No Broke Months For Salespeople - Relentless Agent Productivity: In Business & Personal Life

Episode Date: July 13, 2023

Tamra Simons is a Certified Mentor and a Top Producer in Utah. She's also a John Maxwell Certified Coach and Trainer with Explosive Impact Real Estate Mastery, which she founded in 2019.Tamra began her career in real estate 17 years ago in Utah as a full-time Real Estate Agent building an international real estate team.In this Live Interview with Tamra, she will talk about how to increase your productivity in both business and life.--To find out more about Dan Rochon and the CPI Community, you can check this link:www.NoBrokeMonths.com --Stop 🛑 wasting your time ⏳ or spending too much money 💸not getting the results you want in sales; I would love you to join me for the upcoming 3 More Listings Event.You will learn how to find YOUR Way to having closings every month.www.get3morelistings.com--Get your free copy of the Real Estate Evolution here:bit.ly/RealEstateEvolution_GetYourBookThis book shows you the step by step on how to:Step 1: Believe in your unknown potentialStep 2: Deconstruct persuasion techniquesStep 3: Find a business and get hired consistentlyStep 4: Be proactive in the relationship with your clients.Step 5: Learn and implement the exact steps to hire, train, lead, and train virtual assistants so that they can build, support, and guide a winning team to scale.And if you’d like to have a consistent and predictable income, like this page, and don’t forget to join the Facebook group to network with the top agents:https://www.facebook.com/groups/thecpicommunity/ 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

You have to realize that you can't attach yourself to every single deal, personal or not. You know, we can be friends at the end of the day, but during this, this is a business transaction. Welcome to the No Broke Months for Real Estate Agents podcast. Working as a real estate agent can be incredibly rewarding and fulfilling, but it can also be frustrating if you aren't making the money you deserve. So if you're ready to end the stressful cycle of working hard for no results, then get started with a proven step-by-step system so that every month is no broke months. Tamara Simons is a certified mentor and a top producer in Utah.

She's also a John Maxwell certified coach and trainer with Explosive Impact Real Estate Mastery, which she founded in 2019. Tamara began her career in real estate 17 years ago in Utah as a full-time real estate agent building an international real estate team. In this live interview with Tamara, she will talk about how to increase your productivity in both business and life. My name is Dan Roshan. I'm the host of the No Broke Months podcast, which is a show for real estate agents to help you have no broke months. Thanks for joining me. Enjoy the show. Today, I'm joined with Tamara Simons, and she's going to talk to us about how to have relentless agent productivity, not only just in business, but also in your personal life as well. Welcome, Tamara. Thanks so much for having me. You're welcome. I'm excited.

Yeah, this is going to be great. So, Tamara, so tell us before we jump into the topic today, I'm curious because you have a lot of experience doing this. What is the, like, what's the biggest lesson? The number one thing you'd say you've learned in real estate sales that'd be useful for the audience to hear? Is to have a process. Okay. You need to have a process. You need to know what you're going to do before you do it.

Imagine that. Yeah. You know, that's one of those hard knock rules I learned early on. Yeah. Is without a process, you have no idea where you're going. Yeah. You have no idea what you should be doing. So you definitely have to have a process. OK. Sounds like you're already a badass CPI agent. You're a cousin. You're a cousin. There we go. So, Tamara. So. All right. So let's talk about relentless agent productivity in business and personal life. What does that mean to you? You know, it's actually, it's a book I wrote two years ago. And it based on, you know, getting your productivity so that it becomes a natural process.

So whether you're being productive in your business or in life, they coincide together. I mean, if you have a chaotic personal life, your business is going to be just as chaotic. Of course. Yeah. You know, so I found that, you know, writing down your goals in order to put them in action, it also frames the brain so that it's like right there in the forefront of what it is that you're wanting to do at the same time, making time to do it. And so how do we become relentless? I think you have to decide what's most important to you. So if, if you're, you know, gearing towards being successful in real estate or in, you know, whatever profession you might be in, if you don't have goals set for yourself and you don't measure

