KGCI: Real Estate on Air - LIVE @ 11 a.m. EST / 8 a.m. PST: The Big Agent Meeting

Episode Date: June 14, 2024

morning and happy Friday. This is the big agent meeting. And today we've got a show lined up for you. We're going to kick it off with Ian Wheatley, one of our new manager, newly minted manager, KGCI Radio. This guy is doing some amazing stuff. And if you guys haven't heard about KGCI Radio, it's time for you guys to learn all about that. So we're going to have a session with him. Then we're going to talk to Chief Learning Officer Brian Ellington. He's got a couple of new things that are coming along and reminders of stuff that's coming down the pike that you guys need to be aware of and you need to see. And then I cannot wait to watch the interview between Brian Ellington interviewing Julie Nelson. She has got some amazing stuff up her sleeve.

She's an amazing person, an amazing realtor. And somebody you're going to want to learn some stuff from. So get a pen and pencil and paste a piece of paper along because you're going to be making some notes that she's rock and rolling through this stuff. So with that said, let us just get right into it and talk to Ian Wheatley, manager of KGCI Radio. If you guys haven't met Ian, here he is right now. Hey, Russ. How's it going? Did that sound at all like a radio intro?

Yeah. You do a good job. I'll be honest with you. You might, if this whole VP of growth thing doesn't work out, you know, maybe you can try your hand in radio. You got to have a plan B. I think my plan B before that was to do voiceovers for the Fat Albert show. You know, here's the thing. Voiceover work, Mark Hamill, Luke Skywalker has made probably more money doing the voiceover work than he ever did be in Luke Skywalker.

Amazing. amazing stuff. So what's new with KGCI Radio? Yeah, I mean, the fun part about KGCI is, is the audience has been very responsive to this radio station. And what's lovely about that is, you know, they roll up some pretty good ideas. And they'll say, hey, you know, we're looking for X, we're looking for Y, we're looking for Z. And so one of the things that we're doing here over the next couple of weeks is we're launching out a couple of new tent pole programming features on KGCI Real Estate on. air. We're going to start folks weeks with mindset and motivation. We're calling it your motivation and mindset Monday, right? So everyone to get everyone in the right headspace to start the week.

And then one of the things that really was great from the audience was they wanted content on specific areas. And when you've got, we're now at this point, we're pushing 60 hosts on KGCI real estate on air. Wow. We can go deep, right? I mean, A couple weeks back, we put 60 straight hours on the air of all things marketing, right? And so now we're launching the Focus Friday, or the Friday Focus is what we're calling it, where we're just going to kind of drill down on a couple key areas, right? So today, happening now on KGCI, Real Estate on Air, obviously we're streaming BAM there, but at the conclusion of BAM, we're going to be resuming our new agent jumpstart.

Next week, it's all going to be about scaling your business. and then for the Independence Day, something that's near and dear to my heart and my wallet, we're diving deep on real estate investing. Oh, I'm going to blow up a deal. That would be a great topic. It's one of those things where I always laugh because I'll talk with agents all the time that aren't buying their own investment properties. And I'm perplex, number one.

But number two, I built my production business. The backbone of that business was real estate investors as a guy who was a real estate investor we're prior to being an agent, right? So, you know, there's a walk you got to walk. There's a talk you got to talk and we'll be walking agents through it all. And, you know, also educating them on how they can also leverage real estate in their portfolios. Yeah. So who's, so you're talking about this, this group.

By the way, interesting that you're saying they're being responsive. Like, I would never think that you could actually interact with a radio station and control anything. Aside from, like, you dial 800 times and you're hoping to be that nice caller, you know, so you win the free tickets to Cedar Point or whatever it is. But aside from that, like, who's listening to KGCI? Like, who are these people? Yeah, I mean, you know, so we're talking to real estate pros, right? It's by our real estate professionals for our real estate professionals.

