Learn How To Nurture Leads & Set Appointments From A Seasoned Pro — Part 1

The real estate industry has failed to create a clear path to time and money freedom. Having helped over 5,000 families in my real estate career and coached thousands of agents to scale their businesses, I know what works and what doesn't. And my goal on this podcast is to share it all with you. The good, bad and ugly of building a highly lucrative lifestyle business so you can focus on what truly matters in life. You won't find any hype or fluff on this show. Just real world tactics and strategies that get results. You just got to do the work. What is up Real estate business builders. This is going to be an epic business. Changing two part training on lead conversion mastery, specifically how to nurture leads and set appointments from a seasoned pro. Cody Riddle. I met Cody I forget the year, but pretty early on in my journey as a business coach to real estate agents. Probably 2014, 2015. Cody was doing like top agent status, you know, which is like 250 to 300,000. But she was working all the time, really didn't have a business, very traditionally successful real estate agent. And I think at that point she was like 18 years in the business. Fast forward a handful of years, you know, over 2 million GCI. She's never took vacation before. She takes five, six plus weeks vacation per year. She works an average work week.

Average.

Uh, her net profit is over 50%. I won't share how much over 50%, but a good bit over 50%. And just an amazing human being and a business person and her unique ability is 100% around lead conversion. So this is two parts. Make sure you don't miss the second part as well. Uh, and the only thing I'll ever have to, you know, quote unquote pitch you is if, you know, you need to have a conversation with us about, about how to approach your business like a business person and a, a systems builder. That's what our million dollar agent method is about. So go to milliondollaragentmethod.com that's milliondollaragentmethod.com enjoy part one of lead conversion mastery and just how to crush lead conversion with Cody Riddle. We'll see you on the other side.

I've been sitting in these things before as well and the last thing I want to do really is bore you. So my journey is 25 years. I've been doing this for 25 years. It started out solo agent, husband, wife, team, four person team, 12 person, team 25 up to about 30 and then realized bigger isn't always better. Tapered back to now I feel like I have a real good sweet spot of about eight really good agents and I am out of production. But actually kind of bringing myself a little bit back in. But all for, for conversion. All to convert at a higher level. I, I feel so unbelievably like I just want to bring so much value. But here's the deal. I think people are over trained and truly under coached. I am, I want to bring so much more coaching to you, which means like me calling you out and let's do role play and stuff like that. And I don't. People are, are down for that. But training being a transfer of knowledge, I can give you tons of stuff. But Lars said it in the last, I don't know, 10, 10 minutes with Janie that it is about the activity. Right. Choosing the two or three activities that you're going to actually do and do it at a high level. I cannot stress that enough. Action, action, action. And this conversion is all action, right? What are you doing to convert? So my, my hope is that we can do some coaching. But, but I also know being called out in a room full of a gazillion people might not feel really comfortable. So totally fine with that. But I hope that kind of gives a gist of who I am without being too boring. Lars, can I ask you a question? Because the first part I think of conversion is knowing your numbers. But I also believe I might be stepping on some toes of something you've already done. Right. A whole business planning part where people really know converting. No, they're not converting business planning. Right. Like breaking it down to how many appointments you have to set a week to make the kind of money you want to make.

Yeah, you can totally do that. That'll, that'll be very helpful for, for folks we, we've got, you know, more so solo agents on here, you know, so you can operate it from, from that standpoint. But yeah, I don't think agents. It's one of the first things we do even in the pre sales process for B school is I give them access to like hey, if you want to make 250 grand clear, you know, and you want to do mostly sellers, 60, 40, so you could take them through an exercise like that. I think that'll be once they realize how few appointments it is. But you need to work backwards. You know, if you're stuck on the phone, you need to have 40 conversations a day. So you, you do whatever you think is going to serve the, the group.

