Well, hello. Hey, Lisa. How are you? Fine. Thank you. How are you? How is everybody Welcome, everyone. Wow. Look at all of these people. Beautiful. Austin, Orlando. Amazing. I'm really excited about this topic. How about you? Very much so. I think this is one of the most frequently asked questions I have answered over the years. Should I join a team? How do I start a team? Lots of questions around teams. Yeah. So today, we're gonna cover everything from, hey. I'm an agent. I'm thinking about joining a team. Should I do that? What should I look for in a team? Or I'm an agent, and I'm thinking about starting a team. Should I do that? Absolutely. Should we go ahead and jump in? We've got a lot to cover today. We do. I just wanted, if, quickly, if everyone just wants to put in the chat, what one thing do you wanna get from our webinar today? We have a lot of ground to cover, and I wanna make sure we spend the most time on what really interest people. And then, also, if we can just get a thumbs up if you see the presentation. Okay. While they're doing that, we should probably introduce ourselves. Absolutely. You go first. Well, I'm Lisa Spencer. I am the director of special education programs here at LPT Realty. I've been a realtor for over thirty years since nineteen ninety four, and my great passion is helping agents get into productivity, coaching. I'm an sharing time with agents and just, watching them, grow and watching me grow by watching them grow. Awesome. My name is Shaina Moats. I am the VP of corporate operations implementation, and you might think, why is she here? Well, I've been an agent for thirteen years. My husband and I have built a big real estate team in Austin, Texas, and we love everything real estate. So I'm really excited to talk about this topic with y'all. It looks like what they wanna hear, what SOPs are available, pros and cons of joining a team, why should someone experience join a team? That's a great question. How to start a team? Yeah. I think we're gonna cover all of that. Fantastic. Well, we have kind of, divided our presentation, although we're both gonna be participating, and we strongly encourage all of you. That's why we have two of us here so that we can be very interactive because this isn't a magic show. We really want people to walk away with some practical information that is going to help them. So interject, use the chat, and we'll be monitoring it. So let's dive in. So the big questions are, should I join a team? I'd like to call a solo agent a power agent in team mode because we don't have to have a team or be on a team to actually be a team. We are a team here at LPT Realty. And then how can you launch a team? And then Shana is going to go into the blood, sweat, and fears of being on it being a team because it's not all, high fives and lattes as they say. Alright. So should I join a team? Let's start with the very simple question of should I join a team? And it is so tempting when we start because it's hard. It's very, lonely in some ways. You feel, I don't know where to start. Right? So it a lot of agents do struggle getting into production, one of the biggest things they say is, should I join a team? So here are the considerations. Before you join a team, consider what you will give up. You possibly became a realtor because you wanted autonomy. You wanna decide when you wake up, when you go to lunch, and all those great things that you get to do when you are an entrepreneur. You might have to give some of that up because teams do have routines and practices that they get involved in, and they really want their agents to engage in those activities. So you may not always have full control of your schedule. And then how about your ego? A lot of times, we wanna put our name on things. We really, get attached to our production and our name. And then your entrepreneurship, you are kind of giving up your entrepreneurship and your full earnings from every transaction. Now that seems like, wow. Why would I join a team? Well, on the flip side, you'll gain structure. So if you did punch a clock for twenty years and now all of a sudden you've got into this entrepreneurial environment, it might be a struggle to set a schedule and to hold yourself accountable to certain activities. So you'll get some structure around what you do. You'll get some accountability. I like to call it entrepreneurship. You will still have ownership of your production and your income because you're going to work within a team structure, but you're still basically a ten ninety nine employee. You're not, you're not a w two. You're you're an an independent contractor. So you still do have a lot of freedom. I call it entrepreneurship. And then likely, you'll get more transactions and therefore more earnings. So there are some really positive things. Shaina, is there anything you'd like to add to those considerations? You know, Stacey asked in the chat if there are any red flags that you should look for when joining a team. And I I just wanted to pop in here and say, you know, Stacy, I think that it's really important to like the people that you're going to be working with. So do you wanna sit down and have dinner with them? If so, that's great. If you don't wanna sit down and have dinner with them, you might consider that a red flag, right, along with everything else that Lisa has just lined out. Yep. And it's always about the who. And so what are those benefits of joining a team? Well, not all teams are created equal, and I think Stacy was getting ahead of us. She's a a forward thinker. Right? Not all teams are the same. And so as a new agent, you might wanna take some time and not just look for a rescue. Oh, I'm struggling. Let me jump on the first team that invites me. Do you have access to mentorship? That's a huge thing. If you're brand new, you want your team leader and or someone within the team to really be accessible to you for mentorship. And then you do have shared marketing. Now at LPT, we have a lot of marketing that we have brokerage powered marketing. Do we necessarily need the team's marketing? But, wow, that admin support can really be helpful, especially if you're someone that struggles with organization, and then you cannot underestimate collaboration and community. I always used to ask people, would it add transactions to you to be a part of a high energy positive environment? But then ask yourself, do you feel this team is providing a high energy positive environment? And then hopefully