Recruiting & Retention Lessons Learned the Hard Way (Part 1) | Team Builders

The Tom Ferry Podcast Experience

Tom Ferry

Education, Self-improvement, Business

4.8 • 1.1K Ratings

🗓️ 18 January 2022

⏱️ 27 minutes

🔗️ Recording | iTunes | RSS

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Summary

“They don’t leave the company. They leave the leader.” Lisa Chinatti shared these honest words of wisdom on today’s episode of Team Builders. And she would know. Both she and Tom Toole have endured the pain of losing a large portion of their sales teams at one point in their careers, but they’ve each learned from that experience and emerged stronger as a result. I’m excited to welcome both Lisa and Tom to Team Builders for an honest conversation about all things recruiting, retention, and finding that delicate balance that keeps people happy and on your team. They had so much valuable insight to share, this is just part 1 of 2. Don’t miss it!

Transcript

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0:00.0	Welcome to the team builder show where the most successful team leaders share how to build
0:04.9	scale, organize, and ultimately maximize your sales team results.
0:13.5	What would you do if you lost 50% of your sales team, maybe even more?
0:18.9	I would argue one or two things.
0:20.9	You'd either say, screw, this is all team thing doesn't work for me, or you would lean
0:24.5	in and become really good at recruiting and retention.
0:29.1	That's what these two have done.
0:30.4	So I'm really pumped to have Lisa Chinati and Tom Toul in the house on our podcast because
0:36.1	guess what?
0:37.1	Spirit of honesty here.
0:38.6	They both lost 50% of their sales team at one time and learned a lot of lessons from
0:43.3	it.
0:44.3	Lisa, let's start with you first so that people that have never met you before, give us
0:46.6	some context.
0:47.6	Who are you?
0:48.6	How long have you been in the business?
0:49.6	Where's your company and then even break down the size of the business?
0:52.7	Sure.
0:53.7	Lisa Chinati, we're from Massachusetts and Southern New Hampshire just outside of Boston.
0:59.4	Three offices now, so one in Boston, one in the burbs and then went up in New Hampshire.
1:05.8	Been in the business really full-time since 2016, kind of part-time 2010 to 2015.
1:12.2	This year we'll sell 980, 985 homes.
	...

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