Okay. If you have not covered this in this then, then this will absolutely serve the group. I have three giveaways. It's a folder that I have for all of you guys to send in a drive and one of them is this business planning. So I'm going to just share my screen and you guys, we could walk through it right now. Again, it's one of three things I want to cover in the 45 minutes I have with you. But this is truly. Let's get into. I mean, this is all coaching, right? This is the exact document I give to everybody that first joins my team. We partner with National Mortgage Home Loans, they're our preferred lender. And they go through this with the coach with that company. So I talk to him through this part and then they have a second meeting with him. And it's just a real gas up, like, like power up, excited about what kind of money they want to make. So I will give all of this or give this to all of you and then you can work through it. Lars, should I share it now and then they can pull it up so it's not syllable on your screen?

Yeah, go to the drive and share it with Lars at real estate B school and then I'll, I'll, I'll get it out into the group here.

Okay, so Arping, not Arping is going to be our last thing. Okay, so what is the minimum income you need in order to survive? This is just the base. How, how much money you need to feed your family to pay your bills, the minimum. And then where would you want to be in 12 months from now? That's now setting a. Oh, I literally can't stand the word goal. I cannot stand that word goal. I think it's so overused. But bottom line is that is really where, where do you want to be? Do you want to have two vacations? Do you want debt paid down? Do you want a new car, a new house, whatever that is. But don't speculate. Know what it is and know how much it's going to cost and add that in there. And then how much business do you have coming in? How much money do you already have have coming in through your real estate business? And then any other income that you have coming in and then it. Look, you guys, it walks you right through it. What's the total? Add number four and number three and then subtract number two. That's the difference. Okay, what you need to make now, going through this without you guys actually filling out the numbers is going to be a little bit too quick. I think maybe A little bit harder. So print it out, take your time, Work, work through it. But with this, what it literally broke down to after filling out every single one of these for every person on my team, this is. I've done this with 50 people probably over the years, and they all want to make $100,000. That seems to be the, the number that they all want to make. I want to make $100,000. It ends up being anywhere. Depending on their conversion, it ends up being around one to three appointments a week. But that three is. I push them to three because I know their conversion is not going to be as good as they think it's going to be. So literally one to three appointments a week is all they have to set for them to convert and make a hundred thousand dollars. So I was actually surprised, Lard, that you said it was going to be a minimal amount of appointments I have, like, that has been surprising to me too. I have set. I got to the point, y', all, where I set an appointment for every seven people I talked to. That conversion is crazy, crazy good. Something I'm super, super proud of. But it didn't come right away, right? Like, that wasn't something that was just, I'm good at it. It came with me trial and error and figuring things out and learning how to what people want, what people need. And we're going to talk about that next. But really, really important to, to get it down to just knowing your numbers because then that should catapult you into action and make you not stop every week until you hit your appointments. All sounds really good. And yet I have a team full of people who, they didn't set any appointments, they're posting zeros for the week and they stopped working. There's the difference between me and many, Janie and many. So my question to you, and this is your moment. Like, talk to me. Will you do what it takes to set your appointments to make the kind of money you want to make? And it's a genuine question. I, I'd love to hear somebody answer.

Yeah, I, I think everyone could go to the chat there, you know, and what, what's the level of commitment? We did a coach mastermind, Cody, earlier and we, Greg Miller made the point like, most real estate agents wouldn't last a day employed in a sales organization. Like, you know, I'm an agent and like, what did you do today that was sales related? And it's like I just winged it today and I did a little bit of this. I ran a few errands. I Showed a house to an unqualified buyer. That's not my client, you know, and then it's like. And then I cut out early and I, you know, whatever. I went to the gym. It's like, you're not actually working, you know, and then they're not successful. And, you know, it's kind of a chronic issue in the industry. But that's. That's crazy that even in the best. One of the best run teams in the country, led by someone who converts at the highest level out of most people, you. You still have agents that are posting zeros and they know the game and you've laid it out for them. And so think about it. If you're not in Cody's direct world, how are you going to succeed? How are you going to hold yourself accountable to doing the work on a daily basis? Who are you going to surround yourself? Who's your accountability partner? Are you committing to the 25, 30 meaningful conversations every day?

I. And for me, the way my motivator is money. And I used to be ashamed to say it, and people. I'm in the business to help people. Just listen. I wanted to make a ton of money. And how do you get there? You gotta set appointments and you gotta. You gotta get these people to be loyal to you and choose you over the tons of other competition that you have out there. So that is my motivator. And I will get up every day and I'll set my appointment because I want to make that kind of money. And people will say it. I see it. Look at. Look at your responses. 100% committed. I'm in. 175%, like, love it. Six.