So far, more than 30,000 agents across six continents. So far, we have no listening in Antarctica. Bummer. Bummer. We'll get there. We'll get there. But yeah, we've got more than 30,000 agents across six continents that I've either listened to the stream live, right?

or they listen on demand with our podcasts, right? So we've got our podcasts are available at real estate onair.com, Apple Podcasts, Spotify, Google, anywhere you listen to podcasts, right, you can find us a KGCI Real State on Air. And for the smart ones that have subscribed, right, they're getting the updates every single time that we push something to them. So every single time we're publishing, we're publishing, you know, half a dozen to a dozen podcasts every single day, right? There's a lot there. There's a lot of content that's right there on. people's phones. Outstanding. So this is top agents, new agents, everything in between, and pretty much

any brand, too. So if you're not with EXP, fine. Like a bunch of this conversation is not branded at all. It's literally about real estate agents selling more houses and doing better deals. Right. Right. And when we're talking about the top agents, right, if you're looking at some of our, if you look at our roster, if you go to real estate onair.fm and you hit on the trusted host section, right, you're going to run through the roster of who's on the air. And a lot of those names are also the top producing agents in North America, right, U.S. and Canada, right? There are some big names on there. And so why wouldn't you want to learn from those top agents, right? Many of whom are also on with Brian Ellington here on BAM. Julie Nelson is on in a little bit. Julie

Nelson is on KGCI real estate on there. And we also got BAM on KGCI, right? So there is a lot of big power that's coming through that station 24-7-365. and would you say the majority of it is more entertaining or the majority of it is training or or educational or like what kind of flavor we're talking about here it's infotainment it's infotainer right it's it should be right the good what what i strive to do is to make because i come from in addition to to my production background i come from a talk radio background right and so if if we don't have a situation where people are entertained they're not they're not it's not going to resonate, right? So there is entertainment value to what we're doing. In addition to making sure that

these agents are getting tactical information they can implement in their businesses. Yeah, interesting, interesting. So what would you say, I know, I'm going to put you on a spot here. You ready? What's your favorite show so far that you've run through? When you're like, dude, that one blew my mind or that was just funny or what's your favorite? I'll, I'll, I'll, I'll, I'll tell you, because I don't think I'm sharing anything in a turn, but because I shared this with Nali Williams, who's on KGCI, right? And there were a couple little tidbits. I was just kind of, this was before the station had launched, right? And I'm going through and I'm engaging in the content. And there was just a couple of things he said that I was like, ooh, that's brilliant.

And then, you know, I implemented those two things. Inside of two weeks, I had two listings, right? So, I mean, it's, right, it's wild, right? it's absolutely wild. So I would say of my favorite, of my favorite shows, I mean, I would say, you know, Nali's probably up there. Carrie Sovey and the information that she's putting out about AI is unfriking real, okay? And it being some practical information that we can all implement in our businesses. I mean, there's a lot, right?

I could probably, I got 60 plus, I got 60 plus host at this point. I could probably go down the entire roster and tell you every single one about why I really love that podcast. And, you know, I know Shelby Johnson's got real estate rock stars. That's been a real estate podcast that's been around for ages. And, you know, that one always is near and dear in my heart as well. Awesome. So if somebody says, hey, I've got some awesome stuff and I think it's valuable. How would they, if they were wanting to contribute, how would they do that?

Yeah. They could just hit us up at info at real estate onair.fm. I've been an EXP agent, right? I'm in the EXP ecosystem, right? So folks can find me at workplace relatively simply. Okay, absolutely fantastic. So, hey, I'll tell you what, man. Interesting stuff.

One last thing I want to leave with is, again, where do they find this? Real estate onair.com. They can scan this QR code here. It'll bring them to exactly what we got streaming today. and if they if the live radio stream is something that's a little tough form to do at any given moment, they can listen to KGCI literally everywhere they listen to podcasts. Absolutely. So for me, I finally got hooked on Spotify and I go down a bunch of rabbit holes and now it's making recommendations.

And by the way, KGCI radio is on one of mine. So I put one of those things on now. Pop my earbuds in and I go for a walk because I'm trying to turn my fatness into fitness. And I'm going to sit down walking more. KGCI Radio is part of my playlist now for when I'm walking and working out. It's a perfect way to use it. It's a perfect way to use it. All right, Ian, thank you very much for your time.

I appreciate you stopping by. And by the way, congratulations. It's going well. I love the time to keep out with this. Thank you. Appreciate you. There you go. Ian Wheatley, KGCI Radio.

If you guys haven't checked it out, check it out, Apple Podcast, hit it on Spotify. Make sure you subscribe too. So it'll let you know what's coming up and what you might be missing out on some awesome stuff in there and some amazing people that I'm proud to actually know one-on-one, lot of them and they're just amazing people. So with that said, next up, Brian Ellington again, Brian Ellington on Fridays showing up every Friday. Come on down, Brian. Hey, good morning. Russ, how are you? Good morning. Good morning. This is becoming regular, man. People are going to start talking.

