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One of the best training programs we have here at Keller Williams is called IGNITE. It's a program for agents in the zero to 16 transaction range. Whether you’re a brand-new agent or just starting to get a handle on things, this course covers all the ABC’s of how to be successful in real estate.

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We teach this course multiple times throughout the year.

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If you’ve been in real estate for a little while and have a few transactions under your belt already, congratulations on that. This course will teach you how to get your business to the next level. There are 12 different sessions in this course, but you will graduate in just three weeks. The classes are on Monday, Wednesday, Thursday, and Friday. We teach it multiple times throughout the year so if you can’t make it to this upcoming session, we would love to see you at a future session.

If you would like some more information about IGNITE, don’t hesitate to give me a call or send me an email. I look forward to hearing from you soon.

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Let's talk prospecting and marketing.

If you've been in the business for less than a year, you want to stay prospecting-based. You want to do lead generating activities that will be lighter on your pocketbook—in other words, you don’t want to have to spend any money at all.

For example, pick up the phone and call FSBOs and expireds. You can hold open houses or reach out to other agents in your market center and offer to hold an open house for them on the weekends. You should also look into door-knocking, which also doesn't cost a lot of money.

As you get into business and start closing some deals, I still want you to stay prospecting-based, but also start some marketing-enhanced items. I want to teach you how to lead with revenue—if you don't have any money, don't spend it. As you close more deals, you'll have an opportunity to inject some marketing.

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As you start to close some deals, you can start a marketing budget.

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With marketing, I want you to stick to a budget. Set a budget and commit to it! Then, you'll be prospecting-based and marketing enhanced. As your business grows, your opportunity to spend more money on marketing grows. Then you can adjust your budget, and remember, stick to it!

As your career progresses, you might look into leveraging your prospecting. For example, you could hire an ISA. At the end of the day, lead with revenue, and at the beginning of your career, be prospecting-based.

If you have any questions, don't hesitate to give me a call. I look forward to helping you with your career!

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Today, I want to talk about the 33 Touch Program.

In this program, the idea is to reach out to your clients about every 17 days; however, there is some new information coming down the pipeline that’s saying maybe a 36 touch program would be more appropriate. With that in mind, I’d like to show you that this process is not only simple, but can be a lot of fun, too.

On the 33 Touch Program, list out three touches inside of each month on the calendar. There are a certain number of things that will repeat themselves throughout the year. For example, inside of this program, there will be a quarterly phone call. You’ll want to reach out to your clients for a mixture of things and do stuff like invite them to events, wish them a happy birthday, or discuss their property taxes with them.

You’ll also include market reports, and those will also go out quarterly as well. We provide those for our agents here in our market center and we also hold a meeting on them so they know how to talk to their clients about the market report itself. Another touch you might consider is a client event or two spread throughout the year.

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How the 33 Touch Program helps you

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Also, keep in mind that you will have a 12:2 ratio for the people that are inside your sphere of influence (SOI). The 12:2 ratio breaks down like this: for every 12 people you have, you can expect two pieces of business. Of those two pieces of business, one will be a direct piece of business and the other will be a referral.

Your SOI is your gold mine, so don’t put off cultivating it for next month or next year. You should have a little bit of downtime around this time of year, so take advantage of that by designing your program exactly the way you want it to be. I really think you’ll see some great business come out of it

If you have any questions about this program, please feel free to reach out to me. I wish you well, I wish you luck, and I’d be happy to help you with anything you need!

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As we near the end of 2016, we’re all focused on our numbers, our transactions, and all the other variables that go into business planning. With that in mind, we just hosted a business planning clinic in which our regional director, Matt Green, brought up some really great points that we want to share with you today.

We at Keller Williams have four models that we concentrate on: the economic model, the lead generation model, the budget model, and the organizational model. All four of these models play into our business planning, and there are certain numbers that we really want to pay attention to when it comes to this.

