Leverage Your Business 
through Systems, 
Tools, and People 
Linda McKissack
Brought to you by
FREE Live Webinars every month 
with the nation's TOP AGENTS! 
Barbara 
Corcora 
n 
PLUS… 
Allan 
Dom 
b 
Gary 
Kelle 
r 
...
September 17 
Build a Better Team 
Overcoming the 5 Inevitable Dysfunctions 
Bob Corcoran 
Sign up 
SecretsWebinars.com
Webinar Special 
Homes.com Social Premier Bundle $199.95 
CALL: 888 510-8795
Introducing 
Homes.com Social 
with 
Joe Sesso 
8 Minute Presentation 
following Linda.
Brought to you by
Deb Helleren 
& 
Mel McMurrin
Meet Linda 
Sells over 60 million in volume yearly 
Closes 375 + Units yearly 
Owns: 
* 2 Real Estate Brokerage Franchises...
Leverage Your Business Through 
Systems, Tools and People 
with Linda McKissack 
Hi, I’m Linda McKissack 
I help successfu...
Sales and Marketing Administration and Processing 
You 
The Owner 
The Path of People Leverage 
1. YOU YOU 
YOU 1st 
2. as...
You 
Sales and Marketing The Owner 
Administration and Processing 
The Path of People Leverage 
+ 
+ + 
Marketing 
Directo...
The Dilemma of “D” 
There is a natural inverse relationship between the “D” of the leader and the “D” of the 
business. Th...
The 3 Truths About The Path Of Leverage 
The leverage process is the continuous balancing of business 
1 development lever...
The Mega Agent Must Act Like A Successful 
Business Person 
Recruit 
Train 
Hold 
Accountability 
To Standards 
& Goals 
1...
The Mega Agent Must Act Like A Successful 
Business Person cont. 
Consult 
Reinvent 
4. 
5. 
Self-Management 
Competitiven...
The 8 Recruiting Steps Business People Follow 
1. The 4 Recruiting Philosophies 
2. The 8 Recruiting Tools 
3. The 8 Recru...
The 8 Recruiting Steps Business People Follow 
4. The 5 Recruiting Calls 
5. The 3 Step Recruiting Meeting 
Cold or Warm C...
The 8 Recruiting Steps Business People Follow 
6. Make Talent Decision: Is there a fit? 
Cont. 
NO Yes 
End 
Process 
Good...
Talent vs. No Talent 
Talent pushes to get their answers met. No talent will have 
to be pushed to get them to want answer...
Talent vs. No Talent cont. 
Talent just plain pushes you continuously. No talent 
requires you to push them. 
Talent is co...
1 minute break!
Webinar Special 
Homes.com Social Premier Bundle $199.95 
CALL: 888 510-8795
Introducing 
Homes.com Social 
with 
Joe Sesso 
8 Minute Presentation 
following Linda
September 17th 
Build a Better Team 
Overcoming the 5 Inevitable Dysfunctions 
Bob Corcoran 
Sign up 
SecretsWebinars.com
Back to Linda
M.A.P.S. People 
Manager/Team 
Leader 
This material is from the Mega Agent Production System workbook.
Job Task Description Systems 
Goal Setting, Planning, & Leadership 
Recruit and Select Ten Step R/S Process 
Train Ten Ste...
Job Task Description Systems 
Marketing, Advertising, and Promotion 
Handle Consumer Complaints Complaint Resolution Check...
Job Task Description Systems 
Seller Prospecting and Servicing 
Prospecting for Listings- General Contact 
Database Script...
Job Task Description Systems 
Administration and Accounting 
Schedule Events and Meetings Accounting Software Systems 
Buy...
M.A.P.S. People 
Administrative 
Assistant
Job Task Description System 
Goal Setting, Planning, and Leadership 
Implement Systems 
Review Annual/Monthly/Weekly Goals...
Job Task Description System 
Administration and Accounting 
Set Up and Maintain all Files Filing Systems 
Maintain Listing...
Job Task Description System 
Seller Prospecting and Servicing 
Research the Market & Prepare a CMA MLS Research Procedure ...
Job Task Description System 
Transaction and Closing Coordination 
Set Up Contract to Closing File Contract/Closing Proces...
M.A.P.S. People 
Transaction 
Coordinator
Job Task Description Systems 
Goal Setting, Planning, and Leadership 
Review Annual/Monthly/Weekly Goals (4-1-1) 4-1-1 Wor...
