The One Habit That Took Me To 100 Deals In A Year

Okay, in this video I'm going to tell you the secret that took me from 0 to over 100 deals in less than 3 years, and that every single person that I've ever coached, every realtor that has built a high 6-figure or 7-figure business, without exception, they mastered this one key part of the business, and that is lead generation. Lead generation— lead gen is the linchpin of your business. So you might wanna write this down. This is a quotable quote. Lead gen is the linchpin. So when I first started real estate, day number 1, I can literally remember it like it was yesterday. I started day number 1, I went in, they had a new agent training, and then I was getting set up on MLS and getting my office set up, or not office space, my desk space set up, the little desk area, getting everything set up and training and all that. That was it, day 1. Day number 2, came in, new agent training, had our weekly sales meeting. And then that afternoon, we had a prospecting party. And we knew this— I knew this was coming from Monday morning. I knew that Tuesday evening from 5 to 8 PM, we were doing prospecting. I'd never prospected before. I'd never done live sales calls. This was something I'd never done in my life in anything else ever. And so I was scared to death. I was like, oh my gosh. So here's what we're doing. We were doing circle prospecting. We didn't call it back then circle prospecting. We just called it cold calling. So we got to pick a area, and we had a Coles reverse address directory, and you just were calling. And I was using a Mike Ferry script. I don't even remember what it was, um, but it was a kind of a like, when do you plan on moving type thing. And I was scared to death. So I'd been practicing the script, practicing the script, because I knew 5 to 8 were doing this. And you're in a fishbowl. We're in this, in this office, we're in a prospecting room. And I'm going somewhere with this because I want you to understand the steps that I had to take to go from zero deals To over 100 transactions in one year in less than 3 years. And this was how it started. And so we were in the— we call it the fishbowl because it was this big training room and it had this counter, like literally a kitchen counter or bar counter all the way around the room. And then every 8 feet there was a chair with a little file cabinet and a phone, and that was your station. So you're literally— it was like a call center. You're side by side with all these other agents. And there was probably like 6 or 7 agents in there that first night. And we prospected from 5 to 8, and then we had pizza. And that was the reward for showing up, doing it. And I remember I got one lead in— and just, just one lead, that was it. And that lead never ended up doing anything. But what I remember the most was just being scared out of my mind. I'm going into it, it's almost like, you know, those— there's that moment when everything feels surreal and yet you're going into it anyway. And I'm just like, but I just did it. And so I feel Figured out there are three steps that I followed. This is a progression of three steps that I followed to get me from no deals to a lot of deals, to making a lot of money and just building a big business. Number one is you got to be willing to suck at it. I was willing to suck at it. I sucked at it. I sucked at it. I sucked at it, and I did it anyway. So step number one, you got to suck at it. Now step number two, I stuck with it. I stuck with it. I stuck with it. I stuck with it. I kept doing that, and after day number two, I prospected almost every single day. I mean, I'm not saying I didn't miss any days. By my third year, that third year that took me to over 100 transactions, I did not miss a day. I had hired a coach and I was like, this is what I do. My schedule was clear from 9 to noon every day. I did my lead generation and then I did my lead follow-up right after that. I would do it today if I was doing it, I would start at 8 AM, not 9 AM, but that's what I did. And I prospected 3 hours and then I did lead follow-up for 30 minutes every day, every day, every day. Okay, but I wasn't good at it. When I started, I sucked at it. But number one, step number one is you got to suck at it. I sucked at it. I sucked at it. But the more I did it, I sucked less. So I went from sucking at it to sticking with it. I stuck with it. I stuck with it. I stuck with it. I stuck with it. And as I stuck with it, I sucked less. And then number three, third step is I succeeded with it. I succeeded with it. Suck at it. Stick with it. Succeed at it. That's exactly how it's going to happen to you. But you have to understand that lead gen is the linchpin. What am I doing to generate leads every day? Now, I do not recommend Circle prospecting. Okay, cold calling is the like most painful thing. If I'm going to call people that I don't know, I'm calling expired listings, I'm calling for sale by owners, I'm calling people that are— that's not cold calling, that's hot calling, because I'm calling people that have already raised their hand and said I need to sell my house, right? So I'm calling targeted stuff. Or if you're doing open house events, you're inviting, you're door knocking to invite people to an open house event, or you're doing social media. But the key with social media, or if you're doing paid ads, the key is not The ads. It's that when somebody reaches out to you or they engage with you, you've got to get them into a conversation. That conversation is what is going to turn a prospect into a lead, into an appointment, into a client. Okay? And again, this process, you just got to do it every day. And this is the magic. Do it every day and suck at it until you don't suck at it anymore. Okay, I'm going to cut in here real quick. So if you're willing to do this and you're willing to suck at it, willing to stick with it, willing to succeed with it, I'm going to give you the best lead generation, lead follow-up scripts ever and the best listing presentation script ever. So all you got to do is in the description below, you click on the link and you can download my free listing power pack that's going to give you the right scripts, the right things that you're going to suck at first, but you stick with it, you will succeed at it. So click on the link below, get your free scripts. Now back to the video. If you want to add in things that will make it better and faster, do roleplay every day. Practice and roleplay your scripts 30 minutes to an hour every day. 30 minutes to an hour every day. I would in the morning, we had a 30-minute roleplay session. at my brokerage, Century 21 Mike Bowman, that nobody showed up to but maybe me and one or two other agents and that was it. But I was practicing every day, every day. And so what was happening is while other agents were stuck in fear, instead of being stuck in fear, I was sticking at calling every day. So I was getting better and better and my fear was getting less and less while other agents were avoiding it because they didn't feel comfortable. They felt scared and they felt fear and they felt nervous and they didn't want to annoy people and they didn't want to get hung up on. They didn't want to get yelled at. And so while they were avoiding doing lead gen, I just kept doing lead gen, kept doing lead follow-up, and it just started turning into deals for me, turning into deals, primarily listings, which is the way you want to build your business. So you got to be willing to suck at it. You got to be willing to stick with it and know that if you do, you will succeed at it. Lead gen is the linchpin, and be a master at converting them. That game is yours. Be willing to suck at it. Be willing to stick with it so you will succeed at it. So click on the link below, get your free scripts. 3, 2, 1, off you go.