I know, man. My wife's going to get jealous. I think I spend more time than with you on Fridays and with her sometimes. That sounds like my house. So what's going on? What's new these days for you? Well, you know, we had Holly and Lauren on last week talking about the new updated buyer forms that we have for EXP agents. Folks, this is going into effect in about six weeks is when the new NAR statutes are going to take effect. For many agents, it's already happened in their MLS. So I just want to remind everybody, we put out winning buyers, an EXP University course for you. You can go on to EXPUniversity.com and find it there. that course is going to walk you through scripting for setting the appointment, how to go through a buyer

consultation, you know, as an industry, we kind of got away from that when the internet leads came in and made it to where people just wanted to see a house real quick. So if you've not really perfected your buyer consultation, if you've not yet gotten your materials ready or you're scripting around how you're presenting your needs analysis, how you're presenting your value to that needs analysis, and then how you're closing for the buyer rep agreement, that's a great, great. great training program is very quick. A lot of great scripts that you can make your own, a lot of great strategies and tactics from our top agents as well. Yeah. Also, too, team leaders, June 19th, that's next Wednesday is the second inaugural team mastery call. This is our monthly

third Wednesday of the month call that we do for team leaders. This time around we're talking about hiring and onboarding great talented staff to your business. And here's Here's the question I asked, Russ. If you agree with this statement, we talked about this last time that every business is going to rise or fall to the level of talent within that business, then my question for you is, what's your proven process for attracting, selecting, through, hiring, and onboarding great talent to your business? And if your answer is, I don't know, or I kind of wing it, or I ask a few questions, but I don't really have a process. Come to that call. We've got Dave Knorrh and James Nellis who are going to walk you through their hiring processes

to give you a sense of what they do, give you some great cheat codes, some great strategies and tips. And then after that, we're going to put you into breakout sessions, team leaders, by production level, so that you can talk with other team leaders about how they're doing things and get a lot of great ideas, get a lot of your questions answered there. So that's next Wednesday at 12 noon central. And team leaders, you have an email in your inbox. And yes, we did send it this time around to your working email, not just your exprrealtzy.com email. So it should be in there.

If not, hit me up team leaders. I'll help you out. But be there for that call. It's amazing. Yes, we do record it, but only for those people who register and show up. So be there. And then, Russ, you know, going along what Ian was saying. So I don't know if you've seen with KGCI, we've been focusing on helping agents with fast starting

their business, right? Yes. This is a big focus for us in the university as well. So July 2nd, we are doing Kickstart. Now, if you're not familiar with Kickstart, it's a six-parter, six-week program. We're going to cover mastering client communication. We'll talk about vision and goal setting, lead generation essentials, marketing your brand, conversations that convert, build your future business.

Those are the various topics across the six weeks. We've got masters of their craft coming in in those sessions to share how they do these things so that you can learn from them. And that's going to be July 2nd. And again, go to eXPUniversity.com to sign up for it. It's part of being with us. No additional costs. This is a great class to help you kickstart your business, hence the name, kickstart. Good.

By the way, I want to make sure other people know, too, that's not just for new agents. If you're an experienced agent, there's a lot of times where you've got to just kind of pull things back apart and go, okay, do I have the foundation right? Get the foundations smoothed out and then just get back to doing your thing. So a great course to reorient people and go, ah, I should got to get back to that too. So experienced agents and new agents can both benefit from Kickstarter. That's exactly right. And by the way, my experience is that we all get into a kind of rut in our business,

especially if you've been in it for a few years, a class like this that's really going to help you kind of reframe, rethink how you're doing things and really dust off your database and get after it. That's a powerful, powerful motivator. Hey, speaking of which, we are about to kick off next Monday, the 17th. Those of you who were part of the pilot registration, buckle in. We're going. It's Monday the 17th. We're going to start Fast Cap. This is a great productivity program really designed to help you buckle down, get your business built and launched quickly. This is for both new and emerging agents as well. And it is a productivity training program, not an education program. We're going to work in this one.

And we're going to get results from it, too. I'm pretty excited about that. And so speaking of which, so I had this great quote and I wanted to share it with you. So this is Winston Churchill. And what he said was continuous effort, not strength nor intelligence, is the key to unlocking our potential. Continuous effort. And the question is, okay, continuous effort doing what? Ever walk into the gym for the first time and stare at the equipment and go, okay, I know how to do this, I know how to do this. but how do I put it all together?

