• Don't get hung up on the "team" concept. Too much team talk avoids personal accountability and responsibility of the individual agent's performance.
  • Learn each of your agents' "financial personality style" without judgment of it, and then motivate them by catering to their style.
  • Keep your agents (or yourself) challenged at all times, by whatever stretches you personally: fitness, travel or experiences!

We conclude our series on how to identify the most successful brokers, managers and team leaders and why these are the kinds of leaders you want to work for.

If you are the broker or manager in question, evaluate yourself against these traits to see how you stack up and what areas you can grow in to better help your team.

5. Great brokers, managers and team leaders know that teams are great, but true salespeople want to be held responsible individually

They know that weak sales people want to hide in a real estate team. They detect weakness and help that player overcome it to thrive or wean them off the team.

They don’t carry dead weight for long. Great brokers and team leaders know that the good ones won’t stick with you if they aren’t in an environment where they are challenged.

6. Great brokers, managers and team leaders work with salespeople to establish their own particular goals — to be achieved with or without the team  

A great leader knows how to motivate both kinds of salespeople: the kind who can only work efficiently with a certain level of financial security and the kind who can’t work unless they are near broke or are threatened by losing what they have.

Don’t judge either position; just learn your agents’ financial personality style, and use it to help them be a superstar!

7. Great brokers, managers and team leaders exude confidence themselves; they lead calmly with control and low emotion

They set the tone of the office or practice, and they lead through doing, not just saying what to do. They have obvious integrity, ethics and motivation.

Leaders, is this you? Agents, is this your broker? Whether you are the boss or the one who answers to a boss, listen to today’s podcast.

Even a 10 percent improvement will catapult you and your team to a successful year!

Subscribe to Tim and Julie Harris’ podcast on iTunes or follow us online at realestatecoachingradio.com. Tim and Julie Harris have over 20 years’ experience in real estate. Learn more about their real estate coaching and training programs at timandjulieharris.com, or request more information about their programs at joinharris.com.

Email Tim Harris

Show Comments Hide Comments


Sign up for Inman’s Morning Headlines
What you need to know to start your day with all the latest industry developments
By submitting your email address, you agree to receive marketing emails from Inman.
Thank you for subscribing to Morning Headlines.
Back to top
Only 3 days left to register for Inman Connect Las Vegas before prices go up! Don't miss the premier event for real estate pros.Register Now ×
Limited Time Offer: Get 1 year of Inman Select for $199SUBSCRIBE×
Log in
If you created your account with Google or Facebook
Don't have an account?
Forgot your password?
No Problem

Simply enter the email address you used to create your account and click "Reset Password". You will receive additional instructions via email.

Forgot your username? If so please contact customer support at (510) 658-9252

Password Reset Confirmation

Password Reset Instructions have been sent to

Subscribe to The Weekender
Get the week's leading headlines delivered straight to your inbox.
Top headlines from around the real estate industry. Breaking news as it happens.
15 stories covering tech, special reports, video and opinion.
Unique features from hacker profiles to portal watch and video interviews.
Unique features from hacker profiles to portal watch and video interviews.
It looks like you’re already a Select Member!
To subscribe to exclusive newsletters, visit your email preferences in the account settings.
Up-to-the-minute news and interviews in your inbox, ticket discounts for Inman events and more
1-Step CheckoutPay with a credit card
By continuing, you agree to Inman’s Terms of Use and Privacy Policy.

You will be charged . Your subscription will automatically renew for on . For more details on our payment terms and how to cancel, click here.

Interested in a group subscription?
Finish setting up your subscription