Use this Real Estate Leadership Training for Self Management video to help train real estate agents and staff on how to quickly solve problems and issues they encounter in the most effective manner. 

Time for some high-level real estate leadership training. We are going to cover one of the foundational aspects of leadership and problem solving. Here’s a hint: successful leadership has a lot to do with mindset. And if you want the proper mindset, you need to look to see what the successful, top-performing Realtors are doing. Today, we’ll dive into training on problem solving for agents and staff.

VIDEO: Real Estate Leadership Training for Self Management

Real estate leadership training: Mindset Shift

The first thing you must do as a leader is to shift your mindset. You must shift away from focusing on things you can’t control and instead focus on the things you can control. There is only so much you can do — and you need to accept this in order to move forward. Shift your mindset toward being solution-oriented.

Things I Can Control vs Things I Can’t Control

The Solution Triangle

The Solution Triangle is a great resource to print out, put at your desk, and look at each day as you work to shift your mindset. (Keep reading for the FREE DOWNLOAD of this file, below.)

When it comes to real estate leadership training, this is foundational. First, I’ll explain what the Solution Triangle is. The top part is ultimately where we want to get. Depending on where you enter the triangle, you need to work your way up to the top section, where you are asking yourself, “Who knows how to do it best?”

Example using the Solution Triangle

Let’s use a common problem as an example. Most real estate agents need more business. Inventory is low right now. Your DISC behavior profile will determine where you enter the Solution Triangle. (More on that — keep reading.) For the sake of this real estate leadership training example, let’s say you enter at the bottom. You start with “Why” because you are “S dominant“.

• Your “Why” is that you want more income.
• Your “How” is more complex. One answer to this question is to get more buyers. Don’t stay in this section for too long. There is only so much you really can do in this “How” section. If you stay in “How” for too long, that is a bad sign. You need to move quickly through “How”. Get a simple action plan together and move on. If you don’t, you may fall back into “Why” and begin to question your career choice. A lot of agents fall into this negative cycle and may end up quitting real estate all together.
• Now, you are at “What“. Ask yourself, “What do I know?” You need to figure out what you DO know in order to identify what you will need as you move up to “Who”.
• Finally, you can push up to “Who“. “Who knows how to do it best?” This is absolutely key. This stage allows you to leverage your relationships to find a breakthrough. Does my broker manager know? Maybe my mentor knows? Does my coach know? Perhaps the top producer on my team knows?

Finding a solution: “Success follows clues”

Keep talking to people you know until you find the “Who” with a solution. If you don’t have a good “Who,” get one. Hire a coach. Get a mentor. Ask around. Success follows clues. This is huge. Look at successful people who are good at that thing you are trying to achieve.

When it comes to real estate leadership training, the Solution Triangle will help you self-manage. You can problem solve on your own and keep yourself accountable and on track. You’ll avoid the pitfalls of staying in “How” for too long.

FREE DOWNLOAD: The Solution Triangle

Today we are giving you a FREE DOWNLOAD of the Solution Triangle. Print it out! Share it with your team members or agents. Post it where you will see it every day. Remember, the goal is to get to the top. Don’t get stuck in “How”! Press forward and get yourself to “Who” and leverage your relationships.

Real estate leadership training: Using the Solution Triangle

If you are leading other people on your team or in your office, use the Solution Triangle to help them solve their own problems. This will be an absolute game-changer for your people. You can give them the tools to help them solve their own problems and be more self-sufficient.

Your “Who” doesn’t need to be a person

That’s right. Your “Who” can be YouTube. I see millennials do this every day. If a millennial doesn’t know something, they find a helpful “How-To” video on YouTube. In fact, I bet you can find some great material on real estate leadership training on YouTube.

You can find answers to almost any question on the internet. It’s not always the right answer, but it may point you in the right direction if nothing less. It may even point you to a “Who” to reach out to. It will certainly get you out of being stuck at “How”.

Foster your “Who” relationships

If you have several people that you go to with your problems on a regular basis, foster those relationships. These can be long-lasting relationships that help guide you through your career. This is part of why I love coaching, and leading a team of coaches. At ICC, we get to be the “Who” for many of the top performing real estate agents, teams, and brokerages in the country. We specialize in real estate leadership training. In fact, I even wrote the book on real estate teams.

Real estate leadership training: Using the DISC

Another great real estate leadership training tool is the DISC behavioral profile chart. (If you aren’t familiar with DISC, click here.)

You don’t need to give a DISC assessment test to all of your clients. That would be time-consuming, and frankly, off-putting to clients. You should, however, get so familiar with how DISC profiles work that you can assess their DISC profile on your own.

If you listen carefully to how clients or leads talk, you can ascertain their DISC behavioral profile. This will allow you to communicate with them better, and add value to them in a meaningful way.

DISC and the Solution Triangle

In addition, a good understanding of the DISC behavior profiles will help you understand at what level a person will enter the Solution Triangle.

• D – If someone is D dominant, they are likely to enter the Solution Triangle at “What”
• I – If someone is I dominant, they are likely to enter the Solution Triangle at “Who”
• S – If someone is S dominant, they are likely to enter the Solution Triangle at “Why”
• C – If someone is C dominant, they are likely to enter the Solution Triangle at “How”

Want to learn more?

• Read The High-Performing Real Estate Team. You can buy Brian Icenhower’s best-selling book on Amazon.
• Subscribe to The Real Estate Trainer Podcast. You can find it on Apple Podcasts, Google Podcasts, Spotify, Podbean, and anywhere you listen to your favorite podcasts.
• Join the Real Estate Agent Round Table. We are always posting fresh content — everything from market updates to free templates — and host dynamic discussions with the industry’s top producers.
• Subscribe to our newsletter. In the sidebar of this blog, you’ll see a subscription sign-up form. You’ll be the first to find out about our new resources, free downloads, premium online courses, and the latest promotions.
• Reach out and talk to an ICC coach. Not sure which of our coaching programs is right for you? Let us help you.

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