IMPACT Agent Podcast

Meet Courtney "Coco" Osborne. Being a new member of a real estate team, she had some early success and then began to struggle in sales due to her complacency and lack of sticking to the "plan" and working the sales system. After some financial hardship, Courtney was triggered to make some changes. Using some self-reflection she began to take ownership of what she was doing wrong, owned up to her responsibility in the things that she was not doing, and just kept moving forward. With the help of her supportive team, team leader, and the implementation of a new accountability system, Coco righted the ship and ended the year in the Top 10 of the company. Courtney's journey is a solid case for how being on a real estate team built with purpose and intention can create a culture of accountability and productivity to motivate and inspire everyone on the team.

 

The Big Questions:

> What it the benefit of sales coaching and accountability partners?
> What immediate steps can a salesperson take to turn around a couple of slow quarters completely?
> What is the best way to keep steady and consistent sales?
> What's the number one thing you can do to make sure that 2019 is your best year in real estate?
> What is a public declaration and how can it help with closings and be the team member and producer you can be?
> How can an agent increase their social media "celebrity" without fear, anxiety, and tons of hassle?

 
Sponsor: 
Impact Agent Conference 2019
Started by Real Estate Agents for Real Estate Agents.
New Orleans, LA - April 11 - 12, 2019

BUY TICKETS HERE

 

Resources:

Courtney Osborne - Realtor On The Run

 

Quotables & Tweetables

I became complacent. It wasn't a result of a slow market or slow activity. It was a lack of me not putting forth the adequate effort. - Courtney Osborne

A big part of coaching is reflecting on where you missed it, and how you get off the rails. - Jason Will

I think it's important to point out to folks that are listening just how crucial it is to be purposeful, and intentional with every single day because it cost you three months with one closing. - Jason Will

Every 90 days for real estate agent is the predictor for the following 90 days. - Jason Will

Our team leader, Megan, implemented a new system which was not directly, you know, to benefit me, but all of the other team members that have not had a consistent flow. - Courtney Osborne

I know that I benefit from accountability, so I never felt as though it was a punishment. I knew that the purpose was, and knew that I was not producing to the level that I could. - Courtney Osborne

I really know that if I'm going to keep a consistent business, I've got to be in the office every day, spending at least two hours calling people that I'm not yet working with. - Courtney Osborne

It's really the pain that's going to trigger the motivation. - Jason Will

Accountability is the highest form of love you can show another human being, because the things that you're being asked to do on the team, and being asked to do through accountability are things that are going to make your life better and improve your quality of life. - Jon Cheplak via Jason Will

What's the number one thing I can do to make sure that 2019 is my best year in real estate, or in sales, or whatever field you're in', and that's finding an accountability partner. - Jason Will

I love our team environment, because I don't have just one accountability partner, I've got 15, and I don't want to let the new agents down that have just joined our team. - Courtney Osborne

As long as you want to be the best possible version of yourself, it will just never get easy. You have to get comfortable with being uncomfortable. - Courtney Osborne

Action beats anxiety. - Jason Will

If you need extra motivation, drive, self-discipline, accountability, putting a public declaration out on Facebook saying, 'Hey, this is the challenge. This is the goal that I've set for myself, this is what I'm going to do, and I need everybody on Facebook to hold me accountable to that.' - Courtney Osborne

I don't think people realize just how powerful making a public declaration like that can be. - Jason Will

I just realized that I needed to check that fear at the door because people are always going to judge you, I might as well make money while they're judging me. And if I am authentic, and really genuine, and trying to provide value, then why should I have that fear of being judged if my true intention is to help, and to inform? - Courtney Osborne

Accountability is something that you need, like, you need to eat, or like you need air. - Jason Will

Together we can achieve more, we're in this together, and the more we collaborate, and encourage each other, the more we're all going to win. - Jason Will

 

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We would like to know what you think about the Agent 251 podcast, especially this episode. Do you agree with Jason? Did any of these ideas help you? Do you disagree with any? Let us know by contacting Jason at [email protected].

Thanks for listening.

Contact Jason Will Real Estate
Prompt and professional service is our guarantee.

JWRE's goal is to be informative and helpful. Through our service, we hope to earn your business with our exemplary level of service and extensive local knowledge of the Mobile & Baldwin County area.

