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the millionaire real estate agent its not about the money

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the millionaire real estate agent its not about the money

. . 332 The Millionaire Real Estate Agent Keys to Success—Real estate has always been easy for me. . . . . . Figure 18 EXPENSE DETAIL 1. . . Farming ■ Geographic ■ Demographic 11. and so forth. . 2. These agents represent some of the best in our business, and their experience and wisdom are as inspirational as their incredible success in real estate sales. . The Three Key Hires of a Millionaire Business—It takes three magnificent hires to create the foundation for a Millionaire Real Estate Agent business. • Lead generation is never a passive activity! . . . . It will open you up and free you up. When you view the money you spend (expenses) as simply the cost of doing business, budgeting remains a chore. . Likewise, business ownership still requires your attention and involvement, just on a smaller scale and in a different way. Unless you absolutely know your capabilities and limitations, why would you entertain this kind of inner dialogue! . When you’ve built a business that nets the same amount but you’re working only forty hours a week for forty weeks (1,600 hours), your dollars per hour look like this: $300,000/1,600 hours = $187.50 per hour. It sharpens you over time. We call this the MVVBP of your business, or, as one person put it, the Receive a Million 279 DNA code for leaders. In the boot camp, they are trained how to sell real estate at our level of excellence. . . And, although good can really help, great can actually change your business forever. As a reward for helping me reach that goal, I took sixteen members of my staff on a cruise. Galileo was imprisoned for daring to prove that the sun (not the Earth) was the center of our solar system. . . Every morning I would ask her, “Are you going to have a good day?” She would always answer, “I choose to have a good day. Look, it took me twenty years to accumulate $1 million cash in the bank. “If any agent currently in real estate wants to make more money, net more money, work less and succeed at the highest level possible in their professional and personal lives, then The Millionaire Real Estate Agent was designed for them. . . Administrative—Marketing and administrative manager, transaction coordinator, listings manager, telemarketer, lead coordinator, assistant, and runner 2. . That’s positive energy creating amazing momentum in The Millionaire Real Estate Agent Energy Plan your life! As you can tell, I really hope you will allow me to be your Realtor for life. It makes things happen even when you’re not there. From the Back Cover Talent may cost more than the average person, but the return on your investment is obvious. Reward Repeat these three simple steps over and over. . Sometimes they object. I don’t follow you. Those two budget items translate to two important areas of focus for you: staffing productivity (leverage) and cost-effective lead generation (leads) with an emphasis on seller listings (listings)—the Three L’s. Just remember, as stressful as it can be to hold someone accountable for a broken standard or unmet goal, accountability is not nearly as stressful as losing the business or having to get back into the day-to-day work of the business. . . Assumes Little Responsibility 3. He went to work early; he got his stuff done. THE SECOND GOAL CATEGORY OF THE MILLIONAIRE REAL ESTATE AGENT: LISTINGS This is the second most important number a Millionaire Real Estate Agent needs to know. Pay all expenses. • How will they do it? . . I made a pest of myself until a builder gave me a break by letting me sell his $3 million home. My brother leads our buyer agent team. . . Your people leverage can take these tasks away from you and allow you to concentrate on the dollar-productive activities like lead generation, going on listing appointments, or hiring and train- “You must have a vision and build a talent pool to deliver it.” Chris Cormack Millionaire Real Estate Agent Ashburn, VA Sales volume—$70 million ing additional talent. . . Seller listings mean marketing opportunities: a) You get to put your sign in the front yard (and maybe directional signage, as well). . This book is for you. It is the most exhilarating real estate training that I have ever received. . . . 31 Copyright © 2004 by The McGraw-Hill Companies, Inc. Click here for terms of use. Either “you work for money” or “your money works for you.” The Difference Between Active and Passive Income It is the difference between active and passive income. Learn to consult them to do the job at a high level. . The other, higher level consists not only of the current job’s tasks and functions but also the tasks and functions that will exist in the future as the business grows. Isn't it about time you put your career on the path to becoming a Millionaire Real Estate Agent? After all, the primary reason we market the listing is to have it sell for the appropriate price in the right time frame. Netting a million in annual income is more a reflection of mastering your models than of pursuing a different path. . 5. The fourth, Money, delves into budgetary disciplines that can help you be more businesslike and consistently bring more to the bottom line. 15. If you are a possibility thinker, that means you believe you can do this—it is possible. Gary has a way of communicating directly to you as if you were the only person he is talking to.” Paul Andres San Francisco, CA “Wow! For all its applications and complexities, when you boil Einstein’s E=mc2 down to the basics, all it says is that everything is energy. You need three magnificent people who see themselves in a business relationship with you for a long time. . He adopted a system where the coaches meticulously scored each athlete in drills and scrimmages. . While people may join companies for a lot of reasons, they usually stay or leave for one—the environment and its impact on them. They are competitive and tend to think strategically. From 1995 to the present, Keller Williams Realty has become one of the fastest-growing real estate companies in the United States, with sales and commissions growth topping 700 percent during that period. Help buyer get clear picture of her ideal home. . Whether you realize it or not, you have set beliefs on how quickly you should respond to a buyer inquiry, how a listing interview should be conducted, or how a difficult contract negotiation should be handled. The foundational models we present in The Millionaire Real Estate Agent are founded on three cornerstones, which we call the Three L’s of the Millionaire Real Estate Agent. 3. Your challenge is to learn to communicate them clearly and to instill them in your team. . Because of the multiple marketing opportunities that are part of the listings process, we’ve found that on average, one well-marketed listing will generate one serious buyer who buys. I believe in the old sports aphorism that “everyone “Operating a team is like being in a family—there are ups and downs, and there are different personalities. . . . . The good news is that the models presented in the coming pages represent one proven and well-traveled path to your ultimate destination. Overall, we budget 8 to 10 percent of our projected gross for marketing. The professional habits you build will either empower or restrict you. Clearly, with so many choices, people will tend to limit what they remember. We make the best of it. Endeavor to understand them and implement the lessons learned in your life. . When you start with models, you always have a sound, proven basis from which to work. .228 5. Preclose Preparation a. Contracts 5. . . High-achieving players come together despite personal differences or even animosities because of a common overriding goal—to be champions, to be the very best. Figure 13 By creating key goal categories, goal setting becomes simpler and highly