For a real estate company to be truly successful in a very
competitive marketplace, the management team has to be able to cast the “bigger
picture” to their team-members and then make sure that they see how and what
part they play in reaching the goal that the vision has set out to accomplish.
The leadership of the company is pulling its team-members to reach their goals,
not pushing them, a radical difference in thinking. When a company is pulling
its Realtors instead of pushing them, it simply means they are always one-step
ahead instead of one-step behind, leading the way and always creating new
marketing ideas and introducing new clients to the organization.
The best real estate companies understand that they can’t
just walk up to their Realtors and announce arbitrary revenue goals which
dishes out sales quotas for each team-member. Instead the management team talks
about how important it is that the company serves a greater number of clients
and not only what the company will do for that client, but what that increased
income will do for the company – and better yet, what the Realtors personal
income will look like. After the company has done this then they propose a
revenue goal and ask each individual Realtor to carefully craft which part of
that goal he or she is going to contribute.
“When the management of a real estate company sets goals by themselves they are not goals they are quotas. And no one likes quotas.”
When a real estate company is successful through all of its
Realtors contributing on a regular basis, not just the top-ten or twenty
percent, this is usually referred to successfully Managing By Objectives, or
simply getting the team-members to set their own goals as part of the overall
objective of the company – this is also referred to as Shared Goals. One of the
reasons that shared goals are so important to both the Realtor and the organizations
success is that Shared Goals create communication. Communication here simply
means that everyone in the company is working towards making the company the
best in the industry. Could you even imaging for a second a quarterback in
football fumbling the ball and a big lineman not jumping on the ball, instead
saying something stupid like “that isn’t my job.”? It is every Realtors job to
make the company successful.
The bottom line is this: one of the main reasons that companies
fail in America is because of selfishness. If all of the Realtors in a company
are only looking out for themselves, they are by definition no longer part of
team. If this happens the germ of failure has entered the organization and it
has begun to spread and is likely doomed for failure. The most excellent real estate brokers understand that it takes a concerted effort by each and every
real estate professional that will not only get them to the top, but will also
get each of their Realtors their fullest potential, professionally and
personally.
Cities and Communities BanCorp Properties Serves In:
Aliso Viejo Real Estate & Aliso
Viejo Homes For Sale
| Costa Mesa Real Estate & Costa
Mesa Homes For Sale |
Coto De Caza Real Estate & Coto De
Caza Homes For Sale |
Dana Point Real Estate & Dana
Point Homes For Sale
| Irvine Real Estate & Irvine Homes
For Sale | Ladera Ranch, Real Estate & Ladera Ranch
Homes For Sale | Laguna Beach Real Estate & Laguna
Beach Homes For Sale
| Laguna Hills Real Estate & Laguna
Hills Homes For Sale
| Laguna Niguel Real Estate & Laguna
Niguel Homes For Sale
| Lake Forest, CA Real Estate & Lake
Forest, CA Homes For Sale | Mission Viejo Real Estate &
Mission Viejo Homes For Sale | Newport Beach Real Estate &
Newport Beach Homes For Sale | Corona Del Mar Real Estate &
Corona Del Mar Homes For Sale | Newport Coast Real Estate &
Newport Coast Homes For Sale | Rancho Santa Margarita Real Estate
& Rancho Santa Margarita Homes For Sale | Dove Canyon Real Estate & Dove
Canyon Homes For Sale
| | San Clemente Real Estate & San
Clemente Homes For Sale | San Juan Capistrano Real Estate &
San Juan Capistrano Homes For Sale
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