KGCI: Real Estate on Air - The 5 Daily Non-Negotiables Required to Sell More Homes

Starting point is 00:00:00 In this tale of two agents, the agent that was able to, in the 90 days, was able to leave a full-time job, that agent crushed it. And then this other agent did not crush it. What was the difference? When we look at our tracking system, which I'll get into as a daily non-negotiable here in a second, the agent that crushed it, they tracked their numbers, they did the work, they did the number of meaningful conversations to be successful and also implemented a legion lever that absolutely does crush it, our expired system.

Starting point is 00:00:27 And then the other agent for the first eight weeks didn't show up at all. Didn't track any number, didn't sit down and honor any sort of new business development time block. And so you can't trick yourself into thinking you're actually doing the job of a real estate salesperson if you're not talking to people. 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 coached 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.

Starting point is 00:01:10 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. What is going on, Real Estate Business Builder? Today we're going to dive into the five daily non-negotiables required for you to scale your real estate business. Quick backdrop to why I'm doing this training here. In our million dollar agent method program, we filmed a testimonial of a member, had a full-time job when they came to us. He worked on high-tension power cables. It actually had a pretty bad accident on

Starting point is 00:01:49 that job and wanted to get out of doing that and pivot full-time into real estate. In his 90-day journey in the million dollar agent method was able to list five properties in excess of four million dollars of volume using one of our lead gen levers our expired direct response system. So that's one one story. And on the same day, we had a member come at us like this didn't work and, you know, I was expecting this or just like a not good experience in our world. And I, I was I wish I could say 100% of the people that come into our world absolutely crush it. It's a high percentage. It's not 100%.

Starting point is 00:02:34 So how could this be? We are multiple thousands of agents into this journey of helping agents scale without losing their lives. We are a systems-based organization. Everything we do is around sustainability. How could on the same day one of our members just singing our praises, right? So four million closed. and they were all at or above 3%.

Starting point is 00:02:58 So that's over six figures using one of our 12 Legion levers, singing our praises, and then a member is deflecting the reason he was not successful trying to put it on us. And this is what you deal with when you're trying to help agents and bringing everything you can, all the resources we can to bear. And to me, it comes down to the daily non-negotiables.

Starting point is 00:03:24 So I'm going to go through these five, daily non-negotiables a little bit in a general sense today if you enter into our world these are very specific and we have the lead gen levers to support the conversations we've got the social media strategies and posts to support the agent brand authority builder and you know we've got tracking tools in place that allow you to make sure you're going to hit your numbers but generally speaking i'm going to go through you know why are some agents just massively successful and why other agents are not successful. So these are the five daily non-negotiables. The first one is you need to talk to people. I'm an introvert. I do not get a lot of energy out of, you know, being around people,

Starting point is 00:04:09 talking to people. When I got into real estate, though, my first coach, and I was coached early on in my journey, I got into real estate in March 2007. I hired my first coach in April 2007. It was just a numbers game. And there are different types of leads. that we generate, you know, some are high, higher quality, right? People that know like and trust you, or, you know, you're having conversations over social media or you're implementing an expired or for sale by owner system or, you know, new construction system or, you know, we've got a whole bunch of others. The bottom line is, though, you have to have meaningful conversations, a certain amount of meaningful conversations every day with the intention to get into a conversation

Starting point is 00:04:50 with a decision-making adult about real estate. And so it could be you reaching out to your database, and you're ending that conversation in, you know, with something as simple as like, hey, Lars, before I let you go, I'm looking to crush my goals and expand my business. And the reason I'm able, you know, to really love on my clients is that I have folks like you that are sending me business consistently.

Starting point is 00:05:14 Who do you know? Maybe a neighbor you want to get rid of. Maybe there's someone at work that you overheard talking about real estate. Who do you know? know buying or selling right now that I can help at a very high level. If you ask that question of people that already know like and trust you, maybe they'll put you in touch with somebody. So that's a simple tactic.

Starting point is 00:05:30 If your goal was to ask that question 20 times a day as a daily non-negotiable, you would be massively successful. So in this tale of two agents, right, the agent that was able to, in the 90 days, was able to leave that full-time job, that agent crushed it. And then this other agent did not crush it. What was the difference? When we look at our tracking system, which I'll get into as a daily non-negotiable here in the second, the agent that crushed it, they tracked their numbers, they did the work, they did the number of meaningful conversations to be successful and also implemented a lead gen lever that absolutely does crush it, our expired system. And then the other agent for the first eight weeks didn't show up at all, didn't track any numbers, didn't sit down and honor any sort of new business development time block.

