by Verl Workman | May 22, 2025 | Industry, News Feed
Bigger. Better. Bolder. Inman Connect is heading to San Diego. Join thousands of real estate pros, connect with the Inman Community, and gain insights from hundreds of leading minds shaping the industry. If you’re ready to grow your business and invest in yourself, this is where you need to be. Go BIG in San Diego!
Motivating a real estate sales team is more than just offering incentives; it’s about creating an environment where agents feel inspired, accountable and supported. While many leaders focus on external rewards, true motivation comes from within — aligning personal goals with professional success, fostering a culture of accountability, and making the work both fun and fulfilling.
TAKE THE INMAN INTEL SURVEY FOR MAY
That’s how we work, and that’s what we recommend. Here’s how you can do it.
Start with the right people
One of the most effective ways to maintain motivation on your team is to start with the right people. The best team members are self-driven, eager to succeed and willing to put in the work. As a leader, you can’t want success for someone more than they want it for themselves.
One of my favorite books, written by Patrick Lencioni, is The Ideal Team Player: How to Recognize and Cultivate The Three Essential Virtues. He teaches that we need to look for and hire people who are “hungry, humble and intelligent. A motivated agent doesn’t need constant prodding; instead, they should be like a young puppy pulling at the leash — excited and ready to go.”
Accountability: Sticks and carrots
Motivation often comes down to accountability, which can take two forms: the stick (penalties for non-performance) and the carrot (rewards for achievement). Both can be effective when used correctly.
The stick approach
A structured accountability system ensures agents stick to their commitments. One method is a signed commitment document outlining team expectations, such as daily prospecting, attending team huddles and achieving a set number of points per day based on revenue-generating activities. When an agent fails to meet these commitments, remind them of their promise to the team and themselves.
For agents who fall behind, referencing their vision board — a dream home, a trip to Disneyland with their family or a new car — can be a powerful motivator. Remind them that their daily work directly impacts their ability to achieve their personal goals. They are more likely to do hard things for their families or personal reasons than for any leader.
Another stick approach involves lead distribution. If agents aren’t consistently meeting their daily success metrics, they’re removed from team-generated lead distribution. This reinforces that opportunities are earned, not given.
Opportunity cost worksheets and reinforcing what it costs not to do the activities
Each client has a real lifetime value. Depending on your market, it could be as low as $50,000 and as high as $200,000. When you acquire a new client, it’s worth whatever their lifetime value is.
When an agent loses a client because of a lack of follow-up or a lack of consistently adding value to the database, the opportunity cost is as much as $200,000. That is like withdrawing from the family bank account for that amount. When you put your finger on it, the behavior often changes and is replaced with better choices.
The carrot approach
People naturally respond to incentives; the most effective rewards go beyond money. Gamification is a powerful way to keep agents engaged.
For example, some teams use a spinning wheel with various prizes — gift cards, extra vacation time or small luxury items — for agents who hit their goals. Others set up larger team incentives, such as a group outing, a spa day or an all-expense-paid trip to an industry conference.
Some teams also run friendly competitions, such as rewarding the agent who books the most listing appointments in a month. You naturally foster a motivated team by creating an environment where agents enjoy striving toward goals.
Daily huddles: Creating a culture of productivity
A well-structured daily huddle is one of the simplest, yet most effective ways to motivate your team. In a high-performing real estate team, these meetings are non-negotiable. Like a football team huddles before every play, a sales team must huddle daily to review goals, share successes and ensure accountability.
A strong huddle for our clients includes:
- Daily success habits: Have they consistently reached their daily target of 61 points on their prospecting?
- Top 50: Have they reached out to their Top 50 — their SOI, who have agreed to provide at least one referral per year. Have they maintained their outreach as scheduled in their CRM?
- Dollar-producing activities: Are they staying focused on spending their time with dollar-producing activities instead of wasting their time on fake work?
- Accountability check-ins and goals: Team members hold each other accountable, reinforcing a culture of commitment and support. Have they reached their goals?
When done consistently, huddles build momentum and create an environment where motivation and accountability thrive.
Aligning business goals with personal goals
Great leaders recognize that motivation isn’t just about hitting quotas — it’s about helping agents achieve their personal goals. One of the most powerful ways to do this is through vision boards. Each agent should have a board that includes things they aspire to — whether that’s paying off debt, traveling or purchasing a new home.
When an agent struggles, revisit their board and remind them why they’re working hard. If an agent isn’t prospecting consistently, ask them: “If taking your kids to Disneyland is important to you, what’s stopping you from making the calls that will get you there?” Aligning their professional actions with their personal aspirations makes motivation self-sustaining.
