Production Mastermind - Optimizing Lead Management & Business Growth

All right, let's start with some wins. Some wins. Everyone participate. Either get in the chat or unmute yourself. Something specific.

I'll go.

Let's go.

All right. So you know that, like, we're trying to get back into all things real estate-related business now that we're out of Market Center leadership and into the world of eXp. And your girl closed her first transaction out of leadership jail. So back in the mean streets of real estate sales, Lars. And it was so like riding a bike. It was easy. And I'm excited about it. I know I made my first real estate street money. That's what I'm gonna call it.

Street money. I love that. That's amazing. All right. Who else has got a win? I got a new young agent who's going to be coming on. He's, um, A local, local kid who just finished his MBA and he's got family ties in the area and it's going to be good. I'm excited. Production-related one. So this is like your— your— oh, yeah, yeah, yeah. I got an off-market deal coming together. What does that mean? Off-market? It's— I didn't have to go to the MLS. You just sold it to a buyer of yours or a Well, it's another agent, but my seller was ready to— yeah, I was ready to— ready to sell. Awesome, awesome, awesome. All right, Kristen, Jim, Debbie. I got a great referral, um, spoke to the folks this past week. They're out of state, hooked them up with a lender right away, uh, corresponding back and forth with lender. In my brevity, I've already selected 6 good properties and supposed to see him, uh, Thursday and Friday. Sweet. Anything, Kristen or Anthony? Just joined us. Are these just, um, professional wins? Uh, production related. Yeah, yeah, if you got a good personal one, you could throw it in there. Well, I just had a great, like, short weekend visit with my sister.

Um, so that was awesome.

Um, and then yeah, I've got 3 closings coming up in the next couple of weeks. Um, so that's feeling good. Yeah, that's awesome. What's your average price point? Um, it's about $400,000 to $450,000. Sweet. All right, let's see if there's anyone else waiting. No, I think we got everybody. Anyone else? Anthony Nguyen. I got a property under contract and then a listing of mine. They had an engineer report and it wasn't as bad as we feared. So that's a win. That's good. Good stuff.

I got an email this morning from somebody I cold called 2 weeks ago. As a FSBO, um, hoping to get the listing. But, um, I'm not certain about the email. She said, she says she's gotten offers, um, if you're still interested in the property was the exact words. And she's a little bit, um, uh, hard of English Indian lady, so I don't know whether, um, uh, whether she's asking me to bring buyers or she's asking, yes, I need help listing. Um, because interested in the property, usually it sounds like buyer's language, but, um, I'm not sure. Think about how to respond to that. But hey, you know, uh, Fizbo called me back.

Yeah, yeah, there's a, there's a script to be used there to finagle your way into the house. Debbie can share it with you. I'm sure she, she knows exactly. Yeah. All right. I know what I would say, but Debbie, what would you say to a FSBO that either sent you an email or called you and said, hey, listen, I got your letter or I got your voicemail or whatever? And well, the first instinct is to actually call them, right?

Don't send an email back.

But yeah, I wouldn't respond over email.

Yeah.

Yeah.

I mean, I would say, you know, are you still thinking of moving? And start it that way.

Um, okay, in my case, I know very much for a fact that she is absolutely moving. This is a divorcee. Um, she got control of the entire house, uh, and it's too big for her. It's, um, so that's, that's not, that's not quite part of the equation.

But sometimes we ask questions that we know the answers to, first of all. Um, but secondly, I also would say, you know, what do you think stopped your home from selling so far?

That's, that's a good one.

How much time will you take before you consider interviewing a powerful agent?

How are your offers going? And, um, is anyone call— is, is any, is anyone actually closing with you? That's not the right words. Yeah.

Yeah, I would, I would just assume that I'm getting into her house and I'm going to meet with her. So I would just almost go through some seller qualifying questions like Debbie is saying. And we have a list, like a literally a list, and you could pick out 4 or 5 seller qualifying questions and just say, hey, when's a good time we could meet at the home? I could take a look at it and we can, you know, see what it's going to take to get it sold. I'm working with, you know, 4 or 5 buyers right now, or I have a database of buyers or whatever your transition line is. But the The goal is to get in and, and look at the home and present your services. And you could just go to the— you can go to the drive and just search seller qualifying questions. That's what I would do because FSBOs take a little bit more work, like it may be a two-step but it's usually worth it.

Yeah, yeah, that's, uh, my understanding is it's high work, high reward, low turnaround time. So if you just pound out the volume, then, um, oh, you can get one a week for sure.

All right, Andy Wolf, what's a good win production related? Andy tries to sneak in late so he doesn't have to share his positive focus. I see the game. Oh, you're muted. Molly, start thinking of positive focus. What's a production-related win last 7 days?

I have one I'll share. Um, one is had a closing, which was nice. Um, and two was I did an open house. It's been challenging to get open houses, so I reached out to some different agents and was able to get an open house.

Awesome.

What was that script? Was it an eXp agent?

