The document discusses building a winning real estate team. It notes that while agency leaders may have been good salespeople, their focus should shift to finding and developing new people. Making a few sales oneself each month limits growth, but training salespeople can earn the agency much more over time. The key is for leaders to understand their strengths and weaknesses, and build a team that complements them.
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Mel Feller Builds Winning Real Estate Teams
1. Mel Feller Looks at Building a Winning Team in Real Estate
If you are like many agency leaders, you probably began your career in Sales. In addition, the
fact that you now own your own agency means that more likely you were good at it.
This ability is actually a two-edged sword. On one hand, you have the ability to train your
salespeople and, if you can make them even seventy percent as good as you can, you would be
very happy. Well, that is what most leaders say.
However, there is a downside: while you are trying
to get your salespeople ‘up to speed’ there are bills
to pay, and often the salespeople you have are not
making sufficient sales to do it.
So what does a great salesperson do when sales
have to be made? He or she goes out and makes
sales. In addition, this is precisely what too many
agency leaders do. Nevertheless, if you, the agency owner, has to make the sales in order to
cover basic expenses, this means that your Sales Department is not profitable.
As a salesperson, your focus was on making sales.
However, as an agency leader, you need a new focus:
FINDING AND DEVELOPING PEOPLE
How do you develop this new focus? Do to yourself what you learned to do with clients: show
the benefit.
Without doubt, you, the agency leader, could go out and make four or five sales this month.
Each time you make a sale, you earn a fee of, say, $10,000 for your agency. However, how
many times can you do this each month? Four? Five? Six? There is a limit to what one person
can do.
Mel Feller Looks at Building a Winning Team
2. If one sale of residential property makes you $10,000, let us compare what would happen if you
developed a new focus and instead ‘sold’ one potential winner on joining your agency. I call this
a ‘Winner Sale’.
Could you train one salesperson to make four sales a month? Once you got that person ‘up to
speed’, could you then train another?
See where this is heading: each salesperson you train brings into the agency $480,000 per year.
Therefore:
One residential sale you make yourself earns you $10,000. One ‘Winner Sale’ earns you
$480,000.
The key is knowing your strength. It is not about what type of person you are, it is about
knowing what type of person you are. The one essential characteristic that makes a successful
entrepreneur is a capacity for introspection. The entrepreneur who succeeds is the one who
truly knows his or her own strengths, and builds a business around them.
Everyone of us isa geniusat something.Everyone of usisa potential entrepreneur.The keyisto
understandwhere yourgreatesttalentlies,andfigure outhow tobuildabusinessaroundit.
You do needtobe aware of,and openabout,yourweaknesses.Whenyouknow where youwill need
support,youcan buildyourteamaccordingly.Donot hire people whoare justlike you.Instead,bringin
people whocomplementyourskillsbyexcellingwhere youstruggle.If youfail todothis,you will endup
spendingalotof yourtime workinginyourweakareas,experiencingatonof stressin day-to-day
operationsasa result.
It isan easytrap tofall into.Asyour businessgrows,itisnotlongbefore youare drawnintofighting
firesoutside of yourspecialty.If youdonot trust yourteam, eitherbecause youdidnothire the right
typesof people tosupportyouor because youhave notlearnedhow to getout of the way, itcauses
everyone stress.The businesswillnotperformuptopotential.
3. Weaknessdoesnothave tobe an obstacle tosuccess.Everyentrepreneurhasmany.There are all kinds
of people inthisworld,eachwithadifferentsetof strengths.Sowhatdoyou think, Are youan
entrepreneur?If youhave a deepcapacityforintrospection,youare off toa great start. The keyis to
understandyourownpersonal genius,planyourbusinessarounditandbringin people whocancover
your blindspots.
WhyMel Feller
Mel Fellerisabusinesscoachwhohelps individual’s make the transitionfromfull-time employeeto
successful entrepreneur. A grandfathernow, Mel Fellerstartedhiscoachingbusinessin 1990 to help
otherparents,employeesandindividual entrepreneurs deal withthe sometimes-overwhelming
prospectof startinga newbusinesswhilestillrunningahousehold ora job. Prior to raisinghisfamily,
as a single father, Mel Fellerspentovertwodecades asTopProducingReal Estate Agent,corporate
trainerand workshopleaderandChief of Staff toa UnitedStatesSenator.Today Mel Felleroffersawide
range of programsand services - fromindividualcoaching,toseminarsandkeynotespeeches. To
contact Mel Feller,please visithiswebsite http://www.melfellersuccessstories.com
Mel understandshowtohelppeoplecreate momentumforchange intheirlife andhow tobreak
throughthe barriersholdingthemback. He isa big believerintakingconcrete stepsforwardeveryday.
Mel wasstuck andmore thanonce andso he knowsfirsthandhow hardit can be to change yourlife to
pursue yourdreams,buthe islivingproof thatitcan be done.
It ishismissiontohelpyougetintothe life you
dreamabout,to convince youthat youcan make
a livingdoingwhatit isyou wantto be doing,to
helpyoufeel like youare livingyourpurpose and
incongruencywithyourvalues.
“Truth telling,honesty,andcandor:Ilovedyou
Mel Feller!Youhave somuchenergyand
knowledge!Itrulyhope Iget anotheropportunitytobe coachedbyyou.I see myself alittle clearernow,
and it’snotso bad.”
Lisa Mathews
“Mel Felleryouaddedmore value thanwe canpossiblysee rightnow.Mel Feller,youare warm,
inviting,andaccommodating.Thankyouforcomingalongside usinthistransition!”
VanessaCavanaugh
Mel Feller
4. “Mel Fellerthe besteducationsessionthatwe have attendedinmanyyears!Thankyousomuch — I am
veryexcitedtoputeverythingyouhave taughtusintopractice!”
Michael Randolph
“Mr. Mel Feller,Thankyou,thankyou, thankyoufor givinga marvelouskeynote atourSymposium!
While we have notyetcollectedthe official feedback,the unofficialfeedbackwasthatYou Were a Hit! I
heardnothingbutcomplimentsregardingyourpresentations.Thankyouformakingsucha positive
impacton our attendees!”
Lyle CunninghamVP
"Mel Felleruseshishumor,compassion,anddirectnature tohelpbringoutthe bestinme.Mel Felleris
committedtohelpingme live...Imean,reallylive,life toitsfullest."
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