How to Dominate Your Day; Personal Productivity Strategies of a Renegade Millionaire Agent

So a copy of this will be available and I'll. I'll send it out to everyone that registered for the call as well as obviously if you're on the call and if you have to leave early or whatnot. So let me show my screen here. So can everyone see this pretty picture of me? All right, cool. Voice is breaking up. That's not good. Well, let's roll with it because I don't have a choice here. I might be able to change my microphone. All right, we're going to have to roll with it, so hopefully you can. And a lot of the slides have sort of guided us through this year, so should be good. All right, I'm going to get rolling here and we start recording. So what I wanted to cover today, it's a few things. This is part of my. Just about every month I'm going to do content filled webinar, you know, no cost or anything at the end of every webinar. Of course I'm going to give everyone an opportunity to go deeper with this information. But the purpose of our time together today is to really serve everyone on this call and to let you know, you know, things that I've done well in my business and things that I've really botched in my business, you know, so you don't need to make the same mistakes that I've made. The focus for today and I'm going to start out with kind of an overview of my business. But the focus of today is really how to really use your time most wisely. Probably the best part of today is some of the resources that I'm going to turn you on to that really, really help me transform, transform the way that I view time and, and my ability just to get a lot of shit done. And I do believe my ability to get stuff done is what has separated me from, from anyone else in this business. Not that I'm the only person that's built a true business, but agents that I've been in the business for 10 or 12 years or they keep having the same year over and over again, they're just making different decisions with their time. So let's get into it here and I'm gonna leave this on so you're have to deal with some of the borders around here because I'll be switching around to different screens. But anyway, so I want to cover a quick overview of the large group just to give you some context of what, what I'm talking about, my background and then just some commonly asked questions. I've covered these before. And I'm going to go through these quickly in terms of some mindset things that I've had to deal with and work on and then sort of some, some tips on building a team. You know, if you don't have a team right now, where you might start. And that's a tricky thing when it comes to time and personal productivity, because if you're just starting a team, you can't forget to sell. So you're really juggling, you know, selling, prospecting, you know, doing the marketing for your team and kind of keeping things together, building out systems in addition to recruiting and training and, and, and leading a team. So, so I'll cover a little bit of that. And then I often get asked the question, you know, so I do have a true business. I have a team, obviously, and I get asked questions about, you know, my profit, you know, what kind of money I make, and I'll go through that as well. And then I'll go into the sort of productivity tips that hopefully y' all can benefit from and then I'll go into an opportunity to sort of take, take your business to the next level. So, you know, why am I doing this? You know, 2008 was my first full year. No, no sales experience left. A really cozy corporate job market just turned in Charlotte. I didn't know enough about real estate to know that the market turned. The end of the year, there was the end of financial world, the whole banking crisis. So I spent, I was in a good, good coaching program at the time, but I spent money on everything. I tried everything, you know, most of it. Some of it worked, really, lots didn't. I built a pretty good business, runs itself for the most part. I do work on Tuesdays. I go in 9, 9:30 and I leave 4:30 or 5. And really my focus has turned. With that asset running itself, my focus has turned to helping, really helping other agents to do, not necessarily to do exactly what I've done, but to achieve a level of freedom where they at least have some flexibility or sustainability in their business. Some time freedom, the ability to make more money working less hours. And that's really, really my focus. So it's really boring. My business is pretty boring. I don't chase a lot of shiny objects anymore or squirrels or whatnot. And getting rich and putting money in the bank, that's the focus for me now. Huge aha. To know that it's a real boring. And I've just got four simple core building blocks that are the basis for my business and the work. I do for clients. So quick overview here. So you know, we were three people in 2009, we're over 20 today. We have five virtual offshore folks, three callers. And so three callers and two staff that are offshore and seven, seven outside agents. We're bringing on an eighth here and then we've got seven or eight staff members. So 59 transactions to 325, that was last year and we should be 380 to 400 this year basically. 18 months ago, 12, 18 months ago, I replaced myself with a sales manager and an operations manager. And then really a little bit shift in focus versus, you know, finding the sweet spot versus just being excited about growth. And then we've got the org chart in place, the organizational structure and then the focus now is on really just elevating the level of experience that our clients get. So deliberately took myself out of the business, you know, obviously in 2009 when I started my team. 2010 is really when in 2009, in September, October was when I hired my first buyer agent and then I hired a few buyer agents and then sort of the team. My last sale was a $1.2 million closing in January 2013. But I had given up clients. Just kind of let my listings run out. Real simple work structure. And I'll show it to you here in a second. You know, we work hard, play hard, plug and play in terms of, you know, we have systems in place on the sales side so we can bring new agents on and get them up and running and ramped very, very quickly. We're agent driven for sure, but we are not agent dependent. So we do respect accountability. I say for the most part, you know, if you're doing the right things and you're kicking butt, you're going to get opportunity from the company. And we do really provide and focus on creating opportunity for our staff and our agents. I do the team meeting, some one on ones, I do the marketing, which is fun. I think that's one of the most dollar productive things you can do in your business and in finances. Cover the sales and ops managers. They run, you know, review weekly review meetings with buyer and listing agents. So I don't do that anymore and focus on the sweet spot. So here's, here's the arc chart. So if you look at the two pillars on the left of your screen, you can see the sales manager and the operations manager. Those are basically my replacements. So I went, when I went to exit the business, put those, those in place. So Keely manages our outside and inside sales Cherie manages our buyer client coordinator, our listing client coordinator. We've got server, receptionist, sales and ops support. And then not all teams would need a photographer. And we've got a couple of virtual assistants. And then Jess is our executive services manager. She doesn't have anyone reporting to her, but she does our kind of our admin for marketing and advertising, HR reporting, past client stuff. And she handles our inbound and outbound referrals and closes out our files. So people look at this and say, man, you've got such a, you know, a lot of people working for you. But when you look at it, if you take Keely and Cherie, that's basically replaced me. I have a buyer client coordinator, I have a listing client coordinator, a receptionist, and Jessica works 25 to 30 hours. About four people that run what we'll do this year, hopefully 380 to 400 sides or so. Four critical technologies. I'm real big on a stupid, simple business, so I've closed every transaction I've ever done in Top Producer. And it's. People love to hate it. Agents love to hate that tool or say that it's overkill or whatnot. But this manages all of our closings, all of our listings, and all of our past client database and SOI director response websites. We've got Commissions Inc. And Boomtown. Google Apps really the underpinning of everything we do and gives us the ability to communicate. You know, if we've got offshore, all of our offshore VAs have Google apps accounts that we can share and, and sort of communicate. And then if by phone used to be three critical technologies, but if by phone is just a really, really cool technology. Andrew Land there, if you ever call in, he can help you get set up. If you haven't seen that before, it's just a very, very cool tracking, sourcing and reporting tool for inbound calls for the team. You know, it's all about attitude, accountability, cannot deal with dysfunction. You know, respecting everyone, leaders, staff and our leadership. Being able to make decisions. We do have minimum requirements and we top grade constantly. Just got rid of three agents in the last four or five months. They probably collectively would have sold 50 to 60 homes this year. Most teams would have said, you know, that's great, you know, why not keep them on? And you know, given that we got rid of them, you know, we need to not necessarily relaunch recruiting efforts, but, you know, go back into our virtual bench and get a couple of three agents to join the team. But I just don't have any, any patience for Someone that's going to sell, you know, 15, 20, 24 homes a year. The focus for us is having everyone to the 40 to 50 level. Very, very productive agents. We do position agreements every year. We don't handouts. There's no favorites on the team. You know, if you're, you're doing, doing your work, you're doing what we ask of you and you get results, you know, you'll get opportunity. Activities lead to results. We have a leaderboard with critical activities results as a basis for opportunity. We make it fun. We do sales contests and all that, all that fun cultural stuff. So really fun environment. So this is the one thing outside of the four critical things technologies, about five marketing pillars. So one thing I've always zeroed down in on doing, really being really, really productive and effective at a handful of things. And as a result of that it's worked out really, really well for us. So I track, if you haven't seen my marketing ROI report every one of these, I track exactly what we've got pending close what I've spent exactly on it. So I know the return, the cash on cash return to the company from, from these activities. So the first pillar and this is how I started in the business with Boomtown in October 2008. I was their number nine customer. I only added a second platform because Boomtown sort of exploded in my market and they, they sold out a bit as far as number of licenses and I love the Boomtown guys but I, I felt like from a risk standpoint I need to bring on a separate technology and commissions Inc. Is crushing it, crushing it for us. I don't even want the amount of leads we have and I think I have 632 leads this month or something which can be a problem problem in and of itself. I, I keep that separate. I have my offshore inside sales folks working those leads so it doesn't disrupt the, the good thing I have going in in the office as far as the accountability measures with Boomtown Yard marketing. We've got three signs in in the yard, probably 250 to 275 calls a month. And we track that through if by phone and then we put them in a dialer the day after so agents can call back on those calls that weren't converted. We do radio through rate Matt Wagner. I probably wouldn't mess with radio if he wasn't running it for, for me we do the guaranteed sale USP we run on two stations expired in FSBOs. They're not killing it for us, last year was just a funky year for our market. So I think we