Starting point is 00:06:17 You can't trick yourself into thinking you're actually doing the. job of a real estate salesperson if you're not talking to people, right? So that's the first daily non-negotiable. You must talk to people. So the second is that you must be social and not that I'm the best at social media or even when I get into real estate. It wasn't as prevalent as it is today. There are very few top performing agents or even team leaders that their social media isn't completely dialed in. And we've got specific types of ways that we've got. go about this for maximum leverage. You don't want to go into social media and just lose your time and kind of just like swipe up and like get mind numbing in a rabbit hole just lost looking at other

Starting point is 00:07:01 people's stuff. You want to initiate conversations. You want to first of all put out really valuable content and then you want to initiate conversations with folks that are engaging with your content. And we have tracking systems around that as well to make sure that the stuff you're putting out is actually getting engagement. We call it our agent brand. authority builder and we use social media as a tool to build authority in your market. The amount of leverage you can get from, you know, building your brand in a way that builds that authority, it's just a massive leverage point. So if you ignore that, you're not going to be successful. So we typically recommend and we have technology that we use to post cross platform,

Starting point is 00:07:43 but, you know, three stories a day at minimum and then one live a day. And we've got different ways. most people are freaked out by going live. Most people don't want to be caught up in social media. This is less than 30 minutes a day, but it's just like anything else that's worth doing, you commit to it for the long term, you make it a non-negotiable, and you'll figure it out and you'll have fun doing it because you'll be actually engaging with people and having conversations with people. And so the goal is to put out the valuable content.

Starting point is 00:08:11 And 80% of the content you put out is sort of just documenting your journey as a real estate agent and all the crazy things that you go through. And then 20% you sprinkle in there, just the fun stuff you're doing, maybe family or you might be into your faith or your fitness or, you know, talking about your future and goals. And we have like seven Fs that we, that we talk through. You're not just completely overwhelming everyone with real estate.

Starting point is 00:08:34 You're just kind of like letting everyone know that we call it becoming the attractive character. So you're gonna want, you're gonna be someone that they're gonna think of and easily reach out to to do a deal themselves or refer someone to you. So that's being social. We call it our agent brand authority builder. The third daily non-negotiable, and I have not met an agent that has succeeded at a very high level, making an unreasonable amount of money in a reasonable amount of time without tracking your numbers. We have a million dollar agent method. We have a lifetime. So if you ever work with us, it's a 90-day implementation program. It's called million dollar agent method.com. Check it out.

Starting point is 00:09:14 If you know you want to take a next step, you'll get a lifetime access to our proprietary tracking system. We didn't build it, but we have exclusive rights to use it with our clients and you get access to it forever, which is awesome. And you basically, it is your entire business tracking system. But it also tracks all of the numbers on the daily that are important. And you can customize it for things like social media or if you're doing, we don't recommend door knocking, you were door knocking, maybe around an open house, which works really, really well. But you can track specific leading indicators in your business and also obviously all the lagging indicators, the lagging indicators where if you take a new listing, if you're working with

Starting point is 00:09:57 a buyer like active buyers, active listings, if they go under a contract, lead sources, your profit and loss statement, all of that stuff. You can form a business plan in there. So you want to approach your business. And I'm talking about these are the five daily non-negotiables. remember if you want to scale your real estate business, not sell like one home a month or two homes per month. You want to get to three, four, five, six plus homes per month, but not give away every evening and weekend doing it. So keep in mind the context here is that do you need to track your numbers if you want to sell one home every other month, which is an average agent sells five to seven homes a year? You do not need to track your numbers if you're just

Starting point is 00:10:38 going to haphazardly go about finding one closing every other month. month, right? But if you want to do a closing every week, you absolutely must plan out your business and bring it down to the daily activities, the leading indicators of your business that are going to produce the results that you want in terms of your take-home income. So that's number three. Track your numbers. Number four, daily non-negotiables. So the first three were business and the last two are more personal slash business, but they sort of help fuel your ability to show up every day and do this work. It's a hard industry that we that we're operating in. The fourth daily non-negotiable is to move your body every day. I have a commitment every day.

Starting point is 00:11:24 So I have five daily non-negotiables and they're roughly organized exactly like this. 45 minutes every day. I'm moving my body. I'm breaking a sweat, a legitimate workout every day. It's not perfect, but it's like 95% of the time. There's been some crazy days where I've traveled Like I went to Africa with my son on a mission trip. And I'm quite sure in that travel day, one of the flights was 15 hours. So I didn't get a workout. That was a day where I didn't hit it. But for the most part, when I'm, you know, I'm in my home office right now.