Yes, the, the Keller Williams agents actually won't let me sit their listings.

Yeah, that's just weird. I mean, but it's not, you know, it's not unheard of, but it, you know, it's like, uh, eXp Derangement Syndrome. All right. Who was going to share? Andy, you were trying to unmute yourself, right? Yeah. Latina.

I was just going to add real quick, uh, in the state of Tennessee, in Tennessee specifically, like brokerages don't really have the ability to let you sit their open houses outside of people in your own brokerage. So I don't know what state you're in, Debbie, but sometimes it's because you're not actually supposed to be doing that by state real estate law. So anyway. In our state, you can't, no matter how good of friends you are. If you're not under the same brokerage house, you can't do it.

Hmm. Yeah, I never even checked in my state. I mean, I've done it before. I used to have a whole system back in the day if we didn't have listings or— who was it in Colorado? There was a— what was his first name? He had like a whole system of like holding other agents' houses open.

Um, but yeah, all right, you guys will like this story. Um, had a Sphere client, we sold them the house 5 years ago, they were ready to move again. We sold, you know, listed and sold it, went pretty quick, like first week. Um, priced it well, showed it well. Then a week later we get a call from some guy across the street and and he was like, hey, you know, we're gonna be selling. Saw you guys sold the one on the block here. And I don't do any circle prospecting much. Like, we don't have a huge campaign or anything targeting neighbors. He just reached out and I was like, oh cool. So we went and talked and I was like, yeah, how'd you put it? Had you just saw us across the street? He said, no, actually I was researching agents starting back in February and, you know, talking to ChatGPT and was asking about like top teams and top agents, this, that, and the other thing. So like we actually showed up there. Not that I'm trying to be there, but it's, it's encouraging me to try to be on, to be found on, uh, AI now because he's like, yeah, you guys actually put your stats up, like you posted your stats, like different sales and days to market and all that stuff. And it must have pulled in enough of our content where we talk about like more than just business, like we talk about how we build relationship and we become like family with clients, all that stuff. Because it— he said, yeah, like there's a bigger team in the area that's like the gold standard, but it said, hey, the Mullenberg team is, you know, more family-friendly, relationship-focused, like more of a down, you know, down-to-earth feel. But they're also a top producer because our stats were there. So he's like, so I was already thinking to call you guys, and then I saw you sell the house across the street. So it was kind of like, man, um, tell your story online everywhere and put out— put it out on, you know, blog posts and YouTube. Like, put it somewhere online because that's where AI is scraping to recommend, you know.

That's awesome. You're in Fort Collins, right?

Yeah.

Was it Kittle that comes up as like—

Yeah, yeah, it's— they literally, for better or worse, like said— you said, yeah, no, GPT thought Kittle, hey, they're the top producer, they sell the most homes. It's a little bit more of like a conveyor belt, you know, a little bit more like rinse and repeat and you know, you might like if you like kind of a relationship-based family business, um, you know, Mullenberg Team.

Yeah, that's awesome. Awesome. How many agents in your market?

Oh, there's 4,000 licensees and probably 2,500 actually doing anything.

And how many active listings do you know offhand? Uh, I don't There was a good stat. Does anyone know that stat for their market? If you can find out real quick, it's always interesting when like markets were balanced. I remember we were like 3 or 4 listings per agent. I remember like San Diego was always like agents always complained in any market. They just have like a quarter of what we had. So it was always like 1 listing per agent and they argued that everyone and their mother had a real estate license out there. But I don't know the numbers for my market offhand, but it's just an interesting stat.

I just looked in our MLS and our MLS right now there's 6,033 listings active.

Wow. Yeah. So probably that's probably trended up is my guess as the market stabilized. What was the— do you have like a 12-month trend there? I wonder what it was at its low. I wonder if it's like double. I think my guess is that markets have like doubled inventory.

I think it's— I think we were at the low like $3,500. Yeah, $3,800. So almost doubled.

Yeah. And that is real. Anytime I say that, you guys ever see the— you poked my heart— where the little kid is talking to the two little girls and like one of them like gets in his face and she like pokes his chest and he starts crying. No, is that just— I know what you're talking about. It's the sweetest ever. And, and then he's like, he said to her, he's like, you're not real, you're pretty. And he thinks he's like, he thinks he's saying something mean to her. It's like, you're not real, you're pretty. So there's your random— you guys can go search that later. You poked my heart, YouTube. All right, so let's get everyone into the chat, and I'm gonna bring someone up live today. To walk through a specific issue, but give me a specific— let's go tactical today. So not like time management or time blocking, or let's go tactical. Like, what specific tactical thing is tripping you up in your business? Like a recurring problem, a system that isn't working, or something tactical.

Hey Lars.

Yep.

Uh, we talked about last week going over, I think you said 16 different areas of things to focus on for, or that you had like a list of things that could be focused on for your business. So as you were building out systems.

Oh yeah. Look at you remembering.

