Creating a Positive Mindset and Leading by Example

Newhouse_CharleenIn the following interview, Charleen Newhouse, branch manager of Realty ONE Group in Irvine, Calif., discusses the advantages of the brand, leading a team, and more.

Region Served: Coastal California, from San Diego to Ventura County
Years in Real Estate: 23
Number of Offices: 1
Number of Agents: 387
Best Tip for Getting the Right Listing Price: Know the inventory better than the consumer.
Key to Dealing With Difficult Clients: Be a problem solver and listen without interrupting.
Best Time Management Tip: Time-blocking. It’s also important to add an extra 30 minutes to each appointment.
No. 1 Tip for Running a Successful Agency Meeting: Make sure the energy is high and the topics are great. And always include a takeaway, such as a prospecting, marketing or negotiating tip.

Your company exceeded $1 billion in sales three years running. How much of that do you attribute to the way Realty ONE Group is changing agent habits and work ethics?
While Realty ONE Group’s forward-thinking approach allows the agent to think like a business owner, I make it a point to show them how they must outperform the competition and stand apart from tradition. We place great emphasis on both accountability and goals, which has pushed our office to continue to be on top. And last, but not least, while others fear technology, we embrace it.

How do you motivate so many successful agents into the winning team you have in SoCal?
Not everyone has passion, so you must help create a positive mindset and lead by example. I conduct anywhere from 12-15 classes a month, which cater to all agents, not just newer associates. In addition to always being available, I also offer one-on-one coaching and even take part in agents’ appointments. I’m a firm believer in the notion that positive synergy creates a profitable outcome.

What keeps your team top of mind with prospective clients, existing clients and within the communities you serve?
We have a strong marketshare in our area, and closing over a billion dollars in sales shows that our office has a competitive edge. Realty ONE Group pays for our exposure in both digital and traditional media, which shows that we’ve gained from our global reach. Our company continues to show brand value and build credibility with our clients, as well. Agents will always support a brand that connects with them emotionally.

Where do you stand when advising clients on marketing their home during the winter season?
Some of the most motivated buyers/sellers market their home during this time of year. Reduced competition is yet another advantage. That being said, our market continues to be dynamic because of online listings.

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Creating a Positive Mindset and Leading by Example