5 Ways To Be A Better Leader For Your Real Estate Agents | Ezine Daddy

Being a leader means not only being on the cutting edge, but also being in touch with your agents’ needs. The Agency’s Santiago Arana shares his own take on leadership.

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Good leadership goes far beyond winning awards and meeting sales targets. From being transparent about your challenges to creating an environment for open communication, here are five ways you can be a better leader for your agents.

Be a good listener

Listening is a powerful tool. Not only does it broaden your perspective, but it shows that you have respect and appreciation for your team and colleagues, which helps build trust and a relationship.

In an environment where listening is valued and voices are honored, your talented team will feel more comfortable bringing their ideas to you – and working together leads to success for everyone. I’ve also found that people tend to listen to you more carefully when you’re a good listener.

Lead by example

This is a principle that is close to my heart. Leading by example, in its simplest definition, is being a person of your word and modeling the behavior you want to see in your team members. You cannot say one thing and behave differently; This type of leadership behavior ruins your credibility and challenges the trust and respect of team members.

For example, I often tell the story of how I got started in real estate — how I came to the US with $120 in my pocket and had to hurry. I manned tables while getting my real estate license, and then started hitting the sidewalk, knocking on doors every weekend, and introducing myself to potential clients.

I sat at open houses – on offers that didn’t even belong to me – in an effort to create my own customer database. It took me seven or eight years to start getting any success. My experience was not easy, and I often had to pull myself together to get through the next day.

As a leader, I think back to those times often, especially when I talk to my team members about perseverance and resilience. With my own experience, I can encourage and guide authentically and empathetically.

Take the time to connect

When you’re in a managerial position, you often take on more responsibility, which means your schedule fills up — making it harder to find time for meaningful one-on-one meetings with new agents who could benefit from direct mentoring.

I remember how overwhelming it was being a new agent and having a knowledgeable source when problems arise helps immensely when it comes to guiding the buying and selling process.

Ideally, you’ll find time slots to connect, even if it’s brief. I make calls while heading to a post or meeting, and share and receive voice memos throughout the day when I’m available. But if you’re pressed for time and still want to provide personal support, introduce a trusted colleague who you think could be helpful – and more readily available!

Alternatively, you can encourage new agents to find a coach to guide them through specific sticking points – tap on your contacts and make recommendations and introductions for them too.

Never stop learning and sharing

This ties into “leading by example” – it’s important to model behaviors that you want to instill in your peers and team members. Demonstrate your lifelong quest for knowledge, make sure you share great articles, book recommendations, podcasts and more at sales meetings or via email so newer agents can access resources when they’re ready to feel inspired, more to learn or improve.

Check out my tips for some quick ideas 5 Sales Podcasts Every Agent Should Listen to.

Share what inspires and cheers you up

Life throws us many challenges and I truly believe that a good leader must be transparent when it comes to meeting bumps in the road and share tools to help others shift gears and challenges to master.

It’s equally important to share what inspires you. what ignites your mind and soul. It can be as simple as a TedTalk, a TV show, a meditation practice, a song, a particular stretch of beach, or a particular hike. You never know when something that resonates with you will speak to someone else looking for guidance.

As a big advocate for mental health, I also believe that strong mental fitness is essential. As a senior executive with a raised profile and platform, I readily embrace the opportunity to share what has worked for me. You can read about my five favorite mental health apps here.

Transform and Repeat: Choose to see challenges as opportunities

While I’m not a proponent of “toxic positivity” — a tactic that glosses over a difficult situation rather than fully acknowledging it — I believe leaders can cultivate a way of dealing with setbacks within their teams that offers opportunities to grow, expand, and learn. It’s about acknowledging challenges, but not letting them level you. Work on finding the lesson in a setback.

I firmly believe that it is only in the darkest moment that one can see the light. When all is light and all these good things are happening, you might not be making the right decisions. When it’s dark, that’s the only time you can really discern where the light is, and those are very life-changing moments.

Santiago Arana is a Managing Partner at The Agency in Los Angeles. Connect with him on Instagram.

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