KW MAPS Podcast Growth Edition

The guidance we receive from coaching can feel like homework if we don’t feel a connection and purpose from the actions. How do we connect the actions to our subconscious? Why is it so important to internalize our scripts? Why is it so powerful to write down our goals for the next day the night before? On this episode, Shawna Brooks, a real estate agent from Greenwood, IN, shares how she’s grown her business despite multiple setbacks and increased her confidence and income with the help of coaching.    It’s eye opening to look at your fear, face it, and do it anyway. -Shawna Brooks   Three Things We Learned From This Episode   Why Shawna left her previous company When Shawna started selling more than her broker at her previous company, she knew that she had to make a change. She wanted to surround herself with the right people performing at a higher level.     Getting through the fear of calling expireds and FSBOs The stories we tell ourselves about FSBOs and expireds being difficult are not always true. However, they can sense in your voice if you are coming from and place of contribution, and that determines their response to you.   How Shawna got through a breast cancer diagnosis When Shawna was diagnosed with breast cancer, it challenged her business, but also made her feel blessed. People were there for her, and her coach had her back. She never felt alone, she never pitied herself, and the experience made her stronger.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   One of Shawna’s favorite quotes from her coach is, “A coach can see your tree because they aren’t standing in your forest.” Through coaching, she’s been able to grow her business and see opportunities for growth or improvement that she would not have seen otherwise. It’s given her confidence and has allowed her to be intentional with coaching, rather than seeing her business activities as chores to please the coach. More than anything, it has made her more resilient. She pushes through challenges, and she’s no longer intimidated by what it takes to build a strong real estate business.  

There are times when we realize the path we’re on is good, but won’t lead us to be our best. How did our guest realize this and make a switch? As a buyer’s agent, how do you avoid ending up with too many home viewings? How can you use Career Growth Initiative to set your goals for the year ahead? On this episode, Corey Parrott, a real estate agent with the Parrott Realty Group in Nashua, NH, shares how his family team has used coaching and the models to reach their goals and build a great life.   One of the reasons I made the change to real estate is that I didn’t want to settle for just “good”. -Corey Parrott   Three Things We Learned From This Episode   How to get people to come into the office for an appointment As a buyer’s agent, Corey tells his clients that he is most successful as an agent when they come into the office. They can have a conversation about their needs, the service he provides, and the expectations.   Why the Parrott Realty Group uses CGI The Career Growth Initiative helps Corey determine his business goals and how many appointments he needs to reach his income goal. It also keeps him going when he faces rejection because he knows how many calls he needs to get a good result.   How to fight through a ceiling We’ve all experienced a ceiling in our business. Corey believes it’s crucial to get ideas that come from outside the team, and his coach has been a key part of this.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   There’s nothing wrong with choosing to reject good in order to reach for greatness. Sometimes we can hit ceilings in that journey, and we won’t always feel like doing what we need to do to get results. That’s when we need someone to give us guidance and a kick when we hit roadblocks. It’s also important to learn from mistakes and see failures as opportunities.

  Success is hard to achieve without building our life around mindsets, systems, and actions to create it. What are the key factors that lead to success, and how do we intentionally put them into our lives? How can you use Career Visioning to attract, hire, and lead people to collective and individual success? How do we engineer our success psychology? On this episode, Adam Hergenrother, the Founder and CEO of Adam Hergenrother Companies and the OP of a KW Market Centre in Burlington, VT, shares how he turned the trajectory of his life around, and how he runs his successful real estate business.     I approach this as a sport and an opportunity to gain as much as I can from the experiences that are out there. -Adam Hergenrother    Three Things We Learned From This Episode   The valuable life lesson Adam learned as a teenager When Adam was younger, he realized he wasn’t living the life he wanted. In that moment, he came to understand that when we don’t like something in our lives, we can either accept it or do something to change it. The same applies in a shifting market. We can either give up and expect ourselves to fail, or we can prepare our business to actually grow through the shift.   How Adam defines wisdom Adam describes wisdom as applying an idea or concept before you’ve had the “conscious contact and visceral feeling of it”. Once you’ve got experience, it’s no longer wisdom— it’s just doing what works. If we’re wise, we have the ability to take someone else’s model or system and apply it in our lives, even before we’ve had proven success with it.   The model that can help a new agent get predictable results Follow the “one appointment a day” model. If you want predictability of cash flow in your life, you have to get predictability of appointments first. If you focus on the intention of one appointment a day, you won’t experience the ups and downs so many new agents go through.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   Business is nothing but our conduit for personal growth. The more we improve ourselves, the more we increase the potential for our business. Success isn't something that just shows up or lands in our lap. We have to actively pursue it by following the models that work, and attract it by becoming the versions of ourselves who can achieve our dreams.

Our real estate careers can help us to define our purpose and serve as a vehicle for our legacy. Having the right guidance brings us closer to that. How does coaching help us stay focused and on target, and how does it boost the tools and routines we already have in place? Why is it so important to do work that energizes us mentally and emotionally? On this episode, Kate Conroy, a real estate agent in Tampa, FL, shares the role that coaching played in her journey from $4.8 million to $17.7 million in volume.     The real estate world has hundreds of directions, but I want to live a life by design and use systems that I know have been proven. -Kate Conroy   Three Things We Learned From This Episode   How Career Visioning revealed Kate's potential When Kate initially applied for a real estate job, she wasn’t able to move forward without a real estate license. The good leadership at her team that she was on could sense her potential, and Career Visioning allowed them to see something in her that she hadn’t seen in herself yet. As a result, she moved forward with setting her journey into motion.   How Kate systematized inspiration At the beginning of each week, Kate uses the Kelle app for inspiration through the coming days. She selects a BOLD law and a quote, and then she puts that into an email to her coach and rainmaker. She lives that quote each week, and it makes an impact on her actions.     Why coaching saves us from shiny object syndrome There are so many tools, tactics and toys we can easily get distracted by. Kate’s coach takes the systems she chooses to implement and guides her so that she doesn’t lose her focus.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   Every system and model represents a proven path many people have walked on and found success with. That means we’re being guided to our goals, and not left to figure it out on our own. The benefit of coaching is that it adds more light to that path, and allows us to have accountability, which helps us get there faster. As an agent, ask yourself, “What is my promise to my clients?” and make sure you’re fulfilling that promise at all times.  

To become a successful agent, we have to be intentional about cultivating positivity and confidence— but this doesn’t always come easily. What can we do to overcome our negative self-talk and replace it with the right way of talking to ourselves? Why do we struggle with scripts in the beginning, and how can we make them feel like second nature? How did our guest change her life by playing all-in? On this episode, Morgan Neill, a real estate agent in Amarillo, TX, shares the lessons she’s learned and how to engage with personal development to make sure it sticks.   Focus on who you surround yourself with and being and giving your best everyday. -Morgan Neill   Three Things We Learned From This Episode   How to make scripts feel more natural In the beginning, a script won’t sound like “you” because it hasn’t had time to become “you” yet. It needs time to sink in. Once you practice a script and start to see success with it, it will feel much more natural. What Morgan does to stay positive and confidentIn our industry, it’s really easy to go down a path of negativity because you have to deal with so much rejection. Morgan keeps reminders of Dianna’s BOLD Laws when she wants to focus at any given time. She takes them everywhere. She puts sticky notes on her mirrors and desks, reminders on her phone screensaver, and she says them over and over. How to grow from challenges and mistakesWhen Morgan has appointments that she feels she could have done better on, she works on it immediately. She learns from the recent experience while it’s fresh and uses that to get better.     Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation. It’s not easy to navigate all the challenges that come with building and running a business. The success starts in our minds, with what we say to ourselves and the actions we take from there. We must believe that our clients need us and that we are the best person for them. Once we have that conviction, we become unstoppable. The first 3 years of business are the hardest, but we just have to grind and put the work in. After that, we get the chance to have a business and personal life that most people can only dream about.  

