KGCI: Real Estate on Air - One Day or Day 1

Episode Date: September 26, 2024

But a lot of agents just let the personal slip in with the business and they're running personal errands for two hours in the middle of the day. They don't actually treat real estate like an actual job that you show up for at 8 in the morning and you leave at 6 p.m. And you have, yeah, you'll have a break, but an entrepreneurial growth-minded real estate agent, one that wants to grow their business in a very turbulent, challenging economic period that we're going through, which is not going to end. end anytime soon. You have to do that work. And there's no way around it. This industry is going to devour you unless you're willing to sit down and do the work. The real estate industry has failed to create a clear path to time and money freedom. Having helped over 5,000 families in my real estate career and coach thousands of agents to scale their businesses, I know what works and what doesn't. And my goal on this podcast is to share

it all with you, the good, bad, and ugly. of building a highly lucrative lifestyle business so you can focus on what truly matters in life. You won't find any hype or fluff on this show, just real world tactics and strategies that get results. You just got to do the work. Hey there, welcome back to real estate business builders. This is going to be for you today's episode. If you struggle achieving your goals, if you succumb to the fear, uncertainty, and doubt that

is running rampant in the real estate industry in our world, and it's inspired by something that my daughter said not too long ago to my wife. And it was just an interesting moment. I forget exactly, and I had made a note, this is a couple months ago. And then today in church, the same message was delivered. So I had to come right home and lay this down. And it was something to this effect. I wish I can achieve this thing.

But my daughter said, well, you know, it's either one. day or day one. And it came out of her mouth without any hesitation. So essentially, it was not sassy. So it wasn't disrespectful, but apparently my daughter, who's 13, she must have heard this expression somewhere. And when you think about it, when we're not achieving in an area of our life, if your real estate business isn't where you needed to be, or your relationship with your spouse isn't where you need to be, or your physical body, you don't have the energy to push hard in business and then still show up at the end of the day, you know,

engaged and energetic with your family and being able to do the double win, the win at home and the win at work. It's likely that you're probably making an excuse. And it's okay. You are where you are. Everything you've been through is the fuel for future growth. At the same time, though, look at the areas of your life that matter and ask yourself the question, are you just waiting for

something to happen to give your permission to start going down the path of achievement? And so many times I see, you know, agents that are struggling and they're just not doing the daily work, you know, so all we can really focus is on today. And the message at church today, and this is regardless of your faith, but the message was it was the same. same message. You know, one day when was was the concept. Like we all, you know, tend to say one day when, you know, my real estate business is, you know, where it needs to be, I can afford to get a bigger house or take the family on vacation or pay down the debt or whatever. You know, one day when, you know, whatever, I have enough money, you know, all the things we worry about. And, and the pastor pivoted the

message and said, one day when, W-I-N. So instead of saying one-day-when, you know, the one-day-win is that just do the things we need to do today so that incrementally we will be in a better place in the future. And so many times, and I've been through it, we do these grand gestures in business and in our relationships and for sure in our physical bodies. right we we have these new year new year's resolutions where we're like i'm going to start working out and then you go to the gym once and you get you you you crush it for two hours you do every exercise that there is and then the next you know three four days you can't even like take a poop on the potty without your legs being like i don't know if you've ever been there i've certainly been there and it's not about the grand gestures you know it's about the one day wins

And it reminds me of a book, probably one of my favorite books. I think everyone needs to read it, you know, once a quarter, probably. We're the results. So our financial situation now is the results. It's the result of the choices we've made with our time, which all these little habits. So the book is atomic habits. Atomic habits are the little habits that lead us to something better in the future. So the one day win in business is that we can do our best.

this next business day to control our morning, right, to just sit still for as many hours as possible, first thing in the morning and generate new business. This is the thing, right? There's no magic around it. You need to structure your days. Your one-day win has to include that time in the day where you're just generating new business. And then, yeah, maybe after three hours of doing that, you know, you can take a little break and then you do your lead follow-up, which is a critical part of, of new business development.

Right. So your one-day win is just focusing as long as it takes to build the muscle to be able to do that one thing. And then your business is going to start to take care of itself. We used to joke on our real estate team, you know, real estate agents, it's like hurting cats. You know, so if I can keep these cats in one place for as many hours in the morning as possible, so from 8 a.m. to noon, if I can herd these cats to do the actual work of a real estate salesperson, which is generating new business, I've got a shot. They've got a shot at going out in the afternoon and meeting with new clients and selling homes, right? But if you can't develop the discipline around that one thing.

