The Week of 2/27/2023 in Review

Mar 06, 2023

New! 4-Week Course

The next course in our Six Primary Building Blocks series will launch Thursday, March 30th.

For most agents, time blocking is a real struggle. Chasing (the pursuit of a deal) and time blocking are mutually exclusive. This course is going to outline in a very practical way... the mindset, mechanics and mastery of time blocking.

Compass Agents Link

All Other Agents Link

ENROLLMENT OPEN! SPECIAL OFFER ENDS TONIGHT

The next 12-week daily call series starts Monday, April 3rd. We will be focusing on Habits and Tactical Empathy.

If you sign up by midnight tonight, Monday, March 6th...You can save $200 on the course fee - $800

AND... we will include the upcoming 4 Week Group Coaching Program on Time Blocking ($1000) at no additional charge.

TONIGHT AT MIDNIGHT IS THE DEADLINE!

CLICK HERE TO REGISTER!

[If you want to use Coaching Dollars, the discount will not apply but we will still grant access to the Time Blocking course at no additional charge. Enroll here.]

Truth or Hope?

Are you running your business based on the standard of truth or hope?

THERE IS A BIG DIFFERENCE!!

Most agents run purely on hope.

I hope they respond to my mailer...

I hope they will respond to my ad...

I hope they will visit my website...

I hope they will see my Zillow reviews...

I hope they will see me on social media...

I hope they will call me...

I hope they will like me..

I hope they will work with me...

I hope they will buy...

I hope they will sell...

I hope there will be no problems...

I hope they will have a good experience with me...

I hope the deal will close...

I hope they will refer me business...

I hope they will do business with me again...

IT IS HOPE ALL THE WAY AROUND!!

In fact, this is the reason most agents get into real estate in the first place - HOPE!!

Real estate is a very aspirational business - YOU HOPE FOR THE BEST!!

And quickly you get caught up on the excitement plan... the thrill of the chase... big paychecks (or not)... a real emotional roller coaster ride of ups and downs.

Sound or feel familiar?

What happens when you make truth your standard?

EVERYTHING CHANGES!!

NO MORE ROLLER COASTER!!

Your strategy changes - you focus only on high-probability prospects, not just anyone.

It starts with a mindset shift from hope to reality.

Your calendar changes. You actually time block and follow your schedule. No more chasing.

Your CRM changes. No more dumping ground. Only people you are committed to being in relationship with.

Your process changes. No more winging it. No more daily fire drills. Systems and checklists instead.

Your skills have to improve. No more convincing and closing. You can hear and accept a NO. You give people the space to say NO.

No more not knowing your numbers and operating off impulse and instinct.

AGAIN... EVERYTHING CHANGES!!

You totally embrace the concept...

It is not about how much business you do...

It is about HOW YOU DO YOUR BUSINESS!!

Here are three very specific examples of how making truth your standard... impacts your decision-making process:

1. No more strangers or hope in your CRM.

2. Every buyer signs a Buyer Representation Agreement.

3. You take every listing at a full fee or you walk away.

Hope makes everything harder and longer and less efficient.

Truth makes everything simple!!

This week...

Really put some thought into how raising your standard from HOPE to TRUTH....

How would this shift transform you and your business!!

Note: Make sure you hit View Entire Message below to see the complete edition of The 2 Minute Drill.

The Mindset of Harmony

Every day I coach around 6 Core Building Blocks.

#1 on the list is Mindset.

And specifically... A Mindset of Harmony.

So what does it mean to live in Harmony?

It starts with being in Harmony with yourself.

Do you truly love and accept yourself, just the way you are, right now?

This then begs the question... Do you really know yourself?

Do you KNOW that you are perfection?

Do you know you are an expression of infinite possibility?

Do you know you are One With Life, connected to everyone and everything?

Is this how you actually see yourself?

Most people struggle with a core belief they are simply not good enough.

This is where everything starts.

When you don't believe you are good enough...

How can you expect to achieve any type of long-term success or well-being?

This is your starting point.

Who are you?

Why are you here?

How are you going to live your life?