Getting 223 closings as a buyer’s agent with two showing assistants is an amazing feat, and it takes a lot of hard work to get there. How did our guest go from “stressed-out and spread thin”, to leveraged and in-control? Why is she so driven to help other people succeed? Why does she believe in Dianna’s BOLD and the models she’s used to get where she is? On this episode, Jen Davis, a real estate agent in Springfield, MO, talks about how she’s transformed as a business owner and shares the tools she used to get where she is.   It’s understanding where other people come from and how they win and making your organization big enough for everyone’s goals. -Jen Davis   Three Things We Learned From This Episode   The model that helped Jen the most in the beginning The business plan helped her know her numbers, and it gave her daily accountability. By sending her calendar to her coach every week, Jen got her schedule under control. It helped her shine a light on inefficiencies and come up with a plan to improve them. Jen said it finally felt like she had control of her business instead of the business controlling her.   How to win through others We all have a drive to win, but the real magic happens when we focus on helping other people win. Jen learned that by focusing on helping other people achieve their goals, her success happens organically.   Why Jen keeps going to Dianna’s BOLD Different shifts in your business hit you at different times in your journey. Each time Jen takes Dianna’s BOLD she sees, hears, and learns things differently. She always finds something relevant to what she’s going through at that time.     Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   There’s always going to be a glass ceiling in our business, but there’s also a way to break through it. It could be through a model, a system, coaching, or talking to people who have walked that path before. It’s about plugging into what we need in order to push through the challenges. The models that Jen invested in changed how she shows up everyday and how she handles new challenges. She’s become a true business owner, shifting from being overwhelmed to being intentional— and this is something we can all achieve.

When it comes to investing in our education, the attitude we carry makes all the difference. What is the right mindset to have towards coaching? How do we break through the fear and overcome the things that hold us back? How do we dial-in our finances during a market shift? On this episode, David McEachern, a real estate agent in Atlanta, GA, talks about coming into the industry during a shift, how he utilized his community, and the tools that helped him grow his business.   The CGI Pipeline is a great mental tool to keep me accountable to where I need the business to be. -David McEachern   Three Things We Learned From This Episode   How to run your business during a shift During a market shift, you have to go back to your financials. David keeps an eye on the recurring charges and subscriptions that add up. He believes it’s important to periodically check all those services and clear out what you don’t need anymore.   How David uses the Pipeline Tool Looking at the CGI Pipeline every 48 hours helps David track what's moving through it— and whether he’s on track to meet the unit number objective. It helps him stay clear on what he needs to do if he’s not meeting the target.   Why we shouldn’t get too focused on “getting it right” all the time When you’re building your real estate practice, you have to think of it as layering “pebbles” of experience. You will have failures, but you have to build on your success and know you can do it again and again.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   When it comes to education, many people are passive about learning and coaching.The most powerful thing we can do is actively succumb to it and open our hearts and minds to absorb it fully. The number of doors that will open up for us are unlimited. If we put in the effort and refrain from spending so much time worrying about the small stuff, we will reach our goals and surpass them.

Good leadership is knowing that emotion is just as important as logic. What is the connection between confidence, competence and vulnerability? How do we make sure our organization actually gets better from mistakes? Why is engineering adversity into our lives so powerful? On this episode, Jake Dreyfuss, a real estate agent & CEO in Philadelphia, PA explains how he went from 225 to 568 units in two years, and shares his leadership secrets that keep his team moving and working together.     In order to become the leader people will want to follow, I need to work on personal growth. -Jake Dreyfuss   Three Things We Learned From This Episode Don’t gloss over mistakes and setbacks A lot of us make mistakes in our business, but we don’t give ourselves the time to reflect. This makes it much harder to actually learn anything. The key is putting breaks in our schedules to realize when a mistake has been made so we don’t gloss over it.   No team member left behind If there’s someone who isn’t hitting the team’s transaction standard, Jake wants the senior members of the team or the people who are performing well to be fully aware of those who are not reaching their goals. The high-performers should want to help those people succeed. It means there will always be a culture of reaching back to help the next person.   Emotion and logic go hand in hand if we want to achieve our goals In order to really get people invested in the goal, it can’t just be about the numbers. There has to be an emotional driver behind it for someone to push through the challenges that will arise. For Jake’s team, one of their drivers is a dedication to helping homeless people in their local market. This results in a tangible benefit with emotional value, and serves as one of the motivators for the team to achieve their goals.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   When it comes to building our organizations and setting up our goals, one huge mistake agents often make is looking at things through an aspirational lens and not the actual truth. Is your team really interdependent, or is that more of what you want in the future? This distinction is important because it affects how we recruit and the values we instill. It’s also important to co-create goals with our people because it will make them more likely to buy into them. Finally, when we make mistakes, we will get the true value out of them by taking a moment to pause and evaluate, instead of rushing to get things back to the norm immediately.

Many of us have what today's guest calls a “drunk monkey”— that voice in our head that holds us back from trying and pushing through obstacles, especially when it comes to lead generating. What mindset models can help us ignore this voice? What models and systems did our guest use to catapult her real estate business forward? How did having a coach help her through a challenging time? On this episode, Sheri Pettus, a real estate agent in Atlanta, GA, joins us to share her inspirational story of growth, faith, and prioritizing lead generation.     Three Things We Learned From This Episode   The epiphany that led Sheri to get into coaching  Before coaching, Sheri thought she’d never be willing to pay someone $1,000 to talk to for 30 minutes once a week. Then she looked around and saw that the people who were selling more homes and making more money were the people getting coaching.   The power of putting lead generation into your daily life Sheri’s policy is that she lead generates outside of the office by starting conversations intentionally and finding a way to connect to people. On one occasion, she decided to push through all her doubts and went up to a couple to talk with them. That couple ended up closing on a house— cash— in 3 weeks!   The opportunities Sheri sees ahead Sheri’s aunt was the one who inspired her to get into real estate. When the market crashed, her aunt went back into teaching. She was worried about how Sheri would be able to survive, but Sheri explained to her aunt that Keller Williams is a company that offers so many opportunities beyond selling houses. She can be a team leader, an ALC, and even a coach. The possibilities are endless.     Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   Sheri's story is really about how she grew her self-confidence and strength as she continues to develop as an entrepreneur. The journey hasn’t always been easy. After years of wanting out of her marriage, it was only after coaching and progress in her business that she had the mental strength and financial stability to separate. It was a harrowing time, and having a coach was powerful in helping her get through it. It’s a strong reminder that having the right support structures around us can help us get through hard times, and set ourselves up for a successful future.

