Let’s be honest: real estate can be a high-stakes, high-stress industry. It’s a lot of fun, but it’s a lot of pressure too. As if that’s not enough, the competition is fierce. A motivated team can help you navigate the challenging aspects of the job. A great team is like a well-oiled machine: they’re productive, they stick around longer, and they tend to deliver top-notch client service. You probably already know all of that.
So what’s the purpose of this article? Knowing that a highly motivated team is a big boost to the bottom line isn’t the same as shaping those superstar team members. There’s a lot that goes into an effective team, and we’re covering the “motivation” aspect here.
How Much Does Motivation Matter on Real Estate Teams?
Motivation is the secret sauce that keeps everyone engaged and ready to tackle the next big sale (as opposed to just tackling the snacks in the break room). If you’ve been part of a streamlined team with a positive culture, then you know the difference it can make. A highly motivated team leads to higher:
- Productivity – Generally speaking, a savvy team helps agents to earn more money by doing less work, and isn’t that what everyone is looking for? In one survey, 85% of agents stated that being part of a hard-working team is a competitive advantage in their industry. Additionally, 80% of those agents reported that they tend to be harder working and more motivated when part of a great team.
- Agent retention – The same national study shared that 66% of those surveyed believe working at a brokerage that supports teams influences agents to stay longer at that brokerage. After all, when you can lighten your load but improve your bottom line, there’s a lot of incentive to stick around.
- Client satisfaction – A team that emphasises continuous learning and focuses on strong leadership is likely to deliver better results to clients. Peer support, skill development, and streamlined processes are all essential components of highly motivated teams that consistently deliver impressive client results.
11 Proven Tips for Motivating Real Estate Teams
It’s relatively straightforward to see how a strong team produces strong agents who deliver outstanding results. But how do you get there? Again, simply knowing that you need a highly motivated team isn’t the same as fostering one. That’s why we’ve put together some actionable tactics that have worked for real estate teams of all sizes.
Set Clear and Achievable Goals
First things first: let’s talk about setting goals. And not just any goals—S.M.A.R.T. goals. That’s Specific, Measurable, Achievable, Relevant, and Time-bound, folks! Think of it as your team’s GPS system. Regularly revisit those goals, adjust them when needed, and make sure everyone’s on the same page. Align individual goals with the team’s objectives to create a sense of unity, because nothing says “team spirit” like working toward the same prize!
Examples of SMART Real Estate Goals
- Increase sales volume by $1 million annually – Start by reviewing historical growth to know what’s realistic, then track monthly sales reports and try to achieve it by the end of the year.
- Acquire 50 new clients in the next two quarters – Understand what’s achievable based on past performance, then set a number that supports the goals of the business.
- Enhance the agency’s online presence by 50%. Determine the tactics you’ll use and measure (such as increasing website traffic), then utilize analytics tools to track visitor numbers.
- Increase active property listings by 30% over the next six months. Determine the current number of new listings being added and select a corresponding percentage. Then, identify tactics that will maximize opportunities within your timeframe.
Focus on a Supportive Culture
You won’t get far without a positive and supportive culture. Encourage collaboration over competition; after all, you’re all in this together, not in a gladiator arena. Build trust through transparency and communication—no one likes a secretive team leader! Share wins and setbacks as a unit, remembering it’s all about the journey. Plus, a little shared laughter over a setback and a beverage can turn a frown upside down.
Recognize and Reward (Even Small) Achievements
Recognition is key, especially on smaller teams or those just starting out. Shout out your team members’ victories in meetings and newsletters. You’d be surprised how far a simple “you did great!” can go. Consider some fun incentives, like bonuses or a trip to a sunny destination (because selling a house while sipping a pina colada is peak #lifegoals). Celebrate milestones, closed deals, anniversaries, and other special occasions.
Not much happening right now? In slow periods or slumps, it’s even more important to celebrate the little wins. Even meeting with a potential client or getting a great review online are worth celebrating when you’re building a business. Make sure your agents and staff know you’re proud of them, and they’ll take even more pride in their own work.
Provide Continuous Training and Coaching
Keep the learning wheels turning with ongoing education. In some real estate companies, workshops, courses, and certifications are as common as coffee breaks. Consider mentorship programs and peer learning opportunities, where seasoned pros can share their wisdom. Leadership-led coaching is a must—people naturally follow the example set for them. If you want to raise the bar for everyone, start with your own.
Encourage Autonomy and Empowerment
Very few people enjoy the feeling of being babysat, and a lot of agents got into this field to have some flexibility. Nothing says “you’re in charge” like allowing agents to own projects or lead initiatives. Foster a sense of purpose and ownership by delegating meaningful responsibilities.
When team members feel empowered, they’ll take initiative and run with it. Think about some of the things that you want to start doing on your team (or things you want to take off your plate) and then start to delegate. An important initiative is the perfect way to start building some team unity.
