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How to Foster Collaboration in Real Estate

Spacio_Colleen Barry_GSIR

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.

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