Sometimes the gap between where we are and where we want to be comes down to accountability. What business struggles did our guest have before investing in coaching? What systems did he use to solve the issues in his business? How has he grown as a person through this process? On this episode, Dennis Jones, a real estate agent in Lafayette, LA, shares how he went from working by chance to working by systems, leverage, and intention.       I realized that I could only do so much with my natural ability before I hit a ceiling. I needed someone to help me take it to the next level through accountability. -Dennis Jones   Three Things We Learned From This Episode A strong business isn’t just strong in one area Before coaching, all Dennis had going in his business was lead generation. He lacked systems, and everything else in his business happened by chance. This meant he hit a ceiling quickly.   The big mindset shift Dennis experienced When Dennis first considered coaching he asked himself “Why would anyone pay a coach a $1,000 a month?” After seeing the benefits of coaching and the return on investment, that question shifted to, “Why would anyone not pay a coach $1,000 a month?”   The transformation brought about by systems Being able to leverage has been the most powerful shift in Dennis’s business. It has allowed him to work “on” his business and not just “in” his business. He has already closed 13 more deals than last year, and he has even managed to travel more than he’s ever been able to before.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   The biggest change we can make in our lives is our mindset. When we have limiting beliefs, like Dennis did about coaching, it’s hard for the systems and tools to really take hold and work. Considering that every successful person has invested in systems, models and coaching, it’s clear how powerful they can be in taking us to the next level. A successful business isn’t just about leads; it’s about leverage and systems.

Growing our vision is a big part of what allows us to grow our business. How did coaching expand the vision of our guest? What are the systems she implemented in her business? What can she do now that she couldn’t do before? On this episode Kacie Kinney, a real estate agent in Oklahoma City, OK, talks about her mission, her journey, and how her vision and goal went from an iPad to a Range Rover!     My mission is to be the connector between where people are and where they want to be. -Kacie Kinney   Three Things We Learned From This Episode   How Kacie got over the fear of the financial investment of coachingKacie saved up the money for the first couple of months of coaching. By the time the first two months were up, she added so much improvement in her business and its trajectory that she had the income to continue committing to coaching.   The most powerful system Kacie implemented in her business85% of Kacie’s business comes from her database, and she developed a system to nurture this database more effectively. She was able to devise a 36-touch that was systematic, easy to implement, and helped service the clients in the database. Now with unique client appreciation events, and even a food blog that services the community, her business from her database has grown even more.   What brought Kacie back to coaching after she left When Kacie had her son, she decided to step away from coaching. She found that the absence of that support and accountability affected her mindset and leadership of her team. She believes if she had stayed out of coaching longer, that her business would not be what it is today.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   Without the right structures and accountability in place, it’s easy to find ourselves in rabbit holes that don’t bring us closer to our goals. In order for us to stay on the right path, even when things don’t go well, our mindset is the most important thing. Ultimately, mindset affects who we are as business owners and leaders, which affects our results. Real estate is a vehicle that can take us where we want to go. The systems are the fuel, and coaches help keep our hands on the steering wheel so that we're driving in the right direction.

When we seem to have hit a ceiling of achievement, we have to look for a community that helps us get to the next level. Why is it so important to find a place where we can learn, grow, and share? What systems and models led to a massive growth in business for our guest? What can he do now that he couldn’t before? On this episode Brandon Scott, a Realtor in Katy, TX, explains how he went from worrying about money to living in abundance, and shares what helped him get there.       It may not happen every day or every week, but getting out there and doing the work will bring the results. -Brandon Scott    Three Things We Learned From This Episode How the CGI calculator helped Brandon meet his goals CGI calculator is a very simple tool that allows Brandon to figure out how many appointments he needs to set to meet his goals. It’s a way for him to reverse engineer what he needs to get done in his business, and it has been very effective for his team. This year, he met his goals early and CGI allowed him to go back and adjust goals. Fitness coaches get results for their clients, and the same applies to business What inspired Brandon to get a coach was an epiphany he had after seeing the results he got from joining a gym and getting a trainer. That success in his personal life helped him realize that getting a coach for his business would also have a significant impact. Sometimes you just have to find the right mentor Brandon has learned that there’s nothing wrong in getting a new coach if the one you have isn’t the best fit for both of you. He still learned a lot from his first coach, and the experience gave him a clearer sense of what he needed for his business.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   It’s so tempting to try making it alone in business, testing new ideas and just hoping something will work. However, there’s so much power and freedom in plugging into the tools and training of people who have been there before. With the right people and the right models you surpass your growth ceiling, and gain clear purpose in your business.

Sometimes we don’t realize how much we need help until life throws us a curveball. What made our guest come to the realization that she needed coaching? Why was her schedule such a huge part of how she was able to shift her business? How do we miss opportunities when we don’t track our numbers? On this episode Julie Abel, a Realtor in Estes Park, CO,  shares how coaching helped her to lift her family out of debt, get through her husband’s heart attack, and become a better leader.   We have a course of action now which we didn’t have before. -Julie Abel   Three Things We Learned From This Episode If you want different results, you have to do things differently With doctor’s bills piling up after her husband’s heart attack, Julie decided to invest in coaching because she knew she had to do something to get a different result for her business and her family.   Running a business without a schedule at the center invites chaos Previously, Julie didn’t keep track of what she was doing throughout the day, and she was at the whim of whatever was urgent at the time. As she put it, “Anything barking got my attention, and I had no accountability.”   Coaching turns you into a true business owner Prior to getting a coach, Julie worked “in” her business and not “on” it like a true business owner. Before, she spent most of her time dealing with the little tasks that kept her busy and made it impossible for her to think about long-term growth. She then embraced the business owner mindset, and start tracking numbers and planning ahead.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   By taking ownership and responsibility for our time, our schedules can go from being a source of stress to becoming the reason our businesses flourish. It takes away the chaos, gives you accountability and turns you into a real business owner. If we build everything around our schedule, we can plan ahead and see the opportunities for growth because we see the bigger picture. Ultimately, there’s a difference between just moving through our business, versus actually being successful and at peace.   Guest Bio Julie Abel is a Realtor with Keller Williams in Estes Park, CO. For Julie, it’s not about the transaction; it’s about developing relationships with people and serving the community. By listening to her clients and focusing on their needs, The Abel Team consistently provides excellent service and delivers amazing results. Go to https://www.kw.com/kw/agent/julieabel for more information.

Focusing on learning all the steps needed to build a successful business can be paralyzing. How can we give ourselves peace of mind and move toward our goals methodically? What were the big “a-ha” moments that led to our guest discovering and following his path to success? How do we achieve clarity? On this episode, Brad Gilboe, a real estate agent in Burbank, CA, shares how he overcame his lack of confidence early on in his real estate journey and talks about the systems he used to solve the problems of his business.      If you go through BOLD, you will see positive and significant improvements in your life and your business if you play all in. -Brad Gilboe    Three Things We Learned From This Episode When we offer value, selling become unnecessary One of the main benefits Brad got out of BOLD was removing the limiting belief that he needed to be salesy. He learned that he just needs to help people, and offer the level of service he didn’t get when he bought his own house.   Our lack of clarity usually goes back to not tracking our actions Brad always felt like the biggest issue he had in his business was a lack of clarity and not knowing which step to take next. He ultimately realized that tracking his numbers was all he needed to do to maintain focus and a clear path.   Know the best next step We don’t always need to know the next 50 steps in our business to know how to succeed. If the tools and models exist, all we need to do is focus on the next step. The system and the work we put into it will do the rest for us.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   Many business owners spend a lot of time worrying and overthinking about what to do next, where to get the next deal, and how to make enough money to keep going. When you have the right tools and models at your disposal, this gives you peace of mind because you know that everything is handled as long as you follow the system. By having a repeatable and duplicatable process, you can scale up with predictable results.

