Building a sustainable real estate business comes with challenges. And it all starts with beginning with the end in mind. Navigating the shift from production mindset to team building and true business ownership is probably the toughest thing you can ever do.
On this episode, Cristina Edelstein-Skurat shares her business growth journey and lessons learned while building a successful team.
If you treat clients the same and give them the best care, you never know where it will go. -Cristina Edelstein-Skurat
3 Things We Learned From This Episode
The right mindset to have about your clients (03:36 - 04:36 )
Start with the mentality that everyone deserves to buy or sell a home, even if they aren’t the most attractive candidate or buying a high price home. That means you’ll always give good service at all levels and people will keep coming back to you for business.
Why training your team is a lot like selling (08:55 - 11:38 )
Training people and really building them up uses the same skill set as selling— just in a different way. Instead of cranking out sales, it’s about investing deeply in agents. With that comes the risk of being hurt and disappointed when they leave or fail to live up to the potential. However, you can’t let that risk hold you back.
How to build a solid sphere of influence list (17:05 - 19:50 )
When you’re putting together a sphere of influence list, you shouldn’t just think of your close circles. Take a look at your Facebook friends list and come up with at least 100 people who know, like, and trust you.
A huge part of having a successful business is about how much we’re willing to invest in the people we work with. When we pour into people, one of the risks is that they might leave or fail. When that happens, it’s okay to be hurt and disappointed. However, it’s better for us to have a smaller group of people who are really all in, motivated, and dedicated because that will preserve a good culture. If we put the right people on the right seats in the bus and give them some guidance and then some grace, we’ll get ROI on the time we invest.
Guest Bio-
Cristina is co-team leader of a team with her husband Kerby. She earned her Communication degree from the University of Minnesota with a minor in Business Management, and spent much of her early career working to support small business through her role as a property manager in the Twin Cities and participating in various educational projects in India, Philippines, Brazil and Mexico. While in the Congo, she taught business skills to women who suffered from sexual violence or had a lack of access to basic health care. After moving back to the United States and marrying Kerby in 2009, Cristina quickly joined him in expanding their Real Estate Team. Go to https://kerbyandcristina.com/ for more information.