did 25, 26 sides or so. I've said this before. I think Hoss Pratt has some really. What's the word for it? Effective. I get about 25 calls a month using his expired letters, and it's listing boss.com. so the system's like 497 bucks. And we send out those letters, I tweak them a little bit for what we do a little different than what he does, but it's total Dan Kennedy direct response letters. And then we do the Vulcan 7 dialer. And I'm actually going to get a virtual on the dialer as well there. Raving fan club. So that's started the Raving Fan club with Jay Kinder, Mike Reese. And we do it a little bit differently than he does it. We don't. We don't do the moving truck. We went down that route, the moving truck, the bouncy house. Met with my insurance guy. He said, you're crazy to having a moving truck out there and a bounce house and a 4200 psi pressure washer that can blow some kid's head off. It's just too much of a liability. So we scale back all of that. Got rid of it all. And I only farm one neighborhood. The neighborhood I live in, you know, average commission check in my neighborhood is anywhere from 12 to 17,000. So for less than 500amonth, I could communicate with the 400, 425 homes in here. The builder's still in here, but, you know, we'll sell five or six homes, and it's. It's a pretty high ROI. And, you know, five, 10 years from now, we'll sell, you know, 15, 20 homes a year in here for the same price. Really worth it. So just a little bit about me. I got an MBA from Duke University. With my prior corporate job, Undergrad in engineering, 1995, worked on Wall street as a grunt financial analyst. One week I worked 138 hours. Didn't sleep for 48 hours straight. My most recent job, which is really where I got sort of the business experience and kind of some of what I brought into real estate was headed up acquisitions and strategy for an aerospace company. And that's what brought me to Charlotte. I had invested in a few homes in Jersey before I moved down here, and that's what got me in real estate. 2008 was my first full year. Awesome timing. I've coached with a bunch of great real estate trainers and programs, spent over 150,000 in that world. Non real estate coaches. I think I'm up over 200 now there. I've done every bit of Tony Robbins that you can do. I've trained with Robert Kiyosaki's personal wealth advisor. He has a program that cost 20 grand that I did wealth and tax planning. Started my brokerage in December 2010. But it's just my team dropped buyers in 2010, sellers into 2011, sort of end of 2011 and exited day to day about 18 months ago. This is my inspiration. So this is the picture of my family that you'll see me, you know, sort of brag about. And this is the G version. This is what they're really like. You know, there's my up and coming rock star on the left side of your screen there. Caught her just playing her guitar. Anders just plays all out until he passes out. You can't see in his picture of his Christmas tree, but he's got a full size trophy in there. He's got a whole bunch of gourds from our front porch. We were taking down Thanksgiving decorations and he's got a corn husk on top of it. And then that's my daughter wearing a pull up. And my son is OCD about standing on his head. So for 30 minutes straight every day at school, he stands on his head. So anyway, some mindset shifts I'm going to, I'm going to really quickly fly through these because I want to leave time for Q&A6 mindset shifts that sort of really come to own. You know, most real estate agents kind of just halfway this business, they don't realize that they really own a business, you know, that they're, they're really marketers more than anything else. Your ability to draw in business into your different pillars and do it cost effectively is really important. Focus on new business every day. As entrepreneurs, as the folks running the show, we have a tendency to lose focus on, on the only thing that matters and that's sales and new business. And even if you're not doing the business yourself, I know exactly what's going on with my team. Not so much on a daily basis. I mean, that'd be ideal if I knew it on a daily basis. But on a weekly basis, I know exactly what appointments we had, if they converted or didn't convert it, who's following up on both sides of the business. We have dashboards and reports for all that. Always thinking, dollar productive activity. And then Tony Robbins drilled the 8020 into my head. You know, business really leading A business and breaking through the ceiling of kind of running a sort of small time thing that you're always involved in to a true, True business is 80% psychology, 20% strategy, tactics and then big, big, big. Although it's number, number six is beware of shiny objects and chasing squirrels. I'm going to go quickly, like I said through these. You own a business. So even if you're a solo agent and you're doing all of the jobs in your business, you're still, it's still a business. And when you start to think of it that way, this is classic E Myth. If you haven't read the book by Michael Gerber, he updated his original E. Myth, which is the entrepreneurial myth with the E. Myth revisited. Highly recommend you get that book. That book was recommended to me when I first got into real estate and it probably helped formulate my early thoughts about building. The focus of the book is really building a franchise prototype. And don't you know, most entrepreneurs get into the business or they think they want to sell real estate and then they just got themselves a pretty good paying job. So in terms of owning a business, you have to produce monthly financials, track the source of your sales, run a 90 day cash flow forecast. These three things, these three activities are not optional, absolutely mandatory. That's some of the first things we get into. You know, when I'm working with clients, if they don't have those reports, get those up and running. You know, sometimes marketing is overlooked. You know, this is one of the things that I probably never give up. I think it's fun as well. I've done pretty much, I've done a lot of the Dan Kennedy stuff, the magnetic marketing, the renegade millionaire system. He has some info products, info marketing products now that I'm working my way through. But direct response marketing, it's the highest return. So a lot of agents will do brand and image advertising, but brand marketing. And I'm already getting questions, but I'm going to look through the questions. Let me keep the questions coming in as you have them so you don't sort of lose track of them and then I'll, I'll answer them all. So creative marketing, ROI tracker, it's super, super key. So I've never been one for brand advertising. Just when I ran radio is when people started to recognize my brand and that was early 2011. But anything else I do, no matter what it is direct mail, past clients. You know, you can obviously put your, put your picture on, on a piece of, on a mailer but Besides that, we are always doing non branded marketing. So anyway, so that's that. So just focus on new business. So for my clients we do a weekly accountability tracker where the first thing we talk about are sales and their cash flow situation. We do some contests in terms of referrals and we have referral cards and we are helping our agents, you know, get good at lead conversion. You know, it's part of our culture we talk about all the time. We augment that with offshore. So we have one local ISA on the buy side and three offshore running our commission zinc site. On average we'll get like two, two appointments. Some are phone consults, some are showing appointments set each day from, from our offshore efforts. So anyway, so focus on new business all the time. Even if you've got this exciting, exciting stuff going on, building systems into your business, you cannot forget to sell. Dollar productive. This is a cool exercise if you haven't done this. I did this at a, I was at Commissions Inc. At their summit recently and it's a simple exercise but basically and the math is a little off because you know, 2,000 hours a year, you're not productive those whole 2,000 hours. So really it's probably more around you know, 500, but you can even run at 1,000 if you want to earn, you know, $500,000 a year. If you divide it by 1,000 productive hours, your time is worth $500 an hour. So knowing that number running this exercise for what your goal is, it could be 250, but I would divide it by a thousand. So 250 divided by a thousand is, what is it? $250 an hour. So once you start to tag a number to your time, a dollar per hour, you view the whole world differently. So any, anytime, if you're a 250 or $500 an hour person, anytime you're working on anything admin related, you should get really pissed at yourself and come up with a plan. And cash flow issues aside, you should come up with a plan to get yourself out of that work. And I can't go through it now, but I've got a recording on my phone and it's illegal to record anything at a Tony Robbins. Eventually, but it was really just the audio of it. It was an intensive six day session, 50 of us for Business Mastery 2 in Fiji and to get some emotional energy or juice behind a big why. And to me that's been the biggest reason I've been successful with the right mindset, the feeling that you could do anything because any of us, can you infinitely increase your odds of success? And the one we yelled this thing probably for five or six minutes, you know, it was, you know. I am a gladiator. Winter is my season. This is my time. Give me your fears and limitations and I will give you results. I am a gladiator. Winter is my season. This is my time. Give me your fears and limitations and I will give you results. So the majority of the general population, but real estate agents especially, they're not willing to step up, they're not willing to take risks, and they need to be led. And so not only does that make for a bad advisor, someone that can't lead, but it makes for a great opportunity for those of us that are willing to step up to be a leader, to do things differently. So just an awesome, if you have the opportunity, if you've never been to anything, Tony Robbins got a bunch of great stuff online. I'll go through that during resources, but make it to unleash the power within. Just a really cool opportunity to kind of get an intro to Tony Robbins. I love this one. Entrepreneurship is living a few years of your life like most people won't, so that you can spend the rest of your life like most people can't. And real quick story, I had a, one of the, like, literally one of the top real estate trainers in the industry. And some of you on the call probably saw my email kind of picking on me call, calling my webinar stupid and what I do stupid. And it's not, it's totally legit. I have a team. I work Tuesdays if I'm in town, so I probably go in 40 times a year. I have a very specific role. Nothing day to day, but real estate is changing in a lot of ways. And so here's, here's the thing. If you're on this call and you're not changing with consumers, consumers are changing. They're demanding more out of real estate agents and the experience and the service they provide. There's so much information available to consumers that the ability to provide a high level of service, the industry, I do believe in the next three, five, seven years will go through a massive, massive transformation. And when you view, you know, are you presenting enough value to buyers that you work with, where if they had to cut you a check for X percent of their purchase price, would they cut you that check? So if you or your team or, or your business isn't providing $10,000 worth of value to buyers when they use you to represent them, you need to rethink what you're doing on the buy side part of the business. Same thing for the listing side. You know, there's probably a dozen industries that have gone through transformation. The reason ours is being held together is all these little sort of local MLS boards and commissions, you know, through those reciprocity and whatnot. But it will change and it'll be dramatic. Shiny object. I don't have to