I 10X'd My Real Estate Business: The 90-Day Tool That Changed Everything

If you took 90 days just to organize and get your database up to date and enter into CRM and you went from a 1 to a 5 here. Life changer. We've got clients just on our database touch system doing seven figures a year in GCI just on that one system. And then we have agents that aren't doing 100K. You know, sometimes they want to pick on this system like you. What, you're telling me to organize my database? It's like, yeah, until you get to a million annual GCI with your database, you should work on it. You just got to do the work. If you're like most real estate agents, you struggle not only to make the time to work on your business, but what would you even work on if you had the time to sit down and just build a better version of your real estate business? So in today's video, I'm going to go through a strategic business assessment process that we use with our members when they're coming into our world. And we've got a 90 day program called Million Dollar Agent Method and when they leave our world and basically it breaks down their business into the four pillars plus we'll go through productivity and time management. So my name is Lars Hedinburg. I'm the founder of Real Estate B School and the creator of the Million Dollar Agent Method. Two thousand plus agents have been through Real Estate B School help them not only just grow their income and sell more homes, but essentially scale their business and scale their lifestyle as well. So not to just grind out real estate transactions, that is not a happy life for the most part. So let's get into it. I'm going to attempt to get this through this in a single video if I run too long here because even each one of these items, there's a lot of work that goes into moving the needle, you know, every 90 days. So I, I could probably coach on each one of these independently. So this, this is the process. Like I said, we, we have folks come into our world and you know, th, this is where they're starting. So we do an assessment scale of 1 to 5. And by the way, if you want to grab a free copy of this tool, in the description below, there should be a link where you can grab a free copy and use this in your own business. Now that, that said, if you get into it and you're like, I don't even know what to do to get my score, you know, from whatever it is to, you know, moving the needle in 90 in 90 days, still a good Starting point. So grab the free tool in the description below. So like I said, time management, productivity, this is big, big, big for most agents. Then we get into leveraged lead generation is the first pillar of the million dollar agent method. Then we get into the appointment setting process and all the lead management stuff that goes along with it, the content consultation frameworks and then leverage client care. So let me unpack this here and like I said, I'll see how far we get. And before I even kind of get into the, into the assessment itself, the average agent, well, the average agent only sells seven homes. But let's say you're not the average agent. You're hustling, maybe you're doing six figures, maybe more than that, but you really haven't cracked the code on like building an actual business that not only makes you a ton of money, but allows for you not to work all the time. And typically systems are the answer to get some sort of normalcy in your business and any chance to automate or delegate parts of the business that just aren't paying you a lot of money, and that's where we move the needle. I did a video on how to go from 100k to, to a million where I broke down the four stages of growth to get to 0 to 100, 100 to 250, 250 to 500, 500 to 1000 or a million rather. And doing that, not working any more hours and just watching the basically the hourly increase that you can generate just by following a prescribed sort of method, going about this. So that's what we're after here. That's why we would have enter into such an assessment. This is something you do every 90 days. But it's only if you want to build an actual business and get from like six figures to 250 to 500 to a million. Okay. And that's not for everybody. You know, a lot, a lot of agents see stuff like this and like, I don't want to do that. It's like, okay, well don't do it then. You know, it's like, choose your hard. It's hard not being successful in real estate, you know, and struggling to, you know, with the stress of not knowing where the next deal is coming from and not having a lot of money in your bank account. And it's hard to learn new skills and do some of these things and you know, build out systems and automate parts of the business and bring in some technology that can make things easier. So it's hard either way. So let's get into time management productivity. So just manage. I'm going to kind of go through these here as we do it so you can see how it works. So first question that you'd evaluate for yourself, scale of one to five. One is like man, not doing so good. Five, you're crushing that point. I time block lead generation and follow up calls in my calendar and I honor those time blocks more often than not. Scale a one to five. If it's like a one, it's red. If it's a three, it's yellow. If it's a five, it's green. Okay, I plan and so let me teach on this a little bit here. If you're not guarding parts of your day to generate new business, you're not actually in the game of real estate sales, right? So let's put it this way. If you worked for a highly dialed in sales organization in a totally different industry, you were just working as a salesperson and they looked at your days in real estate and the sales manager was like, what is that person doing? Are they doing any new business development? That's what I call those lead generation and follow up, you know, new business development. So if you're not guarding parts of your calendar to do new business development and you could argue, you know, well I don't have leads to call or who would I call? That's a whole separate problem which we get into with leverage lead generation. But you have to guard parts of your calendar, right? And you got to know what to say and do all that stuff. Okay, second part here. As I plan my week in advance, including a prior week review and, and considering how I can be more productive in the coming week, we teach a weekly planning session every Sunday evening for about 60 minutes where you're looking at what went well, what didn't go well.

