Table of Contents

Preface: How To Use This Book To Grow Your Teams ’ Sales xi

Introduction xvii

Part 1 What ’ s Your Viral Goal? Commissions Earned, Volume Closed, or Units Sold? 1

1 Viral Goals Propel Team Members to the Next Level 3

2 Make it SMART: Specific, Measurable, Achievable, Relevant, and Time–Bound 13

3 Make the Viral Goal Motivate Every Team Member, Regardless of Their Role or Season of Life 25

4 The Org Chart: How to Structure a Real Estate Team for Maximal Growth 37

5 How to Pay Real Estate Team Members: Typical Compensation Structures for Each Role 45

The Team Book Club: Part One Discussion Guide 61

Part 2 The Sales Team Activities That Will Grow Your Pipeline 67

6 Focus on the Right Metrics: ABIs versus RBIs 69

7 Build Your Inventory Pipeline with a Proven Model 83

8 Your Pipeline – One Step at a Time 89

9 Plotting Progress – Where Metrics Meet Milestones 95

10 Which Activities Should Agents Delegate to Administrative Staff to Improve Sales? 101

The Team Book Club: Part Two Discussion Guide 121

Part 3 Cultivate Personal Responsibility Through Team Accountability 125

11 All the Tools You Need to Keep Yourself and Your Team Accountable 127

12 The Four Key Accountability Questions: Consistently Checking In with Everyone 139

13 Make Sure You ’ re in the Right Head Space: Cultivate an Internal Locus of Control 147

The Team Book Club: Part Three Discussion Guide 159

Part 4 Powerful Team Tools to Drive Growth 163

14 How a Team Dashboard Will Help You Drive Growth, Provide Focus, and Onboard New Agents 165

15 Team Motivation: Using the DISC Behavioral Model to Help Team Members Understand and Adapt to Their Differing Styles and Motivations 185

The Team Book Club: Part Four Discussion Guide 195

Part 5 Huddle Up and Make a Plan 199

16 Growth Huddles: A Powerful Tool for Meetings Done Right 201

17 Create Your Annual Goals and One-Page Team Business Plan … and Focus Your Growth Huddles on Them 219

The Team Book Club: Part Five Discussion Guide 229

Index 233

About the Author

BRIAN ICENHOWER is the CEO and Founder of Icenhower Coaching & Consulting (ICC), which provides customized coaching and training programs to many of the highest producing real estate agents, teams, and brokerage owners in North America.