{"product_id":"the-high-performing-real-estate-team-isbn-9781119801856","title":"The High-Performing Real Estate Team","description":"\u003cp\u003e\u003cb\u003eTransform your real estate business into a sales powerhouse\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eThe High-Performing Real Estate Team\u003c\/i\u003e, 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.\u003c\/p\u003e \u003cp\u003eFocusing 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:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eDiscover how to create a viral goal that spreads throughout your team and drives change\u003c\/li\u003e \u003cli\u003eLearn to focus on core activities that result in the majority of your growth and productivity\u003c\/li\u003e \u003cli\u003eCultivate personal responsibility with public accountability and accelerate growth with a custom team dashboard that measures metrics for success\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eWritten for real estate agents, teams, brokerages and franchise owners, \u003ci\u003eThe High-Performing Real Estate Team\u003c\/i\u003e is  an indispensable resource that  will guide you toward growth while providing you with the resources and downloadable materials to reach your goals faster.\u003c\/p\u003e \u003cp\u003ePreface: How To Use This Book To Grow Your Teams ’ Sales xi\u003c\/p\u003e \u003cp\u003eIntroduction xvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 1 \u003c\/b\u003e\u003cb\u003eWhat ’ s Your Viral Goal? Commissions Earned, Volume Closed, or Units Sold? 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 Viral Goals Propel Team Members to the Next Level 3\u003c\/p\u003e \u003cp\u003e2 Make it SMART: Specific, Measurable, Achievable, Relevant, and Time–Bound 13\u003c\/p\u003e \u003cp\u003e3 Make the Viral Goal Motivate Every Team Member, Regardless of Their Role or Season of Life 25\u003c\/p\u003e \u003cp\u003e4 The Org Chart: How to Structure a Real Estate Team for Maximal Growth 37\u003c\/p\u003e \u003cp\u003e5 How to Pay Real Estate Team Members: Typical Compensation Structures for Each Role 45\u003c\/p\u003e \u003cp\u003eThe Team Book Club: Part One Discussion Guide 61\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 2 \u003c\/b\u003e\u003cb\u003eThe Sales Team Activities That Will Grow Your Pipeline 67\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e6 Focus on the Right Metrics: ABIs versus RBIs 69\u003c\/p\u003e \u003cp\u003e7 Build Your Inventory Pipeline with a Proven Model 83\u003c\/p\u003e \u003cp\u003e8 Your Pipeline – One Step at a Time 89\u003c\/p\u003e \u003cp\u003e9 Plotting Progress – Where Metrics Meet Milestones 95\u003c\/p\u003e \u003cp\u003e10 Which Activities Should Agents Delegate to Administrative Staff to Improve Sales? 101\u003c\/p\u003e \u003cp\u003eThe Team Book Club: Part Two Discussion Guide 121\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 3 \u003c\/b\u003e\u003cb\u003eCultivate Personal Responsibility Through Team Accountability 125\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e11 All the Tools You Need to Keep Yourself and Your Team Accountable 127\u003c\/p\u003e \u003cp\u003e12 The Four Key Accountability Questions: Consistently Checking In with Everyone 139\u003c\/p\u003e \u003cp\u003e13 Make Sure You ’ re in the Right Head Space: Cultivate an Internal Locus of Control 147\u003c\/p\u003e \u003cp\u003eThe Team Book Club: Part Three Discussion Guide 159\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 4 \u003c\/b\u003e\u003cb\u003ePowerful Team Tools to Drive Growth 163\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e14 How a Team Dashboard Will Help You Drive Growth, Provide Focus, and Onboard New Agents 165\u003c\/p\u003e \u003cp\u003e15 Team Motivation: Using the DISC Behavioral Model to Help Team Members Understand and Adapt to Their Differing Styles and Motivations 185\u003c\/p\u003e \u003cp\u003eThe Team Book Club: Part Four Discussion Guide 195\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 5 \u003c\/b\u003e\u003cb\u003eHuddle Up and Make a Plan 199\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e16 Growth Huddles: A Powerful Tool for Meetings Done Right 201\u003c\/p\u003e \u003cp\u003e17 Create Your Annual Goals and One-Page Team Business Plan … and Focus Your Growth Huddles on Them 219\u003c\/p\u003e \u003cp\u003eThe Team Book Club: Part Five Discussion Guide 229\u003c\/p\u003e \u003cp\u003eIndex 233\u003c\/p\u003e \u003cp\u003e\u003cb\u003eBRIAN ICENHOWER\u003c\/b\u003e is the CEO and Founder of Icenhower Coaching \u0026amp; 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. \u003c\/p\u003e  \u003cp\u003e\u003cb\u003ePRAISE FOR\u003c\/b\u003e\u003cbr\u003ethe high-performing \u003cbr\u003e\u003cb\u003ereal estate team\u003c\/b\u003e\u003c\/p\u003e\u003cp\u003e“Read this book and learn from the best in the industry.”\u003cbr\u003e\u003cb\u003e—Rick Fuller,\u003c\/b\u003e Team Leader of the Rick Fuller Team, San Francisco, California; $123 million in annual sales volume with 256 units sold per year\u003c\/p\u003e\u003cp\u003e“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!”\u003cbr\u003e\u003cb\u003e—Edie Waters,\u003c\/b\u003e Team Leader of the Edie Waters Network, Kansas City, Missouri; $152 million in annual sales volume with 605 units sold per year\u003c\/p\u003e\u003cp\u003e“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.”\u003cbr\u003e\u003cb\u003e—Cynthia Ostos,\u003c\/b\u003e 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\u003c\/p\u003e\u003cp\u003e“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.”\u003cbr\u003e\u003cb\u003e—Eric Craig,\u003c\/b\u003e Team Leader of the Eric Craig Real Estate Team, Smithville, Missouri; $100 million in annual sales volume with 400 units sold per year\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990258172133,"sku":"NP9781119801856","price":28.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119801856.jpg?v=1761787096","url":"https:\/\/k12savings.com\/es\/products\/the-high-performing-real-estate-team-isbn-9781119801856","provider":"K12savings","version":"1.0","type":"link"}