Right.

So grade yourself. Are you doing that? If you're not doing it, it's a one. I consistently work on my business and fulfill my daily and weekly commitments for important projects. So most agents aren't actually building a business so they don't have any additional projects going on outside of running and gunning.

Right.

So it could be, you know, a project around your database or you know, cracking the code on social media. So those are our first two lead gen levers that we help agents bring it build out. But you actually have something that you're working on and you're moving it forward each day and each week.

Right.

So let's say we're pretty good at that. But not a 5 I've got a clear growth plan in place and I know the best way to set up my business to achieve it. So let's use the example that you just hit six figures in your last 12 months of GCI and you want to get to 500 in the next three years and the first stop is 250. Do you have a clear plan in place on how you're going to go from 100 to 500 and not lose your life in the process? And do you know how to set up your business to achieve it? Right, so that's. And if you don't have a goal, you've never thought about like, you know, one year out or three years out or three year vision, one year plan, any of that stuff, you're giving yourself a pretty low score here. So give yourself a two. If you've got it all written out and you're locked and loaded and you're 100% confident that you'll achieve it, then it's a 4 or 5. All right, last part here. I set aside time daily to take care of myself mentally, physically, spiritually, get enough sleep, you work out, you drink your water, you do your quiet time. You have to make sure you tend to your physical body if you're going to use. This is the vehicle that we use to harness energy and not only just crush it in business, but also we want a bunch of energy left over. You know, if you've got young kids or you got a spouse or you know, we've got just brought on our third dog. I've got teenagers. You know, when I'm done here, I don't want to just crash, right, and you know, pick up a beer and you know, eat some unhealthy food. I want to take care of myself and not only just physically, but mentally and spiritually as well. So give yourself a grade there. So in this example, Your average is 3.4 and the goal here is in 90 days you're going to move the needle, right? So you want to go keep the five there, maybe go from a one to a three, a four to a five, maybe you kept the four there and you, and you pulled off a four there. So in this example, you know, we went from 3.4 to 4.2 in a 90 day period. That's awesome, right? So, all right, so let's do leveraged lead generation. So in, in our world we have a philosophy that do not install a lead gen lever in your business unless you are highly confident it can get to not only one transaction per Month, but multiple transactions per month. And we help you install the data database touch blueprint agent, brand authority builder, which is your digital presence. And, and then two other lead gen levers. You want to have 100% certainty whatever you're installing in your business, it's going to be good for a transaction or two per month, right? And that's the game to get to eight transactions per month. Four lead gen levers producing two transactions a month is 96 deals, right? Yep. 8 times 12 is 96. Roughly a little bit above a $10,000 commission check on average around the country that gets you to a million gci. Not that complicated, right? But let's answer the questions. So I have an organized enough to date database of past clients and sphere of influence and they're entered into a CRM. If you're saying database CRM, it's a one. If you're like, yep, totally dialed in, I update it all the time, all that good stuff. I add new contacts to my database. Not only is it okay like to have a database, but it's a living, breathing thing. You're letting people out of that database, you know, for whatever reason, if they're not, you know, anyone that's referred business to you or someone that you don't want to keep in touch with. And then you're adding people that you come into contact with or you know, a past client or when you have a closing and there's a sequence for someone to get to know you. And so you meet your, you know, you start with a new dry cleaner or new hairdresser, you get their contact information, you put it into a sequence where, where it warms up that relationship. You introduce them to your socials to follow you on different socials. You'll send them, you know, videos that you've created, that sort of thing. So Scala 1 to 5. If you don't have a sequence like that, it is, it's not good. It's a one I touch, not in the creepy sense, but I touch my database regularly with items of value. Giveaways, market updates, handwritten notes, quarterly calls. We, our system is a 60 touch and 56 of the touches are automated. Four of them are actual phone calls. And we've got scripts for four different types of scripts that you can use for those. But are you doing that? Are you touching your database? Do you have a touch system in place? 60 is probably the minimum. But do you even have it in place? Let's say it's like kind of me. Give yourself three regularly use social media to build authority online and generate new business including daily posting and weekly videos. I actually recommend you know, three posts and you know, three to four times a week you want to do a weekly live it. It's rare that I see an agent just bank account overflowing. Too much business to possibly keep up with and they don't have a dialed in social media or digital presence.