What's my routine? What's my workout routine? Yes. And so go forward. You got a direct tie to this too. So I just saw a quote by MMA guy Dana. What's that guy's name? Dana White.

Dana White and Dana White said. He stole my look, bro. I'm so mad about that. He stole your Rick. You follow amazing. I mean, that's all you do, right? It was interesting because he had a quote that went along with that. I know this will tie to you because I know you did some, some,

sparring and fighting. He said that it's not about strength. It's not about power. It's about knowledge and technique. And that's why jujitsu, you can take it through the rest of your life. You can have a 100 pound girl at 16 years old, take down a 220 pound man. It's not about strength. It's all about knowledge. It's about technique. I thought, wow. And that directly ties to what we do in real estate. Hopefully you're not doing that in real estate. The new buyer stuff. You never know. There's going to be some moves. Well, that's exactly right. It is. It's strategy and technique. and what are you doing on a consistent basis to get better?

And so I asked a friend of mine to come join us today, Julie Nelson. So here's a fun fact. Julie and I have known each other for, I don't know, going on two decades. And she was my, I'll jokingly say my guinea pig. Anytime that my team was building training, I would come scratch on Julie's door and she would help put it on and pilot it for us. So it's great to have her here talking about this topic. So without further to do, could we bring on author, agent, extraordinary Julie Nelson to come share with us today?

Amazing. Hey, Julie, how are you doing? Good morning. I'll get out of you guys way. I'll see you soon. Julie, you are amazing. Can't wait to see what you do here. See you guys.

Thanks for us. Yeah. And Brian, I think you're right. Couple decades. Yeah. You haven't changed the bit. I on the other hand, maybe a little bit. How are you doing?

Good. I'm happy to be your guinea pig anytime. I'm happy. You've been happy to be my guinea pig for so long. And thank you for all you've done for me. So first off, I want to mention this. Julie's book is called Success Faster on Fire Hot. Hey, look at you.

Got a copy too. What a coincidence. So if you don't know, Julie, let me just share kind of my perspective. And then, Julie, I'll have you introduce yourself. You have, I'm going to guess, taught thousands of agents coming into the industry about how to get serious about this business, how to get off to a great start in it. And that's how I know you. But share a little bit with the folks about who you are as an agent and an author. Okay, sounds good.

So I've been in the business 25 years. August 1 is going to be 25. Goes my fast, doesn't it? I don't know. It's crazy. I'll have some kind of happy. are or something. I'll invite you since we live in the same town. Yeah, so 25 years in the business I've been with EXP for seven, going on eight years now. Prior to this, I was with KW for 15 years.

Five of those, I was a director of training for the largest real estate office in the country, which happened to be down the road from you, and hence I could be your giddy pig for various things, which I was happy about. So at any given time, I would have between 100 and 150 new agents in my program. And when I left that position, so it did that for five years.

And then when I left that position, I just wanted to help agents so much because I saw too many people struggling. And whether it was new agents, or not new agents, I saw agents struggling. I'm like, how can I help? And so I wrote my first book, which really was kind of version one of this book. A couple of years later, I rewrote it because it could be better. It's kind of like building a house. You did an addition. You have to build it twice, right? So it's like write a book and then rewrite it a couple years later.

But the book is really designed. And I speak from personal experience. I'm an active agent. And I feel like I have hit the reset button on my business so many times in those 25 years. Sometimes for various reasons, sometimes because of a market shift, you do a reset. Sometimes because something's going on personally in your life. There's a reset. If you change a brokerage, it's a reset.

If you go from solo to team or from team to solo, that's a reset. Sometimes the reset's just up here. Like if you get burned out and you need a fresh start, it's a reset. So if you look back over your career, whether your career is, you know, X number of years, and we can all do this. You could do this as well. It's like, wow, look at all of these kind of reset, relaunch, restarts. And it can be a, it's a.

it's a beautiful thing. So like if you're not having fun, if you're not making the money that you want, if your anxiety or stress is just a little too much in the driver's seat, those are all invitations for you to take one step back, kind of reevaluate, reset, and then move forward in just in a better in a better vehicle if you will and sometimes we are the vehicle right physically emotionally mentally we are the vehicle and sometimes we need to put that vehicle in the shop for a

little bit do a little refresh maybe a paint job a little oil change and then get that vehicle back back on the road so that's a little bit about my background in the book yeah and i think you're You're absolutely right about all of that. And also I'd add in sometimes the market makes you reset. So what's happened over the past couple of years is we went from a glut time of, you know, good time to be in real estate. Everything's selling. Everything's selling well above.