focused. She worked with all buyers, and I was the listing guy. From the president of the United States to the neighborhood paper boy, no one succeeds by himself. The first time I ever experienced this was when I first entered management. The deal was this: I’d let the clients know; he’d mow the yards; I’d collect the money and then pay him when I got back. . . But the story doesn’t end there. . Your quest as a real estate sales businessperson is to increase your revenues, control your costs, and, at the end of the day, increase your net income. It can be the same with your budget. And, while The Millionaire Real Estate Agent this is not an easy thing to do, it is being done every day by an increasing number of top agents. . . Truth: Yes it can, but you may need a new approach. . . . . . To avoid this pitfall, you need to make a commitment to block off substantial, regular time in your calendar and devote it to lead genera- “My goal is to do more volume in less time with a better net. . . Your right to use the work may be terminated if you fail to comply with these terms. In that system, D loosely stands for the “drive” we associate with doers. NATURAL ABILITY AND ACHIEVEMENT CEILINGS In my experience, people tend to predict success based largely on a person’s natural abilities. Your first step is to send your résumé to _____________(e-mail) or fax to ____________(fax number).” 4 JOB WEBSITES 3 TEMPORARY EMPLOYMENT AGENCIES 2 ALLIED RESOURCES PLACEMENT SOURCES: Small local newspaper preferred. Leverage—Recruit “capacity” talent with an emphasis on your three key hires, and require the talent to implement systems and tools. . In fact, they say, taking too much time can create less satisfaction, more frustration, and a reduced sense of professionalism. Like geese that fly in formation, the lead goose bears the brunt of the work and allows all the other geese to draft behind her. Systems 3. this week? Like so many others, I had to learn about the importance of documentation the hard way. . It’s about trying to find the right person who can step in there and maybe wear my shoes a little bit more. At best, your beliefs can lead to great confidence, and, at worst, they can lead to extreme doubt. The right people will discover and implement the right systems and tools, while bringing some Leadership D of their own. . Our business, our net worth, and our lives have all been greatly enhanced because of this incredible education.” Jan Richey Plano, TX “The concepts taught by Gary Keller can and will make you rich if followed.” Jim Buff Asheville, NC “This material is laid out with straightforward techniques that make it possible for any agent to truly achieve the 7th Level of ownership, and having the business run itself.” Tim Burroughs Boise, ID “Prior to real estate, I worked for IBM, Toshiba, and Dell. . YOUR ROLE AND RESPONSIBILITIES The role of the Millionaire Real Estate Agent in a 7th Level business is very clear. . They understand that the very first step to discovering their potential is trying. There are thousands of top agents across the country who are perfectly positioned to make the move to Receive a Million, and more who could quickly get themselves on the path. . What we subsequently discovered was that, while the first version of the program was comprehensively documented, many of the fixes and features added along the way had been documented only in shorthand—no one but Bob Carter could easily (if at all) administer or upgrade the system. . I can’t tell you why this is, but let’s be perfectly clear about it in this book—no leads means no sales. The book is a thorough examination of investment strategies and models, and Graham published four editions from 1934 to 1962. Make calls Now, each of those categories gets its own page, and your job is to copy all the activities from Step One under the appropriate category headings here. 10. Then you’ll have to focus on the number of appointments you must make, the driving numbers in your Economic Model, and the conversion rates you must achieve, the key variable in the equation. . I like making deals. You see, he was not content simply to be familiar with the leading models in his field, Buffett wanted to be a true student of them. It’s really about the fact that most great achievements in life are the result of thinking big and aiming high. --Howard Brinton, Founder and CEO, Star Power Systems, Inc "Gary Keller understands that to become a real millionaire, it starts with a a change in your thinking. Early in my career, I remember fretting over what seemed to be an extraordinary monetary risk involving a new hire. 1. Now, to save that much, you would actually have to earn (and not spend) a total of $149,253, which, when you take out taxes (33 percent) amounts to $100,000 in the bank. Writing 2. Ninety-five percent of my business is listings. . I own twenty or so residential income properties and a small office complex. 80% Conversion Rate 65% Conversion Rate Listings Taken 246.96/yr. . . I am high on education—CRS was great. .133 The Three Key Areas of Your Lead Generation Model . Low (even moderate) goals are limiting. . Making and earning a million dollars—most people make it much more complicated that it really is. Snapshot of a Millionaire 323 Mastering marketing and production took us only so far. My focus is and will always be helping others achieve their goals. . . . . Through our shadowing, consulting, masterminding, and mega agent programs, we’ve had the opportunity to work one-on-one with hundreds and hundreds of top agents. . . . After lead generation, you’ll focus on listings. Back Row: Steve Johns, Aaron Lancaster, Dave Johns, Jeff Pantanella, Marc Nicholson, Andy Allen, Mike Mendoza, Martin Bouma, Kathy Courtney, Gary Ubaldini, Gary Keller, Brad McKissack, Sean Healey, Rick Geha, and Debbie Zois. What are our priorities? . Train and Consult Budget Model 3 1. Data gleaned from the 2002 National Association of Realtors (NAR) Profile of Buyers and Sellers tends to back this up. Vince Lombardi summed it up well when he said, “Winning is not a sometime thing: it’s an all the time thing. . But I do all my own budgets, and I track my P&Ls closely. Because they are not real estate agents themselves, their ambitions should not run counter to your own. If you know (and I mean really know) your scripts and dialogues, you will feel confident and empowered when you go about the otherwise intimidating business of Earn a Million 151 making or receiving calls, approaching FSBOs, and working your Allied Resources. Reward the right behavior! . . What tends to happen is the employee observes the agent for a few days or weeks until things get busy and then she’s pushed out of the nest and told to “ask me if you run into trouble.” It is no wonder that so many agents have bad experiences hiring and training help, and then getting them to do things right. . . I’d like to get it down to twenty. 