Steuerberatungskanzlei skalieren

0:00Unternehmer/Gast So, let's rock. So, you're uh selling to rich investors and entrepreneurs who are trying to avoid taxes. Yeah. You do $6 million in revenue. You would like to be $24 million in revenue. And what's stopping you is that you're 68% of your revenue, despite the fact that you have seven agents. >> Yes, seven plus me. And I'm full million of Yeah, commission, yeah. That's a brag, you I don't know if you noticed. Uh

0:25>> [laughter] >> Okay, cool. So, why can't we do more? So, each issue of seven agents that now do $2 million in aggregate. Yeah. Are they unskilled? Not to the industry average. Two of them are quite young and like really good for their age. Okay. Like, they've done a few hundred thousand dollars each. One's 21, one's 23. So, like, for their age, they're Okay. killing it, to be honest.

0:52Okay. So, let's just skip here and say that you have enough human beings in your market to be able to do this. Do you have metrics around like you have metrics for their funnel process? Yes. Um to be honest, we've just been I've just been designing the system. So, But, let's skip this one because I I this one's the least interesting. So, you're good with your bottle, Yeah. right? Okay. Can you afford to Like, do you have good margins in your Yeah, yeah, yeah. We're Yeah. So, we can skip money.

1:22>> Yeah, we have about 4 million net. Cool. Fantastic. Uh And that's tax free, by the way. Stop showing off. So, manpower's the issue, right? >> Yeah. There's one There's one unique issue in my market, which was So, it's manpower's the issue. And so, why can't we do more? Yeah. Right? So, what's the unique thing about your market? Yeah, [clears throat] so in in the UAE, you can You're getting smashed, I'm just kidding.

1:52>> Yeah, it's cool. It's cool. >> [laughter] >> You you need the office before you can hire the person. You can't hop this cuz everyone needs a visa. So, you actually have to make a big leap, take the office for 40 people, and sign a 4-year contract because the government will come and inspect. How much does that cost? Uh [clears throat] the office that we're negotiating at the moment in dollars like 350,000 rand plus VAT. Per year? Yeah, per year.

2:19Okay. So, yeah, we're we're negotiating now. We made 4 million profit. Okay. Yeah. >> [laughter] >> You can make, you know, you can make 3.6 and then you have all of these scaling opportunity, you know, like to your business. We're we're negotiating the office now. Yeah, take 10% of your profit, reinvest it and grow the business. Yes. Okay. >> That's our position. Uh hiring the talent. I guess cuz I'm so lucky. So, that's not the problem anymore. So, we we nicked that. >> Yeah, yeah. So, it's obviously like it's lower risk for me to They should be in the sport, by the way. That's good.

2:47Like I've had a good year. I can take Okay. Well, I'm not that good. You got to scale. Okay. >> [laughter] >> So, your market's obviously not an issue. Yeah, market's okay. Okay. So, let's So, let's take out your four. 2 million is what it is. And so, seven people equals $2 million. So, let's say $300,000 per person, just using rough math, right?

3:11So, if you want to get to 24 million, you need 80 reps. Yeah. Okay. Cool. So, you need whatever, 73 more reps than you currently do. So, what are you doing right now to acquire agents? Well, yeah, not much. Like nothing, to be honest. Yeah, nothing. Wow. Yeah. That explains the Yeah, we've we've only got four desk spaces left. So, we're in this like Dude, I'm so past this. Yeah.

3:36So, I'll give you this for everybody. There are some negotiations that I have made in my life that were so dumb in retrospect. Let me put it differently. If you know, like you were going to get office space for sure if you walk your ball, right? The difference in cost of office space between this space and a better negotiated space for the same space or this space and yet another office, eight office A at a good price or office A at a mediocre price versus office B, whatever.

4:06The dump there, if you let's you negotiate to $300,000 a year. So, you save 50 pounds. Who gives a Yeah. Right? Sell a house. What happened? The point is is that let's say it takes you extra time. It's like you make $500,000 a month right now. Yeah. So, what's that? That's two and a half days of work is generated. Right? Like you can generate the difference in two and a half days.

4:31So, if it takes you a month extra to try and nickel down, like who cares? Yeah, it's it's fine to do that. I I know it's Do you have the one that you're doing right now? With Yeah, with like we had to submit planning application. So, basically we're waiting on that and then we're done. The price is negotiated. We're it's It is negotiated. Yeah, but we're trying to get approval from the government to like change it into this space. But you're going to do this space. Yeah, we're going to have to do that. You said you have four desks open right now.

