KGCI: Real Estate on Air - Leverage and Delegate for Success in Real Estate Sales

Episode Date: September 16, 2025

Morning Primer is your weekday boost from Mindset & Motivation Monday—quick, focused, and made for agents by KGCI Real Estate On Air. Give yourself a daily mindset reset for the daily direction you need to show up sharp and ready to win.Start your morning ahead of the market and ahead of your competition every day with KGCI Real Estate On Air. SummaryDiscover how top-performing real estate agents move beyond the "do-it-all" mentality by mastering the art of leverage and delegation. This episode explores practical strategies for offloading repetitive tasks, empowering your team, and utilizing technology to free up your time for high-impact activities. Learn to scale your business efficiently, avoid burnout, and focus on what truly drives your growth and client relationships.Bullet Point TakeawaysFocus on High-Impact Activities: Identify your "Highest and Best Use" tasks – those that only you can do to generate revenue and build client relationships – and strategically delegate the rest.Delegate for Efficiency: Learn which tasks, such as administrative duties, marketing setup, and transaction coordination, can be effectively delegated to free up your valuable time.Empower Your Team: Understand that effective delegation is about building trust, providing clear instructions and resources, and empowering your team members to take ownership and develop their skills.Implement Systems & Automation: Explore how leveraging technology and creating standardized operating procedures (SOPs) can automate routine processes, making your business more efficient and scalable.Avoid Burnout & Achieve Balance: By embracing delegation, you can reduce your workload, improve work-life balance, and focus on strategic growth without sacrificing personal well-being.SEO Keywords/PhrasesReal Estate DelegationLeverage in Real EstateReal Estate ProductivityAgent Time ManagementScaling Real Estate BusinessCall-to-ActionReady to multiply your success by working smarter, not harder? Listen to the full episode on your favorite podcast platform and transform your real estate business through effective leverage and delegation! Ready for more? Subscribe now and tap into our Always Free Real Estate On Air Mobile App for iPhone and Android, where you’ll find our complete archive and 24/7 stream of proven real estate business-building strategies and tactics. 

Built by KGCI, Real Estate on air. Powered by the Mindset and Motivation Monday. Here's your morning primer. Recently, I've been talking with top real estate agents from across the United States and even Australia, which has been very exciting. And one of the common themes that I've heard these top performing professionals mention over and over again is that they felt it was really important for them to have hired additional staff earlier, if only they had known just how beneficial it would have been.

They had a sense that they needed help. They had a sense that they could benefit from additional people on their team, and yet they just went at it on their own, seemingly for far too long. They realized after the fact that having that leverage, having that help, delegating some of those important aspects of their business to other people was a huge driver of their growth. What they expected to happen in their growth happened a lot faster once they brought on additional help and resources. I have one of my favorite preachers that I think of and refer back to over and over again named Dr. Charles Stanley. And he says, we reap what we sow, more than we sew, and later than we sew.

And you can learn more about Dr. Stanley at in touch.org. And I love Dr. Stanley, and his son, Andy Stanley is amazing as well. Just a huge influence in my life, both of them, and I'm very thankful for them. You reap what you sow more than you sow later than you sow. I've read recently as well in the seven habits of highly effective people that if you sew a thought, you reap an action. You sow an action, you reap a habit. You sow a habit, you reap a character. You sow a character and you reap a destiny. I've also heard it say that you reap a legacy as well. So your thoughts lead to actions, your actions lead to habits.

Those habits become who you are and what it is you do and who it is you're becoming and the destiny that you're going to fulfill and the legacy that you're going to leave for other people as well to follow. So I want to share with you some notions that I've heard over and over again from top performing real estate agents. And we're talking about agents who are earning over a million dollars a year in GCI. agents who are dealing with the same 168 hours of the week that you and I have, and yet they're earning over six figures per month. They're earning over seven and eight figures per year in their real estate business. And one of the key drivers of that growth is that they are leveraging people who can do things that they, aren't good at doing or aren't necessarily in their strength zone,

