Table of Contents
Preface: How To Use This Book To Grow Your Teams ’ Sales xi
Introduction xvii
Part 1 What ’ s Your Viral Goal? Commissions Earned, Volume Closed, or Units Sold? 1
1 Viral Goals Propel Team Members to the Next Level 3
2 Make it SMART: Specific, Measurable, Achievable, Relevant, and Time–Bound 13
3 Make the Viral Goal Motivate Every Team Member, Regardless of Their Role or Season of Life 25
4 The Org Chart: How to Structure a Real Estate Team for Maximal Growth 37
5 How to Pay Real Estate Team Members: Typical Compensation Structures for Each Role 45
The Team Book Club: Part One Discussion Guide 61
Part 2 The Sales Team Activities That Will Grow Your Pipeline 67
6 Focus on the Right Metrics: ABIs versus RBIs 69
7 Build Your Inventory Pipeline with a Proven Model 83
8 Your Pipeline – One Step at a Time 89
9 Plotting Progress – Where Metrics Meet Milestones 95
10 Which Activities Should Agents Delegate to Administrative Staff to Improve Sales? 101
The Team Book Club: Part Two Discussion Guide 121
Part 3 Cultivate Personal Responsibility Through Team Accountability 125
11 All the Tools You Need to Keep Yourself and Your Team Accountable 127
12 The Four Key Accountability Questions: Consistently Checking In with Everyone 139
13 Make Sure You ’ re in the Right Head Space: Cultivate an Internal Locus of Control 147
The Team Book Club: Part Three Discussion Guide 159
Part 4 Powerful Team Tools to Drive Growth 163
14 How a Team Dashboard Will Help You Drive Growth, Provide Focus, and Onboard New Agents 165
15 Team Motivation: Using the DISC Behavioral Model to Help Team Members Understand and Adapt to Their Differing Styles and Motivations 185
The Team Book Club: Part Four Discussion Guide 195
Part 5 Huddle Up and Make a Plan 199
16 Growth Huddles: A Powerful Tool for Meetings Done Right 201
17 Create Your Annual Goals and One-Page Team Business Plan … and Focus Your Growth Huddles on Them 219
The Team Book Club: Part Five Discussion Guide 229
Index 233