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August 3

George Tremis on How to Keep Your Team Focused on the Prize

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A Real Estate Broker with Fortune 50 Company experience and a lifelong history of Entrepreneurship. In addition to earning his Broker designation, George has studied Business, Economics, and Philosophy whereby he earned two diplomas and an MBA.

Prior to becoming a Realtor, George acquired over 10 years of leadership development and professional experience working with many top companies, such as Johnson and Johnson, Microsoft, and Ford. George also acquired Entrepreneurial experience, launching, building, growing, and selling companies such as a Boutique Management Consultancy, Auto Collision Repair Shops, Online Retailing, and more. Additionally, George owns several rental properties, has served as President of Condo Corporations, and has successfully supervised the renovation, remodelling and resale of many real estate properties.   

With a track record of achievement, George has now focused his drive, and aptitude for success, on growing and building the GT1 Realty Group team and brand. He now wants to share and nurture success with other like minded, positive, ambitious, professional real estate agents.

[Podcast Transcript Using Artificial Intelligence]

Umar Hameed 0:01
Are you ready to become awesomer? Hello everyone. My name is Umar Hameed, I'm your host on the No Limits Selling Podcast where industry leaders share their tips, strategies, and advice on how you can become better, stronger, faster. Just before we get started, I've got a question for you. Do you have a negative voice inside your head? We all do, right? I'm gonna help you remove that voice and under 30 days guaranteed not only remove it but transform it. So instead of the voice that sabotages you, there's one that propels you too much higher levels of performance and success. There's a link in the show notes. Click on it to find out more. All right, let's get started.

Umar Hameed 0:41
Hey, everyone, welcome to another episode of the No Limits Selling podcast. And today, we have George Tremis here. And George want to take you back to about seven years ago, your friend Rob said, hey, let's flip a house.

George Tremis 0:56
Hey, Umar, I'm super happy to be here. Thank you so much for inviting me onto your show. It's something I'm actually was looking forward to very excited about. So basically, I was at a transition point in my career, my professional life, and a good friend of mine business partner suggested that I would make a great realtor. So I think he was pretty good. And his predictions I asked him for lottery numbers. But that didn't.

Umar Hameed 1:18
He wouldn't give it, darn it.

George Tremis 1:20
I just didn't pan out. But my career did. So I'm okay with one out of two.

Umar Hameed 1:24
That's brilliant. Actually, there was this comedian talking about people that you know, talk to the dead, he says, the first thing I would ask is, what are the lotto numbers? What are the lotto numbers? So you enter into this industry, which has a massive turnover rate. They also has a massive amount of agents that don't do much or zero. So you came in? And when you came in, what were your initial goals? And what was the reality when you stepped into this industry?

George Tremis 1:54
I think initially, I mean that I'm almost embarrassed to say that I didn't really set goals. Initially, it was more a curiosity driven move to try something new. So throughout my my professional life, I've liked trying different things. This is the thing, I've stuck with the longest actually my entire career, longest, you know, career company, etc. But now I definitely have definitive goals, that's for sure.

Umar Hameed 2:20
Nice. So you had an idea of what real estate would be. But then you stepped into it. So tell me about that. I doubt that what you thought it would be and what it ended up being was the same thing. So what was the disconnect?

George Tremis 2:31
Hmm. I think that a lot of my context for real estate came from, you know, my own properties, whether it was selling them my principal read through my friend Rob at the time, because I was on license, or whether it was the investment opportunities that we've purchased from from builders, let's say. So I had that context. But I didn't have the context of being in the trenches. So I learned quite a bit about being in the trenches with real estate and how it's not the same as you know, what we're all accustomed to are those that are fortunate enough to own a house?

Umar Hameed 3:03
Brilliant. So you came into the industry? At what time did you? Did you join a team? Or were you like a solo guy?

George Tremis 3:12
So I was lucky to have Rob, be able to give me some guidance and support, initially. I did join a good brokerage at the time from a traditional brokerage standpoint, and they had their training programs, etc. But we can talk about the efficacy of those at a later point in the conversation if you go to that. But I think having that mentorship or that opportunity to have somebody guide you is critical.

Umar Hameed 3:35
Absolutely.

George Tremis 3:35
And it was very beneficial to me.

Umar Hameed 3:38
And so when did you make your first hire to say, Okay, I'm going to be more than one person?

George Tremis 3:43
I actually started building the team at the end of last year, kind of an unusual time, I guess, during COVID. But from a real estate market standpoint, volumes have, at least by some accounts doubled, depending on what board you're looking at so.

Umar Hameed 3:56
Yeah, I've been interviewing some of the most successful realtors in the US market that have been in the business for like 25-30 years. And they're saying this is like, possibly the second hottest market in 30 years. And it's very surprising because you would think with COVID, it would have been quite the opposite. But like it'd be a dead market. And it isn't.

George Tremis 4:17
That's what you would think. Definitely. But yeah, definitely the volumes have shown up dramatically.

Umar Hameed 4:24
Brilliant. So now you've got people working with you in your team. So tell me about how you select people. And what do you see in someone that gives you a sense of they're going to work out?

George Tremis 4:35
Well, I think the first most important thing is is understanding one if they're a good fit for the team, in terms of of our philosophy, how we operate, how we engage with our clients, how we engage in the industry,

Umar Hameed 4:47
So stop right there just for a second.

George Tremis 4:48
And also bottomline is,

Umar Hameed 4:50
So how do you know that like, I want to make sure that the right fit, but how do you actually figure that out?

George Tremis 4:55
It's a good question. Um, I think it's just about engaging with somebody one on one and seeing what their interests are, what their philosophies are their mindset, you know, do we have some commonalities. So Umar, for example, if I told you, TD Jakes or Les Brown, you know, maybe those names ring a bell with you, I'll go with a more mainstream like Tony Robbins. So if you're somebody who, who follows grows, wants to personally develop, and,

Umar Hameed 5:20
Know that.

George Tremis 5:20
That personal development.

Umar Hameed 5:24
You would know that if you're in personal development, those names, they'll know it right away.

George Tremis 5:28
Exactly, exactly. Right. So I figured that there's some commonality there in terms of philosophy and mindset, which is super important, I find that whether it's the brokerage or the team, we have a very definitive mindset. And we're alike in our thinking and how we approach business for the most part. And the other thing too, is, I'm looking for work ethic as well, because nothing works if you don't work it. So we all strive to be top performers on the team. So if somebody is not looking to be a top performer, whether their engagement is part time or full time, then I don't know if it would fit with the vibe and the culture of the team.

Umar Hameed 6:01
That makes perfect sense. So tell me about don't name names. But tell me about one of the people you brought on board, and you're looking at them and going, good, good, good, good, good. This is an area they need to improve, and how you got them to actually improve that area.

George Tremis 6:16
Interesting question. I think the most prevalent area where people can improve is what's typically referred to as cold calling, which I don't like to call cold calling, but rather prospect calling. So no call should be outright cold. Whether it's a referral, whether it's something generated through social media, whether you you sent out communications before actually picking up that phone, I find that entire process, the entire philosophy is where most people have a lot of potential for improvement. And where I find I engage with my team to a great degree, right, just right from the opening of a call or, or, you know, the expression, people always tend to talk themselves out of a sale, they just talk and talk and talk, which is a mistake.

Umar Hameed 6:58
Absolutely is you know when to shut up. One of my teams that I've worked with is the microshift team back in Baltimore, Maryland. And they're very much a culture of hunters. And on Thursday mornings, they have their call session, and people like how many appointments are going to get today, I'll get three, I'll get four, and then they get a number for the day might be 25 appointments for the team or 30. And the boss goes, you know, if we hit 30, today, everybody gets an extra $50. Or we get to go to this thing. So it's very much supporting each other and realizing the work is getting the opportunities and working with customers is the pleasure the desert of the entire thing.

George Tremis 7:35
Yeah, yeah, definitely, we have a similar setup on my team. So we have what I call make it rain Mondays and phone call Fridays.

Umar Hameed 7:42
Nice.

George Tremis 7:43
So we set up every week touching in with an older base, checking in or adding to our database. And then again, following up on the Friday, again, another touch point, whether it's a new lead, because we have lead sheets, for example, and we go into a bullpen style. And we actually rotate around making phone calls where you know, you got to put your pride aside. So I have an expression, don't let pride get in the way of profit. sit down at the table, make the call, take the feedback, get better, let's do this. Let's grow, let's make it happen. So that's why I frame up the week with the team like that, that make it rain Mondays and the phone call Fridays. And then it sets us up well for the weekend. Because the reality is as realtors we work on the weekends.

Umar Hameed 8:21
Absolutely. A friend of mine, he's a top notch recruiter. And what he would do is when he made his prospecting calls, and he'd been in the industry for a long time, and doesn't need to work, but he'd come out in the bullpen to make his calls in front of his entire team, you got to meet him in this fancy office. But as I know, you got to walk your talk. And basically let people know that even when you're super successful, when you stop prospecting, you die, you may not die, you might actually have a really good standard of living. But if you want to continue to grow, you got to work it.

George Tremis 8:50
Absolutely. The way I see it is I have two jobs. So my job is to develop and grow my team and support them to be the best they can be, and show up as their best selves all the time. And then I also have my job of staying relevant and in tune with the industry by still being a practicing realtor, which I think is so important because that expression use it or lose it is 100% true. And so I use it in front of my team, and I display it and we grow and we learn together, right?

Umar Hameed 9:18
So there's two things that I think are three words that are really like, one is the one you use relevant. How do you stay relevant to your audience because way too many companies lose touch this way, we've always done it and they don't stay up. The second one is integrity. And I'll tell you the third one in a second. So how do you know George that you are in integrity? Because you know, things are busy. So how do you stay grounded and stay with the principles that you hold dear.

George Tremis 9:44
So I think there's two aspects to that there's one checking my integrity with my clients and two my internal clients, aka my team members. So I think a great example of each one would be and also staying relevant. Let me Take a step back from it and just talk about the relevance. So the relevance is that you can walk the talk and do what you need your people to do. So for example, our operations and marketing associates, it's her birthday today. So she cut out early yesterday. And she's off today, you know, kudos, her Happy birthday, I hope she enjoys her flowers. But we had to load listing, like, and the thing with real estate is it's so timely and everything is time sensitive. So I stayed at the office late last night really late loading the listing myself. So that's staying relevant, whether it's being able to do the job of the operations marketing associate, or actually being out there in the trenches, showing nine homes in one day, and you know, putting a tank of gas through your car.

Umar Hameed 10:39
Right.

George Tremis 10:40
That thing relevant. Then, in terms of the integrity, you know, one of the things I do with my clients is the listing process we have because we have a marketing process, or even call it a listing process commences probably two weeks out, at least from when we're actually going to go live. And so the listing I uploaded last night, we started two weeks ago, but the paperwork we only did today or yesterday, excuse me. And that's because, you know, I believe in the report, I developed my clients. And my client even said to me, because she asked about the paperwork, and she said, Don't sign something. And I said, Yeah, but we're going to do that just before because we need to evaluate the market at that point in time, etc. Point is she said to me, she goes, You have nothing to worry about. We're never going anywhere. And anybody we know will always work with you and your team. So that's, I must be doing something right? I must,

Umar Hameed 11:26
Yes.

George Tremis 11:27
Integrity, get that kind of to be honored like that, right? And have our brand have that kind of strength, whether it's my name or the team's name. Then with respect to my team members, lead agent on the team, his name's Anthony, we decided to take a golf day on Wednesday. So we went golfing together in the morning, and we chitchat and it was a one on one check in, right. And then I need to see, am I supporting him? am I helping develop and achieve his goals. And then that's how I know I'm in integrity with my team and living up to my promise. And that's so important.

Umar Hameed 11:58
So there is a third aspect of integrity. And that is integrity to yourself. So talk to me about that. Because oftentimes, we sacrifice ourselves for the team and for the clients. And we lose sight of what's important to us. So how do you? How do you know what your integrity is? And how do you stay true to it and look after yourself as well.

George Tremis 12:19
While definitely can be tough to remember your integrity and remember your your core values, if you will, when you're in the moment. So you know, I can recall either point. It was this week, where you're juggling four different clients, you've got two listings, going to purchase offers literally at the same time. And then your team is reaching out to you asking you questions, and you're thinking, Oh my gosh, I don't have time. And then you remember why you're doing it. So I love why. Why is so important to me. And I help learn my Why? By working with my personal and business coach life and business coach, his name's John Marshall.

Umar Hameed 12:55
Nice.

George Tremis 12:55
And I don't know, posed to say the name or not, but.

Umar Hameed 12:58
You are.

George Tremis 12:58
Already did. And one of the,

Umar Hameed 13:01
Hey, John.

George Tremis 13:01
Core values we identified.

Umar Hameed 13:04
I said, Hey, John.

George Tremis 13:07
What are the core values we identified for myself, and it's important for all my team members to identify their core values is community and collaboration. So I have to remember that this is my why this is what I wanted. I wanted to be surrounded by a community of like minded professionals that we grow together and, and achieve success together. And in those moments, that's what pushes me for and energizes me because I do believe as tough as it may be, you stick to your integrity, your core values that will power you through.

Umar Hameed 13:37
Brilliant, so I was talking about three words. So one was staying relevant, which you're doing. Two was integrity, which you're maintaining. And the third one is focus. How do you stay focused? Because in this world of distractions, and so how do you stay focused and be how do you empower your team to stay focused?

George Tremis 13:54
So we have really basic traditional methods that we employ, as well as I guess, you know, modern technology methods, but from a, you know, basic standpoint, we have whiteboard paper on the walls in the office, where we mark down leads clients, we're working with buyers, sellers, etc. And you know, we have fun with it, you know, it's not hokey, like, let's say a Walmart rah rah meeting in the morning. But it is pretty cool because you know, we'll say, put another one on the board, and we just have that energy in that vibe. So that's how we stay focused on what we're doing, which is helping our clients achieve their real estate goals and guide them on their journey. And then you know, so there's that, that accountability, if you will, then we also live by our calendars. I'm a firm believer in blocking everything, your calendar, sometimes you try to block too much and you don't leave enough gap in between. You'll see one area I'm on. But generally you got to block your personal, your spiritual, your social and your professional. And so I try to book all those things in my calendar on a regular basis, if not daily, weekly, for sure.