A well-designed schedule is one of the fundamentals of a successful real estate career. Why is time blocking an important component that we need to build into our day? How did the changes to our guest’s activities impact her income? How do you overcome the moments of fear and doubt? On this episode, Shareika Cook, a real estate agent in Anniston, AL, shares on what’s working better in her business now that she’s following the right models as well as how it has positively impacted her life.     If you’re coachable and willing to listen to the right people, you’ll succeed in this career. -Shareika Cook   Three Things We Learned From This Episode Time blocking takes care of distractions before they even come up Time blocking is one of the things that helped Shareika level up in her business. In the past, she would constantly get distracted and forget what she was doing. Now, dedicating time to an activity means she’s more productive.   Get encouragement from people who have been there Stepping into a new territory can be scary. One thing that constantly encouraged Shareika was watching testimonial videos of other agents—especially agents in small markets like hers. Seeing those people succeed helped her keep going.   The right scripts give you confidence When you trust your script and know it well, it gives you the confidence to approach people without fear or nervousness. You’re less likely to get tripped up. In Shareika’s case, people actually compliment her confidence.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   Following the right models, doesn’t just boost the results you’re getting in business— it gives you confidence and encouragement to keep going after what you want. The right model can help you completely remove distractions from your day, find clients who are ready to work with you, and give you freedom in your business. Paired with coaching, this gives you the fuel to go further.

  Many of us lose out in business because we expect instant gratification with coaching. What helps determine the speed of our results? What are some of the key concepts that coaching introduced to our guest’s life and business? What are some of the failures we can learn from? On this episode, Matt Patterson, a real estate agent in Punta Gorda, FL, shares how transforming as an agent, business owner, and leader impacted his results.   You get confidence by knowing your business. -Matt Patterson   Three Things We Learned From This Episode Share the vision As leaders, having the vision in our heads is just the first step. Step 2 is communicating the vision and getting our people to participate in it. We have to bring them along on our journey of improvement so they can buy into it and see what we see. Commit to all the facets of a new system The reason a lot of new systems and programs don’t succeed is that we try to cherry-pick the things we want to do. The à la carte approach doesn’t work, and we have to commit to implementing the whole system. Fully embracing coaching accelerates the time frame of getting the benefits Matt found that the more resistant he was to his coach’s advice, the longer the time frame of getting results became. Fully committing means we get to the results faster.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   When it comes to the time it takes to get the results we want from coaching, we have a lot more control than what we think. The more we resist the process or cherry-pick the tools, the longer it takes for us to see results and experience the impact of good counsel. If you become more familiar with your business, track your numbers, and bring your people along for the journey, you will gain control and peace of mind. It’s a long-term change, but a sustainable one. Anything that changes suddenly and dramatically isn’t stable. A long-term play might not give you an explosion of results instantly, but it will give you reliable results for years to come.

  Winning is a habit, and so is losing. How do you get into the habit of thinking winning thoughts and following through with winning activities? Why are so many people resistant to investing in themselves? Why is there so much freedom in discipline? On this episode, Luc Lachance shares his journey to success, which includes overcoming a near-fatal medical condition and building a business with a coach from the ground up.     The coaching helped me build the self with the skills, knowledge, personality and vision to be myself. -Luc Lachance   Three Things We Learned From This Episode If there’s a formula for success, use it to your benefit When Luc got into the business, he knew that someone, somewhere, already knew how to achieve what he wanted to achieve. He realized that rather than reinventing the wheel, he just needed to do what was already working for other people. How 4 Conversations Helped Luc Four conversations was a way for Luc to clarify the industry and the business. It brought it to the simplest model and made sure he didn’t lose time on what was important. This allowed him to have time for his family and for investing in self-development, all while building a solid business. There’s actually no freedom in a lack of structure Most people think that true freedom is having flexibility, but true freedom is actually found in discipline and structure. When we learn this, we realize how to put our best foot forward at work and enjoy our downtime without guilt.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   There’s a huge difference between knowing and doing. Participation is the first step to doing. You have to be active in the pursuit of your goals so that your mindset and behavior make winning inevitable. We need to have a vision first, and then a business plan. We then surround ourselves with the right people, communicate our plans to people around us, track the numbers and then evaluate and adjust if necessary. This is the recipe for not just fighting for success, but actually winning.

  Without consistency, it’s hard to get to the next level and stay there. Why is it so important to lay out your goals and know where your business is going to come from? How can consequences move you closer to your goals? How can we be both students and teachers? On this episode, Tony Baroni shares his journey to freedom in his business and talks about creating a life and business by design.     If you're coachable, your coach will take you where you want to go. -Tony Baroni   Three Things We Learned From This Episode Your numbers are important Be clear on your numbers. Know where the money is coming from, how much you’re using, and what is left. When you have the numbers, including your salaries, it gives you a metric of where to land in those categories to ensure success.   Sometimes fear of a consequence can be motivating When it comes to setting your goals, one of the most powerful incentives you can set is a consequence for when you don’t do what you need to do. For Tony, that was donating $1,000 to KW Cares whenever he didn’t give his coach is 4-1-1 goals. Leverage often means firing yourself from a specific role so someone else can do it more efficiently Tony ended up doing all the work in his organization, including taking photographs and doing the listing of the properties. Being a great photographer, he thought he could do it. His coach challenged him to “fire” himself from this role so he could hire someone else and leverage his business.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   Successful businesses are built on the right foundation. It’s about having the right values, mindset, and habits that feed into your goals. It’s necessary to do the daily activities that produce the results for your business, and you need to be clear on the different categories of metrics that you track to make sure you’re always on the right path. Ultimately, you attract what you are. If you work on being the best, you’ll attract the best.

  In order to build something significant, we've got to do the basics first. What is necessary to get us on the right trajectory and set us apart? How does tracking our numbers help our business? On this episode, Lance Welch shares his story and the systems that helped him build a “life worth living” business.    It’s not about instant gratification. You have to work hard on what you do today because it will affect you 90-days from now. -Lance Welch   Three Things We Learned From This Episode Top-Down Organization vs. A Collaborative Environment There’s a big difference between a company that takes a top-down approach to lead its people and an organization that collaborates in building them up. The first makes it all about the company and its leaders, while the second makes it about the people. Keep a close eye on your numbers Having your numbers present in front of you all the time helps you stay on course and oriented towards your goal. This means you’ll always align your activities towards those goals instead of getting distracted. “Coach” isn’t a bad word A coach isn’t someone who barks orders and makes you feel bad about yourself. A coach is somebody that builds you as a person, makes you better, and amplifies your good qualities. They can hold you accountable in a way that makes your life better-- not worse.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   For many of us, our businesses bring us a lot of guilt whenever we decide to take time off or spend time with our families. This isn’t healthy, and it’s no way to live our best lives. If we put the systems in place and actually work at them consistently, there will be no guilt. We’ll know we’re doing everything right, and the results will follow.

