Sales work is four things: building rapport, presenting, persuading, and negotiating. Everything else, like paperwork and processing, should be delegated. One team scaled by hiring assistants and creating specialist roles for listings, buyers, and admin work, letting everyone do more together than alone.
Building rapport, giving a presentation, getting them to take action and agree to do business with you, and then negotiating a deal when an offer comes in. Like, anything outside of those things, they're not sales activities. And so the work that you did was just to slow down and just take time to sit with your. With your administrators, your administrator or your agent and just build this process out. So I think it's just a good.
Go ahead.
No, I just think it's good to hear you say all this stuff, because if you're listening and you're like, I do that, I do that, I do that, I do that, you're playing the wrong game. Like, you cannot scale when you're in all the positions and you're doing the 80% of the job that's administrative.
Well, and there's. There's no way my listing agent can list and sell the number of houses that he does if he were doing all that on him, on his own. And so back that up even further. Go back, you know, eight or 10 years when it was me doing it all by myself. I couldn't do all of that. I couldn't do the transactions if I didn't hand some of that off either. And, Lars, when I look back and think about how hard it was to make that first hire, that first assistant, you know, and I think all of us kind of struggle with, well, you know, these are my clients. I got to make sure it's done right. I got it. You know, nobody cares like I do, and I'm the best person to do it when we hold on to everything, but you got to let it go. And what you'll find is there are people that are wired to do paperwork, that they just love doing paperwork, and they love making sure all the I's are dotted and T's are crossed, and that's their thing. And for a lot of us, it's making more production happen. So if we go do our thing, specialize in that. And so, so we broke our team out where we. We basically consider ourselves specialist. You know, you're listing specialist, buyer specialist, or you're on the admin team. And, you know, so you specialize in those roles, and you're able to get really good at those specific roles, and that's just what you do. And then as a team, we're all able to go further together than we could all do individually, and it's a win win for all of us.
