Learn How to Take Your 'Unfair' Share of Deals in the Current Market — Part 2

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 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 gotta do the work. Welcome real estate business builders. This is part two of a training. It was a coach mastermind that we did at one of our events recently called how to Take youe Unfair Share in a Crazy Market. And if you missed part one, you definitely want to jump back one episode or one live stream depending on where you're consuming this. And our coaches have been through the journey, right? And now they're helping others go through the journey, specifically in our Million Dollar Agent Method program. So if you know you want to have a conversation about what it would look like to have systems installed in your business that allow you to do more in less time, we're talking if you're not selling one home a month, we can get you to two to three homes per month. If you're doing two to three and you're losing your mind with your schedule, we can get you to 4 to 5 and have more time away from the business. If you're already running a small team and you can't quite break through, we can help you on that stage of the journey as well. And it all comes through our Million Dollar Agent method program. So go to milliondollaragentmethod.com and enjoy part two of our coach Mastermind, specifically how to take your unfair share in a crazy, crazy market. All right, cool. Pepper. Just popcorn. Pepper. Pepper.

Popcorn.

Popcorn style. What's not working right now? Just blurt out one or two things that are not working right now.

We're having a heck of a time converting pay per click leads. And I think one of the issues that we have is that further on a team which some of you are solo, so that's fine, but the further I get away from converting, it gets harder to convert, not easier, generally speaking, but we're having a heck of a time. We can generate a lot of leads, but getting those to transact is harder. I think coming out of COVID people like, I want to buy this house right now and now it's some follow up. So we're Focused heavily on quality follow up to try to correct that.

Anything else that's not working. You see a lot of people spend a lot of time or money on things that aren't working. Chris.

You know, I was actually going to say pair per click also. I was actually kind of relieved when I saw Kirby's number was like 1.3. I was like, man, I thought we were bad. It used to be like, he's doing.

It at the highest level.

Right? I know. And it used to be like 2%. If you can get 2%, like 2 out of a hundred, you were doing pretty good.

And we're not there right now.

And I'm like, whatever. When I saw him, I'm like, okay, it's not just, it's not just us then that's not that well.

There's a guy out there that every one of us know very well that's selling a funnel system and his best, best, best, best, best client is converting at 1%. So the best client for this system that he's selling to everyone at the masses is like, this thing is proven to work. And his person he's putting on a Pedestal is the 1% guy. He's got like three VA's working the leads and working it at the highest level. And it's a 1%. Right. So a lot of agents are saying, I'm gonna turn it on. It's going to produce a bunch of closing, then they're six months in. It's like this lead source sucks. It's like, no, it's a tough lead source and you didn't actually do the work and you never converted it on your own. Anything else, Stacy or Ben, that's not working?

Yeah, I was gonna say something similar. We had somebody in our world that was paying a VA to do lead follow up and it just doesn't work. You know, even it's hard to delegate that. I know, it's. It was, you know, in the chat a little while ago. It's really hard. As much as I would love to delegate lead follow up to somebody else, it's just not, it's not the right thing to do. So I don't think that's working at all.

I'll say all the tech add ons over the years do not effing work. So Christopher just happened to chime in there with like the perfect one. Y Lopo could work, but it's, it's a, a tech add on because that lead source is monumentally difficult. Right. So. But if you talk to Y Lopo they will tell you that 100%, hands down, this works across the board and they will tell you the best two or three case study out of the thousand people or ten thousand people using it. So does it work? Yeah. If you're a master of home search leads and you've taken that system to the highest level and you're committed to it and you've got two to three years of all your own reps in it and you want to bolt on that piece of technology to give you a little bit of superpower. Yeah. I would add it, but don't give your money to y Lopo and just think it's going to produce closings next month. It's just not like it's. You need to be the expert and then you bolt on a little bit of tech to it. Right. So it's, it's. You need to commit to one thing at a time. Stacey, anything to add on what's not working?

Yeah, I was just going to say throwing money at anything you think is going to be the answer. Well, is like nine times out of ten, absolutely not the answer. You're probably just avoiding the thing that you should do, which is talking to people.

Yeah. Let's go to the next one. So of of your coaching clients, either current or folks that you that are like really memorable, like star coaching clients, what would you say that the two or three common traits that you see amongst them. Stacy, you go, you go first.

