May 28 / Philip Alderfer

How to Build a 150-person Real Estate Team - in only 14 Months!

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I recently had the pleasure of speaking with Brendan Bartic, a seasoned real estate professional and team leader known for his innovative approach to building successful real estate teams. Joined by co-host Jason Flynn, we explored Brendan's journey, his unique strategies for team growth, and the powerful role of visual scoreboards in managing and motivating his team.

A Journey of Leadership and Resilience

Brendan Bartic’s story is one of resilience and transformation. From a challenging childhood in the social service system to becoming a leader in the real estate industry, his journey is nothing short of inspiring.

At the age of 11, Brendan found support and guidance through the Third Way Center in Colorado, an organization dedicated to helping disadvantaged youth navigate trauma and build life skills. This experience shaped his perspective on leadership and the importance of structure and support systems.

After serving in the Army and gaining experience as a hotel manager at the Ritz Carlton, Brendan entered the real estate world. His career began as an assistant to a top producer in Naples, Florida, where he quickly learned the ropes of the industry.

Over the years, he transitioned from an individual agent to leading his team, eventually founding Elite Home Partners, a rebranded organization focused on creating a "we" culture rather than a "me" culture.

The Pillars of Success: Ownership, Leadership, and Passive Income

Brendan attributes much of his team’s success to three foundational pillars: ownership, leadership, and passive income. By offering paths to ownership and leadership within his organization, Brendan ensures that his team members feel invested in the company’s success. This approach has led to remarkable growth, expanding from 11 agents to 147 in less than 18 months.

1. Path to Ownership:

Ownership is a powerful motivator. Brendan's team members can earn, purchase, or be awarded shares in the company. This sense of ownership fosters a deep connection and commitment to the organization’s goals. It’s a strategy that has proven effective in retaining top talent and motivating the team to work towards common objectives.

2. Path to Leadership:

Providing opportunities for leadership development is crucial for long-term success. Elite Home Partners offers various leadership roles, from team leaders to director positions, allowing agents to grow within the organization. This approach not only nurtures talent but also ensures that the company has a robust leadership pipeline to support its expansion.

3. Path to Passive Income:

Through a program called G Share, agents can earn passive income by bringing new agents into the organization. This revenue-sharing model is straightforward and transparent, offering immediate financial benefits that complement the long-term gains from ownership. Agents are incentivized to contribute to the company’s growth, creating a collaborative and supportive environment.

The Power of Visual Scoreboards

A key tool in Brendan’s management arsenal is the use of visual scoreboards. Inspired by the principles outlined in the book "The Four Disciplines of Execution," visual scoreboards provide clarity, focus, and accountability.

1. Clarity on Goals:

Visual scoreboards help agents set clear, specific goals. Rather than vague targets, agents define precise objectives, such as the number of conversations needed to close deals. This specificity drives focused action.

2. Tracking Lead Measures:

Identifying and tracking key performance indicators (KPIs) is essential. For Brendan’s team, the primary KPIs are conversations about real estate and nurturing relationships with potential clients. By focusing on these lead measures, the team can predict and influence their outcomes.

3. Visual Accountability:

The visual aspect of the scoreboards ensures that goals and progress are always in sight. Agents carry laminated scoreboards to track their daily and weekly activities, providing constant reminders of their commitments. This immediate feedback loop helps agents stay on track and make necessary adjustments.

4. Gamification and Recognition:

To make tracking and goal achievement engaging, Brendan incorporates gamification. Contests, prizes, and public recognition in team meetings and online platforms create a fun and motivating environment. This approach acknowledges agents' efforts and achievements, fostering a positive and energetic culture.

Three Actions to Implement Today:

1. Adopt Visual Scoreboards:
   - Implement visual scoreboards in your team to track daily and weekly activities. Ensure these scoreboards are easily accessible and regularly updated to provide immediate feedback and accountability.

2. Create Paths to Ownership and Leadership:
   - Develop programs that offer paths to ownership and leadership within your organization. This not only motivates your team but also ensures you have a robust leadership pipeline to support growth.

3. Embrace Gamification and Recognition:
   - Introduce gamification elements to make goal tracking and achievement fun. Recognize and reward your team’s efforts publicly to foster a positive and motivating culture.

Three Questions to Reflect On:

1. How can you implement visual scoreboards in your organization to enhance clarity and accountability?

2. What opportunities can you create for your team members to take on ownership and leadership roles?

3. How can you incorporate gamification and recognition to motivate and engage your team?

By adopting these strategies and reflecting on these questions, you can build a more motivated, accountable, and successful team. Brendan Bartic’s insights offer a roadmap to transforming your real estate business, creating a culture of ownership, leadership, and continuous improvement.

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