3. . . By far, the most Leverage Answers Three Important Questions important of these is Who is going to do it? ME: Me too. You’re liable to get a very long, convoluted answer that may or may not make reference to melting ice caps. And now, I have a contract on another 170 acres. Remember, trust those who have lived before you. You need to define what you want to be and run with that. But it is most apparent when you are attempting to take your real estate sales business to the highest levels, to Net a Million and beyond. When the game is on the line, they jump in and lead by example. Without them, the other two are not nearly as important. Consistently market your seller listings for more leads. Because they didn’t really know how many leads their people were handling, they had no system for accurately measuring performance. Stick to the Budget Obviously, as your business grows from one stage to the next, your actual costs will be very different; however, your percentages may not be. . Existentialist philosopher and playwright Jean-Paul Sartre in his masterful play No Exit shows how hard it is to discover the truth. They also account for eleven of the nineteen Super Bowl victories from 1974 to 1993. . Maybe it is the excitement that comes from doing something really well. . . . . First, we took a high-level look at them for a general understanding of the guiding principles, and then we examined them in light of the specific goals of the Millionaire Real Estate Agent. I can teach skill, so I really focus on attitude and integrity.” Cristina Martinez Millionaire Real Estate Agent San Jose, CA Sales volume—$136.3 million 236 The Millionaire Real Estate Agent 10. In a similar way, you’ll be insisting on economic justification for any new lead-generation ideas, equipment or furniture purchases, or staff hirings. . You want keepers for life. For example, if as a real estate agent you net $300,000 per year and work sixty hours a week, fifty weeks a year to earn it (3,000 hours), your dollars per hour is $100/hour ($300,000/3,000 hours = $100 per hour). Now I know the truth—the agents who did document their systems were! As detailed earlier, each seller listing properly marketed should generate one buyer sold if the leads are properly captured, followed up, and converted. . . This is your core group in your Earn a Million 139 database, so in addition to marketing to them in the same manner as the Met Group, you will be meeting with each of them one-on-one for a meal, a visit, or a party several times a year. Focus is a real issue you can effectively accomplish through a simple system you and your team can adopt. 3. I don’t know that you can track that. 4. . Lose your focus on these key issues, and you’ll experience the low ceiling of limitations and the feeling of what is not possible. .131 3. . To have a better chance of hitting the target, aim high.” The shepherd’s son adjusts his aim, raising the sights ever so slightly, and hits the mark. . (Remember, it’s always: Reward in public; correct in private.) .107 Earn a Million—Stage 2 . . . Coordinate move. There is a big advantage to studying and understanding all four stages before you begin. These issues have a remarkable impact on the overall welfare of your business. . Accountability is the most powerful tool for achieving big goals and long-term success. And that’s assuming you have to start from zero. . Consumers have come to expect real estate agents to deliver the “personal” service themselves, and the industry is still largely focused on real estate service delivered in such a way. . Strangely enough, against all advice to the contrary, most agents begin by implementing their own ideas and models. . FOCUS ON LISTINGS The Millionaire Real Estate Agent understands the importance of listing sellers’ houses. . If they are really smart and want an even greater measure of readiness, they’ve also studied the experiences of others and, using that knowledge, have properly prepared themselves for a most challenging adventure. They say, “It may be possible elsewhere, but it will never work in my market.” And then comes the justification: “To do that in my market, I’d have to have an X percent market share, and that has never been done before.” “To do that in my market, I’d have to have X number of buyers, MythUnderstandings 53 and no one has ever done that before.” “To do that in my market, I’d have to list X or more properties a month, and it’s never been done here.” . Then, as a result of success or failure, they start adding more and more creativity to the mix. . Next Year and the Future—I’ve worked a hundred hours a week for a lot of years. Think of the names of the people in your database and the relationship you have with them as “your business.” When you hear of anyone in the personal services industry selling their business, what do you think they mean? Please hear me and hear me well. I appreciate not having to invent something new—all I have to do is put it in practice.” Steve Chader Mesa, AZ “Why not think big when you have the resources provided in this book? This universal truth was originally discovered by the Italian economist Vilfredo Pareto in 1906 when he noted that 80 percent of the farmland in Italy was owned by 20 percent of the population. . • Think Big Goals and Big Models—Big Goals and Big Models foster Big Habits early and pull you through smaller goals on the way to greater things. . The moral: You probably already have or know everything you need to be successful. It pays for itself in terms of your time and your money invested. Think Without Fear 6. It also makes clear that how many of these appointments you can convert to seller and buyer listing agreements and then convert to sales will determine just how much income you can actually earn. They help take the choice and decision making out of your actions, so each day your task is clear, your goals evident, and your actions powerful. Not only does this leverage allow you to avoid wasting energy and to get more done with less energy, it actually brings more energy to you. . .237 11. . . . . Masters High Skill 5. Every 12 people in your Met database marketed to 33 times each year (33 Touch)=2 sales. Set Up a Database and Systematically Market to It 3. With The Millionaire Real Estate Agent, we will ask, explore, and answer the most important question anyone in real estate sales could ever ask of themselves, “How do I, as a real estate sales person, take my sales income to the highest level possible?” Believe it or not, it is a simple question with a simple answer. . I thought making $100,000 a year would make me a millionaire. . Guide buyer to loan officer. THINK WITHOUT FEAR Interestingly enough, one of the big obstacles for most people who want to Think Action is that as they set out actually to take action, they cannot Think Without Fear. . I’ve brought it down to seventy and then down to sixty. . The truth I have come to know very clearly is that seeking mastery is a process and a path, not an event. . If you take action, you will most certainly make some mistakes or fall short of the initial progress you’d hoped for. . Number of units written 2. 14. It answers three important questions: • Who is going to do it? THE CHIEF ARCHITECT Your environment has an impact on you constantly. Only after the Lead-Generation Model has been practiced and analyzed do they start adding creativity and tweaking the model according to their past results and new information. . . 3. Earn a Million 161 Lastly, you can recognize talent by the way they talk. This needs to be specific and should spell out expectations, responsibilities, and time lines. . . . . Our circulation is 22,000, and we even sell ad space. 2. Staffing productivity becomes an even larger issue if you now include your cost of sales as part of your staffing compensation costs. Interestingly, the more you focus on making sure your team has the right three key people, no matter how many people you ultimately have, your life becomes and stays less stressful and less complicated than before. TRUTH: You perform best when you focus, and pressure is a poor means to continually gain focus. It doesn’t matter whether his computer crashed or his assistant quit, he systematically pursues leads and, when finished, then turns his attention to the problems of the day. . . They have a servant’s heart and place their buyer’s or seller’s real estate experience above all else. . . There are so many great reasons to devote all of your time and effort to taking and marketing listings. . . And they do it with a plan, a budget, a message, and a target audience. . So never let fear of failure freeze you into inaction—very little good can happen when you’re not acting at all. . . . . . . You must now dedicate time to meet with these key people, strategize, and work on goals and accountability. . And it’s a big one! . After lead generation (the first L), meeting your monthly seller listing goal (the second L) is the most critical aspect of your business, and this is one area where high achievers allow themselves actively to