Real Estate Leaders Must Link Everything To Their Goals

Welcome back, Business Freedom Podcast listeners. We're continuing the theme of productivity. And today I want to chat about and the title of this podcast is we must Link everything to our goals. And all of these, the last few and the next five or six podcast episodes are all going to be in the I forget what person it's called. Not the second person where I'm talking to you, but in the first person. Like I'm talking to myself as much as I'm talking to anyone that might be listening or watching this episode. So we must link everything to our goal. So here's the thing I see over and over again, and one thing I've been really, really good at is I've always been really clear on where I'm going. Really crystal clear. Like I always had a three or a five year vision of where I was headed. I always had a one year, little bit more specific. I always broke that down into what has to happen this quarter to be able to crush this year to get a little bit farther ahead on my three or five year goal. And what I see with real estate team leaders is that so many times they get distracted by something that has nothing to do with their goals. And let me think of a good example. So a small example is you're in the midst of a year. So presumably you're working against your annual plan. Your middle of the year, it's high season for selling homes, let's say it's like May or June, and out of the blue it wasn't on your annual plan. You decide to change CRMs because someone told you that this CRM was better than this CRM. And I've seen people do this every other year, change their CRMs. And upgrading a CRM is not going to move you closer to your goals. It just isn't. Like if you have, let's say one of the top five CRMs or one of the top 10, or any CRM that you use at a deep level that's as good as you need in terms of being able to scale your real estate business in a way that gives you profitable growth. But most importantly, time, money and stress, freedom. And what's another good example, let's think here. Yeah, so let's say your goals are around. You have a profit goal 35%. Let's say you want to do 2 million GCI three years from now at 35% profit. So if you're following an economic model, and let's say that in your market comes in a company that's going to sell instant Offer leads. So these are home seller leads that basically they're marketing like the ibuyers in the market. They're basically saying, hey, quick sale on your house or we'll get an offer to you in 24 hours. You buy that lead, you're paying a monthly setup, a monthly recurring charge for that lead source and 30% referral fee. Let's say you're able to add 100 transactions to your business. But you had this goal of doing 35% profit and you had a goal of being out of production. And now you take on a lead source that you pay out 30% before that commission check even comes into you, before you pay a split to an agent, before you pay overhead, before you pay the recurring monthly charge or the setup fee, before you pay your staff, before you pay your other overhead, you'll never have a chance of getting to 35%. And so that's something that you have to take into account when you're making decisions on how to grow the top line of your business. What is more important? What goals are you looking to achieve? Let me give one more example. It's where we spend our time on a daily, weekly, monthly and quarterly basis in real estate B school. We have a very specific way that we build this out for our members. There's a three year picture, a one year plan, a 90 day world, 13 weeks and a quarter. So it's the 319013 and then it's one day at a time. So we dominate our days, we win our weeks, you know, we crush our quarters. We were able to achieve our one year plans and then we have a better shot at getting to the three year picture that we're laying out for our business and our personal lives. And so on a daily basis are you making decisions with your time almost on a moment by moment basis, are you putting the time blocks into your calendar that need to be there for you to be able to achieve the goal you're looking to achieve. So let's say you're doing 50 sides right now. You've got an administrator and maybe you're thinking about hiring buyer agent. You want to get to 200 sides three years from now to get to 200 sides. And let's say you do want to be. Well, let's just say you want to be out of buyer side production because it's not so much getting out of production. That's the, that that's the thing that many people are fighting for. They just want to have a profitable business with a little bit more Control of their time and getting to just the listing side can actually give you a 40 hour workweek. So let's say you want to go from 50 to 200 working with buyers and sellers all seven days a week to working five days a week just with sellers in a reasonable schedule less than 50 hours a week. What would you need to be doing on a daily basis to make that shift? You need to be recruiting agents, right? So if you're going to go from 50 sides working seven days a week to 200 sides only doing, let's say, 20% of the production, and maybe you have a backup, one of your buyer agents is a listing agent or you have a second listing