4:56Yeah. Okay, so that's like 50% growth. Yeah. So, like >> [clears throat] >> So, why not more? Yeah. I I guess like the one worry is I don't have the time to train probably people as much as I should, so I need to hire that out because obviously I'm earning a lot and it's lower risk for me. It's better for me to keep billing what I'm billing. So, I I need to hire the person that does the hiring and the training. I'll I'll softly push back. I'm not against it. This is more just figuring this out.

5:26At some point, your your identity will have to shift from sales god to sales training god. >> Yeah. And it'll be about not how good I am at closing, but how good I can make anyone at closing. And so, fundamentally, you do behaviors. You You big laundry list of behaviors that do. And you being really clear about those are and this is what's tough with winners in general is that a lot of people don't know why they win. Michael Jordan, way better player than coach, right? So, but there are things that you do that if we codify those things, we can get somebody else to do those things. And if we do that, then they'll sell more and make you money. Right now, you can out earn anyone.

6:10You will not be able to, in the business you want to build, out earn everyone. And so, the sooner you can bridge that gap, the sooner you'll start building the business you ultimately want. Now, I'm sure on some level, your ego is tied to how much money you make, whatever. But like, big game, right? [clears throat] No one cares what you make. Yeah. They're going to care that you built an infrastructure that has 80 guys or 100 guys that's knocking 30 million a year on and your four doesn't matter. Yeah. Right? And I'll I'll say this, I think you keeping your chops, being the aspirational person, I think there's elements of that there for sure, especially in the space you're in. Makes sense. I think that if you were to say, "Right now, 25% of your time, so you lose a million dollars a year." I'm saying roughly, you hard lock for reinvesting in the team, Yeah. you will get disproportionate returns. You'll make more than a million dollars back getting each of those other guys an extra one deal a year. Yeah.

7:03It seems like I do the content and all of my leads are organic, so like Yeah. So, the time is Yeah. So, it's insane. Okay. So, >> of them though. back to this, what would it like what would you have to do to get Do you have to You fill the four, you should fill those like tomorrow, right? You have four desks, why not use them? >> Yeah, yeah. But your entire marketing Like you you are in the hiring and training business, ironically. Yeah. Um but that's the business you're in. So, Sharod's about to do who he is.

7:33He's our president here at ACQ. He was the former president of Real Brokerage. >> Yeah, I think that's So, super familiar with this space. >> Yeah. Um you think Sharod's spent all of his time today Yeah. hiring training? All recruiting. All he did was recruit agents. And so, he knew that they had a system. If you work through our system and you have our resources, you're going to sell X X houses per year, period. So, once you know that input output, it's just like how many people can we put through this black box? Right now, you don't have the black box cuz it's up here. So, so last week like going through the process of not being able to document all the successful sales and each step and like and then trying to get it When you walk into a new house, where do you sit? Has anyone walked you through the process of selling a house before? No, okay. This is called the game plan. Let's walk whatever. Okay.

8:19Right, you have to script all this stuff out. Yeah. Anything that someone says to you a customer should be scripted. Okay. Okay. So, big picture, I think you actually can get to $24 million a year. You can totally do it in 24 months if you shift your perspective from sales god to sales training god or sales recruiting god. Yeah. Right? It's it's to take that leap when the new office is done or start trying to take it now. Yeah. And I think that long long term, the business that you want to ultimately build is going to be one where agents that are already good, that are already doing 1 million, 2 million, 3 million, whatever, are attracted to your brand because it's big enough that you can start feeding them leads that you know they will close.

8:59And then, you don't have to start taking these people from zero to zero to hero. You can just take heroes and make them superheroes. Yeah. That's where you want to be. And that is the goal. There's other There's other agents in the long run. Of course. We have to build a brand. But, you getting going from seven to call it 20 or 30 and then this firm going to call it, you know, that'll be like 12-ish, maybe 15-ish million a year that you'd be doing. And you're doing a million a month plus, right? You can actually reinvest a portion of those profits into consistently reinforcing your brand. So, long term, your big brand should attract talent and reinforce high status so that people would rather be with you and get mentorship and help from you for their careers. Yeah.

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