Providing growth opportunities
High-performing agents will eventually hit a ceiling without room for advancement. To keep your team engaged long-term, create opportunities for professional growth. This could mean transitioning a top buyer’s agent into a listing role, allowing senior agents to mentor newcomers or even helping them build their own team within yours.
Teams with a clear career progression retain top talent, ensuring continued motivation and performance.
Recognizing and celebrating achievements
Recognition is a simple yet powerful motivator. Whether it’s a public shoutout in a meeting, a personalized note or a social media post highlighting an agent’s success, acknowledging effort and achievement keeps morale high.
Additionally, small rewards, like taking the top performer to lunch or giving out personalized gifts, make agents feel valued and appreciated. Remember, people don’t leave jobs — they leave environments where they don’t feel recognized.
Lead by example
Finally, setting an example is the best way to inspire your team. If you expect agents to prospect daily, show them how it’s done. If you want them to improve their skills, continue your own education. Actions speak louder than words, and your team will be more motivated when they see you putting in the effort.
Motivating a real estate sales team isn’t about pushing people to work harder — it’s about creating a productive environment where motivation naturally flourishes. By fostering accountability, incorporating rewards, holding daily huddles, aligning business with personal goals and providing growth opportunities, you’ll build a team that stays driven, engaged and successful.
When you take the time to understand what truly motivates each team member, success follows naturally. Our goal as leaders is to serve them and help them gain everything they want in business, in life and more.
If we inspire, lead by example and reward the activities that get results, we will increase our positive culture and reduce churn on our teams. Most importantly, we will have helped people build lives of real value.
Verl Workman is founder and CEO of Workman Success Systems. Connect with him on LinkedIn or Instagram.
This post was originally published on this site
by Verl Workman | May 1, 2025 | Industry, News Feed
Bigger. Better. Bolder. Inman Connect is heading to San Diego. Join thousands of real estate pros, connect with the power of the Inman Community, and gain insights from hundreds of leading minds shaping the industry. If you’re ready to grow your business and invest in yourself, this is where you need to be. Go BIG in San Diego!
When you’re great at your business, you attract more business; often, more than you can handle. This can cause stress in other areas of your life like family, faith, friends, fun and fitness. However, you can have it all — with great life balance — if you learn to delegate and focus your time on the right activities daily. This often requires an agent to step into leadership and build a team.
Launching a real estate team is a significant step that requires careful planning and execution. A structured timeline not only helps you strategically plan and delegate effectively but also ensures that your team has a clear direction from the start. By incorporating time-tested, proven strategies, you can enhance your team’s potential for success. Here’s a detailed guide to setting up a clear and actionable team launch timeline.
Weeks 1-2: Clarify your vision and set foundations
Define your ‘Why’: Clearly articulate why you want to start a team. Consider your professional goals and personal motivations, such as more family time, higher productivity or the desire to mentor others. This will help shape your team’s culture and purpose. I’ve always emphasized the importance of aligning personal and professional goals to create a cohesive team vision.
Your first hire: Begin by assessing your daily activities and identifying tasks that are non-dollar-producing. A simple way to identify what you need to delegate is simply track what you do in 30-minute increments each day for the next two weeks, then at the top of the page write “$250 per hour.”
As you go down the margin, ask this question on every 30-minute task: “Would I be willing to pay $250 an hour for someone else to do this?” If the answer is no, then you should delegate that task.
We know that prospecting for listings generates, on average, $7,000 per hour — if you delegate non-dollar-producing activities. Then, if you focus your time on generating new business, you will never have to worry about paying your assistant. This will help you see the type of assistance you’ll need.
Start drafting a detailed job description for your assistant or virtual assistant. Run ads on Wise Hire, and get your first assistant hired. Take advantage of templates and tools to streamline this process, ensuring you focus on high-impact activities.
Weeks 3-4: Hire and train your assistant
Hiring: Making smart hires is critical to the success of your future team. Use your clearly defined job description to attract and hire an assistant. Whether virtual or in-person, your assistant will handle critical tasks, freeing your time to focus on lead generation and client relationships. Tap into your network to see who might be able to offer guidance on effective recruitment strategies to find the right fit for your team, including leveraging their extensive network and resources.
Training, onboarding and delegation: Begin training your assistant using recorded videos and clearly defined processes. Essential tasks to delegate immediately include:
- Email management and scheduling
- Client care and communication
- Transaction coordination
- Preparing listing and buyer presentations
- Field services and so much more
The key is that for anything you do three times, you need to create an operations manual with a Zoom video on how to do that task. As you teach your admin, record the sessions so they have a quick, easy reference on how to do the tasks without going back to you constantly.
