How I Consistently Generated 4–5 Closings Per Month From My Database

Everyone can open up a Google sheet or an Excel spreadsheet and literally use their phone and social media, their Gmail or whatever, go through the process that I'm going to go through with you and actually build a database. We have 20 year veteran agents that are doing 10 million of production that haven't done the process that I'm about to go through. So this process is never ending. You could be 10 years in the business and doing 200,000 GCI, yet if you acted like you were starting with a blank slate and you went through this exercise I'm about to take you through, you would find a hundred new people that like, oh man, they're not in my database. I haven't really cared for my database. You just gotta do the work. I had a conversation with one of our past members yesterday and it was an agent business case study. One of the things we do on the weekly, actually once a month, but I hold a weekly mastermind. And the conversation was around database and how this person, starting out as a single agent, when they came into our world, how do they build a database at the center of their business and make a commitment to add contacts to it every day and design a touch strategy that will throw off multiple transactions per month. In his case, he's now at the ultimate. We have six stages, actually four stages to get to a million and then a few to get to a million and a half, 2 million and 3 million after that. But to get to a million and beyond. He's actually at the last stage, 3 million plus business. He spends less than an hour in the business. But when he came to us he was at stage one. So he was, you know, a solo agent with, I think he had an admin at that time. And so the realization on this call was that we both wished it was more complicated in, in that, you know, once you design. And this call is not about the database touch blueprint. I did a call recently and I'll dive more into those in future trainings. This is about how I would go about, you know, with a very simple system to build a database, even if you have to build it on a spreadsheet, even if you don't have technology involved at this point. How could you build a database that will throw off at least six figures, if not multiple six figures, if not seven figures. In his case it is 175. So it's about 1.6, 1.7 million GCI, the same system that he started back when he was a solo agent. He just didn't change it, he didn't change what he's doing to build it and it just compounds and it's that ultimate compound effect. But none of it is sexy. None of it is going to have you jumping up in the air like, I've got to do this thing today. I'm going to be super excited about it. But it works. That's the thing, it freaking works. And I wish, I wish, wish, wish that agents would do the stuff that we know works and just stick with it long enough. You know, you've got to stick with it for a thousand hours at least to get good enough at a thing, but to know that the thing you're focusing on, in this case a marketing system, what we call Legion levers, that you're going to focus on it long enough to get the actual result. So everything I do here, even though this is our, you know, teaching agents how to grow their sales and scale their business, everything has the backdrop of the stuff that works. And it's the four pillars, what we call the million dollar agent method. Today I'm going to be talking about leverage Legion, specifically one of maybe the 10 parts of the database touch blueprint that we help agents install in their business. This is a 90 day implementation, heavy on installing Legion levers. No paid leads. We do teach how to do paid home search leads because agents do use those, but we don't condone paid leads or referral sites or cold calling or begging for business. So we're going to go through the database touch blueprint today. Some of this flows into the agent brand authority builder as well because that's an extension of your database essentially so expanding your digital footprint. But then you've got the appointment setting process which is really the lead nurture sequence. 90% of the folks leads you generate will not be ready to transact, even if they're your best friends. Just because your parents or your brother or sister are selling next year, you still need to get in front of them and warm them up so they're pre sold on working with you. How to qualify appointments and set everything up. Then the consultation frameworks so you can get your commissions, your admin fees, and then once you do pillars one through three properly, the byproduct is that you will need to buy your time back, whether it's listing, coordination, closing, coordination, marketing coordination, even if it's just a virtual assistant or maybe a junior showing agent so you can give up evenings and weekends, but to design a client care process that in and of itself is good for additional closing. So turn every client into one to two additional closings like clockwork. So this, these are part of the, what folks get with us is not only lifetime access but all updates, all upgrades to every single thing you will possibly need in your business to be able to scale the business to that million dollar agent status. So we're going to go in SOI scripts and I'm going to do the update on the market. That's probably one of my favorite, easiest touch points for folks. And then I'm going to pull up one other tool. So even if you don't have a CRM, we've got process docs for all this stuff. We've done a pretty good job of getting all the tools and systems together. And that's the biggest difference. If you want to build a business that based on systems, which is the only way to build a business that can actually help you scale not just your income, not just the amount of homes you sell, but scale your lifestyle, you have to think about it based on systems. So anything I teach you here on the channel is in a way where you can trust it. These have been used not only by me and my real estate journey, 5,000 plus families served and I was able to build a system and backfill. Automate or delegate. Build a system, automate or delegate. And even if you don't want a team per se, there are about 80% of the tasks that you'll need to do on a daily basis if you want to make a lot of money that you will need to delegate even if it's just to a virtual assistant. We have great virtual assistant programs. So I don't want to hear the excuse like I don't have a CRM or I'm not good on technology. Just today on our coaches meeting, we meet once a week and we talk about folks that might have challenges that are in our world. We do have folks that come in that are technology challenged. We don't shy away from them. Right? We're not just cherry picking folks that are, you know, going to come in and just absolutely dominate. We willing to take on folks that, you