Real estate team leaders should hire and hold people to explicit core values like hustle and accountability instead of taking anyone. Core values aren't wall art—they're practical filters that eliminate most candidates but build a high-performing team.
One of the main things I see go off track for a team and Veronica spoke to it as well. One of her challenges, and there had to be some difficult conversations and some necessary endings, is just letting people into your world that without any thought for who they are and how they operate and if they're a fit with how you want to build the business. And that's what we call cor. Core values. Two core values that we've had for years are, you know, we hustle and work hard and we embrace accountability and discipline. If you were to look at the general population of real estate agents and even administrators and put them through just those two lenses like, hey, legit, are you, are you a hus, do you hustle and work hard and do you embrace accountability and discipline that weeds out like 99% of everyone in real estate or every administrator, right? But if you want to build a high performing organization and a business that provides a differentiated service, which is the only way to succeed and stay relevant and even exist in real estate, with everything that's happening in our industry, the only way to do it is, is to succeed through others. And the people that you're surrounding yourself with are going to play the game as you set it out for them, with the systems that you've built and even that they've helped you build or they built with your guidance, they're going to play the game the way you've described it and you've kind of laid it out for them. And so core values aren't this sort of hyperbolic, if that's even the right word. You know, set of sayings that hang on a wall and they have no active meaning or they're not sort of in the business. These are like you're actually asking questions like, hey, Jimmy, give me an example in real life right now how you're holding yourself accountable and how you're embracing discipline. And it's like, well, I don't do that, right? I stay out whenever I want to, I sleep late. I don't, you know, I don't work out, I don't play any sports. I've never had another job. I'm coasting through, you know, life. You know, they're not going to tell you these things, but you can decipher and look for actual patterns in this person. Life versus, you know, we want to see potential.