beat this one to death. I mean I promote a handful of marketing pillars and four basic technologies and really driving deep, deep on this. Darren Hardy gives a really awesome example. And this, you know, basically, you know, so picture a water well, a hand pumped water well 400, 400ft down. You have the water probably going to take you 10 minutes, you know, pumping really, really hard to get that water up and running. Once you get up and running, it's not real hard to keep it pumping but it's a monumental effort to get the water to come up out of the ground and, and come out into your, into your bucket. And most entrepreneurs, they'll get the well running, they'll stop it and they'll go on to another thing. So that, that one system, that one well, the water goes all the way down to the bottom and you have to come back to it and get up and running. The one area that I've, I've done this a little bit on in my business is recruiting. So I'll get that well up and running. I'll have all of my four or five different strategies that I, that I implement on recruiting. I'll have them up and running. It'll work. I'll hire four agents and then I'll stop for six or 12 months and then we top grade. And I'm like oh crap, I gotta get the well running again. So don't let that happen in your business. Focus on a few pillars, team. I'm gonna, I'm gonna go through this. Most teams you know, are built shaky foundation. You know, I, one blessing I had is hiring a top notch admin. She's still with me five and a half, five and a half years now. You know, then you know, obviously you need a kick ass lead gen system. Then you can you know, recruit buyers into working those leads. Then an ISA in my opinion. So three, four really good buyer agents, then an isa, then more staff, then exit the listing side, put some, wrap some systems and reporting and dashboarding around that most team leaders are held captive by their agents. Whereas last year we actually generated 86% of our business was company generated. And that's Typically not the case for most teams. So commission splits, in my opinion, they generally start at 50, 50 and then most teams give away more than that. For soi, our blended, our blended payout on the buy side is about 40%. And given the amount of value that we provide our agents, that's a fair split. And that's where most teams fall down, is that they have splits in place that aren't going to allow them to be profitable enough for the team leader to scale back a little bit and not do their own personal production. Now I see that a lot. No culture to speak up. A loose collection of agents, literally just one step up from a brokerage. So we have a really, really fun culture. We work hard, we're accountable, we report to each other on a weekly basis and, and we all take our part of the workload as far as getting back to leads and making things happen. So as I look back, you know, buyer legion platform is absolutely the magnet. Get your systems in order before you recruit. So position agreements, a lead management policy, standards, buyer packets of buyer presentations, tracking sheets, online reporting, your weekly team rhythm. Get all that stuff in place so you can show that off when you recruit people into your team. And it just legitimizes, if that's even a word, legitimizes your process and your team. I have Frank at Vyral Marketing, he actually does a recruiting blog for me. It's basically same education based marketing that we do on the client blog, but we hit our MLS board or the agents in our board. You know, I don't think I would have done anything differently when I look back, you know, I was drowning in leads at the time. It was just tni. My first admin hire brought Chris on when I the only thing I probably, which is a big lesson for me. Any old school agents that I brought on, anyone with 34 plus years experience, they're not on my team anymore. And it was a painful sort of butting heads process. They made excuses about the leads. They didn't embrace accountability, just always not really embracing, you know, personal accountability. All my best agents, every one of my team has had their licenses, you know, when they started, for less than a year. My first ISA was a seller ISA. My first buyer ISA was about mid third quarter, mid year third quarter 2012. So I think there's a movement here to go to an ISA too quickly. That's what this next next one's about. I do believe you should have three or four productive agents if you hire and ISA too soon. I feel like the culture if you don't have a culture of prospecting, you may suffer a bit there because your agents will expect to get business from you versus you know, creating their own business and then getting, getting the ISA generated business as an add on to their business. So it all comes down to accountability if you're going to do it. Daily tracking for ISAs and we do weekly tracking for buyer agents. In terms of our P and L, it all starts with the agent comp model. So your ability to bring as much money as possible to gross margin is super, super key. So on the buyer business our goal is to bring 60% and on the listing side our goal is 75%. We do a, a little bit less than 25% payout for company generated business and then we get 10% extra to our listing agent. So overall gross margin target is 65 to 68%. I think we ran at 65% last year and a couple of reasons we didn't hit our numbers last year we came a little bit shy. It was kind of the slowdown, the government shut down and whatnot. Most teams will run out of 50% margin, 50 to 55% if they're not working clients themselves. If they are, then they can probably maintain these margins but then you're working with clients and that's just tough. So we probably run at about 70 to 75,000 per month this year. Probably get anywhere from 2.8 million to 3 million. Top line track everything. So we're about 9, 10% spend on marketing. Some of our programs, our pillars are generating less than a 10 times return. Of course we've got some like yard marketing and raving fan club that are doing a lot more than that. So about the 66%, 65, 66% range last year, definitely. This model is not for the faint of heart. There are different versions of this model in terms of, you know, what's possible. So it doesn't mean that if you're going to go down this road of building a team that it has to look like what I, what I have. But just to think that it's possible is the first, first step. So this year we should do 380, average price point 240. I'm trying to get 250. We've got a good shot of getting 250. We have a keen sort of awareness on price point. The average price point on our market is about 210, 220. And so we're trying to focus on higher dollar clients. So we'll get to over 90 million this year on volume, up from 74 last year. And GCI with transaction fees, we should get close to 3 million. Gross margins should stay the same, so should be an okay year. My goal is to, you know, once I, there was a couple years in there where I was still scaling my business where there wasn't a lot of cash left over. My goal is to put a profit sharing plan in place where our key staff have the opportunity to take part in upside so they own, they own that company without, without owning it. So I definitely have a contingency plan. I have the ability to scale back my expenses if, if the market turned or whatnot. So there's really no risk in this model because I know exactly where my money's spent, what I can sort of scale back. And the sweet spot for us is 4 to 4:50 once I get there and we can sort of tweak and start to raise our price point and really start to dial this thing in anyway, so. Personal productivity tools, tips and strategies. And I borrow the term renegade millionaire real estate agent, that's straight from Dan Kennedy and I'll expose you to some of his resources. So I'm sure he wouldn't mind me using, using that term, but renegade, obviously meaning doing something differently than the typical real estate agent. So Dan Kennedy's definition of productivity, the deliberate strategic investment of your time, talent, intelligence, energy, resources and opportunities in a manner calculated to move you measurably closer to meaningful goals. And I think that's just an awesome definition of productivity. So I'm going to quickly go through six personal productivity principles and there's probably five or six resources that I'll turn you onto that if you have the ability to consume those resources, I do promise you it'll change the way you look at time and money and the correlation between the two. So number one, just planning your day. Let your team know that it's important that you have time set out for certain activities and they can't just come in and sort of bust up your day and sort of hit you with got a minute meetings and you know, you're not in the office to chit chat for the most part. Obviously you want to, you know, maintain rapport with your staff and your agents, but you've got a mission when you're in the office and they should have that same mission. Touch it once, you know, leave it alone if you can't handle it. Right now, one of my clients, and she's now helping me with my bronze level consulting, Stacy Peterson, actually turned me onto a cool simple app. It's called Mailbox for my phone. And it also, it also, there's an iPad version of it but basically with like just simple swipes you can look at it and just throw it into, you know, tell me about this next week or bring this up to me on Tuesday. So any of my real estate emails that come through that, you know, there aren't emergencies or I don't need to pass them off, I'll just quickly schedule them to reappear in my inbox on Tuesday morning when I go into the real estate office. So that's really cool. I highly recommend it. Time blocking, pigheaded discipline. That's a Chet Holmes. He's not around anymore, but that's a chet Holmes thing. PhD and just sticking to 30 minute time blocks and having intent and deliberate sort of purpose for every minute of your day. Eliminate clutter. You know, I do a really good job. My real estate office is, I've got nothing around my office and same thing with my office here at home for the consulting business here. And it just, it makes me feel better about everything when there's no clutter around. Even driving into my garage in my home when it kind of has lost its it's order around the holidays or whatnot. It's just a little bit stressful for me. So that could be the little OCD engineering me or whatnot. But high energy levels. Health has been a focus of mine since I went to my first unleash the power within event with Tony Robbins. He flipped the whole model of what's important. And so you know, he, when he explained it, you know, he's got a seven level pyramid of what's important and the biggest slice of the pie and the foundation of this pyramid is health. It's taking care of yourself. So you can show up in all these areas of your life. I can show up in my business, my real estate business on Tuesdays. I can show up for all my clients here in the consulting side. I can show up on this call and just maintain. Not that I'm an overly outgoing I personality because I'm not. But I just have a passion and energy about life that comes from being mindful of health and what it takes to be healthy. Started another Stacy Peterson thing. I started this yoli y o l I.com which kind of slides right into a lot of Tony Robbins alkalizing and you know, making sure your digestive system is intact and not overeating and the time of day and how you eat. Just an awesome system so that's worked out really well for me. And then eat that frog. It's a book by Brian Tracy. Basically he's got 21 tips in it. I highly recommend you get it, prioritize and do the toughest tasks early in the day. So plan your day in advance. Let me show you. So you know, and this really depends on where you are in your business. So if it's just you or you have a small team, you know there's no way to avoid prospecting. So I don't prospect anymore. But I spent two hardcore years, two and a half years where prospecting was an everyday activity for me. But you should have those repeating tasks. You should structure