  A lot of Realtors pick and choose parts of a model to implement, only to be surprised when it doesn’t work out. What is the most effective way to actually make sure the model works for you the way it has for other people? Why is accountability such a big part of success? How does working with others actually get you to your goals faster? On this episode, Mark Anderson talked about how finding freedom, confidence and accountability helped him grow his business.   I realized I have to offer more than just leads to my team. - Mark Anderson   Three Things We Learned From This Episode Cherry-picking a system only leads to disappointment When you learn a system and a model, don’t forget that it worked because the person followed all the steps rather than avoiding a part they didn’t like. This is how you should approach it, too. Similar to baking, doing things in the wrong order or skipping a step will not get you to the desired result.  Accountability encourages people to improve way more than letting things slideWhen you don’t hold people accountable and let things slide, you’re not helping them. You’re prolonging their growth to reach their full potential. Doing it on your own isn’t the best strategy for success A lot of people think entrepreneurship means doing things on your own and not taking advice or help from anyone. However, working with others can generate the accountability you need to help you grow. You’ve got to be willing to humble yourself and be open to it.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   People are afraid to be held accountable because they want to figure things out alone. The problem is that this limits progress and delays success. Ultimately, it’s through combined effort with other people that we truly see our dreams achieved. Success leaves clues, so talk to the people that are doing what you want to do, and get someone to hold you accountable so you can be your best.

A lot of real estate agents fail to see how it’s possible to work less while earning more. What can you implement to make this happen for you? How can social media help you? How can you service your clients at a higher level? On this episode, Jessica Starr shares the challenges she’s had to overcome, how she worked on her business, and the biggest “eye openers” she’s had.     Having a partnership with my coach, being coachable and learning how to be learning-based is what made it great. -Jessica Starr   Three Things We Learned From This Episode Set expectations early Setting client expectations is crucial. Have conversations about your hours of operation from the initial appointment onwards. If you’re an expert in your field, people understand and are willing to work within your schedule. Leverage social media to expose your business to people Social media is a simple but effective way to stay in front of people and show them your activity. You might annoy some people but you will be the first person they call when they need to buy or sell. Upload content natively to rank higher When it comes to scheduling content on Facebook, you are going to rank higher if you schedule directly to the site rather than through a scheduling app.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   With the right systems, leverage, scripts and mindset, you can have more time with your family, and still do more sales. The key is being learning-based so that you’re always fed with the tools and resources that allow you to put your best foot forward. Like a parent on an airplane, you have to put on your oxygen mask first so you can help your child. Similarly, be your best for others, you should pursue opportunities for learning and growth.

  When starting out, it can be hard to find your confidence. What does it take to break through the self-doubt and find your footing? Why are systems and models so critical to growth in business? What should your attitude be towards failure? On this episode, Andrea Beem shares how she leveled up from Realtor to business owner and completely transformed her life.     The systems and models are there for a reason, and life gets better when you use them. - Andrea Beem   Three Things We Learned From This Episode Failure isn’t the opposite of success Success and failure aren’t on different roads. They are both a part of growth and progress. In order for you to succeed, you have to be okay with failure. You should have the right dynamic with your coach Sometimes a coach can be great as a friend, but you may need a different dynamic in order to grow. There’s nothing wrong with this, and the right coach will help you find a person you fit best with. Don’t chase perfection Perfection is not realistic. The more you try to attain it, the more it will hinder your growth and success. Don’t try to avoid making mistakes because the truth is: in order to grow and correct your course, mistakes are necessary.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   The value of systems and models is that they help you get your life back. Leverage is fundamental to your growth and freedom as a business owner. It’s also important to get the help and guidance you need and to stop chasing perfection. Focus instead on learning from mistakes and failures rather than avoiding them.

Success in business is impossible without a good road map. What does it take to transform from Realtor to business owner? Why do some people resist having a plan? How do models enhance your business? On this episode, Jose Medina shares how he gained clarity for the path of his business, and how he experienced tremendous growth as a result. Three Things We Learned From This Episode Follow the lessons others have learned There are people who have gone before you and done what you're doing at a very high level. That means we don’t have to figure things out on our own. There are people to learn from, and they are open to sharing.   Hire with a purpose When you have a good system for hiring, you learn to be more intentional about the people you bring on your team. You’ll stop hiring anyone who just wants a job and start hiring to actually help your business.   Running systems requires you to think differently When you’re running models in your business, you have to learn to think big and plan ahead of where you are.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   A business is repeatable action. That’s why systems are so necessary. If we go without a roadmap, it’s easy to get lost or stuck. By following the systems based on the successful people before us, we avoid a lot of the difficulties. This allows us to see growth and reach our business goals a lot sooner than we would by ourselves.

A lot of people are afraid to get into real estate because they think they’ll have to be 24-hour agents. How does leverage give you both time and financial freedom? How do you assemble your dream team, and prevent yourself from feeling overwhelmed or desperate? How can you grow and get better everyday? On this episode, Aubrey Hutchison shares how Leverage and Career Visioning helped her grow and become #1 in her MLS. You can be a real estate agent without working 24-hour days. - Aubrey Hutchison    Three Things We Learned From This Episode Have a goal for contacts It’s important to have some sort of appointment goal for you and your agents. It doesn’t have to be a high number, and the appointment can be as simple as a coffee meeting. This way, people are always out there and making some sort of contact. Hire with the future in mind, not just for immediate needs When you’re overwhelmed, you may be tempted to hire out of desperation. To solve this you might have to scale down before you scale up. Give yourself the time to invest in career visioning and to hire the right person. Learn from your mistakes When you make mistakes or stumble, look at what you learned and how you can use it to get better. Don’t let it knock you down-- let it inspire you to improve.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   There’s a huge difference between running a real estate business and just selling real estate. Put time into implementing systems and leverage, rather than trying to run your business on the fly. If you want to get better, you have to invest in learning. Be willing to improve and have leverage in your business and your life.

 Sometimes we find ourselves slowing down in our business when we’re not sure about where we’re going. Why are systems and models a key part of solving this problem and getting you back into action? How do you avoid hitting a ceiling in your progress? What do you do everyday to improve yourself? On this episode, Len Stone shares his amazing transformation during three years in real estate. Whether it’s your team, your family, or your friends, the people you surround yourself with have to be positive influences on you to help you move forward. -Len Stone     Three Things We Learned From This Episode Your company matters. Surround yourself with successful people and success-minded people. They will motivate you, set great examples, and you’re likely to learn from them.   There is nothing wrong with changing coaches to find one who can help with your specific need. When you grow, you change. This may mean that you need to find a new mentor or coach who is better equipped to help you continue to grow.   Be intentional about your coaching calls When it comes to coaching calls, take 15 minutes before the call to prepare yourself. After the call, take another 15 minutes to go over what was discussed, and make sure there’s nothing you missed. This will really help you to retain the new information. Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   Models give you the confidence to help you move forward in your business, and the more you pour into them, the more you get out of them. Ultimately, you are in charge of your own development and if you leverage the right tools, you will succeed.