I wrote it down cuz I, I was actually going to reach out to you to remind you ahead of time, but I've been—

Yeah, that's awesome. I love it. Yeah, I can definitely go over that.

Um, just because I— that's where I'm at, just kind of trying to put all the systems together, and focusing on one at a time is really hard for me.

Um, yeah, that's actually a good— um, this is perfect. I'm gonna go over this in light of what I just asked as well, but everyone get in the— I still want to get a sense of what everyone's going through tactically, like where do you guys get tripped up? And then I'll go through, um, like literally what I would do. And I learned this, um, it's, it's almost like a theory of constraints type deal. Um, trying to think of where I learned it from. It wasn't— I don't know, I learned it in some— might have been like Tony Robbins back in the day. Yeah, I think it probably was Tony Robbins' Business Mastery. He kind of like has this just whole funnel, you know, how do you get happy clients out the bottom and like what do you do to fill The Top, and it's just like you're just working on the thing that is tripping you up the most at the current moment, and you work on it long enough to get it solved forever, you know. So if, for example, like if you're— you get a client, then you service the client, and then you stop generating new clients. So the bottleneck is if you had more clients and you're spending 3/4 of your time servicing your clients you need to figure out how to get leverage around servicing your clients, whether that's a showing agent or a licensed admin or whatever. You know, you could triple your business just by getting that 3/4 of your time off of your plate. My first coach— well, he wasn't my personal coach, but it was Craig Proctor. And the way he describes his role in his business, the last thing he ever gave up was his ability to just set consultations. Like nobody in his entire business, even when he was like $6 million Canadian top line, nobody could set appointments the way that he could set appointments. So he was just so skilled at the art of, you know, if you give him 100 leads, he could set 5 or 6 appointments. Everyone else could set like 1 or 2 or whatever the numbers were. And so you got to figure out, you know, spending more time on generating new business is always the answer. And just to take an honest look at yourself about what is getting you away from that that daily. And for the most part, it's not, you know, for the most part, it's not like a reluctance to do that work. It is like genuinely, if you're a busy agent, you're genuinely being pulled into like, okay, this deal is potentially falling apart and I feel a pull toward that, or I just got an offer on a listing or multi-offers and, you know, I've got to deal with that. But if all you could do is generate new business, you would be swimming in money. All right.

How does having a showing agent work? Just in detail?

Well, there's, there's a whole— in The Drive, there's a whole process. So you have it all in detail, but I'll go through it in high level. First is the mindset that showing homes is not the most valuable thing you could do. Some agents, I'll never convince them of that. So if mindset-wise you're okay with, with that, it's just you meet with the client to secure the business. So you're setting the consultation, you're physically meeting with them, and you can have your showing agent attend that meeting. And in your buyer presentation, you're talking about your showing agent concierge service. So you're saying like, hey, listen, I've got a dedicated showing agent that knows the inventory. Like, my, my showing agent sees more inventory in a week than probably 90% of agents see in an entire year. So this is like an absolute value add that I provide. And then you just assume the sign's going to— the client's going to sign, they sign, and then they're communicating with the showing agent. And there's parameters around how many homes you show in a, in an outing. You have the client drive by the, all the properties before they even request them being shown. So all that's in the showing agent playbook in the, in the drive. But that's how it works big picture. And typically when you start to get busy enough, You know, I'm wondering what communication is like between, like, me and the showing agent. Oh, so they're just— it's not complicated. You know, you'll— they'll basically, after they go out and show 5 homes, they just give you a download if the client liked any of the homes that they showed. If there's— typically you'll do the market analysis. You know, if they present an offer, you're just handing off the legwork for the most part. And giving some boundaries about how to treat the client when they get together with them. And you'll rarely get pushback from the client when you sit down with them. And, you know, if you do, it's like, hahaha, you know, I don't need to see the 20 homes you're not going to buy. So it's a pretty easy Objection, handler.

I did have somebody take on showing specialists, um, that's what I'm calling them, for— it was out of necessity when I went on vacation and had like 6 pretty active buyers and there was really no other option, uh, and I have continued it ever since. So it's been— that was back at the beginning of March. Um, and have utilized them strictly for— I'm now licensed in 2 states. So unfortunately I don't have somebody set up regularly for Indiana, but I do have for Kentucky and they've done all the showings. And today I actually have a closing for the very first one that I had signed while I was on vacation, uh, signed through a Google Meet, a 1-hour Google Meet. Uh, never met him in person until I did go to the— he actually went back to the same property again after seeing a bunch of other ones, and I met his parents and him. So I met him once in person, but the showing specialist went to the inspection. They went through the summary with the inspector there, and other than that, we've just done phone calls, and we are closing today. So this will be the second time that I've ever met him, and it's a $400,000 property.