For your business planning model, I want to ask you two questions:

First, can you accomplish the goals that you have in one year? Or do they represent something that should be laid out in a three-year or five-year plan? I believe that you should have all three timelines set into place in case something unexpected happens and you have to recalibrate your plan.

Second, are your goals big enough? At the business planning clinic, I had an interesting conversation with one of my agents about this. When they told me their goal, I calculated the logistics of that goal in my mind and then wrote it down on paper to make sure my calculation was correct. I then went to that agent and told them, “No, try again.”

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You can always do more.

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Based on your business’ past history, you can always do more. Ask yourself if your goals are something you can accomplish in a year or if you’re going easy on yourself. You want to have a little bit of a bullet inside of your business, so to speak, but not to the point where you won’t be able to accomplish those numbers.

In other words, if you did 30 transactions and made $150,000 in 2016, don’t make a goal of doing 300 transactions and making $1 million in 2017. That’s unrealistic.

Keep that in mind when doing your business planning. If you have any questions or you want me to help you walk through a business plan, please don’t hesitate to give me a call. I’d love to help you!

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Today I wanted to talk about ‘The Four Conversations.’ If you’re a part of Keller Williams, you know what I’m talking about because this is our career growth initiative we’ve launched to help us stay strategically focused on our business. If you’re not with Keller Williams, allow me to explain:

As you can see in the video above, our four conversations are laid out in a diagram where each conversation has its own box. The first conversation involves listing appointments. The second conversation involves listings taken. The third conversation involves closings, listings, and buyers. The fourth conversation involves profit. Between conversations two and three is a line representing your wall of value for your clients.

These are the conversations that we will have with your accountability partners and coaches so that we can stay focused on exactly how we’re doing every week and month in the coming year. These also help us with how we set our goals so that we can accomplish what we set out to accomplish inside of our business.

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We’ve launched this career growth initiative to strategically focus on our business.

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Each box represents an opportunity for your business. By examining the results, you will know whether you are on target, you’re ahead of target, or you’re behind target. If you’re behind target, you have an opportunity to visit each box and make adjustments to ultimately achieve your goals. This is going to tell the story of your business and give you the opportunity to check in with yourself so that you’ll know how many families you want to help every year.

Have these conversations, stay in tune with your business, and be successful. If you have any questions, please feel free to call or email me. I look forward to hearing from you!

To handle a potential shift the right way, it's

so important to be aware of your numbers on a regular basis so you can decide

exactly what actions to take.

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Keller Williams has already come out and said that in parts of the nation, the shift has already started. This can cause some agents to quake in their boots.

The first tactic of Shift is "get real, get right, mindset, and action." Those are really wise words, because we always want to know our numbers. Luckily Keller Williams has rolled out a new system called the CGI (Career Growth Initiative) where agents can log their goals and numbers and get a scorecard. It will show you your results day by day, week by week, or month by month.

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Top producing agents always know and use their numbers.

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The top producing agents in the industry always know their numbers! They use these numbers to know if they are on track with their business, and they work backwards from their goals. The proof is always in the numbers.

According to Shift, there were some Keller Williams agents who said they make a goal board and look at it every day, and keep their goals posted in many places so they constantly see them and stay focused on them.

Keep reminding yourself that you want to be a successful agent, and that you must look at those numbers. You must know them and interpret them appropriately and correctly.

If you'd like a copy of Shift or you'd like to have a consultation with me to see the CGI program at a deeper level, give me a call or send me an email. I'd love to speak with you!

The wait is over, and we're excited to announce that Marcus Green is the new market center owner. We're excited to have him on board and to share his energy.

At Keller Williams, we call him the OP - which stands for Operating Principal. We're really excited to be in business with Marcus because he brings such great energy to our office. He's going to be all about you guys, both personally and in business.

"Wow!" is the only way I can describe how I feel!

Marcus is excited to be part of our leadership and is already really excited about the people he's had a chance to meet so far. He really loves the leadership team's commitment to the agents.

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We're so excited to grow together

with Marcus Green

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"It's going to be exciting to be a part of that," he said.

