No Broke Months For Salespeople - How to Double Your Dollar per Hour in the Next 30 Days - Jennifer Wehner

Episode Date: November 28, 2024

Jennifer Wehner is the CEO/Team Leader of The Wehner Group. She owns multiple businesses & investment properties and is also a Forbes author. Jen is a mom of 4, a polymath, and a Foodie! Jennifer got into real estate in 2003 as an investor and became the top agent in her office within the first full year of being in real estate. In the great real estate market crash in 2008, she pivoted to working with REO, short sales, and investors, which taught her much about grit! Jen started her team in 2014 and was able to sell 373 homes and over $178million in real estate volume in 2020 We will learn more about Jennifer as she shares How to Double your dollar per hour in the next 30 days. You can find Jennifer from these links down: FacebookWebsiteInstagram  To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

If you take a vacation, do you truly unplug and not check your phone? If not, then after this, in the next 90 days, maybe you can. Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, business people, and entrepreneurs. As you immerse yourself in this show, you'll discover the secrets to unlocking consistent and predictable income. We reveal the new way to persuade human behavior by mastering the art of the teach to sell method. Get ready to transform your approach and achieve unparalleled success. Jennifer Wehner is the CEO slash team leader of the Wehner Group.

She owns multiple businesses investment properties and is also a Forbes author. Jennifer got into real estate in 2003 as an investor and became the top agent in her office within the first full year of being in real estate. Jen started her team in 2014 and was able to sell 373 homes and over $178 million in real estate volume in 2020. We will learn more about Jennifer as she shares how to double your dollar per hour in the next 30 days. Hello, friends. My name is Dan Rochon. I'm the host of the No Broke Months for Salespeople podcast, where you learn how to teach to sell, which is the new way to persuade human behavior.

And when you teach yourself, you're going to unlock consistent and predictable income. You're going to strengthen relationships to achieve self-fulfillment, and you're going to avoid the number one sales mistake to never face rejection again and learn how to use normal linguistic programming to influence and handle difficult people. Welcome to the show. Welcome Consistent Predictable Income community. It's a pleasure to meet with you today. And in the real estate industry, there's no set timeframe for you to grow your business. So whether you're new to real estate or a seasoned agent and wherever you are in your business. So whether you're new to real estate or a seasoned agent, and wherever you are in your business, there's plenty of opportunities for you to double your money now. Today, you're going to join us with Jennifer to learn how to double your money right

now. Jennifer, welcome. Thank you for having me. Thank you for the great introduction. I'm excited to be here. Okay, so today we're going to talk about doubling your dollar per hour in 30 days. But what does that mean, right? And today I'm going to get deeper on each and every one of you about unlocking your creative genius. And one of the things that we learn in like, say, with like the Eastern way of thinking is our chakras. We all probably think about the chakras. We all probably think about the chakras, but it's crazy that as you go through

the chakras, it's all about the higher vibrations always are right brain thinkers. So when you get to the higher vibrations, your right brain, your creative brain, that's where the imagination is. And I like to think of, you know, Einstein was kind of smart, right? But he said logic will get you from A to Z. Imagination will get you everywhere. And so today we'll talk about how to unlock your creativity in a world that's very distracted, a technology-driven world, and, you know, a world full of humans that are, I think, crazier than ever. So today we'll talk about the problems that we all face, the solutions, and then really

how to apply it into the business. And since this is a mastermind today, we'll be able to like really get live, not just questions, but you know, shares of like what's working and what really clicks for you. So I talked about, I don't want to go through my resume too much, but been in the business for 20 years. Our team did a 225 million last year, which was off goal because we all know what happened July of last year. Just craziness.

