In this episode Justin unpacks the mindset, tools, and process to successfully close 100 deals. 

The journey from closing 30 plus deals a year to over 200. 

Leverage time, provide world class service, and a focus on families. 

Know the statistics of your competition. Most agents fail within 2 years, 85% of agents in 5 years. Focus on long term career.

 

6 tools help 100 families:

 

1. Mindset
2. Schedule
3. System
4. People
5. Strategy 
6. Nurture Process

 

 

Mindset: 

It can be done. 

Breakdowns are breakthroughs

Do a deal a day, set 2 appts a day. 

 

Schedule: 

Focus on business creation. 

You create a schedule or your schedule is created for you by others. Creates productivity. 

Fanatic about your prospecting hours, knowing your numbers, and accomplishing them daily. 

Relentless, religious focus. 2 appts a day, 10 appts a week, 40 appts a month. 480 appts a year. 

 

System: 

Building a business that supports your sales

Focus on prospecting, following up with leads, attending appointments. 

Establishing and empowering others to your process. 

 

People

Find an integrator, not an assistant

Must have a high level of skill, organization, and business skills to negotiate and empowered to make decisions. 

Focus on listings

Sprinkling in buyers will make life difficult, consider a showing agent or full time buyers agent. 

 

Strategy: 

Focus on highest and best capabilities

Lead Generation – Chose your focus, build a high level of skill around it and set 2 appts a day.

Schedule in place – Relentless – Do not deviate

Process (handle the business, maintain it, grow it, client follow up)

The power of accountability partners

 

Listings Create multiple opportunities.  Leverage listings. 1+1 = 3 mentality 

Create a massive pipeline of business and future business. 

 

Nurture Process: 

High Volume requires management help. 

CRM required to make follow up priority daily. Bandwidth too full to miss opportunites. 

Establish relentless follow up. This is the turning point for success.