As a leader, you have full responsibility to make sure things are done correctly, so inspect what you expect, especially for the first few months as you learn to trust each other.
Weeks 5-6: Attract and onboard initial team members
Begin agent attraction: Start searching for your first agents and other team roles. Clearly communicate your vision, the team’s culture and expectations for each role.
Buyer’s agents: For every listing you have, you should be gaining six to eight buyer leads per month. Once you have 25 leads, you need to hire a buyer’s agent. This is designed to maintain a high level of service and ensure that each lead is adequately followed up on.
Commission structure: Create a compensation structure that motivates the leader to let go of the buyers. I recommend a tiered commission structure for buyer’s agents to align incentives and promote productivity. This would be 40 percent for the agent on their first two transactions per month. Then the agent receives 45 percent for their third and fourth transactions. Finally, for their fifth transaction and beyond, they receive 50 percent.
Structured onboarding: Develop and execute a structured onboarding process, ensuring all new team members receive consistent training, resources and support from Day 1. I’ve found over the years that the use of onboarding templates and mentorship programs can facilitate this process. I have used a 30-60-90-day onboarding plan so that new agents are up and running and on track to complete two transactions per month.
Weeks 7-8: Team integration and growth
Team integration: Focus on team cohesion through team-building activities, regular check-ins and performance reviews. Reinforce a culture of continuous improvement and open communication. Emphasize the importance of fostering a positive team culture and provide resources for team-building strategies.
Assess and adjust: Regularly assess your team’s performance, client feedback and your own time allocation. Adjust strategies and processes accordingly to maintain growth and balance. Take full advantage of performance tracking tools and coaching to help you make data-driven decisions.
Maximizing your time and productivity
Throughout the entire process, consistently redirect the time saved from delegation into lead generation, client relationships and strategic planning. At least 50 percent of the reclaimed time should be focused on income-generating activities, ensuring continued business growth and personal fulfillment. The feedback I’ve received is that coaching and support helps maximize productivity, allowing you to focus on high-value tasks.
If you are thinking about a team, you already need one. I have always maintained that if you don’t have an assistant, you are one. I can’t take you to a place where you have amazing life balance and a phenomenal business when you spend 70 percent or more of your day doing tasks and activities that you could easily delegate. The time is now; don’t procrastinate any longer.
Following this real estate team launch timeline ensures clarity, focus and efficient progression toward your goals. By following this structured approach and leveraging available resources, you’ll build a sustainable, successful team that enhances your professional effectiveness and quality of life.
Verl Workman is founder and CEO of Workman Success Systems. Connect with him on LinkedIn or Instagram.
This post was originally published on this site
by Verl Workman | May 1, 2025 | News Feed
Best neighborhoods in Austin
Why choosing the right Austin neighborhood matters
Austin is a city of distinct “mini-communities,” and the right fit can shape everything from your commute and social life to your school options and long-term resale value. Whether you’re prioritizing downtown Austin living, top-rated schools in Austin TX, a quieter pace for retirement in Austin, or the most walkable neighborhoods Austin has to offer, there’s a pocket of the metro designed for your lifestyle.
Texas market dynamics matter here: inventory and pricing can move quickly in spring and early summer, while late summer and winter often bring a bit more negotiating room. Also, Austin’s neighborhood feel can change drastically from one side of MoPac to the other, so it helps to match your needs to the right area before you fall in love with a house.
Quick guide: how to compare Austin neighborhoods
Step-by-step neighborhood check
- Define your non-negotiables: commute time, budget, school priorities, walkability, yard size, HOA preferences, and access to medical care.
- Map daily life: grocery stores, parks, gyms, childcare, and “third places” like coffee shops and libraries.
- Review school fit: confirm campus boundaries and program options (magnet, dual language, IB, CTE). Treat “ratings” as a starting point, not the whole story.
- Check safety patterns: compare recent incident trends by area, look for street lighting and sidewalks, and talk with locals. (No neighborhood is risk-free, but some areas have consistently stronger safety indicators.)
- Test the commute: drive it during rush hour and after dark, and consider toll routes if you’ll use them regularly.
- Plan for resale: proximity to major employers, school demand, and lot size typically support long-term value.
Green flags and red flags when shopping by neighborhood
- Green flags: consistent neighborhood upkeep, mature trees and drainage planning, stable school enrollment, active neighborhood associations, and nearby everyday amenities.
- Red flags: frequent flooding history on specific streets, heavy cut-through traffic, chronic parking issues near entertainment zones, and homes with repeated foundation repairs without clear engineering documentation.
Best areas to live Austin: neighborhoods by lifestyle
Below are top places to live Austin buyers often consider, grouped by lifestyle. Each section includes what it’s like to live there, who it fits best, and practical notes on schools, amenities, and safety.