them, you will never make them. Right. Yeah. You'll get there. You just don't know where you'll get. Yeah, exactly. Well, and those goals that you're pushing for, if you haven't, you know, completely outlined them so that they're a true vision, you'll never hit them because you don't know where you're going. So let me bounce this off you. Let me bounce an idea off you. So the way that I set goals is understand where am I at today? Where do I want to go? What's the rules of the game? And now what's

the first step to take that's going to result in the, you know, in the biggest, the biggest outcome for me to then take the next step. And then once I know what the first step to take is, boom, now I take that step. And that's what I continue focusing on until that step is complete and then it's time for the next step. So you have to have a clear focus in order to know what that first step's going to be. So if you can't visualize, okay, I need to get from here to here

in order to make this happen. And so if you can't do that and you don't have it, you know, in your absolute mainframe, then you get lost in that whole shuffle. You can't get to the next level. What about for people who just have a hard time doing that? Then they need to hire a coach. you know have some accountability in there somewhere you know in order to help have someone because in life you can't do it alone there's there's no way you can survive this game of life all by yourself you have to have a tribe that helps you get to where you're wanting to go

yeah if you don't have that tribe, then, you know, I'm sorry, you know, Rome wasn't built in a day and it wasn't built by one person. Got it. Got it. So what's the biggest thing that you think gets in somebody's way of, of falling, you know, to say, okay, I'm going to set a goal. I'm going to have clarity on what to do. I'm going to take the first step and then the next. What do you think gets in their way? Their mindset. Their mindset. And then what does that mean?

You know, if you, okay, in real estate, we always talk, you got to have a thick skin because it's not an easy game to play. And unfortunately, so many get into the business thinking that this is easy. Yeah. And then they get in there and they realize, oh, hell, what did I do? You know, it, this is not easy and this is not easy money. You know, you have to have a thick skin and life. I think you have to have a thick skin because you're going to have a roller coaster ride. And so if you can't keep your mind focused on, okay, there's a learning lesson behind what it is that I'm doing. Or whatever is, you know, being thrown at me at this time.

Because I get wrenches thrown at me all the time. Yeah. And if you can't keep a strong mindset that keeps you going, okay, there's a lesson to be learned here. This is what I think I'm supposed to be learning. And you just keep moving forward. I want to talk about thick skin for a second because there's layers of skin, right? So this analogy will work really well. But there's layers of challenges that we come across as real estate agents that are rejection.

There's the rejection just out of the lane, like, don't call me. There's the rejection of somebody who hires somebody that maybe your best friend hires somebody else. That's rejection. There's rejection of you're three days before closing, and it's the biggest deal of your life. And you you're two months late on your mortgage and and the deal falls apart. That's rejection. Yes. You know, so it's like these layers of, you know, rejection. I guess that you don't get to the deepest tissue without passing through the outer tissue. So it's getting comfortable with that minor

rejection of, Hey, don't call me, but there's still the, you know, there's still rejection that goes past that. Where do you think most agents get stopped? I think they get stopped at the first one, you know, okay. My best friend or family member didn't use me in this transaction. Then you have to figure out why. Why didn't they use me? Did they know about me? Did I provide enough value? There had to have been a reason why I never crossed their mind.

Or maybe there's not a reason. I mean, I guess there's a reason, right? Maybe that you crossed your mind and they said no. You didn't get enough value. Yeah, which would be the value. Yeah. Because if they saw you as the resource, then there wouldn't be a conversation. Right.

Because I think that comes down to value. If you're always me, me, me, me, me, instead of finding out exactly what it is that you could solve for them, then you haven't provided enough value. Yeah, I guess for me, and yeah, it's 100%, you know, providing value, but not being attached to it, though, because I think that's where a lot of agents get, you know, it's like, well, I thought I provided them a lot of value, or they go to justify that they did provide enough value. And then get upset they get their feelings hurt they get pissed off whatever the case may be because it's like what the heck I invited them to my quiet appreciation party they came and they drank wine with me and they still use Joe Schmo right and there's this like there's this thing

that goes on in our heads so how do you deal with that if that's the case? Well, you have to realize that you can't attach yourself to every single deal, you know, personal or not. You have to remember, and I've told Mike, I can't tell you how many times I've told my clients this. This is a business transaction. You know, we can be friends at the end of the day, but during this, this is a business transaction. Got know, we can be friends at the end of the day, but during this,

this is a business transaction. Got it. Got it. So it has to come from that point, because if you get to where you're attached to the outcome, when it falls apart, you're crushed. Or if you end up in a nasty negotiation session within that transaction, you know, then you're like, I am never doing real estate again. This is not my career. You know, then you let it beat you up. You just cannot be attached. Hey there, it's me, Dan. Excuse me for interrupting my own show. I want to tell you about a coaching client who I have called John. And John was recently working with some buyers who they ended up writing 12 offers on 12 different homes, none of which got accepted.

