Broker and team lead Wilson Leung has a great track record when it comes to turning brand-new agents into highly successful salespeople. Two of his agents have won Rookie of the Year awards, and one recently made NAR’s prestigious 30 Under 30 list.
Part of his success is surely due to making smart hires, but there’s also something to be said about his refreshing approach to training and agent mentorship.
To find out exactly how Leung transforms rookie agents into sales superstars, listen to my podcast interview with him below. For tips on selecting the right people for sales positions and giving the guidance needed to ensure their success, read on.
Hire the right people
All of Leung’s prospective agents go through a thorough evaluation to determine their suitability for sales and for Leung’s team. Part of this process includes the DISC assessment.
For sales agents, Leung looks for two DISC personality types in particular: the DI (dominant and influence) and the IS (influence and steadiness).
DI personality types are enthusiastic, outgoing and open to new opportunities. Because of this, they’re typically quick to make progress when it comes to sales skills.
The IS personalities, people who’re influenced largely by empathy and sympathy, also make great agents. In fact, many of Leung’s best agents are IS personality types. Not only are they great with clients, but they’re also receptive to Leung’s training methods and help to build a supportive work environment.
Hone the skills that matter most
For a new agent to make quick progress, they must master the skills that matter most.
New agents must gain competence with contracts and negotiations while becoming market experts; that’s a given. But this alone won’t set them up for success. To truly succeed as a new agent, it’s vital to develop sales skills.
To hone new agents’ sales skills, Leung has them prospect a minimum of two hours per day. During these two hours, new agents are not allowed to call their sphere. Instead, they’re required to call new leads, to door-knock and to host open houses.
Leung got his start in real estate at age 23. As a young guy living in San Francisco, one of the nation’s most expensive real estate markets, he didn’t have many friends who were able to buy or sell property. Most of Leung’s new agents are in this same position.
Besides, by forcing new agents to get out there and to have those uncomfortable conversations with people they’ve never met, he forces them to grow as salespeople. Plus, putting these new agents out there is the best way to help them overcome the fear of rejection — a fear that hinders growth and often prevents new agents from achieving any real success.
Lead by example
You’ve probably seen the cartoons and infographics illustrating the differences between a boss and a leader. The major takeaway from these is that a boss demands results while a leader inspires performance.
Leung inspires performance from new agents by doing all of the tasks that he asks of them. While new agents are prospecting, for instance, he’s in the same room knocking out his daily two-hour prospecting session right there with them.
As a real estate team grows, the broker’s responsibilities and work requirements grow along with it. Still, a team lead should never neglect to work alongside new agents. A good leader, one who brings out the best in their team, leads by example.
To hear more about giving new agents the training and guidance needed to succeed, listen to Wilson Leung’s podcast interview.
Pat Hiban sold more than 7,000 homes over the course of his 25-year career in real estate. Now, he dedicates his time to helping others succeed as agents and investors. As host of the Real Estate Rockstars Podcast, Pat interviews real estate experts to explore what works in today’s markets. He also founded Rebus University, an online training platform for real estate agents and sales professionals.