For downtown lovers: high-energy, low-commute living
Downtown Austin
Best for: professionals who want a walkable commute, nightlife, events, and a condo-forward lifestyle.
Why people love it: Downtown Austin living offers quick access to offices, restaurants, Lady Bird Lake trails, and major venues. If you value time over space, it’s hard to beat.
- Amenities: Lady Bird Lake hike-and-bike trail, restaurants, museums, coworking, transit connections, and an active calendar of festivals.
- Walkability: One of the most walkable neighborhoods Austin has, especially near the core and Seaholm area.
- Schools: Families can find options, but downtown is typically chosen for adult lifestyle. Always confirm attendance zones and campus options.
- Safety: High foot traffic and strong activity, but like most downtowns, expect more nightlife-related incidents and property crime risk. Parking security and building access controls matter.
South Congress (SoCo) and Bouldin Creek
Best for: buyers who want central access with more neighborhood texture than the high-rise core.
Why people love it: These areas blend iconic Austin character with close-in convenience. You’ll find coffee shops, boutiques, food trucks, and quick access to downtown.
- Amenities: local retail, dining, nearby parks, and easy access to the lake and downtown.
- Walkability: Strong for errands and dining; some streets are more pedestrian-friendly than others.
- Schools: Varies block to block; verify boundaries carefully when shopping.
- Safety: Generally well-trafficked, but busier corridors can see vehicle break-ins. Off-street parking and lighting are helpful.
For “hip” culture seekers: character, food, and creative energy
East Austin (including Holly and Mueller-adjacent areas)
Best for: buyers and renters who want hip neighborhoods Austin is known for—art, dining, music, and a close-in vibe.
Why people love it: East Austin offers a mix of classic bungalows, new builds, and modern infill near some of the city’s most talked-about restaurants and breweries.
- Amenities: restaurant clusters, coffee shops, local galleries, and quick access to downtown.
- Walkability: Pockets can be very walkable, but sidewalk coverage varies by street.
- Schools: Options range widely; confirm programs and commute times. This is a common area where buyers weigh charter, magnet, or transfer options.
- Safety: East Austin is diverse and neighborhood-by-neighborhood; look at micro-location factors like lighting, traffic speed, and proximity to nightlife corridors.
Zilker and Barton Hills (near Barton Springs and the Greenbelt)
Best for: active households that want trails, iconic parks, and a central location.
Why people love it: You’re close to Barton Springs Pool, Zilker Park, and trailheads—perfect for weekend routines that feel like vacation.
- Amenities: Zilker Park, Barton Springs, access to Barton Creek Greenbelt, and nearby dining.
- Walkability: Good access to recreation and select commercial nodes; still very car-friendly for errands.
- Schools: Buyers often prioritize this area for location and lifestyle; confirm specific campuses and program offerings.
- Safety: Generally strong demand and community presence; consider event-day traffic and parking impacts.
For families: space, parks, and school priorities
If you’re searching specifically for family neighborhoods Austin buyers love, it helps to focus on school fit, park access, and a street layout that supports walking and biking. While “school ratings” can be helpful, touring campuses and reviewing programs often gives a more complete picture than a single score.
Circle C Ranch (Southwest Austin)
Best for: families who want a planned-community feel, trails, and access to Southwest Austin employers.
- Amenities: community pools, parks, greenbelt access, and nearby shopping.
- Schools: This area is frequently sought after by buyers prioritizing schools in Austin TX. Confirm current boundaries and program availability because they can change over time.
- Safety: Often considered among the more safe neighborhoods Austin shoppers compare, with family-oriented streets and community activity.
Steiner Ranch (Northwest Austin)
Best for: households who want hill country views, neighborhood amenities, and access toward Lake Travis and major north tech corridors.
- Amenities: trails, pools, parks, and proximity to Lake Austin/Lake Travis recreation.
- Schools: Commonly a focus for families; confirm schools and commute patterns to campuses.
- Safety: Many buyers shortlist it when asking about safe neighborhoods Austin, but always evaluate by section and street.
Mueller (Central Austin master-planned community)
Best for: families and professionals who want central access with sidewalks, parks, and a community layout designed for daily convenience.
- Amenities: parks, trails, playgrounds, retail, farmers market, and community events.
- Walkability: Often ranks among the most walkable neighborhoods Austin offers outside the downtown core.
- Schools: Consider campus options and programs; many families like the ability to bike or walk to nearby amenities.
- Safety: Strong community presence and lighting, with typical urban considerations near busier streets.
