4 Pillars Required to Become a Million Dollar Agent

The fast action bonuses that we're putting together, a five part deep dive training on everything you need to handle the NAR settlement and negotiating with buyers, negotiating with listing agents, negotiating with sellers, how to present all of that, all the forms required, all the presentations required, all the scripting required, the mindset required, and there's mastermind sessions involved in that as well. So five hours of deep dive training just on the NAR settlement. That training, that five part series will earn you tens of thousands of dollars.

The real estate industry has failed to create a clear path to time and money freedom. Having helped over 5,000 families in my real estate career and coached thousands of agents to scale their businesses, I know what works and what doesn't. And my goal on this podcast is to share it all with you. The good, bad and ugly of building a highly lucrative lifestyle business so you can focus on what truly matters in life. You won't find any hype or fluff on this show, just real world tactics and strategies that get results.

You just gotta do the work. All right, now we should be good to go in this place. Really what I want to dig in today, and this is kind of unpacking, you know, what I've Learned over a 18 year journey in real estate sales and what just over 11 years serving this industry at a very high level through real estate B school, which is essentially just business coaching to real estate agents. I'm calling this a business growth challenge. I really want to call some of you up to build your business or think about your business a different way. And the question I have and the guiding sort of sentiment of the time that we're going to spend together today is I want you to ask yourself, you know, do you have a clear roadmap in place to take advantage of the current market? So think about the current market. With uncertainty and shortage of inventory, the NAR settlement changes hitting as we speak. Just got an email from my MLS that the field was taken out today. The buyer comp field in the MLS was taken out today. So all heck is going to break loose, some agents would think, but the current market and is that roadmap that you have in place, will it allow you to grow your business and wealth despite what's going on in the market? Some of you come to a training like this where maybe not just this year, but years, you've felt like you're just spinning your wheels. You're not that much farther ahead than you were, you know, three to five years ago. Some of you might be feeling like you're Failing on multiple fronts. Right. So you're balancing, you know, work with family commitments, with maybe, you know, you've got a spouse or other commitments or some of you are just easily distracted. It's an interesting time with information overload, the 24, 7 news cycle, social media. Some of you are squirrel chasers. I'm a recovered squirrel chaser. This is all the distractions in your business that take you off the core focus of building a business and making lots of money. And then every one of us feel like there are too few hours in a day. Make no mistake though, when you hover up here, you know, go into the clouds for a second and look down on the industry. Consumers are record level debts. All household savings have gone to zero. The macroeconomic environment is not good. We're in what, a 12 year run of the real estate cycle. So not to be the sort of bearish sentiment here, but we are due for a major economic shift which will impact the housing markets most likely. And on top of that, all of the uncertainty around the NAR settlement and you know, buyer commissions and all of that, and all the vendors out there, you know, the Zillows, the folks that are trying to get in between us and our customers, including this class settlement, you know, with, with, with nar, we don't have any friends. And so you're probably asking yourself, you know, is it even worth it? You know, painting this grim picture for all of you. And by the end of the time we have together today, I'm going to show you very specifically how I scaled my business and how you can too in the worst of markets. I'm going to go through the four pillars. This is going to help a lot of you get really clear on where your business is lacking right now. And then I'm going to show you how to swipe the entire system and guarantee success levels. Not a whole lot, you know, if you're sort of new to my world. I take a lot of pride in roles outside of real estate. So being a father and a husband and you know, I did figure out a way. My first full year in real estate, I sold 44 homes. Handful of years later, all through the Great Recession years I 10x my business. But I was able to get out of the grind of the real estate transaction. Got down to one day a week, 5,000 plus families, served thousands of agents at this point, helped them scale their agents through real estate B school. I've succeeded financially and I've got an awesome schedule. But make no mistake, I've made all the Mistakes. I left a cozy corporate job. Anders is like maybe 11 year old, hopefully oblivious, you know, to me not being present as a dad at that time. Kendall came in April 2010. So a few years later, I was ruining a family vacation. You know, trust me, honey, I have a plan. This is going to work out perfectly. More importantly, though, I was driven by a why. Without getting into the back story, I was motivated to not have