know, have technology issues. But everyone and I left them with this. I said the reminder was that everyone can open up a Google sheet or an Excel spreadsheet and literally use their phone and social media, their Gmail or whatever, go through the process that I'm going to go through with you and actually build a database. We have 20 year veteran agents that are doing 10 million of production that haven't done the process that I'm about to go through. So this process is never ending. You could be 10 years in the business and doing 200,000 GCI, yet if you acted like you were starting with a blank slate and you went through this exercise I'm about to take you through, you would find a hundred new people that like, oh man, they're not in my database. I haven't really cared for my database. So this is not a new agent, a veteran agent, you know, younger person, older person, snazzy sort of, you know, bleeding edge technology. This is just a manual process, a heavier lift to start. But then on the daily, I'm going to challenge you. Once you get the heavy lift out of the way and you get at least 100 people, if not two or 300 people, that you commit to doing this on the daily. One of our daily non negotiables, and it has nothing to do with technology, is that you're going to add two new contacts to your database every day, seven days a week, the course of a year, you'll have 730 contacts at a minimum. Following our touch system, you will get minimum 5%. So if you have 100 in your database, there's five deals there. If you put them through our touch system, massive ROI, like a 30x ROI return on investment. So there's not a lot of money to spend, but it's a little bit of sweat equity on the high end. You can get around 10%. So Dave Hook at this point has 2,000 people in his database. Didn't start that way. Started probably at 200. He has 2,010 times and he does 175 sides. Phenomenal success story. But he will admit that it was just doing the work on the daily. Right. And doing whatever it took to add two contacts a day to the database. So just get a Google sheet, you know, you can really, it's just first name, last name, email, mobile. You'll connect with them and ask them this market update. So this is you calling somebody, you know, hey, what's going on? Jim, this is Lars, your favorite real estate agent here in Charlotte, North Carolina. Man, it's been a minute since we caught up. It's just thinking about you and I wanted to touch base. How are things going? You gotta talk to people to generate business. So you're just catching up. How's work going, all that stuff. I would script this out right? So there's been a lot of press around, you know, soft landing or no landing. And if the real estate market's gonna be a part of, you know, it was Back like in the Great Recession. And I was just calling folks that have been in my world to let them know what's going on in the market. You know, right now in Charlotte, we're seeing this going on. Do you have any questions about the real estate market? Yeah, neighborhood market reports. You want to make sure that they're going to get your market updates, opportunities right now both for buyers and sellers. So could you just take a second? You know, is there anyone that you've talked to, maybe a neighbor that you want to get rid of? I always use that one. Or anyone that you have overheard, even at work that might have questions about real estate, maybe looking to buy or sell and if. No, just. I appreciate you thinking that about that for me. So you may come up with some, someone in the future, but it may be work, church, family. Nothing comes up. Okay. Chances are you are going to think of someone like five minutes after we get off the phone. If you do, just put me on a three way text with them and I'll treat them. You know how I roll in terms of how I handle our clients. I do send out a monthly market update, a snapshot specific to your, your home. If I could just make sure I have the right email address. I'll make sure I get that out. Something new that I've just started. Okay, awesome. And they usually don't say, no, everyone wants to know. And you can just say it's, it's way more accurate than Zillow, you know, if you're watching Zillow or one of those other sites. Thanks again, truly appreciate your support. If there's ever anything that I can do to help, but please let me know. Have an awesome, have an awesome weekend or whatever. So that's a pretty easy script. I don't know if we have, I was going to say the only other thing is when we do giveaways, you know, so that's an easy call. But I might do even another YouTube video on that. So last thing here. So where, if you think you don't know people, where would you possibly come up with a list of folks? And I want you to take a screenshot of this. This is a killer document. So where could you possibly generate, you know, people that would know, like, and trust you? If you guys knew or you guys knew with 100% certainty that if you followed this initial process to do whatever you needed to do to build the database and probably go through this exercise every 90 days, then in the interim, every day you committed to adding two contacts. And then if you don't have a 60 touch system in place. That's what we help clients with. So definitely, you know, go to milliondollaragentmethod.com let's say it takes five hours, one hour a day, Monday through Friday for a week, every quarter. And then on the daily, you're just thinking about, all right, who did I meet today or who did I talk to today? Maybe there's a for sale by owner I had a conversation with or someone in the neighborhood or I did that open house, you know, and let me make sure I add those contacts to the database. Every day you added two contacts to the database. And every quarter you committed to five hours just to do a database reset and clean up and adding and deleting and that sort of thing. If you knew that that was worth an extra 2, 3, 4 plus deals per month, would you do it? The answer is always yes. But 99% of agents don't do it. And so there's definitely a process. We take our folks through this process to start out and we guarantee results inside of the 13 weeks. $40,000 of GCI generated from stuff that we will install in your business. In your business, we don't sell leads, we don't manage your tech. We do it all on your systems, so you'll own it forever. So if you know that you struggle with this stuff, you, and you do believe what I just said, that if you actually follow this process, we will take you through one cycle because it's a 13 week build out, but we will show exactly how to do it and we'll show you the power of getting the results and you'll get listings and buyers and you'll start to build momentum in your business. So if you know that you need help with this stuff, just go to million dollaragentmethod.com and we'll see you on the next training. Much love, much respect.