For professionals: commute-friendly and “lock-and-leave” options
The Domain / North Burnet (North Austin)
Best for: professionals who want a live-work-play environment near major employers and north Austin offices.
- Amenities: shopping, restaurants, entertainment, fitness studios, and proximity to large employment hubs.
- Housing: lots of condos and newer apartments, plus nearby single-family pockets.
- Walkability: Walkable within the district; driving is still common for broader errands.
- Safety: Busy retail environment; prioritize secure parking and well-managed buildings.
Clarksville and Tarrytown (Central West Austin)
Best for: professionals who want charm, proximity to downtown, and established neighborhood feel.
- Amenities: local cafes, small shops, parks, and easy access to downtown and Mopac.
- Schools: Often part of the conversation for central buyers looking at schools in Austin TX, but confirm per address.
- Safety: Typically perceived as strong, with active neighborhood presence. As always, evaluate street-by-street.
For retirees: comfort, healthcare access, and a lower-maintenance lifestyle
Retirement in Austin can mean different things: some retirees want a condo near culture and healthcare, while others prefer a quiet suburb with golf, trails, and a single-story home. The key is matching mobility needs and long-term maintenance to your housing choice.
Westlake area (near West Lake Hills)
Best for: retirees and move-up buyers seeking a calmer, upscale feel with quick access to central Austin.
- Amenities: shopping and dining nearby, scenic drives, and access to medical offices and downtown.
- Housing: established homes, some with larger lots; consider future maintenance and potential stairs.
- Safety: Often mentioned when discussing safe neighborhoods Austin, though costs can be higher.
Lakeway (West of Austin near Lake Travis)
Best for: retirees who want lake access, a resort-like pace, and community clubs.
- Amenities: golf, boating, trails, and a strong community calendar.
- Housing: a range from condos to single-family homes; single-story options can be easier long-term.
- Considerations: farther from downtown; plan for medical appointments and peak traffic times.
Austin suburbs: more space, newer homes, and value plays
When buyers expand their search to Austin suburbs, they’re often trading a shorter commute for larger homes, newer construction, and more predictable neighborhood layouts. These can be some of the best areas to live Austin families consider, especially when school and budget are top priorities.
Cedar Park (Northwest suburb)
Best for: families and professionals who want suburban convenience with access to north Austin jobs.
- Amenities: parks, youth sports, retail hubs, and commuter routes into Austin.
- Schools: A major reason buyers look here when comparing schools in Austin TX options in the metro area (confirm campuses by address).
- Safety: Often perceived as strong; still wise to compare neighborhood sections and traffic patterns.
Leander (North suburb)
Best for: buyers seeking newer housing stock, master-planned communities, and room to grow.
- Amenities: growing retail and dining, parks, and expanding infrastructure.
- Commute: can be longer; consider work-from-home flexibility or proximity to transit options.
- Value: frequently competitive for buyers priced out of central Austin.
Round Rock (North suburb)
Best for: households looking for established suburb amenities and access to major employers.
- Amenities: sports facilities, parks, retail, and a strong suburban service network.
- Housing: broad mix of established neighborhoods and newer communities.
- Schools: another area many shoppers review when comparing schools in Austin TX across the metro.
Dripping Springs (West suburb / Hill Country)
Best for: buyers wanting Hill Country views, larger lots, and a small-town feel within reach of Austin.
- Amenities: local restaurants, breweries, outdoor recreation, and scenic drives.
- Considerations: commuting can be longer; also confirm water sources (municipal vs. well) and septic systems in some properties.
- Safety: generally quieter, but always evaluate road conditions, lighting, and emergency response distance for rural edges.
Walkable neighborhoods Austin buyers often shortlist
If your goal is fewer car trips, prioritize areas with continuous sidewalks, nearby grocery options, and a comfortable “errand radius.” In Austin, walkability can be very specific to a few blocks rather than an entire zip code.
- Downtown: the classic choice for true car-light living.
- Mueller: a walkable master-planned option with parks and retail nearby.
- South Congress/Bouldin: great for dining and entertainment walks, with a central location.
- Clarksville: neighborhood charm with quick access to central destinations.
Safe neighborhoods Austin: how to think about safety without oversimplifying
Many buyers search for “the safest” area, but safety is best evaluated as a set of patterns: lighting, traffic speed, property security, and how the neighborhood is used at different times of day. Some communities are frequently considered among safe neighborhoods Austin shoppers compare—like parts of Northwest and Southwest Austin and certain suburbs—but the smartest approach is to compare micro-areas and property features.
- Practical tips: visit at night, check parking and entry security (especially for condos), and look for clear sightlines and well-maintained streets.
