Quotations by Gary Keller

Experience shows that hiring an effective assistant should easily double your sales volume. So many of us make the mistake of hiring out of convenience rather than by standards. [2004] - Gary Keller

Any promotional items you send should be items of value that they can use, like a refrigerator magnet or a notepad. [2004] - Gary Keller

Spend only money that your business has generated. [2004] - Gary Keller

Companies that successfully minimize their start-up cost and debt before they open for business and start generating revenue quickly have a much better chance of survival. [2004] - Gary Keller

The first person you hire should always be an administrative assistant. Second, you need to hire talent. If you find yourself still micromanaging a staff member three to six months into his employment, he may not be talented and may not be motivated to reach his goals (your goals) on his own. [2004] - Gary Keller

Reward in public; correct in private. [2004] - Gary Keller

In addressing personal performance, if there is a problem you are first seeking her agreement that an actual problem exists. Next, ask how she sees the problem and then honestly share your perspective. Depending on the situation, you may need to discuss the consequences for her if there is no change in the situation. A big part of the process is discussing alternate solutions. "How are we going to solve this problem?" Keep an open mind, but the point of the discussion is to arrive at mutually agreeable course of action. This needs to be specific and should spell out expectations, responsibilities, and time lines. Again, write it down. [2004] - Gary Keller

An underachieving employee will many times try to convince you that it is the models or systems that are wrong and not her behavior. You have to remember that you are judging results and not people. [2004] - Gary Keller

Operating expenses include marketing, rent, salaries, equipment and suppliers, advertising, etc. As your business grows, this can reasonably be held at or below 30 percent of gross revenue (GCI). [2004] - Gary Keller

Lead-generation costs should be about 10 percent of your gross income. [2004] - Gary Keller

The ultimate business goal is to have a success business run by other people! [2004] - Gary Keller

We recommend that employees be with the business for six months before being eligible for paid vacation. They will then get one week in the second half of the year. Generally speaking, employees need to be with you for six months to qualify and get six paid days of sick leave each year. [2004] - Gary Keller

The best possible way to get documented standards for your business is to have the first person you hire document the way you what things to get done. The secret to succeeding this way is to start the documentation process early, work on it often, and never stop. [2004] - Gary Keller

Separate your deposit account from your operating account. Only transfer enough into your operating account to cover that month's budgeted expenses. [2004] - Gary Keller

Investing your money in the stock market has historically generated about a 10 percent return in any seven-year period dating back to the 1930s. [2004] - Gary Keller

In business, a monthly review of activities, production, and financial performance is the minimum. [2004] - Gary Keller