Agent 251 is recorded and produced at Deep Fried Studios.
Producer: Johnny Gwin  

Meet Courtney "Coco" Osborne. Being a new member of a real estate team, she had some early success and then began to struggle in sales due to her complacency and lack of sticking to the "plan" and working the sales system. With the help of her supportive team & the implementation of a new accountability system, Coco ended the year in the Top 10 of the company. Hear Courtney's story and how purpose and intention can create a culture of accountability to motivate and inspire everyone on a team.

Leveling up to be the Real Estate Agent you want to be is not an easy road. The Real Estate business is not an easy road despite what Bravo Network and reality shows show us weekly. Setting and hitting those lofty but reachable sales and life goals is a real possibility, but we all need help, training, inspiration, and accountability to get to where we want to be. Plus, being willing to embrace new technology, establishing new systems, learning new sales approaches, and recommitting to basic sales fundamentals is a big step into becoming an elite Real Estate player.

In this first episode of the IMPACT Agent Podcast (formerly the Agent 251 Podcast), Jason Will speaks with Trey Willard. Trey is a team leader of The W Group of Berkshire Hathaway United Properties in Baton Rouge, La. He has seen a lot on the real estate business from personal assistant to a buyer's agent to a lead agent or a solo agent to a team leader and now a team leader and a real estate coach with Tom Ferry. Trey’s shares his insights into “leveling up” in the real estate game. Plus, learn how Trey and his wife Whitney manage to work and live together growing an ever demanding business and family life.

The Big Questions:

• What’s it like and how do you navigate work/life balance when working so closely with a spouse?
• What are the advantages of building a real estate team?
• What are the big things Agents can do to level up from hobbyist to professional level sales and production?
• Why should an Agent invest in coaching and additional professional training?
• What is the difference between relational versus transactional marketing?
   

Sponsor: 
Impact Agent Conference 2019
Started by Real Estate Agents for Real Estate Agents.
New Orleans, LA - April 11 - 12, 2019

BUY TICKETS HERE

 

Trey’s Key Insights and IMPACT moments:

• Trey loves working with his wife but realizes that the high-pressure nature of Real Estate can cause unique challenges
  In an on-demand world and economy Real Agents have to responsive and quick to reply and satisfy their leads, contacts, and teammates.
• To know the profitability of your company you need to know the basic net numbers, cost of leads, cost of overhead, and real profit margins.
• Real Estate is a rough and tough business, but it’s worth the fight and the struggle.
• The book Rich Dad Poor Dad is a great resource to get you to understand real assets versus liabilities and how to start seeing the big picture
• Know the “blocking & tackling” fundamentals of Real Estate and sales: Communication, follow-up, consistency, and leveraging your sphere of influence.
• Don’t be a hobbyist, be a professional that always provides value to clients, teams, family, and community.
• To be an elite professional, you need to invest in an elite coach.
• Always be servicing leads not just getting leads.
• Trey has seen so much in this industry from his experience that he felt he had a ton of value to share and help other agents, coaching just made sense.
• Real Estate is a skills-based market. Improve your skills, improve your opportunity for success.
• “Leveling Up” comes from an internal push and genuine interest to be more than you are today.

 

Quotables and Tweetables:

I don't know the last time that Whitney, with the exception of the holidays of course that just passed, where Whitney and I had an entire Saturday and a Sunday where we were both off, we could spend time with our kids, we could make plans to do things, and that was the things I didn't think about prior to bringing her on board as a team member. - Trey Willard

My Wife and I are really making an effort to do is at certain time of the night like no talk about real estate or work. Just shut it off. Let's just be with each other and be in the moment, be with our children. - Trey Willard

Everyone wants instant gratification, whether it's via text, whether it's a call, whatever it may be. We live in the on-demand economy. We have kind of gotten spoiled by that and we expect that in every aspect of our life, including real estate. - Trey Willard

When we work in a 100% commission business where there's no guarantees…for someone who has a little higher anxiety, it's just a little harder for them to just stay in a upbeat, positive mindset all the time. - Trey Willard

I love to have those really raw and real conversations with people is like true net, like, "What are you netting? Are you at a 30% profit margin? Are you at a 50% profit margin? Are you running a 10% profit margin or a 5% profit margin business?" And depending on how many sales take place every month and depending on what the expenses are, depends on how profitable you are as a company. - Trey Willard

