Making the jump: From solo agent to team lead

  • When trying to attract a solo agent to your team, show them how their lifestyle, work responsibilities and income could change.
  • Run your team like a business.
  • As a team leader, you always have to be hiring.

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

Matt Fetick, CEO of the Matt Fetick Real Estate Team, is an agent in the top 100 of Keller Williams Real Estate internationally and no. 1 in Chester County, Pennsylvania. At Inman Connect New York, he told the story of starting out as an individual agent. "My first listing, I had the home on the market three weeks, and the seller called and said they hadn't heard from me. "Why would I call you when I don't have an offer? I'll call you when I have an offer," he responded. This was not a recipe for long-term success. A listing agent he was not. "I did not want to talk about the clients' kids," he said frankly. So in order to stay in business, he hired great people who did love this side of customer development. And, these days, he said, "My service is great. Nobody ever complains about being communicated with too much of the time." Fetick runs his team as a business rather than as a team, he said. "I would like to get rid of the whole 'real estate sales team'...