Starting point is 00:11:55 If I'm not traveling, I've just got my time blocked in a way where I know that I'm going to hit these daily non-negotiables. And the whole concept of having daily non-negotiables is that when you do them on the daily in the long term, the weekly, the monthly, you know, every quarter. and they stack up into years of doing these, you won't even recognize your bank account. You won't even recognize your physical body. You won't even recognize your relationships, right? So everything will change as a result of doing these.

Starting point is 00:12:23 So move your body. If you're not physically fit, it could be just going for a walk, going for a 45-minute walk. You could actually double down on the fifth daily non-negotiable, which I'll cover here in the second, which is to feed your mind. You can knock out, move your body and feed your mind at the same time. So I don't know anyone achieving at the highest levels, not only in business, but in their personal life, that isn't paying careful attention to their body. And we could go into, you know, diet programs and different types of fitness workouts.

Starting point is 00:12:58 The common denominator is that the highest performing individuals, and this is just in general, but, you know, entrepreneurs, people that are getting after it, you're an entrepreneur. You are going out there and you're deciding that you are going to, you know, forego, go a safe, I quote unquote, safe paycheck from a bigger company and you're just going to go 100% commission, right? It's an awesome opportunity, but you got to be ready for it. So move your body. Number five is to feed your mind. Either read. I don't read that great. I listen to books. And so I do, this is one of my daily non-negotiables. It's 10 pages of a nonfiction book. So a business book or a personal development book, I'm reading, buy back your time.

Starting point is 00:13:41 right now, which is the second time I've read it. And I'll, I'll listen to it on 1.5x for about 15 minutes. And so that's more than 10 pages, but it's actually better to, you know, probably listen to it on audible as you're reading it. So think about the compound effect. For you, maybe it's, you know, you're going to do the walk and you're going to listen to a personal development podcast. You are legitimately focusing on a business book or something personal development related. and it's at least 10 pages, which I do about 15 plus minutes of listening. And so you just have to decide what it means for you. And those are the five.

Starting point is 00:14:19 The sixth bonus, and I really should have titled this thing, the sixth daily non-negotiables, this one's probably just as important, if not more important than the other five, is to implement some kind of gratitude practice. There is a physical journal that also you can just use the app. It's the five-minute journal. I think it's F-I-V-E. I've got an iPhone, so it's on my phone. Cool thing about it is you start the day with three things you're grateful for,

Starting point is 00:14:49 and then you end the day with three amazing things that happen during the day. And you can attach an image into it. So the library in the app, the library looks like you have all these images, and you press on the image from that day, and it shows you the things that you were grateful for and the amazing things that happened in that day. Over time, if you implement a gratitude practice, you won't even recognize the psychology shift in terms of your level of contentment and fulfillment will drastically change. On my real estate team, we used to have our new team members do this practice for 21 days.

Starting point is 00:15:29 So in 21 days, you will completely change your psychology and you will have a level of contentment and fulfillment. that you've never experienced before. So that's a bonus number six. I will say the backdrop behind this and one of the rules is that these are daily non-negotiables. These are not Monday through Friday if I have time. If you're like legit on family vacation, some of the business ones you can check out of. I've taken on my five daily non-negotiables because these are going to be a little different for each person.

Starting point is 00:16:00 I'm going to do them every day no matter what. And so it is getting into the routine of not having to decide every day like, hey, is this a day that I'm going to do my non-negotiables or not do my non-negotiables. So ideally, you're going to pick at least five that you're going to commit to every day no matter what. I do think posting on social media, building your brand on social media, having those conversations, those DMs with folks that kind of interact with your content, I think is really, really important.

Starting point is 00:16:26 So I hope this was helpful. Hopefully it was presented in a way where you could act on it. There are some of you that just know you're going to take a next step with us at some point, that next step is not handing over your credit card. It's just having a conversation with us about your business, where you are, where you want to go, what's held you back in the past, what have you tried? If it's a good fit, we'll talk about it. If it's not a good fit, we are not going to have you come into our world if you're not a good fit. We've got plenty of free resources in our free Facebook group, Real Estate Business Builders. But if you know you want to take that

Starting point is 00:16:58 next step, go to million dollar agent method.com. That's million dollar agent method.com. And so much love and respect for fighting the good fight in this industry. And we'll see you on the next training. Be good.

KGCI: Real Estate on Air - The 5 Daily Non-Negotiables Required to Sell More Homes

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