and not all teams do, and we're gonna dig into this a lot in, Shana's portion. You might get some team generated leads. So those are some of the big benefits of joining a team. Is there anything that we need to answer before we move on, Shane, or is everybody good so far? Alright. So being on a Teams plus team actually gives you a huge a huge Go ahead. Oh. I'm sorry. You are frozen. I think my unstable. Am I good now? Am I back? You're back. You're back. K. Okay. Cool. So, Shaina actually, and I work with Teams Plus boot camp. You should look into a Teams Plus team if you have that opportunity because they're getting the extra support. So not only do you as a team member need support, but also is your team getting the support they need. And we know here at OPT, they are because we have the teams plus program. So what is a team leader looking for in a team member? And this sometimes is one of the funny things I find about people that wanna join a team. This is not a philanthropic trust. The team leader is actually giving up their income. They're sharing their opportunities with their team members. And when they do that, they want to make sure that they're handing these things to someone who has a track record of success. So even if you've never sold real estate before, have you had a previous job for several years, shown up on time, been a reliable person? Do you have people that could even give you a reference if you wanted to join a team? They're looking for someone who takes initiative. So certainly don't join LPT and just wait to do anything until you're invited on a team. They wanna see people that are taking their own entrepreneurial action. That's the kind of person that they don't want an employee. They want an entrepreneur. They want someone who's going to take action just as if they own the business themselves. And then, again, they want a positive high energy person to match their positive high energy team. Are you gonna be that person? That's just a self assessment. Before you join a team, you're going to be going into a situation where you won't have full autonomy. Are you willing to be that person that really lifts others? Alright. So that's pretty much talked we've talked about joining a team. Did we leave any questions left unanswered? Shane, if you would take a quick glance at our we're good. Everybody's happy with that. So now what does it look like to go solo? We've decided, you know, we do want to give ourselves a chance to launch our own business. Well, I'm so glad you're here at LPT because we do have this brokerage powered marketing. So many people, especially when I first started in real estate, I had to design everything myself. I had to go online and find what are where's a postcard company. We have to figure all these things out ourselves, and it really delays some of the important activities that we need to get involved with involved in. So day one, you get on LPT connect. You go to our marketing tab, and you're set. You don't have to invent anything. So I love that. It gives you a huge boost. And then we have our agent essential training. And our agent essential training is also located on LPT Connect, so you don't have to go it alone. And we have mentorship and coaching programs as well as technology that's backed by interactive support. So let's just take a quick look at some of these things. You'll as a new agent on your own, you're like, I need a system for getting sellers. Well, boom. There you go. You order a box, and just for shipping costs, you already have a system for supporting your sellers. How about a buyer system? The buyer power pack will service more than one buyer. Unlike the listing that is really designed the listing power box designed to service one listing, The buyer power pack could service up to ten, maybe even twenty buyers. All this collateral can be used for different, potential clients. And then we have a lead generation system. Our open house power box is so powerful with a hundred and eighty eight pieces that you can actually use to circle prospect, interact with your sphere of influence, and really lead generate through the open house. And we also have our other collateral that's used for marketing. That marketing material can help you fill your funnel with, potential buyers, whether it's through your presentation boxes or what we like to call the lead maggot magnets. Not the lead magnets. That would be horrible. The lead magnets, which are, your seven, some sources of lower down payment, your nine critical questions, and then your active marketing plan. So so many agents come to me, and they're like, I don't know what to say on a listing appointment. It's no mystery here at LPT. You just open up that active marketing plan, read it, and you have a perfectly scripted listing appointment. So this is all done for you as a solo agent. But if you wanna go up and and step it up a little bit, we also have LPT plus that is available where you're getting really vetted prospects. You don't have to guess, oh, which which person might be selling. You have some great analytic tools that are gonna get you to the place to target your marketing. So we have some huge advantages with our listing power tools that are here to support you when you launch. Now we also should I stop it? Do you wanna add anything at that to that, Shana? I'm like Okay. It's the Ginsu. It even makes julienne fries. No. I mean, we we have a lot of stuff here. Alright? So, then we have agent essentials and our training and events. So we have live training every week. I know that we, have several training sessions per day, which you can get to. I'm gonna show you the calendar so you can find it, our agent essential training. And then we also have recorded events for those agents that have some struggle maybe in whoops. I'm sorry. I'm yeah. Alright. The for agents that maybe are struggling on, meeting the live presentation. And there's a reason why we do it. We have the live presentation because just like this, it's interactive. And sometimes watching a video, we really don't have the opportunity to absorb as well as we could if we had a live interaction. So here, you see Jerry walking people through the listing. And I saw that question today with Robert this morning. They're like, where is it recorded? Can this be recorded? And, actually, it already lives on LPT Connect in our agent essentials training videos. Here, Jerry is going through every piece of the box called the audition. So if you