The dog days of summer are officially behind us! This Florence + The Machine classic has been stuck in my head all week. Just imagine me trying my best (and failing) to hit those high notes. My poor family, it’s been a tough few days for them!
Summer has been slower than expected in the real estate market, but with the seasons shifting I'm eager to see a surge in showing interest and an uptick in market activity. Time will tell!
Over the years, I've been a part of numerous mastermind groups. My mission? To surround myself with great minds that either match or exceed the capabilities of our team.
Typically, I stick around a mastermind group for about 6 months to a year, always with a laser-focused goal in mind.
Recently, as my current group began to wind down, I felt the need for new perspectives. This led me to seek assistance from the likes of Tom Ferry, our invaluable partners at Zillow, and the T360 group led by Stephan Swanpoel.
Upon being asked by T360 to draft the criteria for team leaders, I had three essentials in mind:
1. A diversified business approach - particularly in the leads area.
2. Exceptional conversion skills.
3. A robust team size, preferably over 50 agents.
While it's essential to remain loyal to our team's core objectives, I firmly believe in using masterminds to uncover strategies while remaining within the parameters of our overarching vision.
Having successful strategies for growth is essential for any business. Keeping this truth in mind, I constantly find myself wondering: Who's truly thriving out there? And more importantly, why are they thriving?
Interestingly, during my search for mastermind criteria for this group, I felt a strong connection towards two team leads with military backgrounds. It's not because they followed a strict, regimented approach. It was their dedication to the little things that stood out.
Take Levi Rodgers for instance. Levi is a retired Green Beret and Purple Heart recipient who runs a team out of Texas that is similar in size to ours. His conversion rate is nearly double our team! When I asked him his recipe for success he credited one main action: A diligent 3-hour weekly pipeline review.
He reviews every new contact to the database to ensure a specific process is followed. We’re talking hundreds of leads every week! Nothing slips through the cracks. He is the guy that is always counting the ammunition and staying prepared.
He also pointed out that in our ever-evolving market, a soft selling culture is slowly becoming obsolete. The winners? Those who adopt a tenacious and methodical approach, consistently.
Action item: Dedicate time to reviewing your pipeline every single week. Are your smart drips accurate? Are your property alerts up to date? Schedule time to review every client you’ve sent to your lender partner. Hold them accountable to following up.
Pro tip: Don’t combine reviewing your pipeline with your prospecting activity. These are two separate action items, and the goal with prospecting is to set appointments. Conversely, the goal of pipeline review is mid-funnel conversion.
Understand this, be consistent and stay on top of both weekly action items.
Speaking of consistency, that's where James Clear's "Atomic Habits" enters the conversation. I mentioned this book during our All Agent meeting. Success, as the book beautifully explains, isn't always about making significant changes.
Instead, it's about making small improvements consistently. It's the daily brushing of teeth rather than the occasional dentist visits that ensure your dental health. Similarly, in our field, it's the agents who consistently adhere to a playbook that emerge victorious. Remember, in our current market scenario, it's not the fast but the steady that wins the race.
Take Away: masterminding and cultivating solid habits aren't just techniques; they're lifelines for any professional looking to excel. So, embrace consistency, seek guidance, challenge yourself, and most importantly, keep growing.
The Last 30 Days in Review
It is my mission to create the most efficient real estate agents on the planet! We do this through a highly evolved tech stack. AB testing different technologies to see which one really can help our agents focus their efforts on the activities that matter. What is going to help take our shared database of thousands of home shoppers and sellers and segment that down to those that are the most likely to transact. Here are some wins from the database over the last 30 days:
Eric Nicks received a Seller lead in June, had some good conversations about selling their home but within the first couple of weeks the client let Eric know that their plans had changed and they were no longer selling. Eric kept in touch with them in July. Raiya started to engage with the client this month and after 5 unanswered messaged the client ended up responding and was able to get their search perimeters for his new 1.3 Million dollar home, find out that he was planning on using a 1031 exchange to purchase this new home cash, and that he would end up selling one of his two homes. This is a great reminder that even if the client is telling you they are not interested or no longer in the market does not mean they are never going to transact. Staying consistent and leaving this client the correct stage for Raiya to jump in
Ikaezia received a lead in November 2022 the client had just cosigned on a home with her brother so was not able to purchase a home. Ikaeazie has stayed consistent in sending newsletters and have them set up on an active search but no two way communication since the initial conversations. Raiya checked in with the client this week and was able to set an appointment for Ikaezia to call the client to re engage in their home buying process.
Yesenia received a lead back in 2021 where she had consistent conversations with the client but she was not ready to purchase. Since moving into Follow Up Boss Raiya has reached out monthly checking in with the client but with no response. The client responded back this week and Raiya was able to find out that she was pre-qualified and actively looking to purchase a home, her full search criteria and the client asked for Yesenia to call her that day to help her with her home search!
Action item: Make sure you are working through your Smart List called "4- AI Replies- Need Response" to see the conversations that Raiya is having with your clients. Raiya will engage with your clients who are in Attempted Contact and Nurture stages.
Looking forward: The Next 30 Days
Our next All Agent meeting will be an in-person event at WeServ in Peoria. We have some great guest speakers lined up! We’ll share the agenda soon. Can’t wait to see all of you there!
When: Tuesday October 10th starting at 10am
Where: WeServ - 9001 W Union Hills Dr #8, Peoria, AZ 85382
Must-Read Book
"Arguably the most important skill is controlling your attention. This goes beyond merely avoiding distractions. The deeper skill is finding the highest and best use for your time, given what is important to you. More than anything else, controlling your attention is about being able to figure out what you should be working on and identifying what truly moves the needle."
Must-See Video
Mike Delprete explains why the industry needs real estate agents.
Just For Fun
Was there really any other song to select for this month?! I secretly hope that it gets stuck in your head like it has been in mine. An interesting interpretation of this song is that pain and happiness are often intertwined. Relevant to this month’s message in how consistent behavior(often painful) results in freedom!
Quote of the Month
What habits will you choose to implement that will help you create the future you desire for yourself/your family?
~GL
Comments