5 Episode results for "Tim Liras"
Podcast: Direct Mail, Social Networking, Teams, Branding...Worth It Or Waste Of Money? (Real Truth) | Tim and Julie Harris
"Welcome to Real Estate Coaching Radio starring award-winning real estate coaches and number one international bestselling authors Tim and Julie Harris Real. Estate. Coaching radio is the nation's number one daily radio show for realtors who demand authentic. Real. Time, coaching. Get. Ready for flood free unfiltered, full-strength honesty about what's working to get you into action helping others and making money now in today's real estate market. Or hosts Tim and Julie. Hairs. Three two one. All right Julie back. It is October twenty seventh and I have to say the interview that went live yesterday with Mr Branko has been a huge homerun. Downloading it and sharing it and tweeting it and yeah twittering it and I don't even know what other things that are doing it. But the point is is that it's a great podcast. If you guys didn't listen to that one, it's two hours, four minutes or two hours, six minutes it was the longest. PODCAST that we've ever done. But people just loving the fact that we went in depth talking about really what it means to create long term success in real estate in life in general. And Yeah you guys really have to listen to it. So it's on obviously I tuned stitcher. It's everywhere where you normally listen to podcasts and all of our podcasts all. Three thousand of them or something are available on our main website Tim and Julie Harris Dot, com, I know on. spotify and whatnot there's only maybe three hundred or most recent podcasts. There's thousands of other podcasts. If you go to our main website, Tim Enjoy Harris Dot com with. Specifies. Audible and were available everywhere. Basically, they will only allow us those of you thinking about doing podcast only basically allow maybe one hundred to three hundred of your shows to appear after that they archiving people can't download them anymore. But if you want our oldest oldest ones and old interviews, we've done by old I mean, maybe there are a couple of years old but we've interviewed some of our top coaching clients were awesome. The top real estate agents in the nation. So yeah, just go deep dive into that I get an occasional email or text from somebody saying that they essentially they're doing you know there are essentially listening to hours of our podcast trying to get their mindset and mostly. business approach head screwed on straight and I appreciate that and we're always here to help you guys and remember if you are not yet a member of our free coaching program, you can do. So by simply texting the word survival, two, three, one, nine, nine, six, text, the word survival, two, three, one, nine six, and you'll be texted back awake where you can just click the link and Join Our free coaching program or did the things in the free coaching program. That, you're definitely going to get on immediately the real estate treasure map that's your fill in the blank business plan. Obviously, this is the perfect time of year to be doing. Don't wait until next year to do it. Now, this is not just some wimpy but business plan where you take what you did last and you had ten units or whatever. This is actually a very I think could be very introspective deep dive into your personal and financial situation. And helps you set specific attainable goals. A dream is a goals, a dream with an action plan, and that's what the real estate treasure map is. So just that's one of the many things you get is part of the Free Coaching Program in addition to that, you get a Free Daily Semi private coaching call. So just go ahead and text the word survival two, three one. Nine nine six obviously based on that survival word. You can tell we started this back on the pandemic but we're going to keep offering the free coaching program. So just go ahead and text the word survivable, two, three, thousand, nine, hundred, ninety, six, and the other thing I after the Brent interview had a lot of people asking about XP Realty Brent is a superstar XP. And we talk quite a bit yesterday about the XP royalty so. If you have any questions if you WANNA get started on your maybe I imagine most of you already know about xp, royalty and the reason it's so many literally tens of thousands of agents joining if you're waiting to learn more about that and we've made it super simple for you you just have to guess what text the word e. x. p. just those three letters to three, one, nine, six, text, ESPN, two, three, one, nine, nine, six, and when you do we're going to text you back a eleven the deal that basically goes through and explains everything about xp that is the perfect way for you to take your interest in expert to the next level. And just be part of what is definitely working out to be one of the. Global Movement for real estate agents in particular joining e-experienced text at E. X. P. Two, three, one, nine, nine, six. So Julie Welcome today's podcast. Yes. Absolutely and I was just turned it I did you wanna use that email in the podcasters saved? No, I saved it because I wanted to read it trying to figure out where that is I don't know that to five. Oh I think. That's I think it's in Michigan Okay I. Think it is I'm guessing well. So there's an email while may answer your question where the heck is that that's what I'm trying to figure. We need to fire up the Google machine and find out where all these strange places are because we may be answering your questions. So we gotta here's the an email and then I'll let just do where that is because now that I'm looking at I don't know where that is. That's pretty sure. States. Yes. Hi Tim guys, are you guys have a great podcasts? Lots of Great Info. Thank you for the truth that we don't need social media and phone and phone prospecting still works today I'm curious of your take on consistent Pied Postcard mailing. To a farm generate business. All right. So I'm going to break down what where is it? Oh British Columbia okay. So Canadian listeners so thank you Terry. So let me first of all go through a couple of your questions. First of all, we are not. Let's just talk about social media for social media has a place in your real estate business, but it is not the primary thing that you should be focusing on in your real estate business building brand and doing all the things that you're being told a should be the big rocks you put it in the jar. As you know, the first big rocks that is not the way you builder long-term sustainable, real estate business social media is something that you might want to engage with. After you've learned how to proactively generate run a profitable real estate business if you want to know how to make it. So. Your real estate career doesn't last but maybe eighteen months than do things in the wrong order and do the social media first and then you know all the videos and whatnot and never actually learn how to proactively lead, generate or build a profitable real estate business, and you'll quickly discover that you're not going to be in the business for long and I I. Think I have enough evidence now to prove the fact that the average time that an agent is in business now is less than it was before two thousand and probably five in other words, agents were able to stay in the business longer. Then, they are now because what's happened now there's just a obviously an enormous industry that's. Crept into the real estate industry it's selling agents easy button ideas, and they're making billions and billions of dollars per year off agents I'm sure zillow being the obvious one and if agents aren't looking at their business as a business and running their decision making. Through a set of filters it's designed to. Help people make money. They're not going to help many people and they're certainly not gonNA make any money. So as far as social media goes, it does have a place we engage in social media with our coaching business, but it's not something that we really rely upon for any sort of you know you could say, however you WanNa to say about. Engagement all those types of words. But at the end of the day, our main outreach for all of you guys are all of our coaching clients that essentially let other agents know about us, and of course, this podcast and things like that social media someplace where we share those stories but we don't expect social media to actually generate any significant business, and even if it did the cost to generate business would essentially zero out the the financial benefit of doing it. In other words, we would have no profit because we spent all the money to generate the business in the first place, and that's the same thing happens with real estate agents so as far as We'll get to that you're talking about, I sneeze. Okay. So the next part of tears email is I'm curious about your take on doing consistent postcard mailing to a farm to generate business. Now, kind of Thi this up for you as well. The two different types of farms there's like your center of influence past client farm with quotes around it, and then there's a geographic farm so maybe you can speak to those well. So at the end of the day, the geographic farming, it does work if the market conditions are essentially perfect and by that. We mean. You have to be in an area that has to have a relatively high turnover, maybe seven years or less. You have to be an area that's not saturated with other people doing geographic male. Okay. Stop right there for a second because those are two very critical points that agents never ever ever ever think about. Well, how do they choose a farm? They say I want to have a pretty good average sale price or I WANNA go upmarket I'm going to choose a luxury high end market. And that's it. They never asked the question of like do people actually ever move there right? You Know We have had coaching clients who have I'm thinking Michael Robin Gordon. For example, they're the number one agents in the main line they do they're going to do about two, hundred, million in volume this year and one of their main now they've been doing direct mail for I. Started Coaching Them. Probably they're one of our original coaching clients this goes back. It's in Philadelphia and this goes back decades. Right. So they're one of our original coaching clients. We think I had my first coaching call with Michael Probably in one thousand, nine, hundred, ninety, nine or something my saying that right? I. Think you're right. I think you're right I have to think about that. It's like I think about that right but the point is is that they've always mailed to this geographic area in the main line. So they have decades worth of saturation well saturation, and then there's over saturation. So let's talk about the difference. So people in the main line there postcards, they spent a lot of money. On them, they're very beautifully designed about the best stuck you could possibly imagine. So for them, it worked what happened was a competitor's start to creep in and started to copy their marketing. So every year they'd have to update their designs they'd have to essentially change the messaging they'd have to do all the stuff, but to this day the postcard or something they consistently do. And they have some pretty clear in some good tracking to prove that they're actually getting business from it. Now, if they were to stop doing the postcards, would it make a? Would it have a bad effect on their business considering the fact they've got all these? Essentially this long track record of doing direct mail postcard in I'm sorry of having been successful listing agents market would anyone really noticed the postcard stopped showing up in the mailbox probably not so do they have to keep doing it probably not because of the fact again that they've earned their business at this point but keeping that in mind do look for if you're going to do a direct mail postcard area look for an area that has got good turnover and look for an area where it's not over oversaturated with other people doing male mailers, which is often the case in a lot of the markets anytime you're in a seller's market like what we've been forever. Agents are going to spend their money on just about anything. So finding a market that's not oversaturated with people doing direct mail is going to be very, very difficult. I would this that the postcards will not work if you just do them when you feel like it or it happens to be in your budget, sending out a random one or two postcards, every ninety days, and then the next one goes out six months later, absolutely will not work never know who you are what you do he total wasted then. So this is the reason we kind of steer you guys away from this as one of the first things you think about when you're creating your lead generation wheel, it's the analogy that we came up with forever ago where spokes on. The wheel. So the spokes you put on your wheel, a wheel without spokes, it's not a very strong wheel and what most agents will do is they'll build this wheel. Their lead generation spokes will be very essentially fragile spokes. So one of the spokes that almost every agent should put on the wheel I the same time it cannot be your only spoke is going to be your centers of influence and past clients, and if you put that on your wheel at first, and then that's all you do. You're not ever going to have consistent business for a whole host two reasons most. Is One hundred percent dependent on something that you can't depend on discern influence a past clients. You can't predictably say how many transactions you're going to get from that every year because it's passive, you're not proactively going after the business now should you a because of that? Is that something not worth doing? No of course not we tell everyone of our coaching clients have that be there I spoke, but it cannot be their only spoke cannot be your only source. Of Business, you have to have your other spokesman proactive lead generation. So here's what you'll discover your listener. Advice. You're going to buy our book Harris Roles you're going to become a coaching client. We're GONNA teach you very. You know essentially cost effective ways to build your centers been influence and past client list. Should you mail them? You can. But what you should really do is call them and we give you scripts for calling them and we want you to call. Your sense of influence and past clients every single month and yes, you can leave voicemails, but we do want you to call them. Calling is more important. Now, because everything in life has become passive postcards, all these things you're talking about Terry postcards, your social networking, all the stuff is passive. It'll never be as effective as picking up the phone which I can tell by what you said you understand that and whenever it when all your competitors are doing passive stuff. It you should be you know operate the exact in the exact opposite direction. If the masses of agents are doing social networking videos and direct mail don't do it. Do what they're not doing, which is picking up the phone and doing the real work and you'll find you'll get your your own. UNBEAR- share of transactions because of the fact that you're doing what nobody else is doing and it's not oversaturated in other words they're not getting so many calls from agents. Essentially. Centers of influence and past client hunting agents. Let's say they're not getting ten calls from agents that are using our scripts and whatnot because most agents are going to be you know essentially they're going to be lazy. They're not GONNA want to pick up the phone and. That's the essence of it. So, do what other people won't do, and you'll have what other people won't have. So I do we cover her question? Yes. So now, this plays right into my next topic right off of coaching calls, right. So talking about your client, your center of influence, your own database, right and we do a lot of coaching about that. Starting with all you guys want to know what the right crm is. The right crm is the one that you know how to use that you actually use period. Basically, all does the same thing don't get stuck on that bottom line have database. Let's just. Assume that they've got one. Well, let me let me add got just slightly sure the problem with the CRM says they've gotten so expensive if you ask me what crm you should use obviously what Julie said but really at the end of the day, like if you're with the XP royalty, they give you a great crm most crm's are way too expensive in way too complicated and their predicated on the idea that you're spending way too much money buying leads. And that's how they built their systems. If you do not want to spend any money in your in the middle of nowhere in the World Xp has not yet opened an office you know and you don't get a free crm in essence you don't really need a fancy crm all you really need something that's to manage your centers of influence impasse client less which you could use free software that comes on your desktop computer. For example, you can use all kinds of different things you don't don't be suckered into believing the job one when you get a real estate license is to all of a sudden by an expensive crm. The way people always said that get. CRM CRM and so why do I need a crm to manage your senators have influenced the past clients? Okay. Well, again, you can do that any software but again, mostly softwares are serums are designed to do is full you into believing that you need to start dripping on people right? You need to build out an email campaign. To start dripping on your, you know your sense of influence impasse clients. You need to do all that. All that stuff is proven to not work and essence. Basically, it's a complete waste of money and time. So be really really careful when you're making decisions what to spend money and your time that you don't get suckered into something just because you weren't making. SMART business decisions. In essence I mean you could use a Jamal contacts you could even use an excel spreadsheet really really what you want is a way to keep all of your email addresses, your names, your phone numbers, and basic data street beyond that. If you're spending a ton of money on it, you are buying a bunch of crap that you're not going to use anyway. So I don't want to name company names, but they do you know twenty different actions that you'll never you'll never need and you'll never figure it out, and then you'll end up canceling and going back to what we just said as far as far as like. Software to manage your transactions, there's any brokers around anymore that don't require that you use one of the institutional software programs, dot loop or something like that. So that's a totally separate conversation but as far as a fancy serum, honestly guys, you don't need it and you never will really needed if you're running a really profitable business the only time again and went to really emphasize see you guys see how this is basically a bottomless money pit for you when you start. Buying leads than you need a crm to track your leads. Then you need to build drip campaigns. Then you spend more money doing all this mickey mouse that really at the end of the day is highly ineffective in passive and passive in extremely expensive. That's the reason that when you're building the spokesman, your lead generation wheel, we want you to do the aside from the center of influence one we want you to the proactive spoke I'm sorry. Yeah. The proactively generation spokesperson. And that's where you learn how to actually pick up the phone and generate your own business. After you've learned how to and you've mastered proactively generation. If you want to start doing the passive stuff, go for it. But what you're quickly discover is that you don't need to the passive stuff and when somebody tries to sucker you into doing the passive stuff, you're immediately going to you know you're you're going to know it's goofy and you're going to know that you don't have to buy business. You know you're going to know that you do not have to be dependent on someone trying to sell you the opportunity to maybe hopefully one day closer transaction because you can proactively generate. Frankly listing leads every single day of the week any any market, any market conditions any interest rate? No matter who the president is. That's what we want you to have. That's called freedom that's called independence that's called being a business owner. Yes and related to that. The way is when you ask grizzled veterans, you know people that have been doing this forever they've got thousands of transactions under there about what would you have done differently they never say more marketing advertising ever. They never say they never seen more branding. They always say basically the will say i. wish it would take better care of mice. There's been fluence and past clients and they always say I wish I would have drilled down to help myself to you know minimum standards that were all geared essentially designed around listing to lead generation. That's what they would've told you those two things because that's what ultimately going to create the very profitable business for you. Because neither one of those things cost any money they do require skill they do require effort they do require you doing what you don't want to do when you don't want to do at the highest level but the payoff for that is really guys. It could be millions of dollars for you. If you stay focused on learning the skills and don't be suckered into people saying, Hey, you could buy basically. I generate five thousand. FACEBOOK leads. THOUSAND DOLLAR AD isn't this amazing and if you don't know any better you're going to go oh, really that sounds amazing but here's the answer a big. Who cares you know you're going to have a bunch of certain of. Exactly, why don't we focus on not just deals not just dollar-buying but profit this industry needs to pivot and focus on what really matters. So agents then can start building essentially businesses that are worth having in lives that are worth living. Yes. Absolutely. I'm going to probably save my other topic until tomorrow what I will do little prequel for it go for. So also related to this whole talk to your past clients and center of influence more this came up on several coaching calls already today there is a an increasing frustration about lack of inventory and I know you've checked some of the markets that we look in this morning. And there's like nothing available in some if you are reliant solely on your mls. Okay. So here's the thing I had this conversation with some very experienced. Both of them are brokers. Okay. They if every partnered together in. Austin. Okay both these ladies do tremendous deals you don't you don't want to say the French names they but they do take good care of their class at my point is that these are not newbies these are not just like wandering right now. Eight. Hapless not their experience. Okay. Here's the thing in Austin. There is right around a one month supply. So seriously low right and the issue that they're having and it's not just them. Of My other calls were just like this and I'm sure you've had some to. Then we hear about it on Premier coaching is worse is that Here's. It's kind of like a self fulfilling lack of inventory people say to you I would move. But where am I going to I would love to cash out massive equity right now. But where am I going to? Okay. So you have to be better at not just using them less tomorrow's podcast. We're going to talk about getting out of just the MLS. So I said to these ladies if you got licensed yesterday and I was your broker and your coach and I said. When you asked me how do I find inventory I? said there are thirteen different methods and you must do all of them. Right you wouldn't think it was weird. So the ages that are complaining about not being able to find homes for sale are only looking in the mls they don't act frankly they're doing a disservice, not just themselves in their family for not making any money, but for their clients and Julie's after Premier coaching. So Julie Thank you for the podcast today. Have a great. Premier coaching session. So yeah, that's it. So tomorrow we're going to talk about the thirteen different ways actually probably more than that now that you can find inventory and these are not off market pocket listing stuff like that. These are just all the different sources of frankly a lot of this is the same stuff we teach you guys when you're learning how to practically Lee generate. We show you how to go after these these sources. Well so guys here's the thing. I want you to really carry away from today's. I really from all of our. podcast this year forever, and even our book and everything we do. If you guys ever want to be truly free free in the sense that you don't have to necessarily worry about money anymore and Julian I in our book, we talk about the fact that would everyone really wants it in their heart and their saw is they wanna feel that sense of freedom well, real estate can give you that sense of freedom if you choose if you frankly make the right decisions and by freedom, what I'm specifically meaning is freedom from ever having to worry about money you. So the burden of having to worry about money. Is So. Present omnipresent in our lives that we don't realize what a burden it is until it's not really there anymore. Once you've been able to essentially create for yourself passive income. So you no longer have to actually worry about money I want you to allow yourself to feel the feeling avoid. It would feel like and some of your already here experiencing this so I mean you understand what I'm saying. But just try to meditate are trying to close your eyes try to just think about what would it feel like if you woke up this morning, you know that you have things to do you know you have people going to help you have things look forward to you get all those good things. But one of the things there is no longer part of your life is having to worry about money having to think about money. You don't have to think about house payments or utility bills or college tuition medical bills or taxes, or basically the income that you have coming in more than covers all your personal business and even everything you've ever WanNa do in life that level of income you can create that in real estate if you're smart and if you don't spend all of what would have been your profit on Trotskyists, things that will never create any sort of. Return on investment for you you're going to have to really really become a somebody this seriously drilled down and I think guys I don't WanNa say skeptical but you at least got to make it so that when you're making decisions with regards to who you're going to align with, you know as a broker buying. All these things you guys do you've got to start being very rigid on who you're GONNA listen to you're not and like for example, even in the coaching around. US Our website that we created for you guys compare coach Dot Com read the questions understand that we wrote this so that when you're interviewing potential coaches, you then can start discerning whether this person is just trying to sell you something. They actually had the experience that you assume that they do same goes with your marketing ideas. Same goes with direct mail getting back to Terry's email same goes with all the stuff you've got to research don't just follow blindly jest assume because everyone else is doing that they know that it's still the smartest thing to do. It's almost never the smartest thing to do when everyone's doing social networking and talking about teams and talking about all these. Things don't just assume all these people have done enough research that you should trust your fate to their collective wisdom the collective wisdom of real estate professionals when it comes to things like what we're talking about is generally speaking the last thing you should trust because none of them actually stopped and asked, what was my what is the goal that I have for myself and my business and I'm suggesting to you and I wish it again please do consider meditating on this or thinking about it is what you really want more than anything in life as the sense of freedom that comes from being rich. Now let's define rich you guys hear US talk about this all the time ridges. And some big tacky gold plated. You know all that great riches simply is where your money works for you and you know have to work for your money when you have accomplished that passive income enough to cover all your business and personal expenses. So you never have to worry about money again you are rich. We talked about this extensively obviously everywhere read Harris rules if you want more of a drill downs available Barnes and noble and Amazon everywhere else. But if you were to have a Northstar in your life, if you're trying to say okay I, feel like being pulled a million different directions which all of us are nowadays right but if you're trying to decide how do. I go about making decisions that regard regards to business regards to making money regards to helping people you know your real estate practice what should you be having as your first and maybe you're only filter is going to actually produce a tangible return on investment in less than ninety days, and if it won't don't do it by tangible Ted x twenty acts. So if you're going to spend a dollar, you gotTa Make Twenty Dollars Back and when you start having a rigid first level filter like that, what you're gonna just quickly discover is that none of the things that are being sold to you as proactively generators are going to meet that criteria none of them and matter of fact. Terri with regards to the mailer and all the other stuff that passive stuff the exact opposite is true. So they'll tell you for example, you have to do direct mail for at least a year maybe two years that after two years after you spent tens of thousands of dollars, then it's still not working you call the direct mail company and they say, well, now the new rules. You have to do it for four years. Well, you believe it and the next thing it's ten, and then you look back and you say Tim, I cannot believe I spent this much money on direct mail have I been investing that money into rentals or the stock market or all these other things during that same time I've been so much richer. But what do people tell you when? You make money in real estate. The first thing you should do as reinvest the money back in your state business. No that is not what you should do. That is absolutely positively not what you should do. The first thing you should do when you make money in real estate is you should take that money and start investing that again in our book start investing that once you're. You know you're debt situation all those types of you know I. Level Things are squared away a you invest the prophet you make into things that are going to make you passive income. That's what you're supposed to do. Don't just follow the same path that everyone else does. Well, I'm successful in real estate I've now been in business for four years. So twenty five houses, all these plaques. Made more money than I had ever had before. You know maybe this year you made as much money as you have nice. Ten years combined right you're. By all measures you having a great year and then you go start seeking advice you go these different places. Nobody's going to tell you what I just told you are they're not. They're going to say what you need to get a crm that's six, hundred a month. What you need to start buying business you need to start thinking about a team you'd add ten assistance you need add a bunch of. Buyer's agents you need to start spending money on by no don't do any of it start focusing and never lose track of what your true North Star should be with regards to your business, and that is creating enough passive income so that you are in essence rich so that you can live free of the financial burdens that basically limit. So many of our lives when you look at essentially causes of stress. You know people drinking overeating You know marital problems, all these things that that plague. All of us to. Greater or lesser degrees right. If you look at all those steaks, how many of those things wouldn't exist if people know did have a financial issues or challenges how many people for example, over drink or overeat just because they're trying to somehow placate themselves there's somehow trained to. Reward themselves over spend just because they feel like this is what I have to do as a relief valve or things like that. Here the some coaching calls all the time. So you guys and you think you justify doing things that are not good for you because you are so frankly. You're you're so locked in to this world of always having stay on the hamster wheel. So give yourself permission to have a a way forward where your Northstar your guiding light is going to be. Freedom is going to be working your business to the point where you're making a lot of profit and with that profit, you can reinvest it and then basically got enough passive income coming in that someday, not in the distant future. But in the near future five years or less three years or less the, you can actually have that sense of freedom that I. Hope you've given yourself the opportunity to experience even if it's just for a moment because I can tell you for having done this forever. Coaching and writing books and you know talking when you are. Older grayer than Julie. Julie said the two things agents wish they would have done more is obviously taking better care of their past clients and they would have done more focused business on listings. All those things are true. But what's really true is every single one