I went back to reading Rich Dad Poor Dad. Reading that book has really been a huge eye-opener for me as far as getting back to real assets versus liabilities and really thinking in big picture, having your money work for you, and like you said, we're doing this for a bigger picture. - Trey Willard

We've gotten back to what Bill Pipes likes to call the blocking and tackling, the fundamentals of real estate, what to say, how to say it, following up, everybody knows the fortunes and the followup, and I've gotten my guys to really buy into that. - Trey Willard

I think the biggest thing is, number one, setting the expectations. I am here, I am a professional, I want to provide value to you.  - Trey Willard

So whether it's sports tickets, whether it's anything someone would need and I can provide that for them and I do it not because I'm looking for something in return. - Trey Willard

It's the law of reciprocity. As soon as you do something for somebody, that seed is planted. They want to repay it. - Jason Will

Tom Ferry says it best: What got you here won't get you there. - Trey Willard

I felt like I just had so much value to give and help other people. That's why I pursued coaching. - Trey Willard

Everybody should want to double their business. My question to her, the followup question was: How? What are you going to do differently in 2019? - Jason Will

Every elite athlete on the planet, every elite I would imagine businessperson on the planet, people that you think that couldn't move any further in their life has a coach. - Trey Willard

In order to continue to gain momentum, you've got to constantly work at it, you've got to be better, and inevitably you have to have someone to hold you accountable. - Trey Willard

There are so many things that a coach can do that you can't do on your own. - Trey Willard

Someone has to give you some direction on how you're going to change your lifestyle. - Trey Willard

There is entirely too many hobbyists, and I think you're going to start to see a shift in the real estate business, not just in the market as a shift but in the real estate business. We're seeing more teams dominate. We're seeing teams and even certain individuals take in more market share than ever. - Trey Willard

It is a skills-based market. The better the skills, the more success the agent will have. I believe that 110%. - Trey Willard

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We would like to know what you think about the Agent 251 podcast, especially this episode. Do you agree with Jason? Did any of these ideas help you? Do you disagree with any? Let us know by contacting Jason at [email protected].

Thanks for listening.

Contact Jason Will Real Estate
Prompt and professional service is our guarantee.

JWRE's goal is to be informative and helpful. Through our service, we hope to earn your business with our exemplary level of service and extensive local knowledge of the Mobile & Baldwin County area.

Agent 251 is recorded and produced at Deep Fried Studios.
Producer: Johnny Gwin  

 

 

 

 

 

In this first episode of the IMPACT Agent Podcast, Jason Will speaks with Trey Willard. Trey is a team leader of The W Group of Berkshire Hathaway United Properties in Baton Rouge, La. He has seen a lot in the real estate business from personal assistant to a buyer's agent to a lead agent or a solo agent to a team leader and now a team leader and real estate coach with Tom Ferry. Trey’s shares his insights into “leveling up” in the real estate game.

    In this episode, Jason Will sits down and talks with heavy hitter Lou Vickery and his insights on the training, mindset, and what it takes to become the pro salesperson you want to become. Lou is a former professional baseball player and coach. After his sports career, he moved into training and development contract work for national organizations and companies. In his 30 year second career Lou has worked with over 2,800 companies in 44 states and two foreign countries. When not on the radio as a talk show he has written over 12 books, including his newest book, Reach Beyond: How to Jump Over Hurdles and Land on Success. Get your notebooks out and start taking notes, Lou is throwing some heat in this episode, and you do not want to swing and miss this one.     Key Takeaways:   1. Seek positivity and protect yourselves from negativity. 2. Be organized and highly prepared. 3. Be willing to take a risk. Ask for the sell. 4. Avoid the rut of your job, develop controlled excitement. 5. Learn from failure, don’t let it define you. 6. Be a believer in believing.  