So we are on track for 300 million this year. I'm an author, an entrepreneur. I have about five different real estate related businesses. Real estate investor is actually what got me into real estate in 2003. Also mom of four and you've heard the rest. We're all on. It's just depending like, how do we build this roller coaster of ours? So I like roller coasters, but I just don't like to live my life like one. So here is a, you know, any let's call her Mary, right? Mary likes to change her hair color. So Mary's here. She's

ready to generate business. She goes to a conference. She, you know, maybe has a marketing spend for social media, whatever it is, she's generating business. She goes ahead and say, she gets a hundred leads today. She, you know, five of those leads are going to be ready to buy or transact in the next three to six months. So she's working those leads. She's getting those escrows. Of course, we all know what happens with those escrows. You got lending, you got inserts and inspection repairs. We have final up. We have all the fun stuff that escrows entail. And then, you know, we kind of let her eye off the ball, but we're so excited because we closed some homes, you know, just, just close excited for my client. And then what happens is, you know, we go back to those leads and, you know, just, just close excited for my client. And then what happens is,

you know, we go back to those leads and, you know, we haven't caught, they would follow it up in a while. We haven't been consistent. And so, you know, we're kind of going to this little girl right here, looking in her microphone, like, Oh my God, where are the leads? What do I have to do? I have to go generate more leads,ting about all the leads that she had generated before. And maybe some of them are gone. Maybe some of them have transacted, but maybe some of them are just sitting in her database still. And here we are at like defeat because it's this constant cyclical.

We all have been there. We get really, really busy. We fall off marketing. We fall off prospecting. We fall off following up. We don't have systems in place. We get really, really busy. We fall off marketing. We fall off prospecting. We fall off following up. We don't have systems in place. We get distracted. So we end up with our pipelines dried up.

And so how do we get past this cyclical hell or hamster wheel, I should say? And what are we missing? We're missing a lack of systems. So if we had systems going along the whole time, we would have never had to, you know, hit that level of defeat, especially over and over again. So the problems we are facing right now is, you know, we heard about the Pareto principle or the 80-20 rule. We just finished a stopwatch challenge on our team because when we really think of what is our highest dollar per activity time, so that's going to be negotiating and that's going to be on the phone making

appointments in appointments, but it's not going to be all the other crap, you know, the responding to email, the appraisal packages. Of course, it's all necessary, but that is going to be the 90% of the time we're spending time with for our lowest dollar per hour activities. So having a plan, which we can deviate and breaking these big goals up, we run our business by the 12-week year. So every three months is like a year. That way we can pivot. That way we know we're on track for our bigger goals, which would be annual three and five year. So with the solutions today, we're going to talk about how you're going to be

able to embrace your creativity, creating smart goals. So not goals that just like sound great, or, oh, hey, you know, that person doubled their business. So I am too, but actually creating smart goals that are going to push us, but are actually attainable. And then how do we optimize productivity? So, you know, if we all have had those days or weeks or years, maybe where we've been like, God, I was so busy, but what did I actually accomplish? So how do we get out of that mode? And knowing that every day we're like, we're no, we're chipping off, you know, every little, you know, rock or stone to be able to tackle our big rocks. So I like to call myself an artist of systems. I realize I am artistic in the manner of I don't like to do things like the rest of people.

But I'm not Leonardo da Vinci. Nobody would pay me to sing. So what am I an artist of? And I realized that I have been a system person since I was a kid. And mainly because when I was growing up, boredom was something I had to fight a lot. And the systems in my head for my imagination of how to get past it, there was a lot to learn. So how I have applied it in your business and in your personal life. So here's a list of business activities. And I broke it down through operations, sale, marketing, and finance, the four big pillars

of your business. And as you can look through, maybe you want to snap a screenshot, you can see how much is entailed in our job. And what things on these lists, depending on your disc style or, you know, what you like to do, what are on here that you love to do, what are on here that you don't like to do, and what are on here that you're actually absolutely horrible at, you should not be doing. So we all need help. It takes a team, whether you have a small team, whether it's you and a CPA and a badass TC, but you cannot go at this journey alone.

It's certainly not one with any kind of sanity. So what do we do with these business activities? We're going to break them up and look at, as you go through each one, what's enjoyable? What brings you joy? What are you, what about your capabilities? Maybe something that like for me, I am never going to be the financial absolute whiz to do my own books, okay? I have a really good CPA.