your day. Your mornings are your best shot of being able to, to get stuff done and, and do it with, with focus before your real estate world sort of opens up, deals go sideways or whatnot. So really structuring your morning to include a couple hours of prospecting, lead follow up. If you're more sort of exiting the business, it's probably working on systems, getting accountability measures in place, working on marketing, systemizing your marketing, getting the message, the content out there. So you obviously have to account for both types of tasks during the day. Working in your business and on your business. We have different forms. So my consulting clients have access to different forms that kind of keep them on track. And Curtis Johnson has been a mentor of mine and he's sort of a brain, a mindset shifting kind of guy. As far as what happened in his market, his price point went from like 325 to like 125 over the course of two or three years. Transformed his business. The way he does it, I haven't necessarily modeled my business after his, but transaction fees and he gets them up front and big numbers and really cool guy. He, he, he shared a form with me which. Let me see if I can pull it up here. Where is it? All right, let me pull it up here. There are my, my signs here. Real quick. Let me pull it up here. All right, so this is, I've tweaked what Curtis sent over to me and just a way and each of this, this form here, it's a daily form. This is a Chet Homes chapter. I think it's like three or four. It's a chapter on time management in ultimate sales machine where basically pick out top six money making activities for the day. And come heck or high water, these are the six things you're going to get done no matter what. And then it goes into some annual goals that are Written, you write them out once and then you don't have to change this form. And then you have some quarterly goals, business, personal, and then you have some weekly goals as well. And then I put health goals on here. Like for me it's, you know, 100 ounces of water, it's working out. It's, you know, not eating after 5:00pm, you know, whatever, you know, you can think of there. And then they've got it like sort of an action list, positive focus. Then there's an app for your iPhone. I think they have a joid app as well. It's called Winstreak W I N S T R E A K. It's by strategic coach Dan Sullivan, who's a mentor of mine. I do this every night. 8:00pm it goes off and I record my wins for the day and my expected wins for tomorrow. And I usually do this with my son Andrew. He's six years old and it's usually eight o' clock a minute in his bed and we kind of go through it together and we record his wins and my wins, which is a cool thing to instill in a kid. You know, the sort of an attitude of gratitude. But just being able to account for your wins for the day, you know, as entrepreneurs we tend to beat up on ourselves and just writing down your wins for the day and 10 wins in a day, you know, I probably have 10 or 12 a day. Just little moments, maybe a little special moment with my son or my daughter or a special, you know, I helped my wife or she did something really nice for me that touched me or you know, serving a client in a certain way or, you know, whatever you can think of and then just some sort of carryover notes from the day. So using any kind of daily accountability tool is super, super important. And I use this form probably for a couple years. I sort of got away from it. So I'll sort of, you know, reveal the truth here. I've gotten away from it, but I'm going to recommit myself to using this as I take my, not only this business, the consulting business, but my real estate business. Continue to keep dialing, dialing things in there. So that's a good resource for you. Touch it once. This is sort of self explanatory. There are studies that have been done about 25 to 40% loss in efficiency for just opening up emails, closing it down, opening it up, you know, don't look at it until you're ready to deal with it. Your top six, you know, you should time block those into your calendar every day. It should take roughly five, six hours or so. So you do allow for some of your day going sideways. You know, time blocking and focusing during that time is. It's the only way to achieve great things. You have to be proactive and not reactive. So in real estate, everything is reactive, right? So really, really focus. Determine the amount of time you know, really realistically you'll dedicate to each task. And then you got to chunk things down if it's too big to to do in one task. Eliminate clutter. This is the mailbox app I mentioned that definitely minimizes your touches and just 80%. There are studies that show that 80% of stuff that are filed or stored, I don't keep any paper for the most part. It's either on an email or I can find it if I'll ever need it again. Keep a clean workspace. It's going to clear your mind, give you ability to focus. Clutter just brings about negative feelings and a lack of clarity. I covered most of this here. If you Google Tony Robbins Pyramid of Mastery, a little graphic will come up that'll give you his order of things. And it's not a bad way to set your goals either. So obviously without your health, you have nothing. But beyond that, if your energy levels are low or they swing during the day, your productivity will suffer, but also the way you show up in your different roles will suffer. So I have what, three, four, five roles that I fill in the morning I wake up, I've got a little time with my wife, so I'm a husband. And then my kids, you know, are in our bed and sort of, you know, wrestling or watching TV or usually eating in bed or whatnot. So I'm a father. And then shifting over into if it's a consulting day, I'm a consultant. If it's real estate team day, I'm leading my real estate company and I'm serving my agents and my team. I get home, I've got to be a father again from 5:30 to 8:00pm and then I'm a husband and I've got a sister, so I got to be a great brother. And I've got a mother and father, so I have to be a great son. And I've got friends and you know, a few, a handful of good friends that I want to nurture. So there's all these roles that if I don't have the energy to bring to those roles, it's just not going to be, not going to be good. So, all right, eat that Frog self explanatory. Go buy the book. This was a download that you got when you registered for the call and I'm going to send it out again to everyone that registered for the call. So I'm not. I don't actually have a lot of time to go through it. But this is an exercise and this is really modeled after Tony Robbins Power Momentum. I've done this for four years in a row. I had Tony's top, they call it business coach, but it's really sort of a business life coach. And this is modeled after his power momentum. I just shifted it a little bit to apply more to real estate. Gain clarity, create certainty, drive excitement, you know, so by looking back, creating certainty, looking back at things that you've goals you've set that you've crushed, building some excitement, you know, laser focused, committing yourself with some deep, deep emotional whys and then building an action plan. So this is something I'll resend out to you. I would. This is a Go to Starbucks for two and a half hours and just sit with your thoughts and take advantage of that opportunity to. To really script out your plan here. So additional resources I covered Eat that Frog. It's a book. I think it's on audio as well. 100%. You need to get that. Dan Kennedy just came out with the second edition and it's really awesome because he covers. I've got the first edition here and I think the first edition I've literally had. These are like two books that I have on my desk. I'm trying to see if I can find out the year. Yeah. So the first edition was 2004 and he just came out with the second edition. So about 10 years later. And in the last 10 years, you know, technology has changed and you know, people are just attached to their phones and so the second edition is definitely worth getting. His Millionaire Renegade Millionaire system and also his Magnetic Marketing system are worth getting. I'm a platinum member and I go to his. He's got two events a year which at least the Super Conference is worth going if you're a real estate agent. He's got one for infomarketers. Chet Homes Ultimate Sales Machine, Time of youf Life Rapid Planning System by Tony Robbins and then Living youg Best Year Ever. And I'm gonna pull up real, real quick. So Time of youf Life. I've been through this, a 10 day program. I don't think it's real expensive. I actually haven't implemented his whole rapid planning method. He's got this whole method with A binder. He doesn't have an online app for it, so it's not, I don't think you need to take it that way, but take it to that extent. But there's 16 audio CDs that's really worth doing. Darren Hardy has living your best year ever, which is a really, really neat program. It's a 4 CD deal and it comes with this really nice. It almost looks like a bible. I know he's a spiritual guy, as am I, but it's, it's something for you to carry with you for the next 12 months. And that literally takes you through the process. So I recommend that anything by Dan Kennedy, but specifically his time management book. He has, you know, no BS Business management, you know, management of people, price strategy, direct mail, brand building by direct response, wealth, attraction, what else? He has one also if you're chasing the affluent, he has marketing to the affluent, which is a really, really good book as well. So anyway, and then you can find his magnetic marketing or his renegade millionaire. He's a good, good guy to listen to, to sort of, sort of shift your mindset around certain things. That's here. So real quick I'm going to kind of go through what, what I've done and what I've built. The system I created is called the open business blueprint for real estate agents. There's an online version and then I do one on one consulting and there's a inner circle gold and platinum. So core building blocks. You know my strength initially in the business with building out a buyer system that I was able to train other people to run for me. I did the same thing for the listing side and then as far as building a self managed team, this is a three part sort of series as far as what's involved in there. This is really, really good content that if you're setting out on building a team or if you have a team that's dysfunctional, not doing what you want, it's, it's good stuff. And then the last piece or last building block is stepping out of your business. And so quick pitch here. You know, this wasn't about selling, but I'm going to go through it. My inner circle Gold, it's, it's basically, it's video based training. I give, I literally sit down and record all the very best content. Let's see if this is still working here. Okay. So every month, so it's online, you get basically two, three, four videos a month that take you through. If I were to sit down with you for 12 month program. If I were to sit down with you for 24 to 30 hours and tell you step by step and give you every form that I've developed and everything I'm using in my business that led to the success I've had, that's what Inner Circle golden. It's online so it's self paced. Every 30 days you get access to a new module. Go through the complete buyer system, part one, part two and then there's bonus videos and then we go into the listing system and everything I do there. And then probably the team building stuff is the best part of this system. So you need to make sure you have the basics in place. But then you get into month 4, 5, 6 and 7, 8, 9 are building or sort of stepping away from your business and then got some higher level, higher level modules after that. So that's the system basically. The other sort of bonus of being in that program is that I have a coach. She's sort of a mindset coach. Her name is Lee Miltier. She has been Dan Kennedy's peak performance coach for like 12 years or something. So her strength is helping entrepreneurs be more profitable and more productive. And so it's a lot of the mindset stuff that comes along with owning and sort of doing your own thing. And she brings in the, literally the best experts every month she brings in. So I pay to be coached by her. And as a result of that a single membership to that would probably run an individual about $297 a month. And you get access to that program, the Millionaire Smart profit and productivity coaching program as a result of joining Inner circle. So it's $1 for a 30 day test drive, then it's 197 per month and you can cancel at any time. A couple fast action bonuses and I'm going to leave these open for probably a day or so. I built out this ultimate business blueprint where I literally, let me show it to you. I literally sat down in a document and I wrote out exactly how I built my business. This is a document you'll have access to. It's hard to price this, you know, but I put at least worth a couple hundred bucks of all the things I did well, all the mistakes I made, how everything I do on the online fits into the right time to do it so you don't get overwhelmed. It's sort of your roadmap to building out a killer team or at least building some leverage and sustainability into your business where you can take, take some time off. And then I'll also Give you free copies of my 2009, 10, 11, 12, 13 and 14. Six years worth of business plans and financial plans. And some of you may have seen these, but let me pull up. So it started, you know, it started, it was a little bit more basic where my first business plan was something like this. I just said, okay, my sphere of influence, my database, seller leads, Very, very basic my first year. And then it went into this was probably when I first was getting exposed to Tony Robbins. So this was a more involved plan. Some growth areas, people preparation, potential practice, impact zones. It's from Verne Harnish. I think that's mastering the Rockefeller habits. Talking about dividing your business up into impact zones, what's important. And then I have my personal production and then on the back I have my personal and some of this pretty, pretty intimate stuff here that I'm willing to share with you guys just to sort of know what was going on in my head and what my goals were to sort of give you motivation to achieve the same thing in your business. And then I went to this next one was Tony Robbins format here. And it's helpful because it takes a category. So this is professional Categories of improvement 2011. It takes squeeze alignment. So for me, this is really driving in on getting the most out of every spend. So the ultimate vision was 1.4 million GCI. 50% of my pocket doubled my business in 2011 with zero additional spending. And it put some emotion or juice in it. Really, really important. And then systems development systems typically, you know, entrepreneurs d, you know, high DI personalities don't think systems are sexy. So I had a little bit fun with that. King Kong was just mastering and dominating the listing side of my business. Rockstars was empowering training, you know, just bringing on buyer agents that could, you know, help us. Super Champions was about past clients delivering a level of service that was second to none. And then personal categories. For me, it sounds stupid, but I just have a tough time enjoying the ride. And I've come infinitely a long way from this. But that's kind of a Tony Robbins version. You get access to that. It's really insightful. You know, if you're interested in. This is Gazelle's. This is straight from vern Harnish's website, gazelles.com and I was exposed to this through Kinder Reese. But it's. If you go to gazelles.com let me pull it up. And I'm running low on time, so hopefully everyone doesn't drop off at 1pm Eastern. Let's see here gazelles.com this is a really, really cool. Yes there is. I mean obviously they're selling stuff but there is a ton of free, free resources. So gazelles.com free resources. There's a bunch of forms that you can download and videos that go along with how to fill them out. All of these tools are free and they're updated and just get on this site and org structure. There's a video how to do it people, organizational processes, strategy tools. So here's the one page strategic plan in even different languages and there's a video to go to go along with him explaining how to do it. There's different articles to support it. There's a version of the one page strategy that's a seven strata tool and then it's just really, really cool. So I really encourage you to get on here's a who, what when action plan, a management accountability plan. Really encourage you to get on this website and just consume the reports and the videos. And I pro, I mean I maybe I would have heard of it but it's one thing about that I wanted to make sure I do when I'm helping other agents is expose you to different resources. So I don't claim to know everything. I've done a great job of learning from some really awesome people. Jay kinder and Mike Reese were probably the best at this in terms of just exposing, just saying guys, I'm reading this book, you know, go read it. You know, we're doing the one page strategic plan. Vern Harnish go on their website. So as I progress in my business and I even tweak my business to even a higher level, you know, my focus this year is mastering offshore ISAs. So I've got three ISAs offshore. I'm recruiting a fourth. We're going to do buyer and seller and that's one of my goals for this year. The other goal is and I've got really, really, really good clarity in my business. But I want to have a dashboard that I can look at on a weekly basis that's one pager that without a whole lot of staff sort of input, we're collecting data real time that will give me just the most awesome view of my business. And that's something I'm developing now, I'm working on. Personally I love it. It's Excel work and it's just going to be really, really cool when it's done. That'll be available to my high level clients as well. So that's pretty much it. I can open up some Q&A. I know a lot of questions have been coming in. Real quick before I do that, let me just pull up my website here. So obviously I serve people and I get paid for it. That's not the purpose of this call but I want to let anyone know that if any of this hits you in that you're going from deal to deer or you don't have the proper leverage or systems or sustainability, if you go away for a week everything hits the fan and things crumble or you want to build a small team and just have leverage and clear roles and increase profitability, build out systems or if you want to get to my level where it's a true, true business that runs without your input, this is a resource for you. So inner circle. I talked about the gold level and what's included there. It's video training, it's all downloadable tools. It's the very best I've got. I promise you. I put my heart into that platform. And then there's a platinum program which is it complements the online material with one call per week. It's an hourly call where you can get on and ask any and every question you can think about high level strategy questions or lower level how do I get this form to work in Google? Or tell me more about how you hold your agents accountable. It's really, really powerful calls they serve. They almost turn into masterminds. So they that program is also I'm doing the same trial so it's a dollar to try that out. Our calls are on Thursday at 3pm Eastern, our weekly calls and then you get the online content to complement the training there. So platinum after the $1 test drive turns into 6.97 per month and then gold is $1 trial that turns into 197 per month. And I am so passionate about this and just providing all this information to everyone. And if you're interested in a more intimate relationship and really, you know, hiring me on a shorter consulting basis, you know, I work in 3, 6, 9, 12 month increments with consulting clients. Depending on where you are in your business. We'll get you to your destination, install systems for you, get your business where it needs to get to so you can scale it and have it running, running smoothly versus building scale and not having it based on a good foundation. So that's the pitch. Check it out. There's four levels of consulting. They're all basically the same price. It's just a different time period. You have bronze, silver, gold and diamond. So it starts out at it's all the same pricing, just three, six or nine or 12 months anyway. Okay, good. So let's. Let me check out the questions here. And that's really all I have as far as content goes. I'll send some of the things that we went through. I'll send those, send those out to everybody. So you have copies of those. And let's go to Q and A here and I'll hang on, let me check my schedule. I forgot to check if I have something after this call. That'd be awkward. I don't. Okay, so I'm good until, until 2 o'. Clock until I go on Tim Heil. He's got a cool 12 week program on inside sales that I'm on. I'm all about learning from everybody, so I'll never make any claims that I'm not ever above learning. So I pretty much do most of the training out there. All right, so let's, let me see if I can grab the question box. I hid it somewhere off my screen and bear with me as I go through these questions because they're kind of showing up a little, a little weird in my. All right, we got a lot of questions here. Here's the box again. Does the gold inner circle show how to set up Google Apps, how to set up your tracking forms, ROI forms, buy our tracking forms. Yeah, it does. And you know, I'm pretty good, you know, at the computer. At the computer I sound like a 70 year old. I'm pretty good at the interweb. But we do run, I've probably got about five or six key tools that I run on Google. All of these forms within probably about four or five minutes you can have them onto your Google Apps. If you don't have Google Apps, it's easy to set up and I can take you through that process. And all these forms are pretty much 3, 4 clicks away for you owning the form. So that's definitely part of what you get big on roi. I've tweaked this form from what y' all may have seen where I now have had last year actual results. And I have 2000 goal in here and then I have the actual. So I can track the actuals against last year against 2014 for my pillars. And my pillars are buyer Internet leads, yard marketing, radio, expired fizbos and past client soi. So good, good, good question. Yeah, so all that's included and that's part of. Well, I misread the question. So inner circle gold. You will get access to like three or four, like the critical Critical forms. I use my business like the buyer agent accountability, your inside sales accountability, your marketing roi. If you get into inner circle gold and there's something that's not there that I go over on a call, you do have access to me. I mean I limit it because of the price point in that program but you know, I'm never, it's never like I'm not available. The one page ReMax slide looked interesting. Will we get a copy of that? Which Donna Ellis type in which which one you were talking about one pager. We can see your calendar. Might want to put this back on the benefits page. Oh, doesn't matter. I don't think I have anything to hide in my calendar. But thank you. Let's see. Private Facebook page for networking. Yeah. So one of my clients here is just telling me we've on the consulting for the consulting group, a pretty good mastermind is forming. And the one thing I'm certain of, and I was certain of getting into this business is that I have no intention of consulting 50 to 60 clients. And that's a typical coach. That's how they make their living. My focus is on folks that really are truly focused on achieving greatness in this industry with an eye toward building systems, sustainability and building out a true business. So on Facebook you have access to a group of like minded agents and it's pretty much a mastermind in the consulting packages. We're doing two mastermind events per year so there'll be one in the spring and one in the fall. Will everyone will come to Charlotte like nothing anyone's ever experienced before. Really down and dirty. Work on your business, do some not so fun things. One thing I do twice a year, which every one of my consulting clients is going to do when they come here locally is print out all of their bank statements for 12 months, line by line. We're going to go through it. We're going to take out an hour, 90 minutes to go through and eliminate expenses that don't add value in your business. So yes, Kirby asks, is this video going to be sent out? Yes, it will be. A new agent. Really, really good question, Blazin. I don't know if I'm pronouncing that right. Blazin or Blazon a new agent. I wish. When I got in the business my approach to to the online is to give everything I've got. And so it includes the things that I've done wrong and the mistakes I've made, which a lot of trainers, they don't get into that level of detail. If, if I were a new agent, I would do the platinum. Not because it makes me more money, which it does, but you get 60 minutes with me every week. And I'm not the end all, be all guy. In the industry, there are dozens and dozens of guys that have built cool businesses. But my approach, I guarantee my approach to how I serve my clients is different than anyone you've come across. So if you can swing it, I promise you at the platinum level, you, you will get your hand held because the weekly calls are very intimate, you know, between people's schedules. You know, we have 12, 12, 15 people per week on the call. And a lot of times I'll bring in other high level consulting members that they're good at. One thing we had an awesome call on recruiting, and I've got two clients that are just kicking butt and recruiting. And they came on and shared their different ads they were using in different approaches. So I would highly, highly recommend platinum. Platinum. Inner Circle Gold. You can try platinum and downgrade to gold as well. Business planning, personal growth. Yeah, that, that is. I think it was this one. Donna, tell me if this was the one. I'll wait for Donna here, but let me continue to ask questions. This is the Verne Harnish one page strategic plan. And you do get access to this, my content in here. And an updated version of this for 2000. Yep, that's it, Donna. Yep. So you have access to that and that'll be sent out as soon as you sign up for Inner Circle Gold or Platinum. Does the Inner Circle include buyer presentations and listing presentations? Yep. Are they somewhat plug and play there? I do give you the resource that put them together for me. I've gone every direction you can go in terms of buyer presentations and listing presentations. I started with Craig Proctor. I got away from using his presentation. I went to a company called Max Avenue. They did placemats where I had a placemat, you know, 11 by 17 buyer presentation. Use that. For a while I was with Kinder Reese. They had a PowerPoint presentation. Then they shifted to the placemats. I don't use any of the Kinderish stuff anymore, but that worked. I'm back to a very simple explaining, agency type presentation. And you will have access to the resource that put those together for me. And then same thing on the listing side. So, yeah, so I go through my full listing presentation, my full buyer presentation, my listing presentation. Another really quality guy. And I had him come out to visit my team for five days. Bob Sink. And he has BobSinkCoaching.com I picked up a few good programs from him which have really helped me on the listing side. So you'll see that my listing presentation is different from his listing presentation, but the approach is very, very similar. And some of the programs I use, like the one day listing guarantee, we always had an out, but we never called it the one day listing guarantee. Yeah, so you'll have access to the buyer presentation and the listing presentation, and they work really, really well. Yeah, everyone will get a copy of this webinar. So if you. If you're on this webinar, you'll have a copy of it. Thanks, Kirby, for your kind words. Greg says he tries to shoot for 50 calls per day. Do you have a call tracking sheet where we can keep track of the number of calls made and brief notes? Yeah, if you're. If it sort of depends. Let me bring up two tracking sheets. And Greg, if you. I think we're friends on Facebook. If you Facebook me, I will. I'll get you both of these and I'll probably just include them for. For everybody. But yeah, so. So there's two versions and I can give you the Excel versions of these so you can modify them. But here's my daily critical activities success tracker for my isa. Let me make it a little bit bigger. So my isa, she doesn't work in Commissions Inc. So she does Boomtown outbound. And she uses foam burner. Every day we load our yard signs from the prior day into phone burner. And so she just marks. We try to divide her day into four different time blocks for outbound prospecting. And then two or three times she'll get on the phone burner and. And then she'll summarize it up top here. And then she'll track how many emails she sent. On the bottom here, she puts in appointment 1, 2, 3, 4. We have a goal of four legitimate appointments, either showing appointments or a new buyer consult per day. And leads entered into Boomtown and then sent a pre qual. So I'll give. I'll give everyone. Let me just make a note here because honestly, it's simple. It's simple things. Buyer ISA, daily tracker. It's simple things like this that make the biggest difference, especially when it comes to prospecting. Having a mission, you know, 50 calls a day is. I would almost change your mindset a little bit. I guess 50 days calls per day is sort of a go for no methodology. When I was prospecting, I would have a goal of like, talk to a dozen new people a day. So like a dozen buyers or sellers that I've never talked to before. It seemed like a, a more exciting goal than dial 50 times. So that may be something that you try. But yeah, I'm going to send you send out this and also my buyer specialist weekly success tracker. This is something that my buyer specialists, they'll log their time. We got away from daily accountability. It's something we started when we worked with Corcoran Consulting. Catherine and Bob, they were my coach there a couple years ago. The daily just didn't work for my team. It felt like overkill. And I really, I didn't sort of cower to my agents, but I sort of agreed with them. So they do keep track of things daily like prospecting for Monday. They have a goal of 30 dials on Tuesday, same thing. And so they keep track of prospecting and follow up. And so lead follow up, same thing. Seller referrals to the company, note cards, they write new contacts added to the database and then go for no's. They're just getting out of their comfort zone. You know, a goal of five go for no's per week that go for no program and it's. I think you just Google go for no or maybe go for no good dot com. It's just an interesting tweak on, you know, when you're looking at numbers and, and then on the back of our buyer specialist weekly success tracker where the goal is six appointments per week per buyer specialist. So I'll give you this in Excel format. I'm just making a note here. So don't forget. And then my agents, we make it pretty easy, they go to buyer specialist tracker for Lars Real Estate. So when you create this form in Google Docs, you actually build it as a form. But I'll give you access to this on a view only basis. And all you need to do is when you get access on a view only basis, open it in your Google Apps account, hit file, make a copy. And when you make a copy and you rename it, it'll go into your Google Docs account and then you can save it and do stuff to it. So once a week my agents go into and you know, it's funny, Google doesn't do this top graphic anymore. They went to all these hokey top graphics. So you can only get this if you copy an old form. So anyway, so yeah, this is how my agents enter their activities for the week. It makes it easier for my sales manager or if you're a team leader or even if it's you doing this easier to hold yourself accountable. Let me pull up one other cool, cool, cool form here. Agent recruiting is actually pretty cool. So we've got a pretty. Now that we've got the well pumping again, we've got an online application. Join our team, get your blueprint for success in the new real estate industry. Google Apps, Real easy, just an online application. We send them to take the Tony Robbins disc test and that populates a form as well. We have our buyer appointment tracker. So this is where appointments go. Same sort of thing, you know, inside sales agent. If it was a buyer consult, a showing appointment, the prospect name, phone number, email address, do they rent or own or the abc, the price range, the area and what the lead source was. So anyone that books an appointment on our team instantly goes into here. My sales manager is notified and I'm notified. Really, really simple systems. I'm telling you, they're simple. It takes like 4 or 5 minutes, 10 minutes most, once I show you how to do one of these to put these into your business. So I'm actually going to make a note. I'm going to do a Google Apps training, not a webinar, but I'm gonna actually do a training that I'm gonna give everyone in inner circle access to because it's like, it costs nothing and it's, it's. So let's see, I've got, I've got a lot of questions here. So if you guys are hanging in there, I'm gonna keep going because I don't have a call until 2 o'. Clock. So I'll keep answering. You share top producer? Yeah, absolutely. We share top producer action plans. Example action plan on top producer. When you take a listing action plan after closing action plan when home goes pending. Yeah, so I've got all of the action plans and I think, I think I share like five or six of these in inner circle. So we've got a 30 day buyer closed. We even have plans for when we book a buyer appointment. So what I've done a pretty good job of is when we book a buyer appointment, we treat it like a listing appointment. So in the industry it's like this monumental event when you book a listing appointment, the whole office goes crazy. The listing agent get back from the office and they're like, did you get it? If you didn't get it, who's following up? So we've created the same system on the buyer side. We've got a buyer closing plan, we have a listing closing plan, we have a listing. When we take A listing, what happens? Seller, 30 day seller, appointment books. So I think there's like four or five of these in inner circle. But as you go through the content, if there's a plan you don't see, hit me up over email and, and I'll get, I'll get anything that you need. When you started in the business, did you call every day for prospecting? Good, good question. Blazin, and I hope I'm pronouncing that right. If you can type in the, the pronunciation of your name. Blazon or Blazin or Blason like Jason. Yeah, so my, my routine was I really did a good job of mastering my mornings. So I would, I was really laser focused on getting a lot done in the morning. So probably for two, two and a half years I made sure that I got 60 to 90 minutes minutes of prospecting done in the morning, if not 120. And it was laser focused time blocks. I turned everything off. The goal was meaningful conversations. So not so much dials but meaningful conversations was the goal. And then I supplemented the Monday through Friday with a Tuesday 6:30 to 8:30 and a Thursday 6:30 to 8:30, and then a Saturday from 10 to 12. I didn't know at the time that Wednesday and Thursday from like I think 3:30 to 5:30 are actually the peak times. There are studies now that show that those are the peak times to get people and I have no idea why. So if I were to do it again, I wouldn't have spent two years away from my wife and my newborn every Tuesday and Thursday and I did it religiously, I would have just time blocked 3:30 to 5:30 Wednesday and Thursday and then also preserved my morning time blocks. So the more time you spend on the phone, not only it's very dollar productive but you're going to get really, really good at it. And then when you flip it over to hiring someone to backfill you, your first buyer agent hire, you're going to be able to sit down with them, look them straight in the eyes and say, listen, this is what I do. This is the results I get. This is the objections you're going to get and you can train them to take over that role for you. Oh Donna, let me see, let me see, let me see, let's see. I think Donna, there's actually inside MIT lead response study. I think the MIT lead response study. Yeah, let me pull it up here real quick. So there was a study done and this was, this was Internet leads. So I don't know if there's, you know, difference between, you know, calling back sign calls that you didn't, that you're. But Wednesdays and Thursdays you can see initial dial to leads that become qualified. You can see Wednesday, Wednesday was the top day and 20, 24.9% better than the worst day, which was Friday. So Monday and Friday are probably days you wouldn't necessarily want to prospect. You know, you should probably preserve maybe a follow up time in the morning. And I think that they also break it down by hour. Yeah, yeah. So let's look at this. 4 to 6pm is the best time to call to make contact with the lead. It's 114% better than better than calling at 11 to 12am but you can also see here, look, I hope you guys can see this because it's like the coolest thing ever. Stacy's uploading some stuff. All right, so, so cool thing here. The one thing I noticed in this chart is that, okay, so 4 to 6 on Wednesday and Thursday. So go back to this chart. Wednesday, Thursday, even Tuesday is pretty close behind behind Thursday. So 4 to 6, but then really close behind it. Even better than 6 to 7 is 8 to 10. So 8's a little bit better than 10. So if I were you, I would focus your prospecting efforts 8 to 10 and 4 to 6 every Tuesday, Wednesday and Thursday. So sort of be, be smart about it. And then you have you see eight to nine is the best and four to five is right there behind it. So those are two key times. During those times, all you're doing is dialing. If you could use the benefit of a dialer. If you've got 100 leads to call in Boomtown or past clients, get them into a diner. A dialer we use make more contacts Pro, which is the same dialing system that that Vulcan 7 uses. And then 9 to 10 is the third best time block. So 8 to 10, definitely 2 to 3 is high there for some reason. Time of day contact leads up, become qualified. Four to five again is huge. Anyway, so then the thing after this, the real thing that I bring up to my agents is the time of response. So five minutes. Look at the drop in initial dials to leads that become contacted from 5 minutes to 10 minutes to 15 minutes. And at 50 minutes there's like no leads that get contacted. So as leads come in, you need to take advantage of it. So every one of your new hires should be looking, should be looking. You should be going through this website with them. It's www.leadresponsemanagement.org LRM study. I always just Google MIT lead response study. Let me see here. We have about 15 minutes. No, actually only about six, seven minutes. Any thoughts on naming a team the large group? I need to set up a website. I like the group. I mean everyone, everyone. For a while I was the Lars Hedinburg home selling team. I seemed like everybody went that way. I kind of like the Lars group, you know because it, I've also seen like Lars Hedinburg and Associates. My name, I don't, I didn't want my last name in it. Lars is, I'm the only Lars real estate person and I don't know if it's the country but definitely in Charlotte. So depending. So Steve, you know I don't know what your last name is but it could be the Steve, the Steve Smith Group. So yeah. So make sure you like it because you're going to be stuck with it. Steve just started Commissions Inc. Do you approximate percentage of leads to closing? 1, 2, 3%. The goal is 3 to 5%. If you are awesome at it, you'll get 5 to 7%. If you have too many leads, which is my problem, you'll be in the two, two and a half, three percent range. You get a hundred leads, you should expect two to three closings minimum. If you really work the leads well, you get three to five closings out of it Takes a little bit of ramp up there. How much is your ad spend with them? Google pay per click with them? I only spend, I don't spend a lot of money with them. They do some social for me. I think I have about fifteen hundred dollars a month. I've got lenders paying, you know through MSAs marketing service agreements paying to help with that marketing. But I think I have 1500 to pay per click buyer. And then I do some of their social, their social stuff. Angie or Angela Angelique. We stopped to get together for a cup of coffee. Non branded marketing. So non branded marketing is, you know, instead of sending somebody to Angel. I don't know why I'm calling Angie or Angela Angel. Sorry. Non branded marketing. So it's, it's having a website that is searchgreatercharlottehomes.com instead of larsrealestate.com and then sending them to a page that doesn't have my picture on it. It just gives them useful information. So most agents just are all about their brand. Yep. You'll be getting that form that dominate your day form which again was just a spin off Paul of Curtis Johnson. And he's a real estate coach as well. Prodigy Solutions. Really, really smart guy. And so that was a form that I used of his. Yeah, the email. Thank you. Inner circle 50 calls. Yep. Senior calendar. Yep. Inner Circle Gold. Yep. Set up Google Apps, Facebook page. Oh, the app. The app that I was talking about is called Mailbox. Just Mailbox. And it's, it's just, it's really cool. And that was a Stacy Peterson thing. So that was really cool. Yes. So, no, we're not charging upfront fees. So James Getzka has a question about upfront fees. We went upfront fees with sellers. We charged 14.95 upfront, probably for about three, four months. Last year, the market turned dramatically, and rather than coach my agents through the mindset shift to stay on that track, we went to the back end. So we do 695 for buyers and sellers as transaction fees. Never did door knocking at all. That's kind of like an old school traditional thing I could never picture doing. Marketing, door knocking. Someone's debating opening a brokerage. Why did you decide on a team? Why ReMax? I spent three years with another ReMax broker here. Local, Mm, market. I came from a corporate background, so having some brand behind me felt right. But then, you know, beyond that. Yeah, I don't know that you really need a brokerage. You know, my brokerage, my agreement, franchise agreement is up and I think a couple years and I'm 50. 50. Whether or not we'll continue with it. For me, ReMax lets me do my thing. They don't question me or anything. And he said eliminating clutter. What do you use for single source for information? So, well, with this new Mailbox app, I mean, that's a really great way to sort of file things very, very quickly. I set up my multiple Gmail accounts that have the same file folder structure. And so that's helpful if I were to choose between one platform, Boomtown or Commissions Inc. And Y. Boomtown has made me a ridiculous amount of money. I think 750,000 or so, which is crazy, right? But Commissions Inc. Is blazing a trail as far as features. They have like four or five features. Integrated dialer, mass texting, mass email, social posting, automatic social posting. Their seller suite is converting. So they just do some things that I believe there's some catching up to do for Boomtown. But I've got nothing against the Boomtown guys. They're doing well. There's too many licenses in the market. But if I had to pick right now, I'd probably go with Commissions Inc. And I'm sorry, if any boomtown owners are on the call, you charge. Yeah, same transaction. If you cover that, how you attract buyers if you don't have any listings. Like I said, the first thing I did was I picked up a killer lead gen system. So you don't. You can advertise. You can do universal offers. As far as advertising goes, like a universal offer is you'll advertise a list of. You can advertise a list of properties. So I did bunch of. And we're over on time here but there's still a lot of people on the call. So I'm gonna keep going. Let's see. So on Craigslist you can advertise. Let me see. Pick out some ones that I did here. That is. Yeah, if you have some listings you can do that. Let me pull up one. Just a good example here. I've got a bunch. I've done a lot of Craigslist advertising. Like here's one. So you know, a simple clickable image in Craigslist. So maybe you're advertising free list of homes, you know, south Charlotte and you send them to specific pictures page that lands on. So here's an image search all real estate in greater Charlotte. But it's really not those ads anyway. So it's advertising like a generic offer. So here's an example. When I would advertise my listings, I would, you know, every listing would have for free list of all homes in distress and any price range with pictures and addresses visit. You know, Charlotte must sell homes dot com. So that's an example of branded or less branded advertising. All right, we're going to wrap it up here. Where should I look? How many hours a day should they work? I'm generating 150. I would not hire an ISA. So here's an example of those, of those advertisements. And honestly, I mean you could advertise anything on Craigslist. You can say must sell bank owned repo, you know, bank owned repos, you know, south Charlotte area 200 to 300 and then have a description and then have say for a free list of homes bank owned in this area, Charlotte mustsellhomes.com so that's a way to get a universal offer to get someone to opt into. I think Rupesh has a question about buyer leads. 100 and 150 buyer leads per month. If you don't have buyer agents, I would have buyer agents work those leads in addition to you. The risk with bringing an ISA on is that your buyer agents will have Sort of a handout. You know they'll have their hands out versus actually making stuff happen on their own. So I just have my team and my brokerage. So I own my ReMax brokerage but I do not believe in the independent broker model. I think that model is broken. I think you know there are ReMax franchises in my market that have hundreds of agents each doing business a different way. Everyone in my office has a single focus on how we serve our clients and it's all under the large group. How many miles I don't drive. How many miles was I willing to do? I was willing to drive half hour, 40 minutes where during the day you know that's, that's you know 30 to 40 minutes depending on we qualify our appointments pretty, pretty well. I wouldn't, I mean that's one thing I didn't do. Anyone that was qualified to buy or sell I was going to buy or sell them a home when I was getting started. So specializing. I don't understand the market or the niche geographic specialization. Yeah I wouldn't advise that. We just test and prove it. It will work in the what's this one? What's the best lead generation strategy you can advise for an agent who has no business in this market which is tested improvement. I mean most of the lead gen systems, you know Commissions Inc. Boomtown even real geeks REW Real estate Webmasters has a very cool, very cool and I've got an REW site it's going to replace rewsites.com this is. They charge a lot. They have some of the highest end websites in the industry. They created this product, this website. This is $199 a month platform that has the same backend as some of their 20, $30,000 custom and semi custom websites. So if I were a new agent I would get this site. I would use it for everything. Buyer, seller, lead gen. I'd run universal ads on craigslist to landing pages. This site really, really easy to set up. Okay I am is your offshore. Yep. Offshore is done through my app desk. Daniel Ramsey, really really good guy. Someone who has his own brokerage, no listings and my team just myself to get some quick business in 30 days. Quick business in 30 days is going to come from buyers. That's where I focus my first year and a half, two years mastering the