haven't seen Jerry's, video yet, it's a great video walking you through every piece of the listing power tools box. We record them, but we also always do them live so that there you have the opportunity to interact. So you're gonna find it by going up here to training, and then you'll go to agent essentials. When you get to agent essentials, on the left hand side, you're gonna get in here. On the left hand side, you can either select calendar or you can select videos, and the videos are actually searchable. One thing LPT Connect is really doing well already is our search. Our search feature works really, really well. And you can just type in, as I did in this particular case, listing. And I did a presentation just yesterday. It's already recorded, and twelve people have just watched it. We've just put it in there yesterday, listing in a dynamic market, the conversations that go with the listing. We have a buyer and seller checklist. Everybody who's a high c loves a good checklist. So we've got those for you. And then Jerry has the audition where he actually walks you through all of those pieces. So please tune in. We'd love your comments. Please like it, comment. Let us know. We are about growing as well as you are. So whatever you're needing, we actually look at that feedback every single week and are constantly trying to improve what we offer agents. And, Shana, in your position, wanted to share with people, you know, what are we actually doing to help them sort these things out? As far as our training goes, we have incredible trainers that are very talented, that are giving, up to date market of the moment messages that you need to hear right now to succeed in your business and in the market that we're in. So whether it is, you know, how do I get paid, or it is how do I present the box, or it's maybe how do I handle this challenge that's going on in my business. We have so many options for you. For our newer agents, we also have our new agent boot camp that's really amazing. Gets you started, gets you engraved in all of the LPT tools so that you know exactly what you're doing. When you're logging in to connect and there's so many offerings, where do I go first? What do I do first? New Agent Bootcamp is for you. Absolutely. And then if you need more personal interaction, there is also coaching and mentoring programs that are available through LPT. So we know there is not a one size fits all absorption and and career development path. We do have everything. If you ask for it and you look for it, they're all offered here. So how do I become that power agent in team mode? I've kinda gotten my launch settled. I've taken advantage of all of the LPT marketing tools as well as the training, coaching, mentoring perhaps. Now what do I need? So here's a quick checklist of all the things you need to perform. Now I'm going to put in the or, Shana, do you have the, map that you could put in the chat for everyone? So I'm about to introduce this, slide. So we have eight items here. These are the things you need to formulate before you launch a team. You're a solo agent, but you're in team mode. And I'm just gonna suggest, and I'd love your feedback on this, always use the word we. From the first day that you become a realtor and you're working with LPT, in all of your marketing, dedicate your marketing to talking about we. Because very early on, you'll likely get a transaction coordinator. Very early on, you may have a mentor. Very early on, you may be working with a coach or someone that's helping you. And it's just very powerful to refer to we are going to help you sell your home. We are going to market your home because you have a partnership with LPT that is backing you a hundred percent that you have leverage with the team. Consider the print shop, your marketing department. Right? We have the ability to do marketing as a single agent at a much higher level than any single agent at another company. So here's the list. But how do we break that down? So here's what what the map of it looks like. Right away, as a power agent in team mode, you have checked off every saw every item on the left hand side. Every item on the left hand side, we just covered. You have a powerful selling system. You have a powerful buyer system. You have great lead generation tools, and then you can take it even to the next level with LPT plus. And as far as business planning goes, we have tons of coaches and myself. I do the ten minute business plan, which is a boiled down, simple reader's digest version of a business plan, all the way to complicated business plans offered by Freedom Coaching and other of our coaches that offer, extensive business plans. So we've got you covered on the left hand side. Now it's up to you as an agent to build these things on the right. So let's take a minute. Is there anything in the chat or anything you want to add to this description, Shana? You're I I think that this is such an important topic because it's so important to define what success looks like to you. And this is the pathway to determining what that is because it may not look like someone else's. Right? It may not look like a traditional team. And so I love this topic. Right. And, you know, I just wanna share my GCI volume was over three hundred thousand dollars a year, and I did that with an assistant. That's it. Mhmm. And no one no one succeeds alone. So an assistant is the only person I paid. But Mario Cividano, my lending partner, man, was he a partner? I didn't explain anything about what it meant to own a home. I'm like, here. Call Mario. And he walked them through the full details of what it meant to purchase a home. He didn't just give him a preapproval. He really worked as a coach and counselor and really a buyer's agent in a way for me, and then I could just do the heavy lifting. So we can do strategic partnerships that really help us to retain more of our income as well as get us prepared. When we're ready to launch a team, now we have everybody sitting in the right seat. So what does that look like? Again, teams growth plus can give you a lift if you're an agent, a solo agent in team mode, a power agent. Right? You wanna join Teams Plus before you even add that first member to your team because we're gonna give you help with the systems. We're gonna give you help with the tools, and we're gonna help you not fall into some of the ruts that some of us tripped over and fell in and gave our money away as lead agents. I have lots of stories