Mike explains why raising your price point is harder than it sounds: turning down lower-value deals when agents need income now, and convincing them to trust that better deals are coming. Getting agents to believe pays off in trust and validates the shift.
The front end of the combo is kind of easy when you say, hey, we're making this shift and we're going to focus more on doing higher end properties and we're going to do more million dollar sales than we've ever done. You know, at a team meeting, that's a pretty easy sell. Yeah, everybody's like, oh, that sounds great, I'd love to sell more million dollar houses. So everybody gets on board with that notion fairly quickly. The, the real challenge is probably step three to the whole thing, which is when someone comes to you and says, hey Mike, I've got this deal and I haven't had a paycheck in a while and you know, yes, it's only 2:40 and I gotta drive an hour to get to the property. And it's gonna take some extra marketing on our part for us as leadership to stick to our guns. And say say no to that was probably, probably the hardest piece of that puzzle. Right. Because it's one thing to know the math and then get everybody on board to say, okay, yeah, we're going to do this and it's going to be a great step for our company. But then when push comes to shove and someone's sitting across from you and saying, man, I really would like to do this deal and I have to say no, and then try to shift them to the mindset of, okay, I'm going to tell you no on this one only because I think we have some other stuff coming down the pipe that is going to be a little more worth your time and getting them to trust you enough and then actually seeing those deals come to fruition. And so then the trust gets built even further and the investment that we're making gets validated. That last piece of the puzzle is obviously really where the rubber meets the road.