And that could just be frustrating. But even worse than that, those buyers ended up becoming renters because they rented a home. And guess what? They went directly to the rental they didn't even use john for his services when they rented if i just described an experience that maybe you can relate to and if you're struggling right now because interest rates have risen so high and the inventory is so low right now it's just so tough to work with buyers. And if you want to learn, instead of working with buyers, how can you take three more listings right now? I invite for you to an upcoming class that I'm hosting. It's online. It's free. You can join me at www.get 3morelistings.com. That's get3morelistings.com. And I will show you the exact techniques and tactics that my students are using to be able

to get three more listings every single month. So that's www.get3morelistings.com. And you can save yourself a seat. It's free. It's online. And I look forward to helping you get more listed. So I know that you are a certified trainer and coach with John Maxwell Company, John Maxwell certified coach. If I were to have a conversation with you and I'm your client, it's day one, second one of our relationship, either what would you ask me or what

would you want to know about me as your client? I would want to know what it is that you are wanting, where it is that you're wanting to go. Okay. Because if I don't know that, then I can't help you. Okay. So where do you want to go, Dan? And do you find, because we're tying the business and the personal together, do you find that most people will go to one end or the other of that spectrum of let's work on my business world or let's work on my personal world, or is it evenly divided? What's the results? It's usually, I find that a lot of people have business here, life's here. They don't realize that they coincide with one another. Yeah.

You know, they attach, well, I've got to make more money. And usually a lot of times it revolves around finances. And they can't get over the fact of, okay, well, I've got to make this amount of money each and every day. Okay, well, you know, there's things that we have to change through the process in order to do that. But that's going to affect business and life, you know, that brings them together. And so then, would you say there's a certain amount of money I have to produce daily, on average, would you then break that down in the actions? Well, absolutely. Cause I have to know exactly what it is that they want, you know, and where they see themselves going in their career

path. You know, if they're just looking to do say 12 transactions a year, that's one deal a month. And that's where they're wanting to go and they're really not looking to scale that then we have to dial that in to 12 deals a month or to 12 deals a year 12 days a year scares me though because there's there's zero yeah there's i mean not i mean 12 deals a year is great but planning on 12 years a deal is a scary proposition because if you lose one or two, you're losing, what, that's 8% to 10% or whatever, 15%. It's a big chunk of change that you have no real room for error. Well, you have zero room for error because if you didn't make that one deal a month, that's that income loss that's going to set you back 90 days versus, you know, okay, you've got to be able to plan 90 days in advance. You know, and that's kind of how I try to facilitate with each and every one of the agents that I'll work with is, you know, plan 90 days ahead. If

you have five deals on the table, plan to lose two and close three. Yeah. It's three and three isn't three sort of a magic number for me for, for a solo agent is the three a month, because then that gives you, you know, if you lose one, you're still good. Even if you lose two, you still can, you can still survive and you you lose two you still can you can still survive right and you don't have to work 18 hours a day to be able to accommodate that and so you know i mean if you can close all three great but you plan for at least one out of the three because anything can happen so it's like well you either either go with the flow or you swim as fast as you possibly can to learn what needs to happen next. And in shifting markets, you sometimes have to swim blindly.

