The 4 Key Moves I Made to Build a Multi-Million Real Estate Sales Business

The million dollar agent method is getting to a million GCI and taking home probably close to 700,000 GCI. Working no more than 40 hours a week, no evenings and weekends, from a people standpoint is not very complicated. It's one local license administrator. We've got all the systems around all of that, all the checklists, everything they're going to need to do. They probably will end up hiring a VA and then probably one or two junior agents that are either going to show your buyers homes or, or they're going to work the buyer side of the business while you focus just on listings. That's the whole journey.

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's up, real estate business builders? Today we're going to dive into the four key moves that I made in my real estate business growth journey. To go from newly licensed have having never sold anything prior to getting into real estate, so to building a multimillion dollar real estate sales business. And while there's probably dozens of things that I did and you know, I had a very good system for planning and delegating and automating and systemizing and all that, these are kind of the four things. When I just sat for a minute and I thought about what I had built and this is over 5000 families served in my real estate journey. And I just got into it like a sort of a, I say a lowly real estate agent, you know, knowing nothing, have not having a lot of guidance and just getting after it. Some of you, when you hear this journey, you'll be like, man, I wish I could get some help going down that path. And even if you don't want to have a million dollar business, right, the principles, the pillars are the same and we've got four pillars that we teach and we help agents implement exactly what they need in these four pillars so that they can build a business that allows for time and money freedom. It's called Million Dollar Agent Method. So go to milliondollaragentmethod do if you want to learn about what it would look like to work with us. You just jump on a strategy session, let us know where you're at in your business, where you want to go. If it's a fit, we'll talk about it and we'll get after it together. So let's get into the four key moves that you'll need to make if you want to really detach the money that you make in your business from the time that you work. That's like the overarching concept of, you know, what I've figured out in my journey and what we've helped. Over a thousand agents at this point have come through real estate, B school and most recently Million Dollar Agent Method, which is a 90 day implementation program where you put all these systems in place, done with you in your business that endure in your business for years to come. The essence of all of that is, is figuring out how to leverage systems and automations and delegations potentially so that you can make an unreasonable amount of money in a reasonable amount of time. Most agents are, when they're sort of traditionally successful, it's not really a life worth living. They're working evenings and weekends. We have folks come into our world that are, you know, doing good business sometimes, but they're just out of sorts, you know, out of balance with, you know, things that matter more to them. When you ask them what are your priorities, what's important to you? You know, they'll say family and my kids and my spouse and whatever. And then when you look at their calendar, it doesn't even come close. Right. Because real estate has a tendency to overtake most areas of your life if you don't have a clear plan in place. So the first move that I made, and this is a little bit 30,000 foot view, is that once I realized it didn't take me long to realize my dollar per hour worth. So that's number one. The key move was just doing an exercise and calculating what I was working on and like really what was that worth per hour? And then what did I want to make per hour? I decided early on in my journey and I didn't. It took me a few years to get there, but I wanted to take home pre tax, I wanted to take home $500,000 and I wanted to work only 40 hours a week and basically work 50 weeks a year. So 40 hours a week times 50 weeks in a year, a couple of weeks off vacation, that's 2,000 hours. I wanted to make 500,000. So 500,000 divided by 2,000, the calculation is simple. It's $250 an hour. I wanted to work only 2,000 hours and make $250 per hour. Not every hour worked out to be that way, but having that mindset and making that key distinction. And it really was a key, a key move for me because I ended up writing. I forget if it was like colored cards. I know it was part of my business planning process. But writing $250 and memorializing that, that move for me was the mental shift that if I wanted to make an unreasonably high amount of income working a reasonable number of hours, I didn't see a lot of agents doing that. So I had to put myself in a position to be able to make well over $250 per hour. And it took me a few years to figure it out. But once I figured it out, I went from 250 to 500 to 1,000 to 2,000 to 3,3000. My best year was $3,300 per hour in my real estate business. So that was my key move number one. But the second key move when I look back on the journey was knowing that I wanted to make 250, $500,000 an hour. That was the trajectory that I wanted to get on. I needed help around the 80% of what we do as real estate agents really could be done by a competent licensed administrator. So it was like 2am this was early in 2008, so early part of my first full year, technically, because my, my 2007, I only worked 10 months early. Part of that first full year, 2008, it was like 2:00 clock in the morning. I was building systems like the Nutty professor, you know, up in the second level, we had like an attic, a finished attic in the house we lived at, in the, at, at the time. And I sent, I put a listing for a licensed admin for, you know, I had this grand vision of growing a real estate business. And the next morning at 7am, Tia Wilson, who lived crazy enough like five or six houses down from me in a city of over, I think like our metro area is over 2 million people. She lived on the same street as I lived. And so totally divine intervention in terms of, you know, that being a fit. I think we met that day or so after I hired her part time. And then within a week she said, I need a 50% raise and you're hiring me full time. And she was bought in. Right. So doing the right things leading up to that. So Obviously I sold 27 homes. My first 10 months. So I was generating leads, I was saying the right things. You know, when I would talk to these leads, I was compelling them to take action and physically meet with me and I was able to sign them up as a loyal client and get them to the closing table. So I was doing some things right. But I was pretty much capped on, on how much I could do without offloading building systems and offloading all the stuff that real estate agents do that is not really, really dollar productive. So that was the second key move. The third key move I would say, and I still do this to this day, is building a calendar with time blocks and honoring those time blocks. If I were to look at, you know, if I were to, to, to walk around like on the shoulder like the angel and the devil, you know, if I were to sit on a productive agent or even a struggling agent, you know, someone that wants to get after it and I would just to follow them around for a couple weeks