Building a team culture
The team that works together, closes together! While individual agents may be doing well, the potential for each individual agent is raised when there is a team attitude. Here are a few things to think about when it comes to building a team culture for your business.
Gather the team together to think about where you want to be in one year. Set goals that are specific, measurable, and on a timeline. For instance, one team goal might be to close twice the number of deals in 2013 as were closed in 2012. Aim high for your goals. Inspire agents to have something to reach for. One way that Nicki Conway and Susie Hall cultivate that aspiration is to have agents create “Dream Boards” with pictures representing personal investments they would like to make with the increase in business – trips, financial benchmarks, etc. Visible reminders of your goals within the office can have a powerful effect. Even something as simple as writing the goals up on a whiteboard or having a picture of a favorite vacation spot up for agents to see every day can remind them what they are working toward.
Bring the Team Together
Two heads are better than one, and five heads are better than two. Weekly brainstorming sessions are a great way to share effective strategies, scripts, and tips. Agents can talk through obstacles they may come across and share how they’ve overcome them. Group meetings can also be an opportunity to make lead follow up more fun. As Susie Hall’s team has seen, text messaging all of your leads can be much less of a chore when you’re gathered together for tacos and enjoying the time together. Bringing agents together can also give them an opportunity to practice their approach to the leads. Do some role playing: have one agent pretend to be a lead and another agent speak to them as if they were reaching out over the phone. The “lead” can then give the agent feedback on the conversation.
The Performance Dashboard can help you track team improvement. By setting goals regarding a team average and then posting the graph of your team average on a weekly basis, you can show your agents a visual representation of their progress. When everyone is held accountable to the same standards and they can see how their performance affects the team, this can be powerful motivation for follow up!
We are very confident that building a team culture results in building up your business. If you have any questions about how you can encourage this within your office, please feel free to reach out to us!
-Ashley Castro, Client Services Team