Resources:

Lou Vickery - Website

Buy Lou's Book - Reach Beyond: How to Jump Over Hurdles and Land on Success

 

Sponsor: 
Impact Agent Conference 2019
Started by Real Estate Agents for Real Estate Agents.
New Orleans, LA - April 11 - 12, 2019

BUY TICKETS HERE

 

Quotable Quotes:

On the gravestone, there are two numbers. But the only thing that really counts is the dash in between. And what do we do with that dash. - Lou Vickery

Listen to your heart, and there is always a better you in you. - Lou Vickery

Your heart will tell you what you need to do. - Lou Vickery

Start looking at failure for what it can teach you. It's just a singular event. It doesn't define your whole life. And the only way you're gonna learn how to do anything better is to fail at it. - Jason Will

Life offers us plenty of U-turns, if we just take 'em. - Lou Vickery

Salespeople tend to beat around the bush. They're scared to ask somebody to do what? To buy. As I call it, "get the yes." You gotta get the yes. You may get 18 nos, but you only need one yes.  - Lou Vickery

Any type of sales, you should be handing out 500 to 1000 cards a month. I know that's old-school, but you've got to let people know what you do. You have to be excited. First, if you're not excited about it, don't do it. Get out of it. Go find something you'll get excited about. Because you have to be really excited about the business that you're in, particularly in sales. Because it comes through. - Lou Vickery

If I had one advice, I'd say, "Quote 'em high and ask 'em to buy." - Lou Vickery

Selling is asking. - Jason Will

You can't steal second base with one foot on first. - Lou Vickery

Jumping up and down, hollering and screaming, creating excitement is one thing. But when you got controlled excitement where you got a game plan to get to the next level. - Lou Vickery

If you've got the right attitude, and you got the right skill set, and you know your product, what in the world is to keep you from asking for the sale? - Lou Vickery

It takes 65 muscles to frown; it takes only 12 to smile. Why work overtime? - Lou Vickery

We strive for perfection, and we settle for excellence. - Lou Vickery

I'm a super believer in being a believer. - Lou Vickery

 
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We would like to know what you think about the Agent 251 podcast, especially this episode. Do you agree with Jason? Did any of these ideas help you? Do you disagree with any? Let us know by contacting Jason at [email protected].

Thanks for listening.

Contact Jason Will Real Estate
Prompt and professional service is our guarantee.

JWRE's goal is to be informative and helpful. Through our service, we hope to earn your business with our exemplary level of service and extensive local knowledge of the Mobile & Baldwin County area.

Agent 251 is recorded and produced at Deep Fried Studios.
Producer: Johnny Gwin  

Jason Will sits down and talks with heavy hitter Lou Vickery and his insights on the training, mindset, and what it takes to become the pro salesperson you want to become. Lou is a former pro baseball player and coach. He moved into training and development contract work for organizations and companies working with over 2,800 companies in 44 states and two foreign countries. He has written over 12 books, including his newest, Reach Beyond: How to Jump Over Hurdles and Land on Success.

Prepare yourself for one powerful story in this episode. Jason interviews the author, and Tony Robins Trained Motivational Speaker, Billy Brown. Billy is a survivor of a car accident at the age of two. Burned on over 70% of his body and having 100s of surgeries, Billy with the help of his loving mother refused to be a victim of his circumstance and developed and lived every day by his mantra of "I am love, and I live with purpose." From school, football fields, real estate career, prosperity, bankruptcy, and redemption nothing stands in his way. After a chance meeting with the world-famous Tony Robbins, Billy has found his true calling as a motivational speaker that is living proof that anyone can overcome adversity and move on in life to be the best that you can be. Billy's book title sums of his life perfectly, "Rise From the Ashes." Jason says this is a "shut up and listen show," trust us, you will agree.

Key Takeaways:

> There are no victims in this life, only volunteers.
> Adversity is not meant to punish us but rather to prepare us.
> Billy's mantra: I am love, and I live with purpose. 

 

Resources:

Billy Brown - Website

Billy J Brown Inspires You - Facebook

Buy Billy's Book - Rise From The Ashes

 

Sponsor: Impact Agent Conference 2019

- Started by Real Estate Agents for Real Estate Agents.
New Orleans, LA - April 11 - 12, 2019

BUY TICKETS HERE

 

Quotable Quotes

I was blessed by the fact that I was in a car wreck that changed my life forever. - Billy Brown

I love to go to schools and speak on anti-bullying, and how to be the best person you can be, but more importantly, to understand why is that person being a bully? What are they going through that maybe they don't feel loved at home? - Billy Brown