Job Task Description Systems 
Transaction and Closing Coordination 
Set up Contract to Closing Contract/Closing 
Process 
...
Job Task Description Systems 
Administration and Accounting 
Maintain Listing Property Files 
Listing Files 
Maintain Cont...
M.A.P.S. People 
Transaction Coordinator 
Personal Criteria Profile 
Behavioral Profile: 
Task-oriented, organized, gives ...
Leverage Your Business Through 
Systems, Tools and People 
with Linda McKissack 
Hi, I’m Linda McKissack 
I help successfu...
Linda McKissack Recommended Books. 
1. THE MILLIONAIRE REAL ESTATE AGENT by Gary Keller 
2. THE PLATINUM RULE by Tony Ales...
Question & Answer 
Chat us via “Question” section 
of the GoToWebinar control panel 
on the right.
Joe Sesso 
Homes.com
Where to 
Start?
Maintain Brand 
Consistency 
Save Time
Webinar Special 
Homes.com Social Premier Bundle $199.95 
CALL: 888 510-8795
Premier bundle - $199.95 (regular $299.95) 
888-510-8795
Joe Sesso 
Homes.com National Speaker 
(561) 981-5966 
Joe@Homes.com 
facebook.com/joe.sesso 
@joesesso
September the 17th 
Build a Better Team 
Overcoming the 5 Inevitable Dysfunctions 
Bob Corcoran 
Sign up 
SecretsWebinars....
Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com
Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com
Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com
Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com
Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com
Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com
Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com
Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com
Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com
Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com
Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com
Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com
Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com
Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com
Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com
Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com
Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com
Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com
Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com
Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com
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Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com

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Linda McKissick shares in a Homes.com #SecretsWebinars presentation how real estate agents and multifamily professionals can leverage their business through the power of systems, tools, and people to be able to find freedom and margin for what matters most. In this presentation, you will learn the following:

- the leverage concept
- the nine types of leverage
- why systems, tools and people are the three key leverages
- the two leverage strategies
- the two types of people-leverage you will need
- the three truths about people-leverage
- eight recruiting steps that great business people follow

To watch the full recording, copy and paste the link below:
http://secretsoftopsellingagents.com/detail-20140820-mckissack.php

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Transcript of "Leverage Your Multifamily Real Estate Business through Systems, Tools, and People Linda McKissack - Homes.com"

  1. 1. Leverage Your Business through Systems, Tools, and People Linda McKissack
  2. 2. Brought to you by
  3. 3. FREE Live Webinars every month with the nation's TOP AGENTS! Barbara Corcora n PLUS… Allan Dom b Gary Kelle r ❖ 75+ Recorded Webinars on demand ❖ Downloadable Podcasts ❖ Secrets Blog with webinar extras, fun videos and more! Larry Kendall Michael J. Maher Dave Liniger
  4. 4. September 17 Build a Better Team Overcoming the 5 Inevitable Dysfunctions Bob Corcoran Sign up SecretsWebinars.com
  5. 5. Webinar Special Homes.com Social Premier Bundle $199.95 CALL: 888 510-8795
  6. 6. Introducing Homes.com Social with Joe Sesso 8 Minute Presentation following Linda.
  7. 7. Brought to you by
  8. 8. Deb Helleren & Mel McMurrin
  9. 9. Meet Linda Sells over 60 million in volume yearly Closes 375 + Units yearly Owns: * 2 Real Estate Brokerage Franchises * Regional Ownership for Keller Williams * Speaker and Consulting business * Numerous properties.
  10. 10. Leverage Your Business Through Systems, Tools and People with Linda McKissack Hi, I’m Linda McKissack I help successful but over-worked real estate entrepreneurs understand the power of leverage and passive income so they can find freedom and margin for what matters most. Join our rapidly growing freedom list and get the ebook free: 10+ Listings a Month Forever! at lindamckissack.com
  11. 11. Sales and Marketing Administration and Processing You The Owner The Path of People Leverage 1. YOU YOU YOU 1st 2. assistant YOU + ADM/ Transaction Coordinator 3. Accounting YOU + Buyer Agent + ADM/ Accounting Transaction 4. Coordinator YOU + Buyer Agent Listing Specialist + + + Listing Specialist ADM/ Accounting Transaction 5. + + Coordinator This material is from the Keller Williams Mega Achievement Productivity Strategies workbook.