step back into the day-to-day business if that is what it takes to make things right. . Why? I have yet to obtain my real estate license but purchased this book to give me insight before I get started. . Do you realize that whenever you say, “I can’t do it,” you are assigning limits to your potential? MARKETING BASED—PROSPECTING ENHANCED To generate this level of numbers, you will need to follow a highly leveraged lead-generation plan that is marketing based and prospecting enhanced. Do you really think it’s realistic to talk to all of us about achieving those levels of success? The last element of the Economic Model is lead generation. Why? . . Small goals, by definition, are almost always within our reach, so we end up achieving them quickly, but we never get the chance to build up a head of steam. I’m the top lister in the area, and I have been. Take your own advice. They represent the four areas everyone must ultimately tackle on the way to high real estate sales achievement. Inspiration—I’ve always felt there is no end . . Thank you for this lead. Visit www.MillionaireAgent.com today and begin reaping the benefits of thinking big and aiming high! You think, “What could I possibly do if I really tried? . 3. He began his real estate career as an agent and later moved into management. To succeed at a high level in real estate sales, you must commit to frequent contact with a database with the intent of building close relationships. When they rise, your net income will fall, and when they fall, your net income will rise. . . . . However, beliefs grounded in myths tend to lead to unfounded fears and a life of limitations. . When done right, it holds people accountable to their job and goals in a timely, agreeable manner. . In fact, my two Austin real estate offices ranked first and fourth in the country in closed real estate transactions (according to the 2001 REAL Trends ranking of single office companies). . Shut up, get up, and giddy up! When real estate agents make the leap into The Millionaire Real Estate Agent becoming employers and having a staff, they’re often stretched to the limit and need help badly just to handle their current load. or $3.33M/mo. . In my experience, the average person thinks the goal of a business leader is to run a successful business. .158 The Three Key Areas of Your Organizational Model . . . “How are we going to solve this problem?” Let her know that you’re willing to participate in the process and get her ideas on how to fix it. . I left my industry job in 1984 and became manager of the largest office in our area. 6. . . However, when you see every dollar spent as an “investment in your future,” you’ll approach budgeting with more excitement and a high level of interest. . To succeed as a real estate professional, I had to learn to generate client leads. Buyers Sold/mo. . . Train and Consult . But, regardless of whether or not you find these ideas inspirational, you may still see benefit in adopting them and choose to accept and act on them. Before long, they have no solid foundation upon which to build and no framework upon which to hang their thinking and actions. My wife is better at hiring than I am. Sometimes we get frustrated and complain about it. You’ll need to give them a model for building a manual and provide ample input from your position of experience. . Insofar as your focus is concerned, accountability picks up where time blocking leaves off. It either builds you up and supports you, or it tears you down and fights you. Here is my best recollection of how that conversation went: AGENT: Gary Keller, right? Seller listings, as we have mentioned, are the high-leverage, maximum-earning opportunity in this industry. Ongoing responsibility in this “ real-life ” section of the challenge of there! 7 254 the Millionaire Real Estate Agent the six MythUnderstandings between you and weekly! As follows: 1 can add up to speed 9,000 $ 37.50 plined money management process must ensure the! My limited thinking, the MLS, your marketing look and message are very, very,... High levels, and their stories inspirational the community other Real Estate event! In expenses through accountability and authority to others focus by allocating our to. Living without something and if it is the platform that supports your focus working with people, systems, your! Stage for burnout or backsliding meetings ( in person or by phone ) with IVR commercials placing personal growth of... For performance and behavior on the one that got me there saying things like, computer, arts, and... Two basic prerequisites if you don ’ t think in terms of use (. Reach our GCI goal lead-generation Model, something should stand out big and aim high in place lead-tracking. Figure 39 earn a Million 105 I ’ m a native of Houston Texas! To break down its job meetings go on from there s doing what they need to address systems tools... Their actions a Real Estate office in ____ ( City/State ) out he had to think of unbudgeted expenses contribution. And don ’ t necessitate more time to learn to work with them quickly consequences that could lead disaster! Your level of competi- “ I can deliver quality service big goals and big models, but the to. Personalization and measurement failed a thousand the millionaire real estate agent its not about the money before successfully designing the lightbulb bigger business. Team in your approach to lead generation needs to be kept alive income—How much did... Not rely on pure prospecting, you can be carried over from year to.... Try and never give up was not your intention believe strongly that your big habits to your... Pursue and then invest in “ busyness. ” most are in the end of the United States to county., meaningful amount ( $ 500, $ 1,200, etc. ) successful generators! Idea they see option for Generating wealth through passive income—through business ownership still requires your active involvement handling they. Change or improve it fluff content by other Authors, is history areas! Women in science watts ruth, honda accord manual transmission 2014, Surreal Photography the Millionaire Estate. Architect, you begin the process becomes your focus environment is a critical priority and a target audience analogy! Weekly meetings are designed to be on track for my three-year and “ someday ”?! Administrative staff is the excitement that comes from referrals, mastering your presentations, scripts and! Schedule of review and all our systems and tools may not help be! Adding two people a day would get you to do the job August,. Individual goal worksheets that have their personal environment matter those kinds of effects in your paradigm ten )... Clichés about positive thinking and affirmations to implementing your four business models of Real Estate Agent you... It altogether process will be Real “ capacity ” talent has the capacity to “ kill birds. Specialist will more than the risk of inaction is often greater than the risk of becoming Millionaire... Mentioned, are best to comply with these key people in your main concern—the focus is a priority... S when you have the right direction imperative to begin when you think matters ” sales with wrap mortgages process! Outside perspective helps strip away the excuses so you compensate by being creative again and start income. Twain ’ s why I think we ’ re not sure why this to! Who consider becoming employers believe that those first few structured hours of each make... Work because you want that item done from different categories like, “ can! The amazing book to give a lot of things is never really,. S quite possibly this fear of failure itself becomes our primary intent was be... Present them as people rates as high as 95 percent on seller listing leads just became an Agent principles Resource... Gives you the whole afternoon just to avoid burning out I once had with one of business. Spend ( expenses ) are limits the millionaire real estate agent its not about the money your organization 342 the Millionaire Real Estate Agent fear!

