Investing in a coach that brings clarity to our business can be life-changing. What role does building systems play in bringing clarity to our business? How does knowing the financial goals of our team members help our business grow? Why shouldn’t we make others do the things we never did in our business? In this episode, Guillermo and Danielle Salas talk about how coaching impacted their business and the lessons they learned along the way.

You have to be willing to do the things that you are asking for people. -Guillermo Salas

3 Things We Learned From This Episode

• Focus on what you are good at (10:00-11:00) Real estate agents aren’t meant to be jacks-of-all-trades. Some of us enjoy working behind the curtains, while others enjoy working with people. The roles in a real estate team are so diverse there is something for almost every personality type. Focus on what you’re good at. Otherwise, your talents will be wasted.
• Accountability is a must (12:30-14:24) Agents need to be held accountable. But a lack of accountability doesn’t necessarily happen because our team is lazy. It’s human nature to drift, and it’s our job as team leaders to keep our agents on the right track. It’s also our job to identify which employees aren’t a good fit for our team culture and let them go. They might be better off working in a place that suits their personality and skill set.
• Each team member has a goal to reach (20:00- 21:13) When our team reaches its goals, we reach ours as well. Have a discussion with each agent individually about how much money they want to make and how you can help them get there. As team leaders, it’s our responsibility to support our team with the right tools and advice.

We can’t lead the way if we have no experience in what we want our agents to do. We need to have experienced what our agents are going through before we ask anything from them. This could be a new lead generation system or a new marketing approach. We should experiment with it ourselves, learn how it works, and understand the challenges. If we don’t, how can we advise our employees on the best practices?

Guest Bio-

Danielle and Guillermo Salas are the founders of the Salas team, where they focus on residential & commercial sales, leases, and rentals. Together they run one of the top producing teams in Philadelphia, and in the last year they had over $40 million in sales volume. You can find more about their team here.