or aren't necessarily things that they're passionate about doing. And when you're able to analyze what it is you do very well and what still needs to get done but you're not passionate about it or you're not proficient in that exercise, the faster you're going to be able to delegate and hand off those things, Now, if you think about your hourly rate and how much money it is you earn in a year and what that works down toward each hour that you're working, pretty quickly you realize that there are a lot of people out in the world who'd be very thankful to help you, and

their hourly is far lower than your hourly. I haven't mowed my lawn since the 1990s, like 1993 was the last. time I mowed my lawn and the reason for that was because it wasn't the highest and best use of my time and I learned that very quickly and also I didn't enjoy it much and it wasn't something I was passionate about I was living in Shaker Heights Ohio at the time and I saw a lawn guys driving up and down my street and I just stopped one of them and I said hey how much do you charge and he says it's you know twenty dollars a week and I just thought how quickly can I get on your

rotation he said I'll mow your yard today and I was like great and that was the last time I ever had to deal with mowing my own yard because I didn't have to have a lawnmower I didn't have to maintain a lawnmower I didn't need to worry about going out and getting gas or having a long enough electric cord or batteries or whatever it is to power the lawnmower I didn't need to worry about grass clipping is ruining my shoes and getting all over my hairy ankles I I was done with that and I was able to focus those hours on other things things that made me more money or brought me more joy And I have handed off tons of things over the years even though I could do it even though it might be easier for me to just go ahead and do it rather than

Calling somebody and waiting for them and hoping that they're going to show up and get you got to let that stuff go and just get people into your world who who can take things off of your plate that are not in your strength zone. And I really focus in on this whole notion of your strength zone. What are you passionate about doing? What do you feel is the highest and best use of your time? What are you proficient doing? What are those things that you can uniquely do that no one else can do? And of course, there are many ways that you can look at this.

You can look at this in your personal life as well as in your business life. In your business, you know, what is it that you're able to bring to your circumstance, to your job, to your company, if you're an independent contractor, if you're a real estate agent, what is it that you're able to bring to home sellers and home buyers that no one else in your local market area can do? And how are you able to differentiate yourself and stand apart from everyone else in your local market area, screaming at people saying, hey, I'm a great real estate agent. How are you going to stand out and differentiate yourself from those people? When you look at the whole question of what are you

both passionate about and proficient doing, that crossroads of I'm both passionate about it and I'm proficient about it. Anything that's in that space is your strength zone. And that's where you're uniquely equipped to deliver greater value to your customers, to your clients, to your community, but also in your personal life. You know, perhaps you're the only one who can be the father. Perhaps you're the only one who can be the mother. Perhaps you're the only one who can be the husband or the wife in your relationship. No one else can do that. No one else can fulfill that role, of course. So you've got to do those things that only you can uniquely do. And yet that doesn't mean that you have to fix the toilet.

You can hire a plumber. A husband and a father doesn't have to fix the toilet, but you can fix the toilet if you're passionate and proficient, if it's no big deal. And that's fine. I'm not trying to get you to overanalyze this. But there are things that only you can uniquely do. Only you can fulfill on those opportunities

and responsibilities in your life. And so when you think about what you're passionate about and what you're proficient doing, that's your strength zone. That's your desire zone. That's where you're adding value. That's where you earn the most money per hour. And that's the area in which you are delivering

what only you can deliver to your loved ones, to your family, to your community, your neighborhood, to your various organizations that you belong, to your company, to your clients and customers, to your colleagues, that's your strength zone. Now if you're passionate about something and not necessarily proficient yet in that area, That's a distraction. That's an area where you're passionate about it, but you're not necessarily proficient.

And I'll give you a great example. I love golf. I love hockey. I love riding bikes. There are things that I love doing, and yet I'm not a great hockey player. I'm not a great golfer. I'm not some world-class cyclist or mountain biker or anything like that. I enjoy those things, but I'm not ever going to make my living or my livelihood in those areas.

