Real estate agents need coaches who teach business ownership, not just sales tactics. The three pillars: sales systems, financial tracking, and delegation. Kirby went from 12 to 25 deals a year; Christina cut her hours in half while doubling income.
When it comes to picking a business coach, make sure they have your life in mind. Make sure they have an approach that's holistic.
Right.
Real estate, beach school. Yes, we want you to sell more homes. Yes, we want you to make more money. We want you have more freedom, more importantly and more impact.
Right?
It's more money, more freedom, more impact. You can't just take the money part. Your life will fall apart. I really believe that there's so much collateral damage in our industry when you do this the wrong way. So this journey from agent to owner, it's not the easiest one. Video, specifically, what type of real estate coach is going to get you the results that you want in your business? Make sure you stick around to the end of the video. I'm going to tell you about spending a little bit of time with me in our challenge and it's awesome. I'm going to push you. I'm going to give you tools and tips and tactics and strategies to grow your real estate business in a short amount of time. So stick around for that. If you liked the video, give me the thumbs up. If make sure you leave comments, subscribe to the channel and turn notifications on. So when I think about this journey of business and, you know, scaling from just grinding transactions and this sort of hamster wheel that we call the transaction treadmill, where there's not a thoughtful sort of end game, we're not beginning with the end in mind. I think about Kirby Skurat in Minneapolis, Minnesota. I met Kirby probably five or six years ago. He was one of the first dozen folks that came into real estate B school. Him and his wife were just grinding. I think they did with one licensed assistant. They did something like 192 transactions. They were working probably 6,000 hours a year between the two of them not making more than 100 bucks an hour. Everything I do is in terms of dollar per hour. So when I talk to somebody about their business, I'm always like, alright, so what kind of money you making, how many hours you're working, where's your stress level?
Right.
To me, that's the equation, right? We're dancing in the like making money, trading time for that money and a level of stress that's not only bearable, but that's low enough where we can show up in the areas of life that matter most. So when they were considering a real estate coach, it wasn't a coach to teach them how to sell more homes. Yes, in real estate B school we have all the lead gen levers that you can Swipe and deploy into your business where you can scale systematically and predictably. So it's not saying we don't have that. For the most part, we attract folks that are really busy. They're top agents or they're running teams. And the ingredient they're missing is making the shift from real estate agent to business owner.
Right.
That's a different game. How can you go from selling, let's say, 200 homes, husband, wife, team with a licensed assistant to selling 650 homes this year? How do you go from tripling your business where now the total amount of time they have in their business is about 2200 hours a year. So they're making more than, I'm trying to calculate it, about seven times the amount of income working less than half the hours in that business. And Kirby's gone on to start two other businesses, so he still works a full workweek. He just does not work in this business anymore. And so we were able to employ systems or build systems, get people to run those systems and scale the business without scaling their hours and actually back down their hours. You know, Christina, at one point, she sold 150 homes in a single year when she was pregnant. They have four kids now. So specifically what Kirby and I worked on are really just three things. Number one, it was the sales systems. You know, they were both so committed to being the person in front of a buyer or seller that I had to shift this mindset and build a sales process that that was better at doing the thing, converting a prospect into a client than they were at doing it. And so that was number one, sales systems like the buyer consultation process, the seller consultation process, the buyer packets, the seller packets, the tools you use to get a listing at the right price, at the right commission, your listing, marketing fee, menu.
Right.
The forms that you use to get transaction fees, all those little bits and pieces. That was number one. Number two is tracking, right? Do you know the numbers in your business so that you know, leading indicators, which are the things that indicate are you going to be successful in the future? And then lagging indicators, which are homes under contracts. You know, what lead sources are working, what your agents are doing in terms of productivity, Right. So putting together a tracking system and becoming the CFO of your business so that you know the numbers in your business. Number three is this journey of business delegating and elevating. You know, if you want to be a business owner, think of like e Myth, franchise prototype. McDonald's. Ray Kroc had the vision of having thousands, tens of thousands of McDonald's around the country, There was no way Ray Kroc can be in those physical locations. The McDonald's brothers didn't have that vision. They created a single prototype, right, that could only do so much. And so when you think about being the Ray Kroc in real estate, it's how can I work with 650 clients in a year where I don't meet with a single one of them? So it's this mindset of like, what would I have to get off my plate? What do I have to delegate so that I can elevate in the business, go from agent to business owner. And so what's important to you? Where are you at in your business growth journey? You know, are you thinking about the type of coach that would fit where you are right now? You know, do you want to just do more transactions? You're willing to give away hours. That's one way to do it. But is it possible to grow your real estate business? So grow your top line and do it with elegance and ease versus blood and guts. Our industry is built upon blood and guts and spending more time in the business and publicizing it on social media. That I had a great day of showings this Sunday afternoon. It's like, why are you telling everybody that I know you have a husband, I know you have kids, right? It's the best use of your time on a Sunday afternoon showing homes to buyers. But you have to put that post up there so your other friends see that you're working and maybe they'll use you and you'll have this vicious cycle of now everybody knows that you work anytime they want you to.
Right.
It's not a business approach. And so.