of them and those of you guys are in your maybe your fifty or sixty in your seventies. I'm sure one hundred percent of you agree about to say the one thing you wish you would have done it basically is done more to create passive income so you could have. Essentially, not have had to work your entire life or at least not had the financial monkey on your back the entire light your life, and you could have accomplished that. Had you maybe been a little bit more prudent on where you're spending your money and who you're listening to. I hope hopefully, this makes sense to you guys I know it won't for everybody I. Mean I know a lot of what we say is going to be somehow offensive to some people I get the emails I get. The tax I understand. But what we want for you guys as we want you to be free, we went big as you're on the other side of that when you've got enough money coming in passively that you don't have to think about money anymore, you have to think about it but you don't have to worry about it right it. You're not living a transactional life on the other side of that is a whole different you that you probably maybe you've sort of met passing this other person. But the reality of it is you're going to live a different life and you're gonNA allow yourself. Then to expand the way you think the people you know maybe the places you know obviously maybe even where you live. Everything in your life goes to the next level. You deserve that guys you only live. Once you're debt real time you know that it really is the bottom line. So why make it so that you have to stay on this hamster wheel forever and again, why are you essentially making decisions that are not based on at least the idea obviously helping people but at least on the idea that it's GonNa, produce a prophet with that profit then you can reinvest it I know why? Because you don't necessarily. No one's ever said this to you before you've never necessarily thought about yourself like that or maybe no one you know lifts like that. Well, read our book, Harris? Rules. We walk you through from A to Z exactly how to build your real estate business and how you can get to the point where you are rich where your money works. View you no longer work for your money. Now will you stop selling real estate? No, you won't. You will still raw state but when you make real estate commissions. When that money comes in that changes everything the context of that income is is completely different. It's going to paying bills. Now when that real estate money comes in 'cause you're living off passive income, you can go to donating it maybe you want to help a charity we're coming up on the holidays maybe you want to all kinds of things. One of the things Julian I like to do. We can't do it here in Puerto Rico because there's no toys R. US but what we did in Texas and we did every place we've lived we've lived in Nevada obviously in. Is We'd go to the local toys R. US and we would walk Ed. And Julie Would we used a credit card and we would walk up to the layaway department and we would pay off usually all the Laya ways. In the toys R. US we would literally in. The layaway were usually for like seventy five, hundred dollars that was what we did. So we would pay off layaway and we you know they wanted to take picture. They WANNA to do press releases they would you know all this stuff? nope. Not Interested in that, and the store manager would make a big deal that nine interested in the attention to it. They wanted to do announcements over the loudspeaker over the store. Don't do that. We're not interested in that. We just want to sit here and you'd give. Know give us the lay always, and then we're going to pay them off one at a time at a time at a time, and sometimes we walked into toys R.. US is like the last time we did this and Austin we are in there for like three hours paying all these things off, and then Julian I walked out having paid off I don't even know. How many Julie would remember more than me thousands of dollars worth of kids toys imagine that those are kids. Those are parents that we essentially have removed a slight financial burden of having to pay for their kid's Christmas presents. But all those kids are GonNa have presents on. Christmas morning. I mean that's kind of a cool thing. Right? You can do so many different things. To really make a meaningful contribution to people not just words but actually a meaningful contribution, not just liking something on facebook or throwing your hat in this political ring or the other not not stuff like that. But you can actually go into a food bank and you can say like, for example. You know who knows what you guys get the point it's unlimited. There's so many different ways that you can actually allow yourself to become the version of yourself. You always fantasize your yourself that you could be. Once you're move having to work for money the working for money part of your life is optional. When you get a real estate license, it's not optional with virtually any other. Aspect of life right and every other aspect of life you are limited out how much money you could earn. It's based on a whole bunch of different things time in the business what you can do all this other stuff not in real estate in real estate. Nobody tells you how much money you can earn. Nobody also tells you how much money you can spend, and that's where you. Guys. Get into trouble. That's the reason you need to start being your own financial adviser and start running your decisions through filters that actually lead you to the idea of making a profit, which is your profit be if you're a proactively generating, your profit margin should be around seventy five percent you make a dollar, you keep seventy, five percent it should be right around there your business expenses. When you're proactively, generation should be fart they should be literally nothing but that's not the way it is. Isn't it everybody in this industry nowadays thinks that they're supposed to be that it's okay to run a business a brokerage on single digit margins win did someone who was it? That said that's all you're supposed to be writing businesses, and then the other thing which is really amazing is. Getting into the business rationalizing it's okay not to make any profit in other words they're breaking even best mostly losing money and going into debt in their debts compounding every year because they have this fantasy that someone's going to buy their business or some as my dad used to say, big. Big Eagles fly over make him rich that never happens guys selling real estate does not make you rich you listening to what? Maybe your current her head coach telling you selling real estate does not make you rich selling real estate has never made anybody rich. It's what you do with the profits from selling real estate that makes you rich and if you have no profits, you will never be rich. Get it. Isn't it annoying how these things are when you when you hear them from someone it's like, oh, gosh is it Kinda funny? I remember Jillian IRA discovering all these things these seemed like so practical but yet everything's was seeming so complicated before it's because the people that want you to believe the success in making money and helping people complicated are the same people that are. Trying to sell you their complicated schemes and they're complicated gimmicks and they're complicated shiny objects. Those are the people that are trying to make you believe you need how this ridiculous complicated web of things that are interconnected. So one thing works to the other works the other. That's not how a successful real estate agent operates or Roy Estate broker associates or a real estate team. In guys a promise you. If you all the sudden starts saying, we'll this the filter. The first one is the prophet filter. The second one is this make me money and ninety days or less, and if the answers those questions or no. Then you don't do it, and then like I said when so many emails, your calls, your text you or whatever saying look at this whizbang idea you say, okay. Well, can you prove to me? This is going to give me ten extra turn with a ninety days or less. They won't know what to say they'll go holy crap you must listen to them enjoy by. Right, that's what's going to happen, and that's what needs to happen because this business is a blessing, you real estate license may have been the smartest thing you ever did or could be the biggest curse in the biggest anchor around your neck. It depends on who you listen to. It depends on the path that you choose to follow. It depends on whether or not. You're going to be willing to do what you don't want to do when you don't WanNa do it at the highest level it depends whether or not. You are actually aligned with the fact that our highest and truest purpose on this planet is to be of service other people when you put all these ideas in place in your. Head just let them plant this leads and let the seeds, germinate and grow into something. You don't have to fully believe any of the things I just said, but you at least have to plant the seeds. That's what we're doing on this show when our podcast when you go to our coaching program then obviously, we're doing more than just playing the actually helping you reap your harvest. The moral of the story here guys is we're starting to enter into the new year. The stupid election is almost over thank God, right? No more of that Mickey Mouse then there'll be other Mickey Mouse I'm sure but for now we're entering into a different phase of the economy we're entering a different phase of this Housing market everything is going to start to feel noticeably different in two thousand and twenty one for the better. Some of the worst it does not matter what direction the market goes does not matter what the interest rates are does not matter any of the things that you're being told matter. They don't matter none of the matter. It does not matter if there's a high unemployment rate because they're always are going to be people that want to buy and sell real estate always forever forever forever, and they'll always be a need for caring competent skill draw state agents you're just going. To have to make the decision whether or not you want to be part of that new market carrying that's not so difficult to muster. Right competent. Oh, now we're getting a little bit harder. That's a higher threshold skilled. That's right there that last word that's where most you guys are going to get knocked out because you're going to be so wanting to believe that you can continue on this Silly Social Networking Bandwagon and that somehow is going to make it so that you're going to be successful in this new market. The last market was mostly about who you knew and frankly. Who knew you right so as a sort of a social sort of maybe that kind of thing, it's sort of worked because sellers were not that selective on who they listed their houses with biggest buyers were not that selective and who worked with because the hot selling market created massive foam. Oh, fear of missing out and sellers we're not worrying about who they're list or House with because they knew the house would sell anyway true true true, right? Okay. These are all true statements in a new market and changing market and adjusting market. None of those things are true because sellers and buyers for that matter start becoming. Really really. Selective. Fact check correct you guys getting me on this. So open your mind to the fact that this business you've made the right decision you are in the right place at the right time but you've got to do the right thing and sometimes doing the right thing is going to make uncomfortable. You know it's like I said you're GonNa have to do it. You don't want to do when you don't want to do at the highest level but guys, please embrace this business embrace your life. Be Thankful. Be Grateful. Be You know show massive graduate towards? People on a regular basis by helping them transact. By removing the stress that they have from doing a real estate transaction, that's your job. Your job is to become the best version of you as a real estate salesperson. You are salesperson I am a salesperson anyone who's ever achieved any level of success in life no matter what their industry are sales people. Yes. I'm talking about doctors talking about authors they're sales people they're trying to sell you on using them, sell you and listening to them, sell you on allowing them to do that procedure. Those are sales people you are a salesperson don't be at you know don't be at odds with that. Just be the best version of you as a salesperson. So rant over. Hopefully this helps them. Bugai's hopefully motivated you. This was not what we're gonNA talk about today. Julie foreshadowed our topic for tomorrow. How to find the hidden inventories probably with that show will be called tomorrow but do stay connected guys do think of you know again we're going into the final stretch of the year. I need to make t shirts, ball caps or saying something to the effect that you know twenty twenty. Wouldn't want to be you know, right? I mean if you're ready to have this year behind you, I know I am too much rollercoaster right? Well, unfortunately, twenty twenty one is probably GonNa be very similar. So we just we stay close you know we stay on the same path we stay true to our north stars we we state eight of the Northstar obviously. Aside, from the profit driven one, we stay true to the fact that we're here to be of service to you. In your here to be service to your clients we stay on along those lines and we stay vibrating on those frequencies for those of you guys like that mindset stuff that you can't go wrong. No matter what happens in the world you'll be fine. You'll be great the any you do it for long enough. You're going to experience a new life in your experience at. A -tunities everything's going to change, and frankly there are no better examples of that. You know yours truly my lovely bride right read our book. We talk about it. We came from less than nothing. And now we have a little bit more than something. So you guys can accomplish the same things and you can do it a lot faster than we did because virtually everything that we had to figure out, we had to learn on the job we had to learn from failing forward. You guys can just read our book and attach yourself to us through our. PODCAST and obviously our coaching program. If you need me for anything, feel free to tax me directly five, one, two, seven, five, eight, zero, two, six, five, one, two, seven, five, eight, zero, six in the meantime guys, I know a lot of you guys are at least e. x. p. curious and you should be that's the smart move tech stored e. x. p.. Two three one, nine, nine, sex text the word ESPN two, three, one, nine, six, and do consider going and listening to the PODCAST I did yesterday with Mr Brent go I think you'll really like it. You guys have a fantastic day and we'll talk with you on the show anytime member you can listen to our podcast replace other great day. This program has been a presentation by Tim Liras Real Estate Coaching for more information on the real estate coaching and training programs visit our website at Tim and Julie Harris Dot. com. Remember to tune in weekdays at noon for upcoming shows until next time. Thank you for listening to Real Estate Coaching radio with Tim and Julie Harris.
Podcast: How To Finally Stop Procrastinating. | Tim and Julie Harris
"Welcome to Real Estate Coaching Radio starring award-winning real estate coaches and number one international bestselling authors Tim and Julie. Harris. Real Estate Coaching Radio is the nation's number one daily radio show for realtors who demand. Authentic, real time coaching. Get ready for flood free unfiltered full-strength honesty about what's working to get you into action helping others and making money now in today's real estate market. Or hosts Tim and Julie Hairs. Three to one, and we're back Julie Welcome to today's PODCAST topic that we're going to be covering the next few days is a topic that you have. Chosen based on the feedback from a lot of the questions and just frankly from decades of coaching experience and what we're going to be dealing with is specifically the seven types of fear we're in Milwaukee you guys through just the concept of the fact that really fear. At the end of the day, there's two types of fear and I'm not going to drill down on this now because we're gonNA, get to the first. Sort of the way that fear manifests in the form of procrastination but there's really an essence guys you'll learn to the series that. Are, GonNa present to you. Is that the fear that you experience when you do experience it is psychological fear and the nice thing about psychological fears that you can actually do something about it. You can change it you can actually choose not to feel the fear well, rather you can't choose to feel not fear feel the fear or not. That's easy for me to say but you can choose how you react to the fear ones you feel it and that's what we're GONNA be talking about this week. It's incredibly important. You guys drill down and stay focused because we are going to explain to you the cost of not moving past. The fear a mechanism having ultimate control of you. Okay. We're not going to be talking about anything spiritual or anything will or anything pseudoscience were GONNA? Be just dealing with straight up how to drill down get past feeling fear practical tactical stuff and I would challenge all of our listeners to just accept the fact that every single one of you has at least one of these fear factor's going on and some of. You may have more than one that are sort of working together against you. So do take good notes and of course, most importantly decide what you're going to do about it. Right. So before we get to the first point in the first point is procrastinator which is near and dear to Julius heart because that's fear manifestation that's plagued her and chased her most of her life and all of us do differing degrees. So before we get to the first point, might all of you if you're not in the free coaching program, there are still an opportunity for you to enroll. All you have to do is text the word survival two, three, one, nine, nine, six, text, the word survival two, three, one, nine, nine, six if you're one of our friends in the great white north money was kind. Enough to let me know yesterday the texts mechanism does not work in Canada. So you're going to have to go to the website directly to enroll and to do that it's simple. Go to Premier Dash experience dot net. It's Premiere Dash Experience Dot net but for everyone else other than those of you in Canada just text the word survival two, three, one, nine, nine, six, so. Julie. Let's talk about the procrastinator. Yes. So by the way, don't procrastinate texting get on that. Okay. So all right. We're talking about fear but the the first tenant is the procrastinator and you might put a slash next to that It's also known as a perfectionist, but procrastinators often obsess over the end product or outcome of whatever they're doing and they insist on being perfect. There's a perfectionist isn't coming in because of this they tend to spend too much time planning and researching instead of simply diving in they hold themselves back from even getting started in the first place. Now in real estate, these are the getting ready to get started to someday possibly take the first step if the planets are in alignment and the sun is shining, you've heard this before. Or an aversion of that, right. These are the agents who spent a year or at least months on their pre listing packages always tweaking and over engineering everything instead of getting it done and using it, I would put a lot of stuff in that category you might think of. You know some of them have wanted to do some videos and they've got a system but because they're not perfect at it, they get stuck and they never use it listing package. Sorry. Listing presentation by our presentation doing proactively generation of talk topic that's coming up. Yeah. Okay. So these are the you read my mind. These are the same agents who role play endlessly, but never call an actual prospect because quote they're not good enough yet on the script. So for Pratt procrastinators, what's the cure out of that second I've got four points of cure to the procrastinating the getting ready to get started crowd. Most of you guys listener are procrastinating, and again we're going gonNA focus on the things that you know our wheelhouse in your wheelhouse, which is being successful real estate business owners is what you guys are all spiring to. If not already, and the procrastination thing is not you cannot be a procrastinator and be successful in real estate or anything else of that matter. And July said a lot of really critical points and hope you guys were listening to getting ready to get started is where most of you guys are virtually all aspects of your lives you think about that be honest with yourself be introspective with yourself. Thing of all the things right now you're you're getting ready to get started to take seriously takes the next level. How many in Your House Hound little unfinished projects do you have in your house? How many? How many different things have you promised that you're going to get done this year that basically just been procrastinated until the cows come home but more importantly how many of you are actually doing the things that are actually going to lead to? A paycheck and you're not doing them because of the fact that you're procrastinating feeling like you have to learn more know what to say, and that's just all your ego. That's your ego trying to protect itself, and we're GonNa talk about that more and the future days that are to come their own the next five or six days. But the reality of it is that the procrastinator is the easiest thing to identify it's also the most insidious and destructive of. All the manifestations of fear. 'cause you never do anything. Yeah and in fact this, there's a lot of psychology to this is well, this is actually the first stage of mastery which is known as formulation formulation is the getting ready to get started to someday do something you're thinking about your planning at your tweaking at you're studying at you're doing a survey on facebook about it. Okay. So then you can't get to concentration which leads to momentum without doing this. Hey. Stand up i. have to read this. Here. All right. Here we're doing little office reconfigure as well. Okay. So what is the cure number one? It is important to push past that fear of starting getting written word when we switched your screen. Sorry. Okay. Getting started may feel like a big hill to climb. This is a quote from a psychologist, but you cannot edited or revise something that doesn't exist. Right so this is where you get stuck massaging something that actually hasn't been executed. So be careful not to place energy into a perfectly finished product instead use it. To troubleshoot an outline or an initial push, this is where agents get stuck. They don't actually learn anything because they're not actually doing anything. They're thinking they're doing something because it looks like work. I made sure I quoted the Right Person Sheryl Sandberg of facebook famously said done better than perfect. Actually you know it's funny. I was the one that tells you. She said that he actually was quoting somebody else. So she has competed that maybe it needs to know she she's the most modern famous person to have said that actually. Just wait at the end of the line I know what you're talking about. Julie's Super Energy knows exactly what I'm talking about Oh I. See looking at your notes. That's right. I told you a tool. Yes. So but delays to that point though with regards to the whole done is better than perfect concept that in itself right. There will be a revelation most people but I do want to loop this back into proactively generates versus passive just to drive this point home the problem with what everyone else is telling you guys to do for the sake of building your allstate business is that you will never actually you're always going to have A. Reason to procrastinate you're always going basically have there's no way to perfect what they're asking you to do. There's no way to actually ever get to some sort of psychological point where you feel completely comfortable with saying it's good enough because it's constantly changing look at I mean I'll use. This is a stupid example, but it's a good one look what happened with Tiktok what look what happened with all these different things with technology that you? Guys were being told by suppose gurus and coaches and the real estate industry investor time in. But look, you don't get business from it because there's no business to be had its all time wasting activity. What we ask you to do has a very discernible start nettle and finish what we're telling you to follow a system. What we're asking you to do in our coaching program does have a very predictable duplicate -able result whereas all these. Other things don't, and that's something you have to keep in mind because if you are a natural procrastinator as a new fall prey to believing that your future in real estate is dependent on your ability to be a social networking influence or whatever gimmick they're trying to sell you. Then that's going to make it so that you're procrastinating tendencies of combined with those bad ideas are going to never result in you ever actually taking any any. Real momentum in your business and Jillian I are working on might even end up being a book but we're R. We're at the point where we feel very confident that the failure rate for agents has actually increased since the normalization of all this digital stuff basically as a primary source of lead generation and what we have determined and what we're trying to you know. Absolutely, drilled down on using NAR statistics mostly as the number of the amount of time agents spent basically how long the average lasts in the business and what we think we've discovered so far that since two thousand seven, the average agent in the businesses like they're failing significantly faster thirty percent faster. And we can only surmise that most of them are going out of business at real estate carrying a bunch of debt from having basically been suckered into buying all the gimmicks how about that for a shot between the eyes as I don called truth. So if you're wondering why you're struggling, it's not because you don't have the aptitude or the intelligence. So the desire the motivation you don't need to work on your mindset. You just aren't doing the thing that's going to put you in a position to help people and make money. It's not there's nothing wrong with you. There's something wrong with the path you're falling. So for most of you that should feel really great and understand that if you were like nine percent of everyone out there who your natural procrastinator. The defense mechanism at the end of the day but if that's who you are and you're trying to basically make social networking work, you're never the worst combination of a behaviors. You can actually ever exhibit if you ever hoped to basically be successful well, it's pretend work. Basically, you know it looks like something that's going to result in something and yet it's just a former procrastination. So let's see point number two. What is the cure for this for are perfectionist procrastinators in real estate there is little, which is actually perfect. You're dealing with people you're dealing with contracts with houses with inspections, you're not going to have perfection but. As I said in many my perfectionist clients be perfect at the things that do matter right clean contracts follow a specific process be relentless in your pre-qualifying and let the rest go. This actually comes out a lot in our coaching and premiere when agents get into some kind of difficult situation. The answer is always do what the contract says and this means that you can't negotiate intact. You can't do goofy stuff like that. There are some things that you can exercise that perfectionist muscle in, but it's not much real estate. You GotTa let the rest go. Point three realized that taking the first step is the most important and that the steps after might not even be what you think. So spending time guessing at what's next just waste time if you were to go back and interview yourself, you know week one of having your license and asked that beginning licensed Tim, you know what are the steps to enlisting your answered be completely different than after you had done ten actual listing appointments, right? Let alone after twenty or thirty or fifty thousand. Thousand I mean for sure. Yeah. Definitely. To over engineer guessing when you haven't done the action is just a waste of time. So basically, everything you've said so far as far as kicking the ass of this procrastination problem really is just falling approving plan, right? Yes. I mean at the end of the day, that's it and we have lots of them the seven steps listing. Process the pre-listing package, the scripts etcetera, and the procrastinator who with no. But if I'm reading this and I have, let's say a undiagnosed procrastination problem. So to try to make it sound medical here though certainly not physicians. But if I'm reading through these things and I have an undiagnosed procrastination issue and that's become who I am I am the procrastinator by procrastinating I never. Make my else self uncomfortable because I've never actually putting myself in a position where you know I could hear the word. No, it's just never had. You know there's all kinds of psychology they come that reinforces being a procrastinator. The last thing I'm going to be one it'd be told to do is follow a proven path because then I'm going to have to let go. Of this wonderful crutch I've had all my life call procrastination share and you're going to have to be accountable. That's right which is not something of normal procrastinators going and that's why the next point number four is really critical set specific but attainable goals, right. So if you're working on the treasure map which you get when you text three, one, nine, nine, six, texts survival. Thank you have your treasure map, which is your business plan you're going to get that and you're gonNA look at it go. Gosh this is pretty robust I'm GonNa have to do some work here. Give yourself one week to complete it do the first part, my financial picture being clear about what you have to earn in real estate. Don't just look at it and get overwhelmed and say, Oh, well, I'm not GonNa do this because I don't have time to do every single page. Perfectly a must you the first page of your points there Julie which is the first time seeing is we'll tell you my mind went as well as that. You're I know I know is that your? With. This is all against spending around this like when I when I sponsor somebody at X. When we bring somebody into our XP royalty family if you guys want to talk to Julian up during our XP family, just feel free text me directly on my cell phone, which is five, one, two, seven, eight, Oh two, oh, six, five, one, two, seven, five, eight, Oh, two Oh, six if you're just curious and you're just getting started. Text the word e P. Two, three, one, nine, nine, six, and we'll text back a fantastic nine that video that walks you through all the reasons why you want to join espn answer all your questions. So if you're ready to join today just text the word I'm sorry just texted me directly at five one, two, seven, five, eight, Oh two oh sex, and if you want to just if you're esp curious just text the word. P. Two three, one, nine, nine six. But here's here's what I was going to tell you is that every single person I've ever talked to when they join the XP, and they realized the potentially XP has specifically for sponsoring agents. That's where their focuses, which is not everyone but most people they get it is they always overcomplicated and overcomplicate to a level that is just absurd. They don't WanNa accept the fact that there's a proven path to fall. They think their egos tell them that they. have to create these complicated bundles and this and that, and the other thing. They don't just want to again adapt to its there and follow the path that's there for them to follow. They don't WANNA realized they don't want to accept the fact that it's I don't WanNa use the word easy. It's not easy but they don't want to accept the fact that they don't have to create anything. They can just fall in the footsteps of others learn what to say learn how to say it. Learn what to do how to do it. The whole thing is right there in front of you. If you want to get into, ESPN start sponsoring agents you know and yet ninety nine point nine percent of all the people I ever talked to they immediately try to over complicate things in the same thing happens when people get into real estate yes absolutely they do they start listening to all these social networking gurus quote unquote they start doing all this complicated crap with thinking they need to. Create Bundles on branding and learn all these really pseudoscience terms and just frothy and all what. So in your opinion, why is it? The People? Everyone wants things to be more complicated than they have to be I think a lot of it is lack of business maturity and exposure to the fact that there isn't. It isn't easier path I would say more efficient path to just do what has been done before you. You know when we got into real estate, there was no coaching but we were. To follow people who's proven path work but my question is why do people in your opinion drill down on this? Why do people want things to be more complicated than they? Are I think it