{"id":758,"date":"2019-06-21T15:05:00","date_gmt":"2019-06-21T15:05:00","guid":{"rendered":"https:\/\/preprod.realtrends.com\/blog\/2019\/06\/21\/craig-hartranfts-tips-on-building-a-high-performance-team\/"},"modified":"2025-03-13T02:07:40","modified_gmt":"2025-03-13T02:07:40","slug":"craig-hartranfts-tips-on-building-a-high-performance-team","status":"publish","type":"post","link":"https:\/\/preprod.realtrends.com\/blog\/2019\/06\/21\/craig-hartranfts-tips-on-building-a-high-performance-team\/","title":{"rendered":"Craig Hartranft’s Tips on Building a High-Performance Team"},"content":{"rendered":"

Craig Hartranft’s Tips on Building a High-Performance Team<\/h2>\n

Craig Hartranft, team lead for The Craig Hartranft Team at Berkshire Hathaway Homesale Realty in Lancaster, Pa., shares the keys that landed him on The Thousand.<\/em><\/h6>\n

When Craig Hartranft left law enforcement for real estate in 1989, he was doing it all: coordinating appointments, showings and open houses, generating leads and working with buyers and sellers.<\/p>\n

<\/p>\n

\u201cI had 40 to 45 transactions by my third year and knew I needed to do something different,\u201d says the sales associate and leader of The Craig Hartranft Team at Berkshire Hathaway Homesale Realty in Lancaster, Pa.<\/p>\n

Hartranft discovered the late Howard Brinton\u2019s Star Power Systems and shadowed Allan Domb, a successful Philadelphia real estate broker who taught him the team concept. \u201cI started with an assistant and added a buyer\u2019s agent and kept growing,\u201d he says. His buyer\u2019s agents and listing agents gradually became separate divisions.<\/p>\n

Hartranft eventually stepped out of day-to-day operations and took on a leadership role. One of his key team members, Jim McPhail, did the same. \u201cJim complements my weaknesses, so we work well together.\u201d The team now averages more than 500 transactions (40-plus per team member) per year.<\/p>\n

Here are Hartranft\u2019s keys to success:<\/h2>\n

Hire with Intention<\/h4>\n

\u201cWe used to hire the first person who said yes,\u201d Hartranft says. \u201cNow our goal is to develop productive agents.\u201d To find the right talent, he enlists the help of John Pyke, one of the nation\u2019s leading authorities on hiring for real estate. \u201cCandidates take extensive personality testing\u2014like DISC behavior assessment on steroids\u2014that tells us if they are the right fit.\u201d<\/p>\n

Provide Tools to Succeed<\/h4>\n

Hartranft offers a hands-on, paid training program. \u201cA lot of folks cannot afford to come into the business without a 100 percent commission,\u201d he says. \u201cSo, as part of our training, we provide an hourly or weekly wage to come and assist our veteran agents for the first six months.\u201d<\/p>\n

Utilize Individual Talents<\/h4>\n

Hartranft prides himself on being a humble leader. \u201cDon\u2019t be intimated if someone has strengths that you don\u2019t,\u201d he says. \u201cI have many weaknesses and other folks on the team [counterbalance] those weaknesses.\u201d<\/p>\n

Speed to Lead<\/h4>\n
\n

\u201cOur conversion rate is over 8 percent while the national average is around 2 percent,\u201d Hartranft says. \u201cHow? Because when a lead comes in our CRM automatically thanks them for coming to our website or for reaching out on Zillow and says someone will be in touch shortly. Our goal is for our agents to follow the system 80 percent of the time.\u201d<\/p>\n<\/blockquote>\n

Location, Location, Location<\/h4>\n

Central Pennsylvania is a conglomeration of small towns,\u201d Hartranft says. \u201cTourism is big because of the Amish community, and Armstrong World Industries\u2019 headquarters is here. When the market tanks in other parts of the country we have moderate appreciation.\u201d<\/p>\n

Mistakes Don\u2019t Exist<\/h4>\n

Create a culture where people are treated well and mistakes are seen as learning opportunities, and the team will flourish. \u201cWhen we get together on a weekly basis, we share any of these learning opportunities,\u201d Hartranft says. \u201cAfter 30 years, I\u2019m still learning from my agents. Those are the things that help you keep retention with your team members. They see the value of the learning opportunity.\u201d<\/p>\n

\"\"Author Bio<\/strong><\/p>\n

Leslie Stone is a Vero Beach, Fla.-based freelance writer. She is a contributor to Florida Realtor<\/em> magazine and has previously served as the magazine’s associate editor. She regularly writes about the real estate industry.<\/p>\n","protected":false},"excerpt":{"rendered":"

Craig Hartranft’s Tips on Building a High-Performance Team Craig Hartranft, team lead for The Craig Hartranft Team at Berkshire Hathaway Homesale Realty in Lancaster, Pa., shares the keys that landed him on The Thousand. When Craig Hartranft left law enforcement for real estate in 1989, he was doing it all: coordinating appointments, showings and open houses, generating […]<\/p>\n","protected":false},"author":15802,"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-758","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-archive"],"acf":[],"yoast_head":"\nCraig Hartranft's Tips on Building a High-Performance Team<\/title>\n<meta name=\"description\" content=\"Craig Hartranft, team lead for\u00a0The Craig Hartranft Team at Berkshire Hathaway Homesale Realty in\u00a0Lancaster, Pa., shares the keys that landed him on The Thousand.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, 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