Commissions: What Gives You the Right? By Verl Workman “What gives you the right?” Today’s consumer is asking this question, and companies outside of our industry are answering the call. What gives you the right to charge the commission you charge in this business? Some agents are worth every penny they charge and more. Others don’t bring enough value…

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The Difference Between Knowing and Hoping By Jim Knowlton What’s the difference between owning a real estate business and having a job in real estate? In my experience as director of Coaching for Workman Success Systems, the difference lies between actually knowing your numbers (i.e., having clarity) and simply hoping you do the same or more than last…

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Pain or Process: Hiring for Your Real Estate Team By Jim Knowlton, Master Coach with Workman Success Systems Leverage (hiring) in real estate manifests itself in one of two ways: pain or process. Let’s start with pain first. The most successful agents or team leaders get to a place in their business where they recognize that the…

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Accountability Equals Love By Verl Workman As business leaders, trainers, coaches and even parents, we’re often put in situations where we have to hold one or more people accountable to do their job, make the right decisions, or perform at a higher level. When dealing with entrepreneurs (agents), we have to understand that the concept of…

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Shining a Light on Your Team: The 3 Rs By Sara Guldi I had a profound conversation with my coach recently. It really hit me right between the eyes when we spoke about things I felt I should have done—things I regretted, if you will.The conversation that ensued is, at this point, one of the top…

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So you’re a new agent—or maybe a veteran—but you’re doing it solo. If you’re brand-new to the real estate world, this is how most agents start. If you’re a veteran, chances are that you’ve realized that sometimes it’s okay to ask for help. That’s where building a team comes in. Real estate agents are entrepreneurs,…

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I may be a business owner, but learning to be an effective manager is the hardest part of my job. I can sell real estate all day long. I can make marketing decisions like no one else. I can keep a calendar, schedule meetings, and get more done than anyone I know—but, gosh, sometimes it’s…

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When you think about hiring or creating a real estate team, you dream of more free time and getting your life back in balance, in addition to extra income produced by someone other than you. That can be the end result, but you have to go about it correctly. One of the biggest mistakes team…

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I talk frequently with team leaders who are at the end of their rope with team members. The consistent complaint is that team members don’t seem motivated and aren’t doing what’s necessary to be successful. The word “lazy” is used often, and the frustration in the team leader’s voice is obvious. I’m always inclined to…

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Congratulations! The official license with your name on it is now or will be proudly hanging on your office wall. One you’ve passed all the tests and requirements, and ordered your business cards, you will be ready for business. The predictable first step is to put together a letter to announce to the world that…

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