Yeah, once— I mean, once you— once you get— once you do it once and you're like, oh man, that was pretty awesome, Yeah, you know, then, then it's game on. And that, and that's like even the crazy thought of like ever giving up listings. It's the same thing, you know, once like my best friend calls in and they're like, I've got to list my home, it's like, okay, great, when's a good time that we can come out and take a look at it? I'll go on an appointment like that, but I'll show up late, leave early. I won't get into pricing or paperwork, you know, I'll make sure they know that I'm not totally out of commission, but you're not, you're not grabbing the ball. You're just there to facilitate the handoff to your listing specialist. But there isn't anything that ultimately you can't, you know, delegate or create a position for. Okay. But well, to pick on Alexander's comment, and, and I don't know where you are, um, only solve the problem that you need to solve. So we picked on Alexander last week pretty good in, um, you know, um, what was it? Yeah, so keep looking for answers when you already have the answer, you know. So how do you get like massively productive? It's like pick your lane and obsess over it and put your head down. So, for some of you, you don't need to solve the 'how do I get out of showings' because you have literally no clients right now. You know, so don't worry about how do I get a showing agent involved. This is where you need to put blinders on. And Dean, I'll answer your question. Anyone else put tactical stuff? I just like to see where you guys are. We'll go through some of the follow-up stuff as well in the following. Let me share my screen on on this, and this could be specifically how you go about picking the next thing in your business, um, or just generally how I would think through, um, where do I put this thing here? All right, can you guys see my screen? Somebody unmute themselves because I minimized it. All right, cool. So this is, and if you guys go to, um, what is this called, this is called Strategic Business Assessment. So you can find it in Google Drive. Do not request access. Make a copy of this document. This is something you will go through every 90 days or so, and you're just going to rate where you are in whatever area of your business. I wouldn't worry about, you know, these areas down here. Until you're— until you've solved these areas up here. So if, you know, past clients in Sphere, like, do you have a database touch program? No. Okay, that's the first thing that you want to work on. And so if you don't have, you know, and you give yourself a 1 or a 2 here, so let's do this here. So we give ourselves a 2 here. I have a system for generating listing opportunities outside of our team. This is kind of written at one point for, for teams, but, um, well, for you as a, a team owner or business owner. So if you don't have any listing lead gen going on, then it's not good. And same thing on the buyer side, you have yard signs, open houses. If you don't have listings, then that's going to be struggling as well. If these are lower than a 3, or these are 2s and 3s, all you need to worry about is this one, this one area, right? We create the next problem. So I wouldn't work on some, you know, I wouldn't worry about even a script for inbound expireds before you have like expireds coming in. Same thing with for sale by owners. I'd rather hear that you had a for sale by owner reach back out to you and you didn't know what to say than spending, you know, 6, 8 weeks perfecting your FSBO scripts. So we just create the next problem. And Chris, you know, Mully's at the point where he probably has some decent business being generated up here or some basic systems in place around social media and database touch and maybe one or two other lead gen levers. And now it's like, how do I manage and convert leads that aren't ready to buy or list today? This is where there's 90%, you know, opportunity is like the— well, the 90% that aren't ready to go the first time you have a conversation with them. And then scripts, and then a sales process, and then deliver world-class service. You know, are you, are you delivering a 5-star service to buyers? Are you delivering a 5-star service, you know, when they're active clients, buyers and sellers, and when they're under contract? And are you using technology at a high level? And then we kind of move from there. Do you have a 3-year plan? Do you have a delegation process? Are you you know, picking projects that you're working on, working in the weekly rhythm, those sorts of things. So you're just rating yourself scale of 1 to 5 in each of these areas, and you're attacking the ones that are lowest but highest up on here. And even if you just do it generally, you know, it's gonna, it's gonna help you quite a bit. Where did you guys go? Andy, is that helpful?

Yeah, actually it's very helpful. I, I think that that is actually exactly what I was struggling with, was like, okay, I want to, I want to have a high-level client care system in place, but I also want to have consistent inbound leads and it's just like trying to work on all of it at the same time makes it a mess.