You've got tons of buyers coming in for every property. So you got your next clients and all that good stuff. And then all of a sudden, you look up. And last year was one of the worst years in per person productivity in this industry. ever, ever. Worse than 2008, worse than 2009. When you go do the math, 2008, 2009, we went from like five to four deals per person in the 2005, 2006 timeframe to down in the threes. And everybody back then was like, oh my gosh, what's going on? I can't get a deal. And blah, blah, blah. Last year, it was in the twos when

you do the math, in the twos. So when we talk about resetting, sometimes the market just forces you and look, you don't get to better until you get to different. So whether you're a new agent or you are an experienced agent, if you really want to catapult your business for it, you really want to get your productivity going again, this is a great conversation for you. So when Julie and I were talking the other day, you shared about your door.

What is door? Yeah. So it's your daily operational rhythm. So let's take this back one step. Okay. And I want you to think about like, Brian, kind of one of the main topics Brian has been talking about for weeks now in EXP University is winning the buyer.

It's a great place to be in this market. Every single one of us should be sharpening those tools. Yeah. But I would argue that there's something to win the buyers, there's something even more fundamental to that. And that is what I would say, winning the day. And I believe that this is, so this daily operational rhythm, your DOR, I believe this is one of the key differentiators between the top producers and the not in the industry, is that the top producers have made peace, have made peace with this, have made peace with this daily rhythm, have made peace with or have mustered up. respectable consistency with the discipline of getting the basics done every day.

That's right. So your daily operational rhythm, and here's part of the beauty of our industry is when you used to have a full, a J.O.B. job and you would drive to the office and you would be, you know, in your office for eight, nine hours a day, you were expected to be on task for eight hours a day. In our industry, this core activity can, in most cases, be boiled down to two hours a day of you being focused and discipline. Now, I am highly skilled at chasing shiny objects. Okay. I think a lot of us are.

Yeah, a lot of us are. If there's a squirrel over here, I'm going to see it, right? But so even if you're in that, oh, my God, I'm a highly distractible human being category, can you focus and be disciplined for two hours a day? You can't. Of course. And by the way, what a great job to have that really, if you focus just for two hours a day, life is good for you.

Tell me what other job you're your boss? your employer is going to be cool with that kind of work. Oh, exactly. Your friends will be jealous. It's like, wait a minute, you have to be really good two hours a day and then the rest of the day can kind of float. It's like, well, kind of. And we say generate business and deal with business, right?

And those are two categories, if you will, operationally of what we do as successful real estate people. I wanted to piggyback on your Winston Churchill quote, because I wrote this down, so kind of this continuous effort. Okay. So I want you to think about this. And this is totally old school. But I like it.

If you're visual, you're going to like this. But it's such a great tool. Get a 30-day calendar. You can print one off of, you know, Google somewhere or buy one at the grocery store that has, you know, mountains or puppies on it, right? You know, the flip 30-day calendar. Put it on your wall. And you can have a simple code.

You could either use a number system or a color system. So color would be like green, yellow, red, or blue. Blue is personal, meaning I took the day off. So please incorporate that into your mix, right? If you use a number scale, you could do like a one to five or a zero to five, meaning I was solid with my two hours this day. Okay. Now, what's going on in those two hours? I could tell you a lot of what is not going on, but what is going on? Here's the simplest version of it. You are working on or nurturing your database, sphere lead pipeline, period. It's the phone calls. It's the emails. It's not working on a new marketing campaign. It's not placing ads. It's not checking. your email.

It's not a posting on social media. Now, there's little pieces there. Right. That stuff can. Exactly. Now, a lot of that stuff can, if it can immediately generate an opportunity for a decent conversation, then we can work with that. But are you two hours a day?

And here's the deal. The top agents in this industry, simply, have built more consistency around that. So if you do this 30-day calendar and you could either do the color code or you could do the like one through five. Yeah. Okay. So you're rating yourself every day. So if I was your coach and we had done this for 30 days, that's all. And you literally just showed me a 30-day calendar and I'm either seeing the numbers or I'm seeing the colors. either way. I can predict the health of your business and probably your level of stress and anxiety where it is on the scale based on what I'm seeing on that just on that visual. Are there a bunch of greens

and yellows? Yellows are going to be sometimes there's a red meaning the the day just went off the rails and I didn't I didn't get it done. It's like okay welcome to life and business. It happens. The blue needs to happened. The blue is I took the day off. I didn't do it today. I took the day off. It was family day. The green is two thumbs up. I nailed it. And the yellow is I did okay. Maybe I did half of it. But I did okay. I made some progress. I feel okay about that because we're going to have some yellow days as well. This builds grace into the process as well. I like to say two hours a day, four days a week, three weeks out of the month. Let me say that again.

