Growing a thriving real estate business requires more than just expertise in buying and selling properties. It’s about creating the right team, adapting to market shifts, and nurturing strong client relationships.
In the recent episode of Pending and Trending, I sat down with Gettys Glaze, a well-respected real estate leader in Charleston, South Carolina, who shared his journey of transitioning from a solo agent to leading a dynamic team.
Gettys revealed how he built his real estate empire, scaled his business, and provided valuable insights on navigating challenges in a fluctuating market.
Transitioning from Individual Agent to Team Leader
Gettys started as a solo agent but formed his team in 2004 due to his passion for teamwork. Inspired by his background in team sports, he aimed to create a collaborative environment focused on achieving common goals.
After spending the first couple of years learning the ropes and handling all aspects of the business, Gettys realized he couldn’t scale without support.
This shift in mindset led to the creation of his team, which eventually grew to 90 agents before he chose to downsize to a more manageable group.
Here are some key strategies Gettys employed to build and sustain his successful real estate business:
Delegating for Growth
He recognized that for growth, it was essential to delegate tasks and let others take charge of roles that weren’t directly linked to income-generating activities.
Focusing on Core Activities
This approach has been fundamental to his success, allowing him to concentrate on client relationships and high-priority activities while his team handled other responsibilities.
A Team Like a Sports Organization
Gettys structured his team much like a professional sports organization, where everyone has a specialized role but collaborates toward shared goals.
The Role of Support Staff in Scaling a Business
For Gettys, scaling wasn’t just about hiring agents. He also credits much of his success to the support staff that helped streamline operations. He brought on his first assistant early in his career, followed by a closing coordinator.
This was a game-changer, allowing him to step away from administrative tasks and focus on income-producing activities. Gettys believes that by delegating routine tasks, he freed up more Gettys to generate business and lead his team effectively. This delegation also improved his time management skills. As a result, he could focus on strategic priorities.
By bringing in additional support, like a closing coordinator, Gettys was able to shift his attention toward income-producing activities, such as meeting clients and pursuing new business opportunities. This shift was essential in enabling him to scale and grow his business to the next level.
Building a Team of Self-Starters
Gettys’ team-building strategy revolves around hiring agents who are already self-sufficient and successful in their own right. He prefers to hire self-starters with established businesses or industry experience, rather than those needing constant training. These agents receive support from Gettys while independently managing their businesses within the team’s framework.
Gettys strategically involved his son in the family business to leverage his social media and marketing skills. This collaboration allowed Gettys to focus on client relationships while his son enhanced their digital presence. Here are some key points about their partnership:
Leverage of Expertise: Gettys' son brought valuable knowledge in social media and modern marketing strategies.
Role Division: Gettys focused on building and maintaining relationships, crucial for business growth.
Enhanced Performance: The combination of traditional relationship-building and cutting-edge digital marketing improved the team's overall effectiveness.
Strategic Balance: This partnership allowed the business to adapt to contemporary marketing demands while preserving its core values.
Navigating Market Shifts and Staying Competitive
Gettys’ team-building strategy revolves around hiring agents who are already self-sufficient and successful in their own right. He prefers to hire self-starters with established businesses or industry experience, rather than those needing constant training. These agents receive support from Gettys while independently managing their businesses within the team’s framework.
Listening to real estate podcasts is one way Gettys stays informed about industry trends, which helps him strategically involve his son in the family business to leverage his social media and marketing skills. This collaboration allowed Gettys to focus on client relationships while his son enhanced their digital presence. Here are some key points about their partnership:
Leverage of Expertise: Gettys' son brought valuable knowledge in social media and modern marketing strategies.
Role Division: Gettys focused on building and maintaining relationships, crucial for business growth.
Enhanced Performance: The combination of traditional relationship-building and cutting-edge digital marketing improved the team's overall effectiveness.
Strategic Balance: This partnership allowed the business to adapt to contemporary marketing demands while preserving its core values.
Gettys navigates the ever-changing real estate markets through experience, having weathered multiple cycles and recognizing the importance of staying ahead.
When the COVID-19 pandemic caused inventory shortages, Gettys responded by investing in new home construction, creating his inventory. This proactive strategy helped him maintain business growth despite challenges like rising interest rates and low inventory.
Gettys stays informed about real estate trends by listening to real estate podcasts, highlighting the importance of understanding economic factors behind market shifts rather than merely reacting to trends. His experience enables him to navigate these changes effectively, keeping his team prepared for future developments.
The Power of Client Relationships
For Gettys, the key to lasting success lies in building strong relationships with clients. He emphasizes the importance of staying in touch with clients regularly, aiming for 8 to 12 meaningful touches per year.
These can include birthday greetings, thoughtful check-ins, or simply showing clients that they’re valued beyond the transaction. Gettys believes these small gestures build trust over time, leading to repeat business and referrals.
He also tailors his communication style based on the client’s preferences—some prefer phone calls, others texts, and some prefer social media interactions. By adapting his approach to each individual, Gettys ensures that his clients feel heard and valued.
Creating Boundaries and Maintaining Work-Life Balance
Gettys, a busy real estate professional, recognizes the need for a healthy work-life balance. Initially struggling to find personal time amid work pressures, he eventually set boundaries for himself and his clients. By using technology to schedule messages and activate "Do Not Disturb" after hours, he prioritizes family while ensuring professional communication.
He also stresses the importance of setting realistic expectations with clients. By communicating clear boundaries, he’s able to create a sustainable work schedule that doesn’t sacrifice his personal life.
Tune in to Pending and Trending and Build a Thriving Real Estate Business
Sitting down with Gettys M. Glees on the Pending and Trending Podcast was a truly enlightening experience. Gettys’ journey from solo agent to team leader offers valuable insights into scaling a real estate business.
From building a strong team to maintaining lasting client relationships, Gettys shares actionable strategies that can help anyone in the real estate industry navigate market shifts and grow their business.
Ready to engage with the insights and strategies that can transform your real estate business? Connect with me as I share expert advice, market trends, and the tools you need to thrive in real estate. Don’t miss out—join me on this journey and start building your success today!
