2025年公司的未来

Firmsof

TheFuture

JoshPhegan

2025

KonStathopoulosandJoshPhegancome

togetherinanincredibleweeklypodcast.

Anenergeticapproachtodriveprogress;masterskills,buildstrengths,andputthestrategybackintorapidbusinessand

personalsuccess.

Backedbyrealworldexperienceinrapidscaling,toplayingthelongtermgameofbusiness,it’sthestoryofallthelessonslearnedonthejourneytomastery.

FirmsOfTheFuture2025Report

Welcometothe

2025FirmsofTheFutureReport.

FromourworkacrosstheUnitedArab

Emirates,theUnitedKingdom,NewZealandandAustralia,thesearethebiggest

opportunitiesthatwillreshapetheresidentialrealestateindustry.

Fromold-schoolessentialstopredictingwhat’snext,you’resetforanincredible

journeythatwillleaveyoufeelinguplifted,opportunistic,empoweredandreadytoseizethedayandthedayafter.

Growingabusinessisnosmallfeat.It

requiresaggressiverisk-takingandasteel

stomachfordisappointment.Whenyouplaybusinessasagame,that’swheneverythingchanges.You’vegottolovewhatyoudo.

Thevisionarieswithdisciplinechangethe

world,reshapeourindustry,andcreatea

betterpathforfuturegenerations.It’speoplelikeyouwhomakethisindustrywhatitis.It’stimetoreimagine,tochasethefuture,andtomakesomethingtrulygreat.

–JoshPhegan

3

1

LongTermTeams

FirmsOfTheFuture2025Report

01LongTermTeams

There’salottobesaidfor

long-termconsistencyovertime,andcollaborationisoneofthe

thingsthatfuelsit

Inanindustryobsessedwithegoand

progression,it’sthenumberonethingfuturetalentbuys.Long-termteamsaren’tnew,butunderstandingthedynamicnatureofhow

thesesuperteamsbreedincredibletalent,businessstability,andmarketdominanceispivotal.

TheBigJustKeepsOn

GettingBigger

Thealgorithmisobsessedwiththestats:

Howmany?Howmuch?Howoften?How

shortaretheDOM?Yourankbysalesvolumewhenyousearchforanagentontheportals.Beingbiggerisoftenbetter.Numberonein

thesearchresultsisadistinctadvantage.

Beinginthetopthreematters.Ifyoucanpoolyourresults,youbuildthealgorithmforfutureleadgeneration.Havingmarketshareisa

significantstrengthtoplayfrom.Morebuyers,moresellers,moreopensthananyoneelse.

5

01.LongTermTeams

StrongDominantMarketShareOverTime

BusinessModels

There’sabetterstorytotellwithmarket

share.Yourabilitytobringbuyersfrom

moreexpensivesuburbs,andtoshow

transactionalandtransitionaldataonwherepeoplecomefromandwheretheygo,allowsyoutoencapsulatemoreofthecustomer’s

transactionsandimprovethelifetime

valueofacustomer.Nolongerisitjustone

transaction;it’stheonebefore,theoneafter,

andtheoneafterthat.Youmeetthecustomerasafirsthomebuyer,progresswiththemtoacouple,toafamily,andthenbacktobeing

acoupleagain.Asyoumoveupthepriceranges,youdon’tleavethehard-fought-formarketsharebehind.Instead,youpluginayoungerversionofyoutocapitaliseonthatmarketshareasyouliftaveragesaleprice,volumeandfee.

Thecaseforgrowthisallaboutthebusinessmodel.It’seasytobesoldthedreamofbeingyourownagent,butwhatmanydon’ttellyouisthatit’satransitiontoadifferentbusiness

model.Eachbusinessmodelbringswithit

itsownsetofchallenges.SobeforeyourushouttoprintthebusinesstagsandlaunchtheInstagramhandle,let’squicklyreviewthe

businessmodeloptions.

01.LongTermTeams

Soloagent

Whatitoffers:

Justyou.