agent because we want a 50, 50 balanced listing buyer business. What time blocks would you need to have in your weekly schedule to be able to bring on the level of talent this year to train them up next year so that in year three of your three year picture, they're hitting the ground, running hard. Most team leaders don't think that way. They're like, well, I just want to achieve this three year thing. It's going to happen, it's going to be fine. And they just hope that it's going to happen. Hope is not a strategy, especially when it comes to being real, super clear about where you want to be in the future, what you want your business to look like, and how your business ultimately not only serves you, serves your team members, and you're building it in a way where it provides an amazing value for agents that join your team. So hopefully that gives you a little bit of an idea. I want to give you a definition here. This is from Dan Kennedy, who actually I believe is in the process of. I think he's in hospice right now. Dan Kennedy, let me, I just want to look it up. Literally as we're, as I'm recording this, it is August 26th, someone. Yeah, he did. So he passed away. Which is. Man, that's just like. Yeah. As I write this, marketing legend Dan Kennedy in his hospice, he has days to live. This was four days ago. So this is August 26th. As I'm recording this. This may not air until September, October. So it's likely that Dan Kennedy's gonna pass away. So in tribute to Dan Kennedy, he's direct response marketing guru legend. I started my career really studying Dan Kennedy's work. And his definition of productivity, I think is really valuable. And as it relates to this concept of linking everything you do to your goals. So he defines productivity. He says productivity is the deliberate strategic investment of Your time, talent, intelligence, energy, resources and opportunities in a manner calculated to move you measurably closer to meaningful goals. Going to read that again and this is worth writing down, or if you're watching the video, it's worth a screenshot. Productivity is the deliberate strategic investment of your time, talent, intelligence, energy, resources and opportunities in a manner calculated to move you measurably closer to meaningful goals. So as you go through your day and you go through your week, you have to stop and think. Is the thing I'm doing right now, am I being intentional with my time? Is it a deliberate strategic investment of my time, talent, intelligent energy, intelligence, energy resources? Is it all of that on a consistent basis? More often than not, am I making really good decisions about how I'm investing my time, my talent and my energy and my intelligence? And in doing that, am I moving measurably closer to meaningful goals, whatever that looks like for you. So you have to stop and think on a consistent basis. And this may be doing a time study. You know, I sort of think time studies are a little cheesy, but it's a two week process where there's nothing magical about it. You're just writing down every 15 minute increment of what you're doing with your time for 10 business days. And then you're looking at that, at what you're doing and you're asking yourself, is it, am I being strategic? Strategic and intentional? Am I putting myself in a position to do the things I need to do to hit a three year, a one year, a 90 day and to crush every week? So that's the challenge I have for you. Just think about where you're placing your time, where you're placing your. Yeah, just how you're spending your time and is it moving you closer to where you want to get to? If you're at a point where this sort of thing has eluded you in terms of setting up a strategic plan for your business and for your life that does get you closer to the thing that you want. You have to reach out to me. As of the recording of this podcast, I'm personally doing our business growth strategy sessions, which is a 45 minute conversation about your business, where you are right now, where you want to go in the future, three short years from now, and what's holding you back? We'll literally dig into this exact thought process in terms of where are you spending your time today? You know, where do you want to be in the future? What's holding you back? And let's just have an open conversation about it. Go to realestatebschool.com on the top is a bright orange banner to book in a free business growth strategy session. I'll also talk about our pilot program. It's 30 days of free coaching where for those that qualify we will help you build this out. We'll do a deep dive into your business. We call it our strategic game plan. It's a deep assessment of your business where you are against the four key drivers and the 12 accelerators that we have at real estate B school. And then we'll get into this three year picture. We'll help you build out a one year plan. We'll help you chunk it down into 90 days in terms of the rocks you're going to work on, the measurables you're going to achieve. We'll get a weekly scorecard in place and we'll teach you the concept of dominate your day when you're weak. And that's all in that 30 day pilot program. So take action right now. Go to realestatebschool.com and and we'll see you over there.