Good markets can result in little incentive for teams to invest in training, but this is a step we have to take in order to scale beyond ourselves. What are the most important and needle-moving fundamentals we can teach our teams? How can we still find gratitude for our industry when the feeling of discontentment hits? Can we reduce our marketing spend and still sell $100M+ of volume in a single year?
On this episode, Richard Schulman shares on his business freedom journey, including the “good, bad, and ugly” of growing his team.
As team runners we’re not necessarily in the business of selling houses, we’re in the business of finding people to sell houses. -Richard Schulman
3 Things We Learned From This Episode
Why good markets often struggle to breed a culture of improvement (06:47 - 07:15)
Being in a market with a high price point can actually be a disadvantage. You’re never really driven to engage in training because your business can still get by without you really solving any of your problems and truly building a business.
One of the biggest mistake real estate team leaders make (11:57 - 13:11)
Some leaders build a team where they keep the best leads for themselves and only allow their agents to take on the bad leads. A real leader wants their team members to succeed, and gives them equal opportunity to all the leads.
How teams can run successfully without a high marketing spend (22:36 - 24:16)
You don’t need to spend money to sell more homes. You just need to be better at the thing that matters most. The teams of the future will run on close to zero marketing spend. If you can collect information and build a model around your database, you can do very well.
We work in one of the best industries for building wealth, gaining freedom, and creating success for ourselves and the people we lead. As long as we have the right tools and systems in place, the success of the year before is repeatable— and we can even build on it. There really is no job like real estate, and if we embrace that, we can make it.
