Born from a state of vexation with the status quo.
Having climbed the real-estate-career-ladder, John Leeson found the corporate approach both ferocious and frustrating. He knew he could do better himself, by focussing solely on the property and the people involved. (Not all the up-selling of additional services and add-ons, as expected by his bonus-driven superiors.)
Just after the Euro became official tender across the channel, and English rugby was declared supreme on winning the Six Nations, John founded Belgarum in early 2003. Starting out, as many do in property, under the auspices of mum and dad, firm family values and a face-to-face informality were embedded from the start.
Finding the right solution
The better way was to listen, ask questions, put people at ease enough to open up about what they hope to achieve. Then to go back with a seasoned approach, based on what’s important to them, whether that’s the speed of a move or just curiosity about the price. By understanding what’s driving the person, you can provide a better service for a better fee.
Instead of motivating a team with targets and tyrannical tactics, the better way is to hire people who care about the same things the customer does. Doing what you say you’ll do. Finding the right solution, not a standardised response. Doing the hard work on behalf of and in sync with others, that’s the essence of teamwork.