Two hours a day, four days a week, three weeks out of the month. Here's why I say that. Most agents, those of you that are watching and are listening, if you were to do that, it would dramatically increase what you're already doing. That's right. That's right. Top agents are going to be more focused and, probably spend more time, but for the vast majority of folks, that is going to be a level up

from where their current activity level are. And what you're really describing with this calendar is a dashboard, it's a scoreboard of your activity level. It is. Yeah. Yeah. And that's... And so the Winston Churchill quote was awesome. It's continuous effort. Well, there's a, there's a tool to help you track that. You may not have to track it for eight months in a row, but if you track it for two or three months in a row, it's kind of like going to the gym. gym, going back to the gym, if you will, or getting restarted on an exercise program or a diet. If you really track it solidly for two or three months, you've probably, it's effective to hit that reset and get into the habit.

And this is an important point. So in FastCap, we talk a lot about setting habits, right? I don't care if you lead generate for a week. Big deal. what I care about is if you're creating a consistent habit of lead generation over the course because that's going to lead to stability and growth in your business, right? And into your point, lower stress and anxiety. Here's the question about habit building is if you look at both bad habits and good habits,

they have kind of an inverse thing. And that is your bad habits have an immediate reward, but they have a long-term consequence. Think about eating chocolate cake or smoking cigarettes. for those of us who grow up in the 80s or whatever the case, right? Mediate great feeling of bliss when you're eating that chocolate cake. Just when you keep doing that too much later on down the road, there's some consequences. Good habits have that inverse effect.

They have it oftentimes in immediate cost, but long-term benefits. Think about exercising, eating well, things of that nature, right? You don't get the pleasure spike of eating the chocolate cake from. a salad, but long term it has benefits. So then the question becomes, how can you create short-term rewards to reinforce that good habit? And things like your calendar are those kinds of dopamine hits. And it's a silly game to play with yourself, but it is the game to play with yourself, right? I know it sounds weird to say it out loud, but having those immediate rewards for yourself to be able to say, check done. I did that. And focus on the reward of the activity,

versus the reward of the result, that's a key piece there. And try this. Here's a life hack with it as well. If you have school-age children at home and you're doing this calendar, show them what you're doing and why. Okay. Now, this is super valuable during the school year for the kids because you're holding the kids accountable to all sorts of stuff

school-wise during the school year. But if you show your kids what that is and what you're doing, you just gained the fiercest accountability partner ever. Because that child is going to expect it to look good, right? Because you told them, well, and especially if you tell them, I'm doing this so as a family, we can do that, right? You build in a little family reward, and you just gained a really, fierce accountability partner because during the school year, you're asking your child and expecting

your child to like have consistency with with their school work and in their focus and their discipline. And so you're really doing the same thing. And you're leading by example in your business. So I would encourage you to do that. If you don't have children, find a realtor partner, accountability partner and kind of do the same thing. And maybe once a week, shoot, just once a week, just a snap a photo of your little of your calendar to your accountability partner. It's like, here's what mine looks like. Will you help me hold myself to having it look better next week? Your mentor, your sponsor, your team leader, your broker, or somebody that you're, you can rely on to tell you the truth as a running partner. I love that. So a brief second ago,

the team showed your document that we're giving every, you were generous enough to share with everybody, the daily operational rhythm document. And by the way, it's in the chat, if anybody wants to grab it. Can we talk about that two hours? What am I doing during that two hours, too? Okay. So number one, you have permission to modify this for yourself, but be careful because some of you, that is the shiny object. The shiny object is that you want to modify the heck out of it. So I would encourage you to just get started and you can modify later, right? You know who you are. Yeah, it might be one of those people.

