Make sure to tune in to learn why there’s no I in team and why problems can often be our greatest opportunities.
[00:00:00 - 00:10:00] Introducing our guest, Christina Welch
Correcting the name of the R. E. Bar Camp (as opposed to Rebar Camp).
Christina talks about how and why she handles everything in her business and how she narrows down interesting rental and buying properties for her clients.
[00:10:01 - 00:20:00] How to keep your sales going during difficult times
Why you should talk real numbers with customers and stop listening to national media to listen to local media instead.
[00:20:01 - 00:35:00] Overcoming tough moments in the markets and the team
How to properly price properties in a moving market.
Why you cannot sugar coat any situations to sellers regarding their properties, and how to tell them the hard truths.
How Christina started her team in 2011, why she decided to form a team and how this helped her progress in her real estate career.
How to handle the first few rough months when you begin in the real estate business. Transition periods for new teammates.
Creating value for new teammates is important for keeping them doing a good job by your side.
[00:35:01 - 00:50:00] Strengthening your team and learning to sell during a crisis
You want your teammates to shine and be known as experts in their fields.
Christina talks about the books she is currently reading and listening to, citing Selling in a Crisis by Jeb Blount.
Blount recommends getting back to the basics of sales in his book and working in markets where you need to have tough conversations.
The basic principles of self-development and sales remain the same, even if they’re taught in different ways by different authors.
Christina talks about the importance of reading and keeping constant learning, which she does to pass that knowledge to her new teammates.
Christina reveals her secrets for recruiting, getting leads, and keeping for years in the business.
[00:50:01 - 01:10:00] What it takes to become a part of a top real estate team
Why many interviews for new recruits in Christina’s team don’t work, as they don’t provide proper answers to her questions.
Christina talks about her process of starting her first team and how she failed to build a proper team in the beginning.
Any personality type can work in real estate, but they all have different ways of communicating.
[01:10:01 - 01:20:17] Christina’s biggest mistake and closing thoughts
Tracy asks Christina about her biggest mistake working in real estate.
Christina states that getting too emotionally attached to some of her teammates who weren’t productive enough led her to lose money and potential business.
Brokers need to be a cold, and separate business from their friendships and relationships with teammates.
Quotes:
“Who you know is more important than what you know because if you only know so much, it can only go so far unless you’re sharing that knowledge with someone else.” -Christina Welch
“Real estate is not about the houses that you’re selling. It’s about the people that you’re influencing. You want to improve their lives by helping them move and find the place of their dreams.” -Christina Welch
“If you want to build a strong team, you need somebody who has a drive and a work ethic, and that is something hard to interview for. This is why it takes a special intuition to find the right teammates.” -Christina Welch
“Failing and learning from our mistakes has helped me and my team create systems that actually work. This is how you grow as a person and a business.” -Christina Welch
“On one occasion, my emotional attachment to a person on my team prevented me from firing them when it was needed. But the love for my team is also what allows us to be a team and overcome difficulties. There’s no I in team.” -Christina Welch
Make sure to follow Christina and learn more about her business and mindset by following her on LinkedIn and Twitter. You may also get in contact with her on Instagram, and Facebook, and keep in tune with her video content on her YouTube channel.
