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The Business Freedom PodcastEpisode

What To Do Next to Scale Your Business

By Lars Hedenborg


What To Do Next to Scale Your Business

Lars Hedenborg    June 24, 2020



Today I'm going to dig into the question that I probably hear asked the most when it comes to team leaders and business owners looking to grow and scale their real estate businesses. It's a simple question, but the answer can be really challenging - what do I do next?

I have the benefit of looking back - since 2007, I've served over 4,000 families in the real estate business. Since 2013, I've been building the systems and strategies to help others do the same - just swipe and deploy. I am able to help other business owners build a business that's not built with them at the center.

I want to help folks find out self-discover that what they're building - as harsh as it sounds - is not sustainable. You might want to find a journal, pull over, stop what you're doing for a minute and write this down. Most real estate teams and businesses today CANNOT run without their owner involved. That's true of a solo agent, someone with a couple of assistants, the story is the same no matter where you're at in your business growth journey. 

If you can draw a triangle on something, do it now - it will help you visualize what I'm talking about. 

In the triangle, write Attract on the left, Convert on the right, and Deliver on the bottom. 

There are 3 areas within each driver that have to function independently of the business owner. 


  • Database Marketing
  • Listing Marketing
  • Buyer Marketing

The things I got running first in my journey were my Marketing systems. Because of these accelerators, I had high-quality buyer and seller leads coming to me without having to pay ungodly amounts of money for my leads through online sources. How well does this driver run without you? 


  • Lead Management
  • Appointment Setting
  • Consultation Process

When you get people in the door, now you have to focus on converting them. The conversations with them are what gets you in the door and can be a powerful accelerator to convert them to a buyer or seller. Having these processes is what makes you money. If you stepped out of the business for 30 days, how would it be when you got back?


  • Buyer & Seller Servicing
  • Transaction Coordination
  • Critical Tech Tools

The goal on my team is to be the world class provider of residential real estate services. Once you get a buyer under contract, that's where you have to systemize or it falls apart. Delivering the best experience is what gets you the best type of marketing - word of mouth. Referrals. 

When you look at all the drivers and accelerators that we went through, grade yourself on each one - when you're all good on attract, then you can work on convert, and when you're all good on convert, you can work on deliver. 

Those are the 3 main drivers - if your business doesn't run without you in the center, you don't have a business. If it does, and you've spent time working on the fundamentals, you can start to have the discussion around Scaling. 

Much Love & Respect,

Lars' signature

Lars Hedenborg

Founder of Real Estate B-School

P.S. If you are struggling right now wondering what your next step is, here are a few ways I can help you right now:

  1. Schedule a Business Growth Strategy Session.
    If you want to crush the current market and thrive while others fail to even survive, schedule a call with a business coach so we can arm you with a clear plan to profitably and predictably scale your business. No gimmicks or hype! Just the stuff that works!
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    Ready to get started on your journey to growing your real estate business? As a member of our all NEW Business Foundations program, you’ll get exclusive access to the tools you need to transform from an overworked real estate agent or team leader to a profitable real estate business owner!
  3. Get a Plan for Predictable Success despite the Current Realities of the Market.
    This short 15-minute training will show you that predictable real estate success is possible even during these crazy times! Find out how to implement the systems and strategies to scale your business despite the current market shift!
  4. Get Instant Access to our Masterclass Training Series.
    Learn how to apply the same tools, systems, and strategies I used over the last 12+ years to go from a struggling solo agent making roughly $20 per hour in 2008-2009 to building a sustainable, profitable real estate team where I now earn over $500 per hour.
  5. Subscribe to The Business Freedom Podcast.
    Join me on The Business Freedom Podcast where I talk about the good, bad and ugly of building a highly profitable, systems driven real estate team.
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