Ep #62: How to Build a Business that Lasts: The Rules of Real Estate with Patricia Guernsey

On the 62nd episode of The Richard Robbins Show, I sit down with someone who I consider to be a close friend. She is a long-time coaching client, a 6-time Chairman’s Club recipient with Royal LePage and she runs a successful team just 2 hours east of Toronto, without needing to work evenings or weekends!

Patricia Guernsey, team leader of Guernsey Team Real Estate, has enjoyed 26 years of providing quality client care with infectious energy, enthusiasm and expertise. Her team, which currently sits number 2 Royal LePage ProAlliance Office in Belleville, Ontario, is a carefully designed and deserving group of people.

“They need to be worthy of getting us to hire them.”

Patricia has implemented an apprenticeship-styled interview process when hiring for her team. The interview takes a year to complete, having the potential candidate do all of the groundwork to ensure they would be the proper fit.

“The littlest things to the biggest things. To me, they may be the little things but they’re the important things. The big things may be what you get paid big on, but it’s the little things that matter.”

In this episode of The Richard Robbins Show, Patricia and I have an in-depth conversation about how to hire the right people for a growing business. She tells me about her time-blocking process, her onboarding procedures and why hiring the right personality is more important than hiring the right resume.

Listen to the Full Episode:

What You’ll Learn In Today’s Episode

  • How to onboard new employees.
  • Patricia’s apprenticeship-style interview process.
  • How to handle incoming buyer calls.
  • How to move relationships forward
  • The power of a productive morning.
  • Why personality profiling is necessary during the hiring process.

Ideas Worth Sharing

A salesperson needs at least a year under their belt to know what is expected of them. @TeamGuernsey @richardlrobbins Click To Tweet If you’re not willing to invest in yourself, and what you’re capable of doing, then who the hell is going to do that for you? You have to put your money where your mouth is and make an investment. @TeamGuernsey @richardlrobbins Click To Tweet We go there with the intent of killing them with kindness and to be productive, knowledgeable and asking them permission to allow us to contact them again. Then to follow up, then to form a relationship. @TeamGuernsey… Click To Tweet

Resources in Today’s Episode

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