Leads are the #1 element to team building. To build a team, you need more leads than what you are able to handle yourself.
By “leads”, I’m not talking about random names on an open house sign-in sheet or FSBO sellers that you find on Craigslist. I’m talking about someone who is looking to buy or sell; someone who is actively seeking professional real estate services; someone who has reached out to you personally to inquire about a particular property or seek your consultation.
These are the kinds of leads you want. These are the kinds of leads you NEED to build a solid team. And, as previously mentioned, you need more of those leads than you can reasonably work with yourself.
How do you know your lead volume necessitates the establishment of team? A good rule of thumb is when you regularly have so many clients that all want to look at homes in the same weekend that you know you won’t be able to service them well all on your own. When that kind of growth starts to happen, it might be the time to start thinking about building a team.
When you start out to build your team, think about your long-term needs for client service and business growth – don’t just focus on the 2 or 3 months of the year that you are overwhelmed and maxed out on clients. That is just a seasonal circumstance, after all, and there are all kinds of tools available to help agents work through that kind of stress.
Instead, focus on what it will it take to sustain success – not just during the busy spring market but throughout the year, from year to year. Think about the importance of consistency. Your goal should be to maintain leads that are consistent throughout the year, leads that will help sustain you even through the slowest buying and selling months.
There are many different ways to create those kinds of leads and begin the process of building your team. Stay tuned over the coming months as I help define some of the strategies I have implemented to create solid leads and the best practices I’ve used for filling big lead buckets to build a solid, successful sales team!