Work On Your Real Estate Business, Not In It Part 3

October 14, 2009

A rep who works in their business allows the lesser tasks of their business to drain them of the energy they could be using for working on the higher level tasks in the business.  They figure working on these tasks is a necessary evil of running a business.  They‘re also reluctant to let go of them because they want to ensure they’re always done in a timely, professional, accurate manner.  To them, transferring all that knowledge to someone else would take too much time, and what if this assistant screws things up with clients or quits a month after I finish teaching them everything?

A rep who works on their business soon learns which parts of doing their business they like doing and which they don’t.   They recognize working on those unenjoyable tasks is sapping not just their time but (more importantly) their drive and ambition, thereby lowering the trajectory of where their entire business is headed.  They also realize those unenjoyable tasks are done at the opportunity cost of working more on the tasks they do like.  They also realize the enjoyable parts are usually much more valuable and revenue generating than the unenjoyable tasks.  So they vow to wean themselves off the unenjoyable tasks as quickly as possible so they can focus on doing only the enjoyable parts.

To do this, reps who work on their business create (and ideally document) formal systems for accomplishing all the tasks of their business.  They write down each task and it’s overall purpose within the system.  They then decide which tasks they will work on and which they’ll delegate. For the tasks they want to delegate, they’ll write down a step by step method for accomplishing each task.

This documentation ensures the weaning process happens as quickly as possible.  The assistant can always rely on the documentation for completing the work whenever questions or problems arise, not calling the rep and taking them away from their enjoyable tasks and back into the unenjoyable ones.  These documented systems also ensure their business’ continuity: if an assistant quits, their knowledge doesn’t walk out the door with them.  If you need to hire a second or third assistant, they too can rely on the documentation.  When in doubt, the new assistants can consult the senior assistant, not the sales rep.

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