about failed partnerships and teams that I started with in the very beginning because and, again, anyway, I'm too old. Teams weren't very popular when I was doing this. Alright. So how to operate? How do you operate as a team a power agent in team mode? Well, you wanna refine your system. So if it might be very easy to check that box. Susie, the great transaction coordinator, she's my transaction coordinator. She's my partner. That's it. My system is refined. Maybe you want to pay for service right away, or maybe you want to take the time to design the workflow and how you want the customer experience to be in your team. And then, again, securing those relationships, it's great to ask other agents, who's your favorite lender? Who's your favorite title company? Who's your favorite attorney? And they'll give you the answer. But, truthfully, you're building partnerships for someone else instead of building your own partnership. So get out there, get to know who works in a similar way that you do, that you feel supported by, and go with that. And then, also, CRMs have really grown up. And now with the onset of all the AI technology that's available, are you maximizing the use of your CRM, or are you treating it like an Excel spreadsheet? Are you treating it like a sticky note with everybody's phone number on it? Like, we we need to really use that CRM at the highest level, customizing the plans, putting people on the right plan that works for their path. If they're a buyer path or a seller path or just a nurture path, do you have separate plans within your CRM? You're not gonna be able to teach someone else how to use a CRM unless you've kind of mastered at least the concepts yourself. And then are you practicing coaching, mentoring, and leading other people? Because, ultimately, if your team achieves great success, ninety percent of your job has now become coaching, mentoring, and leading others. So start now. Even as a brand new agent, can you help another agent learn how to use their lockbox key? You're now a mentor. Are you are you reaching out and giving people your knowledge so that you can lift them up? Because that's the type of team leader that really top talent is gonna be attracted to. So now we've walked through the others, the other side. In the worksheet, I'm gonna ask you to fill out with names the people in each of these systems. And the first time you fill it out, let's say this is your first week in real estate, just put every one of these eight items on the list and say me, myself, and I. And me, myself, and I does this, and me does that, and myself is in charge of the other thing. Because right now, it's all you, and that's okay. But until you figure out the map, it's really hard to figure out how to delegate. And the worst thing I see people do is maybe they're not really good with buyers. They don't have the patience. Buyers irritate them. And the first thing they do is like, I wanna get rid of these buyers. They're irritating. And then they're giving up their money when they could be giving up the last thing you give up is the relationships because then you'll be upset if you gave that buyer away to someone else and they get the relationship and then they get the amazing million dollar listing that that buyer's cousin put on the market. Right? Because we let, we let someone else interject themselves into our relationships. So the last thing you give up, in my opinion, in the leadership map is your relationships. All that stuff can be delegated until you get to the relationships. So now is it time to launch a team? And I am going to let Shana take over at this point unless someone has some questions, and then I'm gonna take over watching the chat and, let her, take over. Yeah. So let's just jump right into this. Is it time to I I first want to start with a little bit of honesty. Okay? Let's get real real. Robert, if you've read his team fourteen, the very first rule is you need to decide if you're really ready to lead a team. And so you might be thinking, I should totally start a team. I can do that. That looks great. That looks easy. I can I can handle that? But what does it actually mean to start a team? It's not about doing more deals. It's not about being busier, which both of those things are probably true, but it's really about stepping into this new leadership role for yourself. It is about recruiting. It is about mentorship. It's about being an operator. And it's really about taking the gifts that you already have and going through a lot of personal growth to become the person you need to be to lead that team. So we're gonna take a test really quick. We're gonna take a readiness test, and I'm gonna ask you ten questions. And I want you get out your pen, get out your pencil. For each question, you're gonna write down a number between one and five. If you're writing down a one, right, it's that's not really me yet. Yet is the keyword. And five is that's exactly who I am right now. Ready? Everyone have your pens? Okay. Let's jump in. So number one, am I ready to take responsibility for other people's success and failures? This is their wins. This is their problems. They're now partially yours. Do I have a clear vision for what kind of team I want to build? Not just I wanna help people or I want to be help other people be successful. This is structure, goals, desired outcomes. Can I communicate clearly even in the hard moments? Can be stressful. The feedback, the expectations, the hard truths, the hard conversations, that's really a part of the job here. Am I prepared to mentor and coach, not just delegate? Can I handle conflict without avoiding or overreacting? It's a lot easier to go around that conflict than it is to head it off. Right? Am I good at motivating others when I'm not feeling motivated myself? Can I make decisions under pressure and stick to them? Do I handle criticism well from peers or agents? Is my own workload and production under control enough to support others? Do you actually have an additional time period in your day to give to others? And am I passionate about building something that is just bigger than myself? So I want you to take a minute, add all those scores up. If you're between, like, a forty and a fifty, you're ready to go. You're ready to start a team. If you're, like, a thirty to a thirty nine, you're almost there. Let's look at finding you a mentor. Let's start building those support systems. If you're below thirty, let's pause, focus on some personal