Real Estate Coaching Radio

Adventures in Wyoming continue with a private tour of Grand Teton where we saw Bison, Pronghorn, a Bald Eagle and the Uinta Ground Squirrel.. Meanwhile, we discuss the continued immense growth cycle of eXp Realty and why you have to be part it! Schedule A Free Coaching Call Listen on iTunes Listen on Spotify Listen on Stitcher Learn more about your ad choices. Visit megaphone.fm/adchoices

Reference:  Are you EXP Realty curious?: Check out whylibertas.com/harris Read the full article here:  https://www.thewoodshedd.com/posts/2021-07-09-highconviction/ How Can EXPI Give So Much? Simple. EXPI has centralized administration and no physical offices. It’s all done in a virtual world created by Virbela (now owned by EXPI). No physical offices and centralized administration cut significant costs. EXPI passes those savings to the agent. