This is a continuation of our last blog looking at how to grow a colorful and successful Billion Dollar Agent Team. We will describe the path from being a solo agent to growing your team by adding proper colors in proper sequence and these colors are once again simplifying the widely used DISC personality profile Here is a simple color version:
Red: Driver entrepreneur similar to DI on DISC.
Blue: Assistant systems similar to CS on DISC.
Yellow: Outgoing meeting talker similar to IS on DISC.
Green: Supportive helper similar to SC on DISC.
Business-owners and small business entrepreneurs are often Red. They have drive to dominate and ambition to grow their business. The majority of top agents are Red. Strong Points of Red:
· Energy and drive
· Sales skills
· Sales passion
· Marketing energy to generate more leads
· Passion to grow constantly
· Push everything and everyone forward constantly
· Fantastic on phone with converting buyers or sellers
· Fantastic in-person for listing appointments
· Fantastic in-person to getting buyer’s signed to agreements
Weak Points of Red:
· Often very little Blue and lack of ability to implement Systems
· Overly strong personality offends Blue and Green people who work for you
· Impatient and lacking Green warm fuzzy side
· Gradual boredom with buyers and impatience leading to ignoring buyer side of business
· Moving too fast without focus leads to generating more leads than you can eat
· Impulsive decisions of buying new shiny object
· Impulsive decisions to stop doing something which actually was working well
The power and drive of a Red helps to get a new agent from nothing to $100,000. They start to get so busy that there is more Blue assistant work needed and they have less time to complete the work and they avoid it at all costs. For example, a listing animal may start to dread walking out of a listing appointment with a new listing because he has to now spend 2-5 hours to do the Blue steps to process the listings and do listing marketing.
What color are you? Almost all Billion Dollar Agents are Red. Most top agents are Red. You Need Blue.
Every agent who is over $100,000 GCI needs Blue to get their first part-time assistant. Based on many models, you should be spending about 10% of GCI on assistant help. Thus, if you are doing $100,000 per year, you should be spending about $10,000 per year. At that level, your time is worth $100/hour for sales activities but you are spending 50% of your time doing $20/hour assistant work. If you hire an assistant for 10-15 hours per week for perhaps $995/month, you stop doing the $20/hour work and spend more time doing the $100/hour work.
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