100%ofthedecision-makingand

callingofshotsaredonebyyou.

Youknowexactlywhereeverythingis.It’seasy,fastandefficient.

Itschallenges

Itrequiresself-motivation.There’snobackupsupport.Noholidaycoverage.

It’slonelyatthetopandlacksscale.

SoloAgentWithanEA

Whatitoffers:

Beyondyou,tohavingan

executiveassistant.

It’sincrediblyfreeingtofinally

havesomeoneelsetodoallofthe

operations,administrationandmarketsupportitems.

There’sasenseofreliefinhavingsomeoneelsetakecareofallthe

compliance,marketingandadmin.Itkeepsyouontheroad,fit

andfocused.

Itschallenges

Itstillrequireslotsofself-motivation.

Holidayperiodsarealittleeasier,butyouneedtheEAtobe

licensedtohandleanylistingandsellingactivities.

It’sthefirstrealtestofyourabilitytoletgotogrow.

Itforcesyoutobuildthesystems,totrustinsomeoneelse,andtolearnfunctionalroles,tasksplittingand

teamworkflow.

89

01.LongTermTeams

LeadAgent,EA,Co-agent

Whatitoffers:

Finally,freedominsystems.

You’retheleadagentwithanincredibleEAtodirecttheworkflow.

Youstarttoscaleinvolumeassomeoneelsecandoadditionalopenhomes.

Area,price,typeofclientspecialisationbecomesathing.

Teamtrainingleadstoskillgrowth.It’sincrediblyrewardingtowatchsomeonegrowinyourteam.

Itschallenges

Whatifyoutrainthemandtheyleave

you?Evenworse,whatifyoudon’ttrainthemandtheystay?

Witheachnewhire,theteamdynamicchanges.

Youhavetoshiftgears;youcannolongerbeincontrolofeverything.

Youhavetorememberyoulearnmorebylosingthanwinning,soexposing

yourteamtolossesisimportantsotheylearnthesystemsofsuccess.

LeadAgent,EAOps,Co-agents

Whatitoffers:

Nowtheteamsfiring.

You’reveryselectiveaboutwhatyoutakeon.

Youworkhardtoensureeachteammemberisatcapacity.

Youhaveco-agentsthataremore

likefamily.Theyarelifers-peoplewhowillstayforlife.

There’smoreadvantagestostayingintheteamforthelongterm,egoisinthedistance,andeachpersonisequally

providedopportunity,rewardinggoodbehaviour.

Itprovidesconsistentholidaycoverage.

Itschallenges

Youhavetohaveateamoflearnitalls.Youneedtobeflexibleinyour

approach.

Nooneteammembercanbeabovethegoodoftheteam.

Teammemberswillexitovertime-lifestages,lifeevents,etc.-whichmeansyoumustbepreparedtorenewfor

long-lastingsuccess.

01.LongTermTeams

ReasonsWhyWeLoveLong-termTeams

Holidayrelief

Ifyoucan’tgoonholiday,youdon’thavea

business;youhaveafull-time,desk-type

job.Beingapartofateamallowsforgreat

holidayperiods—wellplanned,18monthsinadvance.It’sincrediblewhenyoucantrustthepeopleinyourteamtodogreatwork,wingreatlistings,andmakegreatsales.

Accesstohigher-priceproperty

Fordevelopingco-agentsitallowsthemto

entertheindustrywithsignificantexposuretomoreexpensivehomes.Theeasiestwaytogetlistingsistoworkopenhomes,wherethebuyersbringatrade-in.Neverbetoogoodtotakeonalisting.Thepersonbuyingorsellingthelow-endpropertyismostlikelyconnectedtothepersonwhoownstheexpensivelistingyou’dlovetosell.Treatallpeopleequal.

