11 THINGS TOP AGENTS DO

 

1. DESIRE TO SUCCEED AT A HIGH LEVEL

  • Have a big WHY to drive you or a series of smaller WHY’s
  • Want to be the best – recognition to be #1 – Be Extraordinary – Never have financial issues again
  • Don’t just do the best that they can do, they strive to do the best that can be done.
  • Create a vision and clearly articulate it to the team
  • Always evaluating and figuring out how to get better, willing to be honest with self
  • Motivation
  • Desire cannot be taught, you either have it or you don’t
  • Desire shows up as passion / highest energy
  • If I had _________
  • I would _________

2. WILLING TO DO WHATEVER IT TAKES TO GET THERE­­­­

  • Willing to stretch – get uncomfortable Fail Average Succeed

  • Implement and improve ideas, models, systems FASTER THAN MOST AGENTS
  • Stay committed to the PROCESS.
  • Do things with urgency from idea to implementation

3. NOT FALL VICTIM TO THE MARKET

  • Shift and adjust
  • The market doesn’t dictate our success, it only tells us how we are going to succeed.

 4. DISCIPLINED ENOUGH TO FOLLOW A TIME BLOCKING SCHEDULE

  • Time for Lead Generation / Lead Follow-Up – Elephant Hunting,
  • chant, write out role-play and practice time
  • Block out vacations, time off, planning, meetings with staff, standups daily Uncomfortable – Don’t Like To Do
  • Time to study the market, know the market, LORE, DOM, LP:SP – use as a closing tool
  • Learn numbers using ratios – commit to memory
  • 5 jobs of the realtor
  • Discipline leads to another discipline
  • Disciplined to a habit
  • Freedom = Discipline -> Habits
  • Disciplined – few things in the morning, looks like a disciplined person
  • Tie all actions to the weekly 4-1-1 concept – Undone —> Move to next week

5. WILLING TO FAIL AT A REALLY HIGH LEVEL

  • View failure as learning experience – Fail 7 – 10X more than the average person
  • Calculated Risk – Take them regularly – Red light / Greenlight
  • Babe Ruth is the king of Home Runs and also the leader in strikeouts. Swing for the fences!
  • ­­­­­Abe Lincoln – Lost every election until the presidency
  • Fail >> Adjust >> Move on quickly Listing Presentation/Conversion/Improvement
  • Rocket to Moon – 3% on track / 97% off ­­­

6. FOCUS ON 2 – 4 LEAD GENERATION SYSTEMS/SOURCES

  • Database – expand on, work MET clients, 4 laws of a Database, 33 Touch
  • Know where business comes from within 1% of each
  • Open Houses – Level 5 (from SHIFT), look for sellers
  • Farms = Attends events, Plenty of communication, turns into client database
  • Expires/FSBOs
  • Circle Prospecting
  • What you focus on E X P A N D S
  • Write out 1 – 3 – 5 for each source of business
  • Conversation with Gary – No Internet / Most do not rely on

7. DEVELOP AND USE A STRONG, QUESTION-BASED LISTING PRESENTATION

  • Total Focus on getting listings
  • Practice Listing Presentation
  • Improve conversion rate – get into the 75-95% range
  • Improve to shorten – get into 30-45 minute range
  • Know market at 1% level, LORE, Tell the truth about price
  • Set up price reductions – Jelly bean story
  • Questions help control the outcome – gives them 90% conversion rate
  • Telling is not selling
  • Keep it short, if it’s a ‘Come List Me’ VERY short
  • Service before appointment shortens presentation
    • Speed of Prelist – Email or hand delivery in 1 hour
  • Strong on pricing correctly at listing – not 3 Price Reductions later – Auction Effect/Buyer won’t let you underprice
  • Use team to leverage

8. ARE WILLING TO HIRE STAFF TO HELP AND TO LET GO

  • Get help early enough in business (Part-time or virtual)

  • Have job descriptions, First 100 Days, etc

  • Share and ask other agents for their 100 Days

  • Take R/S many times from different people, top grad when needed – slow to hire / fast to fire

  • Staff knows the business goals and you help them reach their own goals

    • Dream boards, contests, goals with rewards

  • Be sure every team member is clear on your goals and vision (MMVBP)

  • Visuals to keep everyone focused on goals – where are we and where should we be

  • Help them develop their skills to get to goals

  • Get Team Buy-In, set plans with their involvement

9. NETWORK WITH OTHER TOP AGENTS

  • Attend: FR, Mega Camp, MAPS Master Minds, and others

  • Maps Coaching, R/S, BOLD

  • Call each other to meet while there Breakfast-Lunch-Dinner with each other at all events

  • Go with an agenda, questions you want answered, etc

  • Rich Deluca – BA 1990

  • Share books, read. You are reading, to read, audiotapes, video to watch

  • Who you hang out with is who you become – stretch your mind

  • You start your own group – Aaron – Profit MM

  • High profile people – Group together – Harry S. Dent last fall

10. WATCH THEIR MONEY

  • Monthly P&L (Bi-Weekly or Weekly) – someone to review with (CPA, others)

  • Have a great CFP/Financial Advisor, use money wisely

  • Pay taxes quarterly, don’t get caught owing taxes (IRS)

  • Know budget model ratio, salary, etc (p. 157 MREA)

  • Run it like a business

  • Red Light / Green Light

  • Cut 10% in expenses in the next 60 days – do Quarterly

  • 3-6 Month backup/reserves = $100,000 in the bank or more

11. WORK FROM A WRITTEN BUSINESS PLAN

  • Work from a plan – detailed, spend time planning

  • Work numbers, breakdown numbers Yr/Qtr/Month/Week/Day

  • Work the 4 Models – Economic, Lead Generation, Budget, Organizational

  • Done by October/November – Do with Team at a Retreat

  • Read it Daily and boil down to 1 page = 1 – 3 – 5

  • Adjust as needed, ahead, on goal, behind (Look at Adjustments Monthly)