For the next several weeks, we'll be reaching out to agents individually in hopes of getting tied in with your personal vision and your big "why." We want to find out how we can help you achieve your personal goals and really get to that next level.

We can't wait for you to meet Marcus. We're excited about the future!

How well do you know your clients? When you gather their information, do you consider yourself ready once you know their price point, name, and phone number?

The first thing you want to do for a new client is invite them into the office for a consultation. You will have a form for their name and number, and then you will create a profile for them. They will appreciate all the detail you are going into because it means you care and you are doing your job correctly and well.

You should also ask about their motivation. This is the one thing you can never create. You have to dig through the layers to really get into their motivation. For example, let’s say a client comes in and they say they have time to buy a home. You ask them when they need to be in their new property, and they say, “Oh, in about a month.” There is a disconnect here - they think they have plenty of time and you know you’re in a huge rush.

Keep in mind that most buyers don’t understand what goes into finding them a home. Motivation is a huge key to helping them navigate the home search. You have to know their big why.

It's crucial to understand your client’s motivation.

Next, you can ask about what kind of house they want. This will be one of the things you do best because, after all, it’s what you do for a living. However, don’t skirt the details; you really need to know what they want. If they say they want an open kitchen and a big backyard but you notice that they aren’t really looking at the yards at all or their idea of an open kitchen is different than yours, you need to adjust the home search accordingly.

Finally, you have to ask about their financial information. This can be tricky because people are standoffish when it comes to talking about money. Before you look at homes, though, you need to know if they’ve been pre-approved. Don’t just ask flat-out if they’re pre-approved already; say something along the lines of, “Have you checked into your loan options yet?”

You can judge how ready the client is based on their response. If they are prepared and have the pre-approval paperwork with them already, great. If not, that’s okay. Recommend two or three of your preferred lenders to them and advise the client to interview the lenders. That way, they have a choice in who they work with and you know they are working with a good lender and the pre-approval will be strong.

Knowing your clients well is key to helping them through the home buying process. They will appreciate the time and energy you put into gathering these details up front. Remember, the work you do up front will save them stress in the end.

If you have any questions, give me a call or send me an email. I would be happy to help you!

If you don’t act as if you’re in the market that’s coming, you’re behind.

Let’s talk about summer - a really interesting time for an agent in Utah. It’s go time, but it’s also time to take a vacation and spend time with our families. It’s a quandary, and additionally, the market is moving so quickly. A lot of our agents are doing well because of this, and this can cause some agents to want to sit the summer out. I implore you - don’t!

Look at your summer and set some goals for yourself. Take a look at the calendar from June to August, and decide which days you’ll work, and which days you won’t work. Don’t be afraid to take those 3-day weekends. When you look at taking time off for vacation, we want you to front load your work. If you’re taking a 3-day weekend, front load that week, and find a partner that can cover you. When it comes time to return the favor, then be available to help your partner when they need some time off. It’s important to find someone who does business just like you.

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Look at your summer and

set some goals for yourself.

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The first thing to do, is to set your goals all the way through September 1st. Then, find a great partner. Finally, determine what will be your incentives and what will be your consequences - and who will hold you accountable. Only you can answer that. Also remember, you have to do your lead generation and feed your funnel.

I hope you think about those things this summer. If you’d like to have a more in-depth conversation about this, please feel free to give me a call.

Shift Tactic Number Two is all about expense management. Shift Tactic Number Two is all about expense management. Ultimately, how do you protect your margins when business slumps?

You may need to shift your focus on expense management to do this more effectively. Think about who will be affected during a market shift, and whether or not you can thrive in a down market. In the short-term, you will feel the pain, but if you cut and track your expenses you will stand a much greater chance.

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Prepare for the market

downturn before it ever happens.

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The important thing is to plan for a market shift right now. There are four strategies to keep in mind to prepare:

If you’re interested in learning more, please contact me and we can set up a time to speak and I’ll also give you your free copy of Shift Tactic Number two.

I look forward to continuing this conversation!