Harmony or Disharmony?

The path to Harmony includes:

1. Loving who you are.

2. Choosing unconditional happiness.

3. Practicing non-resistance.

Click here to purchase the Mindset of Harmony 4 Week Program.

No More Adult Daycare

Last week we talked about Player Development in this section.

This is a follow-up to what I shared a week ago.

If you happen to be watching Season 5 of Drive to Survive on Netflix... (specifically episode 7 The Hot Seat)

You see this message repeated over and over again...

It is all about performance!!

Each team has 2 seats and the competition for those 2 seats is off the charts.

Every driver knows what is expected of them. No one is babied or coddled or pampered. Quite the opposite.

Every driver is pushed in every way possible by the team leader/ principal.

Even the 2 drivers on a team compete against each other. Sometimes it seems like an all-out war.

Now let's switch gears and talk about the performance of most team agents in comparison to the Rainmaker agent.

It is night and day.

What is the point of having agents on your team who don't produce?

Most team leaders walk on eggshells around their team agents, especially when it comes to production.

The team leader IS responsible for hiring the right people and positioning them to succeed.

However, as a team leader, you know you cannot do it for your agents.

Yet at some point, your team agents have to produce on a consistent basis.

Otherwise, they are just taking up space, using up resources, and taking away from your overall effort or the team's overall effort.

Every single team agent needs to sell a minimum of 10 to 15+ homes per year or be on the path to doing so or...

YOU ARE WASTING YOUR TIME.

Things don't get better magically.

Team agents need to be on a very short leash.

They need to be motivated...

They need to be coachable...

They need to give a certain effort every day.

You are not running an adult daycare center.

It is not about feelings.

It is not about making anyone happy.

It is about everyone doing their job!!

Every single team agent should be participating in the Daily Accountability Program I do.

The morning coaching call is a business-building call. The evening call is a live role-play call.

You know you don't have time to train every day. This is what this program does for you.

Of course, they are going to push back. They don't think they need anything. They think they know best.

THEY DON'T!!

Until they are doing 10 to 15+ deals a year without you giving them everything... they need to be doing exactly what you ask them to do!!

End of story!!

Truth or Hope Dialog

I write repeatedly about the Favorite and the Fool.

This is one of the most important concepts we teach.

I am of the belief that you can find out if your are the Favorite or the Fool in less than 5 minutes.

Imagine how much time and stress that could save you?

It is a very simple dialog...

At the risk of not wanting to be presumptuous..

Would I be wrong to assume that we will be working together?

Knowing how to strategically employ this line of dialog will be invaluable to your career.

When timed correctly... it is the ultimate truth serum.

There are only 2 ways a potential client can respond...

1. Yes.

2. Any other answer.

Either way you will know immediately who you are... the Favorite or the Fool.

When someone wants to work with you... they have no reason to withhold this information from you.

Why not get it out in the open as quickly as possible?

This is why participating in the 5:30pm PST Role-Play Calls is so beneficial. Rather than living in hope... you can learn to deal in truth!!

As I mentioned earlier...

Check out Season 5 (and all the other seasons) of Drive To Survive on Netflix.

This program is all about one thing...

Striving to be your very best no matter what!!

No excuses!!

Check out this Mindset Call from last week!!

This Tuesday at 9:30am PST...

Is our next monthly call with the Black Swan Group and Chris Voss.

This is a huge missed opportunity for most of you.

Mastering Tactical Empathy is critical to the goal of making truth your standard and not hope.

Convincing is all about HOPE.

The art of influencing people by articulating what they are thinking and feeling is all about TRUTH!!

If you want to continue working harder to make less... go right ahead.

If you want to truly work less to make more... SIGN UP FOR THIS MONTHLY CALL!!

Tuesday, December 6th, 2022

What is so special about the above date? That was exactly 90 days ago.

Why should this matter to you? If the last time any of your important relationships (past clients, top referral sources) heard from you was on or before this date, it is time to get back in touch!

Remember- your most important contacts should be hearing from you every 90 days at a minimum.

The Week of 2/27/2023 in Review

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