A producer trying to scale past 12-18 homes a month needs to stop doing low-value work like email and listings. Hire an admin and buyer agents to run systems, track activity with a pipeline report, and give your team a clear exit vision and 30-day fast-start plan.
So let's get into the to the lead phase where really it's your job to step up as a leader in your organization. Another big fail point for most most agents to team leaders is that they never really develop solid leadership skills. Delegation is a critical shift and you have to think about dollar productive activity. You have to know what your hour is worth. So if you're worth $500 an hour, if you want to work 2,000 hours or make a million dollars a year, you've got to make some decisions on what you can't focus on. Email, telephone calls, definitely working with buyers. But in terms of who you're going to manage, even going on listing appointments at this point is probably something you're thinking about getting out of and that we help our clients do as they're ascending this model. Hiring the right admin that are running systems that you've already developed is key to maintain high client service levels. You're probably still selling some at this point, but the exit is right in sight. So your job is to stay focused, focus on the prize. You must continually communicate your vision and your intent to exit. So my team has seen this diagram. They three years ago they knew exactly what I was doing and what I was building and the fact that I wanted to exit. Ultimately I wanted to lead, exit and become an owner. And so they, so they, they've seen this document before and accountability and tracking systems are critical. So I see a lot of times even with a small team, so someone that gets busy and they hire their first buyer agent, they don't feel comfortable with accountability and tracking. So in B school we have the tools that you need. A position agreement, an individual game plan, a 30 day fast start, a buyer lead management policy, lead management protocols. The tracking systems that you need in terms of, we have a client pipeline report, a weekly activities tracker for buyer agents. You need the accountability and tracking systems in order to be able to scale this thing and grow beyond 12 to 18 homes a month. At this point you have to start seeing yourself as a CEO versus a producer manager, the person that's in the middle of it all and that kind of has their hands in everything. And you need to start to develop real leadership skills. Leadership is not something that you're born with. I mean there are people that just are natural born leaders. But leadership skills are absolutely learned and they can be developed.
