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5 things to look for in a real estate team leader

by Carlo Calma

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A real estate team’s leader will set the tone for that team’s performance and culture, so agents considering joining up will need to carefully vet who’s at the helm.

Pamella Capitanini, a real estate professional with Jameson Sotheby’s International Realty and a member of its Collazo Group, can attest to the experience of working within a real estate team under the tutelage of team leader Art Collazo, with whom she has been working for more than 15 years. The Collazo Group is made up of more than 30 members.

Capitanini gave us five leadership qualities agents should look for in a team leader:

1. Know-How

“For me, the team leader should have ‘been there, done that,’” says Capitanini, who adds that whenever she finds herself in any sort of dilemma during the sales process, Collazo is ready to give advice. “He’s able to guide me in a couple different ways [and] gives me options on how to deal with situations.”

Capitanini says that an ideal leader will also encourage their team members to go above what is expected of them. “I think a team leader should be looking in the future direction. Once we get the property, what can we do with it? Can we still take it to the next step?”

2. A Mentorship

Another quality Capitanini values in a good team leader is an ability to mentor. Considering the challenges of the profession, she says the ability to lead a team through the highs and lows is an important quality. “[Real estate] can often be [filled with] pressure, and [be] a very competitive atmosphere,” she says. In the case of her own team leader, it’s important to her that he offers reassurance and helps manage the stress of such a situation.

3. A Team Player

In addition to emotional support, Capitanini also prizes a leader who can foster collaboration. In the Collazo Group, Capitanini describes how Collazo assembles his team members in a roundtable discussion every other week to discuss best practices. “We would share experiences and we would hash things out,” Capitanini says. She believes the practice fosters professional collaboration and a sense of camaraderie among team members.

“That is such a good feeling to know that as a team member, the team is this unit that works together.”

4. Accessibility

While having the support of other team members on hand is important, knowing that the team leader is just a phone call away is also paramount. “Real estate goes either very, very slow or very, very quick,” Capitanini says. “And sometimes, to have that [team leader] call back, or to pick up that phone in a very timely manner, is very important.”

5. Practices Fairness

What is a surefire sign that a team leader is handling team compensation fairly? “On our team, that is discussed individually with the team leader. I know what my compensation is with Collazo, but I do not know anyone else’s,” says Capitanini.

When discussing compensation with a team leader, Capitanini advises agents to sit down with that leader and “and show your sales for the last two years and say what you were earning with the team before, or what you had discussed with your broker, and then take it from there.”

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