Teamwork Makes the Dream Work

By Cliff Baird

RISMEDIA, March 27, 2007-It would seem that the compensation plans, commission splits and other rewards are as varied as the number of teams in the industry. There is one common factor, however, that whatever financial programs successful team leaders put in place, work. They work because the leader has thought through the many combinations of ways to energize his/her team. Marc Fleisher and Ruth Pugh have found the secrets in making their team prosper.

Marc Fleisher, Long & Foster Real Estate, Washington, DC, uses the advice of a consulting financial advisor. Everyone is on salary and is a licensed real estate agent. He took away the insecurity of commission splits and generously looked after his team. His staff responds with their tenure, all having been with him from three to 14 years.

His team was recently ranked #5 by the Wall Street Journal on dollar volume in the nation with $278 million. This is an amazing feat with a total of seven people: two buyer's agents, one director of marketing, a leads and a contract coordinator, and two assistants to complete the team.

Fleisher says, "I could hire two people per week but I won't. I have a magical group and consider my team unparalleled in the entire industry. I am humbled so many times by their extraordinary efforts."

Everyone is on some form of benefit package and/or profit sharing. "My buyer's agents receive a percentage of the overall gross commission over and above a preset amount and I also have a mid and end of year bonus tied to the volume."

He also incorporates an eclectic array of rewards from car to cell phone and travel expenses. "I am honored to have team members I can trust unconditionally and I put my friendship with each of them ahead of employer/employee."

Ruth Pugh, of Century 21 Award, San Diego, California, is the team leader of the #1 team in the nation for both volume ($540 million) and transactions (1,676). Pugh has structured a more traditional plan based on percentage of commission and volume bonuses. Her team is likewise predictable with 19 buyer's agents and a "hugely talented and dedicated support staff" which she says "makes everything possible."

Each team member has a contractual obligation to sell five homes a month and prolonged failure has terminal consequences. Pugh, in turn, has surrounded her people with such a realistic mindset for prosperity and accomplishment, that failure is not an option.

Since the financial package is not the point of uniqueness in her success, it can be attributed to a number of other daily practices. It could be her personal daily routine where she leads by example and genuine enthusiasm. Or the fact that she not only places stringent production goals on her team members, working tirelessly with her agents to make it happen. Pugh determinately governs her life with a balanced daily ritual of visualization and action to fulfill her goals.

She inspires and encourages her team to understand the power of the Law of Attraction, giving them specific tools such as her 10-10 morning focus for the day and the Hour of Power prospecting. "Every morning I write down 10 things I am grateful for and ten things I am going to attract into my life, and then I write my intent for the day. Whatever I write comes true."

Fleisher and Pugh both demonstrate that great visionary leadership will cause the activities of a team to mobilize with such power that awesome results are the natural by-product. Teamwork does make the dream work.

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