And that's the hardest thing that, that's the hardest thing to resist and the thing you can't do. So, so for Molly, like what if Molly took a whole the rest of this year, 7 months, the remaining 7 months of 2026 and started from scratch and obsessed over just creating a lead management and conversion system, you know, and built it out in a way where it now is gonna— it's, it's a main force in his business. And it involves, you know, a series of texts and video texts and like starting from scratch, like what would I have to do to take a lead that's generated from social and within a certain number of days or weeks or months, you know, turn them into someone who's going to be like completely pre-sold on working with me when they're ready. And then your system accounts for generally if you create like, you know, there's like buyer ABC, A's are, you know, going to transact or do something in 30 days, B's are 30 to 90 days, and then C's are 90 plus. Generally, I would create a buyer A lead conversion system, and then a seller A, and then I would just space them apart for the B and the C. So it's the same touch, you know, if they're going to do something in 30 days, you want to reach out to them with something every day almost. So you can take those 30 touches and spread them over 60 days or 90 days for the Bs, and then over, you know, 90 to 180 days for the Cs. And all of your seller leads and buyer leads are receiving all of your 60-touch that don't cost you money. So you've got, you know, you've got past clients, you've got sphere of influence, and then you have all of your Seller ABC, all of your Buyer ABC that are getting even invites to events. You can have Seller A, Seller B. So part of this is like in the database, you need to have tags set up or contact types or whatnot. And this is the most boring section of what we teach, but we have like literal lead management protocols for buyers. How do you tag like all All of that's in the, in the Drive as well. And this is the part that could probably make you the most amount of money, but it is easily the least satisfying. So just like working on building out your database, you know, is like, I can tell you it's important to do and you can sell 100 homes a year 3 to 5 years from now just with your database. But it requires a daily process and daily work to just build it out the right way, take a name and get their physical address, their cell phone, and their email. You know, for every 10 that you do with a 60-touch system put in place, there's a transaction. You know, 10 to 15% of your database is going to transact or send you a referral, but it comes with that 60-touch process. You know, so, so it's the same. It's the wanting to like get it up and running a little bit and then move on to the next thing that has someone that comes into our world that has a database of 300 people and they sold 10 homes to their database. And it's because I know that they're not treating it like something that can throw off 30 to 50 deals. And they just don't believe me that they can do 30 deals on a database of 300. And they want to believe that there's this next best thing coming versus just doubling down on the database. So it's the same thing with lead management and a lead nurture sequence, you know, because it's going to be a long tail to, to see it actually working. But it's— I think I heard Alex Hormozi say this, uh, and there was one thing in Molly's comment, you know, how do you, um, how did you say it, um, tactical struggle, lack of bandwidth, consistent follow-up, needs some automation help. So it's like, how did he say it, it's like you scale the unscalable. Like you need to create it in a way where how would I take someone from an open house and over 7, 14, 28 days convince them that I'm like the end-all be-all advisor and someone that they're going to want in their life, not only to help with their real estate transaction, but I'm a good guy and I'm going to add value for the next 10 years. Like, how would you design that? It would probably be a series of, you know, video texts, you know, it would be, uh, it would be stuff that you can't like just set it and forget it. So the— and I'm not saying, Chris, you're thinking this way, but a feeling of designing a lead nurture system that is set it and forget it will have you design it in a way that it doesn't, it doesn't actually convert. You know, um, remember Danny G, uh, Chris, uh, when it— when he did that example from stage where he reached out over Instagram, like, he took— he said this was totally unrelated, but what's related because it's eXp, but this was, um, network marketing where he took a second to look at this person's Instagram profile or TikTok or whatever, and he sent a, like, a super high energy, uh, like, video message to this, like say, hey, what's up, Chris? You know, it's Lars Hedenborg here. I saw that you were, you just, you know, skied on Keystone and, you know, I was just there with my family. You know, looks like we might have some stuff going on in the same world. You know, might be nothing, but hit me back with a message. And, you know, so it's like, it's taking the time to do something that most won't take the time to do that will actually get the result. But you Nobody wants to do the thing, myself included, you know, but if you approached everyone in, you know, when you added someone to the database, you took 2 minutes to friend them on Facebook or, you know, follow them on Instagram and then send them a message or, you know, it's those little things that compound over time that nobody really wants to do. But from the capitalist standpoint, over the next 3 years, you can build a database of 500 people that absolutely know, like, and trust you, only 200 of which actually knew you and trusted you to start. But this approach to getting someone that doesn't know you to actually, you know, trust you is just a process, especially in a world that's completely in a trust recession.

Yeah, I feel like the— our database of people that do know us is spinning off the 10% rule, like, at least, because we've been doing the 60 Touch Blueprint for 5 years now and it's like working. So, you know, the 400 or 400 to 500 people that know us, that's spinning off 40 to 50 deals a year. I think it's like now the Cool. You met a handful of people at open houses. You got some social media leads. You got some different folks who like don't really know you. They're, they're still getting the 60 touches. They're starting to like get your newsletter. But I think there's some sequence there that I think a lot of people are starting to win more with those, like with a little help from AI and just like some smart touches of like, cool, we just met at the open house 2 weeks ago. Now here's a sequence over 8 weeks that actually solidifies this. New relationship a little bit better rather than just like, hey, they're starting to get our newsletter, you know. Um, so it's kind of that new bucket of fresh folks to the database. Um, yeah, so, and maybe it's— maybe it is just if you're going to be serious about it, you got to create more time to shoot video, text, and make calls and all that. But it's like, um, I think there is something to be said for breaking through the trust recession slowly, you know, like they don't engage, they don't answer your call, but they like get to know you and they start to trust you because of your content.

Yeah. Yeah. That's why I mean, yeah. And the content, the brand authority side is a force multiplier and it just, it just takes time. But if you're going to go through the effort of anything, like if you're going to go through the effort of cold calling expireds, And as, as hard as that would sound to do, you're doing it with the— how many, like, nurtures can I put into the database? As much as, like, you know, yeah, you may be able to set some appointments, but I think the real indicator is, you know, can I add someone to the database and add value over 7 to 14 days where they're going to warm up to the idea of letting me come in and and, you know, compete for, uh, to compete to market their home. And so I, I just think, I think the good thing is, is it takes a lot of time, it takes a lot of thought and care to put these together right, and most agents aren't going to do it. What do you got, Debbie?