I pay her every month. They do our books. She explains things to me. I can get my P&L and know what I am looking at. But I am not the CPA. I'm not gonna learn all about the about every IRS. I'm going to leave that to her. Same thing with my operations manager. Some of these girls, they love paperwork. They love being behind a computer and systems for six, eight hours a day. That's not me,

but that's them. So what on this do I not enjoy? What do I enjoy? What can I do more of? And is it my highest dollar per hour activity? Because maybe I like paperwork. Maybe I'm one of those weirdos that loves paperwork. And I hear those from ages from time to time, like, oh, I love to do my paperwork because nobody can do it like me. And oh, I love paperwork. But is it your highest dollar per activity?

Are you moving the needle forward every time you call the escrow officer to see if the wire has been sent? No. First, you find the things you like to do and then understanding what you can outsource. And outsourcing can come in a variety of different ways. So we'll break that up. So what the volume breakdown analysis does, and we do this with all of our agents on our team, is they're going to know really quickly what their dollar per hour is based on their average price point, how many homes they're going to sell, how many buyers versus sellers, your average commission rate. And then based on, you know, by applying this math, and again, we'll do this exercise right

after because it's a interactive spreadsheet and this is just a Canva presentation. But if I know my dollar per hour, I'm going to know when I'm doing something dumb a lot better. So if I know, say, this is my dollar per hour, mine's a little higher. And I think in December of this year was negative. So I don't know how to apply that. But if I make an $80 an hour and I am on Sky Slope and I'm uploading files and I'm spending an hour doing that, what just happened?

That's probably what a 20 per hour job and you could probably have a virtual assistant do it for five. Well, I just lost $60 per hour. Now, maybe I wanna clean my house and I'm better cleaner than my maid, believe me. But if I'm going to clean my house and I, my dollar per hour, say $200 per hour, and my, uh, my cleaner is a hundred dollars for two to three hours. What happens when I clean my house? I lose money. So by literally knowing my dollar per hour, it's not

just professional, but it is being hyper aware and more mindful of how you're spending your time. So understanding the task you love of making the most money, phase one. Phase two is planning your weeks as efficiently as possible through specific actions on the calendar block. And that's what we're going to get in here is get into the calendar time, right? And, you know, I know we all know some people that make it seem like they have 100 hours in the day, but I've done a poll. Every single human only has 24 hours of the day. So a time block calendar, and I'm happy after the presentation to show you my calendar because

on my team, I have a motto, show me your calendar and I'll show you your paycheck. If it doesn't live in the calendar, it doesn't exist. And how many times do we find ourselves being like, well, I feel like I've been spending a lot of time there. Well, I feel like that. Well, our feelings aren't worth crap because everybody has them. Data is going to be the thing that tells you at the end of the day what's true or not. I can't tell you how many times what I thought or felt was completely different than what the data told me. So having a time blocked calendar and by time block, time, yes, but activity block. So if I used to just say this, you can see it's prospecting here with this blue 830 to 10.

If that's on your calendar every day and you don't even know what you're doing, we're just doing it wrong because you don't know what you have no plan when the 830 hour hits, right? But if you have calling past clients every Monday, you know, A to M, Monday from 830 to 10, you need to have a list to know exactly who you're calling. So time and activity blocked. And just back to the action blocking. Think about your perfect day. Think about your Mondays, your Sundays, your Wednesdays. I find it really helpful to have themes. So like Monday is my meeting day. I try to cram as many meetings and front load my week as possible. And as the week goes on, I know my

energy level dissipates. So by Wednesday, Thursday, I am not going to start packing those days hard out. Maybe you're an agent where Saturday and Sunday are your busy days and Monday is lighter. But think of also days of the week and then hours. Like I'm a morning person. So I'm going to front load my days. And I'm going to have, you know, anything that's like the harder tasks, the calls, the things I don't want to do. I'm going to put those in the beginning of the morning because your willpower goes down as the day goes long. And they say the phone gets heavier as the day goes long.