mastery, and let's start working on that road to building a team. So let's just assume let's assume you're ready to go. Let's talk about what it looks like. What kind of team do you actually want to build? I think that a lot of agents jump into team building just, you know, because they are overworked or they need help, they need leverage. They're maxed out, and they end up building a business they don't even like. And so before you jump in to build that team, you need to define the structure that you want before you start scaling it. And there's really three models of a team. Lisa, if you'll go to that next slide. So let's talk about the different models. We have an alliance, a pod based team, and a network. So first, let's talk about our alliance. This is really the family team. We've got three to five agents. You're really close. You're often friends. The team leader is still in heavy production, so you're still running several deals every month, and you're probably carrying a large percentage of the cost of the team. You know what everyone is doing. You're on a group text with everyone. You're having team dinners, high loyalty. The positives to this is that your culture is gonna be really strong. Your retention of your agents is very high, and you kind of have minimum management systems needed because you're just in it together. Right? The risk is, and this is a big one, when one leaves, you lose that business, and it's twenty to thirty percent or more of your production. So if your agent slash, you know, family member left your team tomorrow, how does that affect your pipeline? That's kind of hard. The pod. Let's go to the second one. So this is the think one of the things you mentioned too, Shana, it's not just the financial cost. When we have this intimate team, sometimes it's a real gut punch when someone leaves. Right? It's we're really so vested in that relationship. It you know, when we had agents leave our team, I took it really personally. It was very hard, very challenging because all the time, the energy, the money, the effort, everything that you pour into them, it's like it's not it's not a slap in the face because they're doing what's best for them, but that's what it feels like to you. And that's one of the the challenges of that type of team. The pod has its own challenges and its own rewards. You're kind of in this messy middle, where you're probably trying to get out of production. Leverage. You're around six to fifteen agents, and you're beginning to hand off task, administrative task, training, probably onboarding, maybe even a little bit of recruiting. And your main job becomes vision. Where are we going? Oh, were we on the wrong one? Okay. So we have everything that you need. So you're working on, all of your systems. You're building that foundation that your business is going to grow from. Now the challenges with this is that you're no longer everyone's best friend. Right? You can't call them. You can't text them. You can't have everyone over to dinner. It becomes a different type of team than you had before. And this is really where I see a lot of team leaders burn out because they don't adapt to this new style, this new team, this new business that they are running. And the last model we have is the One we had two questions. They they were asking, do you have to have a broker's license to be a team leader? And I wanted to toss that to you. And then also just lots of stuff, lots of interaction in the chat. I love that a lot of, people that are leading teams, interacting with people here. And Marnetta wants to know where to find good people. So, hopefully, we'll spend a little time with that at the end, but, let you go through the, through our models. So, I would check with your broker on if you need to have a broker's license to be a team leader. I'm in Texas. We are not required to have a broker's license. I think that there are definitely some steps you should consider taking before you start a team. So for example, if you're brand new to the industry and you've only closed a handful of deals, it's probably not the time to start a team. Right? You wanna have that maturity in the business. You wanna understand just like Lisa was saying, you need to understand the CRM to be able to teach it. You gotta understand real estate to be able to lead a team. So it looks like other people are are weighing in that you don't need to be a broker in your state. So check with your broker, understand the rules, etcetera. Okay. So now we have our last model. We have our network. This is our twenty five plus agents. Right? You have multiple layers of leadership. You most likely have a DOS, which is your director of sales. You have your DOO, which is your director of operations. You most likely have levels underneath them. You probably have a recruiter, and you probably have some sort of coach or mentor that is working directly with the agents. You have to have a very strong onboarding program when you get to this level because turnover becomes somewhere around thirty percent. It's just the natural progression of the business. And so you are consistently recruiting, which is your main job or someone on your team's main job, and you are bringing those new agents on, you gotta have a stellar onboarding experience for them that not only adopts them into the culture of your team, but also gives them the the push that they need to get started. Because what we know from our agents is that our agents who close a transaction in the first ninety days after onboarding to a team have a much higher retention rate than agents who don't close that first deal within the first ninety days. So the upside, this is where you get the scale. This is where you get the volume. Right? So your piece of the pie is probably smaller, but the pie as a whole is much larger. The other the challenge, though, is that you are the CEO of a massive organization. This requires you I have found this requires the most personal growth and, intense work on yourself as a leader to be able to become the person that leads this team successfully. So what kind of team do you want? How many agents do you want? What what resonated with you? What are you really hoping to get out of the team? Because, again, you know, as as David Lewis would say, we're not here to volunteer. This is not a charity. You are running a business to support yourself and your family or whoever. What do you want out of this? Because if you're not getting what you want out