{"id":604,"date":"2019-10-24T17:38:00","date_gmt":"2019-10-24T17:38:00","guid":{"rendered":"https:\/\/preprod.realtrends.com\/blog\/2019\/10\/24\/top-coach-shares-the-10-biggest-mistakes-sales-associates-make-when-building-a-team\/"},"modified":"2025-03-13T02:05:45","modified_gmt":"2025-03-13T02:05:45","slug":"top-coach-shares-the-10-biggest-mistakes-sales-associates-make-when-building-a-team","status":"publish","type":"post","link":"https:\/\/preprod.realtrends.com\/blog\/2019\/10\/24\/top-coach-shares-the-10-biggest-mistakes-sales-associates-make-when-building-a-team\/","title":{"rendered":"Top Coach Shares The 10 Biggest Mistakes Sales Associates Make When Building a Team"},"content":{"rendered":"

Top Coach Shares The 10 Biggest Mistakes Sales Associates Make When Building a Team<\/h2>\n

Monica Reynolds<\/a> is a Keller Williams MAPS Coach<\/a> based in San Diego and the author of two books: Multiply Your Success with Real Estate Assistants<\/em> and The Professional Assistant<\/em>. A pioneer in the hiring of administrative assistants and building professional team structures, she recommends avoiding these mistakes when building your team:<\/p>\n

<\/p>\n

Hiring Too Quickly<\/h3>\n

Finding the best candidates encompasses more than identifying who is the best fit for the job. \u201cGary Keller talks about \u2018topgrading\u2019 [building a high-quality workforce with top performers] and says it takes 100 interviews to find that one special person,\u201d Reynolds says. \u201cYou only need three key hires, one being the executive assistant [who] makes the trains run on the track.\u201d Assessing whether someone fits your team\u2019s culture is equally important. \u201cLook closely at each candidate and learn their life story. \u201cIf they have a victim mentality or if they are victorious over the challenges in their life is a key for me.<\/p>\n

Lacking a Financial Plan<\/h3>\n

Before adding to your team\u2014especially when hiring an assistant who will draw a salary\u2014you will need at least three months\u2019 income for that individual. \u201cDon\u2019t hire unless you’ve got an economic model in place that will pay for that assistant,\u201d Reynolds says.<\/p>\n

No Definitive Culture or Job Descriptions<\/h3>\n

Most agents don\u2019t have a defined job description, which makes it difficult to create a culture of top performers. \u201cExpectations should be communicated upfront,\u201d Reynolds says. \u201cIt\u2019s about defining your lane and being excellent in your lane. An organizational chart tells someone who they report to versus, \u2018Wow, there are 14 people on the team \u2026 who do I ask if I have a question?\u2019 Too many times assistants tell me, \u2018I got hired for one thing and I\u2019m doing another\u2019 or \u2018I didn’t have a job description and never had a schedule.\u2019\u201d<\/p>\n

Nonexistent Training<\/h3>\n

Training is a must for new hires but is rarely provided. \u201cWhat happens is an agent will bring on an assistant or a buyer\u2019s agent and say, \u2018OK, there’s the phone\u2019 or \u2018Here’s the file \u2026 I\u2019ll see you in a few hours,\u2019\u201d Reynolds says. \u201cI know an agent who was not training his assistants and lost over $150,000 the first year. [When] people don’t follow the model, it\u2019s a mess.\u201d<\/p>\n

Waffling on Firing<\/h3>\n

\u201cYou have to protect your team\u2019s standards and fire someone immediately when you make a mistake,\u201d Reynolds says. \u201cYou don’t have an office of puppies. They can be the nicest people but what do they do all day? When you hire the wrong person, you locked a puppy up. When you bring someone in with a bad attitude, it upsets the team. Sometimes they\u2019re not a cultural fit and yet they\u2019re a good producer. So, the [team lead] will hang onto them even though it destroys the culture and sets a [lower] standard.\u201d<\/p>\n

Employing Family and Friends<\/h3>\n

There are exceptions, but it\u2019s usually a mistake to recruit loved ones. \u201cWhen anybody asks if they should hire a family member I say, \u2018No, tell [them] to work someplace else.\u2019\u201d<\/p>\n

Fear of Delegating<\/h3>\n

Agents are control monsters who are unwilling to trust the ability of someone else. \u201cI hire talent first, but they have to get licensed within six months,\u201d Reynolds says. \u201cTraining them to handle contracts has allowed me to be a salesperson versus trying to maintain a file.\u201d<\/p>\n

Sending All Calls to Mobile Phones<\/h3>\n

It\u2019s imperative to have a landline where the phone can be answered at the office. \u201cAgents have everything going to their cellphone, and the assistants are not answering the phone. Does that make sense?\u201d<\/p>\n

No Lead Generation<\/h3>\n

\u201cIf you\u2019re hiring a buyer\u2019s agent and you don’t have lead generation systems<\/a> in place, what are you hiring a buyer\u2019s agent for? On the admin side, for every 45 to 50 transactions, you should have a full-time admin.\u201d<\/p>\n

Not Scouting Around For More Talent<\/h3>\n

Lead generation should not be limited to finding buyers and sellers<\/a>. \u201cIf you’re building a team, you need to always be looking over the fence to see who else is out there that could be part of your team,\u201d Reynolds says.<\/p>\n

Author Bio<\/h5>\n

Leslie Stone is a Vero Beach-based freelance writer.<\/p>\n","protected":false},"excerpt":{"rendered":"

Top Coach Shares The 10 Biggest Mistakes Sales Associates Make When Building a Team Monica Reynolds is a Keller Williams MAPS Coach based in San Diego and the author of two books: Multiply Your Success with Real Estate Assistants and The Professional Assistant. A pioneer in the hiring of administrative assistants and building professional team […]<\/p>\n","protected":false},"author":16175,"featured_media":4822,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[3255],"tags":[],"coauthors":[],"class_list":["post-604","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-archive"],"acf":[],"yoast_head":"\nTop Coach Shares The 10 Biggest Mistakes Sales Associates Make When Building a Team<\/title>\n<meta name=\"description\" content=\"Lead generation should not be limited to finding buyers and sellers. 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