Effective People Leverage Instructor Powerpoint

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 Ideas1. 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 Line6. My Action Plan

Page 5


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


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


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.


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


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?

NoYes

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?

NoYes

The People-Leverage Decision Tree

Page 12



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



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.…


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


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



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?



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


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)?



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



Hire the Best» Follow the Recruit-Select process.

Manager Candidate

Pages 26-28


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 othersM MotivatedE Ethical

Page 29



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


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 ethic2. Resilient attitude3. Trainable and into mastery4. Willingness to follow your systems

Pages 37-39


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?


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


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


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


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



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



A Word About Systems and Tools» Systems = how you get the job done.» Tools = what you use to get the job done.

Page 57



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


The Bottom LineThe 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


Productivity Boosters Stay in Touch with Allied Resources Go Virtual Keep Team Members Up-To-Date

Page 62


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!


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


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Effective People Leverage Instructor Powerpoint