Trusted the process. So they had trust in their coach, trust in the system, and they really had this mindset of how can this work in my business versus how will this ever work? So it was just a shift in thinking and trust and really committing to their coach, like being ready for the call, investing in it. Not just like, oh, you know, I'm like in the car, I'm barely here, or you know, there was really a trust and a relationship built there. Secondly, which goes along with it is they were action takers or are action takers. My clients now are too, creating plans. They have confidence in their ability to do it and so they bring the right questions because they're doing it. Nothing is worse than like a flat lined coaching call where it's like, okay, like they showed up and I'm supposed to like barf. This magic, it just doesn't happen. It's when there's this, when there's this transparency in what's happening in their business, what were the wins? What didn't go well? What challenges do you have?

What.

That's when the progress is really, really made and they focus on that. And then lastly. Oh, sorry, go ahead.

No, you go.

Okay, one last one. They prioritize self care, which I never thought about until you asked this question, but they do. And not everything and it's not complete balance but they definitely have this like personal commitment to themselves to be better, whatever that looks like for them, but it involves some type of self care.

Awesome. How about you, Ben? Common traits amongst the, the most productive.

Yeah. We have a guy who's been through our program and this, this guy was working a full 40 to 50 hour a week full time job outside of real estate and he just gave zero excuses. He put in the time. We have an amazing expired system that we coach on. And he told me, Ben, I spent probably 40 hours building this thing out. But then it, now it's built and he just needs to maintain it and he'll be able to use that system forever and ever. And he's already got a listing from it. But he just, you know, he time blocked and he committed like, I'm gonna build my business, I'm gonna go all in for 13 weeks and it's not going to be easy. And, and he did it. And so he, he would never show up to a call with an excuse like did you get it done? And he's like, yeah, he figured out a way. And so, and I know we're all busy and we all have, you know, things to do, but it, it was just, you know, when you come into the building a business you have to have those priorities. And, and you know, I have, I have a family. And so, you know, I get it. We run a, you know, busy team and, and in my journey it was the same thing. Like I just couldn't make excuses. I had to find a time to get it done. And so, you know, I think I would get up, I mean I get up early and work out, but there was days where I skipped the gym to get my business building done because it's one of those things, once you build it then you just kind of maintain it.

So yeah, it's really good. How about you, Greg or Chris rather.

I would say clients who commit to their time blocks, I mean the, the ones who get it and, and see how important that is and commit to those time blocks, always have the most success. For sure. It's, you know, sometimes you see people who say they're too busy or things come up too much. But like I'm always like, Gary Keller can like time block. Like I know you can too, you know, or just so definitely the people who are most committed to time boxing and getting how important that is and how much that works have the most success. I would say willing to lead gen. Also, you know, also the clients who get, they have to have real estate conversations every day. You know, that's what we hear that we're here to have, you know, conversations about real estate with new people. And you have to, you know, 10, 20, whatever, whatever your number is, set a goal and achieve that every day. And finally for, for me, I would say the people who get that, like everything is a system, you know, whether you are running a team or a solo agent, treat everything like it's a system that you can replicate even if it's just setting a, setting an appointment. Like that's just not something you add to your calendar. You should have a system behind that. Like when I set this appointment, this has to happen and then this has to happen and it's documented, this email goes out or whatever that system is for you. Treat everything, you know, every activity like a system or build a system around it.

Awesome. How about you, Greg?

I think the three most common traits that I see in productive clients is one, they're focus is narrow, not wide. And it may be narrow in a way that doesn't appear to be the best decision, but it's narrow nonetheless. And they're focused on what they're doing, whether it's expired listings or sphere or whatever it is. Two, they're having a lot of conversations, which we've heard before. And three, there appears to be a disconnect from successful people to what I would think is reality. And I've had to deal with this. They don't. You see successful people doing unheard of production and they're the most relaxed people, not the most stressed people. And I think they're, they're not dealing with reality the way I do. Like, oh, it comes in. People create stress. They're, they're living above that and living their life and realize that real estate is not life or death. And, and that things don't. Aren't as big as we think they are.

Awesome. And if you guys are cool with it, I'm going to keep you over for a few minutes. Okay everyone?

Yeah.

Awesome. Because this is such good stuff. I wish everyone knew how good this stuff was. I wish they knew. So my advice to you, this is such good advice. Please, please, please heed this wisdom. I'm going to combined combine to two questions here. So we're navigating some fear and uncertainty. I Think just generally coming off of, you know, last year was by unit sales was the worst year. 40 years in real estate. Then we finally have some sort of almost closure on the class action lawsuit. But that's again, like, oh my God, everything is changing. So there's just a tremendous amount of fear and uncertainty in real estate. What advice would you give agents, you know, that, that want to dig in and really use this kind of fud time to kind of grow their business? And maybe it's something that they need to hear, but they don't want to hear, you know. So I'm going to combine a couple questions that I gave you guys. So what advice would you give to someone that really wants to knock it out of the park? Get to 2 to 3, 4, 5, 10 transactions per month, even if they're just starting new in real estate. And maybe it's something that they need to hear, but. But don't want to hear. Stacy, why don't you go first?