A lot of agents lack a clear vision of where they are going and who they need to be. Why is it so important to work on facilitating the goal beyond just creating it? What does it take to go from being stressed out to actually enjoying your business? On this episode, Jeff Ristine talks about how BOLD, 36-touch and MREA helped him transform himself and his business.   Follow the plan, and stay focused on it. Review your goals and your big “WHY” that gives you the motivation to conquer any challenges that come your way. -Jeff Ristine Three Things We Learned From This Episode Be, Do, Have Many of us spend our careers chasing the “have by doing” and never really focusing on the “being”. The first step is determining who you need to become to be successful, and the actions and results can follow. Tracking is Necessary for Your Growth Along with having a clear goal, it’s important to track your actions and progress toward that goal. Without a defined path, it’s difficult to see what you’re doing right or wrong. Have a Really Big WHY Have a really strong goal, motivation, and a BIG WHY. When you review them every single day, it will push you through the difficult times. This should always be your first step in everything you do, and it will be your driver. Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   If you realize you’re in a hole, stop digging. When in crisis, you need to go back to the drawing board and try to understand who you need to become. This is how you can facilitate the changes that must be made. Determine who you need to be to have that life you want to have.  

Most solo agents have no business stability because they have no predictable systems. On top of this, they often have to start and stop their operations when life gets in the way. How can you go about liberating yourself from this trap? How do you shift from hearing only your own ideas to actually listening to those of other people? What does it take to start thinking bigger? On this episode Erik Taniguchi shares the systems and models that helped him scale his business and increase his GCI year after year.   Choose the things you want to focus on, and stick with them. -Erik Taniguchi Three Things We Learned From This Episode Practice a script until it comes naturally to you Most people are uncomfortable with scripts because they don’t want to sound “canned” or like they’re reading something. If you keep using and repeating the scripts, it will sound natural and sound like you. If it’s not on your schedule, it doesn’t exist. Your schedule should guide you in everything you do, and you must be intentional about it. This will bring structure to your day and order to your business. It will also make your personal life less stressful. Systems give you freedom and breathing room Once you have systems in place, your lead generation and marketing can run like a machine. When you put the effort into doing this, your business will become predictable and you’ll know how much work you have to do to reach a specific result.  Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   For most solo agents, their business can become stressful enough to impact their personal lives. The way to solve this is through systems and models that allow your business to run even when you’re not there. These structures work together to help you achieve your business goals, and make your life easier by allowing you to work smarter, not harder. This is how you create predictable income which can grow steadily and sustainably.

A lot of agents make the mistake of instantly hiring a new team member without thinking about the system they will work in. Why does this put you at risk of bad hires? How can you bring systems into your recruiting strategy? How do you make sure partnering up is a win-win for both sides? On this episode, Anthony Manzon shares his amazing transformation and how he leveled up from salesperson to business owner by investing in what works.     Coaching is 10-20% of your success, you have to be the other 90% to be the one to implement it. -Anthony Manzon Three Things We Learned From This Episode Hustle won’t take you very far. Systems will.Hustle isn’t scalable, unless you bring on another person who hustles as hard as you do. Hustle is also only good for “now business”. When you want to build for the future, you need systems that will run like a machine and be consistent. Self-improvement has a trickle-down effect Anything you do for self-improvement doesn’t just benefit you. It will impact the team, your clients and your family. When you do something great, you’re actually doing it for everyone because of the ripple effect it has. Hire strategically-- not to fill a role immediately It’s important that you hire someone who will work in your best interest while you work in theirs. Without this, it’s impossible to be in alignment, and it will only lead to conflict. The relationship won’t go far and this can affect your whole team.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   Hiring and maintaining talent while preserving the culture of the team can be difficult. That’s why you need to hire with a system right from the very start. All the tools out there assist you in getting to the next level, but the greatest differentiator is you, your effort, your mindset and all the work you do to make your goals happen. Bet on yourself and be growth-minded in everything you do.

Real estate agents can be prone to “shiny object syndrome”, and they often give up after facing a crisis. Why is it so important to focus on what matters? What are the key things that make success inevitable? Why should people come first? On this episode, Lance Loken talks about how his team got through a hurricane and continued building on their successes while putting the people first.     By collaborating with each other and getting buy in from everybody, we accomplish our goals as a team or as an organization, instead of me telling people what to do. -Lance Loken Three Things We Learned From This Episode Don’t dictate. Collaborate. When a team leader chooses to collaborate and gets buy-in from the whole team, people won’t feel like they are simply being given commands. They will naturally want to work towards the common goal of the team.   It’s all about people. People are the be-all and end-all of real estate. Your clients and team members matter, and your success is impossible without them. Learn to focus on working with people, understanding what they need, and providing a better service as an agent and leader.   Wisdom and good leadership always trickles down. There’s a trickle-down effect of wisdom that happens in a strong organization. When the message is consistent, people start teaching what they learn from the masters to the people they lead.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   A lot of us concentrate on numbers and how much we’re closing, but that shouldn’t be the first thing we care about. Learn to focus on doing the fundamental, necessary activities at a high level. When you do that, the results will follow.

For a lot of people, the idea of starting in real estate after a long previous career seems daunting. How can you help yourself start off strong? What does it take to level up, become a business owner, and stop living from closing to closing? How should you go about hiring your talent? On this episode, Alan Cottrell talks about joining real estate at age 50 and finding massive success, thanks to models like Career Visioning, and living a purpose-fueled life.     It’s not about the transaction or the sign in the yard. It’s about living with purpose and positivity. When you do that, the business comes to you. -Alan Cottrell   Three Things We Learned From This Episode Scripts give you the opportunity to be an expertScripts can become part of your DNA. Even if they are old, your brain can adjust them to your verbiage, your personality, and the person you’re talking to. They ensure that you’re not caught off-guard, you speak with confidence, and you’re ready for questions and objections. You get to use the expertise of other people to your advantage. Hire the right kind of talent Hire capacity talent. You want people who will grow to the level of the opportunity and expand as your team expands. This kind of talent will also raise your standards as a leader, so it will benefit you too. It’s important to hire talent and leverage it correctly so you have more opportunities. Lean into the systems Don’t focus on how you can reinvent the wheel. Focus on the opportunities and the systems. The models are already in place, and they are proven. If you follow them, they will work for you. Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   When you switch careers to real estate, it’s natural to worry that you got into it too late. The truth is, if you seek the right guidance you’ll be working with years of expertise behind you. It’s also about having a purpose behind what you do. This will fuel you and allow you to overcome the challenges. When you’re living purposefully, you’re not dependent on the market to be successful. You’ll become an expert and be able to survive and succeed whether the market is up or down.  

