Gary Keller Teaches Empire Building

Last week was my birthday week! What better gift than a free eight-hour empire-building business-coaching seminar presented by Keller Williams Realty International founder Gary Keller!?! A phenomenal class is not unusual at our training center. What was unusual is that this class included more than 100 business owners, not just real estate agents. As I lay the foundation to build my real estate empire, the topics, energy, and words of wisdom were practically yelling at me to #Conquer! (#Conquer is my favorite hashtag.)

The One Thing

Keller shared that success comes when one focuses on one thing at a time. “If you have more than one priority, you missed the definition of the word.” He referenced a concept from his #1 best-selling business book, The ONE Thing, stating that a good business person has their most important tasks lined up like dominoes, with one priority leading to the next priority leading to the next. You knock one priority down, the rest will follow.

“If you have more than one priority, you missed the definition of the word.”

Simplify

I marveled as Keller clearly explained and simplified complex business decisions. “Life is complex, but you need to live in simplicity,” he said. A lot of times, a new business owner might be lost on where to start. Go to the end and work backwards.

If you can’t be #1, #2, or #3 in the business space, redefine your product or service. It does not mean to exit, it means to niche it down until you have found where you can be in the top three positions. Positioning is identifying holes in the marketplace, so position yourself or be positioned. The reality that counts is what is in your consumers’ heads. Take a tip from Warren Buffett: invest in monopolies and toll booths. What is your value proposition? Why would someone want it? Make sure it is quantifiable so that you can measure success.

Keller Williams Realty is known for models and systems. Keller discussed that models and systems not only make tasks easy to replicate but also ensure quality control and standards. He warned that a successful empire builder cannot be a control freak but can provide systems for control.

We all know the feeling of hitting a wall. It is so frustrating! “If you are hitting a ceiling, there is a relationship missing,” Keller said. You can’t make decisions in the bubble in your head, you must seek input and get feedback on your ideas. Keller’s key relationship, a coach. He recommends that all empire builders hire a coach, someone to push you and who has a vested stake in your business. He reminded the group time and again that “No one succeeds alone!” He used countless examples including Nike’s use of athlete endorsements to strengthen their brand. He referenced Just Do It, a book about Phil Knight’s path to build Nike into the empire that it is today by counting on others.

“No one succeeds alone!

At Keller Williams Realty, we each have a simplified business plan laid out to conquer our biggest goal called a 1-3-5. Keller introduced the concept and applied it to empire building. What is the one goal that, if achieved, all other goals of the business automatically will be achieved? Think of the domino effect. What are the three priorities to achieve that goal and what are the five steps to accomplish each priority? This planning tool, when turned on it’s side, can create your organizational chart.

Leadership

The conversation continued to leadership. To attract the right people, you have to tell them where you are going. Create your mission, vision, values, perspective and beliefs (MVVBP). Where are you going? What does it look like? How are we adding value to the world? What rules do we follow? As you seek talent you look for people who buy into your mission. Keller Williams Realty has a strong MVVBP, setting a great example of clearly defining these concepts.

Your people are your most powerful weapon. Hire your equal, someone who challenges and push everyone ahead. A good leader seeks replacement talent and does not fear it. The job of the leader is to be looking ahead, laying an additional foundation to provide an opportunity for talent to exceed the next set of goals.

How does one find talent? Seek people you already know or have worked with. A good leader understands behavior and uses behavior assessments to identify talent. Ask enough questions to truly figure out who they are and identify their track record of success. Do a screen, a personality test, a comprehensive life story interview. Check MANY references asking questions to validate your conclusions. Keller Williams Realty uses a recruit-select model that will be taught in an upcoming Career Visioning class taught by another business icon, Keller Williams CEO Mark Willis. Hire someone with something to prove or a fire in their belly.

“I want a quarterback who does an amazing job when no one else is doing their job.”

This summary barely scratches the surface of Keller’s advice and I have a lot of great info to share! Email me at holly.priestner@kw.com and let’s chat further or learn more about similar training opportunities at the1thing.com/events.

Tags: business, business owner, coaching, empire building, Gary Keller, Hiring, Keller Williams Realty, Leadership, niche, position, simplicity, simplify, Talent, The ONE Thing