Leverage Technology to Boost Motivation, Productivity
Technology is your best friend–at least, it can be. Look for gaps in your processes and think about which platforms could help you to streamline. Use performance tracking tools and goal visualization apps to keep everyone motivated. CRMs and task automation can make life easier, and team communication platforms ensure no one is left in the dark.
You might be surprised at how much technology can help you across different areas of your business. For example, Humaniz users tell us that they have improved coaching consistency by as much as 90%. Automated tracking and scheduling means that agents are more likely to get regular, meaningful feedback, which is great for overall motivation.
If you can gamify tasks, even better! Who doesn’t love a little friendly competition? There are several technology platforms that can help you to create games or other small incentives that add an element of fun to goal achievement.
Create a Transparent Feedback Loop
Feedback is crucial, but it doesn’t have to be scary. Implement real-time feedback systems and hold regular one-on-one check-ins. An open-door policy with leadership invites team members to share their thoughts freely. Remember, constructive criticism is like a gentle nudge in the right direction—not a kick in the pants!
Promote a Growth Mindset
Encourage your team to be ambitious and growth-minded–together. This is where those goals we talked about come into play. If everyone is on the same page, it feels more organic to work toward positive outcomes.
That doesn’t mean the team won’t encounter hurdles. The best leaders support self-improvement efforts and lifelong learning adventures. Whether it’s attending conferences, seminars, or mastermind groups, foster an environment where failure is just a stepping stone to success. Remember, even the best agents had to start somewhere.
Remember: Inspiration and Vision Spark Drive
Do you recall being a kid, having your parents tell you to do something just “because I said so”? Trying to get agents to go above and beyond without being bought into the overall vision is similar.
Share the bigger mission and team vision regularly. Use motivational quotes and stories to inspire your crew. Create case studies on bigger deals and share them with the group. Keep the “why” front and center—because if they know the purpose behind the hustle, they’ll be even more driven to succeed!
Learn Individual Personalities
Not everyone is motivated by the same things. Get to know your team’s personalities and preferences—are they more of the “let’s have fun” type or the “let’s get serious” type? What really drives the people on your team?
Customize incentives and coaching styles accordingly, and offer flexible work styles where you can. For example, an agent with a family might value a bit more wiggle room in scheduling, whereas one who is training for a marathon might be really stoked about a new gym membership. Take the time to learn about what really matters to your team members and how you can offer that. After all, a happy agent is a productive agent!
Create Healthy, Friendly Competition
Bring on the leaderboards and sales contests! Remember: friendly competition is good (whereas competition that breeds resentment is like cancer to your team).
Create recognition programs that encourage teamwork rather than division. For example, a monthly or quarterly contest based on raffle tickets. Award a raffle ticket for each desired activity (like showings, open houses, or a new listing). You can then hold drawings for high-value prizes, or several winners for smaller prizes. Some offices have great luck with real estate bingo, where everyone works off of a unique card and checks off the boxes based on things like property type or neighborhood.
Lead by Example: Leadership’s Role in Motivation
As the leader, it’s up to you to be the rockstar your team needs! Be visible, engaged, and supportive. Demonstrate the values you expect from your team, and hold yourself accountable. Consistency is key; if you want a motivated team, you have to show them what motivation looks like.
Successful team leaders possess a range of traits that inspire their agents and boost real estate team motivation. Here are some key traits, along with ways to lead by example:
Integrity
Trait: Trustworthiness and honesty are crucial in real estate, where reputation matters.
Leading by Example: Be transparent in all dealings, whether it’s with clients or team members. Make decisions based on ethical standards and encourage others to do the same.
Empathy
Trait: Understanding and relating to the feelings and challenges of team members and clients fosters strong relationships.
Leading by Example: Actively listen to your team’s concerns and show genuine care for their well-being. Share personal experiences to demonstrate vulnerability and understanding.
Resilience
Trait: The ability to bounce back from setbacks is essential in a fluctuating market.
Leading by Example: Display a positive attitude during tough times. Share how you’ve overcome challenges and encourage your team to view obstacles as opportunities for growth.
Visionary Thinking
Trait: Successful leaders have a clear vision for the future and inspire others to share that vision.
Leading by Example: Communicate your vision regularly and connect it to everyday tasks. Demonstrate enthusiasm for the team’s direction and get everyone on board with the bigger picture.
Strong Communication Skills
Trait: Effective communication is vital for conveying ideas and expectations clearly.
Leading by Example: Practice open and honest communication. Encourage feedback and ensure that everyone feels comfortable sharing their thoughts and ideas. Regularly check in with team members to foster dialogue.
Adaptability
Trait: The ability to adjust to changing circumstances is key in the ever-evolving real estate market.
