Take Flight Weekly | Jim Miller

On today's 208th episode of my Monday Morning Pep Talk, I will provide you a simple response/script that will help you remind your satisfied clients that you are happy, willing and able to assist their family, friends and colleagues with all things real estate.You spend money on marketing trying to convert new clients, you work really hard during the transaction to create a remarkable experience for your clients and you've built a CRM to stay in touch post -closing but you feel like you are not quite getting the number of referrals/introductions that you should. Have you felt that way?

On today's Episode #207 on my Monday Morning Pep Talk , I will discuss the 10 transaction stages that need to systems and processes built out and executed on to have a chance to create repeatable, remarkable experiences allowing your business to grow. We recently had Thomas Wright, CEO of Summit Sotheby's International Realty and also President of Majestic Realty Collective (a collection of SIR affiliates) in Chicago to speak to our brokers at Jameson Sotheby's International Realty and he said "Most people try to achieve things with brute force but If you want long term sustainable success, you have to have systems." He is so spot on. On this call, I'll go into a revised and complete list of transaction stages in need of systems and processes in order to build a predictable and enjoyable business. A transaction system or process is all of those steps you take from the time you get the lead (client introduction) through the few weeks after a closing (post- closing processes).

On this 206th Episode of my Monday Morning Pep Talk, I will jump back into Take Flight V4.0 and begin Section 4 that will be "Wing 1" on your aircraft (business) that will power your business to 30,000 feet. Section 4 will focus on executable and proven strategies that will generate additional referrals/introductions during the buyer and listing transaction process. I will show you how you can "Deliver and Leverage" during your transactions so that you that you can predictably turn one client transaction into 3. When I talk about "Deliver and Leverage", I'm describing the concept of delivering a high value experience during the transaction while leveraging that high value experience to create more opportunities within your business. You should expect 2 other pieces of business off a successful buyer closing or a closed listing.

On this 205th episode of my Monday Morning Pep Talk, I'll take the opportunity to do a brain dump of all of things that have been on my mind as it relates to where we are in this real estate brokerage market and the topics I've been discussing with brokers/advisors over the past month. I'll do this before I jump back into Take Flight V4.0 over the coming weeks. When the calendar flips from August to September, my mindset tends to shift with it. Does yours? We've got 3 weeks to wrap up Q3 2023 and 13 weeks/94 days to execute before the December "No Fly Zone". Championships are indeed won in the 4th Quarter and I'll discuss that today the best way to approach the remainder of 2023 and prepare for 2024.

On today's 204th episode of my Monday Morning Pep Talk, I will officially complete the first 3 sections of Take Flight ("The Cockpit", "The Tail" and "The Cabin") before win continue on building your aircraft (your business) by adding the wings (lead generation and systems/processes). The goals continues to be building a business that will fly at 30,000 feet. I've pushed a lot of ideas, concepts and information your way and it will take months/years to implement. Today, I will do a quick review of some of the areas we've discussed through the first 24 episodes of Take Flight V4.0 and I plan to challenge you with a set of questions I'll be asking you throughout this episode. I want you to do an audit on where you are right now. By doing this, it will help you identify "the low hanging fruit" that you can focus on during your upcoming quarterly initiatives. High performance is a choice. Now that you know the "how", if you are not changing, you are choosing

On this 203rd episode of my Monday Morning Pep Talk, I'll cover a topic that is not talked about enough in the world of real estate brokerage and really doesn't fit specifically into one section of Take Flight. Because of that, I am going to discuss the seasonality of your business and how best to navigate it. We know that farmers plant in the spring and harvest in the fall all this while businesses have planting and harvesting seasons as well. Your real estate brokerage business has seasons and it differs by each market with some overall national similarities. The weather, local economies, travel and tourism and seasonal resident migration are all reasons that drive the seasonality of different hyper local markets. For your own mental well being, proper business planning and expectation setting for your family/friends and clients, will need to be present in your business and life for you to fully embrace and navigate the seasonality of your business. My hope is that you embrace it not disregard it. On this episode, I'll give you 7 areas of your life and business that should be considered for you to stay on track throughout the year.

On this 202nd episode of my Monday Morning Pep Talk, I'll make a final attempt during this segment of Take Flight V4.0 to challenge you to take a hard look at your business and ask yourself: "Is my business predictable and enjoyable?" I've been in this business for 25 years and have studied it, lived it from every angle and I've concluded that it comes down to one question: Do you want to build your business that focuses relationships (your lists) primarily or will you be transactional in your mindset primarily focused moving properties. Over the course of this episode, I will cover the things I considered when I made the decision to go all in on the relationship game after the transactional model failed me in a big way. This episode could easily have been included at the beginning of the segment ("The Cabin") of Take Flight V4.0 but I think it's important at this stage to help you sift through that factors that need to be considered before you go all in on a business model type.

On today 201st episode of my Monday Morning Pep Talk, I'll take you through the steps of creating a Top 100 "nurture" campaign that will help you maintain momentum with your top clients throughout the year. There is many different ways that an nurture campaign can be created including through your CRM like Cloze, Follow Up Boss or Salesforce. If that is the case, you can use today's call as a guide to set up the internal programming and tasking needed to execute what I feel is an example of a thoughtful approach. You can also schedule your follow up tasks and reminders through your Microsoft Outlook or Google Suite or if you are more analog, a spreadsheet can be used as well. The key is that you maintain a constant drumbeat of activity with your clients throughout the year. We'll explore different ideas and strategies on today's episode.

Over the last few weeks I've been getting questions like: "What you are you going to do on your 200th episode? That's a big achievement.". Honestly, I hadn't really thought about it. I was more focused on Take Flight V4.0 and pushing that content to you by the end of the year. As I started to reflect on it, I naturally started doing the math and what that meant. 200 episodes equates to over 9, 7 hour audiobooks if you average each episode out to 20 minutes each. That's a big number but pushing out massive amounts of content is not why I write and deliver a MMPT each week. The calls originated in January of 2016 with 15-20 of my Jameson Sotheby's International Realty brokers on Monday mornings as a way to scale my connection with them. I started to get requests that I record them so in March of 2019 (the official first MMPT), I fumbled around and found a way to drop them into Soundcloud. In 2020, I began to also push them to Apple Podcast. Researching, writing and delivering the content each week satisfies my personal need to "crack the code", "find the universal truths" and "stress test what I know works". This MMPT process is how I editorialize what I've learned and it gives me an outlet to document and share the proven ideas and concepts into bite size, easy to digest pieces of content. The content comes from reading a lot of books on pertinent topics, purchasing online courses, observing others that WIN and building 3 of my own successful businesses over the years. I grew up in the back seat of a car listening to Jim Rohn and one of his quotes has always stuck with me: "Success Leaves Clues" , meaning that someone has already done what it is that you want to create. Brokers/advisors/entrepreneurs waste so much time trying to figure out the "HOW". This podcast is about the "How". I don't write it and share it if it hasn't been researched, proven and stress tested by me. From the feedback I've received, the MMPTs are valuable to you. One thing is for sure, the research and process of writing them each week has changed my life and made me better.

On this Episode #199 of my Monday Morning Pep Talk, I'll discuss the business plan that proved to me that the relationship based business model is time tested, will never go out style, ages beautifully and is the most cost effective approach to building, not just a predictable and enjoyable real estate brokerage business, but any kind of business. This business strategy is foundational and at the core of Take Flight. I will tell you the story, of how I personally discovered it, on today's episode.