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For Adelina Rotar at Keller Williams, the answer to the question “is my team ready to expand?” is a definite, absolute … “it depends!” She’s partnered with Ben Kinney to expand his teams outside of Washington state, and she has seen expansions flourish and falter, so thankfully, that isn’t the final answer — she’ll explain how you know you’re ready in a Teams Track session at Inman Connect San Francisco, July 17 through 20 at the Hilton San Francisco Union Square.
“What tends to happen is, the business is doing really well, the team leader is excited and there’s so much success — so they say, ‘let’s go do it again!,’” Rotar explains. “But that’s the highest-risk model you can have: ‘My business is doing well, so let’s expand.’”
So first, you need to document your systems and processes, because you’re going to need to figure out what will work well (and what really won’t) in a different location. (And if you don’t have structured systems and processes, then you have even more work to do!)
Then, Rotar advises team leaders to think about what they mean by “expansion.” “That could mean you’re going to the next little town over; it could mean you’re going to another metro area; or it could mean you’re going from Austin, Texas, to Tampa, Florida.” Those are three very different kinds of expansions, and you’ll have to prepare differently for each.
For a town-to-town or neighborhood-to-neighborhood jump, you need to ask yourself about whether you already have market share, brand recognition and leads in the outlying area where you want to expand. “If so, partner with someone in that area,” Rotar says. “They can close your leads and create new leads. And that makes so much sense: If you’re already succeeding in Austin, then you need to go down to San Marcos because you already have leads and brand recognition for that area.”
Learn how to expand to a different metro and a different state when Rotar takes the stage in the Teams Track at Inman Connect San Francisco, July 17 through 20 at the Hilton San Francisco Union Square.
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