The Secrets of Running a Successful Team w/Chris Heller

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As leaders, we may often find ourselves wondering why people aren’t working as fast, as hard and as efficiently as we are. How does this affect our attitude towards delegating? How do we shift our mindsets to something more helpful? When we get out of production, what is the most valuable and impactful use of the time we still invest in our business? On this episode, I talk to Chris Heller the Home Seller about lessons he’s learned and how he runs his team.

When you have a great business and a great reputation, people will come to you. -Chris Heller



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Three Things We Learned From This Episode

Good teams attract talent without having to hunt for it

The best teams don’t have to go out looking for new talent– the talent comes to them. The most effective way to create a pipeline of quality recruits is to maintain a good reputation and keep yourself in front of the marketplace.


Your role as a coach is very important when you get out of production

When you’re the team owner who’s out of production, coaching your people is the most effective way in which you deliver value and invest your time wisely. Ultimately, you’re the most expensive consultant they will never have to pay for.


Let go of expecting people to do things to the exact same level you do them

We can easily get caught up in the trap of expecting the agents and employees we hire to do the work exactly how we do it. Expecting their results to match ours 100% is a mistake. We have to get in the mindset that them doing 80% of what you would do is good.


Working in real estate and running a team teaches us how important it is to not only hire the right people, but to put them on the right seats on the bus. That means knowing their personalities and behaviors, and also knowing our own personality. If we can get comfortable with tasks being done almost as well as if we did them ourselves, it can make delegation much easier. This, in turn, allows us to accelerate our growth.


Guest Bio

Chris Heller the Home Seller is the CEO of mellohome, a real estate thought leader, and former CEO of Keller Williams. Chris Heller earned his real estate license when he was 20 years old and went on to build one of the most successful real estate teams in the United States. From his selection as Rookie of the Year in 1989 to being the top-producing agent in San Diego County and the #1 Keller Williams associate in all of North America, Heller has earned the respect of colleagues and clients for the results he delivers. Under Heller’s leadership, the Chris Heller Real Estate Team has sold more than 100 homes a year for almost three decades. Connect with Chris on LinkedIn, or go to for more information. To find out about his team, go to:

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