Last week, Spacios Melissa Kwan spoke with
Colleen
Barry, CEO of Gibson Sothebys International Realty
about her meteoric rise in real estate and how she fosters
collaboration in her firm. In her conversation with Kwan, Colleen
spotlights common roadblocks for agents, explains how to surmount
self-limiting beliefs, and offers tips on keeping up with lead
generation trends by conveying stories more wisely to clients.
Colleen kickstarted her career in real estate by answering
phones at Gibson Sothebys International Realty, later joiningand
eventually leadingtheir marketing department. Soon after, Colleen
moved into the role of Director of Agent Productivity and later
assumed her current role as CEO. Since the inception of her
leadership position, company sales have grown fivefold, making
Gibson Sothebys International Realty a top-three Sothebys
International Realty firm in the nation.
For Colleen, agent and company success is a three-part
process:
- Connecting people: In her former role as
Director of Productivity, Colleen witnessed a minor fracturing
between Gibson Sothebys International Realtys offices. With an
understanding that people have a tendency to remain within their
tribes, Colleen creates a sense of belonging for all, by
encouraging sharing of best practices and common struggles. In her
presentations, she is regularly sharing personal and company
photos, stories, and anecdotes that cultivate a habit of effortless
recognition and celebration. With the leadership team, Colleen
additionally ensures that regular social events unite the companys
purpose and people across all offices. - Encouraging agents to adopt healthy habits:
Agent habits should always be geared toward building relationships
with people. After consistently encouraging agents to attend
networking events, text and call people in their spheres of
influence, and work from their office rather than work from home,
Colleen saw agents experience an approximately thirty-percent
upswing in business growth. - Recruiting agents who share the same
principles: Culture fit is a key trait to look for when
recruiting. Gibson Sothebys International Realtys agents must share
in the companys unusually collaborative culture, where business is
a combination of competition and cooperation.
“We are in a great company within a fantastic brandthe Sothebys
International Realty brand, asserts Barry. Im also in great company
with Larry and Paul, who operate this business from their hearts.
That is a great guiding force.
To listen to the full The Sales Pitch podcast, brought to you by
Spacio, click
here.