Real Estate Greatness
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"Team Leaders - Grab a shovel and keep digging"
Why team's fail...
..It's easier to create problems that you can fix than to fix problems that need to fixed.
Chances are a team's failures is due to their lack of systems.
Team leaders are great at sales. Team leaders have a track record of success and most of all are the most hardworking people in our industry. Their past sales success and hardwork is not what is going to get them to where they want to go...
..to a place where they don't do what they do best (sell and work). They must learn how to go to a place where they don't have to work and don't have to sell.
Did I strike a chord? Team leaders are good at selling and working. They think every they can fix all problems by selling more and working harder.
Grab a shovel and keep digging.
The reason 7 years ago, I was able to remove myself from production and stay there. By focusing on operational systems that work without me.
There are systems and processes that prevent problems from forming. There are systems and processes that increase lead generation and conversion. There are systems and processes that coordinate listings and transactions. There are systems and processes that onboard and train agents.
My superpower is operational systems that create leverage. So, that a team leader can work on higher energy level activities.
How long before you team fails, if you didn't walk back in your office, answer your phone or check your email?
Yesterday, speaking with a leader they admitted they hadn't taken a true vacation for 11 years. After working on their systems, they go fishing and camping in Montana for 14 days with no cell service.
Guess what? The team increased sales while they were gone! This wasn't luck, this is because he has systems, support and procedures that work when he is gone.
I can leave my business and it would grow. That makes it an asset. If you can't leave your business without it dieing, nobody will ever buy it. Your business isn't an asset it's a liability.
Turn your liability into an asset. Focus on elimating problems from forming. Solve problems with systems and processes.
The fundentmental principle of association will get you there. Associate yourself with team leaders working on systems and processes.
Most masterminds, events and trainings teach how to work harder, sell more and mindset. You love that stuff because you are good at those things. Validation feels good.
You need a mastermind, event, community that makes you feel uncommortable. Where you are not validated for doing the wrong things. A challenging envorinment.
Last week, speaking with a client, he felt like, it was a full time job working with us.
His team had their best 3 months in his career! That full time job was the job he needed to focus on.
Are you ready to start the job you have been avoiding?
How to get your buyers off the fence and start making offers!
Plus, what to say and what not to say in today's rising interest rate marketplace.
How to market yourself without looking and sounding like every other agent in the marketplace.
If you look on Facebook right now, I guarantee you're going to see real estate agents posting photos of them and their clients at the closing table, celebrating their success. But what it says to the consumer is something completely different. What the consumer is seeing is, "Oh man, another sale. You made another commission. Good for you." Have you ever seen those pictures? At the closing table, the agent looks amazing and their clients don't look amazing.
Come on, people, you have to understand something...You're not the hero of the story. Your client is the hero. You're the guide. Once you understand that, you're going to be able to market yourself way better.
Do you think people are going to use you because of your results? No, they're going to pick you because of what you do to get the results. There's a big difference.
If you watch Home and Garden Network or you watch Bravo's Million Dollar Listing, they rarely show the closing table. When was the last time they showed people holding the keys to their new house or signing on the dotted line? They rarely show that part of the process.
What do they show? They show the journey.
Think about the TV shows. What's the juiciest, most exciting part? The negotiation table, the conversations, the challenges.
When was the last time you made a post about some challenges that you faced when it came to buying a home? Or told a story about a failed home inspection and how you came up with a solution that worked out for everyone? Documenting those kinds of struggles and hardships will be way more entertaining than, "Look at me. I got another closing. Number 10 of the year."
Show your success throughout the journey.
What does it look like when you show the property?
How do you prepare for the property?
What's life like as a real estate agent?
How are you writing an offer?
What happened after an offer was not accepted?
Take them along for the ride. These are the things I want you to market. Don't market the closing table. It's boring. It's cheesy. Every agent does it and nobody wants it.
I'm going to tell you a quick story. Our company posts on Facebook when we list a home, when it goes under contract, and when it's sold. Well, I got a comment the other day, and it said, "We don't care about the homes you sold." You know what? It opened my eyes because it's true. The sellers of the home that we sold care and the neighbors care that it sold because they want to know what their home's worth, but everyone else doesn't care.
You're in real estate. It's very exciting. It's very entertaining. There is always some sort of drama. Now, just document how you overcome those challenges. Put that on Facebook. Put that on Instagram. Shoot a video on that, and watch your personal marketing and branding reach new levels.
Don't tell them. Demonstrate it.
The best part is that you won't have to tell people you're a real estate agent. How many people see this on Facebook, "Hey, I'm in real estate. If you know anyone looking to buy or sell in the next 30 days, let me know." Guess what? You're just pushing people away. Instead, post what you're doing, all the real estate-related activities, You don't need to tell them to call you if you or anyone is looking to buy or sell. You're showing them, demonstrating how you overcome obstacles as a real estate professional.
That's success-based marketing. Document every step of the way, and share it because it's pure entertainment, and it's only going to take your business to the next level.
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