Justin Udy was invited to be a speaker at the NAR (National Association of Realtors) Tech Edge in the nearby city Park City here in Utah. The goal of the Tech Edge events is to teach realtors the latest and greatest about new technology, business practices, and much more. In this episode, Justin is presenting live to the crowd the differences between being a solo agent and a CEO. His real life experiences being both a solo agent and CEO provide an interesting perspective on business, life, and future goals.

Justin Udy was invited to be a speaker at the NAR (National Association of Realtors) Tech Edge in the nearby city Park City here is Utah. The goal of the Tech Edge events is to teach realtors the latest and greatest about new technology, business practices, and much more. In this episode, Justin is presenting live to the crowd the top ten things every real estate agent should know.

Justin sits down and talks with Phil Harvey of Phil Harvey and Team Real Estate. Phil is taking a year to travel the US and Canada with his family - all because he has built a financially free life. Phil talks about how his rental portfolio has grown, the cash flow that allows freedom, and the opportunity in real estate.  In addition, he discusses about his  income producing real estate team and is now starting to coach and help other investors.  In this interview, Phil talks about how he started, what he did, and perspectives on what it takes to be financially free.  

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. 

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

Past Clients and Referrals will create face to face opportunities with current and past clients. You must create opportunities and be intentional about having lasting relationships. Love on your clients and stay top of mind. Past client and referrals create maximum ROI and has a higher return compared to any other paid lead source. Events are fun, productive, and necessary if you intend to scale your business and stand out.  

14 step guide to event planning: 

 1. Know your reason. 

• What is the Object of organizing the event? 

2. Brainstorm ideas that coincide with your brand. 

3. Set a Date

• Set a date NOW! There is never a good time. Give yourself 4-6 months to plan.
• Be aware of school breaks, holidays, community events, concerts, big rivalry games. 
• Check dates with vendors, sponsors, DJ's, planners, speakers, presenters, etc.

4. Brand Your Event

• Choose a theme to differentiate and drive activity to your event. 
• Brainstorm names and a tagline.
• Pick a photo, design a logo, or brand the location:  create something to effectively help clients recognize your event. 

5. Order Value Add Items, swag and take home gifts for the event - Order EARLY! 

6. Evaluate Attendance: Discuss who you will invite and put your client list together. 

7. Organize a Team: Identifying key colleagues and vendor partners to assist.

8. Create a Master Plan:

• All aspect of event A to Z and Event Checklist created. 

9. Establish a system - SignupGenius or Eventbrite

10. Establish Partnerships & Sponsors to help pay for event

11. Marketing 101 - Event promotion checklist and cascade the message. 

12. Establish a Budget

13. Always have a plan B.

14. Post Party Evaluation

• Track details  make adjustments, record details for future. 

Shift or be Shifted. Survival tips to make your business grow when the market isn't. 

The Michelin Guide is a century old review guide for hotels and restaurants. It is regarded as the bible of dining guides. Justin applies their 3 star award system to the real estate world. 

• 1 Star: "A very good restaurant in its category" 
• 2 Star: "Excellent cooking, worth a detour" 
• 3 Star: "Exceptional cuisine, worth a special journey" 

• Quality 
• Originality 
• Consistency

In this Valentine's special, Justin gives you his take on "10 ways to make customers fall in love with your business". Justin gives his experiences and stories that provide more depth and evidence of why these 10 tips are crucial to your real estate business. Justin highly recommends you read the original article from Kissmetrics blog written in 2013 on these 10 points. Author Brian Hangman data still applies to today's business world. In his article, Brian goes into the metrics and details of the subject at a high level and it is worth the read. Visit https://blog.kissmetrics.com/true-love-with-customers/ for the full article.

• Treat your customers right - Genuinely Interact
• Don't come on too strong - Respect your customers
• Always listen - Hear what your customers are saying
• Continue to satisfy - Offer ongoing support and specials
• Treat customers like a valued partner - Communication is two way
• Build trust - Alert customers to large scale changes, good or bad
• Be transparent - Honesty is crucial when it comes to mistakes
• Follow through on your word - Follow up on promises
• Recognize responsibility - The customer is always right
• Always say "Thank You" - Kindness and gratitude will take you far

Leadership, kindness, and journey from individual agent to building a team to building a dominating Brokerage; a company with over 1100 agents in 2 states, with 175 employees - George Morris has lead them to become a top producing Broker in the Nation. George is Founder and CEO of Century 21 Everest in Utah and Century 21 Troop in California. 

In this episode, Justin Udy and George Morris discuss:  

• How balance is unattainable until you create high level of efficiencies.
• Treat everyone you meet as if they are going through the most difficult time in their life. Be Kind. 
• Who you are vs who you become. Ask yourself, "Who do you have to become to ________?"
• "I wish I would have learned more, I wish I would have loved more."
• Mission to learn and love and use leadership to accomplish it. 
• Attracting individuals to culture, a predictable environment, and reshapes what people believe and how we think. 
• Work from inside out to become more and have high expectations.
• Low Expectation > Low effort, Expect much > Must become more.
• If become there person we want to be on mindset, skills, and personal disciplines then business is the easy part. 

All of us have a hierarchy of how we live our lives. Organization built on:

a. Organizations built on, "Do the right thing in a place of integrity"

b. Focus on the people. 

c. Make sure the profitability is last point if we do a and b right.  

"We are a Personal development company that happens to sell real estate."

More advice on: 

• Only way to coast is going down hill
• True happiness is in progression and growth, that is where happiness resides. 
• Advice to Brokers: Lead by example
• Every master begins everyday as a beginner
• 4 most dangerous words: "I already know that" - You stop learning. 
• Clients expect someone that communicate and leads people.
• Lead people and be an extraordinary sales person.

What should people be doing different in changing times:

• Higher level of Efficiency
• How do herd the cats and keep 1100+ agents running: 
• Army of support
• Maximize success
• Lead by example, teaching, educating, leading, and mentoring and trickle down to everyone. 

Q: What would you tell yourself 10 years ago? 

A: Be More Patient and more kind to myself. 

Discussing Challenges: 

• Keep going
• You can do anything for 3 hours, for 90 days, but when times are bleak - do things for a morning, do them for an afternoon, do them for a few weeks, into a few months, into building a company.

What to look for in leaders to scale, grow, and keep people accountable:

• Be honest - integrity
• Kindness to others
• Do your job
• Surround yourself with highly skilled people
• Have 5-7 people maximum report to you

To continue to grow: 

• Your vision must be big enough to incorporate everyone
• Set the objective and stop worrying about the how. The path will clear and be revealed. 
• The law of action 
• Focus on something
• Make an extraordinary difference in people lives

John Huntsman, Billionaire, quote "Stop human suffering"

Do your actions align with your goals? 

Harness your energies toward a destination.

Building Wealth: 

• Create immense structure in your day.
• Do what made you successful - consistently. Follow the recipe.
• Focus on income producing activities.
• Create structure to elevate your skillsets. 
• Buy a piece of real estate every year. 
• Single greatest asset will be your sphere of influence.

Where to invest a million dollars: 

• Consolidate other firms - create environment for them to succeed.
• Buy older broker firms 
• Invest in people

Causes interested in: 

• Stabilize organization and give to charity

Best piece of advice ever received, Ellis Ivory, "The more successful you become the more kind you need to become"

The more money you earn, the more your flaws are accentuated.

Greatest measuring stick, who I am vs who can I be or what have I done vs what I could have done. 

Applaud greatness in others.