Hello fellow real estate superstars. If you’re reading this, chances are you’re looking for additional ways or perspectives to grow your business.

The practice of inclusion is a great one to consider.

Let’s start by thinking about the differences between what it means to be diverse and what it means to be inclusive. Many people see them as synonymous, but they’re not.

Diversity references a set of people who are different from each other, as they all are. Inclusion, on the other hand, is the celebration of that diversity and the act of bringing these diverse people together. You can have diversity without inclusion but inclusion will always be diverse.

Why bother even talking about this?

Consider this: Today’s typical agent is a 53-year-old college-educated white woman, according to the 2017 National Association of Realtors Member Profile.

As millennials move into their prime homebuying years and parents welcome more multiracial children, real estate industry professionals face exciting new opportunities for not only growing their team, but also their client base.

Below are three reasons why building a team through an inclusive lens can help you grow your business.

Organized chaos = bigger sphere and greater resilience

Wait, Steven, how can chaos be a good thing?

Simple, when you bring an inclusive group of people together, many ideas will emerge to any problem you face.

With a common vision, folks can utilize these variances in opinion to their advantage. The best ideas will float to the top and allow us to incorporate this thinking into our interactions with those we serve.

It’s human nature to gravitate to those who share our preferences. This may be great for your social activities, but it won’t expand your client sphere. When you build your team with people different from you, you will organically begin to expand your reach.

Wave goodbye to recruiting

Can I tell you a secret? I have never actively recruited anyone for my team – the culture I built does this for me. I owe this to my strong desire to see perfection in the differences of those around me.

True diversity and inclusion involves not only accepting and encouraging others, but also doing the same for yourself. That will foster a natural collaboration and a supportive culture that strengthens and grows over time. It’s also attractive, which means your next team member will find you, and not the other way around.

As a good leader, you are the catalyst that brings these varied forces together. People know that when they join my team they can be happy and don’t have to compromise to fit into a preconceived notion of what it is to be a successful agent. People want to be a part of this vision.

Greater happiness and profits

By embracing diversity, you get to relax and focus on your personal satisfaction. If you have not figured it out already, you no longer have to be everything to everyone.

If you get a client that is not the best fit for you, then, chances are, a member of your team may be a better fit. You can leverage your diversity to serve more members of your community, and grow your business and profits in the process.

The key to inclusion is simple.

You want variety, which will increase your ability to deftly handle any challenge that comes up. Discover your team’s greatest gifts and make the most of them.

Building a strong, inclusive team fosters a positive culture, which can increase your profits, expand your sphere, and can foster greater overall happiness in your career.

Steven Norris is an award-winning agent at Century 21 Triangle Group and is co-author of the book, “Winning Real Estate.” Learn more about Century 21 Real Estate by visiting jointherelentless.com.

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