A lot of people in real estate work hard for very little money. Why is leverage such an important part of building a solid real estate business? How do real estate fundamentals like lead generation and scripts lead to strong results? How does hiring the right talent allow you to buy back your time? On this episode, Andy Hannigan shares how leverage enabled him to go from a $5 million producer in volume to $25 million, even during a period of major surgery.   Every single year we’re more and more profitable, and every single year my employees are taking more jobs off my plate and buying my time back. -Andy Hannigan Three Things We Learned from this Episode Always be a team player Growing as a leader is difficult without the people to help make that possible. No matter how big you get, keep the appreciation of your team and the greater good. Maintain the team player mindset, because it will help you achieve things you never thought you could. Leverage means your production doesn’t stop-- even when you have to Andy has had 12 major surgeries, which took months of recovery time. Because of leverage and putting the right people on the team, he was able to not only sustain, but actually grow his team and production through it all. Work the system If you work a system consistently, you will see the results at the end of a 30, 60, or 90 day cycle. If you don’t work the system, you’ll see the penalty of inaction. Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   When we’re not getting the results we want, it’s so easy to give into the voice in your head that tells us to quit. But true discipline is being able to ignore that voice and say no to the pain, fear and discouragement. We all have obstacles to overcome in order to reach our goals, but these are also opportunities. Consistently put time towards lead generation, conversion, going on appointments, negotiating & role-playing, and practicing the scripts till they come naturally. When you maintain these fundamentals of real estate, you will gain.  

A lot of agents make the mistake of hiring people without being strategic about it. Why is it so important to hire with your end goal in mind? How can you increase the success rate of new team members? Why do you sometimes have to take a step back in your business to be propelled forward? On this episode, Lindsey Bartley shares on building the right foundation into her hiring.     The 411 has really been a game changer by helping me focus my time and energy toward my goals. -Lindsey Bartley   Three Things We Learned from this Episode   Make the right investment We have to be very careful about what, and who, we invest in. Rushing too quickly into a new hire can cost you more money and time in the end. Instead, focus on finding the right system. It can help ensure that you have a reliable, sustainable process in place as your team and business grow. Surrender to the System Sometimes we waste too much time overthinking and trying to be creative on the wrong thing. There is no need to reinvent the wheel. If there is a system that works, surrender to it.  Do the work, and watch the results roll in. Hire with the end in mind  Don’t just hire people to fill a gap you have in your business right now. You have to hire with the future in mind, and look for people who are at the level you wish to reach.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   Dysfunctional businesses share similar traits. If you see them in your business, you have to be willing to go back and restructure the business the right way. Hiring is one of the fundamentals of a strong business, so you can’t just wing it. Avoid hiring to quickly patch holes in your business. Invest in people who will help raise the standards of your business. This is how you’ll start seeing real growth and ROI.

In real estate, we have systems in our businesses for transactions, but no systems for hiring talent. How does this put us at risk of hiring the wrong people? How did our guest go about building a strong hiring and training system? Why is leverage such a key element of a well-run business? On this episode, Matt Perry talks about implementing the Career Visioning model and elevating his team.   That leverage piece was the biggest catapult for my business and for what I’ve been able to do. - Matt Perry   Three Things We Learned from this Episode   The skills of hiring don’t come naturally to a lot of real estate agents Real estate professionals don’t have HR training, so we tend to see the good in everyone. This gets in the way of who we hire, and can lead to hiring the wrong people or hiring out of necessity. A business won’t grow or succeed without the effort of strong talent No one succeeds on their own. You have to bring on talent to take tasks off your hands so you can actually grow. Strategic hiring breeds order and structure When you get to the level of leveraging people and hiring strategically with long term goals in mind, you’ll be able to better define roles and lead people properly. At this point, you’ll be running a high-level business and living by a plan.      Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   Hiring someone is an important process, and we should avoid rushing into it. It’s critical to be strategic about hiring and bringing leverage into your business because it can greatly affect how & when you reach your goals.   Guest Bio After graduating Magna Cum Laude from North Carolina State University, Matt taught high school mathematics and then transitioned into the real estate business. After a successful sales career with a local builder, Matt branched out and started his own team at Keller Williams Realty. He truly enjoys enhancing people's lives through assisting them with their real estate needs. 

Many agents think they need to reinvent the wheel to achieve their goals, but this isn’t the case. Why is it so important to get the fundamentals right? How do you generate more leads so there’s enough to go around without the leader having to work double time? Why does your database hold the keys to your success? On this episode, Olivia Cooley shares how models like Time Blocking and working her database helped her solve the big issues in her business.     Because we’re working as a community and holding each other accountable through it, our culture has completely changed. -Olivia Cooley   Three Things We Learned from this Episode Don’t Hide Your Failures Most people only want to talk publicly about their success and not their failures. This actually makes it harder to grow and get better. Being able to talk about failures is what will help you overcome them. As a leader, a culture problem is your responsibility. The beauty is: you can change it Businesses take on the characteristics of the people that lead them, so the company culture comes from the leader. You have the power to change the culture and shift it forward. Lean on your database If you don’t cultivate and nurture your database, it’s going to be very hard for you to consistently generate leads and grow your sphere. Appreciate and communicate with them, because it will always pay off.   A lot of real estate agents think there is some huge change they need to make in their business in order to succeed. The truth is that it’s really about getting back to the basics and having someone hold you accountable. Change the way you approach each day, make the whole team prioritize accountability and community, and implement simple things like working your database. These things won’t just bring in more business-- they will transform company culture too.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   Guest Bio Olivia is the owner of the Olivia Cooley Group at Keller Williams Realty in Columbia, South Carolina.

A lot of agents struggle with a lack of direction that comes from not having a proper plan. How does this hold you back and create business-ending challenges? Why is tracking your numbers such an important facet of success? How do you go about implementing a business model and a strategy that will bring the best out of you? On this episode, Kevin du Toit talks about how training tracking took him from struggling agent to elevated business owner and educator.          I’m more purposeful than ever before, and instead of being a selfish individual, I come from contribution now. -Kevin Du Toit    Three Things We Learned from this Episode   Take extreme ownership    It’s easy to take ownership of your actions and business when everything is going well, but what about when it isn’t? Remember: for there to be any growth, accountability and owning the good and bad are a necessity.    An automated system is key to success    People are prone to resistance when it comes to the tasks they must do repeatedly to succeed. Why not take the thought out of it and automate processes so that you never get in your own way again?    Adopt a total commitment to training   Attending trainings and webinars not only helps to clear the garbage in your mind, but it also provides useful information that can help you get to the next level.      Implementing tools like training tracking and the growth initiative calculator will result in a real transformation that becomes evident very quickly. It’s about crafting stories to implement your desire for the success of your market center, and taking strategic and purposeful action toward your goals.      Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   Guest Bio Kevin Du Toit is a CEO and a team leader at Keller Williams Realty in Orange County, California. Kevin initially worked in Hollywood, but soon realized he was not building a legacy for himself. He saw an opportunity in real estate and took it. Three years ago he joined Keller Williams Realty, and today he is the CEO and team leader of Keller Williams Newport Beach. 

