Three Things a Team Leader Must Do Before Noon Every Day

Do you struggle as a team leader just to be consistent, to stay positive, to keep doing the work that you know you need to do to be successful? Or are you even sure that you're doing the right things to be successful as a team leader? My name is Lars Hedinborg. This is the Business Freedom Podcast and this is the Good Bad, Ugly edition of the podcast where I get to reflect on things I've done really well in my business growth journey and things I have completed completely done Suck city at. So today I want to chat about the three things that every team leader must do before noon every day if you're really going to be successful as a team leader. And I'll give like a two minute sort of pitch for why building a real estate team and building it the right way based on systems and people running those systems versus just throwing a bunch of agents and being a loose collection of agents and more of a brokerage. Why the former of those two is the way to go. Industry is changing. I've mentioned and talked about on the podcast before the shift storm that we're in, not the other kind of storm. This is the shift storm. There's four dynamics going on, right? Consumer shift, consumer shift, technology shift, business model shift, ibuyer type stuff. And most markets are going to see an economic shift here in the next six to 12 to 18 months. And so the shift storm is happening. The only way other industries have survived, so the survivors in other industries that have been disrupted, the way ours is being disruptive disrupted is by going taking the high road and building something that is really tight. Tools and systems provide a service to clients that is top notch as consumers compare it to anything else they're receiving in any other industry, let alone the real estate industry. So that's the pitch. That's why you want to pay attention. That's why this cadence and the consistency of your Monday through Friday routine. So this is Monday through Friday. These are the things you must do as the team leader. And I'd recommend that you teach these things to your team as well. And obviously you'll be doing these with your team hopefully. And so my business, my real estate team leader growth journey started in 2008. 2007 was my first part year. 2008 I hired my first assistant. 2009 I hired my first buyer's agent and I built systems and got out of every job. And since my Last closing was January 2012, I've been just doing the one day a week in the real estate business. Super connected still in terms of what's going on and the threats, opportunities that we're seeing in the market. Yet I'm removed from the business. So it's been an awesome journey and I've made a ton of mistakes and we continue to fail forward very, very fast. So number one, and this is going to sound cliche or you've heard it before, and I'll challenge you. Are you actually doing it? It's your morning routine from the moment that your alarm goes off until you, you know, sit down for work. What are you doing and how consistent is that routine? So I want to go through my morning routine with you. Hopefully it'll be helpful for you. There are like five or six things that I do every morning, Monday through Friday. A few of them I do on the weekends as well. Monday through Friday, though, the first thing I do, I wake up. I actually get my kids up, we have breakfast. That is what I do first. Then I am sort of escaping from that. So I get a little bit filled up my love tank. I am escaping from that. I helped my wife, Julie, get things started and then I escape. And I read the Bible every day. So if you don't read the Bible, what is something that you can sort of get into that will help you ground yourself in some sort of something bigger than yourself? It may be journaling. It may be, you know, some kind of. Not even if it's not a spiritual devotion, but some kind of daily ritual that you can do that kind of connects you to something bigger than yourself. That's about 20 to 25 minutes. Right from there, I go into a meditation and I do a meditation on scripture with an app called Abide. If you do. If you are a believer, that is the best thing I could recommend. It was recommended to me by Reid Moore. Had him on the podcast a while back. And it has just changed everything for me. It guides you through, you know, either 2, 5, 10, or 15 minutes just really thinking about a scripture. And again, if that's not you, it could be. Watch a motivational. This morning I watched a motivational video and I really thought about how this video impacted me. It was about, you're almost there. Like, you're 90% of the way there. And how do you push through that last part? How do you persevere? How do you keep going? So it could be something like that. Then. I am, and I haven't eaten anything at this point. I've only served up food for my kids. I am then doing a cardio workout. So I'm looking to drop some. Some Fat lbs, some fat pounds. And so I'll do a cardio workout. I did 55, 60 minutes this morning and I'm listening to more good stuff. I'm listening to a book right now by Michael Hyatt, Free to Focus, which is pretty awesome. And so I'll read that I'll usually do actually before that I'll do my five minute journal. So that's number four. It's an app on my phone where I start the day, I end the day with it. Three things I'm grateful for. Three great things that will happen today at the end of the day. Three amazing things that happened today. What could I have done to make today better? Then you attach an image to it and you have this gallery of just images of things you're grateful for. Really helps with that psychology of contentment. We're just always striving and we're forgetting to realize how blessed we are and how much we have going for us. Then I'll eat. So I'll eat three eggs with spinach and a quarter or a half avocado. That is the same meal every day. I put this spice on it that it's everything but the bagel, which is. It's like everything bagel without the bagel. And so it's a seasoning which makes everything awesome. I put it on everything and that's really it. I'll hydrate. I'll sort of prep for the day. I've got a shake that I drink to really great and nutritious shakes in a day. I'll have three really clean meals in a day. I'm allowed one cup of coffee in a day. So I'll have that, which is pretty good. I'll drink throughout the day. I'll drink 128 ounces of water. I got this really cool water bottle. It's a 64 ounce water bottle. It's from Three Drops of Life, which if you're watching the video you can see. I drink two of these a day. That's a gallon for the two of them and that's it. So that is the morning routine that gets me till about 8:15. The kids leave. I'm usually showering after that. 8:30 is when I sort of sit down and I get ready to crush my day. For a real estate team leader, you probably need to push that back a half hour. You need to be at a point where you are ready to. Number two is to power up the team and yourself. So get ready. If you've ever read the book by Jim Rohn, eat that frog. The frog everyone in real estate needs to eat every day. Even if you're a high level real estate team leader, you must protect your morning. You must power yourself up and get ready for that frog. So the second thing is to get the team ready and yourself ready to do the number one thing that's going to move your business forward. For any agent on your team, inside sales or outside sales or showing agents, it's new business development. So you're going to, you're going to role play, you're going to pray with your team, you're going to do whatever you need to do. Play high energy music, report numbers from the day before. You're going to power up the team. This is also called a daily huddle. You can Google like daily huddle, even go to YouTube sales team daily huddle. You'll see how daily huddles are run and how everyone's standing. There's some energy. It sounds corny. It'll change everything for you. It'll give you energy and it'll hold you accountable to the thing you committed to do. And for team leaders, new business development's really never over. You could be reaching out to vendors, you could be reaching out to key relationships, you could be recruiting. Most of the time team leaders, even if they're out of production, they're recruiting and they're looking to generate talent opportunities, opportunities for talent to join their team. So it's a high energy 30 minute transition from what you did in the morning to now. It's game on. You know, you can visualize like a team, a football team. You know, what's their pre game ritual in the locker room? That's your morning routine. What are they doing when they're on the field? They're stretching, they're listening to music, They've got their AirPods in their, they're throwing passes, they're blocking, they're doing light drills. That's what you want to do, you want to get ready for the game. 8:00am Ideally, and I know people schedule sort of this message with it. In a perfect world, 8am you are in new business development time. This is protected time. The one thing that's going to have you relevant in the future and determining your own future is your ability as a team team leader to get folks together in the morning to be able to generate new business. And really, you know, we do three hours, it's 50, 10. It's 50 minutes off. 10 minutes. 50 minutes, sorry, not 50 minutes off. 10 minutes on. 50 minutes on laser focused. This is outbound connecting with folks over the phone. This is not emailing, this is not texting. This is not following up with leads you've already talked to. This is attempting to have conversations with people that you've never had conversations with before. 