revised edition an agent’s guide to effective people leverage working with the right people in the...
TRANSCRIPT
REVISED EDITION
An Agent’s Guide toEffective People Leverage
Working with the Right People in the Right Ways
Breakthrough to Mastery
2An Agent’s Guide to Effective People Leverage
Main Ideas
1. Perspective on effective people leverage.
2. Got leverage? Acquiring the talent you need.
3. Take stock of what you’ve got.
4. Focus on doing the right things.
5. The Bottom Line
6. My Action Plan
Page 5
3An Agent’s Guide to Effective People Leverage
Perspective on Effective People LeverageThe Power of Leverage
LeveragePeople (Who will do it?)
Systems (How will they do it?)
Tools (What will they use to do it?)
High achievers know that all three forms of leverage— People, Systems, and Tools—must be used in concert, but that the People are the most powerful form of leverage.
Pages 7-8
4An Agent’s Guide to Effective People Leverage
Perspective on Effective People Leverage (continued)The Power of Leverage
QuestionHow do you know when it is time to add people leverage?
“Look at how you spend your time. Which activities make you money? Which activities bring you joy? If you are spending time on activities that bring you neither, then you need to think about subcontracting!”
Dave JenksKeller Williams Realty International
Pages 8-9
5An Agent’s Guide to Effective People Leverage
Perspective on Effective People Leverage (continued)
The Power of Leverage
Pages 9-10
1. Which of your activities are the most “dollar productive?”
2. Which activities in your life (from the above list or others) bring you joy?
Jot down the answers to these questions in your guide.
6An Agent’s Guide to Effective People Leverage
Perspective on Effective People Leverage (continued)
Change the Way You Do Your Business» Begin to change the way you view your
business from a do-it-all-yourself enterprise to one which is leveraged with help from others.
Yesterday Today
“I did it.” “We do it.”
Maybe someday:“They do
it.”
Page 11
7An Agent’s Guide to Effective People Leverage
Perspective on Effective People Leverage (continued)You Have Some Decisions to Make
Lead and motivate.Retain your talent.
Do you have the right people?
Are they doing the right things?
Do you have people to help you?
Get leveraged!• Use Allied Resources.• Subcontract help.• Add staff.
Do you have enough people?
Top grade/dehire.Train and hold accountable.
Do they need training or coaching?
Reexamine roles/tasks.
Praise and reward.
Yes No
No
No
No
No
Yes
Yes
Yes
Yes
Are they doing the right things well?
No
Yes
The People-Leverage Decision Tree
Lead and motivate.Retain your talent.
Do you have the right people?
Are they doing the right things?
Do you have people to help you?
Get leveraged!• Use Allied Resources.• Subcontract help.• Add staff.
Do you have enough people?
Top grade/dehire.Train and hold accountable.
Do they need training or coaching?
Reexamine roles/tasks.
Praise and reward.
Yes No
No
No
No
No
Yes
Yes
Yes
Yes
Are they doing the right things well?
No
Yes
The People-Leverage Decision Tree
Page 12
8An Agent’s Guide to Effective People Leverage
Perspective on Effective People Leverage (continued)
You Have Some Decisions to Make
The Team Concept
Start thinking about your “team”—not just as the people you employ, but as the large circle of people in your life who can help you achieve your goals.
Page 13
9An Agent’s Guide to Effective People Leverage
Perspective on Effective People Leverage (continued)
You Have Some Decisions to Make
Page 14
Who’s on your team?
Make a list of the people on your “team.” Don’t forget spouses/partners, family, friends, fellow agents, vendors, employees, business leaders, service providers.…
10An Agent’s Guide to Effective People Leverage
got leverage? Acquiring the People You Need
Leverage Your Allied Resources» Every day, you come in contact with people you
should consider your Allied Resources—people who can help you build, sustain, and improve your business.
Pages 15-17
11An Agent’s Guide to Effective People Leverage
got leverage? Acquiring the People You Need (continued)
Subcontract Your Way Up» Free partnerships with Allied Resources
represent a great, creative way to get more done—without adding any personnel overhead to your operations.
• Business tasks• Personal tasks
Pages 18-19
12An Agent’s Guide to Effective People Leverage
got leverage? Acquiring the People You Need (continued)
Subcontract Your Way Up
Page 20
Question Where do you find professionals who are looking for part-time, per-transaction, or short-
term work assignments?
13An Agent’s Guide to Effective People Leverage
got leverage? Acquiring the People You Need (continued)
Subcontract Your Way Up
Virtual Assistants: A great way for you to leverage experienced, top talent
without having to support someone on full-time payroll with benefits.
Page 21
14An Agent’s Guide to Effective People Leverage
got leverage? Acquiring the People You Need (continued)Communicate Your Expectations and Standards
Pages 22-23
Are you ready, willing, and able?
1. Are you ready to subcontract professionals to help you with specific needs? Why or why not?
2. Is your business (sales volume, budget, etc.) able to support this decision at this time? Why or why not?
3. Which tasks will you look to contract out?
4. Who do you know who can help you address these needs (candidate names or people who can refer you talent)?
15An Agent’s Guide to Effective People Leverage
got leverage? Acquiring the People You Need (continued)
Hire the Best» The next step is to hire permanent staff.
