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High Performance Teams: Recruiting For Explosive Success

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It's smart to look into the background of a real estate team that you are going to do business with before using them to buy and sell.  Have they stagnated?  Have they
developed a reputation for innovation, success, reliability, character?  It's fair to ask them what their average selling time is, their total 

How does a real estate team develop from a single agent to a team of 31 agents selling 509 homes, worth $107,000,000?  

How does a sports team go from not that good to being a world-beater? Sports teams and real estate teams have similar attributes that predict success. Teams follow tried and tested steps. A consistent focus on high-quality recruiting is among the most important. When recruiting though, it is imperative for the team to stick to team values as they constantly strive for their standard to reach.

The formation of the team through recruiting is a foundational step in growing a profitable team. Many real estate teams start because several not-so successful agents believe that coming together will bring success. This is faulty logic. A football coach knows that a team is more than a combination of parts, though the parts that make of the team have to be somewhat talented or progression stalls.

In order to be successful on the field, each player needs to have strength, talent, and work ethic. For a real estate team to be successful in the housing market, each team player, each agent, needs to have a keen skill for real estate and the same stick-to-it ability to work hard. These individual attributes, however, are not the only components a team player must have. In both football and real estate teams, each individual must be fully, not casually committed to the ideologies of the team.

1024px-boise_state_broncos_football_1024_01In college football, the Boise State Broncos strive to recruit players that they call "OKG's" (our kind of guys). The coach behind this innovative recruiting, Chris Petersen, declared that the key attributes of these players are accountability, unity, and integrity. Kevin Hughes, the leader of this successful real estate team, said similarly that the key qualities he looks for in an agent are integrity and a good work-ethic.

With both sports and real estate it is important to learn new skills, instead of just relying on old skills and natural ability. Boise State found that talented, undervalued individuals who haven't ever been told their whole life that they are the best are oftentimes more hungry and coach-able, and can become better, than all-stars who can be lazy and stay at the same level. While Hughes Group, and other leading teams, can recruit high-level agents, they keep this in mind. High-performance teams in today's technology-driven world understand that their real estate agents need to have a desire to progress in technology to generate business from the internet. While technology backgrounds are a plus, a desire to learn and flexibility are enough as those with these qualities will grow with time.

Another key attribute for a successful team member is a passion for what they do. If even one member of the team does not love what they do, it will drag down the productivity of the team. To be a professional football player, it takes hours of training and years of commitment. Paralleling this idea, high-performance real estate teams expect all agents to work full-time solely as a real estate agent, insuring that they have a commitment to helping people in real estate, while professionally developing themselves. How can this be gauged in recruiting? Consistent strong results predict hard work and passion. Specific searching questions, such as, "Are you okay working weekends, holidays, evenings?" can be enlightening as well.

Another important element when recruiting a team member is the specific skill set they bring to the whole. This specialty contributes immensely to the success of a team. In football, a team must consist of skilled players that excel at a wide variety of positions requiring different size, speed, strength, agility, and skills. A kicker usually is not an amazing passer, for example. Though a real estate team is not as specialized, there are still different skill sets that are needed in order to have a balanced, fully functional team. Some real estate agents specialize, or have extensive experience, in new construction, while others focus on rentals or rural estates or urban real estate. It's not easy, and takes loads of time, to get to the level of industry understanding in a particular area to the point where someone knows each inn-and-out. Real estate recruiters can pay attention to what prospective agents bring and add to the team's capabilities. They can then put that person in a position to use their strengths, rather than help a brand-new individual take years to build their background. High-performance teams don't just grab someone because another agent is needed. They look for their kind of agents, making sure the team has the varied experiences and specialties it needs to provide excellent customer service.

Most real estate teams and brokerages bring new agents into a team to benefit from the business the agents bring in. This poor reason for recruiting doesn't bring great results or encourage high levels of agent effort and performance. High-performance real estate teams make recruiting far easier for themselves by having a pipeline of business, perhaps a website like buyIdahoRealEstate.com, that they can channel towards skilled agents. Agents are happy to come to a team to have greater opportunities, but it is imperative to find agents that will use excellent customer service to treat prospects well.

Team players need to work well together. Countless talent-rich teams have failed, in any industry, due to unity problems. The agents have to want to be in a team, respect team members and leadership, or they can disrupt the culture and would be better off on their own. The success the Hughes Real Estate Team has found proves that a team can aid an agent to find achieve goals beyond what they could accomplish individually.

Because it is imperative that the team binds together, each agent that is recruited needs to work well with the team. They should be able to express why they desire to work with others rather than solo. An agent can be a highly skilled individual real estate agent but not able to work on a team. It can be difficult to say no to a star, but these agents should not be added to the team. Agents that work well in teams are willing to adapt by learning new skills or trends in this fast-paced world.

A willingness to learn is a key attribute that Kevin Hughes looks for when recruiting for his team. The people who work for Hughes Real Estate Group do not work as competitors; they work as business partners. They want to be on a team; they understand the benefits of teamwork. And that is the nature of a successful team.

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