And so for me, they may be things that I enjoy doing, and that's fine, but it's not necessarily something that's going to change the world. And people are going to look back and say, what a legacy that Kevin left in the golf or hockey or biking world. That's not what I'm capable of doing in those spaces. So those are distractions, but they might be things that you enjoy doing. But you might also be a collector, or you might be somebody who enjoys art and art museums. And I love going to art museums.

So for me, that's more of a hobby, or something that I enjoy to take my mind off of work, or to make travel more fulfilling. So not something that I do to earn the most money and not something that I do to add value. to add value necessarily in those environments. I'm not walking into an art museum giving a lecture. I'm just walking into an art museum enjoying the art. And I love architecture. I love traveling and love going out to vegan restaurants

and I'm a bit of a foodie. And yet I don't write foodie blogs. I'm not somebody who puts recipes on vegan podcasts or YouTube channels. Those aren't my strength zones. But there are things that I enjoy and I'm passionate about, but in terms of work, in terms of bringing home the most money I can for the hours I'm going to put into my work,

those are really distractions. Now on the flip side, I have things that I am proficient in doing and not necessarily passionate about doing. For example, I'm very proficient writing up a purchase agreement. or a listing agreement or pricing a home properly. And for many, many years, those were my strength zone. Like that was like A number one. But now I can pour into other real estate agents

and help them understand how to do that stuff very well. So my focus is more on coaching and training, teaching real estate agents about the business, about systems, about delegation, about leverage, about automations, conversions, and that's where I add an enormous amount of value, and yet writing a purchase agreement, I mean, I could do that my sleep. Figuring out the right price for a property, no problem. But is it my highest and best use of my time? Not anymore. It used to be, but my passions have shifted toward pouring into other real estate agents, helping real estate

agents achieve their very best and I'm very well compensated in that area. That's where I bring home the most dollar per hour. That's where I earn the most because I have the greatest impact in that area, helping real estate agents get from where they are to where they really want to be, whether they're currently earning below $10,000 a month or below $100,000 a month and getting them up to that next level, taking them from $10,000 a month to $50,000 a month, taking them from $50,000 a month to $150,000 a month. I can deliver enormous amounts of value while I can train other people and delegate to other people writing purchase agreements, taking listings, marketing properties, photographing homes. So even though I'm very

proficient about all those nuts and bolt skills in the residential real estate space, It's no longer a passion zone for me. And for many years it was, like decades, 20 years in the business, I was very passionate about writing up a purchase agreement. And I still love talking with home sellers, still love talking with home buyers. When one of the agents on my team or in my group asked me to jump on a Zoom call with a home seller, happy to do it. I enjoy doing that, but really what I'm doing is pouring into those agents and pouring

into those clients as well and that's where I find a lot of joy. So that area is what you might refer to as your disinterest zone. And it's similar to the distraction zone where you're passionate but not proficient. Here you're proficient but no longer passionate or maybe you were never passionate about doing paperwork. Maybe you were never passionate about going to a home inspection. That stuff, if it's a grind, if it's sort of like, oh, man, I don't want to have to do that. I've been putting it off. If you're in any way procrastinating on it, that is a huge indicator to you, that that is something that you should be delegating very quickly.

You should make an automation for anything that can be systematically automated, and you should be delegating it to anyone that you're pouring into so that they can grow. in that area of proficiency. Now, when you combine the areas where you're not proficient and not passionate, man, is that just drudgery? Whatever that might be. And that might be editing photos for a listing that you're putting on the market. If you hate editing photos, if that's drudgery to you, you got to hand that stuff off as fast as possible. Somebody would love to do that. And for some, somebody else, it's going to be their proficiency and their passion. It'll be their strength zone.

So just pay attention to what you're feeling inside. If you're feeling that you're dealing with drudgery, paperwork, compliance stuff, find a transaction coordinator. If you're having a hard time with editing photos or writing up the description, figure out somebody who is passionate about those things and just figure out a way that you can create a great delegation partnership with that person. That stuff is just going to be low vibe, low energy, and it's just keeping you, it's robbing you of hours that you could be spending in your strength zone. So you think about it in terms of what am I passionate about, what am I

proficient doing, what earns me the most, what helps me deliver the most value to my and you know you're in your strength zone. And the opposite of that, what do I hate doing? What do I not do well? What am I not proficient at? What am I not passionate about? And that drudgery zone, you want to stay in the desired zone, you want to get out of the drudgery zone.

