SHIFT Tactic 3: Effective People Leverage Breakthrough to Mastery SHIFT Tactic 3: Effective People Leverage Working with the Right People in the Right Ways Version: 3 Revision Date: August 2008 Note: For maximum impact all attendees should have their own copy of SHIFT Tactic 3: Effective People Leverage. © 2008 Keller Williams Realty Inc.

SHIFT Tactic 3: Effective People Leverage Main Ideas Perspective on effective people leverage. Got leverage? Acquiring the talent you need. Take stock of what you’ve got. Focus on doing the right things. The Bottom Line My Action Plan © 2008 Keller Williams Realty Inc.

Perspective on Effective People Leverage SHIFT Tactic 3: Effective People Leverage Perspective on Effective People Leverage The Power of Leverage Leverage People (Who will do it?) Systems (How will they do it?) Tools (What will they use to do it?) Define leverage and discuss its importance. 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. © 2008 Keller Williams Realty Inc.

Perspective on Effective People Leverage (continued) SHIFT Tactic 3: Effective People Leverage Perspective on Effective People Leverage (continued) The Power of Leverage Question How 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 Jenks Keller Williams Realty International In answer to the question, “How do you know when it is time to add people leverage,” Dave Jenks offers excellent advice on how to work smarter, not harder. On the following slide, allow participants to assess their situation. © 2008 Keller Williams Realty Inc.

Perspective on Effective People Leverage (continued) SHIFT Tactic 3: Effective People Leverage Perspective on Effective People Leverage (continued) The Power of Leverage Jot down the answers to these questions in your guide. Which of your activities are the most “dollar productive?” Which activities in your life (from the above list or others) bring you joy? Remind your participants that they are in the real estate sales business. So, they should have answered that the activities that make the most money are lead generation, lead conversion, listing houses, and selling houses. They may also add that their time is well spent on training and practice to help them build those skills. © 2008 Keller Williams Realty Inc.

Perspective on Effective People Leverage (continued) SHIFT Tactic 3: 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. Maybe someday: “They do it.” Yesterday Today “I did it.” “We do it.” Discuss the differences between yesterday, today, and someday. Point out the advantages of changing from a do-it-all-yourself enterprise to a leveraged one. © 2008 Keller Williams Realty Inc.

Perspective on Effective People Leverage (continued) SHIFT Tactic 3: Effective People Leverage Perspective on Effective People Leverage (continued) You Have Some Decisions to Make Go over the different elements of the decision tree. © 2008 Keller Williams Realty Inc.

Perspective on Effective People Leverage (continued) SHIFT Tactic 3: 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. Discuss the team concept. © 2008 Keller Williams Realty Inc.

Perspective on Effective People Leverage (continued) SHIFT Tactic 3: Effective People Leverage Perspective on Effective People Leverage (continued) You Have Some Decisions to Make 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.… Direct participants to write down everyone who has a role in their business. Encourage brainstorming and outside-of-the-box thinking. This exercise should be an “aha” moment as they realize how many people are involved in making their business work. © 2008 Keller Williams Realty Inc.

got leverage? Acquiring the People You Need SHIFT Tactic 3: 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. Go through the list on page 16 of the guide. Ask participants to share their stories if they are using any of these resources. Ask them to add any other services they can think of. Share your own experiences. © 2008 Keller Williams Realty Inc.

got leverage? Acquiring the People You Need (continued) SHIFT Tactic 3: 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 Go through the lists on pages 18 and 19. Ask participants to share their stories if they are using any of these resources. Ask them to add any other tasks they can think of. © 2008 Keller Williams Realty Inc.

got leverage? Acquiring the People You Need (continued) SHIFT Tactic 3: Effective People Leverage got leverage? Acquiring the People You Need (continued) Subcontract Your Way Up Question Where do you find professionals who are looking for part-time, per-transaction, or short-term work assignments? Go through the list on page 20. Ask participants to share their stories if they are using any of these resources. Ask them to add other sources they know of. © 2008 Keller Williams Realty Inc.

got leverage? Acquiring the People You Need (continued) SHIFT Tactic 3: 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. Ask participants to share their stories if they are using Virtual Assistants. Share your own stories. Page 21 © 2008 Keller Williams Realty Inc.

got leverage? Acquiring the People You Need (continued) SHIFT Tactic 3: Effective People Leverage got leverage? Acquiring the People You Need (continued) Communicate Your Expectations and Standards Are you ready, willing, and able? Are you ready to subcontract professionals to help you with specific needs? Why or why not? Is your business (sales volume, budget, etc.) able to support this decision at this time? Why or why not? Which tasks will you look to contract out? Who do you know who can help you address these needs (candidate names or people who can refer you talent)? Encourage brainstorming and outside-of-the-box thinking for this exercise and discussion. © 2008 Keller Williams Realty Inc.