So anything that is going to be your most important money-making activities, place it at the beginning of the day. So as you get that accomplishment, you're gonna be able to be fueled to be able to accomplish the rest of the things you are. And be aware of your energy levels and your own personal time. I also here on the calendar, I block, I have color coded. Purple is like my pretty, purple is my family,

my kids, like date night yoga, fun stuff, right? So put all of that on the calendar. Know like what you get to look forward to. Dopamine is so important. The dopamine system is the most powerful system in our body. So if we can look at our calendar, see the crap we are going to do, some of the things we have to do, but if we can see the things we would love to do, it makes it a lot more exciting. Hey, excuse me for interrupting my own show, but this is really important. Do you want to know how to teach to sell? If yes, I invite for you to visit www.nobrokemonths.com. That's nobrokemonths.com to be able to get your exclusive electronic swag bag

when you pre-order my upcoming book, Teach and Grow Rich. In Teach and Grow Rich, you're going to learn how to increase your influence, avoid the number one sales mistake, you'll learn about that when you read the book, and get what you want. And when you get the book, I'm going to give you that swag bag, which is going to include 11 ways to be able to believe in yourself. If you've ever had doubt before, this document is going to show you the scientific way that you can to believe in yourself. If you've ever had doubt before, this document's gonna show you the scientific way that you can then believe in yourself. The swag bag's also gonna include to you

a document that's gonna show you how to get people to call you back. How to get people to call you back guaranteed will show you the proven strategies to make sure that that call gets returned. And my good friend, Janine Driver, who is a New York Times bestselling author and a body language expert,

is going to give you a chapter of her book, You Can't Lie to Me, so that you can sharpen your BS detector so that you can learn to be able to understand truthful emotions and the difference between that and deceptive reactions. So you're also going to get a whole bunch of other cool stuff in the swag bag.

So visit now www.nobrokemonths.com. That's nobrokemonths.com to be able to pre-order your book, Teach and Grow Rich. Nobrokemonths.com. And I look forward to helping you. God bless. So here's a few of our task management systems. When we leverage, it's not just leveraging off, like say people, I need to hire an assistant. We live in 2023. So it's so exciting. Even your

assistants, every single person, especially on your administrative team needs to be a super user of systems. Asana is like 11 bucks a month per user. It's very cheap. And Asana is like a task management. So every new listing, every new escrow, every like say your email campaign, they can all be in Asana as projects and you can easily manage different users. So say you have an assistant, maybe you have a virtual assistant, you can easily apply the same process A to Z on every single one. So just like McDonald's, you have a systemized process. So every client goes through the same steps every time. Trello is great for project management. I don't use Monday, but some of my colleagues do and they love it. It doesn't matter what system you use, you just have to use it.

And I don't like to use 10 systems. So I'm going to be a super user on the two matter what system you use. You just have to use it. And I don't like to use 10 systems. So I'm going to be a super user on the two to three that we use. I love Calendly. So how many times have you guys texted back? You're trying to set up an appointment. You're like, oh, what's Wednesday look like? Oh, booked. What does Monday look like? Oh, booked. You're going back and forth and they go on appointment and then you go to dinner and the next day you still don't have an appointment. So Calendly is going to let you open up your calendar to anybody and they can go through and book based on your availability. So it eliminates the middleman, including even if it's your assistant booking, she's going to love you for it. Boomerang for Gmail.

