Business is Not Stolen it is Earned.

by 22 Apr 2016
By Kathleen Black

For the last several years I have been the leader and mastermind for some Team Specific Coaching Companies. I have also been coaching Top Producers from all over Canada and helping them create successful teams since 2009. As you can imagine there are many reasons why an agent considers building a team. Some approach team building hurriedly; they have an urgent need for structure because their first team member has magically shown up. While others approach the construction of a team with long term vision and high level of commitment like that of a marathon runner. Some fantasize about a team because they are simply run off their feet and feeling the fatigue of trying to be a superhero in all aspects of life, family, friends and work. They are sick to death of watching their once loved level of service grow thin. While others are looking for their exit strategy, they need information on what a saleable business looks like and how to get there before retirement.

Out of all of these reasons and the hundreds more, there is one thing I know for certain: You do not build a business or real estate team over night. There is no magic pill. This is not a simple endeavour. It is an endeavour of long term commitments and choices aligning to a specific valued outcome: “You (and your results) duplicated, only BETTER!”

Making business choices due to urgent immediate concerns takes you out of the game, and distracts you just enough that you forget what is important. Is it urgent to get a new partner under contract without knowing if they have a predictable likelihood of success? Is it urgent to start training a new team member when you have not yet created a foundation which they can use those systems as they do not yet integrate with your business?

We need to start with the end in mind. This is the advantage of finding a Team Specific Coach. We know the likely hurdles you will face 6 months or 6 years ahead. We are looking at the end game and drawing lines back to today to ensure you are not in fact building your next glass ceiling of production.

I was shocked recently to see marketing appealing to agents to learn how to “steal” away business from their colleagues or as the event marketing cast them: your competition. Of course, once again this is a magic pill of the instant success and “plug and play” system for the masses. There is no plug and play system. It is a myth. We have the systems, and they are only as good as your interpretation of them and ability to execute them inside your business. It takes years of hands on training to effectively see your road blocks and learn what not to do in advance. Our coaches provide training and systems that are 1000 times more effective than trying to “figure it out on your own”. It is the closest thing to the magic pill that I know of.  We save you time and money by seeing several steps ahead and having the tools to help you get where you desire to be.

Having “a team” versus building a team with long term longevity is akin to the difference between being “Good” or being “Great”. They seem similar but are in fact miles apart. Not all teams are created equal, some teams simply exist while others; the best teams, they “Lead”. They lead with their marketing. They lead with their phone communication skills. They lead with effective presentations. They lead a client to comfortably move forward, and they lead a team to a common vision. They lead with their service level and their results. The very best teams stay focused on what is most important despite the constant nattering of the goings on around them and the distractions masquerading as urgent issues. Look at the big picture. Follow a proven process with a specialist that shares the same mindset as your vision does. Challenge yourself to avoid the desperation and money first mentality that gives real estate agents and often teams a bad name.
The best agents, teams, businesses do not steal clients. One, because they do not have to and two, because you can’t steal business, you earn it. Whatever areas someone else drops the ball in leaves space for you to shine. No theft is necessary.
~~Kathleen Black

The core of a strong team or organization allows profit to be what it truly should be, a result. Profit is an indicator of your ability to resonate and provide value to potential clients and team members. Profit will only ever be as high as your values, mission, and vision combined with the systems and tools you use to communicate your pursuit to the public.
Our focus should not be profitability, but our ability to direct our value decisively at the right people at the right time in the right way at the highest level on the most consistent basis possible.

Decide what you want and commit to it daily.

Find those who have the knowledge to take you to the next step and have personally helped hundreds of others do the same.

Avoid those who insult your intelligence by using flashing lights and catch phrases to represent their value; someone who looks to teach you to steal from others or simply looking to rob your soul.

Find someone who trains, and coaches because they love it, it is their dream, and passion; someone who is looking to raise the level of the profession as a whole.

Avoid someone who is willing to train you and all of your ‘competition’ but will not share their knowledge with their own ‘competition’.  

‘Like attracts like’ and the right person will seek to help you succeed and increase your happiness and quality of life.

Calculate what growing your business is worth to you in every aspect; financial, lifestyle, health, energy, time, relationships, legacy, and contribution. Then what is it worth to you to successfully move forward without costly mistakes. We all have choices about how to invest in our business, ask yourself do you want to invest in learning the systems that will allow you to have potentially exponential growth; in yours and others lives; in terms of value to society, quality of life and financial freedom.

Teams are amongst the most magical and empowering environments I have ever experienced when they are done right. When you have a purpose for expanding your business and a passion you will attract others who want to be part of that vision.

This is who we are. This is who we surround ourselves with every day.  We work with business owners to build teams based on a healthy foundation of quality of work life, business training and systems, abundance mentality, advanced marketing,  the fair and square mentality that we earn our success, and that our potential is limited only by our word and delivery. If this is what you would like to be a part of as well, Give us a call or send us an email, we would be more than happy to help!

Kathleen Black is a coveted Elite Coach, Mentor and Speaker. She has taken her experience as a top-producing Realtor and built it into a dynamic, results-driven consulting company, Kathleen Black Coaching & Consulting, where she serves as CEO, Speaker, Trainer and Elite Coach. The systems she used in her daily real estate business to get her to the top are now the backbone of a real estate consulting company specializing in helping Realtors across North America build top teams and take their business to incredible levels of success. She has recently moved forward to pursue KathleenSpeaks as her prime en devour.
Kathleen’s extensive knowledge of team building and systems has enabled her to successfully coach hundreds of top producers to higher production. Many of her clients have now built mega-teams that are leading their markets in production. As a highly demanded coach Kathleen has enjoyed a high retention rate, uncommon in the coaching industry, with loyal clients and a long waiting list for her services.

You can contact Kathleen at


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