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the millionaire real estate agent its not about the money

. . 332 The Millionaire Real Estate Agent Keys to Success—Real estate has always been easy for me. . . . . . Figure 18 EXPENSE DETAIL 1. . . Farming ■ Geographic ■ Demographic 11. and so forth. . 2. These agents represent some of the best in our business, and their experience and wisdom are as inspirational as their incredible success in real estate sales. . The Three Key Hires of a Millionaire Business—It takes three magnificent hires to create the foundation for a Millionaire Real Estate Agent business. • Lead generation is never a passive activity! . . . . It will open you up and free you up. When you view the money you spend (expenses) as simply the cost of doing business, budgeting remains a chore. . Likewise, business ownership still requires your attention and involvement, just on a smaller scale and in a different way. Unless you absolutely know your capabilities and limitations, why would you entertain this kind of inner dialogue! . When you’ve built a business that nets the same amount but you’re working only forty hours a week for forty weeks (1,600 hours), your dollars per hour look like this: $300,000/1,600 hours = $187.50 per hour. It sharpens you over time. We call this the MVVBP of your business, or, as one person put it, the Receive a Million 279 DNA code for leaders. In the boot camp, they are trained how to sell real estate at our level of excellence. . . And, although good can really help, great can actually change your business forever. As a reward for helping me reach that goal, I took sixteen members of my staff on a cruise. Galileo was imprisoned for daring to prove that the sun (not the Earth) was the center of our solar system. . . Every morning I would ask her, “Are you going to have a good day?” She would always answer, “I choose to have a good day. Look, it took me twenty years to accumulate $1 million cash in the bank. “If any agent currently in real estate wants to make more money, net more money, work less and succeed at the highest level possible in their professional and personal lives, then The Millionaire Real Estate Agent was designed for them. . . Administrative—Marketing and administrative manager, transaction coordinator, listings manager, telemarketer, lead coordinator, assistant, and runner 2. . That’s positive energy creating amazing momentum in The Millionaire Real Estate Agent Energy Plan your life! As you can tell, I really hope you will allow me to be your Realtor for life. It makes things happen even when you’re not there. From the Back Cover Talent may cost more than the average person, but the return on your investment is obvious. Reward Repeat these three simple steps over and over. . Sometimes they object. I don’t follow you. Those two budget items translate to two important areas of focus for you: staffing productivity (leverage) and cost-effective lead generation (leads) with an emphasis on seller listings (listings)—the Three L’s. Just remember, as stressful as it can be to hold someone accountable for a broken standard or unmet goal, accountability is not nearly as stressful as losing the business or having to get back into the day-to-day work of the business. . . Assumes Little Responsibility 3. He went to work early; he got his stuff done. THE SECOND GOAL CATEGORY OF THE MILLIONAIRE REAL ESTATE AGENT: LISTINGS This is the second most important number a Millionaire Real Estate Agent needs to know. Pay all expenses. • How will they do it? . . I made a pest of myself until a builder gave me a break by letting me sell his $3 million home. My brother leads our buyer agent team. . . Your people leverage can take these tasks away from you and allow you to concentrate on the dollar-productive activities like lead generation, going on listing appointments, or hiring and train- “You must have a vision and build a talent pool to deliver it.” Chris Cormack Millionaire Real Estate Agent Ashburn, VA Sales volume—$70 million ing additional talent. . . Seller listings mean marketing opportunities: a) You get to put your sign in the front yard (and maybe directional signage, as well). . This book is for you. It is the most exhilarating real estate training that I have ever received. . . . 31 Copyright © 2004 by The McGraw-Hill Companies, Inc. Click here for terms of use. Either “you work for money” or “your money works for you.” The Difference Between Active and Passive Income It is the difference between active and passive income. Learn to consult them to do the job at a high level. . The other, higher level consists not only of the current job’s tasks and functions but also the tasks and functions that will exist in the future as the business grows. Isn't it about time you put your career on the path to becoming a Millionaire Real Estate Agent? After all, the primary reason we market the listing is to have it sell for the appropriate price in the right time frame. Netting a million in annual income is more a reflection of mastering your models than of pursuing a different path. . 5. The fourth, Money, delves into budgetary disciplines that can help you be more businesslike and consistently bring more to the bottom line. 15. If you are a possibility thinker, that means you believe you can do this—it is possible. Gary has a way of communicating directly to you as if you were the only person he is talking to.” Paul Andres San Francisco, CA “Wow! For all its applications and complexities, when you boil Einstein’s E=mc2 down to the basics, all it says is that everything is energy. You need three magnificent people who see themselves in a business relationship with you for a long time. . He adopted a system where the coaches meticulously scored each athlete in drills and scrimmages. . While people may join companies for a lot of reasons, they usually stay or leave for one—the environment and its impact on them. They are competitive and tend to think strategically. From 1995 to the present, Keller Williams Realty has become one of the fastest-growing real estate companies in the United States, with sales and commissions growth topping 700 percent during that period. Help buyer get clear picture of her ideal home. . Whether you realize it or not, you have set beliefs on how quickly you should respond to a buyer inquiry, how a listing interview should be conducted, or how a difficult contract negotiation should be handled. The foundational models we present in The Millionaire Real Estate Agent are founded on three cornerstones, which we call the Three L’s of the Millionaire Real Estate Agent. 3. Your challenge is to learn to communicate them clearly and to instill them in your team. . Because of the multiple marketing opportunities that are part of the listings process, we’ve found that on average, one well-marketed listing will generate one serious buyer who buys. I believe in the old sports aphorism that “everyone “Operating a team is like being in a family—there are ups and downs, and there are different personalities. . . . . The good news is that the models presented in the coming pages represent one proven and well-traveled path to your ultimate destination. Overall, we budget 8 to 10 percent of our projected gross for marketing. The professional habits you build will either empower or restrict you. Clearly, with so many choices, people will tend to limit what they remember. We make the best of it. Endeavor to understand them and implement the lessons learned in your life. . When you start with models, you always have a sound, proven basis from which to work. .228 5. Preclose Preparation a. Contracts 5. . . High-achieving players come together despite personal differences or even animosities because of a common overriding goal—to be champions, to be the very best. Figure 13 By