Page 177 - The UnCaptive Agent

150 THE UNCAPTIVE AGENT

You may be thinking that my colleague isn’t very
bright. But the truth is that he’d never stopped to value
his time, so he hadn’t been able to make good decisions
about how he was using it. I find that almost all agency
owners operate this way, to their great detriment.
My questions led to a great discussion about how
he wanted to manage his time going forward, and I’m
happy to report that his agency has made tremendous
progress since that time. He has really focused his
time on those high-value tasks that only he could do
(production!).

Delegate and Grow

I hope you see why it is so critically important to under-
stand the value of your time and how important it is
to use it appropriately. It is one of the most important
things you can do to successfully build your agency.
Mastering this concept will inevitably lead you to
becoming a master at delegation. And whether you’re
delegating to companies that provide services to you, to
part-time employees, or to full-time employees, when
you’ve mastered the concept of the value of your time
you will become very selective in how you use it, and
the growth rate of your agency will skyrocket.

When Should You Hire Help?

But to become a great delegator, you must have someone
to delegate to. How do you know when it’s time to hire
people? How do you know when it’s time to hire a client
sales agent? My first answer is you should start hiring
people as soon as you are able to move your diet from
ramen noodles to beans! In other words, to grow your
agency, you need to plow the money you make back