With 2017 in full swing, you want to make sure you’re clear on your goals for this year. Along with being a real estate agent, I’m also a KW Maps coach. Today I’ll go over a few things that will help ensure you stay on track to reach your 2017 real estate goals.

We have a very specific process on how to set goals, which we started around October.

We start with one main goal for the year, which is often a unit count. So, let’s say you want to sell 100 homes in a year, that’s the one main goal.

Next, we figure out the three priorities we’re going to have to achieve that one main goal. After we figure out the three priorities, we figure out what strategies or real things that we are going to do to accomplish each one of the priorities.

We took three or four weeks to really work through that process as individuals and as a team to not only feel confident in our goals but also feel like the path was laid out. 

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Your goal needs to be crystal clear.

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Now, it’s January of 2017, and we know that the activities that we do today are going to show up 90 days from now. You won’t start prospecting and making calls today and have a closing by tomorrow.

That’s why now is the time to take a look back at the plan and figure out how clear it is. Even in a three to four week period, after to talking to my clients, I’ve realized that we went through that extensive process and it still wasn’t crystal clear.

Your goal needs to be crystal clear, and you need to have the priorities in place to accomplish that goal. From there, you also need to be absolutely clear on what strategies you are going to imply to get the business to accomplish that goal. This is going to set you apart and increase the probability that you will accomplish your goal in 2017.
 

Instead of just aiming to accomplish your goal, aim to exceed it. 

If there is any way that I can help you reach your goals, give me a call or send me an email. I’d be happy to help you!

 

I was in a class last week where we were teaching productivity and life balance to a group of about 31 high-performing real estate agents, and one of the biggest challenges that they told us they were facing was their ability to unplug and be present while on vacation.

Well, it’s the time of the year when we’re working on our business plans, and an often-overlooked portion of most agents’ business plans are their vacation plans.

The first pieces that we at the Green Group go through when working on our business plans are growth and time blocking.

When it comes to growth, we ask ourselves  how we’re going to grow personally and professionally in 2017. Which books are we going to read? Which classes are we going to take?

As far as time blocking goes, the first thing that we’ll time block for is events. These are important to get down first because they’re immovable dates that are set in stone with others.

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Don’t let this business pull you around by the nose!

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Secondly, we’ll time block for our vacations. I think that a lot of real estate agents don’t schedule their vacations and leave it up for fate to decide whether they’ll get to take them. This may be for a few different reasons. First, because the income of a real estate agent is variable based on productivity and production, they may not be confident that they’ll have earned a vacation at a specific time of year.

The second reason concerns a bigger issue: a real estate agent doesn’t know where their business is coming from. Because so many real estate agents believe that their business comes in randomly, they’re not sure when they can make plans. When an agent takes a proactive, intentional approach to getting their business, however, they can schedule two weeks of vacation, knowing that they will have created enough business because they have a plan and strategy to get there.

So, as you’re designing your business plan for 2017, I encourage you to take the time to ask yourself and your family which days you’ll need to take off for the year. Don’t let this business pull you around by the nose; choose how you’re going to live your life.

If you have any other questions about time blocking for a vacation or detailing a business plan for next year, don’t hesitate to give me a call or send me an email. I’d be happy to help you!

What is one thing you can do that will make everything else easier or unnecessary?

As a real estate agent, you have to run in a million different directions. There are lots of demands on your time and schedule, and some days can be very stressful. However, there is a proven strategy that will help you focus, become more productive, and sell more homes with less stress. In fact, this one thing will even help you balance your work life and personal life better.

Does that sound too good to be true? I’ll admit that it kind of does. Usually, the more business you do, the more chaos you invite and the more your personal life feels completely off-balance. One trick that we use is to focus on one thing each day and don’t do anything else until that one thing is accomplished.

It sounds really simple, but it’s actually a bit difficult. You have to be disciplined to create this habit. Still, it’s part of the coaching we provide to all of our agents and it’s something we would love to provide to friends like you in the real estate industry. 

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You have to be disciplined to create this habit.

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Other real estate agents can often feel hurried by the push and pull chaos of real estate. Focusing on one thing will help you be more productive. Find out what that one thing is and do a deep dive into it. Eliminate distractions and focus on that one thing for a certain amount of time so that everything else becomes unnecessary. It actually does work.

