In real estate, agents, teams and business models don’t fit in one box, but we constantly fall into the trap of doing things one specific way. People start teams because it’s the next indicated step, what everyone else is doing or an ego boost, not because it’s what works for them. If ego, identity and emotion weren’t part of our decision making, the paths we’d take would be more authentic. If we treated our businesses as if we reported to a board of directors, we would make decisions differently. 

 

That’s why it’s so necessary to get into environments that pull our businesses apart so we can make them better. Whether you’re a solo agent or a mega-team leader, we need to be in rooms that force us to pivot in the direction of what’s right for us. 

 

Most agents won’t take this step because their identities and egos are wrapped up in where they are now. Ultimately, the decisions we made before are the tuition we pay to get to the destination we want. Today, fellow Arizona agents, Angela Gordon and Trevor Halpern join me to talk about the decisions we make, what we’re looking forward to in 2024, and choosing the right model for you (even if it goes against the status quo). 

Quotes 

 

Caring about people and learning about them is a great strategy for business. -Kevin Kauffman

 

If you can get a room full of givers, you’re winning. -Angela Gordon

 

When you strip down a team and the revenue model often times, team leads aren’t making that much money. -Trevor Halpern

 

We’re always being sold the next shiny object, but most agents aren’t focused enough so we’re really easy to take advantage of as a community. -Kevin Kauffman

 

The only person that’s going to give you a plan, structure and help you implement is you. -Trevor Halpern

 

Key Points  

 

The brokerage problem

Most people that own or run a brokerage haven’t been in the trenches, if ever, for a long time. The disconnect happens when they’re trying to talk to an agent and identify what their problem is. It’s a lot easier to help them when you have recent, first-and experience. 

 

The board of directors test 

In this industry, many people struggle to change brokerages and business models because their egos and identities are wrapped up in where they are now. One of the most powerful lenses through which we can view our businesses is acting as if we have a board of directors. How different would our decisions be if we answered to a group of people and not just ourselves? 

 

The courage to make a change

It’s okay to say that something doesn’t work for us and pivot. If you put a lot of time, effort and money into something that failed, it’s only a failure if you don't take lessons from it. You can use the lessons from that to make more money or better decisions going forward. 

 

How brokerages can shut down innovation 

In the traditional brokerage model, a company is often good at one particular thing. That knowledge base attracts more of the same thing, and that runs the huge danger of the mindset and practices in that company becoming insular. That means any new and innovative concepts don’t make it in because it doesn’t fit the model that exists. 

 

A time for ideation, a time for implementation 

Our businesses take the biggest leaps when we get around other people and learn from them. There’s a time to hunker down, but there’s also a time to get ideas, insights and pull apart our businesses to make them better. The problem is, most people do one or the other - both pieces are necessary, they aren’t sufficient alone. We have to find the balance between taking in information and taking action based on that information. 

 

The consumer doesn’t care

As agents, we get so caught up on the brokerage we’re at and how our clients might react to us changing. The truth is, the consumer doesn’t care what brokerage you’re at, it’s not that big a deal to them. Ultimately, the relationship they have with us overrides their relationship with our companies. 

 

Guest Info

 

Trevor Halpern is a Phoenix based Realtor with over a decade in the business. As the founder of Halpern Residential, Trevor takes pride in delivering high-level strategy, efficient negotiations and precise tactical execution. He conducts his life and business by simple rules: treat people with respect; lead with honesty; put more than he gets out; and do the right thing 100% of the time. Follow @halpernresidential on Instagram. 

 

Angela is the host of Ponderbox and a real estate agent who focuses on the east valley cities of Phoenix, Arizona.  With an emphasis on community impact and support of local businesses.  As an agent who finished 2022 in the top 1% in Maricopa county, rest assured, the experience you have with her will be one you will rave about. Follow @angelagordon_ on Instagram. 

 

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