is a creative avoidance so they don't do anything. So it's more procrastinate is so so there you go. It sounds like perfectionism, but it's really progress. So by making things complicated, you're creating more of an excuse not to do the real work of. Everybody uses it. So it seems acceptable everyone else right because they're not doing anything. More seminars more webinars, more jurors, more podcast, more everything to listen to because you've got, you're getting ready to get started and you need to make this really complicates system. So ultimately, what is the people that act like that, which is virtually everyone what what is it? They're trying I mean look how many people you know if you google some of the biggest search terms are essentially about different workouts in. This the other thing it's like it's not that complicated guys this stuff has been out forever. It's not that difficult lots of people that sell stuff that you want it to be complicated. So why they're multi. System what's in the psyche that wants to be complicated? That's a good question I work and I think I think people hide out because they you know ray they get intimidated by what they think is a bigger process Fear of the unknown is a big thing fear of success. I think is just as strong as fear of failure because what if they actually do follow that system and somebody says, yes, and what if somebody says no, it's all the stuff that's made up in your head the what ifs when you don't actually have anything to compare it to. Say you know this doesn't work after making three phone calls I think people are more bass than that and I'll tell you this having thought about that question longtime because as coaches I I mean you constantly run up against that. You want the immediate if guys listen this, enjoy getting this notes but the simplest answer is always the truest answer. Right? The first answer you guys from remember. From taking tests. The answer's almost always see if you can't figure out what it is. Right. So the simplest answer is always almost always the correct answer when you're trying to decipher something but our egos for some you know obviously undefined reason wants to they want to make it more ego wants to make it more complicated. But here my opinion is the reason people ultimately like to have things. Be More complicated is because it does create a socially acceptable way for them to procrastinate. It does create a long term thing where they don't ever have to learn to do what they don't want to do, and they don't want to do it at the highest level and you know using our favorite example. Basically, you can say you know prospecting, for example, you sworn pledged throat on your dream. Board Goal Board everything the you're going to basically pick up the phone and start calling for sale by owners but you haven't you maybe have made this pledge that beginning of the year and what did you do use the coronavirus viruses your excuse you used all the other crazy things that have happened this year you're trying to perfect your script you're trying to role play you're trying to this. All this through varying degrees of procrastination. But those things that you procrastinate have you ever noticed they're also the things are going to put you in a position helped the most people make the most money. The quickest have you guys focused on that or realise that's true. How many of you procrastinate picking out what version of Kito Diet or whatever that you're actually GONNA do books you're GonNa read podcast you're listening to all websites you're going to just because you don't actually want to start doing what you don't want to do when. You don't want to do at the highest level because you want to stay in the formation phase as long as possible because you're creating your plan that way you can tell people you're working on losing weight. You're not. You're just basically reading a bunch of stuff trying in watching a bunch of videos trying to procrastinate ever actually having to go to the gym and make yourself uncomfortable or ever saying no to the third helping Pumpkin Pie right is this makes sense Pumpkin Pie that's not nice. I know I said just a buggy. been put Pumpkin Pie spice on your coffee. This morning I saw was yesterday. By the way they checked. But but but is. This we're talking about it's elaborate avoidance and you know what's funny about this? Let me let me do this last point and then I'll make a coaching story. This is this is this is gonNA hurt out warning. Related to. Done is better than perfect. Perfect is the enemy of good. Where does that thought come from? Well, I looked it up aristotle and Confucius and other classical philosophers propounded the principle of the golden mean you guys can look that up but which counsels against extremism in general. In this case, we're talking about perfectionism, the Paredo principle or the eighty twenty rule explains this numerically. So it commonly takes twenty percent of the full time to complete eighty percent of the task. While to complete twenty of it takes eighty percent of the effort achieving. Here's the important part achieving absolute perfection may be impossible, and so as increasing effort results in diminishing returns, further activity becomes increasingly inefficient in other words the harder you work on something to make it perfect the further away you're getting from that, right. So in other words Aristotle, Confucius want you to stop getting ready to get started and get to work. Here's The interesting thing that happens coaching clients. And you can I hear this on. Mostly on for sale by owner, I was saved by owner and of course, expired called basically anything that activity that would result and you potentially hearing the word no is what really saying. This is real world. We hear this every week several times on the Premier coaching call. Okay. So let's say I was a procrastinator before, but I've decided that I'm going to actually take the first step and do something about it and I've listened to the coaching and I'm not GonNa put all this pressure that I'm GonNa make one hundred expired calls or anything like that I'm just going to take the first step today. So help me God I am going to call five chooser category Feren by owner. expired. Whatever and Lo and behold what do you think happens I get an appointment and I go to premier and we have the victory lap thing that we do in in premier. So they can share their successes and they always end the same I can't believe how nice that for sale by owner was I had the best conversation they were so great I've got an appointment and I'm sure I'm GonNa get the listing. You and I are always like well, what did you think was going to happen? I think talked to you about this one hundred percent of the time but they're always like so amazed that that's how it but be job they took the took the first step but right but drill down on that. So guys, you're all positions again, you're all guilty of basically procrastinating doing the real work of real estate and the reason you're doing it ultimately is because it's not fear it'll work. It's the fear of you not basic of your ego thinking that it can't handle the actual situation where you might hear the word no, or will the seller might ask you a question you don't know the answer to it. So you continue to spin around the toilet bowl forever mentally. And emotionally and financially never get anywhere, and then you're always beholden to buying leads. You're always beholding to basically the next shiny object I. went around the bend on today's show to premiere my parting thought his fear is not profitable you have actually give me two minutes. Okay. Have Time. So so here's something I. Want You guys all to be very, very resin of so zillow and this is no surprise to any of you guys who've been attached to Julian I for a long time we have never been zillow fans and the recent we've never been zillow fans is because essentially everything that they did was not in the best interest of the industry on a whole was basically the best. Best interest of agents who are low skilled and didn't want to learn how to generate their own business that is the bottom line and what zillow swore they would never do. They have of course done and they're going to continue to do yes. They're opening up a fifty state brokerage but even gets worse how many of you have come up on? A steady Diet zillow leads because you've only been the business sense of effectively the last ten or twelve years when Zola's been around to sell you a leads you've never learned how to proactively generate we generate and what's happening in those intervening years. Yes. We've always told you not to buy leads Gary Taylor Gary. Keller. Told you not to buy leads from. Anybody. With a conscious who sincerely cares about you guys told you not to buy leads to learn skills, develop yourselves. You still did it. You made zillow worth eleven or seventeen billion dollars, and now what they're doing is they're basically the then some of you guys said, oh I've had been selected to receive zillow listing referrals from there is buyers well guess what they're taking that off the table to unless you join their brokerage and you can pretty much surmise they're not going to be paying you hardly anything in terms of salary salaries, an agent Ed, zillow wherever the hell it's going to be called. Julie's got to go to premier. So I mean that's the thing I'm GonNa make sure you know to tell the. Screen. Okay. Good. So thank you. The podcast notes days. Yes. I do as well and Julie is going to rush off to her office now and you're literally hearing the door open and close to go to premier. So if you guys are not attending premier every single day you are. You have access to that program at even through the Free Coaching Program. And yes, go ahead and jump on. Premier and definitely tend every single day and joined the community and participate. But let me just around the ban on this point. I. Was Making About Zillow they as a business has certainly. Kicked they executed better than anyone else ever has as far as like a startup better than I, think anybody up until the X. P. They zillow's executed higher level XP ultimately going to be seeing I think is the ultimate Real Estate Tech Company but that aside so what you're seeing zillow now is getting into the real estate brokerage business. Of course, they're going to get into real estate brokers, business those agents out there who have only known how to buy leads from Zillow and other sources. You guys are all going to be essentially on your heels if you're not already and it's just going to get worse and again I know it was. About eighteen twenty four months ago. Some of you were so thought you were so fortunate 'cause Zillow and you to start basically getting their listing referrals even though they had a thirty five percent referral fee and now those listening referrals are going away and now and there's another report that came out on today that effectively says that agents are wising up and they're not they're decreasing the amount of money they're spending on buying leads why? Because the quality of the leads that they've been buying from the big portals are basically crap. So what we're seeing is the end of a mega trend if you want to call something that lasts ten years of megatrend. That what you know anybody with half a brain could have told you what's going to happen. That's just the bottom line Jillian I been talking about it forever we talked about in our book we talk about in thousands of podcasts you go back and you listen to all the way back. Ten Years Julia, telling you not to do that because we knew that this would happen. We knew that there be a whole bunch of agents that never learned how to generate. So they always had tolerate and. I mean tolerate what the you know whether the gimmick that they were you know trying to pursue was going to continue to work and there's another article I mentioned this the other day on again inman. That talked about the fact that you know there's a Tiktok. Sort out and I really don't care. But how many agents out there listen to some guru tell them they need to dance around Tiktok videos, and then all of a sudden tiktok basically might not be relevant anymore. How many of you guys have invested tons of money in SCO and all these other things just basically have the tech company change a couple of things in their algorithm and all your years of work. Quote Unquote have basically gone poof and now all of a sudden you're left with. No source of business that is the problem with buying your business that is the problem with being a passively generator that is the problem, and I'll tell you the other problem is those companies take all of your profit. So not only do you not know how to do the business yourself not only are you always dependent on buying your business but the profit margins in your business or terrible when Julius. Nyerere in the business in the ninety s and into the very early two thousands that I think we sold our last house and I don't remember what year two, thousand, or two, thousand one. The profit margin most business most teams and brokerages were decent not great but decent. The best most profitable agents have always been agents and focused on just being listing agents with maybe a few assistance. You know the ones you don't know about because they're too busy basically working and investing their money and they become many of them have come from the most wealthiest agents in the history of our industry because they focused. Primarily, being listing agent but the rest of these agents in the rest of these folks that only come into the industry brokerages, office managers, agents a probably ninety eight percent of all of you listening have not been in this business for maybe maybe five maybe ten years very few of you have been in business for even three years that just statistically true when I'm saying so you don't know that this whole buying. Thing has just essentially been a trend, a trend that's coming to an end in if your not adapting to what comes next, which is learning how to be a proactively generator, your career will inevitably come to an end to because again, you're constantly going to be looking for the next pretty shiny object hoping and praying that's gonNA solve all your problems guys you have to learn to be independent. You have to learn to basically be a proactively generator. If you WANNA last and business, this intuitively makes sense to every single one of you but this gets back to the topic for today, which is the first of the seven fears we're going to be sharing with you guys. Know, it's about procrastination. Why are you continuously procrastinating what you know to be true. What are you expecting to have happen? You just hope and pray that basically you're able to make ends meet for another year maybe another two years isn't the stress of living that way isn't that burning you out it doesn't make real estate fun. That's for sure. It makes it a little bit of a curse doesn't it? How much better will you feel about yourself and your business if you knew how to proactively generate if every single day you walk up you Had, a specific schedule, your following you did specific activities every single day at specific times, and you got very predictable duplicate -able results. Then you had very predictable duplicate income of which you then start having financial certainly freedom, and then you can essentially save up and reinvest that money and then create your you put yourself in a position where you're rich and rich by definition according to Harris Rules are book is where your money works for you and you only have to work for your money. Guys don't make it so complicated it's not the. Path forward for everyone it's very simple. Our Egos in people trying to sell US crap us to believe that it's complicated. It's not. You know it's not if you want to know how to lose weight, read the book that came out I think in the seventies by Dr Atkins there is it's low car, but look all these different iterations that have come ever after that low car. That's all this other stuff is right looping it back to we were talking about weight loss, and if you WANNA earn more money and you actually want to not. Just, earn more money but increase your your essentially profit learn to do business exactly like we tell you to do it, and then you will, and then you're GonNa get to the point where you will and faster than you think you'll get to this point. You'll laugh at all the gimmicks used to basically fall prey to it'll be entertaining for you as it is for night to see all these craftily written pitches to agents where they're trying to convince you that using fear of missing out if you don't subscribe to this or by that or. Whatever right all the gimmick trail. That's really what we call it remember the yellow brick trail. Julian. I call it the gimmick trail. So when you choose to get off the gimmick trail, you choose to do the real work of real estate. Then you start having more choices and how you're gonNa live your life, and how you're going to be able to essentially the experiences you're going to have in life the money you're going to be able to help other people with donate maybe if you choose to or just all these things only comes on the other side of doing what you don't to do when you don't. Want to do it at the highest level. So hopefully, this makes sense to at least some of you. I know statistically, it's only going to appeal to maybe three percent of you but for the three percent that are listing in the fifty four different countries that listen to this podcast every single day as always thank you for continuously make the making this. The number one listened to daily podcast Barrosa, it professionals in at least the United States. Hopefully, we'll get to the point where we can say that for the world but in the meantime you guys have a fantastic day and we'll talk with you on the show tomorrow. This program has been a presentation by Tim Liras Real Estate Coaching for more information on the real estate coaching and training programs. visit our website at Tim and Julie Harris Dot Com. Remember to tune in weekdays at noon for upcoming shows until next time. Thank you for listening to Real Estate Coaching. Radio Tim and Julie. Harris.
Podcast: Is It Ever OK To FIRE A Client? | Tim and Julie Harris
"Welcome to Real Estate Coaching Radio, starring, award-winning real estate coaches and number one international bestselling authors, Tim and Julie Harris Real Estate Coaching. Radio is the nation's number one daily radio show for realtors who demand Authentic Real time coaching. Get ready for flood free unfiltered, full-strength honesty about what's working to get you into action helping others and making money now in today's real estate market. Or hosts, tim, and Julie Hairs. Three to one and we are back welcome to your lovely Thursday the twentieth. Yes joy walk into the show. Thank you spend an Interesting Day of coaching calls, lots of strategy and I kind of sometimes called adventures in real estate. In fact we went to. Almost an hour and Premiere coaching today because so much was going on all the hubbub. So as always guys, every podcast is going to consist of three parts. The first one is any relevant news that we discovered that we think might be directly applicable to your businesses then frankly, i Miss Julie has really great story too. Yep She does. So we're GONNA. Talk. About something hopefully make all of you guys feel really great and then we obviously share with you anything that's going on that. We're discovering from all of our frontline leaning agents across the country and Canada and for those of you listening to us in Europe and around the world welcome you are listening to nations where at least United States is number one realist. Number One daily real estate podcasts. So thank you very much for joining us. This agent is an agent centric podcast were obviously focused on real estate agent growth, real estate broker growth, but also any small businesses and small business entrepreneurs. We have a lot of folks in that genre. So thank you. You've found the right place hopefully, we're going to provide information that's. Going to put you in a position to help other people we always liked to offer drilled down. You know practical tactical put yourself in a position to help people today make money type information, and today is no exception in July has got some great notes prepared for all of you guys about when it's time or when you know it's time to fire a client. Or so before we get to that joy I, love this headline from. Forbes. The Great American housing boom has begun that for a headline. How are you kidding me? I know, and we we we're pushing hard for this to be the renaissance the second half. Twenty twenty and certainly it's starting with the housing market. This is great news for you guys. All right. So this is a Forbes magazine and the author writes what if I told you that US housing is one of the best money making opportunities today you'd think I'm crazy after all. How can anyone think it's a good bet right now in the middle of a global pandemic, he goes on to say well I'm going to go. I'm going to show. You the facts now, this follows very closely to many of our podcasts where we've been pointing out why things are continuously good and is a story of supply and demand. So he talks about the housing market is worth thirty, five trillion dollars in his currently booming the past month new home sales surged fifty five percent the biggest gain since two, thousand, five, the number of Americans refinancing jumped hundred eleven, percent and quicken loans, which is currently the US is. Mortgage, lender its best quarter in thirty five years they funded a record of one hundred and twenty billion dollars in home loans broke the record for its best lending year, which previously was six months ago. So see there's a big squeeze happening at talks a lot about the supply and demand the demand continues to outpace supply a flood of homebuyers rushing into the market. It talks about how you know people have been thinking about millennials as kids for years, and in fact, the median age of millennials. As was the first time homebuyers about thirty one, thirty years old Let's see according to our foreign ten homebuyers millennial recent roller, dot com fund millennial sheriff mortgages surpassed fifty percent in the in the spring also first wave of younger even than that home first time homebuyers and then all the homebuilding stocks are doing wallace also. So we started taking on our first coaching clients when we are thirty and thirty one. Thinking about that? Now was great article and you know I was talking to some of our coaching clients about using some of this kind of information. You know we post a lot of great stuff on our website Tim and Julie Harris Dot Com. You guys can use those articles to show some of your sellers that maybe are on the fence right now should I wait what's going on with the market? These things all support the fact that they're going to net the most right now, we everybody's used to sing now's a great time to sell now actually is a Great time to sell and you can prove it so well. So the the article that you guys should read really drills down, it's essentially mirroring what we've been telling you on our podcast last two weeks. I'm not suggesting Forbes went and listen to our podcast. I'm pretty sure that they didn't, but it is basically what we've been saying, and this is the reason that Jillian I've been. We've been essentially hoping for the best but trying our best to prepare all you guys are the worst because there's really no downside and being an thinking that way in life. General Right your worst case scenario you're overprepared and things get better but here's the thing that the variable that nobody can really you know the calculus doesn't work and just bottom line is there's never been a time in the history of history where government has essentially pumped in this much money to make up for the stopgap for the money that wasn't getting spent because the shutting down of the economy because the krona virus and all the unemployment, all the things that basically happened as a result of that and they continue to fall out. So the Domino's That would have started falling quite quickly back in March and essence in April especially, they didn't they started falling and then the government immediately stepped in and stop them from falling and all the cares act PGA loan the loan enhanced unemployment but the big one is far as all of us concern us being real estate folks are the forbearance in the essentially they stopped the foreclosure train from leaving the station Angelina were predicting that down there would be no religious adding the train it's it's going to stay stop probably forever it win there is some sort of. Lifting of the moratorium on for closures, and when the you know the all the forbearance in what start running their course probably sometime, the end of next year most likely you're then going to see the banks with the force the government's GonNa Force, the banks at least the most as much as they can to provide graceful exits for people in other houses that just playing can't afford their homes. Look, we can argue forever about the you know the nature of the long term ramifications of this much government intervention but look short term short term I mean at least maybe a year to two years, we're not going to see a precipitous collapse in housing. Now, with this article did is they did a great job of explaining as again. We've been explaining our podcasts for the last four months why? We didn't think there was going to be a huge drop in house values and really the real basic reason why is because the demographics when you look at this many millennials that are going to be at the point where they're going to start forming families they're not gonna Wanna live in mom's basement for much longer i. mean that definitely kills the mood when it comes to baby making I assume. then. You have. You Have Generation Z.. That's quickly falling in those people. If I remember correctly are what in their mid twenty s now and it looked just life moves on right people start forming families and. Wanting to buy houses and all those other things happen life no matter what's going on the economy. So don't think just because the economy's going one direction or another, you're going to see complete stopping to people's lives. It doesn't work that way and then on the other side of the spectrum if you want to call that you have all the baby boomers that are now that are downsizing and all the debited at the endless and so we all. There'd be a huge drop in home values. We don't think so and matter of fact Jillian. I are still on the fence of believing that there's going to be a continued increase in the cost of housing called inflation because as really what it is and demand continues extremely high. That's right. So we could be as Julius Nyerere hoping, and you guys who listen to our podcast. We actually could be at the very beginning stages of what will be. A virtual. Reno said virtual knowing because so much has moved online but. Star Renaissance and Renaissance in the sense that it's going to be a new age of enlightenment and I know I'm kind of stretching the definition here to make it relevant. But all the wonderful things they're going to come as a result of this new economy this forming these new lifestyles that are being forced to people are adopting to all these things we talk about every day on our podcast be excited about it because we really do feel and we are seeing more and more evidence that what comes next will for some people definitely be scary but for most people, it's GonNa resulted in much better quality of life overall jewels. Yes. Absolutely, and we're seeing this our coaching clients are experiencing it. and. They have these very experiences right. So maybe the contract you wrote today for your buyer was knocked down drag out competitive. You had to do all kinds of crazy things get your deal accepted, but at the same time. There with a couple of what can only be described as probably overpriced listings if they're not experiencing the same thing on that end. So, lots of different things going on one of the things that I hadn't heard before from last week was One of our clients had an active listing and you know when they took it sounds like sour was nice and motivated. But now they're not giving a price reduction because they their lender, they're deals in forbearance their jobs a little shaky. In the lender said don't worry, you don't have to do anything about it until spring. So this came down to trying to motivate somebody that's not motivated to move right because they're not making any payments right now their jobs a little bit Shakey. So that might not be a great listening right now if they're not wanting to price right and move on. You know. So the question for somebody like that becomes you know your payoff is still increasing rate. You still have to do the numbers and you still have to do a net sheet and see whether moving now is still better than moving later. That's right. So that kind of strategy and thinking it out hasn't been in the market for a long time and it's causing some consternation so. That's one thing. Now, if we want to shift to the coaching staff and our topic do your but let's be before we do though I wanna just kinda shine light on some of you guys all of us really We all think too small and Bhai too small. I mean literally geographically, we're thinking too small. If you have a license in a state, you can sell real estate any place in that state and a lot of times that state will also have what's it called with other states where they can reciprocity right now, why am I telling you this because you're going to start seeing your buyers in your sellers because they can start your buyers primarily because they can work virtually they're not just going to look the next town over or two streets over or a bigger house than same subdivision they're going to start expanding their search criteria because of the fact that they want to move further out maybe. Dig Movement is going to definitely continue to be away from the heavily dense urban areas, and you have all the reasons why you guys already know about there's obviously the the effects of the pandemic than their social unrest and all that. But the real reason the long-term reason is is because people want to have better quality of lives they WanNa have room around them they wanNA have room debris. Room to play with their families. That's the real essence of the big transformation that's taking place. So people before maybe were willing to settle for a living in someplace that didn't have any outdoor space that was theirs. But now you're gonNA, see the resurgence of gardens and backyards and people buying. But if you live in a really expensive part of the country is a lot of you guys do. Those houses are too expensive. So people are going to be going further and further out and maybe an an adjacent state where there's reciprocity, start opening your mind to the fact that most all of us you included real estate agents. Especially, if you're working with great company like, XP Realty you're going to be able to work virtually your forever going to be working virtually and starting to do listing presentations in buyer presentations and House showings virtually that is the new reality even post pandemic, right? Because that's going to be an expectation that people have. So Open your mind to it and I was doing some homework for. The sake of an article actually about all the different Oculus type devices because I think I can definitely see a point where you're gonNA have a lot of. These virtual zoom type experiences being moved to some kind of. Literal Three D. type environment you guys who play Video Games which I don't know what I'm talking about. That's probably going to be the next generation. Maybe it's going to happen next year or the year after that. But that the technology momentum towards everything being virtual is going to that rate of change is going to increase exponentially like nothing. We've probably ever experienced in our lifetimes and you know mentally and emotionally we're all conditioned for things to take a certain amount of time before we have to adapt right usually have maybe two or three years. You have some breathing room you know early adopters all the phases. Of acceptance all this types of things why think all that stuff's out the door now because what we're GonNa see is that basically the situations of people's lifestyles and you know all the rest of it, you're going to see things that normally would have taken ten years for people to adopt to adapt to it. It's going to happen inside six months like it is this year. So two thousand and twenty, a lot of things that we're having the changes that are taking place as a permanent rewiring of the expectations that all of us have for our lives and good ways and bad ways I'm not saying it's all. Natural Optima says a lot of you guys are otherwise you'd never be so crazy real estate license, right you know. But going forward be very encouraged by what you're hearing and what you're reading and look for the look for the ways that you can adapt your business and your own mindset. So you can be of service to more people. Now that said the good the big question that Julius presenting all of us with is, when is it time to fire client? has been coming up from time to time, and that can be firing a buyer client or firing a listing client which sounds kind of radical to some of you guys mean listings are are higher hard one fought for why would you ever want to let one go? So when is the