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Making the Shift from Overworked Top Producer to Successful Team Leader w/Tom Tousignant

Lars Hedenborg    November 5, 2019



Many of us dream of stepping out of production and gaining more freedom. What’s the mindset difference between a top producer and a team leader? What skills are necessary for a team leader to have? What makes a team financially stable during times when the market dips?

In this episode, Tom Tousignant shares how he went from being an overworked top producer to a successful team leader.

Have the courage to say “no” when the financial aspect looks good, but the values don’t match. -Tom Tousignant


Three Things We Learned From Tom Tousignant


More lead sources provides more stability during shifting markets

You shouldn’t just be an expert in one lead source generation. Market changes require adaptation. If you only know how to generate leads from one source, when that well dries up, your income dips.


A painless experience is what makes you memorable to the client

When you’re doing everything that needs to be done to make the customer happy, there’s no need to spend extra money on gifts or other activities that don’t have much impact on the bottom line. What your customers remember you for is how well you did your job.


How to keep turnover rates low

People leave teams because of values and culture mismatches. These things can be easily spotted during the interview phase, but they sometimes get overlooked if you focus only on how much potential profit that hire may bring to your team.


Opening Quote-5   

When it comes to getting more clients, we all know we have to meet more people and engage in more meaningful conversations. Even online leads have to go through the same process. There’s no app or software that will do away with our need to build trust with our leads. The mistake many business owners make is believing that there’s a silver bullet and chasing new tactics instead of doing what works.


When growing a team there will be aches and pains, but why sacrifice your time longer than needed and in the wrong areas? REBS is here to help you grow, and grow your team, so you can get the true balance in your life back. Do you want help?



About Tom Tousignant: Tom is the regional SVP for Fairway Independent Mortgage Corp. His team helped over 1,750 people with their home financing in 2017, and they have 9 locations in the Charlotte, North Carolina Area.

If you’re looking for a team or you want to refinance your home, contact Tom at 704-560-1039.

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