Zan Monroe - Ninja Coaching

See, it's a matter of asking. What if they say no? Well, then you show it at night. But you'll never know how much you don't work until you gain control of your business. See, when I got in the real estate business, I already knew after 6 o'clock in the evening, I am no good. And so I'm peaking right now. This is the pinnacle of my day. I'll be sliding downhill the rest of the day. By 6 o'clock tonight, I am worth killin'. And Mark Given knows that. See, here's the deal. If you're no good after 6 o'clock, why would you show houses? You're not going to sell them. All you have— so I started asking people to see them at breakfast time. You know, people see houses at 8:30 in the morning before they go to work. They'll see houses at lunchtime. They'll see houses at 2 o'clock if you invite them. A great majority of real buyers are taking days off just to look. But we just assume. Don't assume. So Larry Kendall began to watch Jimmy D work. And here's what Jimmy D did. He focused on his family. He started taking off at 3 o'clock every afternoon, going home, playing with the kids. His two sons were snow skiing, so he worked with them. And he quit taking floor duty. To hold an open house, and he started to focus on his client base. And he became a what? That was pitiful. Let's do it again. He became a what? And here's what he discovered. He had built a base of business, and it followed him instead of him following it. So he quit working nights, and he quit working weekends. And he quit coming to the office where nobody is going to buy or sell from you. They're all at the grocery store or the mall. And so Jimmy Diddy became the ninja because he'd just slide in at night and leave contracts on the secretary's desk. And he'd slide in at night and leave listings on the desk. And the staff people called him the ninja. They said, this dude is not real. We never see him. He just sells. And he became their number one agent. Hmm. And Larry Kendall said, my job is to discover excellence. And duplicate it. Managers, this is your mantra for the year. My job is to discover excellence and duplicate it. Find agents who are doing it right. Find the 10% that know how to do it and duplicate it. Well, Walt Frye at CRS discovered this little company out there in Fort Collins. Here's why. For 15 of the last 16 years, this company, based on the stuff they learned from Jimmy D, has been the number one producing company in the United States based on agent production. Not on company total dollar volume, not on, you know, the size of the company is not gigantic. They discovered that their agents produce more sales than any other company in the United States, and they have 15 of the last 16 years. With me? They are all