- Common mistake: relying on a single map or anecdote. Combine multiple indicators and your own on-the-ground observations.
Schools in Austin TX: what buyers should know
Schools in Austin TX can be excellent, but they’re not one-size-fits-all. Campus boundaries can change, and programs vary widely even within the same district. Use school “ratings” as a quick filter, then go deeper.
Step-by-step school due diligence
- Confirm the assigned campus: verify with the district using the property address (not just the neighborhood name).
- Review program fit: dual language, fine arts, STEM tracks, and special education services can be deciding factors.
- Consider logistics: drop-off lines, after-school care, and realistic commute time.
- Ask about future plans: boundary reviews, expansions, or planned campuses can affect long-term convenience.
Choosing among the top places to live Austin: a practical wrap-up
The “best” neighborhood depends on how you live day to day. If you want nightlife, a short commute, and true walkability, focus on downtown Austin living and close-in areas like SoCo, Bouldin, or select parts of East Austin. If your priority is space and schools, compare family neighborhoods Austin buyers consistently shortlist, plus Austin suburbs like Cedar Park, Round Rock, and Leander. For retirement in Austin, think about healthcare access, maintenance level, and whether a condo or single-story home fits your long-term plan.
Ultimately, the best areas to live Austin are the ones that match your budget, commute, and lifestyle—while keeping an eye on school fit, safety patterns, and resale fundamentals. Tour a few neighborhoods at different times of day, and you’ll quickly feel which ones belong on your shortlist of top places to live Austin.
by Verl Workman | Apr 23, 2025 | Industry, News Feed
The best administrative assistants don’t just keep things running — they elevate the entire team’s performance, coach Verl Workman writes.
Bigger. Better. Bolder. Inman Connect is heading to San Diego. Join thousands of real estate pros, connect with the power of the Inman Community, and gain insights from hundreds of leading minds shaping the industry. If you’re ready to grow your business and invest in yourself, this is where you need to be. Go BIG in San Diego!
Stepping into the role of an admin on a real estate team can be both exciting and overwhelming. You are the backbone of the operation, ensuring transactions run smoothly. You need to understand the importance of transaction management, including automating processes, coordinating with clients, and ensuring all contract documents are tracked and managed systematically.
Your role is to ensure communication stays clear and everything stays organized. While agents focus on closing deals, your role is just as critical — keeping the team efficient, supporting clients and maintaining systems that ensure success.
TAKE THE INMAN INTEL SURVEY FOR APRIL
Our philosophy is that if you do anything three times, you must have a system in place for it. Systems first; assistants running those systems second. Often, a great assistant can make the difference in an agent’s ability to double their production and profitability.
The number of systems you’ll be involved in can often seem overwhelming. However, just remember, the most important aspect of being a successful admin or client care coordinator is having the right attitude. Attitude is considered more important than aptitude, meaning that a positive attitude toward learning and growing will enhance your ability to perform the job effectively.
A great attitude, combined with characteristics such as being organized, detail-oriented, an excellent communicator and a team player, is essential for success in the role. Aim for progress rather than perfection.
Next to a great attitude is skills development. Many programs, systems and companies used in real estate offer amazing training and development programs that agents often never see.
As the superhero of systems and growth, if you master the tech, systems and tools your team uses, you will become invaluable. The era of spreadsheets and checklists is over, and it’s time to up our tech skills and adopt the incredible tech that is available to teams and brokerages today.
More than just support
The title “admin” might suggest a behind-the-scenes role, but your contributions directly impact the team’s success. “Superhero of systems” is a much better description for the role of a team support superstar. You manage transactions, coordinate communication and ensure deadlines are met. Whether it’s tracking contracts, keeping schedules organized or handling client interactions, your role is vital.
One of the best things you can do is understand the systems already in place. Many teams have established workflows, and your job is to optimize and maintain them rather than reinvent the wheel. Gain skills in evaluating and setting up the CRM system correctly, enabling agents to track and manage clients, leads and transactions efficiently.
Mastering organization, efficiency and deadlines
Real estate moves fast, and keeping up with multiple deals at different stages requires strong organizational skills. Learning how to prioritize and streamline your workflow makes all the difference. As previously stated, we believe that any task you perform three or more times should be systematized.
Real estate deadlines are non-negotiable. Missing an inspection contingency, loan approval or closing date can create significant issues.
To stay on track:
- Use digital calendars to track key dates and set reminders
- Follow checklists for each transaction to ensure no steps are overlooked
- Keep files organized and easily accessible
Managing multiple tasks
Balancing multiple deals simultaneously requires a structured approach.