Number one, I would shut everything else off. Like outside podcasts, outside YouTube videos, outside advice, asking everybody, what should I do? What should I do? And focus on, you know, this program, your coat, whatever, the one thing that you're working on, you chose it for a reason. If you've got eight coaches, let them go focus on the one and make sure that the person that you're listening to has done what you want to do. That's a big differentiator between us on this screen versus other coaches and companies. Like, we're an open book. We have our tracking. We know what we've accomplished. We can show it to you. We open up the playbook. Lars opens up everything. And so you can have confidence that what we're talking about is things that we've actually done. And it's not like, oh, this company is paying me an affiliate, right? Or something like that. And then also I would say, I mean, we've said it a hundred times, you have to make calls. And it's not what I love doing. I do. I'm not a great prospector never have been. It's like I would rather stick a fork in my eye than pick up a phone and call someone, except my database. But I do it anyway. And if I was starting over today, I would call everybody in my phone, just reconnect, let them know what I'm doing without spending one dime. I don't have to spend one dime. That's how I would restart my business. And then I would make sure that I had everything laid out in a plan presentation. Okay? If I'm going to go on an appointment today or my best client walks in the door, number one, am I ready to go? And number two, can I show them that I'm worth what I want to charge? That's like my biggest concern. And can I provide that value that I say I'm going to provide, do what I say I'm going to do. So those would be mine.

Awesome. How about you, Ben?

Yeah, I, I love the Alex Hormozi quote, invest in the S and me. And so I think just you know, like Stacy said, turning all of the noise off and I get sucked into it occasionally. You know, the weekend that NAR settlement came out, I was in a black cloud for a few hours and, and it, you know, I'd really change my mindset on it. But it happens to me too. But going all in investing in yourself, whether that be physically, emotionally, mentally, I, you know, it's not a, this is not a sales pitch for B school. But I think having a really solid coach or a mentor, even that like Stacy said has been where you want to be is just critical. And when you're trying to build a business because you know, somebody just Mark said it, real estate's simple but it's not easy. I was always told real estate's easy but it's hard. And so having you know, somebody that can come alongside you, you know, I coach the stuff and I still have a coach because it's that critical to me. So you know, investing in yourself and you know, keeping your, your blinders on is good.

Awesome.

Chris.

I'm gonna say just focusing on, you know, giving everybody, any client that you are working with, just give them like the Ritz Carlton experience. I mean you have to go above and beyond. Like for us it's like our, our goal is to, you just gotta knock somebody's socks off. Like they're, how can they not tell their friends and family about what it was like doing business with you? And I guess just you know, as you navigate through this and know it's a crazy time right now and I look in the bright side, I think some of these part time agents who don't have the ability to do that are not going to have a real estate license for much longer. So you know, keep doing what you're doing and then just literally just go above and beyond. Like when you do get a client, like from the time you meet them to the time you sell, like you know, sell them or sell them a house or help sell their house, just going above and beyond and literally give them the Ritz Carlton experience and set yourself apart.

Yeah, that's really good, Greg.

Just for people that haven't been around a long time, I haven't. I don't think I've had five years of what would appear to be stability in this career and maybe that's all careers. So this is no different. This is just another hurdle that we're gonna have to overcome. Just like Covid, just like the downturn in 2010, which in my area lasted for seven or eight years. So part of it's just like that's just life. And I think the one thing is we have got to take this at least as seriously as if it were a job that we're being paid to do. I think if most people just did that, we probably wouldn't be on this call because we would be busy as can be. But I don't believe that most of us, myself including take this as seriously as a job that I used to have to show up at 7am for which I hated.

Yeah, that's really good. The other day on the coaches call or it's something you said it like you, you said that same point. Like we. There's no way like 99 of real estate agents, they wouldn't last one day if that day was like inspected by a boss at a regular company. But they're in business for themselves and it's all resting on them. You know, it's. It's this wild dynamic. I've got a. My. One of my best friends from my childhood has kids that are now graduated college and they're getting into their careers and one of them is working for a company, they do software sales of some kind. And it is like a dialed in, like dialed in like three months of training. Like the scripts and the tech and, and he's learning but there is no wiggle room. Like, but he's top of the charts. He's doing everything. But there's no. Like, did you make calls today? Like, oh, I didn't make calls today. It's like, you didn't make calls today? Like, what, what are we talking about? And like, you know, in. In our million dollar agent method, our paid coaching program, we track all of the numbers, right? And it's on a daily basis. Like, how much time did you spend doing, you know, first contacts? How many time did you spend doing follow ups? How many meaningful conversations? How many nurtures added to the database? There isn't a way to predictably succeed and ultimately get to a point where you can Build some leverage in, through having someone come in to help you, you know, another person help you without just doing those basics and just being honest with yourself. Like now, you know, I had to run four errands today and, you know, I, you know, I showed that home at 2 o' clock and then I just, I've left for the day. Like, it's. People aren't treating it like a, a full time gig. All right, let's end with this. This will be. I want you guys to think about maybe a book, maybe a podcast, maybe one or two resources that, you know, if you're struggling with mindset or you just need something positive on a regular basis. What resource would you guys recommend? Stacy?