Moretransactionalvolume

There’sjustsomethingaboutthefeelingofwinning.Alistingorsaleeverybusinessdayisbusinessatfullpace.There’sbetterbuyerwork,moreopportunity,andmorecreation.Youturneverysaleintotwomorelistings

throughgreatcustomerexperiencesforbuyers,buyer/sellers,andsellersalike.

01.LongTermTeams01.LongTermTeams

1011

Someone’sconsistentlywinning

We’veallfacedasalesslump.When

someoneiswinning,theenergyiscontagious.It’seasiertoflywhenyou’reconnectedwithotherswhoarehighlysuccessful.Making

asaleamonthisagoodcareer;makinga

saleadaykeepsyouinthewinner’scircle

moreoften.There’ssomethingaboutbeingcompetitive,competingwithyourselfsoyouflyatthehighestlevels.

Exposuretocustomerbase

Imagineaworldwherethecalllistsare

plentiful,thecallsarewelcomed,the

customersarewarm,andthedataand

relationshipsarebeyondequal.Pastclients,previousmarketappraisals,underbidders,andneighbourswithawell-worncontact

schedule—it’slifeatthetop.Yougetthechancetoworkwithsomanypeoplethebusinessalreadyknows.

Nolongerlonelyinbusiness

Doingitonyourownrequiresanincredible

amountofdrive,determination,andself-

direction.It’sthereasonworkingfromhomeissodangerous.Greatagentsaresocial;theyloveconnectingandworkingwithothers.Thepowerofaconnectedagent,withothersin

theteamwhocontributetothethinking,workethic,andsystemsdevelopment,allowsyoutogetmorethingsdonemoreoften.

Skillgrowth

Howdoyougetbetter?Yougetexposed

tomore.Fromstratatosubdivisions,from

low-endtohigh-endhomes,fromcomplexnegotiationstobiddersbiddingbeforethe

auction.Nothingteachesyoulikeexposure

tovolume,andifyouwanttoseemorethingsmoreoften,beinateamthatstrivesfor

moretransactions.

Specialisation-Property,people,pricepoint

Youcantellifsomeonereallyloveswhattheydo.Fallinginloveforalifetimerequiresyoutoconstantlyimprove,changethegame,and

getbetterthanyouwereyesterday.Asyou

buildandscaleateam,youcanchooseto

onlyrepresentcertainproperties;youcan

pairco-agentswithtypesofclientele,and

choosepricepointsorlocationsforyourteammembers.Thiskeepsyourcoremarketcore,andallowsyoutodevelopsecondarymarketsfromapositionofstrength.It’stheultimate

storyinthelistingpresentationthatallowsyoutowinmorelistingsmoreoften.

Leverage

AtsixopensonaSaturday,youhitcapacity.

Everyco-agentyouaddincreasesyour

capacitybyanothersixopens.Itispossibletocomplete42opensonaSaturday.Itrequiresyoutobuildhighlycapableco-agentsinyourteam.Thisisaboutbringingthemtothelistingpresentation,makingsuretheyhavethe

skillsinthatloungeroom,andensuringtheydeliverphenomenalservicetobuyers,buyer/sellersandsellersalikethroughopens,buyercallbacks,andanycustomerexperience.

Finallytheleverageyou’vebeenlookingfor.

1213

Accesstoexpertise

Thisindustryrequiresyoutobeageneralist;fromprospectingtolisting,sellingto

negotiation,andlong-termcustomercare.

Specialisationallowsyoutobringinhighlyskilledindividualsexactlywhenyouneedthem.Growingateamofspecialistsallowsyoutoplaythegamedifferently.There’s

nothingquitelikethedepthofknowledgethataunitspecialistcanbring.Knowledgeofstrata,buildingrecords,rentvalues,etc.

makesyouhighlypowerful.

Longevityandsustainability

Whatnoonethinksaboutis,howlongare

yougoingtobeanagent?Aslongasit’s

good?Oraslongasyou’rewinning?You

willfacechallenges,therewillbesetbacks,andmarketswillchange.Youmustmaintainyourabilitytostayfresh,tostayaheadof

theconditions,andadapt.Winningteamstaketimetogetstrategic;theychasedownthefuture,andtheymakesuccesshappentogether.Successsharedisabettertypeofsuccess.