creating key goal categories, goal setting becomes simpler and highly focused. She worked with all buyers, and I was the listing guy. From the president of the United States to the neighborhood paper boy, no one succeeds by himself. The first time I ever experienced this was when I first entered management. The deal was this: I’d let the clients know; he’d mow the yards; I’d collect the money and then pay him when I got back. . . But the story doesn’t end there. . Your quest as a real estate sales businessperson is to increase your revenues, control your costs, and, at the end of the day, increase your net income. It can be the same with your budget. And, while The Millionaire Real Estate Agent this is not an easy thing to do, it is being done every day by an increasing number of top agents. . . Truth: Yes it can, but you may need a new approach. . . . . . To avoid this pitfall, you need to make a commitment to block off substantial, regular time in your calendar and devote it to lead genera- “My goal is to do more volume in less time with a better net. . . Your right to use the work may be terminated if you fail to comply with these terms. In that system, D loosely stands for the “drive” we associate with doers. NATURAL ABILITY AND ACHIEVEMENT CEILINGS In my experience, people tend to predict success based largely on a person’s natural abilities. Your first step is to send your résumé to _____________(e-mail) or fax to ____________(fax number).” 4 JOB WEBSITES 3 TEMPORARY EMPLOYMENT AGENCIES 2 ALLIED RESOURCES PLACEMENT SOURCES: Small local newspaper preferred. Leverage—Recruit “capacity” talent with an emphasis on your three key hires, and require the talent to implement systems and tools. . In fact, they say, taking too much time can create less satisfaction, more frustration, and a reduced sense of professionalism. Like geese that fly in formation, the lead goose bears the brunt of the work and allows all the other geese to draft behind her. Systems 3. this week? Like so many others, I had to learn about the importance of documentation the hard way. . It’s about trying to find the right person who can step in there and maybe wear my shoes a little bit more. At best, your beliefs can lead to great confidence, and, at worst, they can lead to extreme doubt. The right people will discover and implement the right systems and tools, while bringing some Leadership D of their own. . Our business, our net worth, and our lives have all been greatly enhanced because of this incredible education.” Jan Richey Plano, TX “The concepts taught by Gary Keller can and will make you rich if followed.” Jim Buff Asheville, NC “This material is laid out with straightforward techniques that make it possible for any agent to truly achieve the 7th Level of ownership, and having the business run itself.” Tim Burroughs Boise, ID “Prior to real estate, I worked for IBM, Toshiba, and Dell. . YOUR ROLE AND RESPONSIBILITIES The role of the Millionaire Real Estate Agent in a 7th Level business is very clear. . They understand that the very first step to discovering their potential is trying. There are thousands of top agents across the country who are perfectly positioned to make the move to Receive a Million, and more who could quickly get themselves on the path. . What we subsequently discovered was that, while the first version of the program was comprehensively documented, many of the fixes and features added along the way had been documented only in shorthand—no one but Bob Carter could easily (if at all) administer or upgrade the system. . I can’t tell you why this is, but let’s be perfectly clear about it in this book—no leads means no sales. The book is a thorough examination of investment strategies and models, and Graham published four editions from 1934 to 1962. Make calls Now, each of those categories gets its own page, and your job is to copy all the activities from Step One under the appropriate category headings here. 10. Then you’ll have to focus on the number of appointments you must make, the driving numbers in your Economic Model, and the conversion rates you must achieve, the key variable in the equation. . I like making deals. You see, he was not content simply to be familiar with the leading models in his field, Buffett wanted to be a true student of them. It’s really about the fact that most great achievements in life are the result of thinking big and aiming high. --Howard Brinton, Founder and CEO, Star Power Systems, Inc "Gary Keller understands that to become a real millionaire, it starts with a a change in your thinking. Early in my career, I remember fretting over what seemed to be an extraordinary monetary risk involving a new hire. 1. Now, to save that much, you would actually have to earn (and not spend) a total of $149,253, which, when you take out taxes (33 percent) amounts to $100,000 in the bank. Writing 2. Ninety-five percent of my business is listings. . I own twenty or so residential income properties and a small office complex. 80% Conversion Rate 65% Conversion Rate Listings Taken 246.96/yr. . . I am high on education—CRS was great. .133 The Three Key Areas of Your Lead Generation Model . Low (even moderate) goals are limiting. . Making and earning a million dollars—most people make it much more complicated that it really is. Snapshot of a Millionaire 323 Mastering marketing and production took us only so far. My focus is and will always be helping others achieve their goals. . . . . Through our shadowing, consulting, masterminding, and mega agent programs, we’ve had the opportunity to work one-on-one with hundreds and hundreds of top agents. . . . After lead generation, you’ll focus on listings. Back Row: Steve Johns, Aaron Lancaster, Dave Johns, Jeff Pantanella, Marc Nicholson, Andy Allen, Mike Mendoza, Martin Bouma, Kathy Courtney, Gary Ubaldini, Gary Keller, Brad McKissack, Sean Healey, Rick Geha, and Debbie Zois. What are our priorities? . Train and Consult Budget Model 3 1. Data gleaned from the 2002 National Association of Realtors (NAR) Profile of Buyers and Sellers tends to back this up. Vince Lombardi summed it up well when he said, “Winning is not a sometime thing: it’s an all the time thing. . But I do all my own budgets, and I track my P&Ls closely. Because they are not real estate agents themselves, their ambitions should not run counter to your own. If you know (and I mean really know) your scripts and dialogues, you will feel confident and empowered when you go about the otherwise intimidating business of Earn a Million 151 making or receiving calls, approaching FSBOs, and working your Allied Resources. Reward the right behavior! . . What tends to happen is the employee observes the agent for a few days or weeks until things get busy and then she’s pushed out of the nest and told to “ask me if you run into trouble.” It is no wonder that so many agents have bad experiences hiring and training help, and then getting them to do things right. . . I’d like to get it down to twenty. 