  12. 12. You Sales and Marketing The Owner Administration and Processing The Path of People Leverage + + + Marketing Director Listing Coordinator + + + Transaction Coordinator ADM/ Accountin g + Buyer Agent Listing + Specialist Manager You Own Other Businesses 7. You (Manager) Marketing Director Listing Coordinato r Transaction Coordinator ADM/ Accounting + 6. Buyer Agent Listing + Specialist • All successful businesses have 2 “D’s” (Drive and Dependence). • Most businesses rely on the “D” from the leader. • Successful businesses get “D” from the leader (standards, accountability, and influence) and also build it into the business (systems and tools). Catch 22 This material is from the Keller Williams Mega Achievement Productivity Strategies workbook.
  13. 13. The Dilemma of “D” There is a natural inverse relationship between the “D” of the leader and the “D” of the business. The higher the “D” in the leader, the less the perceived need for the “D” from the business itself. If the business has its own structure of “D” (powerful Systems and Tools) there is less of a perceived need for powerful “D” from it’s leader. Curiously, successful businesses have both. The “D’s” of a great business are the Systems and Tools of dependency, and the “D” of a great leader is the influence of drive. The dilemma is that the Mega Agent has a lot of drive and may not find it easy or comfortable to add structural dependency to their business. Unless you build a certain amount of dependency (value through Systems and Tools) into your business, while maintaining the “D” of leadership, you’ll never effectively get to the 7th level. Busines s “D” Leader “D” This material is from the Keller Williams Mega Achievement Productivity Strategies workbook. Leader “D” Busines s “D” Busines s “D” Leader “D” Is this it? Or Is this it? Or Is this it?
  14. 14. The 3 Truths About The Path Of Leverage The leverage process is the continuous balancing of business 1 development leverage and service leverage. You are constantly adding business development leverage. When there is more business than can be effectively handled, you then add service support leverage. And the process goes on and on and on… 2 The leverage process only works really well when the people are talented and the systems 3 and tools are effective. Business Development Servicing BD This material is from the Keller Williams Mega Achievement Productivity Strategies workbook. S tools
  15. 15. The Mega Agent Must Act Like A Successful Business Person Recruit Train Hold Accountability To Standards & Goals 1. 2. 3. Talent Actions Results This material is from the Keller Williams Mega Achievement Productivity Strategies workbook. lindamckissack.com
  16. 16. The Mega Agent Must Act Like A Successful Business Person cont. Consult Reinvent 4. 5. Self-Management Competitiveness This material is from the Keller Williams Mega Achievement Productivity Strategies workbook.
  17. 17. The 8 Recruiting Steps Business People Follow 1. The 4 Recruiting Philosophies 2. The 8 Recruiting Tools 3. The 8 Recruiting Sources 1. Need-Fulfillment Selling Phil. 2. Value-Focus Philosophy 3. Law of Numbers Phil. 4. Either/Or Philosophy 1. Your Company Presentation 2. Operating & Training Manuals 3. Recruiting Packet 4. Supportive Articles 5. Training Calendar 6. Company Literature 7. Top People List 8. Time Mgmt. System 1. Real Estate Schools 2. Cold Calling/Past Clients 3. Networking & Allied Resources 4. Career Opportunity Meetings 5. Advertisements 6. Direct Mail 7. All Asso./Core Group 8. Educational Events This material is from the Keller Williams Mega Achievement Productivity Strategies workbook.
  18. 18. The 8 Recruiting Steps Business People Follow 4. The 5 Recruiting Calls 5. The 3 Step Recruiting Meeting Cold or Warm Call 1. To get together & get to know each other 2. Referral call: “Someone said to call” 3. We’ve met and wanted to follow up 4. Cold call about career opportunities 5. Invitation to something 1. Tell me about yourself? (Their story) 2. Let me tell you a little about myself. (Your story) 3. Make company presentation. (Tell story and take Power Walk) This material is from the Keller Williams Mega Achievement Productivity Strategies workbook.
  19. 19. The 8 Recruiting Steps Business People Follow 6. Make Talent Decision: Is there a fit? Cont. NO Yes End Process Good Potential ? R/S: Close & Join Don’t Join Goal: A good launch with your company High 8. Follow Up 7. 10 Step Recruit Process Goal: A good career decision Join 10 Step Recruit/Consult Process 1. Initial Interview 2. Reference 3. Behavior Assessment 4. Review References 5. Review Behavior Assessment 6. Ask Comprehensive Questions 7. Get the Book 8. Review 9. Look at Options 10. Close This material is from the Keller Williams Mega Achievement Productivity Strategies workbook.
