Building a real estate team starts with defining your core values before you hire anyone. The speaker names five values like hustle, accountability, and teamwork, then estimates only a tiny percentage of candidates actually match all of them. Repeat those values constantly and hold out for rare people who fit.
What would be your best advice for building a team culture that keeps people and performance strong, and what are those systems in making sure that that continues to execute at a high level and is scalable?
Yeah. Team culture starts with a determination of what you want it to be before you bring someone on your team. We have five core values and two. And I would repeat this every month at our state of the company when we were kind of lay out the vision and talk about where we've been, where we're going. And I'll repeat here and I'll ask you the questions. So the first one is that we hustle and work hard. The second one is we embrace accountability and discipline. Every time. I will ask the team, what percentage of the population of real estate agents you think hustles and work hard, and what percentage would you say hustles and works hard?
Hustles and works hard.
Yeah.
I feel like I'm overshooting at 10%.
Yep. So 10%. What percentage of real estate agents embrace accountability and discipline?
Again, I think I might be overshooting the market. About 10%.
Yeah. So if you happen to. Those are like the two. And then the next one is that we truly want a team player, someone that doesn't want to name on the billboard and they really want to be part of a team. That's our third one and that may be a little bit higher. Maybe that's 25%. But when you cross reference 10%, 10%, 25%, and we're looking for all five of our core values to be filled, it's like less than 1%. So there are very few agents because it's not all directly aligned. You could hustle and work hard, but you don't want someone like tracking your numbers. And you don't want to embrace accountability, don't want to have you don't leave the office until you have your 25 conversations. You don't want someone in your business listening to your calls and helping you get better. So many agents come into the industry because they think it's just an easy ticket to lots of commissions, and it's just not because it's so hyper competitive.
