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And today, what I'm going to share with you is exactly the energy level that you want all the time.
You want that energy level, like going through a roller coaster ride that hits that high and remains at that high all the time.
Unfortunately, real estate is not always a game of just highs.
It's a game of highs and lows.
You see, when we're running in real estate, we have this long, tedious task of getting up to the top.
It's a slow ride.
And if any of you have been on a roller coaster ride, I'm sure you have felt that exhilaration.
You're sitting there waiting for it to go kachachach chag, kachachg, all the way up to the top.
The excitement is slowly building that energy is getting there.
And then you get to the top.
the view. It's amazing. Everything feels fantastic. And then a split second later, you're looking over the edge
and this exhilaration, this excitement starts to come into you. Now that can be a positive or
it could be a negative. The positive is if you understand the roller coaster ride,
you know that by the time you hit the bottom, it's going to give you an easier path up on the other side.
However, if you're new to real estate, all you want to do is get off.
Now, I had a couple of photos of people that have coming down roller coaster rides,
and the expression on their face is timeless.
It's unbelievable.
Some of them are so scared that they literally pass out.
And you can go and Google how many people actually pass out when they go on roller coaster rides.
And that's exactly what can happen in real estate.
You can go down that roller coaster ride.
You can pass out.
And ultimately, what I mean by passing out is you actually don't want to be on the ride.
You want to get off.
You just want to get out of this real estate game.
And what I'm going to share with you today is what I refer to as the six levels of mastery.
Now, these six levels of mastery are very straightforward.
They are very, very simple.
So let's have a look at the very, very first.
Now, the very first, even if you are brand new to real estate or have you been into real estate for 20 years, you can still adopt what I'm going to share with you today.
The very first level is making a declaration.
This is the first level.
And this is something that I discovered how much.
many agents don't make a declaration to themselves. Now, what do we mean by a declaration? It's
setting a goal. It's writing it down on a piece of paper. It's not just saying, oh, I'd like to make
a million RAND this year. When you say it verbally, the chances of achieving it become so small.
When you write it down, you improve that chance by nearly 60%. When you write it down and you share it
with somebody, it takes it up to almost 87% chance of achieving that goal.
Because when you write it down, you're writing down a declaration of commitments.
You're writing a declaration that becomes a smart goal, specific, measurable, attainable,
realistic, timebound, something that we will share with you in future sessions to make sure
that when you are setting these declarations, they are not unrealistic.
and they're not something that is someday.
So it doesn't have a time factor and that measurable.
So to give you an example, it's to say, I want to, and most of us write down a RAND value.
How many appointments?
This is one of the key elements that I've actually shared in a declaration.
How many appointments do you want to set for yourself in a month, in a week and in a day?
But setting out this declaration is so, so important.
When I sat down with the agents and I actually get them to write out this declaration,
a letter to yourself confirming this is what I'm going to do and this is how I'm going to do it.
It is that first level.
It's the level that most of us go, I don't really need to do it.
I promise you now, after this session, even if you've been in the real estate game for 20 plus years,
write yourself a declaration. Write down a very short paragraph on what you want to achieve.
How many appointments? How many calls? How many listings you want to do? How many offers you want to
take in a month? What is it that you want? Write that down. Have that piece of paper. Stick it in
your office. Put it up on your desktop. Put it up on the screen. Put it on the fridge. The bathroom mirror.
Read that declaration. Giving yourself the reminder, this is what I need to do.
So, so important.
Just by doing that, you're going to be hitting in the right direction.
So number one is setting out that declaration, make that declaration.
Number two is the 90 days of execution.
It says 90 day cycle that we run through.
So whatever you've written in that declaration, you need to commit to it for 90 days.
Not just nine days, not one week, not one week.
Not one month, 90 days.
It's commitment.
Does it get boring?
Absolutely.
But for those of you that have been in real estate for a long time, when it's boring, that is when you make more money.
And that I can definitely share with you.
I've had clients saying to me, Stuart, I can't do this every single day.
Man, I'm like falling asleep when I'm doing it.
And I say, well, look at your bank account.
doesn't your bank account wake you up every day?
Doesn't your bank account give you that privilege, that honor to go out and do things in your life?
And they go, yes.
Well, yes, it could be boring.
But you need to consistently do it for 90 days.
This execution is so, so important.
You will actually see in future sessions how the cycle in the real estate game always reverts back to that 90-day cycle.
make sure that you commit to 90 days.
If you don't, you're actually going to start to see how your business starts to decrease.
And it's so vitally important.
I want you to make sure that you commit to whatever you're written into your declaration for 90 days.
That 90 day period will change everything.