  20. 20. Talent vs. No Talent Talent pushes to get their answers met. No talent will have to be pushed to get them to want answers. Talent is always about getting their needs met. No Talent is always about getting your needs met. Talent knows what it wants or is searching to know. No talent doesn’t know what it wants and isn’t searching. This material is from the Keller Williams Mega Achievement Productivity Strategies workbook.
  21. 21. Talent vs. No Talent cont. Talent just plain pushes you continuously. No talent requires you to push them. Talent is continuously lifting the bar and wants to help from talent. No talent doesn’t know what bar you’re talking about. Talent usually focuses their talk on the language of challenge and achievement. This material is from the Keller Williams Mega Achievement Productivity Strategies workbook.
  22. 22. 1 minute break!
  23. 23. Webinar Special Homes.com Social Premier Bundle $199.95 CALL: 888 510-8795
  24. 24. Introducing Homes.com Social with Joe Sesso 8 Minute Presentation following Linda
  25. 25. September 17th Build a Better Team Overcoming the 5 Inevitable Dysfunctions Bob Corcoran Sign up SecretsWebinars.com
  26. 26. Back to Linda
  27. 27. M.A.P.S. People Manager/Team Leader This material is from the Mega Agent Production System workbook.
  28. 28. Job Task Description Systems Goal Setting, Planning, & Leadership Recruit and Select Ten Step R/S Process Train Ten Step Action Training Process Coach and Consult Accountability Consulting System Implement Systems Set Goals and Develop Plans Review Annual/Monthly/Weekly Goals (4-1-1) 4-1-1 Worksheet Team Meetings Team Meeting Agenda Industry Relations and Networking Contact Database Business Development Allied Resourcing Contact Database Maintain Planned Use of Time This material is from the Keller Williams Mega Achievement Productivity Strategies workbook.
  29. 29. Job Task Description Systems Marketing, Advertising, and Promotion Handle Consumer Complaints Complaint Resolution Checklist This material is from the Keller Williams Mega Achievement Productivity Strategies workbook.
  30. 30. Job Task Description Systems Seller Prospecting and Servicing Prospecting for Listings- General Contact Database Scripts Prospect- Past Clients and Allied Resources Lead Follow-up Lead Management Database Protect and Negotiate for the Seller’s Interests Buyer Prospecting and Servicing Protect and Negotiate for the Buyer’s Interests This material is from the Keller Williams Mega Achievement Productivity Strategies workbook.
  31. 31. Job Task Description Systems Administration and Accounting Schedule Events and Meetings Accounting Software Systems Buy Equipment Review Monthly P&L Statements Research and Communications Return Calls Maintain Real Estate License Schedule and Attend Training KW University Mastermind With Other Top Producers Research Technology and the Internet Do Local Benchmarketing and Trending This material is from the Keller Williams Mega Achievement Productivity Strategies workbook.
  32. 32. M.A.P.S. People Administrative Assistant
  33. 33. Job Task Description System Goal Setting, Planning, and Leadership Implement Systems Review Annual/Monthly/Weekly Goals 4-1-1 Worksheet Maintain Planned Use of Time Calendar & Daily Planner Marketing, Advertising, and Promotion Contract Management (client database) Contact Database Write & Place Advertising Ad Writer Software Produce Graphics & Feature Sheets Desktop Publishing Software Prepare Listing Packages Listings Package Checklist Prepare Buyer Packages Buyer Package Checklist Maintain a File of Testimonials Testimonial Files Handle Consumer Complaints This material is from the Keller Williams Mega Achievement Productivity Strategies workbook.
  34. 34. Job Task Description System Administration and Accounting Set Up and Maintain all Files Filing Systems Maintain Listing Property Files Listing Files Maintain Archives Make Copies; Open & Distribute Mail Maintain All Databases Database Software Set Up and Maintain Chart of Accounts Accounting Software System Review Bills; Write Checks; Do Bookkeeping Accounting Software System This material is from the Keller Williams Mega Achievement Productivity Strategies workbook.
  35. 35. Job Task Description System Seller Prospecting and Servicing Research the Market & Prepare a CMA MLS Research Procedure Arrange for Signs Listing Marketing Checklist Arrange for Lock Box Listing Marketing Checklist Take or Arrange for Photographs Digital Camera and Photo Software Put Information in the MLS MLS Software Put in or Link to Websites Internet Software Arrange for Flyers and Marketing Materials Desktop Publishing Software Update the MLS and Websites MLS & Internet Software This material is from the Keller Williams Mega Achievement Productivity Strategies workbook.
