR EVERYONE

4.

THE SYSTEM WORKS EVEN WHEN YOU ARE NOT SO

YOU CAN GET YOUR LIFE BACK

5. BUILD A BUSINESS YOU CAN SELL SOMEDAY


26/54

STRATEGY & TACTICS


27/54

WHEN DO YOU TAKE THE NEXT STEP?

10-15 Active Listings25-35 Annual Closings


28/54


29/54

WHAT’S STOPPING YOU?


30/54

RELEASE FEAR DIVE IN


31/54

5 MISTAKES TO AVOID

1. Hiring an assistant without a business plan.2.

Not building systems or processes.

3.

Hiring someone you know instead of the best person.

4.

Not defining a team value proposition.5. Failing to define why.


32/54

CORE BUILDING BLOCKS

VISION - VALUES - VALUE PROPOSITION


33/54

START WITH WHY

Why do you get out ofbed and go to work?


34/54

MONEY IS THE RESULT, NOT THE REASON

If you no longer needed money,why would you do it?


35/54

WOULD YOU STOP DOING REAL ESTATE?

If you are unsure, think twicebefore leading others.


36/54


37/54

We believe behavior is the truest form of

communication and values are what drive

behavior.

We Stand Upon Our Values

Respect forms the foundation of solid,

healthy, and meaningful human interactions.

Respect

Unity is not the same as uniformity. Uniformity

is when it all looks the same. Unity is where

we all feel the same.

Unity

Simply doing for others what is good and right

for them. Treating others the way they want to

be treated, not how we want to be treated.

Golden Rule +


38/54

UNIQUE VALUE PROPOSITION

We are the only ________that ________.


39/54

TEAM ARCHITECTURE


40/54

CRITICAL FIRST HIRE


41/54

PASSION & SKILLS


42/54

FRONT LINE CANDIDATE


43/54

SPECIALIST, NOT GENERALIST


44/54

TEAM OF SPECIALISTS


45/54

CLIENT CENTRIC ORG CHART

!

CoordinatorsSupport & Service

C

Buyer SpecialistsService & Guidance

BS

Seller SpecialistsService & Guidance

SS

ManagementInvest & Lead

M

Our Client

Broker


46/54

TEAM

EVOLUTION

TeamCoordinator

1

C

Buyer Specialist

2

BS

Seller Specialist

6

SS

ManagingDirector

M

Buyer Specialist

3

BS

Buyer Specialist

4

BS

Buyer Specialist

10

BS

Seller Specialist

9

SS

Buyer Specialist

8

BS

ListingCoordinator

5

C

MarketCoordinator

12

C

Seller Specialist

11

SS

TeamLeader

TL

Buyer Specialist

7

BS


47/54

BIGGER PIE, NOT SPLIT


48/54

SNOWBALL EFFECT


49/54

HAPPIER TEAM

!

! TO WORK

TOGETHER


50/54


51/54

!!!!! REAL

VACATIONS Liquorice chupa chups applicakeapple pie cupcake brownie bear

claw cake gingerbread cotton

candy. Bear claw croissant apple

pie. Croissant cake tart liquorice

tart pastry. Gingerbread jelly

soufflé bonbon sesame snaps.

Tiramisu pie sesame snaps. Sweet

roll jelly

#

HAPPIER LIFE

MORE

FAMILY

TIME


52/54


53/54

pathpost.com/slides

“True joy comes when you

inspire, encourage, and guidesomeone else on a path that

benefits them.” - Zig Ziglar


54/54

PATH & POST EXPERIENCE

team building strategy & tactics

Documents