You know, I am on a 12 step process getting off email addiction. So I can say that it's hard for me to like, when I see an important email, just let it sit there. So what I do is boomerang it. Maybe I want six hours, maybe I want 24 hours, but if I'm in efficiency mode, I'm just going to go click, click, boomerang, and have that email hit me when I know I'm going to be able to respond to it. And there's probably, there's a lot more plugins for Gmail, but I'm just going to talk about my favorites today. Now, Google Tasks, Google Calendar, I have been living on the Google Calendar for, I don't know, 2011, and I remember when it used to be paper. I don't know, I'm like kind of like,

just like, how do we live before iPhones? I'm the same way with calendar. How do we live before the calendar? And then we use Evernote, SmillaNote, anytime you're taking notes, just like you are today, somewhere where you can have it accessible, shareable, searchable. So important so we can actually remember what we learn. Now, leverage at work. And this is like a huge topic. So I'd love to hear after we mastermind today. Virtual assistants. I've been using virtual assistants in my business since probably 2008, 2009. And when I intentionally started to build my team, it was a 2000, well, 2011, it was 2014. But for three years, I had virtual assistants doing pretty much everything, doing TC work, following up with leads, sending out my emails, putting listings up, all broker compliance. So

they were my first team members. And today, every single administrative assistant on my team have virtual assistants and always, we're always looking to get better and better. Leverage at work social media. So maybe it's a social media company, maybe it's a person, maybe you're going to hire somebody in-house, but having somebody that you can leverage to help you in your social media presence, especially given that it's so, it's growing so fast and it's your online resume and it's going to do so much wonders for you more than any other spend, you know, and like, say like Zillow leads are. I do Zillow too, I love them, but I would

always tell agents to keep up their social media presence and growing. Leverage at work vendors. So maybe you're starting on a team, but think about all the vendors beyond your inspection company, title company, and lender. Think about your general contractors, your movers, your interior designers. Gosh, you can have your local car dealerships where you have your go-to car salesman because how many people after they buy a house buy a car? So that vendor list can be as long as you can imagine. Client gifting.

We have client gifting throughout our escrow process, but we also have client gifting. We have client gifting throughout our escrow process, but we also have client gifting after the transaction to create that lifelong referral client. Follow-up automation. So we can create the same thing over and over, or we create the same thing once, and like it works when we're sleeping. So on your CRM or whatever it is, chat, GBT, AI, how are we leveraging off of technology, AI and systems? And we know with teams,

there's so many human ways. We have operations manager, marketing manager. We have real estate agents. We have to say listing agents, but mostly underutilized is showing assistance. We have, say, listing agents, but mostly underutilized is showing assistants. Now, we have three agents on our team, top team members of ours that have their own dedicated showing agents now. So how do we leverage off of them and we can learn so we can maximize our

profits? We talked about work, but what about home? So as realtors, you know, we're, we're busy. If you have kids, it's crazy, right? So having meal prep, and if you don't want to spend every Sunday baking for five or cooking for five hours, I don't, you know, having a healthy meal service that can come and deliver, you know, your weekly meals so you can grab and go. And you're going to be able to stay healthy. You're going to save your dollar per hour because you're not trying to be a chef. Maybe if you aren't a chef and you can still be healthy. I talked about house cleaners.

Our house cleaner does our laundry. You have not asked your house cleaner if they do laundry. You need to ask them today because I can't tell you how many people I meet that don't have their cleaners doing their laundry. And it's such a waste of time. Maybe organizing your home, Marie Kondo effect. If you are not a natural born designer, I can tell you, we refer a home organizer to our clients and now our team members have been using them. And just the joy that living, that can bring to your living and to your clients.

So important. Um, I love TaskRabbit, um, during Christmas, I think that I had a TaskRabbit put up my Christmas lights for 250 bucks. And I think all the companies were charging 3000, but that TaskRabbit guy can, or handyman can come. You could find lots of different kinds of handyman and have them at your office or house, like within an hour, like 20 bucks an hour to do all kinds of tasks. Nanny homework assistant. My nanny, when my kids were a little younger,

would come in at three, stay till six, help them with their homework, their afterschool snacks. I would come home around five, the house would be clean. And I got to spend my time having more quality over quantity time. I wasn't like running around, you know, yelling at the kids for the messy house. I came home where their homework was done and we got to be able to be intentional. Personal trainer. I love working out. I believe in it wholeheartedly. However, when I was my own trainer, I probably let myself off the hook more than any trainer that's ever lived. Also, I was spending like 30 minutes planning my next day workouts. Again, not the best use of time. So my trainer, I love him. He's hardcore. He talks crap