Umar Hameed 14:55
So George, I would suspect that George from seven years ago was probably yeah, pretty amazing guy, but kind of sucks compared to the doors sitting before me. So there's another plateau for you. What does future George look like? What are his abilities? Or what's he doing that you're aspiring to become?

George Tremis 15:14
Hmm? Well, on the one hand, we don't know, we don't know, it's like, I don't really know how I'm going to continue to grow and develop. But I just know that that's one definite goal. But I think I'd like to just see more of the same, I want to see more people on the team, more people achieving success, more people achieving six figures and actually making a go of it. Because Umar, the reality is, like you talked about earlier, you know, there's no actual, you know, empirically tested study. But from what I gather, most statistics indicate that about 80%. It's that peredo rule 80% fail out in the first 24 months, which I think is really sad after they invest all that time, all the hopes, all the aspirations, and it's because they weren't set up for success, or they went to the wrong place, or there's so many reasons, but it's just not necessarily I'd like to see a lot more people succeed and do right.

Umar Hameed 16:06
You know, so one of my coaching clients, he's in Virginia, and he talks about that three, first three months, they kind of gung ho and they hit the three month mark, and then they started second guessing themselves. A do you agree that happens and be how do you help them get over that hurdle and just keep going a little while longer to get back on track?

George Tremis 16:27
Hmm. So the first three months makes me think about that book, first 90 days, it's a very critical period of time. But I'm going to call it time to deal. So I'll repeat that time to deal. So your time to your first deal is very, very important to one financially motivate and sustain it, and two psychologically to say, Hey, I did it, I got my first one, what's next? So you need to have those winds to keep you going, I think. And unfortunately, if you just joined the business and you're kind of left as like a you know, Dini out in the ocean floating around without being tied to a boat, helping pull you along like a tugboat. You may or may not make it. So you know, align yourself with a good tugboat storm.

Umar Hameed 17:12
Brilliant. So, George, can you share a mind hack? Something you do to make yourself more effective? Or happier? What's something you do that our listeners and viewers could go? I'm going to start doing that. That's genius.

George Tremis 17:31
Let me see if I have a genius level moment. I think there's there's two parts. The first one I'm going to say, which is more specifically answering your question is, I just tell myself, I've got a good life. You know what I mean? I'm not gonna look to, I'll say the name like, let's say, Samak Daddy and say, Oh, my team is so small. You know, it's so far for me to be at the point of assignment, Daddy, let's say, instead of looking, say, my gosh, look at the successes we've achieved. Look at the winds, look what Anthony's done, you know, looking at what pretty is doing all these other team members. And I say, I got a good life. You know, and I chose this. And sometimes I think you just have to turn your perspective inwards. appreciate what you have and say, I got a good, you know, not, it could be worse. I don't like that mindset. Instead, it's like, know, what I have is good. And let me keep making it better. And then the other part is, I like asking why. So if you know, you feel terrible, stop and say why? Why am I doing this? And then maybe you'll remember why? Because it's hard sometimes to remember your why under pressure in the trenches.

Umar Hameed 18:32
Brilliant. So George, last question for you. Is this. What book would you recommend that our viewers and listeners read?

George Tremis 18:40
Hmm, it's a good question. I mean, there's so many good books. I like one that's very different from probably a lot of the books that are mainstream that people would say, it's called Focus, I'd have to double check the author's name, but he's a former navy seal. He talks about focus and how to harness focus. And I think that that's so important. I think many of us are learning that this concept of multitasking, or what I thought I was really good at before is a fallacy. It's not real, the better you focus on something, the more efficient you are, the more you get done, the better the results you achieve. And this book talks about focus under pressure and other things. And I think it's a great book, but for the most part, honestly, I listen to books on Audible. And I listen to a lot of YouTube videos from from people that I said, You know, I mentioned to you like, whether it's watching Grant Cardone or other sales people or TD Jakes, Les Brown, I love these speakers. So I listened to him every morning to help set my mind right.

Umar Hameed 19:42
Brilliant. So George, you are a thoughtful guy. Thank you so much for being on the show today. I really appreciate it. And I'm looking forward to our next conversation.

George Tremis 19:52
Umar, my pleasure and anytime you want to have me back, I'd love to be back on the show.

Umar Hameed 20:01
If you enjoyed this episode, please go to iTunes and leave a five-star rating. And if you're looking for more tools, go to my website at nolimitsselling.com. I've got a free mind training course there that's going to teach you some insights from the world of neuro-linguistic programming and that is the fastest way to get better results.


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