PaymentModel

Moneyisthegreatdividerinallrelationships.

I’veneverletmoneygetinthewayofgreatrelationships.Havingatransparentpaymentmodeliscriticalforteammemberstosee

success.Youcanpaysomeonehighersplits,butthemomentyoubecomeabusiness

owner,yourealisejusthowsmallthemarginsreallyare.Becarefulnottobegreedy;leavesomecashonthetableforothers.It’sreally

importantforlong-termprosperity.

Let,sassumea50%splitbetweenyouandyouragency:

•25%forlisting.

•10%forvendorand

campaignmanagement.

•15%forsellingactivities

(opens,buyerwork,auctionday,etc.).

Iftheleadagentgoestothelistingpreso,istheco-agentcomingbecausetheycreatedtheopportunityandhavedoneallthework?Oraretheycomingtogiveyouleverage?Ifit’sthefirstone,youmaysplitthe25%listingfee,orgiveittothementirelytorewardgoodbehaviour.Youneedtobalanceskillgrowthandneedingtobetheretowin.Don’tletyouregotrickyou.

It’sthesameforvendorandcampaign

management,andsellingactivities.Ifthey

dothemajorityofthework,theygetthat

percentageofthefee.Ifyouhaveahighersplitthan50%,yougettokeepthebalanceforyourefforttobringtogethertheteamfortrainingandskilldevelopment,etc.

Astheteamgrows,aco-agentmaybecomealeadagent,andyoumaysplitthings

differently.It’sok.Wecan’talwaysstayatthetoponourownforever,buthavingsomehelpalongthewayforlong-enduringsuccessis

whatmattersmost.It’saboutlivingafulfilledlife,onefilledwithdiversity,withsocial

connections,andthetypeofworkthatgivesustruemeaningandpurpose.

2

Succession

FirmsOfTheFuture2025Report

02Succession

It’samilliondollarstobuyinor$1tostart.Thebiggestissuefacinghighlysuccessfulbusinessesistheirlongandenduringsuccessbeyondthefoundinggeneration.Plentywantthechancetomaketheirmarkontheworld,butfewarepreparedtopaytheprice.

What’syourexitfromthebusinessyou’rein?Thebestexitsareplanned10-15yearsinadvance.Whenyouenterwiththat

view,allofthesideissues,diversions,andchallengesyouseewithsuccessionvanishquickly.Thewayyoubuildthingsmattersforlong-termsuccess.

Whatareyoubuilding?

Thebarriertoentryissolowit’snotfunny.

Plentywouldratherstartfromzero.I’dratherbuyintoanestablishedplatformwitha

customerbaseandmarketsharethathas

untappedpotential.Everyoneforgetsthe

powerofbuyingacashflow.Thepowerofacquiringalistofunder-servedcustomers.Oftakingagoodbusinessinagreatmarketandmakingitexceptional.Startingfrom

zeroisunnecessarilyhard;leveragingfromanestablishedbusinessbringschallenges,

butsodoesavastarrayofopportunities

thatonlyleveragecanprovide.It’seasierto

growapropertymanagementbusinessfrom300to1000thanitistogrowitfrom0to100.Why?Moresatisfiedcustomersbringmorecustomers.Calling1000pastclientslefttotheirowndevicesiseasierthanstartingcold.

Buildingalongandenduringcompany

requiresyoutoshiftfromselfishscarcity

toleveragedabundance.Buildingwith

othersisfun,assumingalignmentofvalues,expectationsandgrowthorprofitmode.

Everyonegoesthroughdifferentlifestages,lifeevents,marketandbusinesscycles.

It’syourabilitytorecognisewhat’snext

andsuccessfullyhelppeopleinandoutofthosetransitions.

15

02.Succession02.Succession

1617

Whydoesitmatter?

