The Extra Workday Advantage – Reclaim 10 hours Each Week!

There's this constant tugging and gnawing at us because we see agents that are selling a ton of homes and they're going on whatever great vacations or, you know, it's this constant comparison and you just want to focus on you. This is you versus you. And we're going to just do a little bit of progress every day. You just got to do the work. Welcome back. Real estate business builders. Today we're going to get into probably the biggest problem I see, that I see amongst real estate agents is their inability to carve out the time to build the type of business they want. So most agents are struggling right now. 10,000 agents a month are leaving the industry. And the extra workday advantage, that's what we're going through today, is going to be the thing that makes you build the business, that allows you to take your unfair share of the market. So while there's all this fear, uncertainty and doubt, the fud that is entrenched and laced throughout everything right now in our society, you can rise above it, work on your business, build the kind of business you want for the future. So let me start with this. The first book I read when I got into real estate, while it didn't give me the exact path on how to build a business, it gave me a mindset shift that forever changed the way I thought about my business. It was e myth revisited by Michael Gerber. And so the backdrop of our conversation today requires a brief lesson of that book. And it might even save you five or six hours reading or listening to the book. There are three personalities within us. And not every agent has these three personalities or can call on these three personalities. But for those of you that are growth minded, that are more entrepreneurial minded, that you see real estate as an industry where you can grow an incredible business and detach time and money, meaning that you can make a ridiculous amount of money not working crazy hours. And that might be something that challenges you a bit in your thinking, but hang with me here. So the three personalities are the technician, the, the manager and the entrepreneur. Most real estate agents, I'm talking 90 plus percent, all of their time is spent in the role of the technician, meaning they're doing the job of a real estate agent. And you will say, well, of course they are. That's how you get paid, right? You're meeting with sellers, you're meeting with buyers, you're, you know, attending inspections, you're entering listings into mls, you're, you know, putting yard signs out, you're lockboxes and attending Closings and sometimes you'll get in a crawl space and you know, you'll do all of these things. You're doing social media, you're maybe recording video, you're doing open houses, you know, you're, you're lead generating, you're working on your, whatever it is, all the things. There's a dozen different individual roles and hundreds of tasks that you need to do to be able to be a successful real estate agent. And it's all the technician work. The technician is the, the doing it, doing it, doing it all day long, right? The bridge between the technician, the way your business is set up today and the money you're making in the hours that you're working. The bridge between a different future. And I call this a new co. So new company. So the new co is spending time as the entrepreneur. So we have the technician in us, most of us, including me, recording this video. This is a technician type task in my coaching business, right? So I'm recording a video, I sort of scripted out the video. That's technician work. The entrepreneur is the one that maybe once a week, once a month, once a quarter, definitely once a year through the a three year vision or an annual planning, you're envisioning a different future for yourself. Whether that's your financial future or the amount of hours you work or the impact that you're having, different roles in the business or in the family, you're just spending time thinking about the future. This time is the most valuable time because it allows you to do the technician work knowing that you're building something different for the future. Agents that don't spend any time as the entrepreneur, they struggle with the grind of real estate and they burn out because they're not building something different in the future and it's just a transaction treadmill. So here's the challenge and this is what we're going to work on today, that you can't spend all your time as the entrepreneur. And if you spend all your time as the technician, you'll just be doing real estate into your 70s, right? You'll be that agent that is like, oh, I love real estate. It's like you're 77 years old and you're still selling homes. I don't want that for you. The bridge between the two is the manager. And this is the part of us that can look at where we are today, you know, the 24, 7, the evenings and weekends, the doing things that are sort of below the level of pay that we really want to earn. They bridge the Gap. The manager bridges the gap between the technician and the entrepreneur. So let's say you're. I'll give you a real world example. And this was me in 2007, the 10 months I was in the. In real estate. I left my corporate job March 5, 2007, 10 months in real estate. I sold 27 homes in 10 months. I was working evenings and weekends. I was completely out of bounds. We had our first child in November 2007. Yet I knew that I was building a business, meaning that I wanted to build systems in the business. And I wanted to. I had this idea, I think my first business plan was in 2010 or 2012. I forget what year it might have been. 2012, I decided I wanted to sell, I don't know, like 200 homes or something. And I actually have a business plan that lays all of this out back from late 2008, nine and whatnot. The thing that allowed me to actually achieve it and create a different future for myself was that I was willing to build systems to work on the things that I really didn't want to do anymore. I didn't want to work evenings and weekends and buyers were running me raggedy. And so I had to build a system for showing buyers, build a system for, you know, booking buyer appointments. And what does that process look like? Buyer consultation framework, our buyer conversion scripts, our