Christina Salcio explains how her real estate team enforces accountability: weekly metrics tracking on pending deals and closings, mandatory team meetings with pipeline reviews, and production-based attendance rules. If your numbers slip, you're required to hold open houses.
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The way we were able to have the high accountability is from the beginning. When you sit down and meet with us, we're trying to scare you. Honest to God, if you ask about a split within the first, unless we bring it up, you already have a check mark against you because you're not listening to value and your mindset's in the wrong spot. We show them the metrics that they hit every week. Do you have a pending? Do you have a listing? You have to have one or the other at all times and then a closing. We have the team meetings, we have pipeline reviews, and then we have scripting every single week. Unless you are at a certain production tier, you miss one of those. Those your offlets, there's not even a question. It's performance, it's conversion. How is your conversion with what the concierge is sending you? Did you go to the monthly brokerage training? Are you clearing out the smart list that you need to. Are you updating your Zillow in time? And then open houses. They're required to do two open houses a month if they haven't hit their metric.
Christina Salcio talks standards and accountability on episode 62 of Real Estate Team OS.