That's six out of 127 people.

Yeah. Because the rest. Some of them aren't even on camera. And maybe. Maybe getting me a little bit in your brain and maybe not like you guys. This is. This is commitment. You're. Oh, my goodness. Okay, so. Yes. What is it gonna. What is it gonna take to get you up in the morning? I feel like if you break down your numbers and you know how easy it's actually gonna be, how many appointments you actually need, that will be an eye opener for you. And you'll realize and you'll start it on a path. Right. You'll have a plan, and it's way more successful than just throwing a bunch of crap up against the wall and hoping something sticks. Whatever it takes, get those two appointments in every single week. Yeah. You know, got to be great at first. Just got to be consistent. Point that the truth. Right. Consistency. But knowing your numbers is going to get you down to knowing exactly what you need to do every week. I was even motiv to. If I get my two appointments in, I get to, I get to chill for the rest of the week. Like that's a motivator too, to have that balanced life. So I'll get those two next week. I'm going to chill out these two. Then the money started motivating me more than the chill time, so I doubled my appointments. And that. It's just, it's what gets you going, what gases you up. We now do a gas up meeting every morning for our team and, and people were loving it at first and then started tapering back. So I'm like, all right, well, let's do it three mornings of the week. And. And was it. There's still. And some are still posting zeros. And so just be honest with yourself. This again is going back to my very first statement about coaching you as opposed to just transferring my knowledge to you, which is I consider as training, but rather coaching. And that's elevating your performance, like truly elevating it and being able to do something when it really matters. Okay? So my, my whole point is to coach. If you guys have any questions, please ask. Like, that's, that's. You can get a lot out of it by asking what's on your mind right now.

It's interesting hearing you say that. You know, agents can make, you know, two, three, four times more money, top agents than, than some doctors. And doctors have to go to school for like seven years before they make any money. They have three to five hundred thousand dollars of loans when they come out. And then they're still working like sort of crazy hours. You know, family practitioners make like 150, 200 grand now, you know, and they're still on call and like working or whatever, you know, crazy hours. So it's just a crazy opportunity that most agents won't, won't take advantage of. Someone made the comment in here, you know, you don't got to be great at first. You just got to be consistent, which is, which is so smart. And Dana says 100 all in and 90% all scared.

So fear, right? How. What? I love that because that honesty is so real. Every one of you. If, if two appointments a week is scary, then that's exactly what you need to be doing. Right? You don't get to grow without struggle. None of us do. Every time I hit something, I want something above it and then something above it. And then something above it. So I almost feel like I'm constantly scared and constantly in struggle. And all that is, is because I want to keep growing. And Lars was somebody that taught me like that struggle is just, that's, that's good, that's embrace that instead of whining about it. Because I'm the one constantly asking for growth, so I should be going through struggle. So I love it that you're afraid. Right? And I will tell you of the, of all the people that I have coached and taught on my team and, and elsewhere, I can tell you beyond a shadow of a doubt, 100% of them say it starts out scary. And that really is like your first few conversations and then it's just a breeze. It's just getting through those first few. Even, even I don't want to get in, get in on calls and I start them and then, then it's just a piece of cake. So just get it, get the ball rolling and you'll find yourself, get a rhythm, right? A rhythm of it. And when I say get on your calls, I'm, I'm getting right down to the to. This is prospecting. Any of you can choose two different types of businesses, right? You can choose a, a full blown marketing business where you're spending a ton of money. You can do that marketing money, money money, putting all tons of stuff out there or prospecting a prospecting game plan which is not a lot of money but a ton of time or a combination of, of both, right? If many of you are, are solo agents and you're, you know, in those first two to five years, you're probably spending a lot more prospecting time, a lot more of your time than you are your money. I, I put massive amounts of money out there, massive amounts of money because I knew my conversion when they called me. Because let's do, let's use a postcard for example. They're going to call three or four people, right? And they're going to interview three or four agents. Well, I was banking on my conversion. Call all four. Just as long as I get through the door, I'm going to win that. That appointment. That was me spending money because I knew my conversion was going to be great. If you're just not there yet, you got to spend your time and not your money has to be a prospecting based company as opposed to marketing based. Really important there because you're going to spend a lot of money. If you don't, if you don't know your conversion, you're going to Spend a lot of money and not have any ROI to show for it. Hopefully. Hopefully that's really hitting home because I wasn't even part of my, part of my thing I was going to talk about, but that just came up.

