Episode Details

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We break down why great solo agents build teams that look successful yet leave them with nothing at the end of the month. With accountant and benchmarking specialist Chris Mercer, we lay out the break-even maths, the real cost of hiring, and the incentive traps that quietly blow up EBUs. 
• Moving from solo agent to an effective business unit with real overheads and obligations 
• The three motives for hiring and why “write more to make more” fails under overhead 
• The true cost of staff including superannuation and hidden leave liabilities 
• Thinking in deal volume and seasonality rather than just GCI 
• Mapping functions before headcount using part-time roles and outsourcing 
• Setting a break-even baseline before any splits or bonuses 
• Designing incentives that reward contribution without inflating entitlement 
• Protecting brand standards and clarifying whether the EBU is a career or a pathway 
• Consolidating in changing markets and monitoring numbers with evidence, not ego 

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