In commercial real estate I see Often sales and leasing teams which are somewhat disorganized and show an overall reluctance to cooperate with members of the group. The simple fact of the matter is that ‘when you hunt as a pack’ you can comprehensively cover the opportunities and the market. Doing it all on your own is a challenge and can slow your progress. Lone operators and salespeople that are solitary unless they are disciplined, agency will struggle. If you are a part of a team today, take the chance to partner up with team members that you get on, and that you will respect as to abilities and work ethic. That said, if you cannot find and that you can respect, you are likely working in the team that is wrong.
When you ‘friend’ up with another you both must understand and implement the commitment needed to do what is your part of the deal. Determine how you are going to split the referrals, the customers, the land, the listings, and the commissions. It is not just a matter of sharing the ‘spoils’; it is a matter of sharing phone calls, the tough stuff meetings, inspections, and backing each other up. I have seen some very successful ‘team’ relationships in commercial New York City developer where an individual’s abilities are coupled with a like-minded fellow team member. When people do the work that is expected and required, those relationships have paid off, and they also go to pull at the results. Given that this property market is a Harder and bit slower, the ‘buddy’ system really is a good idea. As you move forward in the property type and the market, you can support and assist each other. You will see that your ‘buddy partner’ is stronger than you are in property types or elements of the job. Be ready to introduce your customers to your work ‘buddy’. It helps when the customer can get another person that they know if you are not around due to illness etc. Be prepared to share clients across your listings. Be certain that the commission split is available, when that produces a lease or a sale.
Back each other up when inspections and customer challenges arise. Share your marketplace abilities through regular role play and practice in discussions, calls, inspections, and documentation. Share your property knowledge with sales, leasing, property management, and retail. This process of working with others in your group is highly productive. It is your choice to make it work. Establish the trust between you and take action to put this process in play.