what I had as a kid. A lot of chaos, a lot of uncertainty, no financial stability whatsoever. And. And so as you look into, you know, look at your current business and your life, you need to really solidify. And this is a bit of a homework. You're not gonna be able to just think of it. But what is your why? Why are you doing what you're doing? Mine has changed over the years. You know, it started with just to create a lifestyle for my family that we never thought was possible because me and my wife did not come from a lot. But I was really fighting for just creating a life with my family and real estate. B school was born out of all of that. Not a conscious decision to start a coaching company. But a lot of folks were struggling in the same ways that I had, and the traditional coaching methods out there were not solving those problems. So I can tell you that there is hope. I've done a lot of good, bad, and ugly in my journey. The goal here is to put you on a path to be able to increase your net worth systematically, take more time off, and ultimately put first things first in your life. We've been at this for, like I said, 11 plus years at this point. Our members have done probably a million buyer and seller consultations. These numbers, I went through them, and I think they're conservative. At least 250,000 families served, and I was probably closer to 100 billion worth of real estate. But we've helped folks at a high level, and they decided to play a very different game in their real estate business. There are lead generation, lead conversion, inside sales, outside sales, client care, all of this stuff, your past client program. And these are the trigger points that the most successful members that I've worked with in our inner circle, in our. In our coaching programs, have decided just to play a different game and look at the business holistically. My approach was different as well. 2007, I only worked 10 months. I left my corporate job early March 2007, first full year was 2008, 44 transactions. I brought on an admin in 2008. 2009, end of that year, I brought on my first buyer agent, maybe a couple buyer agents the next year. 118, 178, 248, January 2012, I did one of those 248 transactions. Then 3 12, 453, got down to one day a week in 2013 and all the way through November 2020, where I exited my real estate sales business. So very deliberate approach to growing the business and selling more homes, but also a deliberate approach to living my life. 24 7. In those early days, I was going to put like, As a joke, 2007 was eight days a week, but 24, seven, you know, in my first couple of years in real estate, ultimately I was able to crack the code, delegate, elevate, build systems, where I was 12 days a week, 2013, 14 and beyond. And I also cracked the code on, you know, my first 10 months in real estate. I netted about $20 an hour, just under $20 per hour. The next year I took home about $100 per hour. Then 150, 250, 500. Then I went to, you know, the 250 to 500 was cool, the 500 to 1,000 was cool. I doubled it again. Then the thousand to 2,000. Then I stopped counting at $3,000 per hour. So very deliberate and intentional, you know, sell more homes, not work seven days a week and make an unreasonable amount of money in a reasonable amount of time. And I took the same systems and I'm going to go through the four core pillars. My first agent was Chris Goodwin. He was just, just kind of starting out. So one home in his first, like 18 months in the business, sold 27 homes his first 12 months. Working with me, John came from selling insurance, B2B insurance sales. He sold 35 or 36 homes his first 12 months with me. Sharon was on another real estate team. She would do about 1012 deals a year, actually. John went on to sell 122 homes in a single year. 37. His first year, Sharon was at about 1012 homes per year with another real estate team. She did about 31, 32 deals her first 12 months using the four pillars that I'm going to go through, and then went on to sell over 100 homes in a single year. Dan Jones got his real estate license to join my team, was a successful inside sales agent, converted to outside sales, went on his own, built a team just north of my market. And that was his business coach. So he paid me externally as a coach. And he does 300 plus transactions, works, I think 24 hours a week at this point. Stacy Peterson same story tripled her business. Exited production within six months of working with me, sold her business for a seven figure valuation. Dave Friedman never took a vacation before he met me. Relationship was strained and he takes about 15 weeks of vacation. Consistently nets over a million dollars. Cody Riddle, traditional agent doing about 200,000 of GCI when I met her. She's 10x her business. I think she's 20x'd her net worth. She does about 2 million GCI. Uh, never took vacation before and she's consistently taking vacation. Tim Pierce left a failing partnership to go on his own as a solo agent. Uh, I think last year they did 120 million or something like that. Uh, and he's working, you know, probably 30 hours a week or so. John Mikish same, same deal, working like up to his eyeballs in transactions when I met him and allowed him just to, to actually physically relocate to Bozeman, Montana from his real estate team. Again just north of me in my market ran an amazing business. So I call this now the million dollar agent method. Back then it was, you know, I was just barely getting by, you know, so it didn't have this