and really see where they're spending their time. If they're following their calendar, if there's any pre meditated course of action on the quarterly, monthly, weekly, daily, hourly, if they're time blocking, you'd be devastated and well, not devastated. You'd be surprised that most agents have no plan when it comes to their calendar. And so this is an obvious one. I, I, I would bet a lot of money that there isn't like anyone that's listening or watching this that hasn't heard of time blocking. Well over 90% of agents have no calendar that they're following and no time blocks that they're following. We've got a very specific, we call it the ideal week that we, we structure, we help agents really get into the habit of, you know, and it's more so the, the, the benefits. On the personal side, you actually work way less hours. When you look at your ideal week, it starts with time blocking the non negotiables around your personal life. So where, when are your family nights? When are your date nights? When are you off work? When are you not going to work? Those time blocks actually start the process of building this ideal week. And then we put in your morning time and what needs to happen in the morning, whether it's family or whether it's, whether you're waking up and praying or working out or whatnot. And then we layer in new business development, follow up and consultations in the calendar so you're just, you know, exactly where you're supposed to be every moment of the day. There's no guesswork. Whatsoever. And I still follow this process to this day. It's allowed me to essentially work 1030-4, 34 days a week, which you know, I'm still making amazing income and I've managed to get my hours within a reasonable amount of time and still have the impact that I want to in the business world, but also in the world at large through some mission and giving mission trips and giving that we do in my family, you know, I've got a men's group here that I contribute to and you know, so I'm able to do a lot of different things because I was able to build systems in my business to essentially shrink the amount of time that I work so I'm not overwhelmed by work. And that takes me off track with really the things that are truly priorities to, to, to me, which is my family and my faith and you know, my spouse and my kids and making sure that they, they launch into the world properly. So time blocking, honoring the time blocks. The fourth key move, and this came for me probably the end of 2009 is when I really nailed this process of. We call it a 31 90. Well it's actually a 3190137 or 724 anyway, three year vision, one year plan, 90 day world essentially. So the reason I've been able to and I've done all the mistakes, so I don't say this out of ego, but the reason I've been able to achieve quite consistently from you know, starting to think about myself as a business owner versus, you know, a salesperson. This is probably the most important move that I made. And it's once a year I'll paint a vision actually pretty specifically in my business, in my finances, in my marriage, with my kids, individually with, with my physical body, with my, you know, my men's group and my spiritual journey. I'll paint a picture of where I want those areas specifically to look or be in the future three years from now. Then I look at that and I'm like, okay, well like let's get to work. What has to happen the first year in order for that to be realized, that three year vision to be realized. And then we break down that one year plan into okay, what has to happen the first quarter or 90 days, the 90 day world for me to get on track of, you know, to hit the one year plan so I can realize the three year vision. And then you break down the 13 weeks into seven days and it's that ideal week. And then you know, time blocking and so the 3190 fits really well with this concept of the ideal week and time blocking. And it's really hard. Most agents are unable to attach something they're doing today to where they want to be three years from now. So it wasn't hard for me once I figured this out. It wasn't hard for me to do the work that I probably didn't feel like doing today. It wasn't hard for me to do that work today because I know it fed into this vision of a three years from now what my finances could look like, what my schedule could look like, you know, what I'd be able to do with a little bit more financial freedom, a little bit more money freedom, and the impact that I can have a result as a result of doing the things that I know needed to get done today that would just feed into this slightly better future that I sort of envisioned for myself. And all of that goes into realizing your dollar worth. Right? So if you're making, let's say you brought home 100,000 last year and you worked 50 hours a week, 2,500 hours in a year, you're, we call it Business Freedom Index now, but it's 100,000 divided by 2500 $40 per hour, part of your three year vision. And this is how it all ties together. Part of your 3 year vision should be that you want to 5x your business freedom Index. So you want to go from $40 per hour to $200 per hour working, let's say only 40 hours a week. So working 2,000 hours and making $200 per hour is 400,000. Right. So you want to go from 100,000 working 50 hours a week to 400,000 working 40 hours a week. That's part, that's a really important element of a three year vision. And then we just break it down into a one year plan. Then we break it down to 90 days. And it doesn't have to be complicated. This is not about building a massive business that has all these moving parts and a lot of people to manage. You know, the million Dollar Agent method is, you know, getting to a million GCI and taking home probably close to 700,000 GCI working no more than 40 hours a week, no evenings and weekends, from a people standpoint is not very complicated. It's one local license administrator. We've got all the systems around all of that, all the checklists, everything they're going to need to do. They may pro, may probably they probably will end up hiring a va, a virtual assistant, but really a solid team member that happens to be in a lower cost country where super smart person, but you don't have to pay them what you'll need to pay this person. And then probably one or two junior agents that are either going to show your buyers homes or they're going to, you know, work the buyer side of the business while you focus just on listings. That's the whole journey and that's a massively, you know, taking home 700,000, working 2,000 hours. What's that? That's $350 per hour. So. And again you don't even have to go to that. You know, you can use all the same systems and million dollar agent method to go to 500,000 or a million. And then once you realize that that's only stage three, we teach three other stages and more advanced stuff that we do. But it's really cool thing that we're building out. So if you know, you want to get closer to us and at least have a conversation about what it could look like to partner with us and help you build out these systems. These four pillars, right, the four pillars are leveraged lead generation, well we call them lead gen levers, appointment setting, process sales for consultation frameworks and then leverage client care. That's the four pillars that we help you build out. And it is an awesome program. So if you know you need help with it, just go to milliondollaragentmethod.com that's milliondollaragentmethod.com and we'll see you over there and we'll see you on the next training.