Articles

Well-defined job descriptions are crucial to ensuring every team member understands their role and responsibilities. Support staff and Property Managers usually have structured job descriptions that outline their duties – however, this is often not the case for salespeople.

Recruiting the right salesperson is one of the most important and most misunderstood challenges in real estate. Let’s discuss why hiring a salesperson based on commission alone can lead to lost business, higher turnover, and ultimately, a weaker team.

A full pipeline is the lifeblood of a thriving real estate business. Yet, many salespeople find themselves in a situation where there isn’t a sufficient number of future listings. To solve the issue of a hollow pipeline, you must first understand what led to its creation. Let’s discuss the steps to rebuilding your pipeline.

At Smartre Training, we encourage leaders to build a culture of accountability where individuals take ownership of winning actions and results. Let’s discuss success and its relation to actions and mindset, and taking responsibility for achieving your goals.

As the market shifts, real estate leaders face a critical challenge: adapting quickly to new market conditions. Let’s discuss how adapting quickly and rethinking your strategies will help you thrive in a tough market.

Leadership is a skill best learned through the experiences of others, saving you from costly mistakes. But here’s the key: you have to study it deliberately. Let’s discuss intentional leadership development and the tools that can help you on your journey.

At Smartre Training, a common challenge we hear is leaders struggling to motivate their salespeople. Leaders cannot motivate people – it’s a waste of time trying. We all must motivate ourselves. Let’s discuss why it's essential to recruit self-motivated individuals and how leaders can inspire their teams to stay driven.

In today's competitive real estate landscape, retaining high-performing salespeople requires more than just providing a pay cheque. Let’s discuss the importance of creating a meaningful and fulfilling future for your team members, and factors to consider that will help build a culture that retains talent.

Many business leaders struggle to get their salespeople to prospect. However, the agencies that consistently win in this space are the ones that have created a prospecting culture. Let’s explore strategies to create a mindset and framework that encourages more frequent and effective prospecting.

Investing time in your employees is one of the most impactful decisions you can make as a leader. Engaging with them on a personal level will allow you foster deeper connections beyond performance. Let’s discuss the importance of regular one-on-one meetings and how they can transform your agency.

Spending can be the death of a business. It’s easy for leaders to focus on gross commissions while ignoring expenses that don’t directly drive profit. When was the last time you went through your expenses, item by item, to cut those expenses that do not link directly to profit?

Leaders often face the frustrating challenge of dealing with inconsistent performers. In this article, we share a story about a leader who confronted this exact scenario and found a way to guide her salesperson from erratic performance to consistent success.

The real estate industry is notorious for focusing on turnover. An eye for turnover must be replaced with an eye for profit. Let's discuss changes that you can make in your agency to help you develop a mindset surrounding profitability.

Effective sales meetings are a cornerstone of leading a high-performing sales team. When not executed well, sales meetings can be detrimental to results and your agency’s culture. Let's discuss the eight essential rules that will help you lead effective sales meetings.

When you recruit someone new, they put their best foot forward to create a good impression. In the early stages they will be on their best behaviour but over time the wrong people reveal themselves. Let's discuss the challenges of managing team members who do not align with your company's culture. 

Leaders must foster an accountable culture where salespeople meet commitments. Let’s explore the key to creating a winning culture of high performance, and how to maintain this ongoing, because inevitably, even great salespeople fall short now and then.

To find success in real estate sales, you must build certain foundations to ensure longevity. Long-term success relies on establishing solid foundations in every aspect of your life. Let’s delve into 10 foundations that new agents should lay to build a successful real estate career.

Listings are the lifeblood of any Real Estate business. No Listings, no sales, no business. Let’s discuss building an effective recruitment process to ensure you find the right salespeople, and what this should include to ensure your agency will consistently list in high numbers.

Setting off on a journey without clarity on your destination can be a fool’s errand. Yet that is precisely what many leaders do when they begin the task of recruiting salespeople. What are the key attributes of leaders who successfully develop a sales team?

There are undeniable signs that the market is changing. Are your salespeople ready for today’s new market? Let’s discuss the three essential strategies to ensure your sales team remains effective and successful. 

The Eleven Major Attributes of Leadership from Napoleon Hill’s book, “Think and Grow Rich” remain crucial for effective leadership today. Practice these attributes and improve not only your own life but the lives of those you lead.

Struggling salespeople - we’ve all had them. They can be frustrating, and they can cost your agency large amounts of time, business, and money. Which are the salespeople we should persist with, and which are the ones that should be moved on?

The most effective tool leaders have is time with their salespeople - talking one-on-one, over coffee.
At times we can be so busy that everything else becomes a priority and we fail to make time to do this most critical leadership function. Do we really save time by neglecting one-on-one time with our people?

You may be surprised that poor performing salespeople know they are performing poorly. Everyone has seen leaders whose entire repertoire of leadership tools is threats and shouting. These bullies have small teams, high staff turnover and poor results. Let’s discuss the steps you can take to earn the loyalty of your team members, towards building a motivated team.

Building a winning team requires belief, hard work, perseverance and commitment over several years before you develop a team of high performers. A systemised, methodical and rigid recruitment program is crucial towards identifying winners. Let’s discuss the six elements of a successful recruitment system for real estate salespeople.

Where do some Principals go wrong, where others go right? When the purpose is clear and the desire is strong, why do some succeed while others struggle? What is that unforeseen obstacle one person conquers, and the other doesn’t? Let’s discuss the obstacles to leadership.

If you have a salesperson who writes the figures, but who is no longer aligned with your team’s culture, a person who is demanding and intimidates other team members, you must understand that this hostile high-performer. Let’s discuss the effects of hostile-high performers on you and your business.

The real estate industry hinges on a crucial yet often overlooked factor: training. Despite evidence pointing to a staggering return on investment, many in the sector remain reluctant to prioritise education. Let’s dive into the critical role of training in driving profitability and longevity.

As a leader steering your business, you have the ability to instil a roadmap for behaviours that yield results. But first, you must possess this blueprint yourself. While numerous behaviours contribute to success, let's focus on four non-negotiables that can propel your sales team to new heights.