Build the team before the tech

Struggling with an operational issue? Book a free 15-minute strategy call and let’s figure out your next move. 

I have a thesis: Teams don’t lose because of a lack of talent. They lose because the team isn’t aligned.  

This was the key theme for my recent talk with the Shore Financial team. I shared my story rebuilding the family business (where everyone operated independently) into a thriving company with an unbeatable culture. 

Let me explain. 

It’s easy to coast from deal-to-deal when the market is good. The property market has been red hot over the past five years. We had a great run. But when the market starts to change and the external pressures compound, alignment becomes everything. 

I learned this the hard way during my leadership journey (which was the inspiration for my book, Leading Out of Loss). Our team members worked individually, and we had no systems holding us together. They could basically do whatever they wanted and there was no consistency on the client side. 

When I came on as director of the family business, I fought for a new vision for Nitschke. Some of our best performers left, because they liked the old way (their way). 

In order to create change, vulnerability had to come first. I had to boldly declare a new path. 

I learned three key principles: 

1. Clarity beats autonomy. Getting clear on your standards and being aligned in who you are is critical. Once aligned, you’re able to implement change. 
2. Standards fix teams. If you try to do this with tech, it’ll only worsen the issues. 
3. Good tech will buy back presence – only after you have alignment. Tech allows you to be more human both externally with clients and internally as a team. 

Here’s the truth. 

Misalignment comes with autonomy. Teams need standards. Don’t jump to #3 without doing the foundational work of co-creating your standards. 

Vulnerability creates the conditions to have safe conversations on how things should be done. Once aligned, these should be reinforced and lived across the entire team, not from the top down. 

It can’t only be leadership upholding the standards (read this to learn why). 

Good tech shouldn’t create more complications. It should help you buy back more human connection. Create a kick-ass culture, with shared objectives, great support, and systems that set team members up for success. 

For example, we use offshore teams, automations and AI to help nurture leads for our sales agents, so they can focus on doing more in the market.

Because our clients don’t need another chatbot. They need a steady human. This is true for every industry, not just real estate. 

So, before you optimise with new tech, get clear on your vision + values, lead with vulnerability, co-create your standards/workflows as a team, and then introduce tech so you can protect your human touchpoints. 

This is how Nitschke has had its best sales year yet, with me selling 25% less. 

Need a hand mapping all of this out in your organisation? 

Book a free 15-minute strategy call and let’s figure out your next move.