Starting out, your number one priority should be accountability, so we’re going to get you rolling with a number of key tools to help you track your performance, plan improvements, and set goals along the way.
I realize that we give you a lot in this premier coaching program, and it's easy to feel overwhelmed, especially after you have gotten your plan together and you listen to a lot of coaching calls and you have so many things bouncing around in your head. How do you prioritize what to do next? We always start out answering that question with, “Where's your Treasure Map?” and “Where's your business plan?” If you haven't done that yet, that's what you need to do first so that you have some direction. You can simply click on your Treasure Map link and get that done. If you've already completed it and you haven't looked at it for a while, maybe it's time to revisit it and polish and read it. Remind yourself that you actually do have some direction. You just have to take some action. The Treasure Map is always a great place to get your head screwed on straight and renew your direction.
One of the most powerful things we do with our premier members is get you to really understand relentless lead follow up. Many of you come to us and say, “Gosh, I really need help with lead generation. I need more leads.” To get more leads you need to deep dive into what's going on in your practice. We usually find out that you actually do have leads. You just have to apply our 18 Relentless Lead Follow Up Rules. If you have not yet listened to, implemented, and deployed those rules upon yourself, that is a way to virtually instantly get money coming in to your cash flow. Those rules will get you new commissions for next month because I can virtually guarantee all of you listening right now have leads yet to follow up on. Become extremely good at that first.
Because of my own coaching clients and through my own experience and a couple hundred thousand one on one coaching calls, I can tell you that I see at least a 30% increase in business year after year with my agents that follow the lead follow up rules. I am very clear on that. It is a great way to hone your skills and get your cash flowing. That's even before you do the pre-listing package or work on your listing skills. Lead follow up gets you focused on what's already in front of you on your plate so that you can earn a little bit of financial freedom and get back to work on some of the bigger projects here. Again, I've included those links, the PDF and the coaching call that goes along with that.
If there's just one thing to prioritize, remember that your product is profit. But how do you get there? I'm giving you several different tools to get you to that profit. I realize I'm giving you a lot and that's okay. You're all smart and you can handle it.
The next thing you're going to do once you've gotten clear on the lead follow up rules and have your business plan done, is to make absolutely certain that you are using what we teach you in this link that's called, White Boards And Visual Accountability. We give you some samples of what they should look like. It helps you track and really see what are your active listings, your active buyers, and your leads. What are your next appointments, your year to date closed, and pending? It's all visualized in front of your eyes. Some of you are going to say that you keep a spreadsheet for that. While spreadsheets are great and you should keep doing that if that's what keeps you on track, (and of course great for your accountant) but spreadsheets are out of sight and that means they can be out of mind. The white board technique is essential our premier members here and it's almost impossible to explain just how well it works. You've just have to trust and listen to the coaching calls and post your whiteboards exactly the way we coach you to do it. Again, we've included some examples there. There's something about it being visual that really keeps you on track. I always say that it puts an end to the “getting ready to get started to some day” syndrome.
Maybe you feel motivated to pick up the phone. It takes the guesswork out when you walk into your real estate home office or your office and you're thinking to yourself that you don't have any fires to put out. You may be thinking, what am I going to do today? What should my top priority be today? When you look at your leads board and you know you're supposed to have fifteen active leads at all times (because the treasure map told you so) and you've only got three, that means you've got a lot of bank blank space on that leads section of your whiteboard. Instead of just thinking about possibly feeling motivated, you have that blank space staring you down. Your whiteboard will also tell you if you're supposed to have ten active listings at all times and you've gotten down to five because things are selling very quickly in your market, but you know you need to have ten to fuel your business. Start filling those in those blank spaces and all of a sudden you’ll start getting on the phone and you say, “all right, I'm going to follow those 18 lead follow up rules and I'm going to set some listing appointments today.” If you don't have any leads to follow up on, you'll start prospecting. You'll start by diving into our prospecting area in our script. This should help answer the question what do I do today with the whiteboards alone.
You'll see what we mean when you start using visual accountability. That really answers the question of how to get started. You look at your whiteboards and it's a very chronological thing. You have sections in your business that are very important. You know it's the fuel that drives the engine of your business. If you're light on leads but you're heavy on closing that means you've probably put all of your best leads in contract. That is great but you're setting yourself up for a dry next month. Sixty to ninety days out, if you look at that leads board and it's great that you converted everybody into transactions but now you need to repopulate that leads board. The opposite can also be true. You could be chockfull of leads but have no closings this month.
What are you doing about the leads? It works like clockwork. This is the next thing for you to deploy after you've completed your Real Estate Treasure Map you need to be clear on the 18 Lead Follow Up Rules. You need to be absolutely certain that you're using the whiteboards and visual accountability and I've included a coaching call and some examples with the PDF. All you have to do is click on these links, listen to the coaching calls, and then take action. This way you will more fully understand what we're coaching you to do. Now it's time for you to take action.