You want to do everything that you can to delegate and hand off that stuff to someone else because it's a gift to those people if it's their passion and their proficiency. efficiency. If you are finding yourself in any way frustrated with any aspect of what you're doing, working with home sellers, home buyers, dealing with paperwork, all that, you've got to pass that along as quickly as you can. And over the past few months, as I've been talking with so many top-level real estate agents, agents who are just really crushing it, earning over $250,000 a year

to well over multiple millions of dollars a year in GCI. The most common theme that I'm hearing is they wish that they had delegated sooner. They wish that they had made that first hire earlier. Now, realty funnels.com, you can visit there. Go to realtyfunnels.com slash elite. And you can learn about our elite agent solutions where we help real estate agents take a lot of their tech troubles off their shoulders. and we're able to help real estate agents stay focused in their strength zone and not have to worry so much about being in that drudgery zone of working a database and adding more people to their database.

There are things that make you money and there are things that don't make you money. And there are things that only you can do and there are things that others should do for you. So you want to spend as much time as possible in that area where you're making money and doing what only you can do. And when you're not spending time making money and doing what only you can do, then focus on those things that only you can do that don't necessarily make you money but are exactly why you're working so hard to make money. Things like your family, your community, passions and hobbies, avocations, things that you just enjoy. doing, health and wellness, giving back in your community. Only you can do those things, and only you can be the person in your life that you want to be while doing those things. So as well as you can think of it, as much as you can focus in on isolating those tasks,

those areas of your focus where you're in your strength zone, then just quickly write down all the things that you still have to do, but you're not the one who has to do them anymore. And then really quickly figure out how you can make automations for things that could be automated. And what I'm talking about here are those things that need to be done with robotic precision over and over again. For example, how many of you are guilty about having forgotten to call up a home seller or home buyer and remind them about utilities prior to the closing. And Lisa and I experienced this recently. We had a wonderful $2 million property on the market in Treasure Island, Florida, and we had let the seller know that they should schedule for the

utilities to be transferred without interruption. We had an automation that reminded them, email and text. Hey, here are the utility phone. numbers here the cable here's water sewer the community association whatever it might have been here are the phone numbers and you need to call them and you want the utilities transferred without interruption on the day of closing we go to the final walkthrough or no we're on the way to the closing and we get a phone call from the agent who's doing the final walkthrough for the buyers and she's like I forgot to tell my clients to have the utilities turned on in their names and the

water and the sewer and the electric are all turned off what's going on and we're like how did you not remind them and she's like i thought they would just know i'm like oh my gosh so we've encountered it which means we know it's happening still where people are out there and they're doing their business and not reminding clients of all the basics of what they need to be doing prior to the closing. So anything like that, you can set up automations so that those reminders going out, you set it up so that it goes out a week before closing. I mean, Realty Funnels, we have this all automated and built in and ready to go for you. But you need to absolutely make certain that you have those systems in place where you're automating anything that can be systematized and done

over and over again with robotic precision and you don't have to keep rewriting those emails, remembering to call those clients and tell them what to do a week before closing when it comes to the utilities. Just have a system in place where they're going to get an email and a text reminding them to take care of those utilities, whether buying or selling. And that way you're able to focus more of your energy on attracting more clients, getting your ideal clients to chase you down. And that way you're able to have stress-free days where you're easily reaching your income. income goals rather than being too busy without enough income. And that way you're able to build a real business, one that is reliable, efficient, attractive,

and lucrative. And you do that by leveraging people and systems. And I talk all about this on the realty funnels.com slash elite page. So if you haven't already visited realty funnels.com slash elite, Check it out. I've got a ton of resources there to help you build a business, a real business, one that is sellable when you're ready to retire or move to a different market area. And there are so many different ways in which we can help you with all this, and we'd be delighted to have that opportunity to talk with you in the future. Just reach out, connect with me.