right time? When is it okay to break up with a client? Okay. So there are several things to help you remember one is. There's a saying that we used to have when you want the deal more than they do, and you just keep banging your head into the wall trying to get something to work out for them that can be on the listing side can also be on the buying side. So that's these are just little mindset things and we're going to drill down on a couple of other points here anything you want to add to that. Okay. So when might it be good to break up with the client if they won't do what it takes to buy or sell, and again, that's kind of like you wanting the deal to happen more than they do. So that could be a seller that has unrealistic pricing. It could be a buyer that just wants to keep on low balling and just hope that something sticks on deal Number Sixteen K. so they won't do what it actually takes to be successful, and that gets down to they're not coach -able. They're being a little block headed in spite of your best efforts in spite of your scripts, your stats, everything that you've done that's logical. They're just not being coach -able and really trying to motivate the unmotivated. That's a thing as well. But before you're going down that path and labeling them as uncomfortable unmotivated block headed won't do what it takes. Ask Yourself I did you educate them So it's not fair to get all upset about a buyer that doesn't come in at full list if that's what your market demands if you haven't I educated them about what it takes to actually buy a house and you're just being pushed around doing whatever they ask you to do. So, generally when a buyer knows things like the list to sell price ratio. So in your market, maybe things are selling for one hundred and one percent list price maybe in your markets only ninety five percent. But if they're gonNA come in at eighty five percent and they're going to win, that's your fault for not educating them that that's the way to lose. Does that make sense? Does you know you? It's like blaming your kid for breaking a rule that they didn't know existed well, Julie you're touching on all the things. Essentially that we teach them in coaching because when one of the aspects of our coaching program is obviously, we geared mostly towards teaching guys out to be powerful listing agents. But when it comes to the buyer side, you do need a presentation on your by your side of the transaction to in most of the problems that you're going to run into your frustrations are going to be self created because you did not set realistic expectations. When you start with those buyers, you did not bowl a set of rules you just essentially. You call them that you see that house. Let's go see the House I'll do a virtual tour will pop of its vacant in other words the informality in which you conduct your business results in very inconsistent frustrating results. That's right and then agents get mad about that. Yeah, and then you blame the buyer were is really your fault exactly. The point we're trying to make here. So yes, in some circumstances, it's appropriate to break up. With a buyer or a seller, but you've got to have a little gut check I. is it your fault that they're acting that way? Maybe its overpriced because you really if we come down to it, you've been kind of lucky on your previous listings because the market save your butt in the fact that you don't really know how to price anything and this time market's shifting on you and you were wrong. Well, you know what? It's not the seller's fault. You got to present them with the facts they're either going to price it adjusted or they're not. So, how do you educate your clients? So you don't get into this trouble I mean ideally you're going to sift and sort and prequalify before you have to have that conversation that maybe we're not a great match may not going GonNa work out. But how do you do that? You have to have a pre listing package? The pre-listing package covers much of this and you know it's at least a good start. Before you do the former listing presentation, we call that the proven homeselling system which covers a lot of different aspects for sellers including what to expect. You know, why should you not overprice and hope to negotiate down? Why should you know for example, reject a full price offer? Why should you not do that? You've got to actually talk about you know how your first offers usually your best offer and things like that. Local market practices that can be different in price ranges in different. You know even in your town. So what works for a first time buyer might be totally different rules when you're in the luxury market Ten miles away from what do you mean by that specifically. So let's say that you're used to pricing something in and expecting multiple offers that only works in most areas up to a certain price range, and then there's more inventory you're used to longer days on the market, and that's a different conversation with higher end seller right that that maybe you look that up and that's you know ninety days on the market even one hundred and eighty days on the market because there's new construction kicking, Butt? Because there's more competition and here's what this happens on the buyer side where it. Hurts you you're going to have a motivated ready to go dream buyer situation buying an imperfect price range nothing to sell ready to go financing approved by of your dream buyer of your dreams. Right. You can just basically take that buyer through the drive through banking basically cash out that contract just the second you right it's that solid right. But here's where you're going to screw this up because you're going to be showing them in a particular neighborhood and you're not gonNa realize that it could just be one side of the street is self more sellable than the other side street one? Jillian I. In in a section where there was a major gas pipeline that tail and it was massive, the gas Pyan wasn't marathon. something. You could drive like a fricken. A sixteen foot diameter. Huge. It was buried and it was underneath the ground it was essentially. So there's this beautiful how beautiful street beautiful houses built by great builders, but the houses that the top of the street had this godforsaken thing going underneath the ground that was just if you think about it, they're. Just, kind of free. Could do that, and then we're like, what is this on the remember something coming from Canada But it affected like those eight houses on that side of the street you but do you remember that pipe? Coming, from Canada that actually was going down to the Gulf yeah basically. So they It took a turn in that neighbor took a turn in this neighborhood. Well. So if you're doing a seema in that neighborhood, if you're trying to say, for example, you're in that neighborhood and you think you don't you're not real knowledgeable about the nuanced differences between one section in the neighborhood versus the other let alone one part of the St versus the other, and you bring a really great motivated buyer in there and you get them to encourage them to wheel and deal on a house that's in the desirable part because you don't know that there's nuance differences in. The cellar reject your offer and accepts somebody else and somebody else's offered. That's kind of your fault for not knowing the nuanced differences and there is another area where when Julie I sold real estate, this area called the Clinton Bill Beechwood same deal. I mean there was one on one side of the street was better than the other side West Easter West rate if you're. On all of the streets, still a few good streets on the bad side and a few bad streets on the good side and you ended drive that you had to list at you had to door knock it worked for sale by owners. The expires have you know you have to really get to know an area beyond just looking at pictures in the mls we're not telling you all this to overwhelm you. All this big sickly. If your forward thinking, you're going to be thinking to yourself well, that nuance difference does give me a competitive advantage in the marketplace and absolutely does. If you pursue that right so you know this is part of what you get paid for is your clients expect you to know more than they do yeah. Well, and this is the reason that technology companies and agents working for technology companies that are getting paid. An hourly wage will never take the time to master a location in a market like you. Guys will never, and that's the reason that you'll always be relevant in the market provided you make yourself of service other people in you're able to provide that nuanced information as you go upper end, it even gets wackier because here's the thing that happens it's very fastening the really really upper end I'm talking would depending on your market with that might be. Four million but might be two million on one million or ten, million on bill byers in that price range are incredibly as they should be picky because that is an ego purchase an essence it's aspirational purchase nobody needs to have a house. It's like that they're doing it basically celebrate their success celebrate coming from probably a perfectly good. Exactly multiple perfectly houses but you guys you might walk in great buyer same situation perfect buyer. You might walk into a house and you might not realize that the architectural. Panache of this particular house is. Could just be little tiny subtle things that because you're not familiar with that price range, you don't realize that that's. Considered to be outdated amongst buyers in that price segment and it could just be something as simple. Here's something interesting I. Bet you didn't know this. Told you this. Do you right? Did you know oriental rugs? Right now they're completely out of fashion. You didn't I didn't tell you that Yeah Ron Johnson told me that yeah. Rob Said Yeah he said we replacing them with nothing fours. Yeah neck well now he told me that he's GonNa start at because he does he's transactions on these multiple million dollar properties and essentially nobody the oriental rugs aren't a thing to have on the floor anymore it's just all it is is just the absent flows fashion right two years from now ruins love oriental rugs and he was joking that he should a ran aware how someplace and starts up. For. The resurgence of your. True. I mean, and a lot of this comes with experience. One of our our new newer agent action plans that we have in coaching is designed to get rid of that experience deficit and force them to like go see ten houses that are out of your price ninety day massive actual talk about that. Yeah. Well, it the Ninety Day Action Plan I it assesses are you on track ahead or behind which for some of you guys you don't really know how to figure that. Out because you didn't have goals in the first place, it brings you to those goals and then it asks you what do you have to earn in the next ninety days to keep the lights on what are you have to earn to meter achieve specific goals beyond just keeping the lights on I mean you could be a manager in starbucks and keep the lights on. That's not why you got your real estate license. So it Kinda brings you back that excitement that you had. And then we figure out whatever that amount of money is divide into that your average net commission that tells you how many deals you have to do where those deals going to come from usually their generated from listings. Maybe you've got some buyers you can identify, but it's an actual plan identify what you've gotTa do identify what's on your plate right now, and what is the difference? It's a simple math problem really. But then you have to say where's that Business GonNa come then tells them exactly what they're supposed to be doing every single day. Right. And it is part of our coaching program is, but we actually give that ninety day massive action plan when we launched our free coaching program, which just be very clear to whisper of what the normal coaching program is but it gives you the ninety massive action plan. It gives you ultimate agent survival guide gives you all the nuts and bolts the things you guys need to do. To not just survive through this market shift but thrived through the market shift. Right I mean we'd whatever comes next wherever the market's going to be. Next year we're predicting that happen is there will be parts market that feel very much like a crazy boom market there will be parts of the market that feel very much like a complete collapsing market the were bifurcation doesn't even cover. It because there's going to be segmented versions in the market, they'll be a little bit of both like Pifer Piper right we need to think of a new word, right but that's what's going to happen. You're going to have to have a different variety of tools and you're gonNA have to know how to use those tools to solve difference sorts of problems and we are going to. Continue to do our best to make sure that you're over prepared for whatever comes next in the marketplace be excited about the changes that are happening be excited about the opportunity to learn because when you learn things that will put you in, make you of service other people, and frankly your competitors don't you do have an unfair advantage in the marketplace because you know things that they don't. They you are willing to take the time to learn those things when they weren't. So if you want to be part of the Free Coaching Program just text, the word survivable just text the word survival three, one, nine, nine, six, now please be clear. It's just a whisper of our normal coaching program, but it is a great way for all of you guys to get started so. Just text, the word survival, two, three, one, nine, nine, six, and when you do, we're going to tax you back a link where you can activate your free membership and then you're also going to be entitled to a Free Coaching Call with one of our new member coaches. So go ahead and text the word survival two, three, one, nine, nine, six, and yes, that doesn't include a daily. Semiprivate daily Semi Private coaching call with one of our certified coaches Julie. Yes. So let's bring this full circle after we've given them some accountability of yes. It is on you to educate your buyer and seller clients in order for them to actually behave in such a way that they and then you will win the seller will sell the buyer will by now once you've done that. I had an interesting case on today's Premier coaching call where it came from an agent that I know she's in Chicago she is very professional. She's been an investor for years herself. She had a kind of a relocating investor from California and did all her normal stuff talked about the market conditions in this person wanted to buy a series of hundred, two, hundred and fifty, thousand dollar. Rental those exists in Chicago. There's you know we're right in the mid West now, but the investor client was coming from California. Okay. So from beginning to end this quote, buyer investor has argued with our broker in question here are coaching client about how closings work and what the expectations are and how it should be okay to get an inspect copy of an inspection from two sales ago on a property and all of. This unreasonable list of demands where she claimed that? Well, that's how we do it in California. So that's what I'm asking for. Okay. So are poor which by the way they don't do. Actually No, you don't that's made up. But And after a series of sitting down and meetings in counseling her and talking about how the market in the Midwest is different than we have actual title companies and they do some research like that, and how it's not typical to get a home inspection from two sales ago this quote investor client. Just will not be coach able. She's she just wants it her where the highway and she's willing to lose deals overt or not right contracts in the first place and I asked her client in Chicago. You know how long are you going to give yourself to knock your head into the wall trying to create something for this person who is not coach -able not compliant for you an now I said that after I asked her a lot of questions about did you go through the education process? Did you explain to her? How things are not the same in? California and this is typical practice and that her script had been I'm sorry that's not available. What would you like to oh? That's what she was saying. Yeah that right you know the doesn't exist. What would you like to? She continued to close she was doing a good job in my opinion as her coach and I said, you know, maybe this is when you WanNa let go maybe this is appropriate to break up with this client if she's just not going to be coach because. This does not sound like somebody that's going to be buying anytime soon, there are minimum standards since we're focused on buyers it just like there are sellers right you guys the seller minimum standards are quite simple here Harris coaching, right? If a seller has to sell if they have motivation. So there's you know the primary between the buyer and seller taking sidestep is there's no such thing as a buyer that has to buy right this is this is really the essence of there isn't Julian, I focused. So intensely on the listing side of the business because there are plenty of examples. Of, sellers, that have to sell because I'll say it again because that for some of you will be an absolute Aha moment. There are no examples of buyer that has to buy. They never have existed never will exist. Don't tell me ten thirty one exchanges because they can always pay the tax or relocation 'cause they can rent to. That's right and so they'll always be buyers who want to buy never have to buy but the flip side to it is and that means by the way just closing that loop that they'll. The buyers are always going to be less motivated unless motivational. They'll they're always going to have that. Burning desire to well I can go back to rent. I can just stay where input stay put I don't have to sell I don't have to. Right now when on the seller side, you absolutely have sellers have to sell the list of reasons it sellers have to sell is pretty much endless, and so that's the you know. You have all kinds of financial reasons you're forced relocation you have a mortgage that they can no longer afford to pay. Maybe it's on a rental property and they can't get rents to cover it and they're tired of subsidizing tenants lifestyle I mean the. List of reasons why a seller would have to sell is really it's endless. That's the reason you focus on the seller side of things. But when you're working on the buyer side of things and you guys feel frustrated because here you are doing the wrong thing and buying your buyer leads doing the wrong thing and basically not pre-qualifying your buyers to determine if they're even financially able to buy and then you're spending all your nights in. Your weekends with these essentially, the buyers are most likely going to be the first to buck. As soon as interest rates go up a quarter point or at eight point that's if they're even willing to do what it takes to be competitive. If that's the situation right half of them aren't willing to do or unqualified qualified to do a have to sell seller is not going to decide he doesn't have to sell his interest rates go. Up More, because there's a presidential election or fill in the blank but a buyer buyers will buyers are the ones that are going to drive you guys crazy and your job is going to be to sort and sift through all the buyer leads that you get when you learn how to basically come a listing agent. The best way to generate byerly assuming you want them in the first place is to be a listing agent in the. beat the buyers off the stick you'll get. So many buyer leads the learn to be listing agent, generate your own buyer leads, and then you have to be very efficient at deciding which ones you're gonna work with, and which ones you aren't going to work with, and you have to follow a set of a minimum standard rules and we have minimum standard rules that we teach all of our coaching clients. When you're deciding to obviously I talked about the seller side things do they have to sell? What's their motivation is have want to you know what? How much did they owe all those types of things on the buyer side of things knowing that there's no such Thing as a buyer that has to buy your minimum standards for a buyer is are going to be relatively simple, but they're also going to be unfortunately flexible because buyers can always change their mind. The first one is, are they completely approved subject to the appraisal of the property we've talked about a lot on this podcast art. Do they have realistic expectations of what they can afford to are they just basically completely out of touch with reality member these are buyers. The next one is, how do they act and react when you tell them about a listing other lacks the days you'll not getting back with you right away or the urgent and what other buyer minimum standards. Are they willing to do what it takes to be competitive even if they have rockstar financing rate, do they have the ability to do what it takes? Are they willing to do that? Do they understand emotionally and financially ability? Or do they fight you because they think they know better 'cause they watched an episode of hgtv that's not how it went or the example Julia was just giving about that investor attic. California. Looking to buy things in Chicago expectation right? She's GonNa go. She might be financially able but she's not emotionally able evidently psychologically she's Right. It's not gonNA happen. So that agent who has multiple sales in their is of this person endless number of houses is gonNA probably end up selling that investor no houses just for all the reasons that were stating and so and also it takes her time away from people who do act like real fire. So we talked about this premier when I walk yes, it is easier. For more experienced agents to do this to us this filter, which is why we work to get experience endure coaching clients as fast as possible. Because here's what you do. If you have some experience and you're having these questions like what should I do? Should I break up with this Kleiner? The real deal? Aren't they K- ask yourself of the buyers who bought with you who have been successful. How did this person act versus them when you bring him a listing that is exactly they asked for do you have to track them down for two or three calls to get to see it and then lose out because you weren't the first showing or are they like yeah, let's go right now I'm ready to rumble. That's a real good filter right? That's a real good gut check assuming you guys have had closings right some of your new. So you haven't had a great go look the past closings the pass say ten or twenty closings you've had over wever timeframe. It's been a year whatever maybe it last month and then ask yourself what the motivation was for all those buyers are all those sellers. Way To. Is this listing that I seem to be butting heads with and won't let me price right? Are they acting like somebody who actually wants to sell? No has to sell us do they have to sell do they want to sell? Are they trying to sell act differently than people who are just trying out? Right and you know the ones that are Just they tell you Mr, it's a script right misery script Mr Seller do you have to sell what happens if this property doesn't sell? It was one of our scripts right and if they say well, nothing will stay put or you know we can just turn into a rental or to my price, right? If you hear that then that's a want to. And some of the biggest pains in the butt one of the downsizers, which unfortunately is a big segment of the market right? So downsizers a great. Potential. Seller but one of the keys getting down-sizer to actually price to the market is going to be you know look for obvious signs are they packing the house? Are they taking direction from you when you give them feedback about the condition? Are they removing the nineteen seventies? wallpaper might be nine, hundred, ninety s wallpaper. Now, we need to bring our examples up-to-date either. Exactly both all that all paper has to go there's a rule mean are they doing those types of activities and here's the best way? Are they actually looking to where they're going to move next? Could you put them in contract on something new construction or otherwise that's going to be your surefire sign that downsize. Look at it. Maybe. They haven't broken up with their existing house? Essential down-sizer issue. Unlike, move up buyers okay or relocation the down-sizer is losing something they're getting less than they've got. So here's really the bottom line to all of these types of. conundrums really is what they are is if you generate, you do not have to tolerate if you generate, you do not have to tolerate. Can I have a how Louis? But assuming that you have asked the questions right. So the more you generate the more choice you have and the more experience you have so that you'll hear in between the scripts and the answers you'll hear you know what this person isn't really acting all that motivated the not really answering my questions straight. They're not really giving me anything to work with that's different than somebody who says you know what I need your help because I gotta move to Atlanta tomorrow but you generate. When you generate enough right. You don't feel. So agents at don't generate enough feel like they have to work one or two individual leads to the death right? They're going to make it happen and they're not gonNA pre qualify right now they just want the business. They're not GONNA ask tough questions that might result in discussed self-discovery that the spire. Are Not motivated right because you guys don't have enough. To choose from right? That's the thing. Yes you're desperate to make whatever's in front of you work. Meanwhile, you're wasting your time on some of that because you're not talking to people who really honest to God do need your help. That's right and that's the reason. Ultimately, the success or failure of Your Business is predicated on a whole bunch of things. But the biggest thing is your willingness to proactively generate 'cause if you proactively generate and you know that you can any day, right you can create your own powerful. Primarily listing leads from the things we teach in the coaching program. If that's what you you know, you can do that. Then if someone shows up on your radar, you're almost going to be looking for reasons not to work with them by asking them to recall questions and you're then going to discover like here I'll tell you guys a surefire sign the got a learning deficit and that you need to think about if you've got a big crap ton of leads, you're doing something wrong if you think your business. What you're supposed to be doing is generating a bunch of leads from online lead generation and throwing them into crm and dripping on them. You're doing something wrong I wouldn't even call them leads really no, they're not. They're just names but for a whole bunch of reasons, what you're really trying to avoid is questions are going to result in you determining whether these people are. Motivated or not. You should never have a lot of leads. You should have very few leads agents who have a lot of leads or the also the ones that sell the fewest number of houses seems counterintuitive. Isn't it? Because here's the thing you've all been convinced that leads have value leads have no value in of themselves. They're just names rate names on pieces of paper or Emails or texts or whatever they have no value but a prequalified where you asked all the right questions primarily seller but also buyer. Following? A motivation guidelines and rules that we teach in the coaching program does have leads and. Those have real value, right, and so learn to basically prequalify that way. You do not have to tolerate the frustration that comes from working with folks that are not motivated, and then you will stop blaming them when you magically are able to successfully sell them a house. Here's a little secret. I do not care how good you think you at selling anything. You're never going to sell the house to somebody that is not motivated or less to house that resulted in the successful sale that is not motivated it will. Never happen. Load so well and and related to that you're most difficult combative, just miserable abusive use of horrible clients. Okay. This will be the ones that you should not have taken on in the first place that you did take on because you didn't bother to prequalify and because you felt you didn't have enough options and so you go from Oh my God I finally had this person that might WanNa, lose their house someday with me even though they don't check any. Of the boxes for motivation and then you start going and helping them do this that and the other thing wasting endless amounts of time and you stop generating new business. Whereas if you generate that that lead popped up on your radar, you ask the right questions you determine they weren't motivated. You look if you had to put him a long-term lead follow up thing at that point, go for it but it's a waste of time move onto the next one. Look for the people that actually have to sell sellers, and here's again this goes to the unfair advantage that you have when you have skills. When you know actually how to be professional is the other agents out. There are following that same lazy pattern of taking leads putting them in the long term lead ball up and hoping and praying you know some some bubble up one day where they can sell a house whereas the real true professional knows how to. Proactively lead generate every day then knows what questions to ask to determine whether they're going to work with them or not, and then knows how to carry that ball into the end zone. So they can actually transact. That's what we teach you in our coaching program anything else. You'd like to say Mrs Harris I. Mean You know it may seem like we're almost over coaching you right now but here's the thing this is so critical especially in a changing market. Here's the thing. These guys couldn't have been a little bit lazy about this. And the market covered, you're buying a seller's market seller's market. It covers your butt because an aspirational priced seller could usually get it. We're starting to see that not happen anymore. We're starting to see you know appraisals be cut by eighty grand one hundred grand working anymore. So the importance of you working with people who actually have to transact versus are just try in the market out totally different and you're already starting to feel it I can tell by the nature of questions that. I get in premier coaching, totally different lots more strategy. So we are trying to get you ahead in your thought process so that you don't have to suffer with too much of this type of consternation. So in conclusion yes. Sometimes it is appropriate to break up with a seller or buyer, but make sure that you have done your due diligence with your questions and then it's not your fault that they're misbehaving and then follow the rules to start if you don't have any rules. They have for coaching. Right and that's the bottom line. Yeah and then guys just frankly do not deviate from what we teach you to do use the scripts exactly the way the written dear God I said scripts. Here of this will be I'll say in a different way conversation outlines there's that make it easy. Yes, and you're not prospect you're just lead Jenner yes, right you're not prospecting. Oh No, we're not. Doing that I know some of you will never prospect. So we're going to call it lead generation sale psychologically makes it a little bit more palatable and then time if you guys need anything if you WANNA talk with Julianna. Oh, I needed to say thank you to Inman News. They've done a number of feature articles on July. Here's my I watch ring again. They've done a number of articles featuring us in the past month. There's one that came out today, which is Great. How does survival market shift protect yourself on this the inmate interview with Tim Harris if you guys haven't read that yet and again, thank you for inman news features for. Showing the love I really appreciate we certainly reciprocate as often as we can. Go to new source for all things. Roll Sita's I'm sure you guys residential real estate is I'm sure you guys will agree. But in the interim, if you guys want to join the X., p., if you wanted to be part of our. Family, if you literally want to partner with Julia Night Espn be part of our group just text me directly at five, one, two, seven, five, eight, Oh, two, oh, six, five, one, two, seven, five, eight, oh two Oh, six. If you just want if you're getting ready to get started and you want just information on, XP, we've made that easy for you as well and here's what you gotTa do just text the Word X. P. Two, three, one, nine, nine, six, texts word e, XP two, three, one, nine, nine, six, and when you can text, you back a real quick nine minute video that covers all the. Essentially. The reasons why you'RE GONNA JOIN XP if you're ready to join the XP, you're ready to move the ball into the endzone as we were just talking about, please do feel free to text me directly at five, one, two, seven, five, eight, oh two. Oh, six in the meantime you guys have a fantastic day and we'll talk with you on the show tomorrow. This program has been a presentation by Tim Liras. Real Estate, coaching for more information on the real estate coaching and training programs visit our website at Tim and Julie. Dot. com. Remember to tune in weekdays at noon for upcoming shows until next time. Thank you for listening to Real Estate Coaching radio with Tim and Julie Harris.