of it, why would you have a team? Right? What is it going to cost you? This is where you get to choose. You have to choose because if you don't, the growth is gonna choose for you. And, you know, I Lisa, you and I were having this conversation yesterday as we were preparing for this, and we were talking about how, you know, a lot of agents choose to start a team because they're like, I am so busy. I am completely swamped. I am exhausted. I need help. I'm gonna go start a team. And it's kind of it's kind of the opposite, right, of what we should be doing. Because a team is not a way to offload work. It's really a value exchange. So agents are joining your team not because you need help, but because they believe that you can help them achieve what they want to do. Right? So let's talk about what that actually looks like. Every team needs a clear value ladder. Right? Robert in team fourteen and his rules for a team, he talks a lot about the value ladder. And, really, the question that you're asking is why should someone join your team instead of saying solo or going somewhere else? Right? And so that starts by defining our value ladders. So first is access to scarce resources. These are your most prized, most important things that you have of value on your team. These are things like your leads, listings, open house opportunities, support from your admin or your ISA, and your personal time, how much you're giving to them. You need the support and the systems to build those skills. So that's everything from your conversations. How do I talk to a potential buyer client or seller client, how do I handle an objection that they're throwing at me, to mentorship, lead follow-up, accountability with your agents, and what is your weekly cadence of activity? When do we meet every day? When do we lead generate? When do we go on appointments and showings? What is that cadence that is going to work and build that support system for your team? And then lastly, a pathway for your agents to advance. So how do they move forward? Everyone wants growth in their life. Most likely, they're joining your team because they want growth. So what is that pathway? Once they've hit their financial threshold and they've achieved everything that they wanted to do in production, what is their next step? That is how you handle retention. You develop that agent pathway of, well, what interests you? Do you want to become a mentor? Do you want to become a leader? Do you want to move into, you know, more of a corporate role where you work on a salary for the team? Do you want more responsibility? Do you want better leads? What does that look like? So first, let's talk about identifying our scarce resources. So, again, these are things like our leads, our open houses, our coaching, our ISA support, and your personal time. Number two, let's talk about defining our entry requirements. So these are the expectations for when someone is just entering into our team. Right? We want to make sure that we have a defined progression so that we are not giving away things before someone has earned them. So let's talk a little bit about our progression ladder and what that looks like. And, Lisa, you can go to the next slide. So Robert says you need people oh, will you go back one? There we go. Okay. You need people to prove to you that they're willing to climb the ladder and cost you money because they will. They just will. They will come in. You have a per agent cost. Are you going to get an ROI on that? So let's talk about that entry ladder. Well, I just had one interjection here, and we talked about this when we were preparing it. I had a team in the office that I led, and he made every new team member start doing rentals for six months. If you were gonna join his team, you were gonna just do rentals for six months, and a lot of people get in with the idea. I'm sorry. There's some kind of huge noise going on here. The, you know, they he would make them, join, for six months and do rentals. So sometimes a a team leader wants you to be vetted in your ability to close and your ability to show and your ability to show up. Right? So, don't be surprised if you're not getting the million dollar listing your first week on a team. Yeah. Well and I just wanna encourage all the team leaders out there. I remember when Bobby and I started our team, we would literally go into an interview with an agent and be like, we're really great. We have all this value to give you. Please, please, please join our team. Right? In the beginning, you're just begging people to join your team, and you figure it out along the way. And before you know it, you've built a business that has, a, a reputation in the community, and agents come become attracted to your team. And you start attracting agents that are like you and that want to be a part of your business. And so it kinda flips at some point. Right? You start getting those where you're you get to decide. You always get to decide what agents you want, but in the beginning, it feels a little hard. Okay. So let's talk about that progression ladder. So we have this entry ladder, and what you're going to do is you're going to say, how do I build something that is defined so that I don't have a revolving door of agents coming in and out? And I do have a scalable system. So we don't wanna risk giving away our scarce assets without someone earning them just like we were just talking about. So what are your scarce assets? Well, we've got you know, in this example, let's just say that our scarce asset assets are going to be our lead access, group leads, getting to train on listing appointments, maybe those higher value leads, opportunities to meet with leadership. These are some of our scarce resources. Well, these are the things that the agent needs to do to unlock access to those resources. So you're a tier one agent. You need to go on, x. You need to go knock x stores, however many it is. Let's say it's fifty door knocks, and you need to call fifty FSBOs. When you do that, when you check that box, you get access to these things. So you're really protecting your business by requiring their commitment before you hand over these high value act, assets. Okay. So we do have a question really quickly. I just wanna address. Team fourteen is a, a Facebook post that Robert posted. I think if you go back, it's probably eighteen months old. We're hoping to develop some content around that. It will come soon, so be watching for that. I'm gonna tease it