In real estate, new agents struggle to come to grips with the demands of running your own business and being self-employed. It requires systems and investing in continuous learning. On today’s show we discuss the necessity of training, and the methods employed by our guest Terri Jeffries to extract greatness from her staff.
Takeaways + Tactics
Build trust, put your money where your mouth is and do what you said you’d do for them.
You can’t learn from just one trainer anymore because the paywall is down.
To be successful as your own boss, you will need systems and continuous education and training.
Buyer consultations aren’t about vomiting information. They are about listening and asking pertinent questions so you can figure out what they need. -Terri Jeffries
We started our conversation with Terry learning about her web based, paperless office and the team she manages. “It’s my job to appeal to a lot of people for a lot of different reasons.” We asked about the mistakes she made early in her career and what she’s learned from them. She says her endgame had to change from wanting to make money to wanting to get people to trust her, once that switch flipped her business began to turn around. Terri also shared the importance of setting client expectations and Greg provided a script for that purpose.
Another mistake Terri says she made was not understanding early in her career that she was the CEO of her own business. She makes it a point for her staff to understand the importance of systems, time blocking and continuous education. Her company gives agents training based on what’s important to them and what will make them grow. She believes agents should take at least an hour a day for education and investing in themselves.
Terri went onto tell us about getting started in her career and the training structures that her company has in place. Towards the end of the show Terri gave us a breakdown of the factors agents should pay attention to if they want to excel and become a top producer.
Flipping your switch from wanting to make money to seeking to provide value and use your services to serve your client’s need will change your business. It’s your job to provide people with what they need to turn their goals into reality. As a business owner, this motivation should be built into your systems and activities. Success doesn’t happen accidentally, training and investing in yourself will get you there.
Terri is the broker responsible for the start-up and development of the United Real Estate - Chicago territory. Her responsibilities include daily operations, agent recruiting and retention, staff management, training and education, supervision, cost accounting and business development. To learn more about her and her team, go to www.unitedrealestate.com
Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.