Longandenduringentity

Thelastthingweneedisanotherrealestate

Brand,especiallyonethatclaims,‘Butwedoitdifferently,’or‘We’renotlikealltheothers.’

Youcaneitherbecommonenemyinyour

approach,whereyouhurlyourstrategic

energyatbeatingothers,oryoucanrise

abovetoahigherpurpose,tobethestandard,thecategorydefiner,betterknownastherolemodel.Strivingtobethebestmatters,and

bringingpeopleonthatjourneybringsenergy,momentum,andconfidence,aswellasa

confidantwhoyoucanconfidein,ensuringthatyou’renotlonelyinbusiness.Shared

successisworthsomuchmore.It’sincrediblyrewardingtoseepeoplethrive.

Thestatisticsarealarmingforthenumberofsmallbusinessesthatfailinthefirst5years.Evenmorealarmingwouldbethebusinessesthatnevermeettheirpotential.Why?A

lackofstrategicplanningandlong-term

thinking.We’llsignacommercialleasefor

thenext5years,yetwedon’thaveamissionofwherewewanttobe5yearsfromnow.

Therearesomanyunknowns,exactly,but

onceyoudefinewhereyouwanttobe,thenit’saboutselectingthestrategy,tacticsand

measurementsothatyoucansurfthewavesoftheday.

Ego,Equity,Legacy,Control

Inanybusiness,peopleusuallywanttobeabusinessowner

foroneoffourreasons:

Ego

DidyouknowI’madirector?Didyousee

whereIparked?Inthedirector’sspot.Ego

fulfilmentisfine.Servantleadershipdemandsthatwhenyoureachtheloftyheightsof

leadership,allofasuddentheorganisationflips,andyou’retheretoserveeveryoneelseandtoensuretheirsuccess.

Equity

Here’smy$100,000,whatdoIget?Whatpercentagereturn?Now,ifmoneyinthebankgetsyou5%,ifanETFcangetyou7%withlittletonorisk,thenIdemandastrongreturnonmymoney,15%orit’snotworthit.Businessesthatdon’tcarefully

defineanddeterminewhat’simportanttotheirstakeholdersaredestinedfor

partnershipfailure.

Ateachgrowthstage,you’llneedtomake

carefulstrategicdecisions.Areweingrowthmode,profitmode,oramixofboth?Growthmodeisexpensive;itrequiresreinvestment

andlotsofit.Profitmodeisgreat,but

themomentitdriesuppeoplebecome

complacentorgetmad.Thesecretisto

definetheultimatesize,thestagesofgrowth,andwheretheprofitandgrowthareasaresoeveryoneisaligned.

Marketconditionswillchange;notevery

yearisarunawaysuccess,buttight,carefulmanagementaroundwhatmattersmakesaworldofdifference.Abalancedscorecard,wherepeoplelookbeyondprofitandlosstothebalancesheet,andwheretheycan

seetheirequitygrow,iscriticalforamorebalanced,futuristic,andforward-thinkinggroupofshareholdersanddirectors.

Legacy

Iwanttohaveago.Iwantsomethingtohanddowntomykids.Iwanttohavesomethingtoleavebehind.Thatfeelingofdoingsomethingbiggercangrowfromaplaceofboredom,

complacency,nativity,orevenagenuinedesiretofindpurposeinwhatyoudo.

Legacyisbeyondanameonadoor—that’sego.Legacyisaboutmakinganimpact,

anditcaneasilybeachievedthrough

differentgeographicallocations,servicelines,specialties,orpassionprojectswithinthebusiness.

19

Control

Tobehonest,Icandoitbetter.I’vewatchedyou,andIknowabetterway.Sometimes,

peoplearejustreadytomoveintoan

areaofcontrol.Decision-makingmatters.

