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2007-08-17 15:18:00

6 Tips on How to Build a Passionate Team

Shhhhhh. Hear it? A pssssssssssst sound. Passion leaking from a real estate office. Like a slow leak from a car tire.

Soon the office will be stranded on the roadside. No place to be, especially in the competitive world of real estate. And if the broker doesn’t re-inflate the office with passion, it’ll end up as road kill.

Look around. Do you see signs of passion leaking from your office? Signs like agents just going through the motions, moping around and complaining.

If so, you better pull over, park and do some pumping. Here are five tips to re-inflate:

1. Be present and show your passion. The number one reason agents lose their passion is because they see brokers who’ve lost their passion. It’s like a disease that spreads. But the good news is, passion spreads, too. So the opposite is true. If a broker is passionate, it helps agents become more passionate. So be seen at the office and flaunt that passion like a new suit. Passion is 365-day-a-year job, and nobody should be more passionate than you.

2. Organize the work. Get a system in place that helps agents know what’s expected of them, so you don’t have to micro-manage. I’ve seen many brokers get frustrated when they had to manage all the time. That causes their passion to leak. When agents have clearly defined job roles it helps the office run more smoothly.

3. Don’t forget your administrative team. You have to take care of your administrative team. Why? Who is the first person agents and the public see when they enter a real estate office? Often it’s a receptionist or secretary. And if they’re sending out negative vibes, that infects the whole office. Take care of the administrative folks and they’ll take care of you. 

4. Blatantly show appreciation. All your employees – agents and administrative folks – must be shown appreciation – emphasis on shown. Nothing punctures a hole faster in an employee’s psyche than being ignored. Throw an appreciation party or a picnic, and not only for staff, but also their family members, too. Often it’s your employees’ families who are giving up time with their loved ones so they can work for you.

And think about this, when you start being concerned with issues that relate more to others' good than your own, you’re on the right track to a more passionate future. In fact, that’s a key point Shale Paul makes in an article called “The Top 10 Ten Reasons Why Your Future Can Be Great.” Please take a minute and visit my web site to read the article (it’s very short). I think you’ll find it inspiring.

5. Have goals. It’s tough to work or have passion about that work when you don’t know what you’re aiming for. And not just written goals, but shared goals. If something isn’t written, it’s a dream. If it’s written, it’s a goal. And if it’s shared, it’s accountable and that means it can become a reality.

6. Hire well. In his book, “Good to Great” business Guru Jim Collins says for a company to be great, it must get the right people on the bus and in the right seat. Take your time when you hire and look for passion in their eyes.

And finally, remember this: being passionate is a choice. What’s your choice?

(Bob Corcoran is a nationally recognized speaker who is founder and president of Corcoran Consulting Inc. (, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the broker’s or agent’s existing practice.)

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