How can you grow? It’s simple.

by Steve Murray, publisher

Firms that consistently grow their number of sales associates are also mainly the ones growing faster than the market. Firms that are not growing this key number are growing at about the rate of the market. This and other findings will be forthcoming in a analysis of the 2016 REAL Trends 500 and Up-and-Comers report.

Top-performing teams are growing faster than top-performing individual agents – by a significant margin. Team production over the last five years, in total and on average, among The Thousand (REAL Trend rankings of the top 1,000 individual agents and teams in the United States) has substantially outpaced that of individual agents. More on this in next month’s REAL Trends.

We try to make the business complicated when, in reality, it isn’t. For brokerage firms, recruiting good people, developing their skills and spending less than what is coming in, are all that brokerage leaders must do to be successful. For agents and teams to grow, they must execute on the fundamentals. Those fundamentals for brokerage firms are recruiting and growing people’s talents in sales and for teams are growing the customer flow and conversion rates.^

This article originally appeared in the August 2016 issue of the REAL Trends Newsletter is reprinted with permission of REAL Trends, Inc. Copyright 2016.

The Minnesota REALTORS® is the largest professional trade association in the state with more than 17,000 members who are active in all aspects of the real estate industry.



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