Page 94 - Social Media Marketing

74 Walk Like a Giant, Sell Like a Madman

went out on his own. He's selling homes for another company-not
nearly the number he was responsible for under me, but he's still
moving 50 units a year and competing directly with me. It was
a painful lesson, mostly for having lost a great guy and incredi-
ble professional, but also for losing his production and having it
come back at me as competition eating up some of my market
share.

I learned from this that you have to be acutely aware of what your
assistants' goals are. Some who work for you will have the same
passion you do and are there to learn and grow. They will take
whatever hours, whatever problems, and whatever responsibility
you throw at them. Others want to work hard and contribute to your
team, but are torn between their commitment to you and your team
and their families. You need to help them find the right balance.
Hey, you can learn from anybody. Perhaps if you are overworking
yourself, you can learn balance from your staff.

Ralph's Special Tip: One person should be driving the bus or
steering the boat. That's you-the salesperson. You also need
the right people to help make it go. Those people are your
assistants.

YOUR CIIAPTBR. 6 CHECKLIST

How to Know When to Hire an Assistant

o Are you frustrated?
o Does your family complain about not seeing you enough?
o Do you believe you're losing sales because of paperwork

backlog?

o Do you work more than 60 hours a week?

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