to me. He's exactly what I need. And I go in there, I come out one hour and that's all I have to think about. And then, yeah, my dad likes to brag that he cleans his, washes his own car. Yeah, I'd be losing $300 every time I did that. So talking about virtual assistants, these are some of the things, and I'm going to go into the whole list here, a virtual assistant can do. They can do so much more. But if you're not, if you don't have a single virtual assistant in your organization today, maybe that's your next 90-day goal. To get a virtual assistant in and start utilizing all of the busy work, and maybe it's you, maybe it's your assistant, saving your dollar per hour for your team. Where to find a VA?

Upwork, MyOutDesk. If you get a good VA, when you go to hire the second one, most of the time they always give you a referral. MyOutDesk is a, that's the right word. It's a great company that you can go through, you pay a little bit more, but they train your VAs for you. And they're specifically in the real estate industry. And so a lot of times you're getting three, five, 10 year experience VAs. These are a couple of our best practices, scheduling one to two weeks over Zoom to review what they're doing. We do start a day, end of day reports.

We set them up on our, well, we use Slack, but there's also GroupMe, WhatsApp, or text. So you can, they are part of the team having a really good communication channel. And just know that anytime you're training somebody, you have to allow them to fail. Don't give up right away. Like, oh gosh, you know, I'm having some barriers. Stay persistent to get over that training hump because that's where most people quit. So just kind of to recap today and identifying where your creativity is. Each one of us brings some different gifts to the table and we're all artists at the end of the day because your art is your channel. So maybe you just love that client experience. That's going to be your creative genius. Embracing being an artist's system. So creating systems and processes.

Think about if you get hit by a bus, hopefully you don't. But if you did, could your business go on without you? You know, if you take a vacation, do you truly unplug and not check your phone, you know, and be able to like go three, five days without it? If not, then after this and the next 90 days, maybe you can. And then action blocking, how good is your calendar? Can you optimize? Maybe you're doing an okay job and it's an optimization game now. Businesses live and die by sales. And if you really want to sell, you have to understand it's not about you. You have to think about the other person's experience

so that you can teach them about what to expect, about what's coming for them so you can earn their trust. And sales thrive on that trust. But how do you build trust? You do so through mastery. And that's where Teach to Sell comes in. So teaching someone shows them that you know what you're talking about, and that leads to sales. So if you're looking to boost your sales, you should focus on teaching, which is why I wrote the book, Teach to Grow Rich,

how to increase your influence, avoid the number one sales mistake, and get what you want. I invite for you to get your copy of Teach to Grow Rich, and you can do so by visiting www.teachtosellnow.com. That's teachtosellnow.com, so that you can have no broke months. The Wiener Group is my team website. But if you want to, if you just want to connect with me and maybe you just want to, you know, maybe pick my brain or, you know, you want some of the resources we talked today,

also on Instagram, Jennifer Weiner, you can always DM me. It's probably one of the best calls to action. Just Instagram. You don't want to be a friend. And it just makes it so easy to connect. Awesome. Show me your calendar and I will show you your paycheck. That's my favorite quote of the day. I love that quote. Thank you for sharing that. And higher vibrations are in the creativity and the emotion. So thank you for sharing that as well, Jennifer. That's awesome. By the way, those of you that do not yet have a virtual assistant, I encourage invite for you to check out CPI virtual assistants and we can help you.

I've also been using since 2009. Jennifer, it's amazing that a lot of what you do is very, very similar. I mean, if you look at my calendar, it looks a lot like what you just showed us, the color coding included, just different colors. I use different colors, right? But yeah, so that's pretty cool. What's the size of your team today? We have 50 agents.

And right now we're netting about five agents a month with attrition. We have eight on our internal team. And then I have 450 in our network. So that is, we have a national network. What's the difference between the 50 and the eight? I understand the 450. So our administrative team. So we have a marketing manager, operations manager, transaction coordinator, ISA, yeah.

