showing assistant who matures into a full-fledged buyer assistant), and much, much later a listings specialist. In Earn a Million, we’ll diagram a suggested organizational growth chart to take you from Earn a Million to Receive a Million. For now, we’ll simply say that people are the most powerful form of leverage. Hire carefully. Seek those who can exceed your standards, and don’t settle for less. And, remembering our Red Light, Green Light discussion, add leverage incrementally! Leverage often represents salary, which will be the biggest costs on your profit and loss sheet. Whenever you add an additional person, you must hold him accountable for bringing corresponding positive growth. Only after each new piece of leverage—be it people, systems, or tools—is magnificent can you add the next. Leverage becomes the “Who, How, and What” of your business when you really want to grow. So when you find you have maximized your personal productivity and have hit a ceiling of achievement, it is time to think about adding appropriate leverage to break through to the next level.
THE EIGHT GOAL CATEGORIES OF THE MILLIONAIRE REAL ESTATE AGENT It’s the fourth quarter, quick, what’s the score, who has the ball, and how much time is left? Don’t you expect everyone on your favorite football or basketball
“You have to track your numbers!” Bill Ryan Millionaire Real Estate Agent Chandler, AZ Sales volume—$54 million
team to know these simple facts? Of course you do. Everyone expects the players on her team to know the key information about the game at any point during the game and after. You’re in business, you’re treating it like a game, and you’re no different. You and everyone on your team need to know your key numbers at all times!
Think a Million
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