Podcast: New Year, New You....Here Is Your Plan! | Tim and Julie Harris
"Welcome to real estate. Coaching radio starring award-winning real estate coaches and number one international bestselling authors. Tim and julie harris real estate coaching radio is the nation's number one daily radio show for realtors who demand authentic real time. Coaching get ready for flood. Free unfiltered full-strength honesty about what's working to get you into action helping others and making money now in today's real estate market or hosts tim and julie hairs three to one and we're back welcome to the podcast and i want to first off by start off by saying i've really received a lot of really nice texts emails from all of you guys in particular. There's been some that have been very appreciative of the nature of the content. It's funny you guys are so used to jalil being so drilled down in so practical and tactical that you're seemingly surprised that we have a brighter repertoire. that may gave us credit for but the truth. Is this when you've done something as for as long as we have inside from selling real estate but also coached agents for learning. We sold real estate for at this point. You have to basically learn how to help people with their thinking and their mindset stuff. You have to know how to move. People passed some of the things that cause people to stall out especially when they're in times of stress. I'm gonna tell you guys a say. His name. this coaching call. I had this morning. And he hadn't been listening to the podcast because he's been in the hospital and i didn't know it so Long story short. He has had amazing year. His been definitely knowingly burning the candle at both ends he sells real estate in a particular market in a particular price point. Where it's you know. He's been incredibly without even leaving any hints as to who it is because longtime podcast listers. No no i'm talking about. So i don't to drop anymore hints than where i already have. But he ended up in the hospital for four days with an infection. His body should have been able to fight off the guys healthy. He's a little bit younger than me. So there's no reason that should have happened to him and so he's now realizing that there has been a physical cost to the fact that he's been burning at both ends and hasn't taken any breaks and you know he was joking with me that this is the first time they spoke as these hospital but he's actually had what would what he's now calling his vacation where you know. He didn't have to do anything. He got to watch netflix all day and had his meals brought to him so he was making the most of it and yes he's fine now but the point being is that he and i had this conversation with you guys. I'm going to get back to the next point on the series that we're doing so there was a a psychologist. Sure he's still around. But i don't have any connection with anymore. I met him when he was working. Well he did a lot of speaking in such back in the nineties and just not just the real estate sector but whole bunch of other sectors. His name is dr fred gross. And he's the one that originally came up with this concept and some of you guys have stumbled across this to which i absolutely love because it really does make the point and this is the story. I told him this morning on the coaching call. I almost said his name to catch that. I stopped myself. So i want you to picture a jar and i want you to picture three piles of rocks now. Dr grow says it's slightly different. But i'm gonna give you the condensed version because that's just the way. We're on a podcast. It's thirty minutes so we're going to do it. We gotta do to make points quick. 'cause we can't right so you have a jar clear jarred so you know a big old school. You know claire jar that your mom had put in you know jam or whatever so it's decent size and then you have three piles of rocks and you have and there are three different sizes and so let's call the smallest pile of rocks. Let's just call them pebbles. And then there's medium size rocks and then there's this big rocks each pile of rocks represents an essence where you spend your time where you spend your best efforts where you spend your energies where you spend your thinking where you put all of your best efforts towards every single day now the big rocks of the things that matter most to you so those big rocks of the things that You know those are the things that you really benchmark your life by. And so i asked him what his big rocks were after explaining the story to. Because here's what we're gonna do. We're going to decide in which order to put the rocks in the jar. That's where this goes and so. He told me his big his big rocks where he wants to spend more time with his kids and he wanted to spend more time traveling so everyone needs and this is an aside. This isn't part of the big rocks a story. But i'll just share this with you guys as well. If you're wanting to know really ultimately what drives people it comes down to three things. It comes down to having something to do. That's a purposeful. You're feeling like you're making a contribution to the world and obviously making money so you have to have something that gives you a sense of meaning number two. You have to have someone to love and number three. You have to have something to look forward to generally speaking when you have those three things obviously health figures in there as well but generally speaking when you have those three things for the most part your life is going to be directed. You're going to know essentially what you're supposed to be doing. And you're not ever if you stay attached to this three overriding concepts. It's going to be difficult for you to get too far off the off track so again. It's essentially something that gives you a sense of meaning purpose. Number two is somebody love and number three. Is something look forward to now if you happen to have multiple multiples in each of those categories or that's good to you know if you have multiple people love that's great if you have multiple things look forward to that's great And the things to give you a sense of purpose in life. That's good to in. Just make sure you're not overwhelming yourself and then you're back to real started again creating too much stress because you're trying to get too much done which by the way it's one of the points about to share you but back to the big rock story so i asked him well. Here's big rocks. Were and he described to those two things. So so the things that came to mind the quickest. He wanted to have more things to look forward to. He started to tell me about the trip that he's looking forward to. He's going to mexico. I think it was. I think three told me over the holidays. And that's fantastic. I'm sure he's going to do it right. i'm sure he's going to fly first class state. A beautiful hotel is going to spend a lot of time with this really beautiful family. It's gonna be something he really looking forward to and when he was telling me about this trip us looking forward to the analogy and his voice changed so for years are coaching calls. Were just over the phone. You know this is back before you zoom and all the respite so in order to be a good coach especially if you're just primarily doing it over the phone you learn to pick up a lot. A little hiccups in people's voices. That really tell you what they're thinking because generally speaking people are not skilled enough to try to essentially Alter the the pattern in which they're speaking the rate in which they're speaking the analogy in which they're speaking and the just the amount of pausing they do or the thinking they do so as a coach to get better at doing what you're supposed to be doing as a coach to help somebody with their solve their problems you then have to basically learn to listen to all those tiny little inflections in their voices so when i was listening to him describe how he's looking forward to his into the year trip in to mexico he was. I could hear it in his voice he was sincere. His voice became a little bit calmer. He sounded like you know. Just somebody was a little bit less stress just in ever so slight degree less so but that really was telling me as his coach that he was being sincere. That's something he was really looking forward to. And so i i asked him. So how would it feel for you to have multitudes of things to look forward to for the rest of the year. Or i'm sorry for all twenty twenty one not you know. They don't know t- trips around the world but they could just be little things they could be occasional ventures in your own hometown the involve work and just little things like that because the reality of it is is that when you're at this as a level of success that he's experiencing. You're not going to be able to completely check out. You're not going to be able to delegate everything you can delegate some things but you can't delegate everything which i'll finish up with the big rock store here in a second so he told me those big rocks right. Those are the things that are important him. And then i said well what are the so give me some examples of like medium rocks and he came up with some other things and then then i asked describe what what's left. What are the other things that you're spending time on that you're giving priority to those of your pebbles. Those are the smallest rocks. You've got in your pile. And then he stirred rattling off a few things that he recognizes being small rocks things that he thought were his priority in his life and his business and so then i said to him knowing that the in order to fit all these first of all. You can't fit all the rocks in realistically. You can't and if you wanna put the big rocks in. I in other words the big rocks of the things that are going to give you the most satisfaction the most meaningful to your life. You have to put those in. I but i said robin which order have you putting putting out. Sorry who which order. If you've been putting the rocks in your jar. And he told me he's been putting the small rocks and i he's been putting an not just not completely across. The board reap bad priorities but for the most part he's now realizing after his his Forced four day vacation that the order in which he was prioritizing things in life change that instantly. Well i shouldn't oversell it. That will definitely make him feel more. Sass biden less stress. And so then we started making so so again. The jar analogy. You've got to put the big rocks. And i because if you don't then there's not gonna be any room for them and what's going to happen is the lesser important things or maybe even the non consequential things they will fill the jar of the quickest and as a result of that. You won't have any space left to put those big rocks said jar guys. Get it conceptually. It makes sense right. So when you're thinking about what matters most to you. The things that you say are matter most to you. Are they really truly where you put your emphasis in your energy and your focus. And if they're not here's an for them. It's not look guys. I get it. It's hard especially after this crazy ass year we've had but the reality of it is is if you don't if you don't knowingly put those big rocks in the jar i that in itself causes you stress that in itself causes you to feel a lot of overwhelming disconnect. Because you're you're being incongruent with what matters most you and those are obviously the things that would be representative in our analogy aspects. Guys get conceptually here. Where i'm going with this. So that's the conversation we had and then we identified what some of the pebbles were and then we talked about relatively quickly how to go about making those things so that they could be delegated to somebody else or frankly just completely stopped being done and he's gonna make a list of his other the pebbles and whatnot and then we're going to go back and re prioritize and this is not the answer to this question by the way of the answer to this is not one answer and then it's all forever you have to go back and reassess the big rock small rock puffing on a regular basis because as your business in any business in life changes especially again in these create this crazy time. We're living through the priority. Sometimes we'll be forced to change. And so you have to adapt but that again when you feel like. You're spending too much time on inconsequential. Really not that important things that will eat at your soul. Almost because you're feeling like i mean here. There's a practical answer to i mean. Look at this. He was feeling bad by the fact that he wasn't spending enough time with his kids. Right that's a. He was carrying around forever which inevitably caused him to feel a sense of overwhelm and stress and then physiologically his body reacted. You guys get it. Now is the conclusion he and his doctors came to the caused him to end up in a hospital for four days over an infection. That could have very well. Salt resolved with simple antibiotics from the pharmacy. So these are important things. This conversation is really a something you need to be having in your life on a regular basis all these statements just made. They're easy to say but hard to apply. Well let me give you now. We're going to drill down. I'm gonna give you some practical tactical ways you can go about making these things so that you don't have to worry about which rocks you're putting in your jar. I all right. So here's the point number. Let me see what point at on here. Okay well the next point was pinpoint the primary sources of your overwhelm. What two things. If taken off your plate would alleviate eighty percent of your stress. I feel right now. I think i just described that pretty sufficiently with the whole big rocks thing right. I think giving you guys. That story kind. Compasses that point. So i won't go over that again. Point number five set boundaries. On your time in workload now. This is something again now. When you're starting to edit about us about to read you the point. I'm going to do a little preface here when you are starting anything new especially a business especially like your real estate business. You've got no boundaries. Don't be worrying too much about your boundaries when you're starting your your real estate practice if you're listening and you're just getting started you've got no boundaries you say yes to everything. Don't worry about being burned out. Burn yourself out okay. Because you've got to get into massive action and there's an old saying that's easier to go faster than it is to go slow and when you're trying to do something new and that's absolutely true so if you enter into your business relate now guide outstanding health or other issues and you know that there's only a certain amount of stress you can handle and you know just what you're hearing but for the most part many of you don't use of burn out especially when you're starting something new as your excuse not to basically leave it all on the field every single day. You know we get asked to this day. I'm fifty when julian iron are early. Twenty s we sold over one hundred houses first year. One hundred and three houses with are pending their first year. And people ask how we did it and to this day. I think the mazing that i get that question. And i don't mean that in a snotty way. I just think that in a sort of like almost bewilderment because the answer obviously is we democrat. Lot crapped out of work for a long period of time right. I mean the the answers. We truly did what we didn't wanna do. And we didn't want to do it. At the highest level. And you know we had more wins than we had losses but we had plenty of losses. I mean had. We had the skill set. We were new agents. We had no skill set. But we didn't stop. We had there was no. We weren't talking about balance or burn out. We were just talking about it done. We're talking about paying off our student loans back. Then we're talking about making it so we could both go full time in real estate back then so we are focused on essentially making it so we can move our own ball down the field and we weren't certainly worried about ballots. So i caution you against boring or putting balance when you're trying to start something amazing as a priority worry about the balance when you increase the balance in your checking account hopefully that resonates with at least some of you. I know for all of you. But at least we'll some of you. So point number five back to what i was saying set boundaries on your time and workload have a real schedule at least in the morning. I'm not going to try to even pretend that real estate agents will keep to a schedule the entire day. They will not one of the reasons. I know you guys got into real estate. Was what you wanted to not have a boss. You wanted to control your own schedule and you wanted to make a lot of money. While the first two things are easily accomplished in the last thing it turns out. It's not so easy if you don't know what you're doing right so in real estate right now in your business right now you should at least have a morning schedule the morning schedule what how axelrod and a lot of other people have written about it. There's a lot of really great books about how to the most out of the morning. But again i'll just drill down for you and give you the bottom line every single one of you especially as you get older. I i dare. I say are physiologically wired to get to be essentially more awake more energetic more efficient in the morning you're going to feel better in the morning you've had a full night's sleep. Hopefully you've done some exercise if not incorporate that into your morning schedule and that's the foundation for your day and here's the amazing thing when you start falling a morning schedule your morning schedule and i'll give you guys some helping hand a helping hand guide here in a second budge conceptually conceptually want you to get this if your morning schedule is made up of accomplishing. Well it's actually my next point. Make your schedule focus on three things that will get you the most bang for the buck about that. If all you do the rest of the day if all you ever got done the rest of the is those three things in the morning. You'll have a great day. And i'll talk. Let's keep practical tactical so the three things that you should all have in your schedule. It might be five things but you have to start the day relatively early seven thirty eight o'clock in the morning now. Some of you are going to start a lot earlier in that. Get this jillian. I used to start our days every single day at four thirty and we did this for four or five years. We'd start at four thirty. Am and we'd our first coaching calls at five. Am and every single day jillian. I would have usually average between twelve and fourteen individual coaching calls per day. We did that. Like i said for four or five years. You wanna talk about doing what you don't what to and you don't want to do is level absolutely but here's the thing and also forced us to become very good at what we chose to be very good at and because we put in the time we put in the effort we put in you know. We paid our dues and paying dues in life. It's something that if you try to avoid you'll never essentially get anywhere. Unfortunately that's true. There are no shortcuts there. Are you guys. Know this intuitively. But yet everyone continues to look for shortcuts. Best shortcut you can ever have. And i'll i'll put this into a warren buffett quote. Warren buffett ask was asked Once essentially here's what he said he said americans love to celebrate the comeback story. He was asked a question about somebody who you know. Some billionaire that build a business and failed as business and then build it back and so he said americans love to celebrate the comeback story. He said. I like to celebrate the guy who built it never lost it and kept on building at guy or gal obviously right so he says he likes to celebrate the person that didn't build it and then lose it and then does it again so the lesson that you should be taking away from that is you don't have to have long periods or even short periods of feast and famine. You can have consistent level levels of success i remember. I don't know why. I'm feeling so Thinking about our first year. But i remember our first year in business. And we're like Howard brenton was interviewing us. And you guys who are been in the real estate business for a long time. You might remember howard and this is before. He made his stars. But i remember. He asked us this question he said and i know what the hell i wasn't a you. The question was how are you going to prevent the sophomore slides. And i didn't even know that net now someone told me it was a sporting thing right so you have a great first year second year. You kind of don't do as good and your third year. You fail out and again. I didn't know what the hell he met. So i don't remember what i said. I'm sure i was cocky newest when i was in my twenties and all the rest of it so i'm sure the answer wasn't ready for print but moral of the story was that's the expectation even howard had for people that were successful quickly. Is that you're not going to maintain that level of success and it's fascinating. I wonder if people think that. And that's what leads. So many people not having consistent levels of success an auto and other words. I wonder if people in this. I'm trying to ask a question in such a way that you guys will be introspective. Ask yourself this question. I wonder if we as human set ourselves up because we assume that we're not supposed to have consistent levels of success consistent levels of love consistent levels of health consistent levels of financial wealth building consistent levels of improving. Your you know all the things that matter most you. I wonder if many of us assume that there's no way to maintain a level of consistency with self-improvement and financial improvement. And all the other things that you want to have improve the versus degrade right. I wonder if we think. And that's the reason we create the reality of the sort of up and down feast and famine lifestyles that so many people you know the whole like wait for example how many people lose it gain it back lose it beginning back is it. Because they don't think that they can or they don't believe that it's normal to maintain a state of ever increasing levels of improvement or is it simply for some other reason that maybe they just like to eat. I mean maybe a little bit of both right so getting back to what's really relevant here with regards to keeping your morning schedule when you're creating your morning schedule. Here are the things that matter most for the sake of earning money proactively generation. That is something you have to master. If you you can ignore what. I just said. And all the way to the point where you're gonna fail out of real estate or in this is unfortunately the new reality for many of you. You might buy your leads by your business but you will end up with virtually no prophet because the real profitable businesses. The real the best way to make the most amount of money has obviously helped. The most people accomplish their goals the way to earn the right to be of service to those people to help them accomplish. Their goals is to be a proactively generator. You have to learn to proactively lead generate and again. I know longtime listeners. You guys are knowing what i'm about to say. Because they say it all the time it shocks me. It saddens me. I mean all sorts of conflicting emotions. The number of agents that they get their licenses in the first thing they were told to do by leads. And i know that they're being told to buy leads. Because generally speaking the people that are running the the brokers and the office managers in the coaches and the gurus. I know why they're saying they're saying it because they haven't been in the business long enough a. b. there were never successful in the business in the first place sad but true and there's others that are basically purporting themselves to be coaches and gruber's that never actually sold real estate so they don't know any better either but the biggest reason that most people won't tell you what julian i tell you is because they don't know how to do it themselves because they never learned how to be proactively generators so when you learn how to be proactively. Jen lead generator. You no longer have to be beholden to buying business. You can actually take your first major step being financially free and this is what we strive for. All of our coaching clients are bill is all hopefully. It becomes your goals as well when you come. One of our. Coaching clients is for you to learn how to proactively generate to the point where you can set a prequalified listing appointment day and then in the afternoon go and take that listing or take the one you set the previous day. That is our aim when we take you on a coaching client and we have hundreds of clients every month that join and how many of them actually get to that point realistically probably less than ten percent because again it gets to my previous point that so many of you guys don't believe you can ever increasing levels of success the way you have ever increasing levels of success as you put in consistent effort that effort is put in and here. It is again ready doing when you what you don't want to do when you don't want to do it. At the highest level you cannot count on feeling ever like you want to proactively generate. If you're lucky you're going to feel like picking up the phone and doing the real work of real estate. Maybe one day of one hundred days. You're going to have to talk yourself into it. You're going to have to convince yourself to do it. And what happens after you've done it for enough times in a row. The torah essentially the negotiating with yourself to do the work that you don't really want to do when you don't wanna do it. At the highest level it becomes easier and then it just becomes systematic and then it just becomes a part of your day. That's where you have to get but the only way you can get there if you consistently put in the effort a guys listen. I know what i'm telling. You is not the easiest thing to hear. I know what i'm telling you. It's not as easy as hearing. Hey bob went. You know here you go. You want some more leads well go. Why don't you go buy some leads from facebook. Why don't you become zillow thing or blah blah blah blah. and then. you're going to do it because it requires no skill other than giving someone your credit card number k so you got to learn how to be a proactively practically generator and you also a sub point that one. You've got absolutely positively embraced the idea that the frankly being listing agent is the only way forward on previous podcast. We've talked endlessly about all of the headwinds that are gonna be faced on the buyer side of the business. And i'll just it with this one statement the entitlement as a buyer as a buyer's agent to receive commission as part of a transaction. I think those days are coming to an end in other words. You're you're buyer's agent. You're going to have to start convincing the buyer to want to pay or finance your buyer's agent commission which means that many of you will not make the curve As the market starts to shift this is the direction that the tech companies will take the industry now universally effect all corners of the industry. No we'll universally affect all price points. No but it will affect their the consumer's expectation. We'll start to change which means that the buyers who would have previously used a buyer agent are going to go directly to the salaries and this is the way it works. Virtually all the rest of the world in real estate transactions. There are no buyers agents were they are the buyers paying the buyer's agents commissions and if you want to buy a house you go directly to the listing agent. We're julian. I live in puerto rico. That's actually how it works. There are people that say that they're buyer's agents but the fact is if you wanna buy a house where we live you either go to the listing agents or you get lost because the the listing agents are not going to be dealing directly with the buyer's agents. This is the by the two commissions or the traditional six percent three and three those that is a sort of a. It's an element. it's a it's a carry over from the past era and you've got to accept the fact that if you wanna be relevant in real estate you're going to have to learn how to be a listing agent if you wanna be a profitable listing agent. You're gonna have to embrace the fact that you have to proactively generator if you wanna proactively generator. That means you're going to have to learn to be disciplined with at least your morning schedule k so it goes in this order proactively generation. Then you're gonna have to learn how to do your own. Pre-qualifying pre-qualifying is an art and science. But at the end of the day you're just reading your script sir pre-qualifying that is incredibly important now again. I see a lot of agents who are bragging about the fact that they delegate their pre-qualifying that makes absolutely no sense to me. Pre-qualifying is one of the last things you ever delegate in frankly even in our best coaching clients i definitely tell them to never delegator pre-qualifying. You've requalify every single one of your leads. Even if they appear as a buyer in our script and our pre-qualifying script one of the things we teach you to say is when you get a call from someone who's presenting as a buyer you assume that there are seller because most of them are especially depending on what the price point is the house. They're calling about but what do most agents do. They proceed as if it were a buyer. They don't actually try to close for motivation. They have no idea of the person has a house to sell. They have no idea of timeframe they just say they're going to put them in their drip system than the agents wonder why they go broke. Well i have news for you dripping on somebody's rude. That's a joke to gross joke. But it's true so think in terms of when you get your the real work of real estate is being a proactively generator and learning how to pro- prequalify once you prequalify then you're gonna learn how