Right.

So so many good examples and we have, we build this custom with you to represent how you want to represent, represent yourself online and it's not the same for everybody. But do you have it? Do you, do you, you know, get actually generate business from social media? If you don't, it's not good. It's one, if you crush it, you get a deal a month, then it's five and then do you have any other proven and profitable lead gen levers in place that consistently change generate high quality buyer and seller leads.

Right.

Consistency if you don't be honest. So in this example, right, we're a three on average and we're looking to improve that over time. All right, so let's go through the rest of these, finish this out in one. In one training here. So the appointment setting process, right, it's like, oh, I know how to set appointments. It's like, well we're thinking about this as business owners are the systems that I put in place in relation to lead nurture and appointment setting and qualifying appointments. Is it, is it, am I building a tugboat or an ocean liner?

Right?

Is it, am I building these out and with a systems mindset behind it, Right. Hopefully that makes sense. It'll make sense as I go through these. So I use a consistent lead management protocol to maximize the chances of converting leads that aren't ready to meet with me. This is the least sexy stuff you could possibly talk about, Lars. My views just tanked on that one. A lead management protocol, like what are you talking about? Yeah, a lead management protocol. 90% of the people that you have conversations with or come up, you set up these lead gen levers the right way up here. 90% of the people that come into your, your funnel are not going to be ready to transact in the next 30 days. So you have to have, you have to know how to handle buyer and settle leads that aren't ready to meet and then you have to have the lead nurture sequences, right, the text and email warm up leads that aren't ready willing to meet with you. So by the time you do meet with them, they're pre sold on working with you. And then buyer scripts. No problem. Setting buyer consultations and getting buyers to meet with you. Now you don't have a choice but getting buyers to meet with you before you show them a home. Same thing on the seller side. Can you navigate those conversations and can you qualify those appointments so they're pre sold on working with you?

Right.

So just rate yourself. I'm going to delete these before I forget. And you guys are going to get a copy of this exact one. By the way, when you click on the link, when this is delivered to you, it's going to ask you to create a copy. So just create a copy and you can use it as your own. Save it as a Google Doc. All right, so consultation frameworks, this is another one. Like it's like, oh, I know how to, you know, meet with the buyer and sign them. I know how to, you know, meet with a seller and sell them. I'm talking like systematically. You know, do you have the same process you follow on the buyer side? Same process you follow on the seller side so that there isn't guesswork and you're just grabbing your listing and buyer packets. Your presentations are either printed or they're on your laptop and you're ready to go. So I use a proven repeatable process to list right now we list buyers. We don't show them homes anymore. List buyers at your desired commission rate before showing them homes. We don't have a choice at this point. Right. I use buyer packets and a buyer presentation that converts 80% of the buyers that you meet with. 80% sign. That's the goal. Same thing on the seller side. I have a proven repeatable process to present to and sign sellers. I use pre listing packets. We even have a pre buyer packet at this point. Very cool. So like a pre appointment packet for buyers. So we, we've always modeled our buyer side after our seller side. But really, really powerful. And then I have a process to articulate and collect transaction fees. Transaction fees that allows you leverage in the form of administrators, a listing coordinator and a closing coordinator. We were 99% collection rate on a $935 transaction fee. A lot of brokerage, a lot of brokerages charge transaction fees too. And it's funny, when I talk to agents, that's that say, well, I don't, I don't collect any transaction fee from buyer seller, but my brokerage does. I'm like, what does the brokerage do for that transaction fee? They're like, nothing. I'm like, what would you do for a transaction fee? It's like I would hire like a professional closing coordinator. You know, one of those decisions you'll have to make if you want to make an unreasonable amount of money in a reasonable amount of time. Spending 10 hours closing out a file when you could pay a transaction coordinator $295, $30 an hour. That's the trade we're making, right. If you want to go to $250 per hour, you can't spend 10 hours doing what a highly skilled closing coordinator could do for $30 an hour. And you can get the client to pay for it with our system anyway. All right, so hopefully that makes sense. Consultation frameworks, we're talking about the systems approach here and then leverage client care, last part. So when you stack especially the time management productivity and then you, you, you're building out your lead gen leverage and lead your coming in, you've got the nurture systems in place. So you're, you're not just going for the one and done folks that are ready to go, but you're building a pipeline and you are presenting and all of your sales processes are dialed in. You will put yourself in a position where you have the ability to buy back your time. Not to build a massive team per se, but you'll have the ability to buy back your time or at least develop systems where you don't have to be involved in every step of, you know, you sign a new buyer, you sign a new seller, and then what's the process to get them under contract and closed. Most agents spend most of their time doing client servicing and they forget about generating new business, the new business development side of it and the lead follow up or building systems, marketing systems or whatnot.

