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hutterstockReal estate has shifted into a skills‑based arena, and the only way to stay ahead is for teams to lean into deep specialization and disciplined execution, says strategist and coach Verl Workman. The rise of teams isn’t a passing fad; it’s reshaping how residential brokerage operates. But success hinges on meticulous planning and flawless execution.

    During a recent T3 Sixty webinar, Workman—CEO and co‑founder of Workman Success Systems—emphasized that a winning team is built on systems, processes, and specialists in every transaction phase. “Specialization is the engine of success,” he said. Consumers today expect experts, so teams that deliver that expertise outperform solo agents. The industry has moved from a “fog‑a‑mirror” model—where anyone who can fog a mirror could sell a house—to a market that rewards skill. Those who elevate professionalism gain a decisive edge over lone agents who juggle all tasks.

    Workman outlines a clear formula for advantage. “For every listing you bring in, aim to close 1.5 buy‑side deals,” he advises. “Generate six to eight leads per listing each month, and for every 15 leads, add a dedicated buyer’s agent.” He cautions against working directly with buyers, labeling the relationship as a “time‑sucking animal” that drains energy.

    Execution hinges on communication and planning. Samantha Knoerr, COO of the Christy Buck Team, notes that teams monitor every activity: phone calls, appointments, showings. “The difference between an agent closing one deal a month and five is the daily tasks they perform,” she explains. A disciplined schedule and clear metrics keep agents on track.

    Hiring strategy is equally critical. Workman targets agents with 12‑18 months of experience who have realized the business’s challenges after exhausting friend‑and‑family leads but remain determined. “They understand contracts, know the grind, and are open to growth,” he says. Leaders must remember that failure fuels growth and that great agents are developed, not simply hired. A well‑nurtured agent will thrive in real estate or any future endeavor.

    In short, the modern real‑estate landscape rewards teams that combine specialized talent, rigorous systems, and a data‑driven approach. By following Workman’s formula, monitoring daily activities, and cultivating the right hires, teams can secure a lasting competitive advantage in a skills‑based market.