The second team we’re covering in our team structure series is the Rainmaker Team. Sometimes, this is also referred to as a lead generator team. For many teams, this is a great choice, however, it also comes with its own set of challenges that many team leaders are not ready to face on their own.

Here’s what you need to know:

How is a Rainmaker Team Different?

Unlike a partnership, which we covered last week, a Rainmaker Team typically consists of one main team leader who is in charge. This person is usually the listing agent and is often considered the “rainmaker” or primary lead generator. This individual is an excellent salesperson.

This is where Rainmaker Teams run into their first challenge, how to stay profitable when the best salesperson on the team is also the person who is leading the team?

For a Rainmaker Team to truly work, the team leader must also mentor and nurture team members to generate their own leads. They must also instil the company culture and showcase excellent business practices. Think about the old saying, “if you give a man a fish, he will eat for a day, but if you teach a man to fish, he will eat for a lifetime.”

What to Watch Out For

Successful salespeople do not always make the best business owners. Selling real estate is one thing, but managing and leading a team is a completely different set of skills. The rainmaker must have a business mind and be a truly great leader, not just a successful salesperson.

A rainmaker team seeks company culture. Which means, in addition to acting as a leader, manager, and taking care of their own sales, a rainmaker team leader must act as a mentor and set an example for their team. For many, this role can be a big challenge to overcome.

How to Find Success in a Rainmaker Team

There is a lot of pressure on the rainmaker (team leader), and, in many cases, Rainmaker Teams are harder to make profitable. The leader is wearing multiple hats and must be an exceptional business person in addition to maintaining their sales. And despite all of this, the rainmaker team is still a true business, and must operate as such. All of the factors that impact a business apply here. Everything from the company culture to the customer experience will impact the overall success of the business, which is often overwhelming for someone whose experience is primarily in sales.

In many ways, the rainmaker team is the perfect candidate for business coaching. A business coach will help with things like systems and procedures, leadership, profitability, and more. For this type of team, a sales coach or life coach is not appropriate, since these are the talents the leader probably already possesses. Where they need to focus is the leadership and business side of things in order to ensure profitability and longevity with a rainmaker team.

Learn more about building and operating a great team with our complimentary resource here: