A motivational coaching monologue for real estate agents urging focus on basic, repeatable practices to dramatically scale sales (claim: up to ~250 homes/year). The speaker emphasizes a mindset shift toward deliberately adding high-value contacts to a database and providing value to them regularly, with the hypothesis that a small, targeted group can each generate at least one closing per year.
I just did a coaching call this past week and we had an agent that was in the business for 18 years. Obviously I'm not going to give her name, but she came into our program and instantly was. I'm not all that impressed. I'm thinking of canceling and part of me is like, dude, you sold or do that. You sold 12 homes last year, which is not bad. But you're 18 years in the business and if you would have been doing what we teach for the last 18 years, you would be selling 250 homes per year. Agents aren't willing to accept the fact that it is the basics that get the results. The mindset shift that I ask agents to have is to think, is it possible that there are 50 people in your market? If you set out to really work at identifying the right people to add to your database and adding massive value to those people, expecting nothing in return, is it possible that each of those 50 people could send you one closing in a year? Is it possible? For sure, it's possible. I live in a big enough market, I may not know those people today, but is it possible for me to meet someone and add enough value? Either a vendor, an affiliate, a contractor, or people that are influential, or people that I know my past clients? Monday through Friday, I'm going to add one person to the database that I think will be able to support me in my business growth if. If I treat them the right way, with a mindset of adding value in every way that I possibly can to them. And that's the essence of database.