I constantly find that as we get more deals into escrow, the chaos piles up. You need to respond to so many different people at the end of a real estate transaction that if an issue catches you at 8:30 in the morning, it will take your whole day away. Before you know it, it’s 9 at night and you’ve only done busywork all day. Instead, choose one hour on your calendar and designate it as busywork time. If someone needs you to get back to them, just say, “Great. I’ll get back to you at one.”

Think about it—when you have a busy day full of appointments, you still manage to get the busywork done. Just set aside one hour to deal with that chaos so you can move on and deal with bigger, more important things.

If you are interested in a copy of the book The One Thing, please don’t hesitate to reach out to me. This book taught me this trick and it can help you with your business, too. If you have any other questions, let me know. I would be happy to help you!

My wife and I joined a gym recently. What’s been most helpful for me as far as getting in shape hasn’t been just going to the gym and working out, but taking a class. After getting such great results from taking a class, it occurred to me that the agents on our team needed the same thing regarding their prospecting. By that I mean they needed a clearly defined warm-up and workout to get them ready for talking on the phone, knocking on doors, sending out emails, etc.

Thus, the Prospecting Gym was created. It’s open Monday through Friday from 8:15 a.m. to 10:15 a.m. We’d like to invite you to come down and see this gym in action. I promise you we’re not putting on a show for anybody. It’s simply a day in the life where we open up our playbook to you. 

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We want to help you with your prospecting game.

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First, you’ll see our morning power-ups, which include reviewing our locations in Arizona and our daily numbers check-in. Next, we’ll move into our warm-up. This station involves getting ready to say the right things when we talk to people. If this sounds like work, it isn’t. The Prospecting Gym is a lot of fun for us because it gives us an opportunity to hear your ideas and feedback.

Our ultimate goal is to create generational wealth for families through real estate. We want to do this not just for our clients, but for other agents as well.

The easiest way to join is to reach out to me directly. Just shoot me a text, give me a call, or send me an email. I look forward to seeing you there.

What are the four conversations that help real estate agents? You need to talk about appointments, listings taken, homes under contract, and GCI.
 

Focusing on these four conversations has changed our business and the focus of our agents. These conversations helped our agents become more productive, and with more productive agents everyone is making more money, so everyone is happier.

We schedule one-on-ones at the end of each week and go over these four conversations. In terms of appointments, we set a goal each month. We figure out how many appointments the agent needs in order to hit their listing goals and, in turn, their gross commission income goal.

No one really talks about it, but everyone is in this business to earn a living. That’s why GCI is something we talk about every single week. The standard number of appointments we set is 40 each month with a two-to-one conversion ratio. That means for every two listing appointments we go on, we convert one of those into a listing taken; we’re getting a buyer broker agreement or a seller listing agreement. 

In today’s market, it’s incredibly important to focus on seller listings. In today’s market, there’s limited inventory. I know it’s competitive. I know it’s a tough market out there. But the bottom line is that the agents who have a seller-based business are winning.

Those are the conversations we’re having with our agents on a weekly basis: how many appointments are they getting, what’s the conversion ratio, how many homes are under contract, and what are their GCI goals for each month. We can’t tell you how great these weekly conversations have been for our team. Our agents are laser-focused on hitting their goals, and they feel more in control of their careers.

If you have any questions about implementing these four conversations in your business, give me a call or send me an email. I would be happy to help you!

Today I'd like to introduce myself and share a few things about my business.

I grew up surrounded by the real estate business. My family was

involved in building and developing large scale communities, and I

always knew that I wanted to do something with real estate. 

Just after college, I got into new home sales. I did that for about six and a half years, but at the end, I was selling too many homes. I simply outgrew the business in that market, so I moved into the resale market for a couple years. 

Finally, three years ago, I decided to go all in with real estate and opened Green Group Real Estate. Our first year, we did seven million dollars in production. Last year, we were up to $24 million in production. So far for 2015, we are a little over $26 million in production. We are on pace to sell about 60 million dollars in real estate for 2015.

If

you look at how long it usually takes real estate agents to reach that

level of production, you can see that the Green Group is experiencing

rapid growth. People often ask me, "How did you do it?" 

It's simple: I followed systems and models from Keller Williams. Keller

Williams is the number one training organization in the United States. I

also surround myself with leaders who are doing more than I am. They

are great people with big visions. I aspire to be like them, so I take

whatever methods they are using and make those methods work for me. That's where the systems and models come in!

My

goal with this video blog is to provide you with all the information on

how I've built my business. I'm passionate about giving back and

helping real estate agents achieve their goals, so please, don't

hesitate to reach out to me with any questions!