buyer lead gen levers built systems around all of those so that they ran like clockwork so that I could get out of those parts of the business. And it's not the most fun work. It's definitely not the sexy part of real estate or any business. But your ability to have a different future relies on you spending time as the manager in your business. And they look at the future, what the entrepreneur is wishing for. They look at the reality of the current, you know, the technician work that you're doing. And they bridge the gap with systems, technology, automations, whatever it's going to take to take one step closer to, you know, having freedom, time and money, freedom in your business. That's what the manager does. So why am I starting this whole thing with a conversation about you need to spend a little bit of time channeling your inner manager. The extra workday advantage is going to help you carve out 10 hours a week. And even if it's not 10, a certain number of hours a week, five or six and 10, would be amazing. Where you're going to spend time working on your business versus working in your business. Working on your business is setting yourself up for a different Future completely. Where working in the business is the rise and grind traditional approach to real estate. Okay, so that's the framework here. We each have three personalities. The technician, the manager, the entrepreneur. If you have no future vision of what your business could look like, that means you're not spending any time as the entrepreneur. If you're never really working on systems like building lead nurture sequences or working on your buyer presentation process, your listing presentation, your pre list packet, your buyer packets, your listing packets, your, you're automating your social media and your clients for life program. If you never do any of that work, you're not in the game of building a business. So you're not spending any time as the manager and you're probably most likely 100% working as the technician in your business. And you never have a shot of scaling and achieving any sort of time or money freedom in the business. Okay, so let me give a few points here before I get into five sort of keys to be able to pull this off. And then I'm going to guide you into my free Facebook group. There are three planning worksheets that will go into detail about how to actually break this out and I'll kind of review them here. But Real Estate Business Builders is the Facebook group. Get in there, answer a couple questions. There's no gimmicks in there. It's just going to give you these planning sheets. I did this training in depth and I went through these planning sheets a couple weeks ago. So the first thing is that as we spend time in this conversation about how to carve out an extra 10 hours a week. And it could be, you know, two hours a day, five days a week, it could be a couple half days, whatever it looks like for you. My wish for you is to spend about 20% of your week working on your business and creating a business that looks different than what it looks like today and ultimately creating a different future for yourself and your family. So the first thing here is that I need you to get some action, altitude around your current situation. So oftentimes I talk about clouds and dirt and I think it was, I swiped it from Gary Vaynerchuk, where, yeah, you need to be in the dirt in your business, you know, most of the time, but you need to elevate above the business to get some perspective. So I need you to step above your current situation in your business, in your life, and just get some altitude as we kind of go through this conversation. The second thing is that I want you to focus on progress, not perfection. Right. So there's this constant tugging and gnawing at us because we see agents that are selling a ton of homes and they're going on whatever great vacations or you know, it's this constant comparison and you just want to focus on you. This is you versus you. And we're going to just do a little bit of progress every day. Right? That's the goal here. And then ultimately the third thing here before I get into some keys, the five keys, is that this is all about doing less, not more. Right. When it comes to building a successful real estate business, it's not about all the tasks and the to dos and the little nitty gritty. All the stuff if you got active deals under contract and all the minutiae of those deals, critically important. But they're not going to lead you closer to building something that's worth owning so you can live a life worth living. So let me get into five keys here and then definitely get into the Facebook group, Real Estate Business Builders. You can grab these three planning worksheets. The first key is we need to control our calendars. Control your calendar. You have to design the perfect week so you don't have to constantly defend it. Right. It's non negotiable. In real estate B school we have an exercise where every quarter we we doesn't matter what our week looks like now we project out 90 days. What's the ideal week we could achieve 90 days from now? We time block all the personal responsibilities, we time block all of our taking care of our physical body and maybe spending time with God in the morning, whatever that looks like for you and all the business things that have to happen as well. So we want to control our calendar. Number two is that we want to pre spend our time. So you may argue that you look at my calendar and it's like it is full. It's full, you know, because I decide ahead of time where I want to spend my time and what the impact I want to have. So it includes time with my wife in the morning. It includes helping out, getting the kids out the door to school. It includes a couple hours taking care of my physical body. It includes 90 minutes a day sort of working on marketing. Marketing in my business I'm putting out content and then there's a four hour time block Monday through Thursday where I'm on mostly on calls, some one to many, some one to one and then four o' clock on Monday through Thursday I'm doing family stuff and I'm working out with my son a Couple three times a week. My daughter's like five times a week we go to the ymca and I've got everything situated in the calendar so I know where I'm supposed to be all the time and in that. And Fridays are off, Friday's a self care day and again I'm hanging out with my kids and going to different workouts and then Saturday and Sunday are off as well. And it hasn't always been that awesome of a calendar, but we want to pre spend your time no matter where you are, no matter what income level, no matter where you are in your business growth journey, pre spend your time. Number three is that you're not going to be able to pull off this new routine, this new, you know, 90, 120 minutes a day of working on your business this week or next week. Give yourself a two week Runway. So anytime I make a shift in my calendar, you know, I cannot do it this week because this week is pretty well baked. I can't do it the week after because I may have some appointments even the week after. But typically, you know, day 15 through 21 or 22, so not the first couple weeks but the third week and going forward I can bake into my calendar a bunch of recurring appointments with myself and start a new way of going about this, going about my business and my life. The fourth key here is that we want to eliminate rather than become more efficient. So the taskmaster is not going to win big in the game of business. Really, like when you think about it, your ability to get all the little things done, that's not going to be the way you show up to be able to win big in business and make the kind of money working reasonable hours, you know, so let go of, you know, I've got This list of 100 things to do today that's not going to move you closer toward meaningful goals in the areas of life that matter. And the fifth key here is that we want to turn this into a ritual. So once you get through these next couple weeks, we're going to put this on autopilot, where this is just going to be the way, how this is going to be the way you show up in your business. Where you are now for sure, you're still in the technician role, you know, spending a little bit of time as the entrepreneur and creating a vision for the future. These time blocks are going to be where you're working on systems to create, you know, sustainability in the business. And so you're not always having to recreate the wheel. So Those are the five keys. Definitely get into Real estate business builders. I did a deep dive training here where there are three worksheets. So I'll tease you a little bit. The first worksheet are all the things you could work on in these time blocks. So left side of that sheet is just brainstorming. Okay, so what am I going to do if I time block out, you know, 90 minutes a day, five days a week, what would I do with that time? You could work on your database, you could work on your social media plan, your content calendar for the next 30 days. You can work on, you know, creating a buyer presentation, a listing presentation, your pre list packet, your whatever, your client care checklists and you know, email sequences and all of that. There's so many things you could work on to build a, an actual sustainable business with repeatable systems that allow for like clockwork. Referrals are the byproduct of how you do business. There's so many things you could work on. Long list, that'll be a long list. And you're just going to choose five things from that list and then you're just going to write down some action items to get started on those things. The second worksheet in this packet that you're going to pick up in Real estate business Builders, the Facebook group is there's a calendar. It's just from the time you wake up to the time you should be unplugging from work, Monday through Sunday, you're going to time block again. 10 hours is aggressive, I'm not going to lie. But I want you to at least get to, you know, five to six hours minimum, three 90 minute time blocks. That's really the minimum that we require. Folks coming into our world, I know that the difference in their, in their business, in their life is going to come from them working on the business. So we require minimum, three 90 minute time blocks. So that's the minimum. That's four and a half hours. So let's call it five hours. These are the time blocks that are, yes, you can move them if you have to, but you never delete them. You never change the days. You honor these time blocks as if they were the most important thing in your business. A listing appointment. You would never blow off a listing appointment or just move it or call the seller and say, hey, listen, I can't do the listing appointment. These time locks are worth $1,000 an hour. I would argue even more than $1,000 an hour. So that's the second worksheet that's a fun. A fun thing. It's sort of like an arts and craft situation. You print it out and you're kind of, you know, putting boxes around. You know, these are the time blocks that are going to create freedom for me and my family. The third worksheet is all the reasons why you can't do it. All the. Some excuses, probably, but all the reasons why you can't find an extra 5, 7, 10 hours a week to work on the future company that you envision that's going to give you this freedom. You write down all the reasons why you can't do it, and then you're going to pick out the five actual reasons. Like, these are actually in the way. You know, I can't. I've got to get the kids every day from this time to this time. Or, you know, I have all these other responsibilities. Or you're going to pick the five things that are actually getting away from you, grabbing these extra hours, and you're going to brainstorm the things you could actually do to make those objections or those hurdles go away, those obstacles go away. Okay, so those are the three worksheets. Get into real estate, business builders, the Facebook group. Couple questions and we'll let you in right away. And so much love, so much respect for doing this work. This is not the easy path in business. You know, our industry is under siege right now in terms of just the amount of income available for the number of agents in the industry. 10,000 agents a month are leaving the business. You are not. You're going to crush it. You're not only going to survive, but you will thrive if you spend the time working on the business. Take advantage of the extra workday. Take advantage of the extra workday. Much love, much respect. We'll talk to you soon.