You know, and that may be something in the near future where, you know, we're going through a shift right now. I think that we can predict what's going to be needed to happen ultimately i think this shift is just it's just more more lead generation more focus more activities and i'm not i'm not saying that that's not true of the previous shift but the shift that you're talking about i bet you were you doing foreclosures or short sales i did both right so without me knowing the answer to that question, I could predict what the answer was going to be. I don't think that's going to be the answer through this shift. There may be a small amount of that, but not too much. Not like it was before. And it's, you know,

this market shift that we're, you know, that we're moving into is nothing like before. This one, I still think you need to arm yourself. You still need to know your skill sets. You need to know what you're doing so you can educate your clients. If you can't educate your clients, you're not doing your job. I think the difference between this market shift and the last one is, and when we say the last one, we're talking about from 2007 to 2009. I think the difference is that it's going to be less volume through this shift where the previous shift was less price. Right. And so where the price has dramatically declined,

I'm not sure if that's going to happen. I mean, there will be a little bit of downward pushing. But I think ultimately what you're going to do is you're going to find supply and demand equally will decline. And because they'll equally decline, you won't have that tremendous push downward where we had before. And so what that means is that there's 100 transactions in your marketplace today. There may be 70 or 80 or 65, you know, in the next 12 to 18 months.

What are your thoughts about my assessment on that? I think you're 65, you know, in the next 12 to 18 months. What are your thoughts about my assessment on that? I think you're right there. Cause like, well here in Utah, you know, through the summer, our inventory was so low. Yeah. And I think that was across the board, no matter where you were. But demand was up. Yeah. Yeah, exactly. And now we're seeing this huge incline in inventory yeah but we're also seeing an incline in interest rates and then we see everyone that's panicking because they're listening to national media instead of their local media so everyone starts going oh well we can't do this

and then they seem to think that no one else is buying and no one is selling. And that's so far from accurate because they're still going to buy and sell no matter if interest rates are 7% or they're 2%. They're still gonna buy and sell. I mean, I bought my first house and I got 12% and I thought I was doing great. I remember refinancing to 6.5%

was the first refinance I ever did. And that was like, oh my goodness, I got 6.5%. Yeah, well, I bought my house, my very first house was in the 90s and the best interest rate at that moment in time was 12%. Yeah. You already know 87% of all real estate agents fail in this business. And you also know it doesn't have to be that way.

If you're a real estate agent and you're looking for consistent and predictable income, I invite for you to get your free copy of Real Estate Evolution, The 10-Step Guide to CPI, Consistent and Predictable Income for Real Estate Agents. And you can do so when you visit www.therealestateevolution.com. I'll share with you your book that I authored to show you the way. And it's free. You just have to pay for the shipping. Thanks. What do you value? I value a lot of things, but I value family, friends, and life you're only giving one and so I I truly value relationships do you think that um I heard so there was a uh I don't remember who it is maybe you know you may not but there was a guitarist and he was in his last months of life and he was on david letterman

and david letterman interviewed him and said uh you know what do you you know what do you value about life what you know basically the same sort of question and he's in the the guitarist said well my suggestion to you is enjoy every sandwich and right and so so here's a guy that's getting ready to die and that you know and he was way too young to die uh maybe in his 40s and and and um you know that was his advice you know and i i heard that story yesterday on the radio i was like yeah that's uh that that's about sums it up for me enjoy every every sale. There you go. Yeah. That definitely gives you something to think about. Right. I think so. What, let me ask you, so you've, you've done a lot in coaching.

You've done a lot of real estate sales. What would you say is the biggest failure you've learned for learn from? Oh, the biggest failure was not planning. I, you know, not having a plan. Um, just kind of winging it. Everybody says, oh, you know, you can do everything if you just wing it. Well, winging it will only get you so far. Uh, but not necessarily having a clear, precise plan. Okay. And then what I want out of life out of life or business or both both when did you do you have a defined plan today I'm assuming you do I do I I you know I I have I I'm a I journal okay and so if you know what I'm wanting everything always gets written out for me because that's just who I am. And I'm an avid reader. So reading and writing kind of go together. I know where I want to go. And, you know, so I plan an exact amount of time to get there. That's kind of how I go through life is

I give myself a time for my journey. You mean like six months from now, or do you mean like an hour a day? I'm going to work on this task or both. No, I, you know, I, I have my, my time breakdown for, for each day. So I have a daily time schedule. Okay. Um, I think that's important no matter, you know, if you're in business with real estate or any, any business really. But no, I have, you know, a life plan and, you know, kind of the map in order to get there. So when you say you have like a life calendar or a daily schedule, you mean that you have like on your schedule, you have time allocated to do certain activities? It's, it's interesting. And, and I'm and I'm probably really anal about this, but I have family activities and life activities and business activities on my calendar.