What’scriticalistogetclearaboutwho’s

responsibleforwhat.Functionalrolesneed

tobeassigned.Thinksales,PM,marketing,

financials,compliance,legal,training,HR,

facilities,scalablevalue,additionalrevenue

streams,newbusiness,etc.Writeouteachofthoseheadings,andasktheteammembersinyourbusinesstotellyouwhoseinitialsareinthoseboxesontheorganisationalchart.Allofasudden,yourealiseyourdeficiencies.Thereneedstobesomeonewho’sresponsible,anditneedstobeknownwhodecidesthatarea.

SuccessfulEntries

Howyoubegindetermineshowyoufinish.

Foranygreatentity,youneedareallygood

buy-inandsell-outmethod.Thinkvaluation

formula,triggerevents(non-performance,

criticalevent,lifechange),andawillingbuyerorfundingpool.Thebestwe’veseendon’t

allowotherstobuyinbyusingthebusinessasequity.Instead,theyneedtheirownfunding

sourcetobuyin.Thisisabusinessessential

asitallowsthebusinesstolendagainst

itsownassetforfuturegrowth,ortolend

againstitselfifyouneedtobuyoutapartnerunexpectedly.It’snotpopular,butit’sessentialforlong-termbusinesssuccess.

Handingovercontroldoesn’thavetobetiedtoequity;itcanbeanexternalsupplier,likeus,foryourtraining,butifyoufailtodefinewhathappens,thenanythinggoes.Freereignis

theultimatedestinationinbusiness,where

youdon’thavetocontrolbecausepeopleusevaluestoguidetheirday-to-daydecision-

making.However,clarityisrequiredfirst.

Thesecretistoworkoutwhatpeoplewantorhelpthemdiscoverit,thenfacilitatea

careerpaththatallowsfreedom,fulfilment,challenge,andwinning.

Howyoupackage,marketanddevelopyourbuy-indocumentistheartofbeingagreatleader.Peoplewanttoknow:

1.Whattheyarebuyinginto.

2.Expectedreturn.

3.Expectedcapitalgrowth.

4.Long-termvisionofthefirm.

5.Riskmitigation.

6.Futurestrategyandupsideinthebusiness.

7.Contributionrequired.

8.Andalltheanswerstothemyriadof‘whatif’questions.

Earlyplayersinthegamewantaminimumpercentage.

Gunsrealiseyoudon’tbuyapercentage;youbuywhatyoucanafford.Ican’twalkintoBHPandsay,“Ifyoudon’tgiveme50%ofthebusiness,I’mnotbuying.”They’llsay,“Howmuchcapitaldoyouhave?”“Ihave$10,000.”“Okay,well,that’sXnumberofshares.”

Whythisisimportantisthattheentityhasa

saleablevalue.Thatvaluemaybeamultipleofrecurringrevenue,i.e.propertymanagementrevenue,one-offrevenuethat’sevidenced

overtime(likesalesrevenue),ancillary

revenue(likeprofessionalservicecentres),

and/orassetbase(likebuildings,cars,fit-outs,etc.).Whenyoubuyassets,youcanleveragethem.

Youmustcarefullyeducatefirst-timebuyersontheupsidesanddownsidesofbusinessownershipandtheexpectedjourney

ahead,andyoumustsellthebenefitsof

ownershipovertime.Manyareexcitedto

dotheirownthingbecauseit’scheaper;

theygettheirnameonthedoorandahighercommissioncut.

Theysoonrealisethattheygotconnedinto

the100%ofthecommission,notrealising

theyalsonowhave100%oftheexpenses,includingthingsliketax,andoftenwithout

aPMbusiness.Theyalsodon’thaveany

recurringrevenueorasaleableasset.Havingamorebalancedviewofsuccess,where

you’realsoreviewingwhat’shappeningtoyourpersonalbalancesheet,iscritical.

Ifpeopleseereal-worldimpact,proper

reporting,share-holdingbriefings,and

inclusioninstrategicplanning,thenyou’re

wellonthepathtomakingthebuy-inprocesseasier,faster,andmoresuccessfulforall

partiesinvolved.