Talking to you. Okay. So some basics. So if you look at it, there's different sections. So there's like a market section. There's a follow-up section. There's a question section. So like in the market, as a real estate professional,

every single day, we should all be basically checking the hot sheet in the MLS. And maybe you're checking your neighborhood or maybe you're checking your listings or maybe there's a certain zip code that you watch really closely. Anything new on the market, that things go pending. And sometimes that's just a really quick check and sometimes you dive into it a little deeper. If you find yourself going into, if you will, kind of an intensive like CMA because you went that direction, be careful. Just set a timer. It's like, oh, wait a minute, I really do want to run this CMA. That's possibly a distraction. from what I'm trying to do.

So I'm going to set a timer for 10 or 15 minutes. I'm going to allow myself to do that. And then I'm going to come back to my two hours. Okay, so I'm just holding myself accountable. I time myself. I set this timer so many times throughout the day. It saves me usually from the shiny objects. So you're checking the MLS.

Another thing on the list is, and I know you teach this in fast track, I'm a huge fan of this, is every single day, And these literally can take just a couple of minutes to do. Do one CMA every single day. One CMA. I could pull up one zip code and just a certain price range in the zip code, active pending sold and hit enter. And literally, you can do that in 30 seconds.

And I'm looking at that one, just quick, simple, easy CMA on my screen. It gives you three things when you do that. One is market knowledge, right? You're answering the question of what's going on with the market in this area, and that's a very useful piece of information. Two, it gives you something to then go share, which is even more useful. And three, it gives you a sense of who should I go share this with? Who do I know that lives in that zip code? Who do I know that I can reach out to who wants to live in that zip code?

Exactly. So here's what's key. with every single CMA, you're going to do two things. And it was items two and three of what Brian just mentioned. Two is I'm going to post something on some social about that quick CMA. I might even jump on Facebook and say, hey, guys, I run, at least I run one market analysis every single day. And I just happened to run XYZ this morning. And I wanted to share one interesting statistic with you.

And boom. And then like I'm going to ask a question. So I'm just kind of working on generating some interesting dialogue on socials with that information. But with that CMA, I want to make one phone call with that CMA. Now, if I can make two or three, even better. Okay. But at least I'm going to make one phone call. Who do I know that would be interested in this data? And it's usually, it's so simple. It's like, well, who do I know who lives in that area? Or who do I know that's interested in that area? That's all. Shoot.

And sometimes I may call another realtor. Hey, I know you do a lot of work in this area. I wanted to run by you. Here's what I'm seeing. What do you see? Well, that's just generating more market knowledge and I'm going to find someone to call. Hey, I wanted to share this with you. This has to do.

And what I would do then is I would like, I would text my friend who lives in that zip code. And I'd say, hey, I just ran a report on. your area and I want to share something really interesting with you. Do you have a quick second? That's my text, right? To my friend who lives in that zip code. And they're going to say yes. Or they're going to say, cool, hey, yeah, can you call me in an hour? It's like, sure. Anyway, so it's generating a conversation because you may want to write this down. I literally, if you were looking at my display on my desk right now, so my screen here, I literally have sticky notes all on the bottom of my, of my, of my,

screen, right? And one of them, and I'll pull it off right here, but this is, here I'll even stick it on my forehead. And I have this in my book. You may want to write this down, but this is your shortest job description in real estate. Okay. So your shortest job description. And I, I, the reason I had this on a sticky note is to remind myself every single day of what my job is. I am in the business. I am in the business of having conversations with people about real estate. That's exactly what this says. As simple as you can say, you can even put your name on it. Yeah.

I'm in the business of having conversations with people about real estate. So what if you woke up every day and when you sat down at your desk, you said, okay, who can I have a conversation with today about real estate? And this is what we're doing with those two hours. We're having conversations with people about real estate or we're figuring out easy and simple and authentic ways to generate those opportunities to have conversations with people about real estate. The more conversations you have,

here's a math formula for realtors. The more conversations you have, the more money you're going to make. The fewer conversations you have, the less money you're going to make. That's right. If you're not making enough, if your income's not high enough,

I would challenge you to double or triple the conversations that you're having. And then call me in a month and tell me what happens. Well, here's the truth of our business, right? We have a hundred day sales cycle more or less, right? And that's dictated by financing for buyers and things of that nature. And so there's very little that we can control in terms of shortening that time. There's some things we can do. But that time is a pretty set thing.

