“We seem to see leadership as a rare, mysterious and difficult skill to develop, even though thousands of books, programs and guidelines have been developed to define how to be a good leader. You might say I’ve embraced this journey to be a better leader—sometimes kicking and screaming, sometimes with grace and gratitude—and in all the research I’ve done, several concepts continually make the ‘lists’ on how to be a good leader,” says Sara Guldi of the Guldi Group, who lives in Florida and has a team in Maryland that consistently exceeds $29 million in sales:
Be clear. Be very clear on your vision for the team, its values and goals. Then communicate that message to be sure your team understands and is working alongside you for those common goals.
Focus on solutions. Problems occur, ranging from deals falling through to homes failing inspections to buyers purchasing a car one week from closing. When things derail for your agents, you can choose to look at the problem or focus on finding a solution. Only one of those options makes you a better leader.
Be a leader, not a life preserver. Teach your team how to problem-solve. When they come to you with a challenge, help them find their way out instead of fixing it for them. By elevating their skills, you grow as a leader.
Own the problems. When there is a challenge in your organization, the first place you need to look is in the mirror. What could you have done differently? Was it a training issue or a lack of clarity? Did the agent know what was expected?
Own mistakes and course-correct when needed. As you look in the mirror, own up to the fact that you could have done better, and vow to learn from it. If you operate with the mindset of ‘no failure, only feedback,’ then every mistake is an opportunity for growth and improvement. As a leader, you must be self-aware. You must be willing to be uncomfortable and strive to do better.
Be willing to have the tough conversations. The conversations a leader has to have can be uncomfortable—even the ones with yourself. If you are not willing to have these difficult conversations, you do your whole team a disservice.
Be the culture keeper. Leadership is service, and service is leadership. Have a servant’s heart and always drive the culture within your team. If you don’t believe in it, no one else will.
Never settle for good enough. This is especially important when it comes to yourself. Be clear with expectations and standards, and lead by example. Leadership is a skill, not a natural-born talent. Great leaders are developed.
In today’s shifting market, prospective buyers and sellers are a little uncertain about where the market is going. It’s only natural that newer agents, especially, are uncertain as well.
It was your expertise that led you to launch a team in the first place. Now, as team leader, it’s time for you to step in and provide the steadying influence your agents need. If you can do that, they will feel more confident about their own ability to navigate uncharted waters.
“I am part coach, part mentor and part cheerleader,” says team leader Jeri Green of Jeri Green & Associates with Prominent Properties Sotheby’s International Realty in Tenafly, New Jersey. “As a veteran of every market and every real estate cycle for many years, I am living proof that preparation, persistence and a positive attitude are key to overcoming any challenge.”
Brian Buffini, founder of Buffini & Company, one of the nation’s premier real estate coaching firms, recommends three steps a team leader can take to shore up agent confidence and improve production:
- Review your team goals. Take a hard look at your team goals and strategy and answer honestly, “What is working and what is not?” Meet individually with team members to assess how they are doing and how they are feeling. Discuss their concerns and ask what additional support they need from you. Then get back to them quickly with an action plan.
- Consider extra training. If your agents are still discouraged or feeling unsure of what to do, consider signing them up for one of many online training classes offered by the National Association of REALTORS® (NAR), your local board or a private coach.
- Strengthen your own leadership skills. Every leader needs to keep their own skills fresh. Like your team leaders, you may benefit from inspiring training and coaching. Seek out a colleague you admire for a little mentorship and/or find an experienced coach who can help you adapt to the challenges of the current market. When you commit to coaching for yourself, it sends a powerful message to your team. You have their backs. You believe in them and their value as team members, and you are committed to helping them reach their goals.
“Every team is unique in its make-up, and every community is different,” says Robin Gordon, leader of the Robin Gordon Real Estate Group with Berkshire Hathaway HomeServices Fox & Roach, REALTORS® in Philadelphia, Pennsylvania. “But you will differentiate yourself and your team if you work with passion, stay on top of the market and focus on excellence at every stage of every transaction.”
