The document discusses leveraging a real estate business through systems, tools, and people. It describes Linda McKissack's approach of helping overworked entrepreneurs gain freedom and passive income. It provides examples of job descriptions and systems for different roles in a real estate business, including the owner, administrative assistant, transaction coordinator, and maps people. It emphasizes the importance of both business and leadership leverage through developing talented people and effective systems and tools.

1. Leverage Your Business
through Systems,
Tools, and People
Linda McKissack

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10. 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.

11. 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

12. 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.

13. 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.

14. 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?

15. 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

16. 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

17. 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.

18. 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.

19. 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.

20. 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.

21. 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.

22. 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.

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27. Back to Linda

28. M.A.P.S. People
Manager/Team
Leader
This material is from the Mega Agent Production System workbook.

29. 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.

30. 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.

31. 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.

32. 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.

33. M.A.P.S. People
Administrative
Assistant

34. 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.

35. 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.

36. 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.

37. 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.

38. M.A.P.S. People
Transaction
Coordinator

39. 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.

40. 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.

41. 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.

42. 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.

43. 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

44. 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

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46. Joe Sesso
Homes.com

47. Where to
Start?

50. Maintain Brand
Consistency
Save Time

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70. Joe Sesso
Homes.com National Speaker
(561) 981-5966
Joe@Homes.com
facebook.com/joe.sesso
@joesesso

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