Okay. So if it's like, okay, it's Sunday night and I'm going to go to dinner with my husband, it's on there. If we're having a family event, it's on there. If we're having a family event, it's on there. Everything's planned into my calendar, you know, Monday through Sunday. Now, do you, and I know, I believe I know the answer to this question, but I want to ask it to pull something out here. Do you feel as though if you spend adequate time with your family? Oh, I do now. I haven't always. Okay. Have you always blocked time? No. Okay. So before you blocked time, did you have adequate time with your family? No. I just think, you know, those are lessons that we learn as you know, the, the longer

you're in business, you realize, okay, what am I doing this for? If I'm constantly working, cause I was a workaholic. I worked around the clock. I mean, we're talking, I would wake up and go, Oh, I got to do this. And I was solely focused on nothing but work, work, work. And relationships fell to the wayside. And it took one life event to realize, okay, you only have so much time with each person in your life. And if you work all the time, you're missing out on all of those moments you can never get back. Would you be willing to share that life event with us? Actually, I will. I was working, working, working, and my father's health was failing.

And I wasn't taking the time to go where he was, and he lives 150 miles away from me. And I wouldn't take time out of my day to go, okay, this day I'm going there. And he ended up in the hospital and that was a wake-up call. He was on his deathbed at that point. And I spent every single day with him, week on end. You know, it was like, screw the business. This is where I need to be. And luckily he survived, but it was my wake up call of I'm not allocating enough time with those that mean the most to me. Money's money, but I only get so much time with each of these people in my life. How long ago was that?

That was seven years ago. So you say money's money. I look at money, time, relationship, health. Those are all assets that we have. And so once we can value those each as assets, there's time is a precious one. I would say the most precious is health. Because if you drop that ball that's sort of like it's like you got these balls that you're juggling and you got the the business

ball you've got the relationship ball you've got the money ball and then you've got the health ball they're all rubber balls except for that health ball could be a glass ball because if that you know shatters on the ground then you don't get that back yeah you're you're done yeah yeah so that so that's the one that i feel is is is precious for me um and thank you for the reminder because i don't always and i don't know if it's you know i i also follow a calendar i also time block um but I'll be candid. I don't always feel as though if I have the appropriate time for relationships, for example. And I appreciate you sharing with us, you know, your story about your dad and how that made you realize like, OK, wait, there's only one life. I'm going to enjoy the sandwiches. I'm going to enjoy my relationships. And, you know, I'm going to focus on that. I recently had my Facebook thing. My Facebook got hacked and I'm setting up a new Facebook profile. And I realized that as I'm going through and I'm

finding people and then I'm getting these suggestions that there's a lot of people who I used to be friends with who are now even still, I don't know how they're popping up there, but they're not alive. Right. And it's like, oh, goodness gracious. Like that's not. Yeah. It reminds you, you know, it's, you know, you and I are probably around the same age and it reminds you as you, as you get a little bit older, we're not old yet, right? But, you know, yeah, another 25 years, right? As you get a little bit older, you know, you start realizing that, you know, that life is precious and people do pass away, unfortunately. Tamara, thank you again for joining us today. And everybody else, and you included, have the best day of your lives. Be grateful, make good choices, and go help somebody today.

Thank you. Thanks so much for listening to the No Broke Months podcast today. Until the next show, I invite for you to be grateful, make good choices, help someone, have the best day of your life, and go find a listing. I'm very excited about the conversation we're about to have. I want to

introduce you to Dan Rochon, who is the owner and co-founder of Greetings Virginia. I am so excited to introduce my next guest, Dan Rochon. He reads, he writes, he does improv. A frequent speaker and often quoted about the real estate market. I'm going to bring on a guy that is a winner. We had some really cool conversations before going live with this show. We have Dan Rochon. So I'm going to encourage for you to think big. I'm going to encourage you to think big and then multiply it by two. And then take huge action. Because whatever you want, you're only five years away from that.