Having the blueprint for your goals is what makes a difference in real estate, and that’s where 411 goal planning comes in. What impact does it make on your business and results? How do you find out what aspects of your business you should focus on? On this episode, Melody Switzer shares how 411 goal planning helped her.   The tool that I used that had the biggest impact was the 411 line. It was what I needed to think bigger but more importantly to know the plan of how to get there. -Melody Switzer   Three Things We Learned from this Episode Focus on improving your script Finding the right script and the right words makes a difference in the real estate industry, especially for beginners. Knowing how to communicate and persuade is a big asset when it comes to selling homes. The more knowledgeable you sound, the more credible and trustworthy you appear. Find your bun number The bun number is the number of calls or appointments you need to close a sale. Look into your past and figure out how many calls it took to reach a certain number of sales, and set it to reach a bigger goal. Break it down in the number of steps that need to be taken based on your current skills. Create a goal-incentivized schedule Set a goal and think of daily actions that pave the way for you to accomplish your goal. The next step is simple: create an everyday schedule and follow it religiously. Instead of looking for motivation, create a daily routine that forces you to get things done without overthinking it.   The best way to keep your energy up is to have a plan before you start your day. Your business actions should fall into a routine, where every step comes naturally. Find the metrics that matter the most for the growth of your business and create a schedule around those metrics. With the right goals, you will see huge changes in your business.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   Guest Bio Melody Switzer has been a licensed broker agent at the Bogar Pilkington Group for over 7 years. She started her real estate journey in 2010 as a real estate services administrator. Today she is one of the top performers in the Denver metro area in residential real estate.  

We all want to become better versions of ourselves. But can we do it all alone? Is getting help a business cost or an investment that comes with a return? What’s the best strategy to get more solid recommendations? On this episode, Coby shares with us his experiences with KW Maps coaching and how it transformed his business.     If you truly desire to grow your business, just know you can’t do it alone and shouldn’t do it alone. - Coby Arzola   Three Things We Learned from this Episode Success is simple, but not easy Understand that you don’t have to overcomplicate the process once you have the clarity to build a long-term strategy. Many believe that succeeding is a complicated process. The problem is not its intricacies but the fact that there are mindset changes that need to be made, habits to break, and work that needs to get done. Getting help is an investment, not a cost Nobody succeeds alone, and having someone who believes in you, keeps you accountable, and gives you the tools to succeed is what every real estate agent needs. There are strategies and mindset changes that take years to learn on your own, but they can be learned in few months from people who have already been there. Don’t look at it as a cost but as an investment that you will get a return on. Learn how to sell without being salesy Pick a few people from your database and ask them if they have the time for a cup of coffee. You don’t have to be salesy to succeed in this business. Instead, focus on building trust. Building relationships and having conversations is one of the best ways to receive solid recommendations.   Your business needs a compass that will lead you to success. Once you have the clarity to find your final goal, prioritizing and building decisions will come naturally to you. You will no longer get distracted and spread yourself too thin. Instead, you will have a clearly outlined path you need to follow to accomplish your goal.     Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   Guest Bio Coby Arzola is a successful realtor at Keller Williams Realty Saint Louis. He started his career in real estate in 2015, and by October 2016 he already had his own website and a team to lead. You can find Coby on his website at http://www.cobyarzola.com/.  

It’s impossible to have a life when work takes up 80 hours of your week. How can getting a coach help you step into systems of efficiency and leverage? Where do you find clarity? How do you go about staffing your real estate business? On this episode, Becky Evans shares how a coach turned her business and her life around.   In order to pivot to a higher level, you have to hire a business partner that’s been there before. -Becky Evans   Three Things We Learned from this Episode Don’t get advice from random people. A lot of people around you will give advice based on their own experiences and wanting to stay the same. Look for people who have mastered what you want to master.   Clarity is power. When you have a clear vision of what you want and what needs to be done, the rest of the path becomes more defined and easier to achieve. Don’t underestimate the value of a coach. A coach is a powerful way to get an external person who has a perspective outside of your business to provide you with the strategies you need to level up. Because they have been where you want to go, they understand the journey.   When you have clarity on your goals, the path to getting there becomes a lot clearer too. It allows you and your team to get into the right action, and it becomes easier to add efficiency to your operations. You are going to be more empowered as an agent and a leader because you’ll know the right conversations to have and how to leverage your time well. Ultimately, you can have a business that funds your perfect life.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.  

A business with no systems suffers problems like inconsistency and stress on the leader’s part. How do you get off that roller coaster and build a business that is actually stable? How can you build leverage into your life? How do you work on your systems at a higher level? On this episode, Michelle Knobloch shares how much she grew through the process of having a coach.   I feel as if I became much better at working towards mastering myself. -Michelle Knobloch   Three Things We Learned from this Episode Know your numbers Tracking your own numbers helps you know where to invest so you aren’t just throwing money at a dart board with your eyes closed.   Come from a place of contribution If you make everything about yourself, you’ll never be able to really add value to people. Make sure you lead with contribution and being a trusted advisor who wants to make a difference in their life. Giving back to your community pays off Client appreciation events are a great way to thank the people you’ve worked with, and they are a powerful way to get more visibility in your market. If you focus on them you’ll actually see them expand and grow your market share.   The decision of getting a coach can be scary, and you can find yourself questioning whether you really need it or if you can afford it. There are so many areas of your business and your life that will feel the impact of a coach. Uncomfortable, yet steady, growth will become a part of your daily life. What you get in the end is more consistency, better systems, a clearer vision and a dynamic life for yourself and your agents.   Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.

Leverage is something a lot of agents are never taught or trained on. What do you do when your business is stressing you out and overwhelming you? Why did Chris Suarez invest in MAPS coaching? How did he implement the 80-20 rule, and how did it help him grow his business and develop his mindset? On this episode, Chris Suarez shares his journey from merely working a job to having a vision, and how that impacted his business.    Real estate agents want systems, because it allows them to make the money they want in half the time. -Chris Suarez   Three Things We Learned from this Episode Think leverage; not adding more to your schedule. When you think you have a time management issue, reframe what you think the problem is. Take the time to really drill down to underlying issues in the business. It’s not about cramming more into your day, it’s about putting leverage and systems in place. Don’t let opinion breed ego If you’re going to believe that a model can take you somewhere, and you believe in a system that has been proven to be successful, you have to let go of opinion. Opinion tends to lead to ego and even if you’ve been successful on your own, you have to be able to allow someone else to help you be successful in a different way. Success has to be defined internally It’s easy to tell yourself that you want to focus on being successful by imitating a successful person, but you have to consider what success looks like to you. Take the time to define success on your own terms so that you build a life that resonates with you.   For the most part, what we think to be a “time management” issue is usually a “leverage and people management” issue. Having very clear systems and models in place will solve this for you because they are duplicatable, leverageable, and expandable. If you feel like there’s more work to do than time, take a step back and try to spend a little time outside of the world that you call your business. It will help you get clear on what you really want for your life.       Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.   Guest BioChris Suarez is one of Portland’s top producing Real Estate Consultants. He combines his New York style of marketing and negotiation skill with the unique neighborhood feel of Portland, OR. Suarez founded PDX Property Group at Keller Williams Realty to combine a unique blend of luxury customer service, high class marketing, top level negotiation tactics, and an intense knowledge and interpretation of the local real estate market. His high-energy focus on results and commitment to delivering concierge level customer service has allowed him to consistently rank among the top real estate producers in the city, region, and country. Go to http://www.kw.com/kw/agent/chrissuarez for more info.