pretty fancy name and all these, you know, pillars and whatever. I just sort of worked the systems that gave me more leverage and it started with lead gen, lead conversion, the sales frameworks and I'll go through all that. But when you think about coming into our world potentially it's about helping you guys grow and scale your business and your life's about achieve a level of freedom that you never thought was possible so that you can live your life at a much different level of meaning, purpose and impact. So let me dive into these four pillars and I want you to think about as I go through these, you know, where do you stack up, where do you fall short? These are the same systems I use to sell 44 homes with just me and a part time administrator to to 10xing the business and I was working one day a week. So it doesn't matter to me if you want to sell 44 homes or if you want to sell 453. It's all the same stuff. So leverage. Lead generation is the first pillar. This is the first part is the database touch blueprint is what we call it then Agent brand authority builder. A snazzy saying for, for social media. Then we've got 10 other legion levers that, that you know, we built out so 12 total. But the first two are pretty much non negotiable. Your database blueprint and agent brand authority builder. And then we've got 10 others that you can implement. Can't implement them all, but typically you want to implement a lead gen lever that provides at least one transaction per month. So your database, blueprint, agent, brand authority builder, one transaction per month from each of those and then there's implementing another couple if you want to get to four transactions per month and then you can go to six and eight transactions per month. Easy to say, you know, not always the easiest to do. But we've got all the systems built out. Next is the appointment setting process. That's the second pillar. Two parts here. 90% of folks that if you generate a leader, you have a conversation with somebody, they're not ready to go. So the nurture sequences are more important than the actual appointment setting process. So the script you might use to set an appointment or qualify that appointment, and you can do that on 10% of the folks that you talk to. But the 90% is where the money is at. The fortune is in the follow up, as they say. So all the scripts, all of the email and text sequences and the lead management, the lead protocol policies. That's the second pillar. The third pillar is what we call consultation frameworks, especially in light of what's going on with the NAR settlement and the changing rules, rules around buyer compensation. A process, a sales process where you sit down with a buyer before you start showing them homes and you earn their business and you secure your commission, your transaction fees before you start working for them. A wildly different 90% of agents just hope there's a CO broke, right? And they're not a strong, they don't have a strong consultation process. But all of the presentations, the forms that you'll use, the scripts that you'll use in those consultations, same thing on the listing side, the pre list. We've got a pre buyer appointment packet. Now you know how a lot of agents, if they set a listing appointment, they send over a pre listing packet. We've got a pre buyer appointment packet. We've always done it this way. We modified it a little bit with a NAR settlement that came down. But you want to have a process in place where you're listing your buyers just like you're listing your sellers. And then the fourth pillar is really where you start to buy back your time is leverage close client care. Whether it's hiring a local license admin or a virtual assistant or a showing agent, or building out your client care process and your workflows and the critical tech tools that you'll need, but you want to under frame all, underpin all of this with the realization that 80% of the work you'll do is administrative in nature. So it takes 80% of your time, but it does not make you like a, a, a level of income that is in line with the work that that's being done. So this is like bringing signs out, you know, MLS remarks, entering listings into MLS ordering inspections, you know, all of the administrative work that goes along with, you know, selling real estate at a high level. So those are the four pillars. So let me get into the, the, the specifics of the million Dollar Agent method. So we have broken down these four pillars and I would say if you're at the point in your journey where you know that you want to build a business that allows for a separation of the time you put into it versus the income you take out, right? So we've got, you know, six stages that we've identified. 