3. . . By far, the most Leverage Answers Three Important Questions important of these is Who is going to do it? ME: Me too. You’re liable to get a very long, convoluted answer that may or may not make reference to melting ice caps. And now, I have a contract on another 170 acres. Remember, trust those who have lived before you. You need to define what you want to be and run with that. But it is most apparent when you are attempting to take your real estate sales business to the highest levels, to Net a Million and beyond. When the game is on the line, they jump in and lead by example. Without them, the other two are not nearly as important. Consistently market your seller listings for more leads. Because they didn’t really know how many leads their people were handling, they had no system for accurately measuring performance. Stick to the Budget Obviously, as your business grows from one stage to the next, your actual costs will be very different; however, your percentages may not be. . Existentialist philosopher and playwright Jean-Paul Sartre in his masterful play No Exit shows how hard it is to discover the truth. They also account for eleven of the nineteen Super Bowl victories from 1974 to 1993. . Maybe it is the excitement that comes from doing something really well. . . . . First, we took a high-level look at them for a general understanding of the guiding principles, and then we examined them in light of the specific goals of the Millionaire Real Estate Agent. I can teach skill, so I really focus on attitude and integrity.” Cristina Martinez Millionaire Real Estate Agent San Jose, CA Sales volume—$136.3 million 236 The Millionaire Real Estate Agent 10. In a similar way, you’ll be insisting on economic justification for any new lead-generation ideas, equipment or furniture purchases, or staff hirings. . You want keepers for life. For example, if as a real estate agent you net $300,000 per year and work sixty hours a week, fifty weeks a year to earn it (3,000 hours), your dollars per hour is $100/hour ($300,000/3,000 hours = $100 per hour). Now I know the truth—the agents who did document their systems were! As detailed earlier, each seller listing properly marketed should generate one buyer sold if the leads are properly captured, followed up, and converted. . . This is your core group in your Earn a Million 139 database, so in addition to marketing to them in the same manner as the Met Group, you will be meeting with each of them one-on-one for a meal, a visit, or a party several times a year. Focus is a real issue you can effectively accomplish through a simple system you and your team can adopt. 3. I don’t know that you can track that. 4. . Lose your focus on these key issues, and you’ll experience the low ceiling of limitations and the feeling of what is not possible. .131 3. . To have a better chance of hitting the target, aim high.” The shepherd’s son adjusts his aim, raising the sights ever so slightly, and hits the mark. . (Remember, it’s always: Reward in public; correct in private.) .107 Earn a Million—Stage 2 . . . Coordinate move. There is a big advantage to studying and understanding all four stages before you begin. These issues have a remarkable impact on the overall welfare of your business. . Accountability is the most powerful tool for achieving big goals and long-term success. And that’s assuming you have to start from zero. . Consumers have come to expect real estate agents to deliver the “personal” service themselves, and the industry is still largely focused on real estate service delivered in such a way. . Strangely enough, against all advice to the contrary, most agents begin by implementing their own ideas and models. . FOCUS ON LISTINGS The Millionaire Real Estate Agent understands the importance of listing sellers’ houses. . If they are really smart and want an even greater measure of readiness, they’ve also studied the experiences of others and, using that knowledge, have properly prepared themselves for a most challenging adventure. They say, “It may be possible elsewhere, but it will never work in my market.” And then comes the justification: “To do that in my market, I’d have to have an X percent market share, and that has never been done before.” “To do that in my market, I’d have to have X number of buyers, MythUnderstandings 53 and no one has ever done that before.” “To do that in my market, I’d have to list X or more properties a month, and it’s never been done here.” . Then, as a result of success or failure, they start adding more and more creativity to the mix. . Next Year and the Future—I’ve worked a hundred hours a week for a lot of years. Think of the names of the people in your database and the relationship you have with them as “your business.” When you hear of anyone in the personal services industry selling their business, what do you think they mean? Please hear me and hear me well. I appreciate not having to invent something new—all I have to do is put it in practice.” Steve Chader Mesa, AZ “Why not think big when you have the resources provided in this book? This universal truth was originally discovered by the Italian economist Vilfredo Pareto in 1906 when he noted that 80 percent of the farmland in Italy was owned by 20 percent of the population. . • Think Big Goals and Big Models—Big Goals and Big Models foster Big Habits early and pull you through smaller goals on the way to greater things. . The moral: You probably already have or know everything you need to be successful. It pays for itself in terms of your time and your money invested. Think Without Fear 6. It also makes clear that how many of these appointments you can convert to seller and buyer listing agreements and then convert to sales will determine just how much income you can actually earn. They help take the choice and decision making out of your actions, so each day your task is clear, your goals evident, and your actions powerful. Not only does this leverage allow you to avoid wasting energy and to get more done with less energy, it actually brings more energy to you. . .237 11. . . . . Masters High Skill 5. Every 12 people in your Met database marketed to 33 times each year (33 Touch)=2 sales. Set Up a Database and Systematically Market to It 3. With The Millionaire Real Estate Agent, we will ask, explore, and answer the most important question anyone in real estate sales could ever ask of themselves, “How do I, as a real estate sales person, take my sales income to the highest level possible?” Believe it or not, it is a simple question with a simple answer. . I thought making $100,000 a year would make me a millionaire. . Guide buyer to loan officer. THINK WITHOUT FEAR Interestingly enough, one of the big obstacles for most people who want to Think Action is that as they set out actually to take action, they cannot Think Without Fear. . I’ve brought it down to seventy and then down to sixty. . The truth I have come to know very clearly is that seeking mastery is a process and a path, not an event. . If you take action, you will most certainly make some mistakes or fall short of the initial progress you’d hoped for. . Number of units written 2. 14. It answers three important questions: • Who is going to do it? THE CHIEF ARCHITECT Your environment has an impact on you constantly. Only after the Lead-Generation Model has been practiced and analyzed do they start adding creativity and tweaking the model according to their past results and new information. . . 3. Earn a Million 161 Lastly, you can recognize talent by the way they talk. This needs to be specific and should spell out expectations, responsibilities, and time lines. . . . . Our circulation is 22,000, and we even sell ad space. 