However, that's only at level two.
You see, at level three, we start creating.
this momentum. And what momentum is, is you start getting into people phoning you and setting up
appointments. And you find that every single day, you're making maybe three to five phone calls.
You're setting up and going to one to two viewing appointments. You're getting buyers coming through
to your property on a regular basis. And you find that you've got this momentum just rolling all
the time. And then what you do is whatever you've written in your
declaration, you think, oh, I don't need that. Bearing in mind, that declaration is the fuel.
You see, if you stop for seven days, those activities that you wrote down in your declaration,
that momentum slowly starts to decrease. And then it slowly starts getting to a point where it hits
rock bottom. And when it hits rock bottom, guess what? You've got to go back to level one. You've got to
reread your declaration. You need to identify, was there something that I put down? It's just
too complicated. It's too vague. I need to be more specific so that you can go back into that 90-day
cycle and start creating this momentum again so that you start getting into that business,
start making those calls, start getting those appointments, start getting those buyers,
and then you start getting into the momentum of taking offers and that you continue. But there's
something that happens to all of us in real estate. It's when we have those clients, those buyers,
those sellers, those landlords, those tenants that give us that verbal abuse of notes where they
take you and they rip you apart with their words. It hits you deep. And this is when you could
actually fall out of real estate for nearly 30 days. And trust me, I've seen it. I've seen agents where
they use the excuse, I'm going on holiday, but all they're doing is they're hiding. They are
removing themselves from the real estate activity for 30 days, and they're not doing anything.
They're not making any calls. They're not going in any listing appointments. They're not doing
anything. At that point, their real estate business has been whitewashed. They're going back
to level zero. And when that happens, you don't.
don't only just reread your declaration. You have to rewrite it. You go back to the very beginning and then
you start in that 90 day cycle again to try and build up that momentum. Now that 90 day cycle is
that journey when you're going up the actual roller coaster. That 30 day is when you're coming over
the edge and you have a client that suddenly gives you that reprimand that can destroy you. And this is
where I'm going to open the invitation. If you ever have a client that talks to you and
breaks you down, I want you to reach out to me with immediate effect. Doesn't matter.
Give me a phone call, send me a message. I want to make sure that we do not go past those
seven days. I will help you through that particular journey to get you up the other side.
So bearing mind, I'm here to help you. I'm committed to help you. Plus, with our team,
around us. So if you ever have that, I want you to reach out to me. But when they break you down,
I'm here to help you. So that's absolutely important. This is in that momentum stage with so much
happens and you've got to carry on. You've got to work through it. Now when you're getting into that
momentum stage and things are starting to turn and it actually starts to feel great,
you start going to level four. Level four is what we refer to as stabilization.
stabilization is where you start to identify your business. You start seeing how things are working.
And it's at this point that you need to start doing three things. The first, you need to start
creating checklists. Checklists so that you don't forget. A simple checklist is, if I phone a client
and they set up an appointment, what do I do next? Do I prepare a CMA to send to them?
I add them onto my database. It's a simple checklist that you start going through. Very important
because level six, you will see how this will take you to that next level. So the number one is
setting up those checklist. Number two are the systems. The systems is how you flow, how you
start going through it. I use checklist one. Then I go into this particular tool and then I go
into this particular system. So these systems are so, so important as you're going through.
And the third element is no hiding. You think that the business is going well. You don't suddenly
just disappear. You carry on with your communication. Your communication with your admin staff,
the communication with your team, communication with your buyers, your sellers, your landlord,
your tenants, your communication actually steps up a level. So we, we're
you get to stabilization, you need to make sure that you've got these checklists in place.
Because this is going to give you this nice solid foundation to get you up to the next level.
You need to make sure that those systems, those tools, those models, all of that you use
is in place.
If you've got any kind of CRM system that you use outside of our tools, make sure that it's
in place.
You get all of that in this particular phase.
Stabilization really is how we make our business solid so that that roller coaster isn't like an up and down.
What actually happens, it starts to become just a small little wave.
And that's ultimately what you want.
You want it to become these small little waves.
Once you're getting into this particular point, you then step into the realms where I've seen agents, we refer to them as mega agents.
We refer to them as the top teams.
We refer to them as the people that we want to be like.
And ultimately, where they're at is they're into this little place called the Quantum Leap.
Now, what Quantum Leap is, it's where your business, on average,
maybe you're doing one or two offers a month.
You're hitting every single week.
Maybe you're doing six to ten appointments with new sellers.
every single week, quantum leap is suddenly your appointments jump up to five appointments a day.
You're doing two to three offers every single week.
It's this spark, it's this jump.
Trust me, you're going to experience it.