Right.

So this concept of leverage client care is what allowed me to bring agents into my world. You know, I never thought I'd teach agents outside of my market how to do what I, what I do. Like when Real Estate B School was launched in 2013, I built all of this for me at first and then I got so busy that I had to bring in agents that couldn't do this on their own. My first agent I ever brought in sold two homes the first 18 months he was in the business. He sold 27 homes in 12 months with me. I brought a guy in that sold insurance before he joined my world. So he sold 37 homes his first 12 months with me. He went on to sell over 100 homes and 19 homes in a single month. And it's because when these agents joined me, I already had leverage, lead generation Figured out I already knew how I managed my time so I can help them manage their time really well. And I had leverage. Client care figured out as well. So all they had to do was the appointment setting process and do consultations.

Right.

So you want to set up your business in a way where that's all you have to do as well and then you could buy back your time. So let's finish this strong. I deliver consistent, repeatable, high touch five star service to active and under contract buyer clients. And really answer this one from a system standpoint, not like I'll spend all day Saturday and all day Sunday and we'll just have a great time and you know, I mean like world class, thoughtful, process driven professional service where if you were to compare the service you provide to the machine, most five star sort of experience you've ever had at a hotel or a restaurant, like that level of service we want to, we want to get to and that's what's going to protect your commissions, your ability to get there. And we've got systems built off for all of this if you ever come into our world. Same thing on the seller side. So consistent, repeatable, systematic, high touch, five star service, active and under contract sellers. I have created client care workflows and checklists. We use Trello, it's really, really powerful and they've got an app and it's super cheap. We have all the workflows and checklists that you can have if you get to that point in order to deliver, deliver a repeatable client experience. I have a proven hiring. If you get to the point where you're bringing on admins or virtual assistants or a showing agent, you know, do you have a hiring and onboarding process? And then last question here is do you use technology effectively in your business and including your calendar, document storage, workflow management and a CRM, my friends, that was a lot for 20 minutes. The intention here for sure, grab this tool, this strategic business assessment. Just go in the description below. The intention, more than that though is just to open your eyes around how to organize your business and how to look at your business and in 90 day increments. Like let's just say you were ones all down the start here, right? You're just your ones. It's not good. The goal in the next 90 days is just to choose like I choose. Leverage lead generation I would say. All right, what is it? Why can't I just take these two here or these three? Really even just this one? If you took this one like I've organized enough to date. If you took 90 days just to organize and get your database up to date and entered into CRM and you went from a one to a five Here. Life changer. We've got clients just on our database touch system doing seven figures a year in GCI just on that one system. So. And then we have agents that aren't doing 100k. You know, sometimes they want to pick on this system like you. What, you're telling me to organize my database? It's like, yeah, until you get to a million annual GCI with your database, you should work on it.

Right?

So it's the mindset that it is worth a million dollars a year at least. Multiple six figures a year.

Right.

And the same thing with social media. Maybe not a million a year, but you could do, you know, a couple of transactions a month on social. And then we've got other Legion levers, 10 other Legion levers. We help you install too. So if you know, you need to come alongside us and at least have a conversation about what it looks like for all of this stuff to get installed into your business. Done with you on your systems, you keep it. Not on our tech. You never want anyone to build anything out on their tech. Those are the things that are never last in your business. These are systems that will last in your business for a long time to come. Just go to milliondollaragentmethod.com book in a strategy session and we will see you on the next video. I'm out.