Try these methods:
- Batch similar tasks together instead of switching between them constantly
- Identify three top priorities each morning, and focus on those first
- Utilize transaction management software to automate reminders and workflows
Building strong relationships
Your job isn’t just about processes — it’s about people. The better you communicate and collaborate, the smoother everything runs. This applies to both clients and agents.
Agents are focused on sales and client relationships, often relying on you for organization.
To best support them:
- Learn each agent’s preferred communication style — some may like emails, others prefer quick calls
- Anticipate their needs — if an agent struggles with deadlines, set up automated reminders
- Encourage open communication and check in regularly to provide the support they need
Client interactions matter
While you may not be the face of the transaction, clients will interact with you throughout the process.
How you communicate can make a big difference:
- Be professional and responsive when answering client questions
- Keep clients informed about the status of their transactions
- Maintain a calm and reassuring presence, especially when challenges arise
- Your ability to anticipate what the leader needs and provide it separates you from the average. Review the week in advance to ensure nothing falls through the cracks
Leveraging AI and technology
Technology can make your job easier by automating manual tasks and enhancing efficiency.
- Use AI-powered platforms to manage documents and deadlines
- Set up workflows in tools to keep deals moving
- Use AI email assistants to craft professional responses
- Automate scheduling to reduce back-and-forth
Organizing data
A few quick tips:
- Utilize CRM systems to track client interactions
- Analyze lead flow and follow-up and provide feedback to the team leader on the performance of the team
- Keep digital files structured in Google Drive or Dropbox for easy access
Overcoming challenges as a new admin
Every new admin faces challenges, but preparation can make the transition smoother.
- Feeling overwhelmed? Break large tasks into smaller, manageable steps
- Struggling with industry jargon? Study transaction flow and contracts, and ask questions when needed
- Balancing multiple agents’ needs? Set clear priorities and boundaries to manage your workload effectively
Your role is invaluable. You are the superhero of our teams
As a real estate admin, you are the glue that holds the team together. Your ability to stay organized, proactive and efficient has a direct impact on the team’s success. By mastering organization, communication and technology, you can turn this role into a powerful career path with long-term growth opportunities.
The best admins don’t just keep things running — they elevate the entire team’s performance. Stay adaptable, take ownership of your role, and you’ll quickly become an indispensable part of your team’s success.
For team leaders, empower your superheroes to make the necessary changes and keep your systems running smoothly and growing. Most assistants succeed and fail as a result of the leader’s ability to let go, delegate and trust.
Verl Workman is founder and CEO of Workman Success Systems. Connect with him on LinkedIn or Instagram.
This post was originally published on this site
by Verl Workman | Apr 17, 2025 | Industry, News Feed
Bigger. Better. Bolder. Inman Connect is heading to San Diego. Join thousands of real estate pros, connect with the power of the Inman Community, and gain insights from hundreds of leading minds shaping the industry. If you’re ready to grow your business and invest in yourself, this is where you need to be. Go BIG in San Diego!
Starting as a listing agent is an exciting step in your real estate career. Unlike a buyer’s agent, who helps clients find homes, a listing agent specializes in marketing and selling properties. This role demands a clear focus on prospecting for listings, market expertise, strong communication abilities, and strategic marketing and negotiation skills.
Success doesn’t happen overnight, but with the right approach, you can quickly establish yourself as a trusted agent. Whether preparing for your first listing appointment or refining your marketing plan, here’s what you need to know to excel:
1. Remember that prospecting for listings is the No. 1 role of a listing partner
Every listing partner loves the idea of listing, staging and selling homes, but quickly forgets the first and most important thing they need to do is find people who want to sell their homes and convince them to choose you as an agent. Prospecting and presenting would be the only two things to focus on when building a strong listing business. It’s a simple formula.
Knowing how to measure a win each day is not based on closings or getting offers. The only way to know if you are winning is if you prospect each day and secure at least one listing appointment.
Think of it this way: If you get one a day, four days a week, that will average two listings secured a week, or roughly 100 new listings a year. You can do the math on what that means. The clear focus on listing appointments, rather than closings, will build the most valuable business possible.
A great listing agent understands how and why homes sell. Real estate markets fluctuate, affecting pricing strategies, buyer demand and inventory levels. It’s your ability to interpret market data and educate sellers that will set you apart.
Stay informed on key trends such as home values, inventory levels and average days on market. Sellers will rely on you to determine their home’s worth. Regularly reviewing MLS reports and tracking neighborhood trends will help you guide clients confidently. When sellers trust your expertise, they’re more likely to follow your pricing and marketing recommendations.
2. Develop your training and communication skills
Real estate veterans know that real estate is ever-evolving, and continuous learning is key. Beyond required education, top listing agents invest in skill-building, whether through professional certifications, mentorship or even role-playing sales conversations.