So the question is that that time starts ticking once you have a ready, willing, enable buyer or seller. So then the question is, how long does it take you to generate that ready, willing, enable buyer or seller? And think about, you know, October 1st, which is about 100 days from today. What do you want that to be? What kind of day do you want to have that day? Do you want to be sitting in a title or escrow office closing deals? Well, that really necessitates you kind of focusing today and being kind to your future self. And I love your checklist. And of the kind of things that you should be doing is very simple. It's not complicated. And one really leads into the other and helps you, you know, to your point about doing these CMAs, now you no longer

have to worry about what am I going to say when I call this person. Now you know exactly what to go say. Talk about the market. Yeah. Julie. Can I, I know we're short, short on time. Can I throw, I want to throw one quick fix in. And there aren't a lot of quick fix. There are not a lot of quick fixes in this industry, but here's one. Okay. Okay. If you have not had a closing recently or if you feel like your juju is off, okay? Okay. I'm going to recommend that for seven days in a row, you go preview five properties each day.

And then you're going to post something about it and you're going to call someone about what you've done or saw. Okay. You might even call a friend and say, hey, was touring property? today and I was reminded of that awesome pizza place by your house, come have pizza with me. Okay. That's a legit call. Okay. But here's why this physical activity of previewing five properties a day for seven days a row is critical.

It's because of the kinetic energy that it creates. Yeah. In your brain, the cells in your body believe all of the information that you feed it. So if your juju is off, trust me, we're human, right? Your body is following Q. So we need to create kinetic energy to kind of get you back into the game. And then you're teeing yourself up to have the right energy to build some consistency with that DOR. So take responsibility for that energy and give yourself just kind of that quick fix of getting back into the game and getting your

juju back on track. I mean, that's that's Isaac Newton, right? Bodies at rest tend to stay at rest. Bodies in motion tend to stay in motion. So get in motion. Julie, thanks so much for sharing. Thanks so much for sharing this document with us. If you have not downloaded it, go grab it from the chat, please. It's an amazing tool for you to focus for two hours, four days a week. Come on. This is a great life. Go live it and go succeed in business. Julie, as always, my friend, thank you. So fun. Thanks, everybody. That was amazing. Thanks for us.

I love it. Thank you. Julie Nelson knocked it out of the park. And what I love about this is this is real people talking about real stuff, guys. This is your time to take that business. Find that minimum thing you can do that you can move the ball. And I love the way she's talking about tracking too. I've always been a big fan of tracking because if you don't track it,

you don't really know what you're really doing. So I love a lot of those tips. Replay that one. If your business isn't going well, just replay that one and just do what she told you and your business will start taking on a new life over the next 60, 90 days. Pretty amazing stuff. All right, before we end today, I've got one last thing here left. Horizon 2024.

This is an exciting new thing that we've just put together recently with some incredible stuff coming with Horizon 2024. Join us at the Pendry Hotel in Newport Beach, California on July 15th and 16th for an experience filled with powerful insights, connections, and conversations. This is open to anyone in the industry. This is brand agnostic. If you're in the real estate business, show up for this one. Who, why should we attend this?

Our very own Leo Pereja and Wendy Forsyth will be keynote speakers alongside fellow leaders, Ben Kinney from Place, Emily Paquette from Inman, Tim Heil from Homeward, Tyler Smith's from SkySloaf, each and every one of these people, amazing humans and amazing business people all the way across the board. And I love the texture and the context that they can bring coming from such different backgrounds here. Registration for this event is going to sell out fast. Scan the code on your screen right now and register.

The deadline to register for the event is July. by 14th, the deadline for exclusive pricing and perks at the Pendry Hotel is June 24th. So you're going to want to get on this puppy now. Closing this, when closing this thing out, it's like, just don't miss this. This is a great opportunity for you to learn and connect to fellow realtors and be able to change your business and have the influence from amazing leaders across the board. All right. So with that said, if you guys like this show today, give us a rating on a scale of 1 to 10.

Hit tape, pull out your phone, grab your phone, open that puppy up, and you'll have the ability to see the QR code. Type, type in there. Give us rating on a scale of 1 to 10. 10 being the best and said, we knocked it out of the park for you. It was good. And by the way, also add a comment if you'd like. Let us know what we're doing, what we're doing well, what we need a little bit of work on if you find something or make a suggestion. Happy to have suggestions come in also. We look at these every Monday morning and go over it. And by the way, thank you for the ones that make funny comments. Always make us giggle on a Monday. So thank you for that. And with that said, I'm going to leave you with one last thing. I want to say personally, congratulations to all the

agents in EXP that hit ICON last month. We're going to finish this off today with a video recognizing icons and stay tuned for Iconversations coming up next. See you next week.