SuccessfulExits

Theexitbeginswiththeentry.Whatwe’ve

learnedwithsuccessfulexitsistheyare

usuallyplanned10-15yearsbeforetheyneedtohappen.Slowbuy-insandslowsell-downs.What’sreallyimportantistosticktoprincipleslikenotallowingsomeonetousethebusinessequitytofundthepurchase,asthisallows

forfastexitsinthecaseofmisadventure,anythingfromnon-performance,draggingtheBrandintodisrepute,ordeath.

Thereneedstobe:

•Aclearvaluationmethodology.

•Aclearprocessforthesell-downorexit.

•Clarityonanyrestrictionsoftrade—onesthatwillstandupincourt.

•Speedintheprocess,soitdoesn’tfrustratetheparties.

Whenabusinessisbuiltfor

success-whenit’sbeyondanindividual-ittrulybecomes

ahighlymarketableandsuccessfulentity.

TheLifetimeValueofaCustomer

Where’sthebiggestupsideinsuccession?Thelifetimevalueofacustomer.How

manypastclientswouldlovetodoanothertransaction?HowmanyLandlordsor

archivedLandlordslivelocally?Howmanywouldliketobuyanothertoaddtotheir

portfolio?Howmanywouldliketosell

theirexistingprincipalplaceofresidence?Theseareallgreatquestionsthatclearly

demonstratethatthefishareatyourfeet.Howaboutyounailyourexistingonebeforeyougrowtoyournextoffice?

MaximisationofServiceLines

Thebestsalesareusuallyinternal.There’s

somuchvaluetobegainedfrompeople

who’vealreadybeeninthebusiness,knowhowitruns,andcanseethestrategicupsidethatthenextgenerationofbusinessownerscanpursue.

Thenextbestoptionismerger

andacquisition:competitorsor

newentrantstoyourmarketplace.

Greatbusinessesloveacquiring

greatassets.Buildanasset

otherswanttobuy.

Servicelinesmatter.OurkeyclientinDubai

hasanincrediblyestablishedresidentialsalesandleasingbusiness.Off-planwasseenasasmallerserviceline.Theydecidedtochangethat,andnowit’soneoftheirbiggestrevenuecreators,buildingahugepipelinefortheir

establishedresidentialsalesandleasing

servicelines.Onceyou’vegotyourservice

lineshumming,thenyoucanconsiderothers.

GrowthInLeadership

Runningagreatbusinessforadayisgreat

fun.Runningagreatbusinessforayearis

exhausting.Runningagreatbusinessfora

fewdecadeswithaseasonedgroupofgreatleadersisexhilarating.Chooseyour‘hard’,butrealisethatgrowthinleadership-ingetting

theentriesandexitsright-isoneofthemostoutstandingachievementsforanybusinessleader,andforenduringbusinesssuccess

longafteryou’veleftthebuilding.

Thewayyoudothatistohandle

theimportanttopicsfirst:

1.Noonewritercanwritemorethan25%ofthetotalrevenue;otherwiseit’sa

key-personbusiness,whichhasalargeriskupside,whichlowersvaluation.

2.Recurringrevenuemeetsorexceedsrecurringexpenses,sothere’s

recurringprofit.

3.Geographicspreadofincomeshowingupside,orthatyou’renotbeholdento

anyonemarketorpricepoint.

4.Leadershipexperience-aqualifiedandseasonedmanagementteamthatcanleadthebusinessaftertheexit.

5.Brand:onethatallowsforgeographicspread,butalsohasupsideinadditionalservicelinesorgrowthinmarketshare.

6.Qualityofbusinesssystems,strategicthinkingandmeetingrhythms.

21

20

3

We’reFor

03.We’reFor

03We’reFor

Ifonlyyouknewthedecisionsyouhadtomakeondayone.

Theculturalissuesyoufaceingrowingabusinessareimmense.Yet,

doingafewlittlethingsrightfrom