Topics for Agents

Analyzing The Team Approach to Real Estate

During our active agent recruiting program, we get to meet and speak with a lot of both experienced and newly licensed real estate professionals.

Today’s ULC Blog is a Topics for Agents that discusses the agent team approach and some of the shortcomings that can happen for agents on medium to larger sized teams. “On the surface, taking a ‘spot’ on an established real estate team does give a new agent lots of benefits – you get to plug into more experienced agents’ volume and momentum, and you can pick up a fair amount of mentoring and training while you share in some of their commissions,” said Gerard DiRuggiero, Principal Broker of UrbanLand Company. “Going into a team model is not necessarily a bad thing for an agent, but there are certain times when you may want to look hard at whether you should stay in a team model.”

The team model happens organically on its own for many successful agents. As an agent begins to mature their business and their number and pace of transactions increase, they often hire assistants to handle paperwork, other administrativefollow-up and other parts of transactions, so that the team leader can focus on the more important aspects of client relationships. As growth continues, the agent starts to bring in other buyer and seller agents whose responsibility it is to take care of the team leader’s clientele. Commissions are split up, and the agents under the team leader get chances to make income off of the leader’s reputation.

The old saying goes ‘there’s no ‘I’ in team,” commented DiRuggiero. “The flip side of that is you as an agent may feel like there’s no ‘you’ in team either.” Here’s the kicker. The team leader usually is a busy practicing agent, is active with certain existing clientele or is still taking on new relationships themselves with some of their incoming leads. “As you grow as a new agent within their team structure, you naturally find yourself feeling like you have to compete for business with your own team leader. It can feel stifling and frustrating. A natural part of agent development is to leave the team model once you’re prepared to work independently.”

Remember, most teams start out as one successful agent who brings in a few close associates at first to form the core of the team. “If you’re not one of the agents in the core of the team, you’re usually slightly diluted from access to the best leads, obviously. If your team is producing at a high level and is investing in marketing, you’ll probably still see a fair amount of action come your way. If you’re with a group of ‘rain-makers’, you may find they are often focused on their own individual needs more than the needs of the overall team. It’s not even always intentional on their parts.”

The solution? If you’ve picked up valuable field experience on a team but feel like you’re lost on the team, make a change.

“There’s alternatives to the traditional team approach for agents who aren’t comfortable operating on their own completely. Our Agent Leads Generation Program over here at UrbanLand Company provides a flow of leads and prospects for our agents to work with and the training it takes to turn them into buyers and sellers. We distribute our leads exclusively in-house, they go in rotation to agents who are currently accepting new clients with us, and best of all, it’s a great way to build a client base and momentum as an agent,” concluded DiRuggiero.”Our Program is how you meet prospects as you break loose from being in a team environment.”

The Program works! Here’s a 3 year history on closings off of our in-house leads:

The best part? Every time one of our brokerage leads closes into a transaction, the agent makes their commission split and a percentage is re-invested in growth of the Lead Generation Program’s momentum. “We’re fully self-sustaining and the Program replenishes itself. The Program’s leads generated $16.3 million in tracked volume in 2016 and over $35.5 million in directly tracked closings – that’s from over 125 closed home sales!”

Curious about how to participate? More info on our agent support model and Agent Leads Generation Program is available. Email us or call 202.759.4114 to speak with us directly. Calls are welcome!



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