Real Estate Team OS

026 The DIRECT Model for Agent Accountability with Koby Sway

May 21, 2024

General Manager Koby Sway from The Briley Team shares insights on the DIRECT model for agent accountability, lead conversion success, hiring coachable team members, and the growth of the real estate team. He discusses transitioning from corporate America, the importance of a GM role, overcoming challenges, and empowering agents to achieve their goals.

57:59

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Episode guests

Koby Sway

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Episode notes

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Quick takeaways

The DIRECT model emphasizes empowering agents through self-discovery and setting timelines for testing strategies.

Recruitment at Brieri team focuses on coachability and cultural fit, ensuring alignment with team values.

Consistency, growth mindset, and continuous improvement are key for success, requiring perseverance and organizational alignment.

Deep dives

Growth Through Leadership and New Strategies

The Brieri team has experienced dramatic growth in recent years, transitioning from a Navy SEAL team model to a more expansive structure. This growth was facilitated by strategic decisions like hiring a new general manager and expanding lead conversion rates from 5% to over 20%. The team's evolution was also driven by a focus on team culture and the implementation of a direct feedback model, emphasizing the importance of empowering team members to make decisions for themselves.

Introduction

2min

The Power of Authenticity and Psychology in Team Building

5min

Transformation and Growth in Real Estate Team

13min

Importance of Customer Representation and Cultural Shift in Business

4min

Implementing the DIRECT Model for Agent Accountability

25min

Dedicated Real Estate Agents

5min

Personal Anecdotes and Fun Questions with the Guest

2min

Balancing Self-Improvement with Rest and Reflection

2min

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The Briley Team, the #1 real estate team in Nebraska, tripled production over the past few years and they’re pacing for another year of tremendous growth in 2024.

In this conversation with General Manager Koby Sway, you’ll get insights into how they’ve done it, including the DIRECT model to engage, empower, and focus agents and staff.
- Develop rapport

- Indicate focus

- Reinforce / recognize

- Engage in self-discovery

- Create a plan / cause for gap

- Test / tweak / timeline

This is Koby’s first role in the real estate industry. Learn why it made sense for him and for the team, how they’ve grown lead conversion from 5% to 21%, the first hires he made when he joined the team, and more!

Watch or listen for insights into:

- Finding coachable, moldable, and trainable people

- His path from corporate America into a General Manager role with a real estate team

- The two things that drove the need for a GM: challenges with the “Seal Team” approach and the opportunity with Zillow Flex

- Specific growth in agents, production, and conversion over the past few years - and how they achieved it

- Why he loves termination and how to overcome the reason that 90% of real estate agents fail

- The 6 steps in the DIRECT method to empower people to achieve their goals (and the two steps most people overlook)

- How to get comfortable and confident yourself and how to help your team get comfortable and confident as you start using the DIRECT method

- How they increased lead conversion from 5% to 21% over the past few years

- Two key staff hires early on: Sales Operations Manager and Sales Coach

- How to save time with better feedback loops between team members

- Why the goal of 250 agents and $1B in volume still comes down to one agent at a time

At the end, learn how Kobe made Koby a Lakers fanatic, why he’s such a cheap date, and how you can learn something from anyone and everyone.

Episode with Tim Grover, NYT bestselling author and trainer for Michael Jordan and Kobe Bryant:
- https://www.realestateteamos.com/episode/tim-grover-winning-relentless-fubcon-session

Connect with Koby Sway:

- Email (as mentioned in the episode): Koby at The Briley Team dot com
- https://www.instagram.com/the_inspiring_agent/

- https://www.facebook.com/theinspiringagent/

Connect with The Briley Team:

- https://www.instagram.com/thebrileyteam/

- https://www.facebook.com/brileyteam

Learn more about Real Estate Team OS:
- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

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- https://www.instagram.com/realestateteamos/

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Get instant access to 8 subscriber-only episodes: https://realestateteamos.com/subscribe