  36. 36. Job Task Description System Transaction and Closing Coordination Set Up Contract to Closing File Contract/Closing Processing Fill Out Bluesheet Coordinate the Closing Process Contract/Closing Processing Schedule the Closing Confirm the Distribution Authorization (DA) Pre-Closing Checklist Insure for All Filings and Notifications Post Closing Checklist Provide Post Closing Information and Service Post Closing Checklist This material is from the Keller Williams Mega Achievement Productivity Strategies workbook.
  37. 37. M.A.P.S. People Transaction Coordinator
  38. 38. Job Task Description Systems Goal Setting, Planning, and Leadership Review Annual/Monthly/Weekly Goals (4-1-1) 4-1-1 Worksheet Maintain Planned Use of Time Calendar and Day Planner Seller Prospecting and Servicing Complete the Listing Contract Listing Process Checklist Provide a Sellers Net Sheet Net Sheet Obtain an Estimate of Closing Costs Assist in the Selection of Service Providers Vendor Database Buyer Prospecting and Servicing Obtain an Estimate of Closing Costs Net Sheet Assist in the Selection of Service Providers Vendor Database This material is from the Keller Williams Mega Achievement Productivity Strategies workbook.
  39. 39. Job Task Description Systems Transaction and Closing Coordination Set up Contract to Closing Contract/Closing Process Fill Out Bluesheet Establish Communication With All Parties Advise Parties on Timetable to Closing Closing Schedule Form Coordinate Loan Application Process Coordinate Inspections Assist with Appraisals Coordinate with the Closing Process Schedule the Closing Confirm the Distribution Authorization (DA) DA Sheet Review the Closing Paperwork (HUD-1) Pre-Closing Checklist Insure for all Filings and Notifications Post Closing Checklist Provide Post Closing Information and Service Post Closing Checklist This material is from the Keller Williams Mega Achievement Productivity Strategies workbook.
  40. 40. Job Task Description Systems Administration and Accounting Maintain Listing Property Files Listing Files Maintain Contract Files Contract Files Make Appointments for Showings Listing Database Inventory Signs and Lock Boxes Inventory Database This material is from the Keller Williams Mega Achievement Productivity Strategies workbook.
  41. 41. M.A.P.S. People Transaction Coordinator Personal Criteria Profile Behavioral Profile: Task-oriented, organized, gives strict attention to detail and follows procedures. Dependable and consistent. Assertive in business communications. Tenacious. DISC: mid D, low I, mid S, high C. Skills: Administrative, project management and information processing. Computer skills (word processing, database, spreadsheet and project management). Business communications including dealing with vendors and customers. Problem solving, negotiating and mediating. Experience: Administrative and information processing. Associates or Bachelors Degree. Real estate license is an advantage, as is experience in handling real estate transactions as a loan processor, escrow officer or insurance administrator. This material is from the Keller Williams Mega Achievement Productivity Strategies workbook.
  42. 42. Leverage Your Business Through Systems, Tools and People with Linda McKissack Hi, I’m Linda McKissack I help successful but over-worked real estate entrepreneurs understand the power of leverage and passive income so they can find freedom and margin for what matters most. Join our rapidly growing freedom list and get the ebook free: 10+ Listings a Month Forever! at lindamckissack.com
  43. 43. Linda McKissack Recommended Books. 1. THE MILLIONAIRE REAL ESTATE AGENT by Gary Keller 2. THE PLATINUM RULE by Tony Alessandra and Michael J. O’Connor 3. ONE by Gary Keller and Jay Papasan 4. THE CASHFLOW QUADRANT book by Robert Kiyosaki and Sharon Lechter 5. PRESENTATION MASTERY by Linda and Jim McKissack
  44. 44. Question & Answer Chat us via “Question” section of the GoToWebinar control panel on the right.
  45. 45. Joe Sesso Homes.com
  46. 46. Where to Start?
  47. 47. Maintain Brand Consistency Save Time
  48. 48. Webinar Special Homes.com Social Premier Bundle $199.95 CALL: 888 510-8795
  49. 49. Premier bundle - $199.95 (regular $299.95) 888-510-8795
  50. 50. Joe Sesso Homes.com National Speaker (561) 981-5966 Joe@Homes.com facebook.com/joe.sesso @joesesso
  51. 51. September the 17th Build a Better Team Overcoming the 5 Inevitable Dysfunctions Bob Corcoran Sign up SecretsWebinars.com

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