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)