Dec 20, 2022
Christina Welch graduated with a
Bachelor of Fine Arts and struggled to find her passion until she
became a Real Estate broker, never to look back. As she herself
claims, she chose the worst timing to get into the real estate
business. However, having had so many problems at the beginning of
her career also had the effect of developing her incredible
problem-solving skills.
In 2006, Christina started
building her first team for her very own real estate business.
Although she learned as she went, it took her only 4 years to grow
it into one of the state’s top real estate teams, helping
homeowners get out of distress homes and allowing buyers to find
the house of their dreams.
In this episode of real estate
excellence, Christina talks about how she builds her real estate
teams, how she keeps consistent sales during crises and times of
uncertainty in the markets, and how she grew from the ground up
into a highly successful broker and businesswoman.
Make sure to tune in to learn
why there’s no I in team and why problems can often be our greatest
opportunities.
[00:00:00 - 00:10:00] Introducing our guest, Christina
Welch
- Correcting the name of the R. E. Bar Camp (as
opposed to Rebar Camp).
- Christina talks about how and why she handles
everything in her business and how she narrows down interesting
rental and buying properties for her clients.
- Christina talks about how she keeps her team
motivated and talks to clients in low-moving markets.
[00:10:01 - 00:20:00] How to keep your sales going
during difficult times
- Why you should talk real numbers with customers
and stop listening to national media to listen to local media
instead.
- How to address the worries of sellers in regard
to falling prices.
- How Christina advises new agents to act in the
current market uncertainty.
- The importance of going to networking events to
communicate what’s taking place in the market.
[00:20:01 - 00:35:00] Overcoming tough moments in the
markets and the team
- How to properly price properties in a moving
market.
- Why you cannot sugar coat any situations to
sellers regarding their properties, and how to tell them the hard
truths.
- How Christina started her team in 2011, why she
decided to form a team and how this helped her progress in her real
estate career.
- How to handle the first few rough months when
you begin in the real estate business. Transition periods for new
teammates.
- Creating value for new teammates is important
for keeping them doing a good job by your side.
[00:35:01 - 00:50:00] Strengthening your team and
learning to sell during a crisis
- You want your teammates to shine and be known
as experts in their fields.
- Christina talks about the books she is
currently reading and listening to, citing Selling in a Crisis by
Jeb Blount.
- Blount recommends getting back to the basics of
sales in his book and working in markets where you need to have
tough conversations.
- The basic principles of self-development and
sales remain the same, even if they’re taught in different ways by
different authors.
- Christina talks about the importance of reading
and keeping constant learning, which she does to pass that
knowledge to her new teammates.
- Christina reveals her secrets for recruiting,
getting leads, and keeping for years in the business.
- Christina talks about the importance of
expression and body language for potential recruits.
[00:50:01 - 01:10:00] What it takes to become a part of
a top real estate team
- Why many interviews for new recruits in
Christina’s team don’t work, as they don’t provide proper answers
to her questions.
- Christina talks about her process of starting
her first team and how she failed to build a proper team in the
beginning.
- Any personality type can work in real estate,
but they all have different ways of communicating.
- The importance of learning to process and
control emotions for real estate agents and not let clients’
emotionality get to them.
- Every closing has its own problems and rough
spots, and it’s up to real estate agents to handle them. Christina
coaches her new agents on this.
[01:10:01 - 01:20:10] Christina’s biggest mistake and
closing thoughts
- Tracy asks Christina about her biggest mistake
working in real estate.
- Christina states that getting too emotionally
attached to some of her teammates who weren’t productive enough led
her to lose money and potential business.
- Brokers need to be a cold, and separate
business from their friendships and relationships with
teammates.
- Mistakes help you grow, and you shouldn’t
compare to others when measuring your progress but compare yourself
to your previous self.
- Who you know is more important than what you
know because what you know doesn’t really matter unless you have
someone to share that knowledge with.
Quotes:
“Who you know is more important
than what you know because if you only know so much, it can only go
so far unless you’re sharing that knowledge with someone else.”
-Christina Welch
“Real estate is not about the
houses that you’re selling. It’s about the people that you’re
influencing. You want to improve their lives by helping them move
and find the place of their dreams.” -Christina Welch
“If you want to build a strong
team, you need somebody who has a drive and a work ethic, and that
is something hard to interview for. This is why it takes a special
intuition to find the right teammates.” -Christina Welch
“Failing and learning from our
mistakes has helped me and my team create systems that actually
work. This is how you grow as a person and a business.” -Christina
Welch
“On one occasion, my emotional
attachment to a person on my team prevented me from firing them
when it was needed. But the love for my team is also what allows us
to be a team and overcome difficulties. There’s no I in team.”
-Christina Welch
Make sure to follow Christina
and learn more about her business and mindset by following her
on LinkedIn and Twitter. You may also get in contact with her
on Instagram, and Facebook, and keep in tune with her video content on
her YouTube channel.
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