All right, so 50 staff, eight agents, basically. No, 50 agents, eight staff. Got it. Thank you for sharing. How do you spend your days? So Monday is meeting day. I meet with my leaders. I meet with my whole team online.

I meet with our network partners and mastermind for our crew right after that. I do social media between that. And then right after that, we have our leadership meeting. And then usually I just have any other follow up appointment. So Monday is pretty loaded. I run my business off traction. So Mondays are our level 10 meetings. Tuesday, we have our team meetings. So every morning, I'm always like planning my day like, you know, have sometimes I'm old school with like a to-do list, but it helps me plan like that.

My big rocks for the day and everything I'm going to do. And it just, um, getting myself in a state, uh, Tuesday afternoon is usually going to be, uh, appointments, recruiting appointments. Wednesday is team coaching. So I mostly coach my team on Wednesdays and, um, and recruiting appointments. Most of my recruiting appointments, I put either late morning or afternoon because that way I can hit the elephant on my calls and appointments in the mornings. And I have my afternoons. I'm naturally, I get more energy from being in, um, in person with people. So the normal afternoon dip of energy

is okay. If I have somebody actually meeting with me and not a zoom meeting. That brings your energy. Yeah. So like, I don't stop zoom meetings in the afternoon. Cause I, I like I'm horrible. So, and then, yeah, um, I take Saturdays and Sundays off. I don't work. Um, unless I give myself like visionary space.

Fridays are usually my more personal mornings, light days, like whatever, like follow-up appointments. And then Thursdays are a big event day. So like any kind of, anytime we're doing big events, anytime we're having open houses at our office, like masterminds, private masterminds, those are usually all on Thursdays. Oh, client events too. So think about the things that you do once and like, oh, okay. Like I'm going to send an email like to my client for opening escrow. Welcome. Here's my, here's my TC. Here's the, here's the lender. So nice to meet you. Like do a really good job, write it up, save it as a canned response. And then now it just,

you don't have to spend the time doing it over and over and over again. And as you kind of work, it doesn't all happen in a day, but if you kind of look at like every single important process in your business, so new escrow, new lead, new closing, what every step you already probably have those, if I gave you a piece of paper, you could probably write them all down. Just make sure that like, as you document one thing at a time, it lives somewhere and you're following it. And, you know, by each time you do one of these at like, you know, over the course of like six months to a year, you will have your entire business documented every single, you know, segment of it. My last aha that I have, Jennifer, is that your energy is incredible. And I can understand your success because you manifest that not just in your actions and your

thoughts and your beliefs, but also within your DNA and who you are. Right. So there's a lot more complexity than just, you know, being who we're going to be and doing what we're going to do, and then having what we want to have. And you're a beautiful demonstration of that. Jennifer, thank you so much. CPI community, have the best day of your life. Be grateful, make good choices, go help somebody and go find a listing. God bless everybody. See ya. Thanks for listening to the show today. I am truly passionate about watching great business owners like you and salespeople to grow. And nothing excites me more than hearing your incredible success stories. And I invite for you.

In fact, I dare you to reach out to me on social, Dan Roshan, and ask me any question, whether you're struggling or just want to share one of those great success stories. And I promise you, I'll reach back to you. So until the next time, have the best day of your life. Be grateful. Make good choices. Go help somebody. And let's connect on social. Dan, you are such a fascinating man.

I mean, he has this purpose in life to help people achieve their dreams, their greatness. And he doesn't just say it. He actually has steps and mythologies in order for them to follow. Our very special guest in Featured Time of Your Day, I cannot even sit in my chair. I'm so excited. Dan Rochon, all the way from beautiful Virginia. Dan, it's an honor to have you on the show. Thank you so much for taking the time. And what I'm encouraging for you is to focus on who you're being because that's your foundation. And when you focus on that, you're going to find that you do activities that are going to lead to the outcome of having whatever it is in this life that you're looking for.