This week’s thought could end with the topic. Real estate businesses are built on leads, listings, and leverage. Once you’ve mastered leads and listings the next step is to master leverage. A lot of people make the mistake of thinking their success with leads and listings will translate over to leverage and nothing could be farther from the truth. The moment you begin to leverage you make the transition from real estate agent to business owner. This is an entirely new skill which takes time and intentional effort to develop. This is often where I see the wheels come off, an agent transitioning from “I do it” to “we do it” makes their initial hire out of convenience, when it doesn’t work out they make their second hire out of pain, when that doesn’t work out they look up and they’ve lost almost a year of production and they are so far behind they don’t even need the administrative person anymore. Which brings us full circle to the title of todays thought when you hire the right person 90% of the work is done. The right hire pushes for solutions, knows what they want or they’re actively searching for it, gives you energy, constantly pushes you, shares their goals which are fulfilled naturally by helping you accomplish yours. This person isn’t always easy to find. It probably isn’t the agent in your brokerage that isn’t doing well but they’re great with details. It probably isn’t your brothers friends, mother in laws, dog sitter. When we look at the three different types of talent this person is likely emerging talent or proven talent. They’re probably already doing a similar role and doing it very well. Who is your doctors office manager? Who runs your dentists office? Who is your main competitions administrative person? Who is underpaid, under appreciated, under estimated at your local title company or lenders office? Most of these people have the skills needed to succeed as your administrative person they simply need to adapt to real estate. Go hire the best and don’t settle for good enough.
When you hire the right person 90% of the work is done