Oh, sorry, I'm trying to talk to my husband, asking me if he heard what you said.

Yeah, and that's where you can't have like 5 different lead gen levers going on, right? Because if you're like, if you're build— if you're lead management, let's assume it's a— at least 80% of people that you come into contact with are not going to be ready to earn you a commission check in the next 30 days. How do you treat them over the next 30, 60, 90, 180 days so you give yourself a better chance? And it has to be organized by lead source. And you can't just put a generic thing together because it's not going to land the right way. You know, it could be, yeah, to Chris's point, like coming out of an open house, it's like the first touch is a personal video one-on-one text. And it's like, you know, hey, I know we just met yesterday. I might feel like a complete stranger at this point. My goal here over the next 7 days is just to send you some valuable stuff. You know, you've got obviously doing this on your own and going to open houses is one way to get after this, but there could be a way that we can work together and I can save you a lot of money, you know, on your home purchase and make sure you don't buy the wrong home in the wrong area and get you the best terms. I mean, there's some crazy stuff I'm seeing in the market right now. So I'm not going to ask for your business today, but, you know, if there's a chance you know, that we could work together. And I don't even know what it is, but it's like, I'm gonna do something to earn your trust over time, you know, versus just coming off as like a commission-breath salesperson. And yeah, Dina is the ultimate in AI. So I wonder if you can get Claude Cowork to like, zap you if you don't do your work every day.

But yes, what's that? What spreadsheet did you have pulled up, shared screen there a few minutes ago?

It's called Strategic Business Assessment. And Paula, you can probably drop it in the chat.

Yeah, I was looking in the drive, just hadn't found it yet. If Paula's got it, thanks.

I think— I'm trying to think if we renamed it. I may have actually renamed that, Paula. I may have done one that is— let me make sure. There might be one that is is actually more strategic business assessment. Yeah, I may even have a different one. I do have a different one. Oh, this one is even better. All right, I gotta share this one because it's— because that one was completely wrong. Don't, don't look for that one. Yeah, um, let me share. I'm gonna share a version of this here. Give anyone with a link gets a view. Man, I don't know if I'm just getting old or what. Concept was there, but this is— all right, create a copy of that. And let me share my screen on this because this is infinitely more relevant. Well, not infinitely, that's really dramatic. This is the one that we want to use. Same concept. So you're still rating yourself, you know, 1, 2, but completely different questions. Can you guys see my screen? Yep. Yep. Yeah. So we start with time management. You're just rating yourself. And this is the same concept. We start from the top, meaning if you suck at time management and productivity, you have zero chance of achieving much of anything in your life, I hate to say. It's just going to be super challenging. So get this shit together up here before you move on to anything else. But then we go into, I have an organized up-to-date database, past clients, sphere of influence. I add new contacts to my database regularly. I have a sequence in place. That's the, like, the Keller Williams 8x8, something like that. I touch my database with items of value. That's a 60-touch. I use my social media to build authority. That's the Brand Authority Builder. And then I have 1 to 2 other proven profitable lead gen levers. Notice that these first 4 are just the base 2 lead gen levers that we teach, and it's the appointment setting process. So similar to what I showed you, but we just call this something different based on the 4 pillars of Million Dollar Agent Method. So I use a consistent lead management protocol. That's the Buyer ABC, Seller ABC. I have text and email lead nurture sequences to warm up, um, scripts, um, qualifying appointments, then consultation framework is broken out as its own. So make sure you guys are using this one, not the one, not the one. And you guys can reorganize this. This was built out for our 90-Day 10K program. You know, if, if I were I don't know, I think part of me would probably just have columns here and just run this every quarter. So I'd probably just copy this column over and put 4 quarters in there and put the end of the quarter, the beginning of the first quarter date in here, and then have just one notes column of what I'm working on. But same, same thing, you want to work on stuff that is higher up on this spreadsheet and, and in order pretty much, because I don't really care about— I mean, you want the consultation framework stuff, but I don't want you polishing your listing presentation if you have no listing leads coming in.

All right.

I'm glad you— I'm glad you asked that, because that other one was— is from like 4 years ago. Same concept, the track, convert, deliver, but it's just broken out differently. Any questions on that? All right. What's the title of that one, Lars? Sorry, versus the first one we saw. We posted it in the— in the chat. The title is Strategic Action. Thank you.

I got you.

All right.

Yeah. The only time we've made real headway in actually moving projects forward in our business, it was following basically this, you know, like naming the rocks that actually need to be worked on next, identifying the one next priority or two, and just go and not move on to the next ones until, you know, because like we'll go months without referring back to this and then you just feel like you're, you're just like floundering, you don't know your direction. Like this is a compass, so like I'm forcing our team to get back to this at least once a month just to be like, all right, is that still the priorities? That still makes sense? Like, just adds a calm to it. Um, whereas you go months without looking at it, you're like, I don't even know what— and then, and then you're susceptible to jumping on a shiny object, you know, like, oh, that sounds like a great idea. And then you just start chasing some other thing. It's like, no, go back to the go back to the blueprint, you know. Does that make sense?

