Build a real estate business in three stages: master selling yourself with three hours daily of direct work, then coach agents by doing it alongside them, then create systems where your team handles lead generation and accountability. The key is reps and scripts, not abandoning new business too early.
I do it, we do it, they do it, I do it. Is you're willing to do the most dollar productive activities, you're willing to put the reps in on meaningful contacts, you're willing to build skills around different scripts and all of that, all of that to get yourself to the point where you're completely dialed in, in your daily routine. Your minimum three hours. I was three hours, Lee said he did some days he was eight hours. Minimum three hours of direct selling. So conversations with buyers and sellers that have not had a conversation with you yet about real estate on a daily basis. Then you make this shift to, okay, I'm super busy, because that actually worked. And now we do it where you're shoulder to shoulder, you're doing it with your agents, and you're also teaching them how to get better and you're coaching them. So it's this shift from player, top player to coach where you can't go on the field. Right. How would you think about your business differently if you couldn't go on the field and play? Right. You'd have to succeed through the team that you put out. And if you wanted to win at a high level, you better make sure those players know how to play their positions at the highest level. So are you slowing down enough? I do it. You're the best at it. Then you sit down shoulder to shoulder, or you stand shoulder to shoulder. You do it with them and you teach them how to do it. That's we do it then and only then after you have hundreds of reps listening to your agents calls, you know, doing it with them. Right. You don't step out of lead generation or new business development when you get your first buyer agent. I've seen team leaders do that, and I've seen team leaders that have no right to not do the core activity of new business development. They've got a couple agents and they come in whenever they want. And they expect their agents to. To do what the team leader says, not what the team leader does. Takes a long time to get through that we do it phase. Then and only then can you make the transition to they do it. We've got a fully leveraged business that has a culture of new business development, a culture of accountability, a culture of like, we're going to work hard because the industry demands it, because there are way too many of us.