The one day win in business is focusing for as many hours as possible in the morning so that you have a shot of generating enough business where your financial issues will take care of themselves. And this has nothing to do with the real estate market. The real estate market, all the fear, uncertainty, and doubt. It's just an excuse. For the most part, it's an excuse, right? I'll talk to someone that says, I'll ask them, you know, so what's your, what's your biggest

challenge in your business? And they'll say, well, interest rates and there's no inventory. I'm like, okay, so the biggest challenge in your business are two things that you have no control over. You know, and I won't ask it that way, but essentially we figure out, I said, no, let me ask it a different way. What, out of the things that you can control, what's the biggest challenge you're having your business. And then the real conversation starts. The real conversation is that, well, you know, I'm not generating enough leads. I said, okay, so let's talk about that. What do you mean by that? Well, I tried, you know, this company came in, true story. They charged me $10,000. They were going to generate all these leads and build funnels and literally not a single

closing from it. And then, oh, this other thing I tried, you know, it was a, true story, AI listing appointment setter, AI bot. They were going to call, you know, whatever and set appointments and it didn't work. I'm like, really, really. An AI bot calling, you know, circle prospecting didn't work. Like, who would have guessed, right? But all of those things, and I'm being a little bit, you know, tongue and cheek, all of those things are so that you, so that you, so that you,

the agent in our industry doesn't actually have to do the job of a salesperson. And like it or not, the only way to succeed in this industry, and there are different ways to do it. Now, I was never a cold caller. Even the 12 lead gen levers we have in real estate B school, none of them are, you know, cold calling. Right. So I'm not a cold caller. I don't really think it's the future of business necessarily. It works. They're agents that use it and it works really well. Most of what we teach is attraction-based marketing. But you still need to actually sit down and follow up with the leads that were generated. And when people are coming in asking for information on your different programs, your different real estate programs, you need to still time block to make those

contacts, to have those meaningful conversations so that you can set appointments the right way, qualify those appointments, get them pre-sold on working with you, and then you sit them down for buyer consultation or a listing consultation. You sign them up as a client. You deliver on the promises you made in the sales process, and they have such an amazing experience that they're singing your praises and they bring in future business, right? That's the whole game that we're playing as a real estate agent. But it starts with the simple fact that you need to be willing to do the work, the actual work of a salesperson. And it's the one day when.

It's not one day when, you know, everything works out. Like my family's put together and my marriage or my whatever, then I'll be able to, you know, focus on real estate. You've got a time block. I mean, I know that your personal life is really and really important, but a lot of agents just let the personal slip in with the business and they're running personal errands for two hours in the middle of a day. they don't actually treat real estate like an actual job that you show up for at 8 in the morning

and you leave at 6 p.m. and you have, yeah, you'll have a break, but an entrepreneurial growth-minded real estate agent, one that wants to grow their business in a very turbulent, challenging economic period that we're going through, which is not going to end anytime soon. You have to do that work. And there's no way around it. This industry is going to devour you unless you're willing to sit down and do the work. Right. So a little bit of a tougher message to hear. Nobody wants to hear, you know, like my wife didn't want to hear from her 13-year-old

daughter, you know, hey, mom, it's either day one or one day. You know, one day, I'll do this. One day I'll do this, right? Tomorrow is your day one. Whenever you're listening to this, tomorrow is your day one. And it could be your day one that you're going to go for a 30-minute walk. Every day I'm going to go for a 30-minute walk. It could be your day one where I'm going to slow down a little bit with my spouse and I'm

going to say something kind to them. I'm going to give them a hug every day. And I'm going to tell them that I love them. And even though things are hard right now, we're going to get through this together. It could be your day one where you're going to have a little bit of more interaction with your children if you have teenage children. They're hard. I've got two of them.

It could be your day one in your business where you are going to sit down and get organized. Time block your calendar. Block out your mornings for new business development. Block out your afternoons for appointments with the buyers and sellers that you're setting in the morning, right? Time block in your calendar, your weekly planning session, right? This is your day one. You can't skip all of the. the work. You know, I find, I know what the exact expression is, but it's something like,

you know, we overestimate what we can do in a year, but we drastically underestimate what we can do in three, five, or ten years. Right. So think about that. We're like, okay, I'm going to go sell, you know, two homes a month or three homes a month next year. And instead of building a plan, you know, three years from now, I'm going to sell four homes a month. And then we just get to work on that plan and we do the actual things every day that will lead us up to that, we just, we have these goals that aren't even in alignment with our actual habits. So getting back to the book, there's a part of the book Atomic Habits by James Clear. It's this concept of you're just, you just need to get 1% better every day.

So you don't need to go out and work out for two hours. you just have to go for a 20 or 30 minute walk. You don't need to, you know, like I did when I wanted to get in shape, I signed up for a marathon. You don't have to sign up for a marathon. You just need to do a little bit every day so that over time, the compound effect, will leave you in a place that you won't even be able to recognize. So for some of you, that's the message I had today. It's nothing sexy or, you know, hopefully it's a little bit inspirational. Some of it's common sense, but a lot of us are.

missing the fact that all we can control is what we're doing today. So it's just simply to take it one day at a time. So if you're at the point in your journey and you've been following us for a while, or you just know that you need help with the structure and cadence and accountability and, you know, you don't know how to build lead gen levers, you don't know how to build lead conversion systems or, you know, consultation frameworks or lead nurture sequences or any of that stuff, go to million dollar agent method.com and watch that seven minute video. And if it inspires you to take the next step, all I can offer you is a conversation. We call it a strategy session. So go to million dollar agent method.com and I'll see you on the other side. Be good.