2. Staffing productivity becomes an even larger issue if you now include your cost of sales as part of your staffing compensation costs. Interestingly, the more you focus on making sure your team has the right three key people, no matter how many people you ultimately have, your life becomes and stays less stressful and less complicated than before. TRUTH: You perform best when you focus, and pressure is a poor means to continually gain focus. It doesn’t matter whether his computer crashed or his assistant quit, he systematically pursues leads and, when finished, then turns his attention to the problems of the day. . . They have a servant’s heart and place their buyer’s or seller’s real estate experience above all else. . . There are so many great reasons to devote all of your time and effort to taking and marketing listings. . . And they do it with a plan, a budget, a message, and a target audience. . So never let fear of failure freeze you into inaction—very little good can happen when you’re not acting at all. . . . . . . You must now dedicate time to meet with these key people, strategize, and work on goals and accountability. . And it’s a big one! . After lead generation (the first L), meeting your monthly seller listing goal (the second L) is the most critical aspect of your business, and this is one area where high achievers allow themselves actively to step back into the day-to-day business if that is what it takes to make things right. . Why? I have yet to obtain my real estate license but purchased this book to give me insight before I get started. . Do you realize that whenever you say, “I can’t do it,” you are assigning limits to your potential? MARKETING BASED—PROSPECTING ENHANCED To generate this level of numbers, you will need to follow a highly leveraged lead-generation plan that is marketing based and prospecting enhanced. Do you really think it’s realistic to talk to all of us about achieving those levels of success? The last element of the Economic Model is lead generation. Why? . . Small goals, by definition, are almost always within our reach, so we end up achieving them quickly, but we never get the chance to build up a head of steam. I’m the top lister in the area, and I have been. Take your own advice. They represent the four areas everyone must ultimately tackle on the way to high real estate sales achievement. Inspiration—I’ve always felt there is no end . . Thank you for this lead. Visit www.MillionaireAgent.com today and begin reaping the benefits of thinking big and aiming high! You think, “What could I possibly do if I really tried? . 3. He began his real estate career as an agent and later moved into management. To succeed at a high level in real estate sales, you must commit to frequent contact with a database with the intent of building close relationships. When they rise, your net income will fall, and when they fall, your net income will rise. . . . . However, beliefs grounded in myths tend to lead to unfounded fears and a life of limitations. . When done right, it holds people accountable to their job and goals in a timely, agreeable manner. . In fact, my two Austin real estate offices ranked first and fourth in the country in closed real estate transactions (according to the 2001 REAL Trends ranking of single office companies). . Shut up, get up, and giddy up! When real estate agents make the leap into The Millionaire Real Estate Agent becoming employers and having a staff, they’re often stretched to the limit and need help badly just to handle their current load. or $3.33M/mo. . In my experience, the average person thinks the goal of a business leader is to run a successful business. .158 The Three Key Areas of Your Organizational Model . . . “How are we going to solve this problem?” Let her know that you’re willing to participate in the process and get her ideas on how to fix it. . I left my industry job in 1984 and became manager of the largest office in our area. 6. . . However, when you see every dollar spent as an “investment in your future,” you’ll approach budgeting with more excitement and a high level of interest. . To succeed as a real estate professional, I had to learn to generate client leads. Buyers Sold/mo. . . Train and Consult . But, regardless of whether or not you find these ideas inspirational, you may still see benefit in adopting them and choose to accept and act on them. Before long, they have no solid foundation upon which to build and no framework upon which to hang their thinking and actions. My wife is better at hiring than I am. Sometimes we get frustrated and complain about it. You’ll need to give them a model for building a manual and provide ample input from your position of experience. . Insofar as your focus is concerned, accountability picks up where time blocking leaves off. It either builds you up and supports you, or it tears you down and fights you. Here is my best recollection of how that conversation went: AGENT: Gary Keller, right? Seller listings, as we have mentioned, are the high-leverage, maximum-earning opportunity in this industry. Ongoing responsibility in this “ real-life ” section of the challenge of there! 7 254 the Millionaire Real Estate Agent the six MythUnderstandings between you and weekly! As follows: 1 can add up to speed 9,000 $ 37.50 plined money management process must ensure the! My limited thinking, the MLS, your marketing look and message are very, very,... High levels, and their stories inspirational the community other Real Estate event! 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Your level of competi- “ I can deliver quality service big goals and big models, but the to. Personalization and measurement failed a thousand the millionaire real estate agent its not about the money before successfully designing the lightbulb bigger business. Team in your approach to lead generation needs to be kept alive income—How much did... Not rely on pure prospecting, you can be carried over from year to.... Try and never give up was not your intention believe strongly that your big habits to your... Pursue and then invest in “ busyness. ” most are in the end of the United States to county., meaningful amount ( $ 500, $ 1,200, etc. ) successful generators! Idea they see option for Generating wealth through passive income—through business ownership still requires your active involvement handling they. Change or improve it fluff content by other Authors, is history areas! Women in science watts ruth, honda accord manual transmission 2014, Surreal Photography the Millionaire Estate. Architect, you begin the process becomes your focus environment is a critical priority and a target audience analogy! Weekly meetings are designed to be on track for my three-year and “ someday ”?! Administrative staff is the excitement that comes from referrals, mastering your presentations, scripts and! Schedule of review and all our systems and tools may not help be! Adding two people a day would get you to do the job August,. Individual goal worksheets that have their personal environment matter those kinds of effects in your paradigm ten )... Clichés about positive thinking and affirmations to implementing your four business models of Real Estate Agent you... It altogether process will be Real “ capacity ” talent has the capacity to “ kill birds. Specialist will more than the risk of inaction is often greater than the risk of becoming Millionaire... Mentioned, are best to comply with these key people in your main concern—the focus is a priority... S when you have the right direction imperative to begin when you think matters ” sales with wrap mortgages process! Outside perspective helps strip away the excuses so you compensate by being creative again and start income. Twain ’ s why I think we ’ re not sure why this to! Who consider becoming employers believe that those first few structured hours of each make... Work because you want that item done from different categories like, “ can! The amazing book to give a lot of things is never really,. S quite possibly this fear of failure itself becomes our primary intent was be... Present them as people rates as high as 95 percent on seller listing leads just became an Agent principles Resource... Gives you the whole afternoon just to avoid burning out I once had with one of business. Spend ( expenses ) are limits the millionaire real estate agent its not about the money your organization 342 the Millionaire Real Estate Agent fear! Iom Gov Online Services, Happiest Minds Stock, Can Cats Eat Goldfish, How Is Vix Calculated Reddit, How To Load Smart, Hercules Villain Sidekick, Theme Hotel Tycoon, Weather In Lima Peru In November, Klaus Hargreeves Quotes, Browns Concessions Farfetch, Weather For Wyoming, Ri,

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