A book that I'm reading right now that I wish I would have had 10 years ago, but it just came out, is called Worthy by Jamie Kern Lima. And it's just, it's amazing how we've convinced ourselves that we don't deserve the success we want. And we're like, you know, okay with maybe accepting mediocre standards from ourselves or others. It's just a fantastic book. Get it on audible. Get the book. Men, women, kids, all of it. Do it. Second, one of my favorite things I've been doing for, probably off and on for about 10 years is morning pages. And morning pages is the first thing when you wake up. You just have a notebook beside you or a journal or whatever. Go to your favorite chair, do it in bed, whatever you want to. You just brain dump everything, get it all out, like, and it's going to look really chaotic. Like, oh my gosh, I left the kitchen a mess last night. My gosh, why can't kids put the dishes in the dishwasher? Oh, I forgot to remember today to send that contract. Like, it's going to look nuts. You're going to, you're going to realize, wow, my brain is so full. Then you can go back through and circle the things that are major that you need to do for your day. But it dumps everything. Just like our phone, we have to shut off sometimes. It requires some kind of update. Your brain needs the same thing, but it doesn't need new ideas. It needs to get out all of the stuff we have. So those would be my two recommendations.

That's awesome. And when you are, I guess you were just getting into the book. You, you, you texted me or you was like, you, you have to order this book for Julie.

So, yeah, we were in Dallas.

Yeah, that's. That's right. So I did get it for her. So I. She hasn't read it yet, but. So I don't need to read it. She just needs to read it. Am I, am I worthy?

You should read it too. You should read it.

You didn't tell me to read it.

Well, I care about her. No, I'm just kidding.

All right, Ben, what are a couple resources that you could recommend? You know, agents that want to crush it during kind of these uncertain times?

Yeah, so I, I just got that book worthy as well. But this is, I pull this out, I have so much stuff and, and I thought the affirmations were kind of cheesy, but I do them and you know, when I write a page and it could just be like something as much as, you know, I'm a patient man because right now I'm struggling with, you know, I want the 10 year plan tomorrow and so I'll just take a page and I write. You know, I enjoy being a patient person. And when you get to the bottom of that page, there's something about writing it down 20 or 30 times that just feels really, you know, peaceful to me with whatever kind of anxiety I'm struggling with. So I know, you know, that kind of stuff isn't for everybody but, and I didn't think it was for me, but it's really helped center me first thing in the morning doing that. And then, you know, I think, you know, not necessarily mindset stuff, but I get up every morning at 4:15, I'm at the gym by 4:30 and it's like a non negotiable for me. And so I think, and Tom Bilyeu just did a podcast with Jocko Willis and in, in one of the, the episodes he said like, it's the most critical thing you can do as a business owner is get into the gym or get some kind of like physical exercise in. So I think that is getting to the gym, you know, walking, doing anything physically. I prefer to do it first thing in the morning because it, you know, tells me that I'm gonna, if I can get up at 4:15 and get to the gym at 4:30, I'll win. I know I will. So doing some, some kind of exercise is super important.

Yeah, there was an article, I, I forget where it was, but it's, it's like we have the ability to earn a, a level of income where, you know, if you were kind of looking at your situation and our ability to earn a level of income, like you would want to take care of your physical body and make sure you sleep enough and make sure. Like, you're not drinking two pots of coffee a day and you hydrate and you're getting a workout in or you're clearing your mind, you know, so when you think of it like you can't have one without the other. You can't be, you know, the world's best basketball player but not have a rest routine and a rejuvenation routine and a workout routine. So it's kind of like that same mindset that you can't succeed at the highest level unless you do some of those things. Chris, how about you? What are a couple resources that you'd recommend?