People will treat you how you treat yourself. If you show up being a victim, you'll always be a target, but if you start loving yourself first, watch how you become a magnet to people. - Billy Brown’s Mom

People are going to have opinions, but you don't have to accept them. - Billy Brown

If I can make a difference in one person's life, then my life will matter. - Billy Brown

If I can make a difference in somebody's life today, one person, and I die today, then I've done God's job that He put on my life. That's the way I live every day. - Billy Brown

Everything that happens to you is preparing you for the greatness that's ahead. - Billy Brown

If I had to go back, I'd get back in the car again because of the hundreds of thousands of people I've been able to help by sharing my story. - Billy Brown

We all go through a fire in life, it could be emotionally, it could be financially, it could be work-related, but what are you going to do about it to make a difference? How's that going to define you? - Billy Brown

I went from financially independent, to overnight, literally, being financially bankrupt, and emotionally bankrupt. - Billy Brown

You realize really quick that you've hit rock bottom when you got to move in with your in-laws. Now, I love my in-laws, so if you're listening, mom and dad, I love you, but if you need motivation, move in with them, you will get motivated. - Billy Brown

You can beat somebody over the head with a bible, but you can speak into their heart and get so much more. - Billy Brown

Nothing happened by accident. - Billy Brown

Why did I go through a fire? Why did I go through financial devastation? Why did I go through emotional devastation? It was so I could go help people that went through those situations. I was being prepared. I wasn't being punished; I was being prepared. - Billy Brown

…you're the gatekeeper of your eyes and ears. What you let go in is going to come out in your daily walk. It's going to come out in your business deal. It's going to come out in your emotional responses. - Billy Brown

Tony (Robbins) was the first person to paint the vision that I could become. And anytime you're in sales, or you're in marketing or motivation, you've got to the person that can help paint a vision for people to see. - Billy Brown

I don't want to go through the motions. I want to know when I die; I don't need a grave marker to say who I was. I want people to say, "You know what, Billy made a difference in my life. By everything he went through, that made a difference in my life." - Billy Brown

If I die today, and I've made a difference in one person listening today, then my purpose in my life for God I know has been done. And that's what I strive for every day. - Billy Brown

I'm thinking somebody's going to listen to this podcast and you're going to get a call from Hollywood. Because this is a movie I want to watch, and I think lives are going to be changed because of this podcast. - Jason Will

 

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We would like to know what you think about the Agent 251 podcast, especially this episode. Do you agree with Jason? Did any of these ideas help you? Do you disagree with any? Let us know by contacting Jason at [email protected].

Thanks for listening.

Contact Jason Will Real Estate
Prompt and professional service is our guarantee.

JWRE's goal is to be informative and helpful. Through our service, we hope to earn your business with our exemplary level of service and extensive local knowledge of the Mobile & Baldwin County area.

Agent 251 is recorded and produced at Deep Fried Studios.
Producer: Johnny Gwin  

 

 

 

Prepare yourself for one powerful story in this episode. Jason interviews the author, and Tony Robins Trained Motivational Speaker, Billy Brown. Billy is a survivor of a car accident at the age of two. Burned on over 70% of his body and having 100s of surgeries, Billy with the help of his loving mother refused to be a victim of his circumstance and developed and lived every day by his mantra of "I am love, and I live with purpose." Enjoy the show!

In this episode, Jason Will talks with the incomparable Sharran Srivatsaa, the CEO of Kingston Lane, a push-button technology execution platform for real estate. He's a serial entrepreneur, rock star keynote speaker, and a thought-leadership resource for publications such as the Wall Street Journal, SUCCESS magazine, Huffington Post and Forbes. Recorded on a short break at Craig Ballantyne's One-Day Perfect Life Workshop, Sharran talks about the origin of his company, his path of turning goals and plans into results, the pros and cons of Business of Improvement Offers, the power of automation and systems, and some pro tips on content creation and sales lead generation. Plus, learn what an "Intelligent Growth Enhancing Robot" looks like and how it can change your business. Turn up the volume on this show and listen close, it is packed full of mind-blowing insights, innovative technology tips, and career-boosting ideas.

Key Takeaways

> How Sharran turns goals and plans into results.

> Whats's revenue-generating machinery? And, why you need to know what it can do for you and your career.

> Real Estate Agents need to explore and get training to find and use the best tools and software in the market to improve your processes, sales, and lead generation.