50 minutes on, 10 minutes off. 50, 10, 50, 10. It's two and a half hours of laser focused new business development. We call it new business development. I've called it new business development for like 10 years now. I came from a corporate environment where I wasn't trained as a salesperson. To me, prospecting didn't. It doesn't sound appealing when I think of like I'm in real estate sales and it's new business development. It's my opportunity to bring new business, develop new business. Like it's a, it's a corporate sales professional term, new business development. I never liked the word lead generation. Like I'm not generating a lead, I'm developing new business. So that may help you sort of change the mindset of your agents around what their most important thing is. Their biggest, fattest, most ugly, hairy, nasty frog that they can eat in the morning is new business development. So that is number three. So number one is morning routine. Number two is get the team ready. And number three is new business development. And really having a culture of productivity on your team and helping them realize that the most important appointment with themselves every morning is that 5010 sequence for three hours. So two and a half hours of laser focus. If they can't start till 8:30 or if you have a little bit looser structure and you don't require everyone to sort of be in the office, they need to commit to that activity five days a week, Monday through Friday. I didn't do it in the morning. I wish I did. I had evenings and I had a morning Saturday time. But I was consistent outbound 12 to 15 hours a week my first three to four years in real estate. And I was just diligent and I was consistent and I persevered. I didn't love it. I did it anyway and it worked. I mean, I sold 45 homes, 44 homes. I closed on in my first full year, 2008. And they were all generated, none were from my broker. They were all generated by just me doing new business development on a consistent basis. And then the team started from there. I didn't hire my first agent until the year after. And that year I did 58 sides personally. And then I was just like, this sucks. Let's figure out a way to build some leverage and systems and tools and empower folks around me at the right pay scale to be able to achieve better than they could or more quickly or more easily than they could on their own. And that's what we've been doing ever since. So hopefully there's something awesome in here for you. There's a takeaway. None of this is new to you, but the question is, how consistent are you? Are you on this? A lot of team leaders I see you're like, you get in in the morning and you're not leading that energy on your team and you're not, you know, rallying the team. And if you're not a high energy guy or gal, there's probably an agent on your team that can lead, you know, or you can switch leadership of that 30 minute transition from. All right, guys, you had your personal morning sort of ramp up time. Now we've got our, we've got to ramp up, we've got to get ready for the game. So maybe just, just change that around the team and give people some leeway to bring some a video, a motivational video on YouTube, maybe some high energy music. You can have fun with this. I'm generally not the fun guy, so that's why I mentioned this part. If you're a team leader, that isn't sort of fun. This stuff really works and get someone else to help you with it. So. And then number three, it's really being just real with yourself and every agent on your team being real with themselves. How diligent and how consistent and persistent are they being in that new business development time, that protected time. That is a time where you, your phone is nowhere to be found. That is a time where if you're really willing to be accountable with each other and you, the team leader with your agents and you're all giving your phones to your main administrator and then your main administrator is willing to look you in the eye sockets of your soul and say, hey, listen, I need that phone because I know that's only going to get you off track and I need you to generate sales so I can close sales and keep my job. And so that's just the interesting and awesome dynamic between front stage, which is sales, and backstage, which is operations. So much love and respect. If you're a team leader and you're struggling, you know, in any area, in any area of the business, with your finances, with your time, with the stress that you're experiencing, if you've been at this as a team leader for a period of time and it's not amounting too much in terms of more time, freedom or more money in the bank, your net worth has something to show for it. Or if you've been telling yourself, I'm just plowing everything back into the business financially and my hours are going to pay off, but they're not. And you're super stressed. And that stress is overflowing into other areas of your life. You've got to reach out. You've got to take action. Just go to realestate b school.com the only thing I can offer you is a 45 minute conversation with me personally. Literally the only thing. I mean, you can join our free Facebook group Business Growth Network. You can sign up for the podcast, you can sign up for our weekly roundup, which is just a bunch of free resources and stuff, our blog and stuff like that. And the only real valuable thing, one on one I can offer you is a conversation about where you are in your business, where you want to go and what's holding you back. Back. Simple conversation. So reach out. Go to real estate. Bschool.com we'll see you on a future episode of the Business Freedom Podcast. Lars is out.