Understanding contracts and listing agreements is fundamental, but the ability to communicate effectively with sellers is critical. Practicing listing presentations, pricing discussions and objection handling can boost your confidence and credibility.
Top listing agents are the best informed in the transaction and know their numbers. When consulting with a seller on pricing, course corrections or marketing, each of these must be backed up with data.
If you are a listing agent, or any agent who also does listings, and you want to compete, here are a few things you should know:
- Average days on the market in different price ranges
- Absorption rates
- List-to-sell price ratios
- Schools in neighborhoods and associated scores
- New homes on the market in multiple price ranges
- Homes expired or withdrawn in each price range
- Important geographic information around neighborhoods, communities, etc.
- Predictive analytics in a personal database to know if you have potential buyers for different listings
We are now in a skills- and knowledge-based market. Unlike a few years ago, when demand was high and homes sold quickly, success today depends on an agent’s ability to guide sellers through transactions successfully. Those who fail to refine their skills risk falling behind.
3. Craft a marketing plan that creates demand
Listing a home on the MLS isn’t enough anymore. You need to develop a marketing plan that goes beyond traditional methods to offer innovative systems and strategies. A strong marketing strategy includes professional photography, compelling descriptions and digital promotion. Social media, email campaigns and targeted advertising maximize exposure, ensuring the home reaches serious buyers.
Many top agents follow a structured marketing plan, focusing on the first few weeks to generate offers. This may include open houses, social media ads and AI-driven platforms that match buyers with listings. The key is not just listing a home but actively promoting it. Use AI as a tool to streamline your processes. At Workman, our mantra is that you should have a system for anything you do three or more times.
Equally important is marketing yourself as a listing expert. A strong online presence, neighborhood expertise and consistent branding help attract sellers who trust your ability to deliver results. You must be able to demonstrate the full power of marketing systems to stand out from competitors.
Success as a listing agent depends on trust. Selling a home is a major decision, often accompanied by stress and uncertainty. Your role is to be an advisor and problem-solver.
Setting clear expectations from the start prevents misunderstandings. Many sellers have unrealistic price expectations or misconceptions about the selling process. Honest, transparent conversations help them feel prepared and confident in your strategy.
Be sure to deliver a pre-listing package to set expectations from the start for unique marketing, branding and communication services.
Regular communication is also essential. Even if there’s no major update, a weekly check-in reassures clients that you’re actively working on their behalf.
Make the call, don’t just text, email or message. It’s worth the time and effort to communicate openly and honestly.
Listening is just as important as talking. Each seller has unique motivations — some need a quick sale, while others are emotionally attached to their home. Understanding their priorities allows you to tailor your approach and provide the best service. If you genuinely care about the seller’s needs more than your commission, success will follow.
5. Overcome challenges, and stand out in a competitive market
New agents often struggle with winning listings, handling price objections and proving their value against more experienced agents. The best way to differentiate yourself is through preparation and market knowledge. Ensure you are adding value on top of value with exceptional service options to differentiate yourself in the marketplace.
Even before you win a listing, you’ll need to perfect your lead management skills. Developing trust with your clients starts long before they become your clients.
Begin by using a lead tracking system to categorize and contact all leads, increasing conversion rates. Then classify your leads as either A, B or C based on their readiness to sell, and follow up accordingly. Sticking to a follow-up schedule ensures leads don’t fall through the cracks.
Stay in continual contact with your leads. Conduct prospecting calls during specific weeks to maintain a rhythm of success.
Once you’ve obtained the listing, sellers prefer agents who provide clear, data-backed insights rather than vague assurances. Demonstrating a pricing strategy rooted in real numbers enhances credibility — even if you’re new to the industry. Always strive to provide data-driven solutions.
Handling objections is another key skill. Sellers may want to overprice their home, question your commission or hesitate to sign a contract. Addressing concerns with logical, fact-based responses will boost confidence in your ability to sell their home.
While competition is fierce, every agent starts somewhere. Those who prioritize learning, strategic marketing and strong client relationships will stand out and build a thriving listing business.
Being a listing agent is about more than putting homes on the market — it’s about mastering market trends, refining communication and guiding sellers through one of the biggest transactions of their lives.
Success comes from knowledge, confidence and persistence. The more you invest in expertise and relationships, the faster you’ll establish yourself as a go-to listing agent.
Every top agent started where you are. The difference between those who struggle and those who thrive is the willingness to learn, adapt and take action.
Now go out there and start winning listings.
Verl Workman is founder and CEO of Workman Success Systems. Connect with him on LinkedIn or Instagram.
This post was originally published on this site