Yeah. And then having the conviction that the stuff you're working on is worthy of your time, you know. Like, I don't think you could work on database and your digital footprint too much, or like, I don't think like that's in the next 5, 7, 10 years, that's not going to be a thing. You know, so it's— but everyone is looking to buy a lead, or, you know, we're heavily marketed to, so it is easy to get distracted and believe. I had a girl come in, this is when we were charging for coaching, and she did not sign up for us because she thought we were a lead gen platform, and she had tried 12 other lead sources before ours. And she had not convinced herself that paying for leads was not the way. And she had no database, doing nothing on social, not, not controlling any marketing around expireds or FSBOs or any of that. And she was just looking to buy leads. And she was convinced that at some point she was going to find something. And I bet you in the first 12 that she bought, if she stuck with one of them long enough, and I don't know which ones they were, but I'm sure Zillow and Realtor and they were all in there. You just have to stick with it long enough to actually get a result, right? And it's, you know, and it's just a hard— it's a hard grind. Lars, what did you mean when you said it's not going to be a thing in 10 years? I'm sorry, I missed what you— like, I think some agents— it's almost like, you know how, like, uh, what's a good example? It's like, you know how something happens in the world and then everyone becomes an expert on that thing? So like, everyone's all of a sudden like geopolitical experts, and they're like talking about the Strait of Hormuz like they, they know anything about it. Um, it's almost like that with AI in real estate, age— in business in general, where agents I think are over-indexing on like any lead gen that's coming their way or a webinar, and they're just like so excited about like someone else that's cracked the code on AI that they're forgetting to do the core work of building a database and you doing the daily work of expanding your digital footprint on social media. So I don't think those two— we teach those two core Database Touch Blueprint and Brand Authority Builder. Are building a database where you have it in your database. You can click and you have access to however many people know, like, and trust you. And then your digital footprint is like, what are you putting out regularly and how are you interacting online to gain a level of, you know, people knowing, liking you, and trusting you? I don't think those two core lead gen levers are going anywhere, you know, but People don't— I thought even social media will be gone in 10 years for whatever reason. I don't know why I heard that way, but I was wrong. Yeah, it— well, it's going to change, but that's why I kind of call it, you know, expanding your digital footprint. You know, like, I don't think that's ever gonna— I don't think social proof is going to go away. I don't think, you know, people saying good things about working with you is going to go away. So I think there may be a different platform you know, but having 300 people say nice things about you on your Google Business Profile— I don't think Google Business Profiles are going away in the next 10 years. There may be a different way that they're validated and verified and that there, there are like actual human people giving you reviews, but I think more of that's going to be amplified in the future. So there's nothing I think I'm having you work on that is going to go away. And I think agents are thinking like, oh, like, now I'm the expert on AI and everything has to be AI. And it's like, yeah, somebody told me that they can use AI to outbound call expires for me, and I'm doing that. And it's like, okay, well, good luck with that. Are you spending any time on your database? Any time, you know, just interacting with people online on social media? It's like, nope. Um, Are you guys— is anyone using the implementation dashboard? I love it, so good. This is the reason why business is so challenging. Sorry, buddy. No, I, I think everyone needs to use a version of an implementation dashboard. I don't care what you implement daily. But it is the daily process of committing to do a thing that is going to get you a result. So let, let me pull it up real quick. Implementation Dashboard template. Let me at least show it. Why this one is not good. One, one is messed up for some reason. Paula, do you have one that's not messed up?

Let me check.

The one I have, like, it got laced somehow with, with like a bunch of falses. Like it got And I never went— I know there's one that's clean, but I've— I can't find it. Let me see here. Um, and this is where you guys get to decide, you know, because you can follow whatever system you want. Let me find it, see if I can find it here. Implementation. Implementation. All right, let's see if this duplicate works. All right, for some reason this duplicate works. All right, I'm going to share this with you guys. This is in— oh, Paul, it's in my Real Estate B-School for some reason. Um, but let me copy the link here and I'll show it. I don't care what you guys decide to include on like some daily process. If it were me and I disagreed with some of what's on here, I would just change it to be what I think I need to do daily to absolutely dominate my business. So this is taking that assessment that, that we just did. This is productivity and time management, Database Touch Blueprint, Brand Authority Builder, and some daily non-negotiables personally that I would pick for you if I was picking for you. But you could change any of this to be whatever the heck you freaking want. But the good thing is, if you use something like this at least you don't need to wonder why what you're doing is working or not working. Who was I talking to recently? Oh, I talked to somebody that, um, okay, cool. So it's working in school, uh, Paula.

So that's what I'm taking right now.

Yep.