Leading by Example: Embrace change and demonstrate flexibility in your approach. Share how you adapt to new trends and challenges to inspire your team to do the same.
Motivational
Trait: Successful leaders motivate their teams to achieve their goals and maintain high morale.
Leading by Example: Celebrate achievements, both big and small. Share motivational stories and recognize individual contributions to create a culture of encouragement and support.
Coaching and Mentoring Skills
Trait: Great leaders invest in the development of their team members.
Leading by Example: Offer mentorship opportunities, share knowledge, and provide constructive feedback. Take the time to coach team members, helping them grow in their roles.
Goal-Oriented
Trait: Successful leaders set clear, achievable goals and hold themselves accountable.
Leading by Example: Establish your own goals and share them with your team. Regularly track progress and celebrate when goals are met, reinforcing the importance of accountability.
Passion for the Industry
Trait: A genuine passion for real estate can be contagious and inspire others.
Leading by Example: Share your enthusiasm for the industry through your actions and conversations. Participate in events, stay informed about market trends, and demonstrate your commitment to continuous learning.
Problem-Solving Skills
Trait: The ability to think critically and solve problems efficiently is essential in real estate.
Leading by Example: Approach challenges with a solutions-oriented mindset. Involve your team in brainstorming sessions to tackle problems together, reinforcing collaboration.
Inclusivity
Trait: Creating a diverse and inclusive environment fosters creativity and innovation.
Leading by Example: Encourage diverse perspectives within the team and actively seek input from all members. Celebrate diversity and ensure that everyone feels valued and included.
By embodying these traits and leading by example, real estate leaders can create a positive, motivated, and high-performing team. Their actions inspire trust and respect, ultimately leading to greater success for everyone involved.
Overcome Slumps: Managing Demotivation
Even the best teams hit rough patches. Keep spirits high during slow months or market slumps by normalizing cycles of motivation. Introduce wellness and mental health support, because a happy mind equals a productive mind. Remember, it’s okay to have a bad day—just don’t let it become a bad month!
Overcoming downturns in motivation, especially in the high-pressure world of real estate, requires a mix of empathy, innovation, and a sprinkle of humor. Here are some specific tactics that real estate team leaders can implement to lift morale when it dips:
Acknowledge the Situation
Sitting in denial will only frustrate everyone around you. Sometimes, just recognizing that the team is feeling a bit down can work wonders. Hold a team meeting to address concerns and openly discuss the challenges everyone is facing. This shows transparency and helps team members feel less isolated in their struggles.
Encourage Open Communication
Create a safe space for team members to express their feelings and frustrations. An open-door policy or regular one-on-one check-ins can help. Make sure agents know that it’s okay to talk about their struggles—sometimes, just venting can be therapeutic and is enough to start turning things around.
Implement Wellness Initiatives
Introduce programs that promote mental health. This could include yoga sessions, mindfulness workshops, or even just encouraging breaks to recharge. Happy, healthy agents are more motivated (and grateful) agents. These perks can also go a long way toward retention as well.
Create Team-Building Activities
Sometimes, a little laughter is the answer for boosting real estate team motivation. Organize team-building opportunities—whether it’s a casual outing, a game night, or a charity event. These activities can strengthen bonds and remind everyone that they’re part of a supportive team. They don’t have to include cheesy trust-fall exercises, just some fun and conversation.
Set Short-Term Goals Around Morale
When the market is slow, long-term goals can feel overwhelming or even impossible. Shift the focus to short-term, achievable goals designed to boost motivation and drive results. This can reignite focus and create a sense of accomplishment as team members hit these smaller targets. Something as small as increasing one metric (like open houses) can be helpful. Or, set a goal of only saying positive things for one whole day!
Pause Extra Incentives if Things are Heated
Leaderboards for specific tasks or fun contests can foster a sense of healthy competition and motivate team members to overcome challenges. They can also become toxic when the team is struggling and people’s livelihoods are at stake. In these instances, take a break from the usual incentives and shift to the smaller goals we mentioned above. Consider which aspects can bring the team together in a collaborative manner, and establish objectives around those areas.
Revisit the Team’s Vision
Occasionally, a reminder of the bigger picture is all it takes. Revisit the team’s mission and vision during team meetings. Create printouts and place them around the office, or make small cards that agents can carry with them. Reinforcing the purpose can reignite passion and motivation.
Provide Resources and Support
Ensure your team is aware of available resources, whether it’s mental health support, coaching, or simply a good book recommendation. Showing that you care about their well-being can go a long way in boosting morale.
Motivating real estate agents often comes down to setting clear goals, fostering a positive culture, recognizing achievements, and supporting continuous growth. Keep a close eye on morale and adjust your strategies as needed. Most of all, remember to lead with a vision and purpose that ignites authentic passion on your team. And don’t forget: long-term success depends on the small, daily wins your team achieves every day.