> Improving and automating content creation. Sharran shares his process of studying other influencers and teachers. Focus on how experts and mentors think not just their lessons and programs. Embrace environmental exposure of resources, mentors, and inspiration.

> Systems and the right tools are an essential component of transferring goals and plans to action.

> Understanding and Maximizing the Power of the Business of Improvement Offer

Resources

Sharran Srivatsaa

Kingston Lane

5am Club

Momentum University Conference

 

Sponsor: Momentum University Conference 2019

- Started by Real Estate Agents for Real Estate Agents.
New Orleans, LA - April 11 - 12, 2019

BUY TICKETS HERE

Quotable Quotes

If you work with a coach, a mentor, etc. you can transfer those desires and dreams to a goal and a plan. That's good, and I've seen coaches, mentors, brokers, owners do an excellent job of getting desires and dreams to goals and plans. - Sharran Srivatsaa

Systems and tools are a really important component of transferring goals and plans to action. - Jason Will

Tiger is an acronym actually. It's "The Intelligent Growth Enhancing Robot" - Sharran Srivatsaa

My goal was, "How can we get goals and plans into results?" If that means using other people's platforms and systems, whatever it takes. I don't want to sell a platform anymore; I want to sell a system, a revenue-generating piece of machinery to an agent so that they know that they don't have to do it. - Sharran Srivatsaa

There's other stuff that I do like I do podcasts, I do a lot of the other stuff as well on a regular basis, but if I can find a way to batch the content, it is super helpful, but I don't let that intrude my work and personal life at all. It's a part of my professional world, but if anyone's thinking about, "Hey, how do I put out all this content, how can I create more content," I say, it's easier to batch it. So, if you sit down for an afternoon and say, "I need to write five pieces of email content, three pieces of blog post content," whatever, I have a system that I go through. I think about a topic. You generally use the same theme for the week so that I can think deeper, and then I do three and a half hours of content creation, and then set it to go out. - Sharran Srivatsaa

No one teaches others how to implement. - Sharran Srivatsaa

Everyone wants to be in the Business of Improvement Offer. What I mean by that is, oh, improve your sleep, improve your health, improve your lifestyle, improve your GCI, improve, improve, improve. They want to go from 10 to 20. They want to go from 20 to 40. They want to improve something. Everyone's looking for that improvement offer, and when you're looking for an improvement offer, you're looking at all everything. They're like, "Which one can I use to move the needle a little bit," and based on that, and you don't do anything. - Sharran Srivatsaa

The fastest way to level up is environmental exposure. You just have to upgrade your environment. - Sharran Srivatsaa

If you're not at the table, you're probably on the menu. - Sharran Srivatsaa

I'm going to consume that because you're exposed to what you're exposed to, and I don't want to be exposed to anything else. So, an easy way and a free way is to just go deep on one person that you admire, because one month of exposure to somebody changes things very much. - Sharran Srivatsaa

We think about the result, but we don't think about the conditions that are present to deliver that result. - Sharran Srivatsaa

You're not telling people how to get from point A to point B. You're helping them to self-discover. - Jason Will

Everybody needs accountability of some sort, but accountability thrust upon you is not inspiring. - Sharran Srivatsaa

Make a commitment starting today that we do not snooze in our lives ever. - Sharran Srivatsaa

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We would like to know what you think about the Agent 251 podcast, especially this episode. Do you agree with Jason? Did any of these ideas help you? Do you disagree with any? Let us know by contacting Jason at [email protected].

Thanks for listening.

Contact Jason Will Real Estate
Prompt and professional service is our guarantee.

JWRE's goal is to be informative and helpful. Through our service, we hope to earn your business with our exemplary level of service and extensive local knowledge of the Mobile & Baldwin County area.

Agent 251 is recorded and produced at Deep Fried Studios.
Producer: Johnny Gwin  

Jason Will talks with the incomparable Sharran Srivatsaa, the CEO of Kingston Lane, a push-button technology execution platform for real estate. Sharran talks about the origin of his company, his path of turning goals and plans into results, the pros and cons of Business of Improvement Offers, the power of automation and systems, and some pro tips on content creation and sales lead generation. Plus, learn what an "Intelligent Growth Enhancing Robot" looks like and how it can change your business.