1. REVISED EDITION An Agent’s Guide to Effective People Leverage Working with the Right People in the Right Ways Breakthrough to Mastery

2. 2 An 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

3. 3 An Agent’s Guide to 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?) 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

4. 4 An Agent’s Guide to 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 Pages 8-9

5. 5 An 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.

6. 6 An 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. YesterdayToday “I did it.” “We do it.” Maybe someday: “They do it.” Page 11

7. 7 An Agent’s Guide to Effective People Leverage Perspective on Effective People Leverage (continued) You Have Some Decisions to Make Page 12

8. 8 An 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

9. 9 An 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.…

10. 10 An 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

11. 11 An 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

12. 12 An 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?

13. 13 An 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

14. 14 An 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)?

15. 15 An 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

16. 16 An 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

17. 17 An 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

18. 18 An 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

19. 19 An 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

20. 20 An 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?

21. 21 An 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

22. 22 An Agent’s Guide to 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. Pages 43-44

23. 23 An 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

24. 24 An 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 Strategy Quit passing out leads. Start passing out appointments. Pages 51-52

25. 25 An 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

26. 26 An 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

27. 27 An 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

28. 28 An 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

29. 29 An 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

30. 30 An 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!

31. 31 An 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

32. 32 An Agent’s Guide to Effective People Leverage Thanks for being here! Please complete an evaluation for this session.