got leverage? Acquiring the People You Need (continued) SHIFT Tactic 3: 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.” Discuss how Rick Hale and Rick Brenkus are hiring, and why. Gary Keller © 2008 Keller Williams Realty Inc.

got leverage? Acquiring the People You Need (continued) SHIFT Tactic 3: Effective People Leverage got leverage? Acquiring the People You Need (continued) Hire the Best Follow the Recruit-Select process. Manager Candidate Go over the chart. © 2008 Keller Williams Realty Inc.

got leverage? Acquiring the People You Need (continued) SHIFT Tactic 3: 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 As you interview candidates for a coveted position on your team, you must learn to distinguish between talent and non-talent. Hold a discussion based on the list of comparisons on page 29. Ask participants to think of additional comparisons. © 2008 Keller Williams Realty Inc.

got leverage? Acquiring the People You Need (continued) SHIFT Tactic 3: 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. To learn more about the recommended organizational model for a Mega Agent, read The Millionaire Real Estate Agent. To learn how and when to integrate technology support staff into this model, attend the Keller Williams University course Internet Lead Generation. © 2008 Keller Williams Realty Inc.

Take Stock of What You’ve Got SHIFT Tactic 3: 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: Strong work ethic Resilient attitude Trainable and into mastery Willingness to follow your systems Discuss these points from the manual: Do you have the right people on your team? The right people are the right people. The wrong people are the wrong people. © 2008 Keller Williams Realty Inc.

Take Stock of What You’ve Got (continued) SHIFT Tactic 3: Effective People Leverage Take Stock of What You’ve Got (continued) Do You Have the Right People? 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 What do you want? What do you have now? Who would you replace if you had a better resource? This exercise is taken from page 40 of the guide. The exercise on page 41 is too long to accomplish in this class. Direct participants to complete it on their own. © 2008 Keller Williams Realty Inc.

Take Stock of What You’ve Got (continued) SHIFT Tactic 3: 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. Go through the list of signs and symptoms on page 42. Ask participants to share their stories if they have experienced this personally or seen it in others. Ask them to add other symptoms. © 2008 Keller Williams Realty Inc.

Take Stock of What You’ve Got (continued) SHIFT Tactic 3: Effective People Leverage Take Stock of What You’ve Got (continued) Do You Need to Top Grade or Dehire? Truth People often hire employees too quickly and hold on to them way too long when things aren’t working out. Discuss this issue, but because the exercise on page 43 is too long to accomplish during this class, instruct participants to complete it on their own. © 2008 Keller Williams Realty Inc.

Focus on Doing the Right Things SHIFT Tactic 3: 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. Ask participants to read the stories on pages 48-50 out loud or silently. Ask for “aha’s.” © 2008 Keller Williams Realty Inc.

Focus on Doing the Right Things (continued) SHIFT Tactic 3: Effective People Leverage Focus on Doing the Right Things (continued) Are YOU Doing the Right Things? Get Back in the Game! New Strategy Quit passing out leads. Start passing out appointments. Discuss the reasons why Mega Agents need to get back into lead conversion. © 2008 Keller Williams Realty Inc.

Focus on Doing the Right Things (continued) SHIFT Tactic 3: 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. Discuss the importance of accountability, what it looks like, and how it can be implemented. Go over the Seven Steps to Talent Shift from page 56. Ask participants to comment if they have had any experience with these principles. © 2008 Keller Williams Realty Inc.

Focus on Doing the Right Things (continued) SHIFT Tactic 3: 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. Point out why people will be more effective if they have the correct systems and tools. © 2008 Keller Williams Realty Inc.

Focus on Doing the Right Things (continued) SHIFT Tactic 3: 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. Go over the list of ways technology can assist agents with their business. Ask participants to comment if they are already using technology in any of these ways, and if they can add any others. © 2008 Keller Williams Realty Inc.

SHIFT Tactic 3: 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. Elicit response from participants. Ask them what key actions they intend to focus on. If applicable, share your own key actions. © 2008 Keller Williams Realty Inc.

Productivity Boosters SHIFT Tactic 3: Effective People Leverage Productivity Boosters Stay in Touch with Allied Resources Go Virtual Keep Team Members Up-To-Date The ProManage/TOP PRODUCER contact management system has many tools to boost your productivity. For more information visit the ProManage site on the KWU Intranet: Click on the eAgentC tab, and then click on ProManage/TOP PRODUCER. © 2008 Keller Williams Realty Inc.

SHIFT Tactic 3: Effective People Leverage My Action Plan 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! Direct participants to fill out their Action Plans on pages 63-67 of the guide. Ask them to share their commitments with the class. © 2008 Keller Williams Realty Inc.

Take the other courses in the SHIFT Tactics series! SHIFT Tactic 3: Effective People Leverage Take the other courses in the SHIFT Tactics 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 © 2008 Keller Williams Realty Inc.

SHIFT Tactic 3: Effective People Leverage Thanks for being here! Please complete an evaluation for this session. © 2008 Keller Williams Realty Inc.