![]() And, I am not talking about the value proposition to agents coming on the team but just, in general, to clients. This is something that I find crazy elusive to a lot of real estate agents and even a lot of team leaders. They should be very fluent in that process. So a good team leader, if they are running a good business, can break that all down for you very easily. We do not sell hamburgers, we sell houses, obviously. To reach their goals, they know how many hamburgers they need to sell. They know how much everything costs so they know how much to charge. They have it down to the tenth of the penny. Do you think people who run McDonalds or pottery barn do not actually know their own numbers? I will tell you the McDonalds of the world, they know how much the bun costs, how much the hamburger costs, how much the cheese costs, the ketchup, everything. So, if they do not know their own numbers or even know how to come up with them, how can they possibly lead you to the promiseland and help you get to know your numbers? I will tell you that probably 98% of team leaders that I know do not know their own numbers. What do you need to do today to make sure that you get your goals by year's end? When an agent comes on our team, we can, in under five minutes, break down what the annual goals are and what that means for production today. I think it is really important that the team leader be able to help you work your business backwards. How do they streamline your sales pipeline? So, I came up with four questions that I think any agent who is interviewing or thinking about getting on a team and interviewing team leads need to be asking to make sure that they have got somebody who is really there to serve them, the agent, and not the agent serving the leader. They are there to truly support the agents. There are a few good real estate teams out there - I know of severalfriends that run teams that actually run amazing and phenomenal teams - but they all practice servant leadership where the leader is there not to be supported by the agents on their team. They are what I call the "Hero and Minions" model where you have got the "hero" that sits up at the top and all the "minions" that serve the hero. Unfortunately, that is how most real estate teams are set up. The real estate teams that exist out there exist commonly for one reason: to support the team leader. ![]() And honestly, in my experience, they do not provide a whole heck of a lot of support for their agents. The truth of the matter is, I think most real estate teams are kind of a scam because most real estate teams, the way they operate, are not a good business. I run a real estate team, so my knee-jerk reaction was, “No, she doesn’t know what she’s talking about,” But I thought about it for a second, and realized that she is actually not wrong. This was actually something that I heard from a new agent who was interviewing and did not know whether she wanted to go to a team or an individual agent route, and was still just talking to me for advice. Before you send me a bunch of hate mail, hear me out.
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