Okay, perfect. So this is linked up in, in school. All this stuff is in, uh, Freedom OS in, in the school platform. Okay, so I was talking to someone who was writing handwritten notes to her database, and that was like a majority of her database touch system. And I asked if she was tracking anything. She wasn't tracking anything. Is it leading— like, how many personal notes do you need to write to get someone to reach out and give you a referral or give you a lead or tell you, like, she didn't know that. Um, so I don't actually care what you do to generate business. This is literally what I would do. So, so this right here, I may add— what would I add to this, if anything? Maybe if I was working on, like, I don't know, maybe adding a seller lead gen, you know, expired FSBO 3 columns. I might do something like that, or I might add open houses to it, you know, on the weekly, like tracking my open houses, how many people through, how many leads generated, that sort of thing. But if I could make all of you follow some sort of daily process of this, whatever you want to call this, we call it implementation dashboard. And you did it for 3, 4, 5, 6, 7, 8 quarters, you wouldn't recognize who you are. Your bank accounts would look completely different, and different, and you would have— you'd just be unstoppable in, in like fighting through whatever resistance you have on the daily to do the thing that you decided you should do. Hey Lars. Yep. Do you think that it's better to track it like this on this sheet? Like, so I use a CRM and that, that, that can track through, but do you think that this keeps it more focused in front of mind as opposed to going through and pulling the reports? What do you think the answer is? I think I just sucked 30 seconds out of everybody's time. No, I think it's a really valid question. I think people think that stuff is being tracked, and this takes less than, less than 5 minutes a day, you know, and it leaves— and like I said, these are the things I think you guys should be tracking, but I, I don't really give a shit what you guys do. I do because I want you to succeed, I really do, but at this point we don't have this relationship where I need to dictate what you do. It's more like, I want you to decide what you need to do on the daily to get the success that you want to get. And if this is it, which is— this is about 80% of what I would, 90% of what I would have myself do if you forced me back into production. But maybe you do something different. Either way, I would really urge you to track it and just be honest with yourself. We would have people go through this program and say, like, I did the whole program. It's like, okay, let's just go through your implementation dashboard and see what you actually did. And they didn't do any of it. They did none of the posting on social, they did none of the 555, they didn't get any Google reviews at all, or focus— they add no contacts to their database. And it's like, well, what are we doing? It's like, I thought it was different than that. I wanted something different, you know, I wanted some other thing. It's like, That's literally what we sold. You know, we literally sold exactly like, this is the blocking and tackling of building a service business. And this is probably for any service business. I think if you were like a financial advisor or an attorney trying to generate business, or like, this is just a solopreneur that doesn't have leverage yet, needs to do things daily. To set their business up for success in the future. Because you could sell 100 homes a year and 60 to 70 would be from Database Touch Blueprint and Brand Authority Builder. But I know agents 20 years in the business that don't have a database organized yet, you know what I mean? It's like, how, how does that even happen? It's like, I don't know. So that's where you just get to decide in that uncomfortable like, am I where I, I thought I should be? And if I'm not, what has my personality— and I've done this a bunch too— like, what have I done that has led me to the point where I'm not where I want to be? And maybe it is just this daily slow grind process of focusing on less things for longer that would give me this foundation that I could leverage for growth. Because in 2 years, everyone can have a database of 500 people that should generate 25 to 50+ deals. Because 5 days a week times 50 weeks, and if you just found one person every day, that's 250. And then the next year will be another 250, even if you were starting from a database of zero. And then you'd have to decide, like, what would I have to do with them to get them to know, like, and trust me over time? And then just follow the simple post something daily on social and then do the 555 and look for Google reviews. That, that to me is a really solid business plan. All right. Hopefully that's, that's helpful. And if you guys ever change this to modify it for, for how you run your business, that's awesome. And if those 4 things aren't the 4 personal things that you want to do every day, that's awesome too. Let us know how you changed it and how it's working for you. And then I would urge you, if you don't have a better system and you're not where you want to be in your business, I would start with how for a quarter, just follow the system as it's built and then maybe tweak it in the future. Right. All right, party people, let's see. I missed a comment here. Um, dashboard and Dreamweaver says false. Okay, it does say false.

She's in there now.

That's in G Drive though. Oh, from school. Yeah, we'll have to figure it out. Um, hey Paula, are you there? Currently, yeah, I'm modifying it so that I'm putting it back as it should be so that they can just create a All right, are you linking the one in, um— I'm gonna give you edit access to this one so you can bring it over to the Agent Freedom Collective drive and replace it if you need to. Okay, okay, perfect. All right, all right, guys, we'll see you— let me see, next week. Am I here? No, next week is, uh, Memorial Day. Let's go! All right, I'll see you guys in Oh crap, I'm in Hilton Head in 2 weeks. All right, we'll have someone here to love on you guys, either Stacy or Ben, or maybe I'll have Molly teach his social stuff. We'll see. Cool. Jim can teach something. All right, cool guys.

Thanks guys.

Yeah, be good. Bye.