to obviously pre-act you proactively generated the lead. You've got a great seller lead on the phone. You're going to find out their motivation. There timeframe your then a senate appointment which is the next thing so you got pre proactively generation pre-qualifying then you have to essentially know how to present. Then you have to negotiate and then you have to close. This is the five points but in the morning. The only thing. I want you to know how to do. Well the only thing i want you to master and this isn't the business aspect of your life and we're going to talk a little bit about on the personal aspect but in the business aspect of things that i want you to embrace are they essentially the proactively generation in the pre-qualifying. Just do those things now. We can also sprinkle in lead. Follow up as being part of your morning schedule. That's what we tell you to do in the coaching program. That's we tell you. Also do in harris roles but the and i got no problem that but i don't think enjoying these are several of the things that julius nyerere mostly in agreement about but not completely in agreement about. Because what i've seen over the years is if you tell agents that they can use their morning the sort of a sacred time of proactively generation in the morning that they can use that time for lead up then what happens is those agents will then not do any newly generation and they'll just do lead follow up. Consider that time well spent no. That is not the way it's supposed to work every single day. You have to generate new business. Following up on business is not the same as generating new business. And once you learn how to qualify. You won't have a lot of follow up because your brooded out whether they are an alien leader a laid and you'll know what their motivation is and you'll hopefully will set an appointment. Those are the things that you have to be doing in the morning. Now you do just that if you set an appointment listing appointment a day from a lead that you didn't have to buy you proactively generated. We doing our coaching program. And then that lead up you know you set an appointment with that lead and you did the same thing yesterday and you're going to do the same thing tomorrow can you see how the compounding effect of that with that's going to have on your life. Oh get too busy. Let's worry about that problem when we get to it okay. Let's worry about whether you're going to be able to handle it when we actually have a problem that we have to figure out how to handle. Because i got news for you have way more capacity than you think you do and you can handle a hell of a lot more than what you think you can. But let's cross that bridge when we get to stop thinking about it remember. We talked yesterday. The thing that makes you feel overwhelmed is not being present and the sense of essentially worry too much about the future worrying too much about the past that is going to cause you your brain to have essentially disorderly thinking and the disorderly thinking causes you to have stress causes. You'd have a sense of foreboding and that never goes away unless you learn how to reprioritize your time so with regards to the morning schedule the other things that we definitely suggest you do. Is you start every morning with exercise you start every morning with some form of exercise if you are completely out of shape and you are the calm exercise new. Dr not buddies a little technique. Start with a fifteen minute walk every day. Now you know. And i know that you're going to try to sleep in especially if you're trying to set new set new expectations for yourself physically so set your clock for a little bit early. If you normally get up at say seven set for six forty five and then if you wanna lay around in bed for ten minutes and thinking and try and talk yourself into or out of exercising go for it but when that secondary alarm goes off get your butt out of bed leave your workout tennis shoes and your workout clothes right by your bed. And then if at the very do is go on at least fifteen or twenty minute walk and then start working yourself up to to working out. More now jillian. I also huge proponents if you have one locally using orange theory orange series of fantastic jim. It's a great place to meet real estate clients a great place to meet all kinds of different people that will enhance your life but again work up to it but orange theories a great thing to do. If you're lucky if you have one near you join. I don't and puerto rico or we live you also want to seriously consider having low carb lifestyle. I've had we've talked about this in the podcast so many times and you know it's funny. I i have all these stories all these emails. I just literally saw emails flashed in my head as i started to talk to. You guys about people who have just heard this okay. So here's what here's the big. Reveal right if you cut your carbs every day to fifty grams or less just your carbs. Cut your carbs. If fifty grams or less your body will lose weight despite you because when you give your body's sugar i the body then will essentially use the sugars that you're putting into your body as your energy and all the excessive of sugars that your body didn't use for energy that creates fat so when you start basically cutting back the external input of sugar through carbs the force your body through a process called ketosis to burn its own fat storage. That is one of the quickest and easiest ways to get your body or get back on the path of getting your body in shape. You could lose weight just by doing what i just said without working out. Now i don't want you to. Obviously because i want you have a good strong healthy heart and your. Musk mosquito muscular already. And all the rest of it not to mention the fact that there's a lot of benefit to your psychology when you're actually out there physically doing something right but at the very least considered going low carbs in book about this and i know there's all kinds of kito and all this other stuff that it's all great but adkins for life read that book. Listen to that book it really does. It's the original. It's the classic. It's the book that all the other studies that came out afterwards. Were based on. Do seriously considered going low carb. I challenge all of you. Guys did at least have an open mind to that now. The next thing is you've got to really be careful. You gotta give yourself a twelve hour window when you're not you haven't eaten anything k. You're gonna put your body into a natural fast and that's not that hard to do so if you go to bed do the math you guys can figure it out right. Go to bed and o'clock get up at eight o'clock that kind of thing you're going to be good but do consider making it so you stop eating late if you eat late and you get up early. Your body is actually going to Be fatter that's just the bottom line and not just external fat. You could see but also oregon fat as well so do consider vasan every single day for twelve hours. Stop every day at seven knowing that you're going to get up the next day at seven that kind of thing only have water okay. There's another little health tip that all of you can easily do. You can read all the books. You can go the seminars. You can read all you know youtube videos and all the whatever but i just summarize to great ways for all of you to lose weight now and the next thing and this is something that i know. i'll take story so jillian. I have done a absolute crap ton of zooms over the past this year because of covid right. we've been doing zooms. it's just now starting to back off. We're doing zooms for offices for teens. We're doing zooms when you're talking to people who are wanted to join our e. x. p. group by the way if you wanna talk to julian out about joining our team just text me directly at five one two seven five eight zero two zero six texts me directly if you wanna join. Espn and is your sponsors. Five one two seven five eight. Oh two oh six. But we're on two separate zooms in this. What i'm telling you the stories actually happened twice. I think it's funny. Some of you might think it sad. But i think it's funny so we're always and you know there's a button you can hit where you see everyone who's on zoom. Who has the camera on their face. So in this one particular zoom there were maybe fifty or seventy five people on it. I mean everyone's space was like the size of a postage stamp rate. But so jillian i actually were doing assume together presenting but then she was talking and i was looking at the different faces because obviously then you could tell people paying attention or not and i came across this guy who right in front of his camera had a glass. It was a notebook right so you could see at the desk level. He had a glass and this was what lebanon. maybe of. Chardonnay may have been rosa but it was wine for sure and i just thought that was hilarious. I mean it's sad. I get it but it was also hilarious. So he was listening to giuliani at this real estate meeting on zoom. Well we're here having morning glass of booze. And so i actually sort of stopped podcast and i don't remember name. We'll call him bob. i'll say. Hey bob is that rosaiah ordinary. I said something like that. 'cause everyone else could see that he was drinking while he was you know supposedly at work. And so what the hell right. And so what. Bob did is. Bob actually took the glass put in his hand in clinked did against the camera as if we we're having a nice glass of wine. I thought that was actually hilarious. Now we had that same exact situation happened more than once but anyway just funny. I was glad that bob the fact that i was just trying to have some fun with him. His name was involved by the way. But you get the point so my point about talking to you about this. Was that a lot of people have developed a habit of drinking too much wine or alcohol or having other things that have essentially been helping them emotionally. Get through this really crazy year. We've had right. It's an unusually stressful year. It's been an unusually challenging your. It's been an unusually rewarding year and twenty twenty one going to be just like it and further. We're in a state in the economy and society where there's a generational shift that's going on. It's going from the baby boomers and gen xers to the younger folks but at the same time there's also an economic ship that's happening so i think historians fifty years from now look back to realize. This was the era of the great shift where essentially many different forces seismic shift. If you will were happening simultaneously. And i think in my opinion and julia is opinion. And frankly when i talked to this era that we're entering into is going to be one of the greatest times to be in the real estate industry ever and again we've talked about this. A lot in previous podcasts. So any there's anything that makes you think that we're not optimistic. You're you're absolutely wrong. Incredibly optimistic about what the future holds. But if you have developed and alcohol issue so we say or some other Something that's going to diminish your mental acuity or your motivation. You need to own that. So if you picked up an excessive drinking issue or eating issue or whatever issue as a result of basically dealing with your stress you might want to think about this being a great time to stop that or cut back with that. So maybe the first thing to do. If you're a wine drinker julian i are is. You just cut it back to one glass a day. That's it and remember to keep towards your Your upper limits as spurs your. Keep yourself in a fast mode so don't have a too late in the day but have one glass now. So what happens is alcohol like virtually everything else. It makes it so that you don't get the same feeling Unless you have more and more and more so a lot of you build up high tolerances and you're going to realize that as you start try to start coming off that but there is something really cool. I know joe rogan and a whole bunch of other people do this to called sober october. Where you just completely don't do. Anything has anything to do with drugs or alcohol or just even the socially acceptable forms of drug and alcohol marijuana all that stuff just completely purge yourself and it's a natch your body then essentially cleanses itself of all that stuff that was floating around and causing you to not think clearly. Now see the reason. I'm telling you about this reason. It does relate to the topic that we're working on this week about feeling overwhelmed and excessive stress is. Because if you know you're not thinking correctly and clearly in you know you're not able to feel motivated if you're not if you're just essentially in this emotional malays basically it probably is due to excessive carbs and excessive consumption of things that are like alcohol in those two things in combination very well could be causing you and just those things alone by purging your life of just those two things alone. You might start to feel amazing so when you're putting your morning scheduled together by the way you guys can get a copy of rotate treasure map. Which doesn't include our suggested morning schedule. It's actually a full day schedule but the morning schedule. I'm realistic is the only one i know you guys will stick to and if you want that schedule if you want to join the free coaching program which by the way ends on january. I'm sorry december first. The free coaching program ends. We started at the advent of covert. I know covert is still going on. But we're just not gonna do the free coaching program anymore. After the end of this month so if you want to join it text the word survival. Two three one nine nine six text the word survival two three one nine nine six. And when you do we'll text you back a link in that will include the real estate. It actually gets you into the free coaching program. And then when you log in then you can download the real estate treasure map. The real estate treasure map gives you a what we have prescribed to agents for a billion years as far as being they're having the ideal schedule but again your morning you wake up the only thing. I didn't mention that is also important and this is something else suggests you do while you're working out. You're exercising is show overt gratitude and you can show overt gratitude just in your thoughts but the best way to do it and i know this might you know you're kind of doing two things at once but this definitely does work is like when you're walking around or you're exercising or you're doing something like that set doing audio recording where you're saying thanks where you're showing gratitude toward somebody. Just send it while you're working out. You don't always have to taxed when texting like on the new iphones you can. The audio recording teacher works as ing so show gratitude every single day it could just be gratitude for anything it does not have to be some long soliloquy. It'd be something very simple appreciate you having appreciate having you in my life i appreciate whatever and if your immediate family your kids and your spouses and your whoever else assuming you have a family like that if not your dog and your cat and your bird show avert gratitude towards them just the state of showing burke gratitude. We'll have an immediately a positive impact on your psychology. And how you feel. And i don't know why it works that way but it does it. Elevate your mind out of that. Worry egos state another little tip and these are kind of hacked but again these definitely work is do consider going completely media free. Oh my gosh. it's so important. You guys take that seriously and by media free. I mean how. Many of you every single morning. I want you to think about this and i enjoy doing this the other day which was kind of funny. She said i was just on facebook. Putting pictures of zoe up. Which was okay. I suppose but still. So here's the thing. Don't do not do anything with any sort of media other than like podcasts. Things that you know uplift you like was feeling that up loading pictures for her family zoe. That uplift sir. So that's kind of a gray area right but for the most part absolutely positively have immediate free morning because these second you check your new speed they second you check your fill in the blank news. Source your mind is all the sudden going to be taken over by whatever it is that you're reading fear. It's not good things right anything. Good you're not gonna read something for the most part and feel motivated. You're going to be fearful. You're going to be anxious. You're going to be mad. The news is designed to give you bad news because it knows that you have a unending desire for bad news. Because that's all of us are wired. I talked about that. Dare to go on this podcast. It's normal to have negative thoughts. They've they're essentially innate and all of us necessary for a long term survival right that is part of how all of us think. I'm sorry how all this are. Hardwired having a negative thoughts but within what happens is is that without consciously knowing it. You're actually doing doom scrolling looking for more negative thoughts and then you're going to start attracting people that reinforce that way of thinking and then basically you've lost a day so if you lose your morning if you don't have control of your morning schedule and your morning schedule is full of chaos and you know exercising and eating a big karbi breakfast and then filling out with a bunch of cnn or fox or whatever your you know your your self prescribed drug is your drug of doom is rate. And then you know you have an argument and then you you guys get. Your day is screw. Just forget about go back to bed. You're done your house. Anything positive him to come that day. When you start your day out like that you've got to control your morning you've got to take it back from whatever you given it over to take it back. Be greedy be selfish. Be demanding on yourself but stop allowing other things to control your day and everything in your life once you. I mean this is this we did a podcast wrote about this before and i'm not going to grind on this point too long but it is true. Nobody on the face of the planet earth wants you to be rich Everybody wants you to be dependent. And that's a really a profound thought. I think for me. Frankly but it's true. Everybody and everything wants you to be dependent. 'cause if you are independent that causes anxiety in the system the system and i'm not making trying to sound like this matrix here but kind is right but the system is dependent on dependency and if all the sudden people become independent and they're no longer dependent then they start having control their own thinking. For example there is a lot of people that will argue that what humans are motivated by is not wanting to feel freedom or not wanting to feel independent for that matter many argue and i think these are people that are politically motivated. That what really motivates people are being taken care of in other words. The strongest desire is not to have a sense of freedom not to have a sense of independence but to be dependent. That's a lot of these sort of. I think frankly. Politically minded. Psychologists are saying to rationalize an omnipresent form of government and again not being political. I'm just a being observant in showing you and sharing with with what i'm seeing but here's the thing that happens and i think this is ultimately the reason that you know these politics are going on like they are is if you have to be dependent on you know if you're financially independent for example if you're not dependent on when you're financially independent you don't have to worry about the fact that you where's my money going to come from by food. Where's my money going to come from make by car payment house. Sills you basically elevate yourself beyond that in other words you're rich or your money works for you have to work for your money soon as you transcend the having to be in the hamster wheel everyday then all of a sudden. You're not so easily manipulated. 'cause the way you are manipulated now is fear of losing which you already have so if all the sudden there's some external thing that's going to cause you to lose your livelihood. Whoever it is that says they're going to stop that you zombie hoard from taking away your farm. That's who you're going to basically allowed to empower to take care of you but soon as you transcend beyond financial dependence on really financial dependence. Then once you don't have that as an issue anymore than now you can move onto being independent. An independent thinker. You can then decide like would you vote for the same people vote for now just making a somewhat political if you were financially independent would you. I want you to think about how interesting that is a question. Would you vote for the same people you vote for now. If you had enough money coming in passively every single month the longer had to worry about money you're because basically your money was working for you. You know your had to work for your money would you do. Would you have the same friends. Maybe i mean hopefully some of them at least right would make the cut. Would you live in the same area. Would you think the same thoughts. Would you wear the same clothes. I'm not talking about. You know being some big flashy dresser. And i'm just asking you. How much of your life right now is because you're in a state of dependence because you're being forced through social reasons and other reasons into conformity conformity of your thoughts. Conformity of your emotions. Would you vacation assume you go on vacation. Would you vacation in the same places that you do now. If you're independent. It's it's fascinating. I think because what happens. And i've seen this happen coaching clients. That happened to julia. Ni- once you get to the point where you have to you are financially independent and essence. Then what happens. Is you actually become your you allow different thoughts and there may maybe competing with the way you thought before and then you have the little epiphany the way you thought before you. Why did you think that way in the first place. Why do i believe the way i believe. Why do i think the way i think with regards to this issue or that issue and then it starts to be the answers you get back are kinda fascinating. It's because you believed the way you believed because maybe you are part of a larger group that believes that way and that larger group would somehow rejected you. You wouldn't end part of the tribe if you didn't share those beliefs but all the into all of this is essentially the awakening within you of realizing that ultimately what you want is going to come on the other side of doing what you don't want to do when you don't wanna do it at the highest level for the most part most of you can completely change the trajectory of your life and a truly meaningful way in less than eighteen months. I'm not gonna lie to you and tell you it's going to happen fast. It's good it's a lot of damn work and by that. I mean how long it's gonna take for you to be come really efficient in your real estate business or how long we'll take you become really efficient with working out or if you're knee. Xp with your revenue share group. Or your you know investing how it'll take eighteen. Maybe a little bit longer. Maybe a little bit less but you get the point. It does not happen overnight again. Take consistent work and all starts with that morning schedule it all starts with basically how you start your day and if you guys again. Do you want to get our free real estate treasure map. Just text the word survival. Two three one nine nine six text the word survival to three one nine nine six. And when you do we're gonna text you back a link. You can join the free coaching program. Holy crap. I just looked at the clock almost an hour. Talk to you about this stuff. I do i really do. Because i know it's i'm very impactful receptive to it if you're listening to a hopefully i'm saying it in such a way. You guys are over filtering. Hopefully you're not you know. Maybe over analysing why motivations or you're not letting your brain bounce all over the place trying to psychoanalyze what you're thinking and feeling. Just listen to the words. Because and i will always keep things as practical as simple as possible because generally speaking what you'll discover allen with this and just to kind of make my point hopefully as languages evolve. Do they get simpler or more complicated right so if you guys have you ever studied or you've read maybe when you're back in school you maybe we're reading shakespeare for example or maybe not even that if you go back to the eighties and you watch the news. Newscast from the eighties or the seventies especially i. You really noticed in the seventies when you see people the way they express themselves they use long sentences they use long complicated words they they take awhile through. Most of it is essentially how they how they speak but incredibly beautiful vocabulary and butter dot. So here's a simple fact as languages evolve this big long elegant words go away those big long words sentences go away things become simpler so when you look at the history of english for example and you just go back like i said forty years and it does not matter if it was english as an england or english in the united states. Wherever you bring it back to forty years ago you look to see how people would express themselves versus now now. The you shorter phrase shorter words because technology. I'm sure it's been speedily looking on struggling over words as i'm talking about words isn't that funny i'm sure. The essentially the brevity in language has been amplified. The fact that technology has made it so that we have to communicate quicker right. I'm sure that's true but this happens anyway in every language. So when you come across when you're trying to self discover an answer to a question. Chances are the best answer. The most practical answer. The truest answer is the first answer that comes to your mind with the least amount of trailing thoughts that almost always going to be the correct answer and when you see people trying to explain themselves in big complicated you know multi page pdf whatever you know presentations and talking about complicated ways lead generate all the stuff. Those systems almost never worked because they're too complicated. There's too many threat. Vectors must says the causes too many places where you're essentially going to be stuck with this long winded effort to try to generate leads whereas the reality of it is you could just picked up the phone and generated lead and you didn't have to create a complicated funnel those predicated on buying leads for example. So when you're trying to cut through your own mark in your own mickey mouse. Think to yourself. Don't overanalyze okay. I'm hearing with saying he is saying following morning schedule duh. I know that everyone's always said that. Well why the hell aren't you doing it right. It's almost a new year. Maybe it's time to start. Don't start in the new year. Start now start working on it. Now as business winds down around the holidays. It's a great time to actually don't gain weight. Don't start drinking more. Actually go the opposite direction. Gabe your future self reason to celebrate your modern current self right january first version of you. I want you to be looking back towards december first version of you and saying you know what december first version of you are rockstar. Because you didn't you started this path this journey for us to basically get our act together a month early. He gave me a month the damage on the new year right. That's the way to think about it naked. So your your current version of yourself. It's your future version of yourself thanking the current version of yourself and if either way you don't like your overall predicament. Now okay if you're not liking your situation now you have nothing to blame but the past version of yourself. That's the person that made the decisions that resulted in what you're experiencing now. It's kind of funny to think about that way jillian. I always used to say we still do. Thanks past him enjoy. We experienced something. It's nice 'cause it was passed him enjoy that created that modern reality as past him enjoy. That had that reality manifest. It wasn't present imagery present to just getting the benefit from it. And you have to stay continuingly in the continue mode of creating and working in sticking your morning schedule and doing these things in. This is the discipline. This is the life. This is how you do it. This is how you make it so that you become the person that you can be and don't be believing you're too old. You're too young. you're not smart enough. You're too smart. You're not good looking enough to good-looking. Stop saying all that crap to yourself. Seating in life in general is complicated. When you choose to be complicated. Remember the analogy. I was just giving you with languages rate so its choose. The simplest clearest path forward and stop allowing your egotistical analytical brain to make your path board so complicated and then you're gonna start realizing it virtually everything in life can we ran through that same set of filters the simple answer is almost always the right answer. I can think of very few examples. Were that's not true. So listen guys if you need me for anything text me directly at five one two seven five eight hundred zero six five seven five eight zero six in the meantime. I'd love to speak with you guys about having julian. Ib your sponsors free xp we are available to have that conversation with you. Text me directly at five one. Two seven five eight. Oh two oh six in the free. Coaching program text. The word survival. Two three one nine nine six text. The word survival two three nine six. Thank you. I'll talk with you on the show tomorrow. This program has been a presentation by tim. Liras real estate. Coaching for more information on the real estate coaching and training programs. Visit our website at tim and julie. Harris dot com. Remember to tune in weekdays at noon for upcoming shows until next time. Thank you for listening to real estate. Coaching radio tim and julie harris.