100,000, 500,000amillion is our stage three. So if you want to build a business that allows for complete financial freedom along with time freedom and to bring your stress level down, this program is for you. And I would say in terms of the results that you should expect, this is a 13 week implementation. So this is heavy, heavy implementation. And there's an income guarantee, $40,000 of gross commission income that we will deliver or you'll get a complete refund. But you will expect to implement a database touch system. Your all your social media including scheduling and calendaring, all of that. We've got 10 other Legion level levers, you'll pick two that will implement and all the lead conversion systems and all the sales frameworks, all the presentations. So that's really the nuts and bolts of it. And then we also do the productivity, productivity piece where we, we look at what you're doing every day. And so, so that's a little bit of what we'll work on. Putting all the lead gen levers in place for Total Database Touch, Blueprint Agent, Brand Authority and two others. We'll put all your email and text nurture sequences in place so you can cultivate those, those leads that aren't ready to go, all the scripts to properly set appointments and qualify appointments with buyers and sellers, the consultation frameworks which are the pre list packet, the listing packets, the actual listing presentation, the pre buyer appointment package, the buyer packets, the buyer presentation, all swipeable. All the templates you get access to in Canva, everything that you'll put in a packet you get access to in Canva completely editable and then all of the leverage, client care, all of the we work out of Trello. So all of the Trello checklists and boards swipe and deploy. If you're ready to hire a showing agent or a buyer agent or an admin or a va, a VA will set you free. We're talking about one of our recent successful clients and he in within his 90 day implementation he onboarded a VA to take off all of the 80% and so he's now, you know, double tripled his production simply because we were able to get him to bring on a va. And we've got a relationship with a company that specializes in VAs for real estate agents that works really closely, closely with us. So in terms of how the program works, this is a 13 week heavy implementation program. Wildly different than anything else you may have been involved in or other programs that you've done. It's you working with someone that's been in the trenches before, that's implemented all of these systems. All of the systems, all of the documents are swipe and deploy. And so once a week you're going to meet with your implementation coach. Every Thursday you're going to get, we've got a lead conversion coach that you're going to get trained on how to convert different lead sources, your database or on social chat or you know, expireds or fizbos we do inbound so we send stuff out and people call us and how to convert those leads. You, you'll get daily accountability, you will get support from our client care team. And like I mentioned earlier, I have no interest in gaining financially if we don't deliver at least $40,000. So you'll generate an additional outside of anything you're doing currently just on the stuff that we're working on an additional $40,000 of GCI in the next 90 days or you'll get you'll your entire investment in the program back. And I've got something that I'm gonna just reserve for for this and I think we have a time limit on this as I'm doing this live. It's Wednesday so I think we're gonna shut this thing down on Saturday or Sunday. But the fast action bonuses that we're putting together, a five part deep dive training on everything you need to handle the the NAR settlement and negotiating with buyers, negotiating with listing agents, negotiating with sellers, how to present all of that, all the forms required, all the presentations required, all the scripting required, the mindset required and there's mastermind sessions involved in that as well. So five hours of deep dive training just on the NAR settlement, that training, that five part series will earn you tens of thousands of dollars. And that's above and beyond this $40,000 GCI guarantee. Just being able to navigate and get paid on the buyer side consistently and do that with confidence, that's above and beyond probably what you'll do just on the, on the 40k in the core program. So when it comes down to it, I want to put you in a position where you're asking the right questions and you're working on getting the answers. So are you taking advantage of low cost, high return lead gen levers? Are you using marketing and tech leverage at the highest level? Are your lead management nurture system set up properly for that 90%? Do you have a system to offload any low dollar productive activities to a VA? Something as simple as a VA that's making $4 per hour, right. Do you have a way to offload those activities? You know, can you cut expenses without hurting your business and are you working ultimately too many hours without any financial upside? So not only is growth possible, it's, it's highly, highly predictable. So if this is, this is not a hard sell, this is not, you've got to do this or, you know, you might as well quit the industry. We want folks that are business minded, hence real estate business builders. My passion is helping agents set up systems that allow their business to run more smoothly so they can detach time and money, make an unreasonable amount of money in a reasonable amount of time. Go to million dollaragent method.com if you've seen enough. The seven minute video is probably a repeat of some of this. You can watch that seven minute video over there. But there's a button to book in a strategy session. There's a few questions to answer and go ahead and book in a strategy session. It's not a high pressure sell situation. It's looking at your business and breaking it up and seeing if where you're at and where you want to go. If we can help you bridge that gap, if we can, we'll talk about it. If you're a good fit for Million Dollar Agent method, we'll talk about it. If you're not, that's totally cool. So much love, much respect. I will see you on the inside. Y' all be good.