Through the years of research and working with teams and coaching them to the Champion Team level, there is a repeating pattern of what they possess, implement, and do. They are focused on results and actions unlike lower performing teams.

Standards

There is a set of standards of production, performance, and conduct for each position on the team. These are established by position first at the Champion Performer level, so the employee knows clearly what is expected. They have a target to shoot for since most will not be there yet.

A second set of standards for staff members needs to establish a pathway to the Champion Performer level. What do they need to do, learn, and improve on? What responsibilities must they take over in what time frame? For production assistants, what sales, prospecting, lead generation, lead conversion, and sales ratios must they attain over time to hit the Champion standard?

Accountability

This is an established system of accountability through written reports that must be handed in at regular intervals either daily for new or under-performing people or weekly for others who are on track or doing well.

Champion Team Rule – Performance improves faster when performance is measured and reported.

You must measure and report the performance of your team members. They need to know that you are watching and monitoring their activities. They must know that you are willing to hold them accountable to their commitments.

Cooperation

Everyone needs to be working toward a common set of goals. They all need to view the team win as the real win. They need to see that the individual win in their success or production, at the expense of everyone else, is a loss.

If there is an antagonist on the team, no matter how much they sell or produce in the administrative area, corrective action must be taken. If someone lowers the motivation of team members, a change is in order. If that person lowers your motivation, they need to be gone . . . now!

Caring

The best teams really care about each other and their clients. They cover, encourage, help, and support each other to achieve greater success. They care about the goals and objectives of the team and each other and work for a win for everyone on the team, the company, and the clients. They also band together during times of adversity to overcome all obstacles. You will never hear, “That’s not my job.”

Competitive

The purpose of a Champion Team is to win. The members of the team love to compete in the competitive game of real estate. All team members are competing to bring in more leads, provide greater levels of service to the clients, and position the team as the expert team and the only choice in the marketplace for real estate representation. Their philosophy is like Al Davis of the Raiders – Just win, baby!

Value is shared

Everyone aligns with the values of the team. They embrace the business vision, core values, and envisioned future of the team. They understand, agree, and desire to live the values of the organization, both in their personal lives and business lives. It’s as if the team is a tug-of-war team pulling in perfect harmony and unison to win the tug-of-war.

Published: April 24, 2009

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Dirk Zeller is a sought out speaker, celebrated author and CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. The Real Estate community has embraced and praised his six best-selling books; Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, The Champion Real Estate Team, Telephone Sales for Dummies®, Successful Time Management for Dummies®, and over 300 articles in print. To learn more regarding this article, please visit www.realestatechampions.com.