I'll just give like a few books that I've that always like, you know, stuck with me and I've read multiple times. Traction I love. And I'll just give like the kind of books like this, like Traction E. Myth just kind of general business books. Like, I love books that just like, just tell you what to do. Just I don't want to like, I don't like a rah rah. I know you can do it like I do it exactly like they say you should do because it works for people. And I can do that. Even stuff like, you know, the Red Book or like Million Dollar Real Estate Team. It's just like, it's literally like just if you do this and you start here and you'll get to there, set your goals and, you know, you know, and work towards them, that kind of stuff works really well for me.

Awesome. How about you, Greg?

All right. For the rest of us that aren't getting up at 4, 4:15 or looking at their Garmin watch and wondering what their sleep score is going to be at about 3:30 as I got to get up at 7 or 8 or 9 or whenever I muster out of bed. This is time. Your life, Tony Robbins. So it's for beginners or people that are struggling with life. And it changed. I have, I must have eight copies on my shelf. I try to give it away to everybody. I listen to it 30, 40 times and it's long and it's dated. But it literally changed my life from trying to be more like these people compared to how I was living a life of complete overwhelm. And we know who we are. Like, we have no pendings, we have no listings, we have no buyers, and we're completely overwhelmed somehow. And this practically gave me a blueprint that changed. It really did change my life. And I would recommend. I think it's like $200 or something. And it's just fabulous.

Yeah, Is that part of the breakthrough?

You can, you can download the app now. You can't even get it on cd. And if you're like me, you just try to. You go, how much for all of them? You're like, great, I'll take them on. I think it's a few grand and it's worth it. But you can download one. One thing at a time.

He has like the breakthrough app. I think it's like $299 where you get time of your life, which is. Which is the. The updated version of that. You get ultimate edge, you get ultimate relationship, and then you get personal power. And I think you can pay a little bit more money. I'm gonna put it in the chat because I do think if you haven't been through some Tony Robbins stuff in terms of just like, none of us are wired for success, coming out of like 99.9% of families that, you know, you're not learning the habits or the, the things to say to yourself, you know, so you do have to kind of unwire some things to sort of rewire. I think Tony Robbins is the best, the best of the best. If you could ever figure out a way to get to a Tony Robbins event, I don't think he's going to do them forever. I would highly recommend, no matter what it would take to get there, just to do one. Even if it's an Unleash the power within. If you can get to A Date with Destiny, highly recommend. That's kind of his flagship event. Guys, this has been awesome. I could literally talk to you forever. The amount of wisdom in all your all sort of hearts and heads around the work you get to do. I would mow my yawn, yelling every day in every way, I'm getting better and better. I just envision, like, you know, Ben is like, his kids are acting up and he's just like, I am infinitely patient and I love, you know, just like as like hell is breaking loose in his family. He's like, I gotta pause, Terry. I just gotta sit down and write for a second because I'm gonna kill everybody. Yeah. There's so many good resources and we send out atomic habits and E Myth. I highly recommend those. But Stacy mentioned it, like, the, the discipline of turning a lot of things off, like, just to get clear, like, where do I want to be three years from now realistically or even not so realistically, I want my money to look this way, my marriage to look this way, my business to look this way, and what must I eliminate to give myself the highest chances of doing that. Right? If you have to make. Have 25 meaningful conversations a day and you're not getting the time in to do that every day, then there are things that you just have to knock off. Like, you probably can't watch Netflix. You probably can't be on social media as much. You probably can't watch the news. You probably can't do all the stuff that you're doing. And you have to make some sacrifices so you can get to the next step. So you can get to the next step. And there is no way, I guess my parting sort of advice here, there's no way to go from step one to step seven. Like every agent wants to look at, like the agent doing 400 transactions. They're like, oh, they do billboards. You know, Kirby showed you. He lost a gazillion dollars on billboards. And he did it because there's an agent in his market that has 80 billboards, billboards up. And it was just an ego play. He's talked to me about it. He's like, if he's got it up, I get to have something up some, at least in my little town, so people know that I'm still here, you know, so. All right, you guys are awesome. All right. Hopefully you enjoyed this. Coach mastermind. Like I said, our coaches are doing awesome work for our members. And the only thing I'll ever have to quote, unquote, pitch you is a conversation about your business. You know, you can jump onto the calendar of one of my right hand guys, Ryan, most likely, and he could take you through what it's going to look like to install the systems in your business that will give you the leverage not only to generate more leads and to set more consultations and sign more clients and do more closings, but to do it with a whole lot of elegance and ease. This industry is built on this blood and guts, you know, hashtag, hashtag rise and grind. This hustle culture, culture that I was not willing to accept in, in my journey. So go to milliondollaragentmethod. Com, that's milliondollaragentmethod. Com and we'll see you on the next training.