Podcast: How To Generate Real Listing Leads NOW. | Tim and Julie Harris
"Welcome to real estate. Coaching radio starring award-winning real estate coaches and number one international bestselling authors. Tim and julie harris real estate coaching radio is the nation's number one daily radio show for realtors who demand authentic real time. Coaching get ready for flood. Free unfiltered full-strength honesty about what's working to get you into action helping others and making money now in today's real estate market or hosts tim and julie hairs three to one and we're back. Delayed is january the twenty seventh. Yes yes so at amazing first month of the year. I know time flies right. I mean it's always just started saying time flies when you're having fun. I must have been having fun in case. You don't know this if you're a first-time listeners zoe. Seven everything she does. So yes. so we're gonna be talking about julian. I are working on a. It's going to be a visual graph. It's going to be something going to help you. Guys to understand visually biz. Most people are visual learners. It's and help you to understand. Visually essentially deciphering some of the ways that people are trying to sell you guys. Different sources of business primarily leads. And so what we're doing. We're making a graph and the graph is gonna be like essentially a normal sort of chart where you have a horizontal axis and you have a vertical axis. And then you're gonna have a align that's going to go from the bottom left corner the bottom right corner but that doesn't even matter for now the essence of this project that we're doing it so that when you're trying to decide whether you should be investing a particular source of leads or really any business endeavor the you can refer back to this chart and then you can see where that particular idea might fall in terms of what how effective it's going to be. Essentially the the risk reward question is really the way. We're kind of thinking this through. This is something we've worked on for probably about two weeks. We're getting to the point. Now we've got all the facts down now we're going to start working on the actual visual of it so expect this probably in the next two weeks that will be giving it to offer free and again the purpose of it is so when someone hits you up to buy something you're going to be able to look on your little chart and you're going to say well okay well based on what you're trying to sell me. I'm going to see what that idea is now realizing that it actually has virtually no rejection costs a lot of money oh and this is the downside. It is a well aside from the costing a lot of money. It virtually never works okay. So it's a good thing. I had your chart. I mean that's kind of the essence of what we're trying to create. Yes so it will apply to you making better about to buy or not to buy so that you run it through a filter with an educated background instead of quote. Trying this and trying that. And being a sampler it also have a little bit of a hidden agenda here now also will help you identify your own tendencies. Maybe it's not that somebody's trying to sell you something. Maybe it's that you've always gravitated towards something that's more passive it because maybe the three agents that you know do the same thing and so we're gonna. We're going to help you better filters for example. How long should it take for this to work. Does it ever work. What's the expenditure is their rejection or no rejection high-skill or low skill low results high results profitability yesterday. Let me give let me give you an example okay. So i was listening to something actually on clubhouse yesterday and there was this guy that was essentially is positioning himself to sort of be the end. All be all expert on everything that has anything to do with ever making money for any industry. I mean he. Let's just broad exactly what let's just say. He had a very low ego in a very humble guy. Okay well any say in this room. The had eight hundred thousand people in it. So this guy was sort of hoisted up on the virtual stage and clubhouse and people are listening to talk and he was sort of pontificating about stuff and the initial stuff he said it was really good and then he started talking about a conversation that had with a real estate agent. A new real estate asian and after that all of this content went to complete crap. And i'm going to tell you guys exactly what i'm talking about. I'm actually ask julie this. So he was talking about a new agent. That called him in. This new agent was selling or trying to sell real estate. Never sold the house and she was. If i remember correctly it was like up in cape cod someplace up in the east coast sale prices were really high and she really had no idea what her first step should be and she had i. If i remember correctly she had some Familial ties to the area. She had some centers of influence of past clients but really no previous sales background. I'm just he touched on these things but he really didn't drill down ever having a real in depth conversation to find this gal strengths and weaknesses because all of us have natural strengths and all of us have natural weaknesses. And it's not to say that many you can definitely have the deck shuffled in your favor. If you're getting into real estate you have your extroverted and you're a driver and you have sales background. But you're gonna have an unfair advantage over somebody this the exact opposite but this guy didn't even talk about having actually sort of explored what her natural strengths in natural weaknesses. Were he just went right to his big idea. Here was this big idea. Ready for this year comes. I know and i just wanna heard this. Made my skin crawl. So he didn't qualify her as to whether or not she had any money. He didn't seem to qualify as to whether she had any sales skills whether she could build a centers of influence past client list. Whether she was just anything other than just a gallon of choice. Well know getting to know you but also not. He clearly didn't know real estate. Okay so he then goes into this in every conversation. The ever has always ends in the same thing about branding. The always goes back to brandon. You have to brand yourself and then people will call you. You have to branch and this. This is the underlying fallacy of ninety nine point nine percent. That's every that soltero stage and i want to. I want to qualify that by saying branding value. Of course it does but in real estate if your goal is to make money you don't even have to really think about branding are actually. Don't let me forget the secondary a brat who i've just sponsored. Xp told me this story today. Right before the pipette. So i'm gonna go back to talking about him. Don't let me forget. Brett all right because only fifty one in march and i forget sometimes happens. Just random stuff you know. I convinced myself the stuff. I forget to not important but i have a feeling. That's not necessarily true. Well so this guy he then tells us gal this agent that her what she should do as she should set aside fifty thousand dollars. Gosh yes and she should put together a magazine into mail this magazine to this particular high end geographic area. And somehow that's going to create a brand that's gonna make people want to call her and so and everyone in the audience was going. Oh my god that's the greatest idea ever. Ooh you know. They're lighting candles of this guy. You people were probably scheduling themselves. Get tattoos of his face on their arms and whatnot because this such an incredible idea. No wasn't as a horrible idea. The worst idea. I've ever heard irresponsible to two okay. Clubhouses free she wasn't putting but let's pick it apart. Yeah exactly crawling exactly well so aside from the fact that he didn't really pre-qualifier as to whether or not she but let's just look how dumb the ideas so he thinks that somehow by mailing some magazine now okay. How's she going to put a magazine together. How a copywriter does she know anything about putting a magazine pieces for how long for how many months in a row okay. We'll just down on this one supplies. So how much is the magazine cost to produce. And how's the magazine going to be distributed to people in the community. Is it going to be a postal carrier. Route started or is it going to be direct mail. Now stay with me listeners. Male nerdy on you just listen. This is the difference between someone who the hell they're talking about someone who doesn't so if it's peril no most people in this area or a third home area. I e exactly what. I was thinking right. Yes so don't say. I don't step on my story so this is not a second home market. This is the third home market. So she's going to be doing. Let's assume direct mail and they're going to be mailing to people that are there now if she does postal carrier route sorted what happens is that just gets dropped. Everyone's mailbox which means to the owners were absentee won't get so if she's going to do the least expensive stamp which is she's inevitably going to have to do otherwise. It's going to be extraordinarily expensive. Probably more than a dollar. Maybe like a dollar twenty with label to mail. Everyone not including the cost of the magazine. So it's not fifty grand. This'll idea he had for. Its way more than that. Assuming she even knows how to magically she some sort of magazine publisher and she did mention that right so if she's going to just the postage alone if she has to direct mail these to where the people are living in other words. She's getting an absentee owners less from the tax reporting records and she's mailing it to where the people's primary addresses are the cost per magazine per month will probably be better than three dollars. And that's assuming she can even if you're not even talking about the mag not magazines if she had if she had probably i mean yeah maybe more extraordinary amounts of meyer and so she puts us magazine together and let's say she decides right into the end zone disguise idea and let's say she puts together the most kick ass real estate magazine. And there's some beautiful ones that we've seen you know it's got all the information on that. This isn't isn't and the other things and arrives in oxygen. Well done who cares. You think that magazine's going to make people want to call her now. She might get some buyer leads if she leaves the magazines a starbucks and whatnot. I mean so if she's in a rationalized her return on investment based on byerly. Then you know it's a great idea. Then but why would you ever buy byerly. There's another big stupid you know. So he goes on to say that i that she implements us which i seriously doubt but then he said she had implemented it and then she got something like eight or twelve byerly. It's byerly it's free. Okay so let me move on thousand terrible idea for all kinds of reasons all kinds of reasons. They were just getting started. We're just getting started. Now we're going to drill down on this on the topic to say Brent and i won't say his name last name but he's a longtime listener. He knows it your birthdays coming up in march and even knows how old you are gonna be elbow. 'cause he turns the exact same age there. I i know he's listening now. So hey brett. So he told me just kind of vamping little bit in this opinion hour ago but he was talking about the fact that he listed house. Aw and then he gets assigned call. What the buyer calls off the side and buys a house know. How does that work right. Advise a different house. So he and i were joking. Because he's a podcast listener the fact that everything comes from listings. So why would you do. This clown was suggesting that she does and goes through all this extra effort. Now you can replace magazine with social networking. you can replace magazine with branding. Kaz his thing is. Everything's your brand. your brand. Your brand people are gonna choose to do business to you because your brand. Maybe but where the real reason they're going to choose to do business with you is because you're basically in front of the time they're deciding to actually List their house because they've done business with you in the past because your referral from someone who you've successfully help sell the house or because you're directly you're prospecting. You're having direct conversations with them about solving their problems so unlike and this is the thing that you guys got to be clear about branding again has value. But you have your weird business your most branding and marketing advertising all these gurus. The what they're going to do is they're trying. They're reading off the same playbook and they're not taking into consideration that you're not trying to find inventory or let alone. I mean you could find inventory from expired listings from bows from north defaults. All the other fifty two ways we teach you guys how to lead generate and a normal company. The has like if you had a pie business. For example you have to find your customers well if your customers going to walk into your store and buy your store your pies. You're probably going to have a lot of nice branding pictures and descriptions and you're gonna have to use all sorts of flowery language and make people want to buy your pious right so you have to get them in your store. You have to convince them that you're gonna want to buy so in that particular case you better have nice branding around your particular product because you've got to create the product and then you gotta create the customers. That's in real estate. We don't have that problem because the product exists it's called homes for sale. It's called listings. You guys get it. So all these gurus in these experts in the social media. You know whatever they're all. They're reading from the same playbook and not take into consideration that real estate unlike virtually every other industry out there does not have to create a product the product out. There you guys to sell all you have to do as quickly and efficiently get in between the buyers. The sellers now think about what i just said. Break it down. Let's say you're a chiropractic your chiropractor same deal right you open up your store. You'll have this location. All these sticks costs all. I don't even know how much i bet you open up a decent chiropractics office. You're probably quarter million three hundred thousand at least then you have to go out and get the customers well. Customers are gonna come to you unless you have nice branding and making your have nice logo all the very very basic things. But we're really branding is is sort of creating a reputation. It's a story. It's something that's gonna make people feel comfortable considering doing business with you guys understand. And then they'll come in and maybe they'll choose to do business with you in real estate again if you wanna get into real estate right now and you wanna make money helping people right now. Learn how to be a listing agent right now and go after the listings. Go after the sellers immediately. And when you do that you're going to discover that all the other agents are believing in this. You know brandon gobbly gook that they have to do it i. That's the big lie you do not have to create branding. I in order for people to want to do business with you. You will create branding naturally from your sold signs. You will create branding naturally amongst your centers of influence in past clients. Who cares if you're never famous. This is one of the questions i know this resonates with wa you guys. This little penny had a long time ago. Probably as the result of a bunch of coaching calls. If you have to choose between being famous and being rich. And i'd ask you when you're in your twenties. You'd probably say you're going to. You will say rich. I'm sorry you'll save famous right. Everyone chooses to be famous when they're younger. If i asked you that question. You're in your thirties. You're gonna probably say the same thing in your late thirties early forties. You're gonna have to think about it right and then when you're older you're definitely going say rich. And so what happens is is that your ego and your motivation when you're younger is looking for that recognition from strangers. Your motivations are different. You're you're thinking looking for affirmation right recognition that you're important that your relevant right track. You're a little bit more needy if we were being on exactly and when you're listening to things like clubhouse it is cool out by the way when you're listening to all these people talking clubhouse it's so fascinating how quickly even novices discern the people who are basically tall hat no cattle that's way of saying it versus the people that actually are. The real deal is immediately obvious because the people that are fakey dues. They're always talking in terms of you know frankly branding and marketing and you know how to create this image in this aura. Feelings and all these other touchy feely language. They're not talking about results and sure enough with all the all of them are selling is exactly what they're trying to believe that you need in your business to be successful. Which is branding. And i hope you guys are understanding what we're saying. We're just doing our best to save you from a painfully expensive Learning curve because if you get into real estate now or in real estate now and you're thinking the reason that you're not making more money is because you have you know chased these shining nichols object ideas and that's the reason you're not making more money. You're wrong the reason you're not making more money is because you're thinking about yourself. Your branding is an ego egotistical narcissistic venture. And it's not thinking about what you should be thinking about. Is how to be service to other people branding and being of service to other people have nothing to do with each other. If you pivot your focus away from you how people are thinking about you whether your getting recognition whether you're getting approval. What all the stuff that branding these brandon gurus are going to tell you're supposed to be thinking about the social media gurus are gonna tell you be thinking about that's all about you pivot and start thinking about. How can i be of service to other people. What how can. I learned to solve other people's problems that requires skill so seeing you up. Well so remember. You're not the product. Yes houses are the product writing of service to other people is. Your prophet is the product. Prophet is the product. But you need to lead with skill not lead with trying to sell yourself somehow right so and by the way branding is absolutely super expensive. Yes you know. It's not like he can spend a hundred bucks on it. And you can't hold it accountable. No you can't say. I just need to do more and wait longer. And that's what they all say. You guys should just for fun when you get an email or solicitation or a phone call. Which by the way. Isn't it ironic. That people trying to sell you a leads and trying to sell your branding. You're picking up the phone and calling you the very same thing that you won't do for yourself to generate business. They're actually doing to generate business all the while. They're trying to sell you stuff under the belief that you don't actually have to do what they have to do. You guys understanding the hypocrisy here. It's insane so ask them the question. Next time you get hit up so okay you know sally. I appreciate the fact. You've got the best branding. And whatever you're going to show me how to be a social networking marketing media influence her and all the rest of it. But can you tell me exactly how long it's gonna take for me to see return on the investment of the money that you're asking me to spend in other words. How long does it take for me to actually see money in my pocket from efforts. You're asking me to take on average you. can you can round the number up. Sally and sally is going to say well. It just depends on your this the other thing in other words you he's different. It's like a slippery slope when you're talking to you people okay. So let's say you you've got a good cat monkey show. I'm going to go ahead and sign up for you. You could be my branding marketing guru and we're going to start doing all your branding marketing and okay. She's going to you know six months you're in paying this service and people are maybe even saying i saw your twitter feed or i saw your this the other thing. You're inspirational video on youtube or whatever and so you starting to believe it now. You're starting to make videos of you walking around downtown and you're going to be the mayor of your local community and all these things that you're bleeding your true right. You are one hundred percent sold on it. But you're still not getting any leads you might get occasional buyers that are raising their hands. And you're thinking. Oh my god it's working. I'm getting a buyer that's paying attention to me. It's actually working and you keep doing it. Keep doing it no closings. You're not making any money. You still believe it's true and then you go back to ask other people's advice you you constantly surround yourself with people are thinking doing the same thing and none of them are actually admitting the truth which is the stuff is narcissism and it's not actually generating close transactions the things that are generating the close transactions. Guys are always going to be. Things are always generate. Close jack transactions. It's called having the listings. That's the reason zillow's doing the buyer thing. Because they wanna have the listings we have the listings you have to beat the buyers off of the stick and yet billions of dollars. I don't even know how much money since zillow came around selling by early stages billions and billions and billions carl sagan. Right older people. You got that right so so okay. Billions and billions of dollars. Spent buying leads and yet viollis a free. They're free to talk about what what brett sent. You took listing. Yeah i got up my story. let's go okay. Thank you for really all right. So this buyer basically went out with them like he showed three houses aspire in bought up five hundred thousand dollar house and he's on his way to do something with the escrow. That's what the story was. And this was basically like a fresh pending came off of a sign from a house that he sold in this virus calling off the essentially the sign. The sold sign this known as self generation. That's free. he pays no referral fee. He told me the buyer was fifteen. Thousand dollar whatever's commission was and so that came off basically having the listing the way you have leverage in this business the way you have a real real estate business as you focus on going after the listings listings are skills based business listings. Requires you to know what to say. And how to say it listings meet you have to learn how to compete in your spending. How much of your one hundred percent of your time. If you're spending any more than like maybe five or maybe ten percent but the smaller the number better of your time on all the shiny object ideas on branding for example on all these other things more than maybe five or ten percent of your time per day. You're doing the wrong thing and you're not going to get the results and you're probably gonna fail out of business and remember we've been telling you the average agent fills out of the business within twenty four months or less. It's jillian is belief that that number is actually fallen that the average agent for failing out of the business now in little more than a year and yet all these marketing and branding companies are more than ever all these leads selling gimmicks and the crm. They know they have to get you before the end of your first year. Because somebody else will add company will make you brooke. I right so that that is what they're doing there knowing that you're not going to be in the business for long they didn't. They don't have to create products. That will do anything other than they know. Your average the average agents could be in the business for twenty four months or less the numbers of people that actually go beyond that is tiny and the ones that are in the business. For as long as we've been in the business i mean. We are absolute freaks and a lot of our long-term coaching clients at the same way. Most people don't make it why because they never learned do the real work of real estate and they're constantly chasing the new idea because they've never learned how to do the real work they're having to go from one easy button guru to another to another to another and what happens is these little gimmicky ideas. They start working and then they stop working and then they have to be jumped to another one to another one to another one and then they have interruptions in cash flow. They never save any money. They accumulate debt because one gimmicky idea didn't work as poorly as the other. And you guys get the idea versus actually having built their business on a foundation of having proactively generation skills in real sell skills. That's what we do. Yes okay so let me give you an example because some of them will be intimidated by what you just said the real work of real estate. It is work and they're scared of it because they don't know enough about it. Yeah to fear of the unknown and lack of experience lack of exposure to it. So let me give you a story that was in my email last week. From one of our longtime coaching members he was asking about how to put a transaction together. And we talked about that and then he said by the way. This is the result of what you taught me. You know six months ago. Where he he didn't even have any listings. He held another agent's house open. He did a really kick ass job using the coaching. We have on open houses. He got the listing from doing a good job in that it wasn't even his listing so he got something in the neighborhood listed that then he got a bunch of sign calls off of that. So the thing led to the nexus keller walk to the by so he actually probably went to following our our system. He went and basically invited. All the neighbors to the mouse invited. So just little idea here guys but when you're going to pass which you should be and i know where in the cove era but you can do it and be covid compliant. And so what he did. He went door to door and he invited all the neighbors. And let's say the open house was going to start at one o'clock for the general public. Will he's going to have a neighbors. Only open house was probably gonna start at eleven. Obviously the people coming through the open house at eleven. He knows who they are their neighbors a lot of neighbors. Maybe they're walking through the house just to see if they can find a A rake that they think their neighbor stoler check out. What's his neighbor. I'm thinking wow but yeah you get the idea there. A lot. Lot of times he sellers. These neighbors are copying their house. Is this is my house better or worse but what the agents to do is gather information. Follow up with them. Obviously and then they're going to find out whether those people are actually thinking about selling in. This actually is another powerful tool that we suggest all of us. You have to have listening to do this. Well you can do. It adds to listen to the way we suggest you one eight hundred home hotline dot com wayne hundred home hotline dot com. It is an old school. I've it's been around forever but it works incredibly well in the gist of it is is that people are going to see your new for sale sign or any for sale sign and on the for sale sign a writer. The writers gonna save for free twenty four recorded on this house. Call this eight hundred number of pushed this extension now. You can also do texting. It doesn't matter text this to. That's that's fine and the q. Wr thing that works as well but not very many people are in the united states. Still had to use that. So i would definitely just do it. The old fashioned way of having them call the recording when they call and listened to the twenty four required information. They're going to hear a brief recording on the house and that brief recording on the house at the end of it's going to get your voice is going to give them the option of pressing zero to schedule their own private tour if they can just you know whatever but they called you have their phone number any time. Someone calls a toll free number. The person paying for the toll free number. Which is you get their phone number. And then the way. The system works text you and usually about fifteen seconds from the second they enter the number into the system. You guys following me here so you have a neighbor driving to work. You pounded your sign in the yard. That evening before. They're thinking about putting their house with cell sometime in the next ninety two hundred and twenty days. They don't wanna talk to you. They don't want to talk to anybody. They want to know the price of the house. They then call the eight hundred number. They listen to the recording. You're going to give them a price range. I'm going as fast as i can to cover as much ground as i can't hopefully you're getting adjusted it. But here's where the magic happens. You're gonna call him back. What yes that's right you're going to follow up. It's called furiously fast. Lead follow up a believes chapter twelve in our book. Harris rules on amazon. You're going to call them back and you're simply going to say. Hi this is tim harris with. Abc royalty obviously use your name and the name of your brokerage on in case that slid past gio. So hi this is. Tim harris with abc realty as a courtesy when people call eight hundred number. We'd like a quick callback to see if the ebonic questions about the home. They call it about now. You only gave them a price range. You did not give them a price. So they're going to want to know the price and so they're going to say what is the what's the price or the first of all they're gonna be impressed that you call them back like blown away in a lot of cases and then they're going to say they're gonna ask about the price if not you could prompt them to ask about the price and you say well let me check on that or let me confirm the current price or just something and then. Here's what you say soon as you call them back they're gonna you're gonna have little nice you know maybe a a mild opportunity to a little bit of bonding and then then they're gonna ask the question and you're going to simply say By the way which house in the neighborhood thinking about siding. Let me check to see if the house is still available. Let me find out the current price on that by the way. Which house in the neighborhood are you thinking about. Selling the is listening to what i'm saying. You thought it was a byerly. Toss a celery. And that's what you discover so when you are actually a listing agent. you'll quickly discover. Is that within. Probably forty eight hours. Sometimes seventy two hours of putting the house for sale if you fall our system if you do the open house if you do the other thing we're suggesting is that you will pull out all the lowest hanging fruit in that particular neighborhood of sellers that are actually thinking about selling then when you get those seller leads you're going to probably if you don't have a personal relationship with them. You're going to be competing. Maybe with the center of influence agent or somebody like that and that is just right as rain. Because you can have pre-listing pack. You're gonna know how to compete going to know how to win the listing and you already have a competitive advantage because you're gonna know who the buyers are in the marketplace for that particular house and you could obviously tell the seller that you have an advantage because you already have you know. Essentially you've gotta sign in the yard of their neighbor's house guys. This is what we teach you to do. You see how it's a system first of all. It's somebody's gonna ask. How much eight hundred home. Hotline is super inexpensive. Thirty five dollars a month. It's like mass expensive for generates right. I mean i look at not just isn't cheap. But what's the ratio for what you get for what you're paying and so if you have one listing now let's say for example you don't listings yet and just to think you if you're those of you think you have to basically wait forever and toil away your life working with buyers and tell some magic oracle comes taps you on the shoulder and says julia this time for you to become listing agent you become a listing agent. The second you get your license. How do i know it. 