Over the past twenty-five to thirty years real estate brokerage business has changed dramatically. The office or brokerage of 12 to 25 agents was where new and experienced agents were trained in the every day operation of the business. Quotas were normal for offices and to move in to a top office you must be a proven top producer. Today the owner/manager is more inclined to have a warehouse of agents filling desk space (80 to 120 agents) with a few 3 to 5 agents who are top producers 15 dollar million plus. Real Estate Teams are Taking Over. 1.Team approach uses specialists with strong marketing directed to attract ready to act buyers and sellers. It is a new age in real estate where a marketing professional is the most effective agent. 2.Specialists: Buyer Agents, Listing agents, inside sales agents, marketing specialists, closing specialists, and customer service agents all working together. No warehousing the teams hire and keep the best with very low turn over. Today in the normal Real Estate Brokers office 80% of agents dont last the first year, what other business (not including part time fast food teenagers) has that turn over. 3.The Team leader gathers and develops training to keep all agents and associates on track with the same message coming from everyone on the team. Real everyday business growing leadership and quotes went out the door long ago. Each major real estate company has its own training department using the same techniques as used in the 1970s. 4.Advertising Team approach - use all mediums newspapers, classifieds, direct mail, flyers, editorial ads, radio, TV, email, pod casts, DVDs, signs, sign riders, 800#, websites branded and unbranded, USPs in all advertising and performance guarantees. The major brokers use signs on listings, webpage, and weekly color full page newspaper ads (second level brokers page or page black and white ads, and some will advertise the logo or brand name on TV. 5.Follow up Team approach enter all clients into a data base use follow systems for each type client. Develop and keep new clients warm mail, email and phone. Existing clients send newsletters, mail, email, and phone. Under contract customers weekly phone updates from customer service. The Real Estate Brokerage may send out client follow up questionnaires if anything. 6.Affiliate Team approach Attorney, Title Company, Insurance, Home Inspectors, Landscapers, Plumbers, Electricians, Engineers, Carpenters, Builders, and contractors. The Team has on board a strong group of qualified and licensed independent affiliates. The real estate brokerage says use my mortgage company, title company, insurance company, advertising agency and relocation company because I own them and can make another income off each deal. 7.Team approach Agents across the US and Canada are and have worked with the team approach with great success. Look at your local market check the advertising or your local MLS to see who is using teams youll find most of the top producers are using a team to some extent. This is done within the brokers office because the traditional real estate brokerage has failed. |
