Think of the power that could come from a database filled with KPAs.
As Promised stamp... for branding purposes
Tell people what you intend...
"We intend to take great care of you…We intend to keep you informed and educated…We intend to empower you to make great decisions...and finally, we intend to make buying or selling with our team enjoyable..."
Update and simplify our listing presentation for our team.
MAPS Coaching (we finally took the leap, we feel like we have been hitting the ceiling on our E to P progress).
Quantum Leap - Gary Keller
Ben Kinney Interview-
Success in real estate comes from three simple things:
Say the right things
Say it enough, and
Have enough people to say it to.
Genius Disease (thinking you're a genius)- Leads you away from the things that made you successful.
Biggest mistake when building a team: After succeeding at one level. I went out and hired everyone I could, thinking it would lead to more transactions following my models. I grabbed everyone I could, I now call them the "cream of the crap."
"I had a problem in the past. There were a few years where I was trying to prove to everyone that I did it. Now we are trying to prove to everyone that they can do it." Generosity is not about giving to your friends and family, it's about giving to your worst enemy even when they don't deserve it.
Think as big as you can in your life - you do not have to leave your backyard.
Time blocking: Success for personal growth starts with planning free time first.
The goal of making money, just making money, without a goal for WHY is a bottomless pit and a never ending job.
Money discipline - Master Valuing Things That Appreciate In Value. You will never get where you want if you apply all the leverage in your personal life.
When determining your 5 wealth determiners, start with yourself. After that it really doesn’t matter where you start if you’re going to eat the whole elephant. Just start eating where you are.
Disruption or just a new package for an old system:
Open door charges a premium - 8%-10% more for the convenience.
OpenDoor is operating at about a $13,000,000 loss. And they are 1.4% of the market in the areas they are working.
This isn't a sustainable model over time.
This is an old wholesale real estate model. IF the market changes, this model becomes very dangerous.
ROI for different team Lead Generation Models:
Highest ROI comes from open house model for lead gen in teams. Cost is 5.6% Online Lead Gen is 36% and Reerral is on average 11.1%
Expansion is the game. Get ahead of this or you will be left behind by it.
Teams expand Lead Gen and Admin Systems.
Referral based teams 75% or higher may have a hard time expanding that type of business.
Huge investment in Tech Funding for Real Estate: Real estate tech funding has doubled in the past year and quadrupled in the past 3 years.
What will come from the RE Tech investment?
AI chat bots etc. Can't wait for Ojo and Kelle
Blockchain - this is a way of transacting value digitally. This is a public ledger of debt. Could be how the title industry gets online.
Computer Visioning - this means extracting data from images to provide greater search insights. Show me houses with kitchen islands (this is one that I am extremely excited about because of an Idea we are developing at PressPlay).
VR/AR - This doesn’t effect value or sales at this point, its kind of a shiny object.
Crazy Graph on RE ad spending ROI:
Kind of Shocking... with all of the tech investments and spending on tools and tech that were designed to take the home search online and the number of homes that buyers physically view has only gone down from 12 to10 houses on average. The number of days searching has stayed the same.
Goals To Reality
Imagine the possibility
Believe the possibilities are literally possible for you
Go to work and make it happen
Embrace the accountability needed for your goals
Four conversations in CGI
Appointments is the first conversation because nothing else can happen without the appointments:
Focusing on those conversations helps you see the gaps. Without the numbers you can’t analyze your business.
Conversations without results are a waste of time.
Appointments without conversions are a waste of time.
The only thing you need to track is listings. Its always about listings and that means listing appointments.
The Team With the Most Talent Wins - Heyl Group
Building a team is about Success through others.
It's about WHO, no longer about YOU. Get out of the way.
Success through others always takes more time.
You have to get away from the Super Man Complex where you are the only one that solves all the problems.
Many team leaders are Trapped in "hustle mode" they don't run a businesses they just have jobs.
Good businesses start with a what, Great businesses start with a who.
So Who is the Right Who? -- Talent criteria - simple criteria
Hungry - insatiable desire to achieve, self accountable and tenacious.
Humble- lacks excessive ego. Humble people emphasize the team over themselves.
Smart - This is about emotional intelligence not a diploma (though the diploma doesn't hurt).
First Thing - it doesn't matter how long this takes. If this were the 7 steps to becoming a great dad would you care if it took a year? Would you care if it took two years, three, or four if at the end you were a great Dad?
Expectations V. Reality and the Work
This is about managing your own Expectations. We are generally impatient as humans. As soon as we think something we generally see the world as if the thing had already happened in our mind and when reality does not show up that way it leads to discouragement.
And now, the Steps...
Step 1 - Make one listing appointment a day.
This is a No Matter What kind of thing -- 21 or 22 apts a month.
Step 2 - Visit one FSBO or Expired Door each day.
Step 3 - Follow up Wednesdays.
Here is your script for all follow-ups - "Just want to call and follow up because it's Wednesday. If you need help with anything real estate related, please give me a call."
Please start taking your own advice.
"Here's my advice I'm not using it anyway."
Step 4 - Post one "I have a buyer message a week in Facebook"
This is so much better than, "Hey everyone, look at my new listing," or "contact me if you want to buyer or sell real estate..."
You need to start story telling.
Step 5 - Every Seller Every Week.
2x1 and rule of 3
2 contacts per week will (1 electronic 1 voice)
Every 3rd week they need to meet you in person. If we haven't sold your home, every third week I want you to come into my office.
The Call each week should cover the following - Justification of your activities- Statistics and market info - Motivation of the client - What more do I need to do for you?
Step 6 - do FSBO deals if you must
This is about habit. We take 10 listings a month, period.
Step 7 - practice the presentation weekly.
Amateurs practice till they can do it right. Professionals practice till they can't get it wrong.
Practice each week for 35-50 min.
This will help you avoid practicing with a client where you stand to lose thousands of dollars.
Know your scripts - Amazing Customer service comes from Lead Gen and your Listing Presentation.
Remember -- No one has it figured out. If they think they do, they're lying or they're deceived.
Wrapping It Up - Who We Are and Connecting
Well, that's it! If you're still reading, you're a trooper.