a little bit here. You'll see it soon. So then we're gonna talk about building your progression progression ladder. This is the same thing. We're creating that pathway of opportunity for agents. So you're brand new. This is what you get access to. You start closing a couple deals. Maybe your progression ladder looks like you've closed zero to two deals. You've closed three to six deals and so on. What do they get at each of those points? And then lastly, we're gonna take everything that we just did, and we're gonna craft our value proposition. So this is Robert's three part formula for your value proposition. Once you've done the work on steps one through three, it's kind of like a Mad Lib. When you join my team, you get access to scarce resource, training and support to master this skill or system, and a pathway to what is their pathway. It's fairly simple, and this is what you communicate as your value proposition to potential agents. So we've done the hard work. We've decided what type of team we want to have. We have crafted our value position. We've started building the foundation. Can you actually scale it? Well, what does it look like to scale that? If you left your business for sixty days, would it still work, or does it require you to be there? If you left, what would break? Let's say you start a team. You recruit a couple of agents. You've got leads, and you've got a little bit of a plan and maybe even, you know, some closings under your belt. Can your systems that you've built handle the growth, or are they gonna collapse? The honest answer is that your systems will collapse at every stage of business that you're in. So what worked for you in that very beginning team environment, that alliance is not gonna work when you go to that next level of being a pod. Right? The systems and foundation that you built will need to be adjusted to move to that higher level. Level. And the same goes whenever you move to that network. What does it look like? It looks like MAP sales processes, business intelligence and KPIs, and corporate finance systems. So let's let's go into that. The very first breakdown is always going to be the sales process. So do you have a clear step by step process from lead to closing and beyond for your buyers, for your sellers. This is how we handle this. These are our email templates. Here is our checklist. Here is how we communicate with our buyers and sellers. Here's all the marketing that we do for them, etcetera. Is that process mapped? Is it written down? Is it taught? Is it inspected? Right? Are is it actually being executed on? And if a brand new agent got it from you on day one, could they follow it? That's how easy it should be. If the sales process only lives in your head, you're the problem. I just wanna put that out there. Okay. So business intelligence and KPIs, we all know that what gets measured gets managed. Right? And so you need to be tracking agent level KPIs. These are things like how many calls are being made, how many contacts, how many appointments, how many contracts are written, how many closings are they having. You get conversion rates. You're able to help your agents grow. Other things like attendance, are they showing up? Honestly, in that mark in this market right now, I would say that that is the biggest metric. Are your agents showing up? And if you have an agent that isn't producing, do you know why? Well, this helps you figure out. Right? If you're not tracking these things, you're not really gonna be able to help them. You're also more likely to to put resources to an agent that is underperforming but maybe a little bit loud as opposed to the agent that really needs the help and is performing the way that they should be. And lastly, our corporate finance systems. Oh, right. So without clear KPIs, you're gonna put your your money in the wrong place. Corporate finance systems. So a lot of agents run their teams like a personal piggy bank. That is not what this is. This is a business. I highly recommend Profit First. It's a book. Read it. It helped our business a lot. But when we think about finance systems, you have to track it. You have a p and l that you're reviewing every month. You're cutting expenses when you need to. Right? How can I get ten percent off? How can I get twenty percent off? You have some sort of forecasting and plan for turnover for recruiting, for those ads you wanna run for recruiting. You're not just saying, here's the credit card. Let's charge them without realizing that you have expenses coming next month. Right? You have a plan and you're executing on that. And then lastly, and this is a hard one, when we talk about agent compensation, are you modeling out what that looks like moving forward? Because a lot of a lot of team leaders, I've noticed, and I've made this mistake before, can make emotional decisions when it comes to agent compensation. And the most important thing is that you're making that from an educated, view so that you understand where your business is at and not necessarily what your emotion is driving you to do in that moment. So all of that to say, is it time for you to team? If the answer is I'm not ready yet, that was a lot, Shana, that's okay. That's okay. It doesn't mean you won't be ready one day. Find a mentor or become one. We all know that the the best way to learn is to teach. If you're ready to launch a team, start with your value prop, get that built out, start recruiting your team, get going. I'm excited to hear about all that success. And if you have a team but it's stalled, that's okay. That happens in business. Go back. Revisit the structure. You know, one of the things that I learned from Robert that was a really valuable piece of advice was don't go and change everything at once. Right? You you go to an event, you hear this magic formula, and you go back to your business and you change everything. Don't do that. That will mess up your business. Tweak little things. Make little changes and say, did this let's measure it. Did that change things? Did that make it better? It's really tempting to go back and scrap and start over. Try not to do that. Okay? So this is the value ladder worksheet. I'll let you, take a second to grab that. It'll also be available in Connect. I think Lisa might be dropping it in the chat. And let's see. I think that's pretty much it. Anything else that we need to cover? Let's check the chat. Alright. So if you are interested in learning more about Team Growth Plus, which