The High-Performing Real Estate Team

Transform your real estate business into a sales powerhouse

In The High-Performing Real Estate Team, experienced real estate coach Brian Icenhower shares the systems and secrets of top real estate agents and brokerages. The book offers actionable systems and processes that can be immediately implemented to take you, your fellow agents, and your team or brokerage to the next level.

Focusing on the 20% of activities that drive expansion, this book shows you how to create renewed enthusiasm, productivity, engagement, and exponential growth at your real estate team. With this book, you will:

• Discover how to create a viral goal that spreads throughout your team and drives change
• Learn to focus on core activities that result in the majority of your growth and productivity
• Cultivate personal responsibility with public accountability and accelerate growth with a custom team dashboard that measures metrics for success

Written for real estate agents, teams, brokerages and franchise owners, The High-Performing Real Estate Team is an indispensable resource that will guide you toward growth while providing you with the resources and downloadable materials to reach your goals faster.

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

BRIAN ICENHOWER is the CEO and Founder of Icenhower Coaching & Consulting (ICC), which provides customized coaching and training programs to many of the highest producing real estate agents, teams, and brokerage owners in North America.

PRAISE FOR
the high-performing
real estate team

“Read this book and learn from the best in the industry.”
—Rick Fuller, Team Leader of the Rick Fuller Team, San Francisco, California; $123 million in annual sales volume with 256 units sold per year

“When my team and I started meeting with Brian, I was at $30 million in annual real estate volume. Last year my Edie Waters Network topped $150 million in volume. For those willing to do the work, follow the guide and path in this book; the future is in your hands!”
—Edie Waters, Team Leader of the Edie Waters Network, Kansas City, Missouri; $152 million in annual sales volume with 605 units sold per year

“Before we started implementing Brian's team dashboard, everyone on my team was running around like chickens with their heads cut off. Now, thanks to this book, the team dashboard is a part of our everyday life and keeps us on track with the daily activities we need to do to achieve our goals. This book has changed our whole business.”
—Cynthia Ostos, Broker and Team Leader of the Cynthia Ostos Real Estate Team, Toronto, Canada; $28 million in annual sales volume with 42 units sold per year

“I went from a solo agent to owning and operating the highest producing team in our area in just five years by utilizing the tools, structures, and systems outlined in this book! It's the operations manual that everyone in real estate should be reading.”
—Eric Craig, Team Leader of the Eric Craig Real Estate Team, Smithville, Missouri; $100 million in annual sales volume with 400 units sold per year