And when you do, it's in a rush.
It is absolutely amazing.
However, what we need to do is we need to find out, is this quantum quantum.
leap just a little spike. So for instance, if we think of what happened just after
lockdown in 2020, for those of you that were in the industry, that quantum leap that we
experienced from the end of July to the beginning of December when the interest rates were
rock, rock bottom, we were selling properties left, right and center. For a lot of
agents, they took that as the norm. What they didn't realize is they didn't readjust. They didn't
readjust their business to that particular norm. And when everything stopped, their business went
from hero to zero. It just collapsed. And what we need to do is we need to make sure that that
doesn't happen. So what we need to have is we need to have and play something that when we suddenly
experience this massive spike in our business, in fact, what we do is we go back to level four.
we go back to our stabilization.
We re-look at our checklist.
We re-look at our tools and our systems.
We make sure that our communication as a higher level
to make sure that it is geared for the higher level of business.
Also, what happens is you receive so much business
that you can't handle it.
You don't know when to make that next hire.
You don't know how to communicate with all your buyers and sellers.
and you start dropping the ball and trust me, that's when you have a client that reprimands you.
It's at this level that you'll be reaching out to me, you're going, Stuart, I don't know what's happening.
I'm lost.
I've got 12 appointments today that I can't get to.
I've got to sign up people for two offers.
Today, I don't know what to do.
And you start dropping the ball and then you disappear for 30 days.
your business was at an absolute high and because of there's so much coming towards you, you stress out and it crashes and you go right down to the bottom again.
And this is the moment where you reach out to me and that's why I've got your permission to help you to get you to this next level.
This is so, so important.
Now, Quantum Leap can be a simple little spike where you then adjust it.
But before you earn the right to go to level six, which is where every single one of you want to be, and you're going to say yes, I know for a fact you're going to say yes, you've got to go through at least three to four of your 90 day cycles.
So level two, you've got to repeat that three to four times to make sure that it's not just a simple spike, that your business hasn't just gone up.
and down and then you're sitting at that same level again. You run it for three to four cycles.
So that, in essence, is nearly a year. A year of doing, I know it sounds boring, the same things.
When you look at your bank accounts, I promise you, you're going to love it. Absolutely love it.
You get to level five. You have that quantum leap. You jump back to level four.
you redo those checklist, those stabilizations to make sure that you've got that strong foundation,
you run it for three to four cycles. Each cycle is 90 days. You're then going to start getting
into what we refer to as level six. And trust me, when you get to level six, you're going to love it.
Level six is the passive business. You see, you've already.
created the systems, the tools, the models. You've already got to a point where you have
employed admin people. You know who your next hire is. You've started to build the structure
beneath you where ultimately you've got agents that are going out, they might be at level
one making the declaration, they might be at level two in that 90-day cycle, creating it
into level three, which is the momentum underneath you. And we're
when their success starts to grow, because they're within your team, guess what? You're
starting to benefit from that passive income that's starting to come through. You see, you've set the
path. You've set these levels of mastery for your team ahead. And ultimately, what you'll get to is when
your team grows, you will always have your finger on the button. You will always be working on your
business. But you'll find that the time in the business, which is that day-to-day meeting with
clients, will actually become reduced. And your income levels will actually go through the roof.
You will actually get to the next level of mastery, which is running those teams, running the
business where you're working on. And we have a separate session that actually helps out,
especially people that get to teams on how to look at level one.
How to look at level two and how to grow through all of those particular processes.
The beauty.
You can do it in 12 months.
The shortest period that I've had an agent do it is they did it in nine months.
Their commitment was doing three hours of lead generation or prospecting in the morning.
They do another three hours of networking, networking with past buyers and sellers.
and they've actually got their team that they've got in that is setting up buyer appointments,
setting up, setting up those sellers to sign up mandates and so forth.
They are running a business where the income that they are generating is through the roof.
So this is absolutely where we're getting through.
You see, when you're just getting your business right up there,
there's this particular slogan.
There are these words that really,
will sing true to all of you. Real estate is a lonely, lonely business. If you're sitting by
yourself and you are not getting out there, real estate is a lonely business. You need a team of
people around you. That is why we have these sessions. This is why it is so important. If you see
that there's a networking event, if you see that there's an online session, take the opportunity
to get on. We are here to help you. There are agents in your suburbs get together, meet each other,
work together as a strong team. Don't become that lone rider. It becomes difficult.
And ultimately what you're going to get to is you going to get that team around you,
which will be your internal team, your team of administrators, your team of buying agents,
your team of selling agents, your own transaction coordination,
That come into yourself so that you can start to build up your business.
Get that team structure going.