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Real Estate | 4 minute read

How a CRM Helps You Build Your Real Estate Team

Damon Gettier Apr 24, 19

If you're looking to recruit more agents to your team, you'll need to make your team visible and attractive to new recruits. So, do you know how to build a real estate team? What will you need in order to reel in the right agents who will help build your team, grow your business and sell more homes?

  1. Invest in training
  2. Define your team culture
  3. Update technology

These three action items will make your team desirable for new agents and will strengthen your team to ensure scalability for the long haul, so you can continue to expand your reach and grow your business.

Let's dive in:

1. Invest in Training

One of the biggest mistakes a team lead can make when deciding how to build a real estate team is keeping a blindspot. You need to look past the start date, toward the future. As a team lead, if you don't have the time or the interest in training your agents then you shouldn't be hiring them to begin with. Agents need a team lead that is engaged in the business and willing to spend time teaching them how to get more signatures on more contracts — from the beginning. This requires you to designate a training program and invest time in following up with your new hires to build their skill-sets and enable them to do well. On a successful team, accountability flows both ways between team leads and agents.

2. Define Your Team Culture

Real estate agents who know how to build a real estate team know that they should have priorities when looking for the right hires. Ensuring your new hires are culture fits for your team will be a sure way to start out on the right foot. In order to do this, team leads should create a culture code that defines the environment they are expecting to uphold within the team. The code should help inform how new hires expect to contribute to that culture.

Some agents are coming out of teams where they worked for years, and didn't close a home. This doesn't mean you don't want them on your team. Hiring brand new agents and agents who have been in the business for a short amount of time is a good mix and will bring a positive diversity to your team. Agents who were starving for leads in their last team will know the value of being a part of a team that has ample leads, lead ponds for overflow and a system for routing new leads. You will be able to train brand new agents to follow up and work in real estate the way you know will work best — following up with leads quickly and in an organized manner.

3. Update Technology

Modern real estate is not possible without a CRM to help your agents prioritize and follow up with leads on the scale and at the speed we know is necessary to effectively sell homes. MIT recently did a study that found a lead needs to be followed up within seven seconds after they reach out. Speeding to your leads effectively requires the right technology to send out blasts to your team and to track the calls, conversations and leads being worked.

Based on how long an agent has been in the business, they will have different feelings toward CRM technology. Agents who have been in the business for less than three years will be eager to access the technology, as they have done the job before and can see the value it can bring to the process.

As a team lead, if you invest in these three priorities you will attract new agents and set your team up for success with each new hire you bring on.

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Click here to download the guide: The Rule of Three

About Damon Gettier

Damon is the founder of Damon Gettier & Associates based in Roanoke, Virginia. Damon's team dominates the market year after year with marketing, sales and service ideas that get big results. Teams f...

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