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Agent team leaders share ‘points of view' on how to motivate team members to success

RISMEDIA, Jan. 31, 2007-Art Chester, heads a company and leads a team at Century 21 Results ASAP in Sarnia, Ontario, Canada, a small water resort city across the river from Port Huron, Michigan. He may be considered, by some, as the last of a dying breed. He insists on the very basic fundamentals which he deeply believes "are often lost in today's mania for everything Internet and Hi-tech." However, he is committed to technology.

Building Confidence
Chester is obsessed with training his people on "the language of success." He remains convinced that agents will not do the things they know they should do until they have the confidence that they know specifically what to say and how to respond. So he commits them to his system of learning the Jerry Bresser scripts, and develops a culture based on "knowledge plus confidence equals success."

He believes in farming newsletters and well he should since he has extraordinary personal results to prove it. Chester is very well known in Sarnia and he uses that influence for recruiting. He has hired almost 20 new agents in the last four months. He inspires them at the first meeting by giving them a vision of who they can become under his leadership. His sales meetings are participatory as he engages everyone with his contagious enthusiasm. He believes in the principle of "you will never do anything well until you do it many times poorly," and believes that it all begins and ends with leadership.

Chester has been in real estate for 37 years and was the Director of Training for an Ontario based 65-office franchise system. He acknowledges, "I have seen it all, heard it all and believe it all. As the team leader, however, I must be so totally committed to the success of my agents that they trust my judgment and become willing to put into practice what they are being taught." Art has provided not one, but two licensed staff that is dedicated to team marketing and lead generation.

Marketing Power
In Phoenix, Arizona, Brad Baird decided to cut a trail in uncharted territory. He is the broker of Realty World Southwest, a small office nestled in a professional plaza in North Phoenix. But he is no longer intimidated by the presence of the giants nor is he living in their shadow. Four years ago he chose to do a radio talk show called, "The Real World of Real Estate."

"Fortunately, I had no idea what I was getting into and the level of commitment it would demand," Brad reflects. The radio show has become a phenomenal success, however, benefiting both his business and his team. Every member of his team is earning in excess of $100,000 in a market where the average sale is still only $250,000. In fact, one of his rookies will make well over $250,000 this year. Brad says "at times I am totally in awe of the whole thing."

Using the show as a base for marketing, Baird has further capitalized on it by venturing into seminars for investors. He regularly gets 100-150 people per event held every other month. Of course, his team members are able to bring their potential clients. He gives them very limited formal training, but likes to say to new recruits, "We don't have a lot of training, but we sure do have a lot of doing."

Baird believes that it is essential for every team leader to differentiate themselves by getting creative and discovering ways to generate leads for their team. He also motivates the team by providing the resources of a full-time licensed marketing director, transaction coordinator and leads coordinator.

Family Culture Inspires
In Fairfield County, Connecticut, Julie Vanderblue, president of The Higgins Group and leader of her own team of over 20 first-class agents, works tirelessly to develop a culture that she describes simply as "a family."

"Our team creates our own unique atmosphere. With so many personalities we have so much energy. Each agent brings something valuable to the table with their own unique qualities and skills. For example, we have a photographer, builders, interior designers, marketing experts, public relation specialists…and we share our expertise so that everyone benefits. We have off-site meetings to shake things up and meetings at vacant listings to create a bit more excitement about the property. Each agent must see every home that we have listed and we will go together as a team to discuss how we can help the listing agent which also adds to our camaraderie."

Vanderblue also reports that bringing the team together for charity work provides a strong motivational influence: "We really have become a family and we are there for each other to share in the joy that this industry brings, as well as pick each other up when it knocks the wind out of one of our sails."

The team holds regular training sessions twice each month-Vanderblue utilizes a variety of industry professionals to broaden the team's networking group. "Field training is what works best for the team and the senior agents share in that responsibility. Each new agent gets 5-15% to help a seasoned agent service buyers and sellers. This offers value to the senior agent while the new agent builds confidence that traditional training can never offer, plus they get a paid education."

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