Description
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. 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