'cause jillian i did. We sold one hundred and three houses. Our first full year in business and half of which are more were sellers. Transaction was a listing. Yup and where did those listings come from or where did this buyers come from. Will guess what they're the sellers that were selling that we're moving up. Or maybe they were the people buying our listings that were double ending but we went directly after the business now. I wonder honestly as eye catching my breath. I'm wondering how many of them actually in the business right now. Have ever heard anything like what we just said. I think it's unlikely it's unlikely. And that's sad. It is it. Like i said when we started discussing this. It's because of lack of exposure. You know it seems more intimidating than it actually is when you say the real work of real estate because they probably don't know anybody that does this way and you know the skeptic in them doesn't want to believe that it's that simple because the system really is super simple. It is you. You have a combination of things that are working in conjunction our system. This is our coaching system. Which always talking about so you know even if you just get that first listing right because that first listing you put eight hundred hotline on us a home rusher bud you you've the neighborhood you get to know the neighbors just one listing is all you really need to open up the world to you. You don't need two thousand drip leads to get the three percents. Maybe think about you. You don't need to you know buy leads. You don't need to be on someone's team you don't need to do any of the crap that basically the mob tells you that you have to be doing. You don't and i don't know if you guys quite understand that this business truly is incredibly simple being successful in in real estate if you focus on the listing side of the business is it's very simple. It really is guys once you move past your own mooring lines with regards to all kinds of psychological garbage and the best way to do it just to get into Get into action. You know we can talk about that forever but really what you have to do. Is you have to focus ball one course until successful and you have to stop chasing the shiny objects and you have to realize that if you are not hearing what we just said from anyone else. You're probably caught an echo chamber. You're in basically a food processor of bad ideas that are just gonna continue to flee shoe of your time and your money to the point where basically you're just gonna ground bits and that's unfortunately what happens in real estate. We'll see a lot of them listening. This is resonating with them because this is the time of year where they have to renew all those contracts with all the crap they've been buying because i get a lot of those questions live or whatever it we're already spent here it makes it worse because they feel like because they've already spent twelve months on something or two years on something and now it's time to renew. I've already spent that much. Maybe i should just stick with it. Well if you spent that much. You've gotten jack don't feel bad. There's going bad if you renew again. There's i don't know who said this wasn't me. I wish it was but there's a difference between quitting and quitting while you're ahead. yeah. And i don't know i mean julie's example sorta falls into the line of thinking but you guys have got to just bottom line with yourselves realized that the things that you're going to be attracted to are going to be the things that are being sold to you that require no skill no rejection or a no perceived rejection but they do require your money and so that's what this charts can be a patience waiting waiting for something to happen and you know as well as i do. Those cows are never coming home. What's they left the bar. Hey and if you haven't gotten anything. After six months twelve months eighteen months. What makes you think that the nineteen th month. World's gonna open up to you. I that is shocking thing. Again i was listening to somebody talking about something and somebody in the audience and this was another clubhouse event last weekend. Yes some kind of obsessed with clubhouse. I'll tell you what there's an. I'm enjoying listening to it. Mostly 'cause it's affirming that's it is. I'm feeling like you know you're staying connected to what people are thinking about right but more than anything i've ever. It's sort of like going bad convention every day. You know what i'm saying. All of its bad some. It's really good. Not the real estate stuff the real estate stuff for the most part. It's really bad. Because this an echo chamber of the same thing over and over and over again all these gary vendor chuck wannabes. And i like gary i think great but all these gary vendor chuck wannabe is all of them sang and regurgitating. It's just like this never ending. You know it's like a cycle. It's a cycle. And you you go and you tune in and i have to assume that all of you are exposing yourself to this never ending barrage of sameness and you just must believe that. That's the only way to do it. But what you're not making the connection of these people are trying to sell you into the only thing they know how to sell which is basically gimmicks and look. I know this is harsh directing. Maybe it's offensive and but you know what who cares because the reality of it is the truth and intuitively. You know it's the truth. If you feel at reduce mad at me or julie mostly delay. 'cause she's so rude doesn't say if you feel in any way that we're offending you then you probably your ego and your you know. Let's just remove the word ego. It's probably because you're so it's like your ideas your marketing your all. This other stuff is become almost like a religion to you. You've you've got so much yourself personally invested in your branding and all of this. You don't want to admit that maybe following that path was not the best way to go assuming your goal was to help people and make money and so for you to not do those things anymore. Feels like a personal failure but it shouldn't feel that way what it should feel like was. You should be thankful that you had that experience so that you now know what it is and you will be immune to somebody trying to sell this to you again and you had to pay for it unfortunately and hopefully you're listening to us before you decide to throw in your real estate license. Throw in the towel. Hopefully you're listening to us and you're realizing that look. This is the perfect time of year to hit the hard reset button. Actually julia reminding me of charlie munger quote and this is the warren buffett's partner and munger is one of the only people that buffett said he admir- so i thought this kind of interesting he said. Don't try to be famous. Make your work famous. And i by workmen. Obviously the results you get for other people. I think that for me was inspirational because that is the truth. Well it's a great north star isn't it. Yeah when you're trying to decide and wade through all the stuff. What are you leading with leading with being famous story relating with being rich and where does rich even come from right. that's by focusing on helping others enrich by the way if those of you guys. Are you know have a struggle. That word is where your money works for you to work for your money and that rich could our goal for all of you as you essentially have enough money coming in. That's not dependent on a real estate transaction to meet or exceed all your financial goals and objectives every single month. That is rich where you are financially. Know the eight hundred pound gorillas no longer riding shotgun show. That's right so by the way. I forgot to mention because jill got me fired up before the podcast day and gave me a shot of coffee. Is that if you've not yet downloaded your business plan yet. Just text twenty twenty one to eight five five six eight five ten forty five text twenty twenty one to eight five five six eight five ten forty five. We'll text you back a copy of our fill in the blank real estate treasure map. Which is your fill in the blank business plan and this is something that's perfect for all of you to be doing right now because it helps you to clarify the direction that you're going and frankly if you actually use you complete the treasure map and then you actually follow the treasure map. You're gonna find it to be a very cathartic of relief because you're going to have more sense of direction you probably have ever had before. So the graph julia. Let's touch on have look forward to okay all right. So this graph that we're creating for you. And i'm looking at julius notes now if you hear paper shuffling on once you explain enjoy well so what. We're starting out here. Let me grab my glasses. Is that and i think maybe we even turn this into a poster. It'd be great offices etc. I'm turning this into a couple of pages in the planner that we're working on for the okay. So let's say that you have a graph of all of the possible places. You can get business. We call these spokes of lee generation rate. And that's everywhere from expired to branding. We talked drip campaigns door knocking oreos short sales open houses. Eight hundred hotline just listed just sold for read by owners everything even builders will. How do you decide what your going to pursue. Okay now the tendency. It's the human condition to want to do. Probably the least amount of effort with the least consternation with the most results but the problem is that you never get the results from doing those things right so let me so. You're saying the natural human tendency is to go down the path of least resistor. And i've heard people that are selling the path of least resistance to be whatever obviously they're selling and they always loved us the water going down the mountain state they always the we share brain so they always say that they're making it so their products is going to give you the most a hold on i. I have to put him my wou voice with the way to think about marketing and lead generation the path of least resistance so waters flowing down the mountain in it hits rocks. It doesn't try to go through the rocks. It goes around the rocks. That's what that's how they sell us. Get that julie just out your credit card number. That's how it works. Chart our chart will show you let. Let's say that you wanted to investigate. All all of these things you know are are out there floating around in your brain. Let's say that you wanted to know more about. Maybe my question is where can i make the fewest contacts but get the best results so the path of least resistance before got into my woo voice. The path of least resistance is the path of the most resistance. And here's how you have to look at it what you're doing when you choose. The path of least resistance is. You're actually perch procrastinating. thank you. You're procrastinating the real work and you're spending real money to procrastinate. Real world yeses stretching out the time enormously possibly to the point where you won't even be in business and the rate and the real cost of it is is when you chase the path of least resistance aka easy button and it doesn't work for you. Then you erode your confidence but not just that you take away your time on this planet where you could have been doing the right thing to begin with. It's actually long-term more stressful. It's just that you don't feel it on a daily basis till catches up to you doing what you don't want to do when you don't want to do at the highest level actually is the path of least resistance over time. Doing what you wanna do it at whatever you wanna do it at. That is the path of the most resistance. But you don't realize that until you've actually stopped and looked to see where in life you've gotten results where you've gotten results is where you've actually had to. You know. He had to trust through the different levels of learning had to go through unconscious incompetence to conscious incompetence to what are the other two. I was just competence and unconscious. Competency guys just quizzing I i knew. I was just starting to see if you news test game. Yeah okay so anyway so you should be able to look at our chart once we have it all sorted out for you charted and and say all right. We'll maybe. I don't wanna be waiting that long. Maybe i'm going to dedicate an hour or two a day right to something okay. Well what how do. I actually compare this stuff. So let's let's compare something like expired versus just listed calls okay so expired to her. Chart has a low ratio. Meaning you don't have to talk to that many people in order to get success. Let me break that down for the non numbers people out there which is all of them so when we are learning how to do anything right it could just be any kind of activity. That's going to require a new effort. The new skill set the best way to do it as benchmarking yourself numbers because numbers will basically make it. So you can track as you improve. And if you're not improving or worst-case getting worse than it'll give you the optics on the fact that you need to. Maybe you know do what you don't want to do and you don't want to do and you're skipped last part which is the highest level and so when she's saying for example you know. Just listen just sold carl calls. Let's say or even door knocking on just cold doors that requires no skill. Not really and there's virtually no effort and rejection there's effort but there's no skill and there's no rejection. You're just like a public service announcement exactly. Yeah knock knock knock hello or ring ring ring. Hello there's a new listing on one-two-three elm street. I'm calling everyone in the neighborhood. Let him know. Do they happen to know of anyone. That's thinking about moving into the house in the neighborhood. Of course there's no not skill required on that and of course the results going to be very low because you're calling a bunch of people that don't actually have their hands and their saying yes. I want to buy or sell real estate. Lots of those contacts exactly and it's easy and that is again going to be a low yield activity. You can do it. But you're going to have to make thousands of these contacts a conversation with the decision making adult before you ever get a result and by the way that same fallacy of logic also applies to geographic farming applies to anything drip campaigns. And less exactly so so whereas you're calling an expired after you have a skill set which acquirer by all of you and when you have your listing system down which is acquired by all of you you have to maybe make we get most of our coaching clients to usually within twelve or fewer contacts. Then they can set one. Prequalified listing appointment are best prospectors people. That do it. As a re ritual every day can usually set a prequalified listing for every three contacts. So they call three expires or setting. A prequalified listing appointment having three conversations with decision making adults and they're having they're essentially setting listing appointment that amount of time for some of our prospector. Some of our really good ones. There may be on the phone for an hour a day and they're able to set one listing appointment today and that's the minimum standard for real rockstars. Yeah it's even better than that because they do a fairly religiously for only an hour hour and a half a day. They end up with a lot of expires to follow up on so their lead. Follow up his actually improved because they're consistent. Now let's say for example you. Don't you have a heavy accent. It's too difficult. You may be whatever you don't wanna prospect. I've had plenty of people that will say straight up. Tim if you ever asked me to pick up the phone call anybody. I'm going to fire you. i'll fire you. Have you shot. Well that's fine so then what we do is we'll ask them what they will do. What are they doing and they will help to build them up on whatever they're already doing take it to the next level but the first level of this is realizing that what most of you are going to be naturally attracted to are the things that require no skill and then basically have no rejection thus no skill and you're also going to get the least result from an and you're going to fill your day with doing all this stuff and jill. You don't even have ninety percent of the other stuff that these guys are wasting time on. We have now. I know but so much done with the crappy part. Like blogging blogging. Was things for like ten years ago. I got write two blog posts a day. and then it's going to get seo and somehow magically people are going to read my blog my gosh. You're an amazing blogger. In your article on real estate's incredible. I'm going to list my house with you know unless you look at tim. Angeles shirt which says this falls into the low category which gives low rejection. You're not even talking to anybody directly. When you don't know predictable results slower no response very high ratios required low or no control low responsible rate but yeah you get to utilize your low level of skill and you do work theater everyday right. You're going to go and do some blog posts youtube videos. And you're gonna like some things you're going to send out some tweets and you're going to whatever whatever its work theater here's the real litmus test of whether or not you're actually doing real work a day are you putting yourself in a position to hear the word no by decision making adult not your kid. Not your dog. Not your spouse your partner right to hear the word no at least five times a day if you're not you're not how about that as the new rule as your 2021 going forward rule for whether you actually work that day did you put yourself in a position. Did you ask directly. You might be rejected right now along with that tim comes yes okay so high level of potential rejection but you also get with that highly predictable results fast response results. You know they're going to do something with you or not. You have a high level of control high level of response and highly profitable but yes it requires a high of skill. Yes i guess what. It doesn't require hardly any expenditure you could do our system with you. Don't even have to pay for anything except your cellphone gas in your car. Some signs home brochures normal stuff. Mls but you can find your next listing and then spin up all of the rest of your work for the next month or quarter off of really doing that right. You hardly have to spend anything by the way. I like you better with brown hair than blonde hair. Thank i've decided. Okay looks better. It looks way better. Well i appreciate that. Don't do the blind thing guy. Yeah good better too. That's so that end to the show conversation common in here. We got that really sweet email from somebody. I wish i had saved lady that she emailed us wilkerson led. Do you remember. Do you know where it is. can you find it. I mean we remember what she said. And i appreciate her. Well we should read. It was an email though. We should read this. I'm sorry liz if you're listening and we didn't acknowledge this have meaning to it because it was really nice. Oh really julie you spell liz. Llc wow all right so you could read this and we appreciate. I think we both saved this year. We told you really sweet. Though in the middle of the podcast are actually at the beginning. This is a previous podcast. From about five days ago you made me tear up when you were so gracious to your compliment to julie. She is gorgeous to hear you. Tell her that makes your podcast. All the more real and i thank you for that too and i think liz i appreciate. You appreciating that along with me. yeah What does that mean that means. She noticed she's paying attention. She notices you. Know stuff like that. But you know what liz. You never give me compliments. Oh i sure. Do you never say this is what happens when i do get cocky or so listeners. Thank you for point so believe it or not. This continues to be the number one. The daily show. Well this is. This is not even sunday. So thank you for continuing to make this number one. Listen to daily podcast raw state agents. Look guys. I am sincerely apologize. I do mean this. I'm not just saying this it when we say things and we say it in such a a slightly maybe caustic way. We do that to get your attention. We're not attention whoring. We're just trying to do it. Basically shake you out of your belief structure that might be holding you back from becoming the best version of you as a real estate sales professional. If sometimes we have to make you laugh at yourself or safe right. That's good 'cause where you're squirming or what you're resisting and life is where your growth needs to be and that is absolutely true so wherever your pain points are in life you had to write those down when you hear an idea. That's offensive to yet rate that down and you're thinking to yourself. Why is it that. I was offended by what julie just center when i just heard. And then check yourself on your emotional response to that because that emotional response could be holding you back from ever going to the next level because you're so stuck in the mud about your your belief structure about the way you're doing business guys. One thing is for sure. The industry is changing faster than i've ever seen it change before it's extraordinary. How fast changing and this year. Frankly i think we're into completely different trajectory. And we've talked about this on the podcast endlessly. But you look at all the buyers and zola's in real estate all these things. These are all going to trigger. Don't just focus on for example zillow being in real estate focus on the consequences of zillow being in real estate overall trend ray. The overall trend and e x. P. now is obviously going to become the biggest real estate brand in the world. Did you guys any of you. Following the stock. I mean two years ago a six dollars in some sense and now a closed yesterday like almost one hundred and twenty so there are so many macro trends that are spending up that have already basically left the station. I hope you're participating in these because these types of big trends only happened really once in a lifetime. There's so many amazing things that are gonna take place. And i'll tell you the one thing that is definitely i'm one hundred percent convinced. This is true everything is going to go back to the Spoken word everything is going to move back towards people talking. That's where it's going to go. That's where it already is. And i keep on mentioning a stupid app clubhouse and that's an example that is one hundred percent spoken word no tax. No pictures no dancing cat videos. None of that mickey mouse. It's going back to basically people learning how to communicate and people learning how to answer each other's questions remember. I told you guys in this app. I'm hearing how fast in easily people are picking out who the fall s-h-i-t how you're supposed types anyway. They understand how quickly the people who are the real deal. Rise above the fakers. And before if you're the real deal. And you're essentially caught in this whole soon. Nami of narcissism social networking. It's difficult for you to actually let the market know that you're the real deal. Which is you know validates. Our business model more even more so but now if technology continues to trend in the direction that it is which i'm one hundred percent convinced it will. It's gonna go back to the spoken word those of you. Who have the skill set. We'll nyah late. The people that have been able to get by by faking up to this point because they're going to hear within your voice a level of confidence they're going to hear your voice honest to god expertise not being fake expert. And they're going to want to do business with you. The voice thing is going to be the the. What is it called a nerd computer guy. I'm endured but not a computer guy. The interface you have with technologies sounds like yuji. You're forgotten but the new look at look at all the home devices. it's all spoken. You know amazon pixel and you know apple. What's our apple called. Hey siri all that stuff. That is going to be the new way that you're going to communicate with all of your technology have this guy's you're worried about you know zillow's idex feed and you're worried about all these other things are going to somehow get in between you and your buyers i am. I am used for you. The new google search is google. Google is actually going to basically make it. You're going to walk into your house and you're going to say hey. Siri who is the best realtor in town or hey siri who sold the last three houses in my neighborhood and serious going to tell you. And so that means it's going to be more preference is going to be put on the west agent and those of you guys who are still believing. I've heard this all the time as well that you should be working on your reviews and you should be building up. Your zillow reviews guys. You're wasting your time because zillow is taking your reviews down zillow's taking your home sales history down. They're not your friend there your competitor. They're not even a friend to me is that i say that right frenemy. They're not there. You're straight up competitor. They want to replace you. They have said that game is over. C. e. o.'s. Zillow he disintermediated the travel agent business. So is there going to be space for you in this new world. We're going to have all these sort of high tech the answer. Yes they have and the answer is yes. But you're going to have to have the skill set because you're not going to be able to fake it anymore. Like those guys are so funny to be these instagram pictures. Where then you meet the person real life. It's like i mean. Yeah what okay. I get it. So you've learn how to use filters on instagram. you've learned how to basically use filters on all your your interactions and all the ways you've been sort of trying to get the public to believe that this is your this is who you really are right. But when people come into interaction with someone who actually has skillset especially when you're competing listing all the fakers are gonna be toast including the agents. Who are going to be working for zillow. Assuming you have the skill set a strong encourage you to get the skull set. I strongly encourage you not to waste time. I strongly encourage you to get your priorities. Right have a business. That's proactively generation based in marketing enhanced. Don't do it the other way around anything else. You'd like to say these guys that's always get to work. Get to work by the way. Yes if you'd like to join julian i at esp. We'd love to talk to you about being your sponsor text us directly five one two seven five eight zero two zero six five one two seven five eight zero two zero six. Thanks have a fantastic day. This program has been a presentation by tim. Liras real estate. Coaching for more information on real estate coaching and training programs visit our website. At tim julie heiress dot com. Remember to tune in weekdays at noon for shows until next time. Thank you for listening. Told real estate coaching radio with tim and julie harris.