A recorded group coaching session ("HIGH PERFORMANCE COACHING CALL: The Influence Model") explaining how influential leaders shape thinking, issue challenges, and enforce accountability—applied to real estate teams. The speaker gives concrete, repeatable prescriptions for agent productivity: e.g., three hours of daily prospecting (≈15 hours/week) and sustained use of weekly accountability trackers (12 consecutive weeks) to produce roughly three to four transactions per month. The session is instructional and motivational, with practical tools (worksheets, trackers, commission examples) to help leaders implement these influence strategies.
Questions this video answers
Three hours of prospecting per day (approximately 15 hours per week).
Complete 12 weekly accountability trackers in a row (12 weeks) showing the required activities; this sequence is said to produce 3–4 homes per month.
Everyone get your worksheet out. So the world's most influential people have three things in common in the way they influence both individuals and the masses. Consider the concepts below and respond to the questions. The world's most influential people teach us how to think. Have you ever read Think and Grow Rich? It's one of the most best selling books of all time. One reason is it teaches people how to think. Martin Luther King taught us how to think, so did Mother Teresa. So we imagine did your parents. Great leaders and influencers are very conscious in sharing with others how they might think about a given topic. And it's their articulation of how to think about problems and opportunities that make us follow, believe in and admire them. So think of a person or a group you are trying to influence. The easy one for all of us, think about your buyer agents. And if you don't have a buyer agent, think about what a buyer it might like to have a buyer agent on your team. Not to pick what group this might be, but this is sort of a good one for us to go through as a group. So I could influence this person or group if I could get them to think in the following way. So pick your own group, but for a lot of us it's going to be your agents, your team. How could you influence. If you can get your team to think in the following way, how would you get them to think to be able to influence them better? An easy one is with agent productivity and accountability. If you can get them to think in the following way, how can you get them to think differently? And the way I could get them to begin thinking this way is to. So if you can get them to think in the following way, that doing three hours of prospecting every day is going to help them sell three homes a month. If they can do that consistently, let's attach those two. How could you get them to begin thinking this way? The way I can get them to begin thinking this way is to, you know, maybe show them, you know, demonstrate it through your own activities. To get them to think this way, they'd have to believe that the three hours is going to lead to the three transactions, is going to lead to getting paid 125 to 150. So to get them to think this way that accountability is a good thing, that that activities do produce results, they'd have to believe that it's actually true. So if I could just do these three hours a day of my nine hour day, so a third of my day is lead generation, they'd have to believe that would lead to results. To get them to stop thinking in competing ways, they'd have to believe. So what are the things that your agents do to kind of get them off track? And there's lots of examples of that. Agents can make excuses this time of year. Nobody wants to go out and look at homes. So to get them to stop thinking in competing ways. So agents are continually trying to talk themselves out of lead generation and accountability and all that stuff. So how would you get them to stop thinking in competing ways? They'd have to believe what the benefits they would get in thinking this way are what? They'd sell two to three homes per month. We all know that if we did 15 hours of prospecting a week that it'd be impossible to not sell three homes per month consistently, if not four. So what does three to four homes per month look like on your team? And when you're talking about accountability with your team and you have your agent commission splits printed out for 30, 36, 42 and 48 homes and what that looks like for you, that's going to be able to help them break through their belief that prospecting in that time is, you know, the pain of talking to people that are going to reject you is not worth it when you know that they can generate two to three good clients per week if they put that amount of time in. Alright, so the world's most influential people, they challenge us. When someone challenges us, they influence us. Nothing mobilizes our attention and best energies better than the challenge that demands us to stretch our knowledge, skills and abilities in order to meet those demands. Truly awesome leaders challenge us. So think of this same group, think of your agents, think of your buyer agents. What challenge could you issue to your agents or this person to give them an exciting vision of the future would be what challenge could you issue? This is a challenge for people to raise up because it demands they what? So if you call out your agents on their daily activities and what they're not doing, issue a challenge, what does it demand they do? They got to be honest, right? They got to be honest with themselves. It's just, it's so easy to kind of say that you're kind of getting stuff done, but then when you look at your weekly accountability tracker, a challenge is good for your team. You know, the challenge should be, I mean, I like contests, but the challenge should be to use this form. And it's good because it just, you can't hide behind it. I tell my team, you know, they string 12 of these together in a row, 12 of these weekly accountability trackers with their activities all the way to the right here and all the way to the right here. And they're writing note cards and they're doing go for no's and they're calling their sphere and they're issuing, you know, they're getting seller referrals over to us and they're filling out appointments on the back. You put together 12 of those in a row and you're going to be selling three to four homes per month. So I think the challenge for a lot of you is to step up as leaders and hold your agents accountable because they want it. The way that I'm going to communicate this challenge to them is to and Mike, put the presentation together for all of you, or at least the framework for it. Right? So it's just explaining what happened this year, where you want to go next year and what you need to change. Are you in or you're out? That could be your challenge.