is a, program for team leaders, you're welcome to find that information Connect. You can reach out to me directly. I'll stick my email in the chat so that you have it. It's honestly y'all, it's the community where the team leaders are growing together. They have formed this group. It's pretty magical. Not only are they getting time with Robert and learning from him, they're also learning from each other. And, hey, what are you doing that is working? We have amazing guest speakers that come in. So in addition to all of the tech, all of the, you know, access that you get, the real value is actually in the community and the learning that you get with Robert and the other team leaders. It it Yes. Team growth plus. Yes. Team's growth plus. And, just, you know, just to circle back on those of you who came and wanted to join a team, there's ways that you can take initiative. And don't ask of, you know, the most popular team in your town. Just send them a Facebook instant message that says, hey. I wanna join your team. Why don't you send them a message that says, can I do an open house for you? Is it possible for me to do something for you? These are these are the people that are attracted. And, likewise, those of you who said, how do I find talent? It's a constant search, and talent might not even be an agent yet. The thing is look for talent. They can get a real estate license. Look for someone who shows up and looks good and is energetic. You know, they they're not walking you know, going to the grocery store in their pajamas. You know, this is not necessarily someone you wanna add to your team. So how are they showing up in life? That's how they're gonna show up on your team. So take a broader look if you really, are looking. And then if you use that chart that I put in the chat, one of the first peep thing you put on is a trusted agent that does cover for you on the weekend. You wanna have a a life, not just be a one dimensional workaholic. So who's the person mine was Catherine Kuno. She sat in the, you know, cubicle next to me, when I was launching my career. And she had kids. I had kids. When we went on spring break, it was the tough thing because we were both out with our kids at the same time. But, otherwise, we covered for each other's vacations. You know, we didn't steal each other's business. She was someone I could trust. And that that can become the first source of you growing a team once you have a trusted agent or people that you're giving open house opportunities from. And, again, LPT is structured. If you're getting overwhelmed, you have six listings and you only have one weekend to do six open houses. You can offer them up in LPT Connect as a cooperative listing. Let other people market. Let other people show up and do an open house. And the flip side of that is if you promise to do an open house for a top agent that's being generous and you flub it, don't expect them to ask you to join your team. Right? Make sure you're showing up for the open houses you say you're gonna do, not, oh, wait a minute. I didn't expect the weather to be this nice. I'm gonna go do something else. You know? So it's really important. It's it's a three hundred and sixty degree experience. There's good team members. There's good team leaders. There's bad team members. There's bad team leaders. So it's our job to really just help educate. And let's just hear from you in the chat. What is the one takeaway? What's the one thing did you get your one thing that you came for? I love what Danielle says, building relationships from the onset. Absolutely. That's real estate re relationships. We should call it that. Well and, you know, just to touch on this too, just the the professionalism of being a real estate agent. Just like you said, Lisa, the way that you show up is going to be reflective across the industry. I started doing open houses. That's how I built my business. And I built a lot of really great relationships that I still have to this day with those agents. So it wasn't necessarily that I was going to join their team. But when I came to them for an open house, it was an automatic yes. When I came to them with a question or a favor or whatever, hey. Do you have a team member that could show a listing for me? Right? It was a yes because you spent that time showing up in the right way over and over again to the industry. Long as long as you I don't think we are gonna share the slides. However, this is recorded, and it will show up in the, in the main stage, video library. This you can watch it multiple times. And we we did share some of the worksheets and things like that. So, obviously, hey. Stay tuned. I'm really excited about Teams Growth Plus. I hope you are too. And I don't know how miraculously, Shana, we got this done in an hour. We did it. We did it. And I just wanted to encourage everyone. Lisa and I are available to you through Connect. So log in to your Connect, search Lisa Spencer, search Shaina Moats. You can message us with your questions. We'd love to connect with you. This one Very powerful. LPT Connect. I will accept any connections that are sent to me today. Likewise, Shana will. And, we have a fantastic library. Again, interact even with the videos, if you go to live training, absolutely make sure you fill out your survey. But even if you're watching a video, like it. It's being set up very similar to a social network. You can like it. You can comment. That way other agents will know this one was really valuable for this reason. And, again, what LPT Connect is doing at an amazing level is search. So when you go in and you search Shane Moats, you're gonna find her. You're gonna find Lisa Spencer when you search me. So, we look forward to engaging with all of you and looking forward to the structure that LPT connect LPT created, Robert Palmer created a revolutionary multiple, stream so that we can really support teams here. Both you know, people that are on teams are are more supported because they don't have to give up this large percentage. They can just be on because they don't have to give up this large percentage. They can just be on a five hundred dollar a transaction split. So the generosity, is from the top down, and we're really excited about the future. Okay. Okay. Alright. Awesome. Thank you. Tomorrow at eleven AM. Don't miss it. I heard there were prizes being given away tomorrow at eleven AM, so don't miss that. We'll see you later. Awesome. Thank you, everyone. Thanks for hanging in. Bye.