• Because employing others represents a greater commitment, remember to follow a few rules.
“First leads, then income, then help. We call this ‘leading with revenue,’ and it’s smart business.”
Gary Keller
Pages 24-25
16An Agent’s Guide to Effective People Leverage
got leverage? Acquiring the People You Need (continued)
Hire the Best» Follow the Recruit-Select process.
Manager Candidate
Pages 26-28
17An Agent’s Guide to Effective People Leverage
got leverage? Acquiring the People You Need (continued)Hire the Best
» Your Goal: Build a Team of Talent
Make sure the people you hire are all the S-A-M-E!
S Smart, quick, intelligent. “It’s as much about EQ (emotional intelligence) as it is about IQ,”
says Dave Jenks.
A Attractive to clients and others
M Motivated
E Ethical
Page 29
18An Agent’s Guide to Effective People Leverage
got leverage? Acquiring the People You Need (continued)
The Hiring Path of a Millionaire Real Estate Agent» “The Path to a 7th Level Business.”
• Build your team by adding administrative help first, then sales, then more admin if needed.
• Identify leaders for your buyer side and your listing side.
• Eventually, identify a CEO to run it for you—allowing you to step out at the 7th Level and earn residual income by owning an asset-based business.
Pages 30-36
19An Agent’s Guide to Effective People Leverage
Take Stock of What You’ve Got
Do You Have the Right People?» Look for these essential attributes in employees,
subcontractors, and Allied Resources:1. Strong work ethic
2. Resilient attitude
3. Trainable and into mastery
4. Willingness to follow your systems
Pages 37-39
20An Agent’s Guide to Effective People Leverage
Take Stock of What You’ve Got (continued)
Do You Have the Right People?
Page 40
From Here to There
Think about the people on your team, the people leverage in your life, and the goals you have for your business
1. What do you want?
2. What do you have now?
3. Who would you replace if you had a better resource?
21An Agent’s Guide to Effective People Leverage
Take Stock of What You’ve Got (continued)
Are Your People a Behavioral Fit? Each job role has its own “behavioral requirements.”
• When the behavioral traits of a person match the behavioral requirements of the job, they’ll experience “job behavioral comfort.”
• When a person’s behavioral traits are not matched to the job, “job behavioral discomfort” is more likely to result—and this can lead to bad business for all involved.
Page 42
22An Agent’s Guide to Effective People Leverage
Take Stock of What You’ve Got (continued)
Do You Need to Top Grade or Dehire?
TruthPeople often hire employees too quickly and hold on to
them way too long when things aren’t working out.
Pages 43-44
23An Agent’s Guide to Effective People Leverage
Focus on Doing the Right Things
Are Your People Doing the Right Things? Make sure your people leverage is really adding
leverage to your business! That is, make sure your people are helping you to » Magnify your potential outcome.» Multiply a force [action] to gain advantage.» Take your business to the next level.
Page 45
24An Agent’s Guide to Effective People Leverage
Focus on Doing the Right Things (continued)
Are YOU Doing the Right Things?
Get Back in the Game!
New StrategyQuit passing out leads. Start passing out appointments.
Pages 51-52
25An Agent’s Guide to Effective People Leverage
Focus on Doing the Right Things (continued)
Train and Coach Your People to Do the Right Things Well» This is the time to be a great leader coach
vs. a leader boss.» Empower your people.
Pages 53-56
26An Agent’s Guide to Effective People Leverage
Focus on Doing the Right Things (continued)
A Word About Systems and Tools
» Systems = how you get the job done.» Tools = what you use to get the job done.
Page 57
27An Agent’s Guide to Effective People Leverage
Focus on Doing the Right Things (continued)
Technology The ultimate goal in adding technology to your
business is to set a higher standard of production for yourself and your staff.
Pages 58-60
28An Agent’s Guide to Effective People Leverage
The Bottom Line
The 80/20 Principle Predictably, 80 percent of our results will come
from 20 percent of our actions.
The Principle of Greatest Leverage
When your goal is mastery and success, you can leverage your time to yield the highest productivity if you spend your time strategically focused on only a few key actions.
Page 61
29An Agent’s Guide to Effective People Leverage
Productivity Boosters
Stay in Touch with Allied Resources Go Virtual Keep Team Members Up-To-Date
Page 62
30An Agent’s Guide to Effective People Leverage
My Action Plan
Pages 63-67
Don’t put away this guide without developing a plan to put what you have learned into action!
Refer to the Action Plan on pages 63-67 of the guide to assess your strengths and areas for improvement.
Write down steps you will take to improve your skills—complete it, share it, and commit to it!
31An Agent’s Guide to Effective People Leverage
Take the other courses in the Breakthrough to Mastery Guide series!
Gaining Mind over Market Upshifting Your Lead Generation Seller Pricing Strategies Seller Staging Strategies Lead Capture and Conversion Internet Lead Capture and
Conversion Creating Urgency to Buy Bulletproofing Transactions Expense Management Short Sales, Foreclosures, and REOs Financing Solutions
32An Agent’s Guide to Effective People Leverage
Thanks for being here!
Please complete an evaluation for this session.