Yeah, it's good.

Okay, good. Okay, Any questions? What do we got?

No, I think it's. It's pretty good. I'll. I'll monitor the, the questions. You can just keep rolling.

Okay, super good. So I'm, I'm going to go off the business planning thing because I just really jumped to the point of, of it's going to end up coming down for all of you anywhere. You know, bare minimum, one appointment a week. And if you want to make 200, 300,000, whatever it is you want to make, you know you're going to be anywhere from one to five appointments a week. And the bottom line is don't get up from your desk until you do it. And if some of you are at the very beginning, like you talked about beginner agents, you should be running appointments with your spouse, your parents, your neighbors, anybody. You should be sitting down doing a listing presentation and a buyer presentation so that you are super, ultra comfortable in that. That was something in B school that I really got clarity on. I can set an appointment all day long if I know exactly what that appointment, what's going to happen at that appointment. But if I'm sitting here going, okay, I'm setting an appointment, but I have no clue what I'm going to say when I get to that appointment. I found my agents were horrible, like, horrible at setting an appointment because they weren't taught how to do a buyer presentation or a listing presentation. So I backed that off and said, I'm going to stop doing conversion until they're really comfortable doing a buyer presentation. So they had their why A crystal clear why I'm going to set this appointment. And now I know exactly what I'm going to do at that appointment. It made their conversion a lot, lot better. So that's something Lars has in real estate B school is the buyer presentation. He has it all right there for you. You don't have to create stuff. Listing presentation. He has the whole thing there. You don't have to reinvent the wheel, dive in, get that information, know it, and then your appointments are going to be a lot, lot easier. Yeah. Okay. Okay. So now I'm going to share my screen again. And this is pure function of how I have been successful in my conversion in any type of conversation. Okay. Does not matter who I'm talking to doesn't matter if I'm talking to them live, if I'm talking to them on the phone, if I am texting, it makes no difference. This is how you control the conversation is really what this document should say. Controlling the conversation. So number one, controlling the call. It's the key to building a foundation to your business as a sales professional, being able to prevent yourself from getting forced off the phone. Oh, I'm just licking, oh, I'm busy, call me back later, those kinds of things. And instead getting yourself into more conversations. This will get you the more opportunities and ultimately more sales. So think about it. If you get kicked off the phone seven times out of ten times a person answers, then your goal needs to get that down to six, then five and beyond. I don't know if you guys in your head works in numbers, but starting off the call and knowing your numbers, it if your conversion it all comes down to math. And you know you're getting better if you simply know your math. So you get into two. If you get into just two extra conversations a day because improving this specific skill, that's 10 extra a week, 40amonth and 480 more conversations a year. Just do the math and you're going to see that can mean a big difference in your annual income. Keep in mind that's achieving this with the same amount of time you have already been putting in. So that's not working harder but working more deliberately in a more skilled fashion. And that skill I have the acronym for it is are big.

All right. Hopefully you enjoyed part one of Lead conversion Mastery, how to nurture leads and set up appointments at will from a seasoned pro, Cody Riddle. She really thought long and hard about how she wanted to truly impact the community. And you can tell her heart is around helping agents succeed, which is where real estate B school comes in. If you know you are at the point in your journey where you have to have a conversation with someone that's been there ahead of you that focuses on building systems rather than just like doing deals here and there, which is like the traditional approach to real estate, just go to million dollaragent method.com that's million dollaragent method.com and book in a strategy session. There's no obligation, no pressure whatsoever, but it will be a valuable time where we essentially look at where you are now in your business journey where you want to get to what's holding you back and come up with a specific plan of how to get you there. So go to million dollaragent method.com and don't forget part 22 of the training with Cody Riddles coming up here, so don't miss that one as well.