SPECIAL PROMOTIONAL FEATURE
COLLABORATION
Working with purpose Tom Kunz, executive vice-president of coaching and accountability at Engel & Völkers Americas, describes four ways real estate partners can amplify sales through strategic collaboration
IN A CAREER often considered independent in nature, inspiring a group of real estate professionals to collaborate comes down to making the best use of time and resources. It’s through regular and purposeful communication and collaboration that these groups of independent contractors can ultimately translate their individual tasks and strategies into broader organizational success. Let’s examine four fundamental ways to leverage a group of real estate professionals’ individual strengths. Examine the business’s overarching objectives Inherent in any successful brokerage are the collective efforts that drive business forward. A simple way to promote an environment where individuals can combine efforts is through thoughtful company-wide meetings. Reviewing the company as a whole serves as an impetus for real estate agents to incorporate company objectives into daily responsibilities. These meetings are also a terrific opportunity to reassess the large-scale goals of a brokerage and ensure that everyone is working together to achieve these goals.
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During meetings, keeping business announcements and industry initiatives top of mind sets a tone for the direction and focus agents have when conducting business independently. Be careful not to waste time with introductions. Encourage attendees to come prepared and actively participate. Regular meetings are an effective way to contribute to individual and organizational success with little interference on daily activities. Connect sales opportunities Connecting buyers to ideal listings, in addition to providing attentive guidance, is at the core of what real estate agents do. Successful real estate professionals can amplify these efforts by networking within their sphere of influence in their office and among other brokerages in different cities. This principle is truly built into the Engel & Völkers business model, meaning local real estate shops can efficiently leverage a collaborative global network for powerful results. Brokerages can network by keeping in touch and asking prompting questions that will enable two separate units to work in
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tandem. In the event that your brokerage has a listing that might appeal to a buyer in another market, this tactic gives agents the opportunity to effectively tap into different buyer pools and markets. Contribute resources Building upon the last point, mutually supporting one another translates to a stronger community and a resilient bottom line. A brokerage’s contribution to its overall team is reflected through the franchise, system tools and the facility itself. For example, at Engel & Völkers, we facilitate brokers’ success by providing access to platforms such as Juwai.com and our own online syndication platform, EDGE, which help various teams increase their sales potential.
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Leverage social media Online communication is not new to real estate. Its importance continues to increase and is best deployed through mindful use of individual tools such as Twitter, Instagram and Facebook. Using each with its intended purpose will help agents better attract and retain followers. Social media is a strategic tool that allows agents to authentically interact with potential clients. Be sure to post content that is rich and diverse. There is no merit in following one real estate professional on multiple social platforms if their messaging is redundant. Social media is rooted in community and authenticity. It’s very common for consumers to not only find their real estate professional online, but to validate that decision online as well. In addition to sharing content, engaging with other real estate professionals within your network and your relevant sphere can help further advance the objectives of a brokerage as a whole, making it a powerful tool that’s mutually beneficial. The brand power of a brokerage is not limited to its followers and is extended through the online
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