buy side. So that's month two of Inner Circle Blason. I get into the whole buyer system. So I would definitely how many buyer letters do I send? Month expired letters do I send monthly? It's about. We have about 300amonth, 300 new expired listings per month. We send one letter weekly. So it's probably about 1200 letters per month for V. My Outdesk is the company that I use. Cindy asked a question about outsourcing. Voice is breaking up. Hopefully it's not been breaking up. All right, so I think we are done. Let me see if any questions came in. I went through the whole list of questions. Are Craigslist ads given? Yeah, the clickable. Yeah, so good point. So bad example. So, yeah, so Craigslist doesn't have clickable links or images anymore. So what we do in our Craigslist ads now is we have the HTML or the actual HTTP for them to copy and paste and we just give them instructions before and after. Copy and paste this entire portion into your browser. And that's actually worked pretty well. We have about two thirds the amount of leads since they changed. But we've also added. We've added. And I'm gonna pull it up just because I love it on if by phone. We put an if by phone trackable phone number in all of our Craigslist ads. And for no, no additional effort. And this is Andrew Lan and hits his emails. A L A N F by phone dot com. Let me put a pull up an inbound call summary here. So January. I'm just gonna pull up January, which is typically a slow call month for us. So 22 calls off of Craigslist just by adding a phone number in there, which isn't real bad. 100 calls off voice pad. You know, yard signs. We have two yard signs. They get, you know, 50 calls a month. And then our everyday open house gets so how far geographically drive. One way to show. I think I answered that question. Can you send text messages? I imagine you can. I haven't really focused on it, honestly. But you can. I haven't really focused on the whole text to engage a prospect. Presumably 95% of these calls are through text. So it's a good strategy. And I believe if Pythone's pretty good about they have open source language or whatever it's called. You can have. I forget what it's called. You guys probably know what it's called. Integration. They have an API wizard where you can integrate with lots of different things. Angie, I'm so, so lame that I called you. Angela and no Angel, I messed up again. Yeah. So definitely hit me up on Facebook. We'll talk to you soon. Geographically, I think that is it. Can they call Fizbo Direct Consulting? Yeah. So Kirby, hit me up on Facebook. The lowest level, bronze level, has an additional resource available to them and that's Stacey Peterson. She's been through the highest level of my coaching and she doesn't work with clients anymore. And she runs the operations of her business and does a kick kick butt job doing that. She's available as an additional resource to that group. But at the silver level and the gold level, that's access to me. And I guess you could have access to her. I wouldn't have a problem with it. But those calls are with me and the weekly calls are with me only. I think that's it, guys. Your first buyer agent, you're going to want them to work old Internet buyer leads. That's a question Sam had Blason blazin. Yeah, I think I got it right. Okay, good guys and gals. Oh, man. We got one last question. Looks like Voice Pad is a clear winner. Do you recommend? Yes. Voice Pad rocks. It cost me. I think I wear up to like 50 codes or something right now. But VoicePad is absolutely where you want to be on. And if you guys look at my yard signs, I think I pulled them up. It's not pretty. But we have a standalone. If you get VoicePad, two things. Standalone, 18 by 24 inside. Highly recommend Voice Pad. So standalone 18 by 24. And then you have to pay them extra to set up your account With a very special intro. And I got this from, I think either Mike or Jay with Kinder Reese. And basically it says due to changing market conditions, press 1. For the current price of this home, the standard setup says to talk to the listing agent, press one, or to talk to a lender, press two. And so you don't want any of those. You want just them to press one, convert conversions went from 20% call transfer to over 90% call transfer. So if I pull up VoicePad, as you guys can tell, I just, I just love this stuff. The cool thing about it is that there's just like a few things in my whole business that, that make the whole thing. If I had to pick a fifth technology, it'd be VoicePad. But it's really not much of a technology because we just put out signs. I don't mess with anything in. In here. I don't manage our leads in here. It just comes straight through if by phone. So let's look here. So live. Live. Live. Live. Live. Live. Live. Live. Live. Live. Okay, so 1, 2, 3, 4, 5. So 10 or 11, last 10 or 11 transfer because of our special script. So due to changing market conditions for the current price of this home, press 1. Then it goes into the property description and then the other bookend is the same exact thing due to changing market conditions for the current price of this home, press 1. Super, super, super badass system. And the reason why we don't even use this, we don't do anything like nobody goes in voice pad ever, is that they give you one phone number on how VoicePad contacts you. And in this box here, if you guys can see it, I just put an if by phone number. So if I go over to if by phone, 3074046 is the number that I transfer people to when they press 1. So real simple, simple system, but really, really awesome. Did I have certain times, man? Steve, good question. When I was on Boomtown alone, I was on that system alone before I hired Chris, my first buyer agent. Chris is actually still with me. I was if a lead came in anytime before 9 sometime to 9:30pm and anytime after 7:38am I was all over that lead. So, yeah, there was definitely an issue, you know, as far as balance for me in the beginning. But I was exposed to that MIT lead response study very early in my career. And so I just knew that if I didn't get them in the first five minutes, if they were on the computer at 9:30pm and I could sneak away from my wife or, you know, just duck out or for the half the time she didn't know, you know what that I was working. Because it is a sticky situation, you know. But yeah, I would do everything you can to answer those leads. And if it's not, you hire someone or have a buyer agent do it. All right. Yeah, I mean, I lost my mind. Yeah, I do some, I work with some buyers back in the day that, you know, know 45 minutes, 50 minutes from here for an $80,000 buyer. But I was willing to do anything to get my business off the ground. So I'm not saying that you guys need to do it, but. Yeah. So platinum offers four, one hour call. Yeah. So let me, let me pull up platinum here. The inner. And I got just a few windows open. Let me pull up platinum, Greg, in terms of what it. And I've sort of tweaked these programs a little bit. Platinum covers. Yeah. So every week you're going to get on a call. So it's recovering. I'll usually do 15, 20 minutes, sometimes 30 minutes of training. I'll bring in members of my higher level members that have mastered a certain area. So we'll do. You get one hour per week and then you get unstuck calls per quarter. So, yeah, four times per year. So as long as you're in the program and I'll email with my Platinum members, you know, there's a little bit more leeway there as far as time that I can put in. There's not as much in the gold level because of the price point. That's why it's all online. But I want everyone in every level to just kill it with these systems. So, yeah, so there's technically there's four unstuck calls per year or one per quarter. But you'll find that the weekly calls, it's like 10, 12, 15 people on those calls. So you'll get all your calls, all your questions answered pretty much every week as you're going through the content and just, you know, different things that you want to get. My opinion on. Yeah, my opinion on local numbers. Thomas asked the question local numbers versus 800 numbers. I feel like an 800 number is a little bit impersonal, so I've always gone with local numbers. VoicePad. Greg asked a question. How much is VoicePad? I think it's like either 49. It's either 49 or 79, depending on. Well, I don't know how to get. I don't know how to get to the screen, but I think it's either 49 or 79, depending on how many codes you get. But the return is ridiculous on that system. I would not worry about the monthly cost. Scott. Scott the man. Ash Bow. Yeah. The only difference. I had ProQuest for a while. I sort of got a little. A little bit annoyed. I don't know if the ProQuest went to automated like for VoicePad. I can. It's just easier for me to enter. Well, not that I do it, but it's easier for my. For my team to enter a listing. So they just pick on a code that we're not using. And there's my coaching call with Tim. So click on an open code. Residential for sale. You're picking, you know, bilingual. And so I'm filling out information that it's creating the recording. So in like two or three minutes we can have the full property presentation done. And then it's live with the sign. So our photographer brings out the sign that we know what code's going on there. We put it in here, it goes live instantly. It automatically gets bracketed with that special intro and outro due to changing market conditions for the current price of this property, press one press and ProQuest. I haven't used their system in a while, but it's basically the same. But you have to record those or at least when I use it you have to recall all of them. Last question from Steve. Does the second month of scripts for calling back? Yeah, so the whole buyer system. I go through the whole buyer system in month two I go through scripts and kind of. What's important about scripts? Objection. Handling. And as you go through any of the modules, if you have questions or something isn't obvious to you, you didn't get something, you can email me. Yeah, gold level buyer scripts and follow up system. Yeah, for the most part, yeah. So I just answered the question. So definitely on scripts and I go through the fortune in real estate is in the follow up. So we go through a follow up system as well. What's the difference between VoicePad and if by phone? So VoicePad is just a yard sign system. So they're definitely different and you know at the right time you'll need both of them. If by phone. I pay about 100 bucks a month for but I have 23 phone numbers and I record like 400 calls a month and they charge you for all that. So you can have VoicePad if by phone set up for 40$50 a month. Lowest level voice pad I think is 49 or 79. This just provides you the ability to create a property presentation that's assigned to a four digit code. The person dials the number in the yard. When they press 1, it transfers. The reason why I have it go through if by phone is so I can record it. All right. No Steve, we stopped flyers and we found no drop off in our number of sign calls. Good question. And we just tell our sellers the same thing. We split tested it and we found no difference in we don't really want a buyer to pull a flyer. We want them to call the sign right when I'm there. Yeah, we do put full like 10, 11, 12 page color brochures. Donna Ellis. What if right now an agent just wants to get themselves into the right systems without any team members? Would you. Would this? Yeah, I really do. So my bronze level consulting is mostly agents that are solo agents that want to build in systems to have their business run more smoothly. So all of what you'll be learning is available in either Inner Circle Gold or if you want access to the weekly calls, it's Inner Circle Platinum. And then they're both really good programs. Did you call just. No, I've never called. I've never done circle prospecting, you know, calling around, just listed or just sold. There are coaches that teach that. I don't really. I don't get it. Donna says thank you, and that's it. No more questions. All right, cool. We are at an hour and 51 minutes, and I am stopping the recording.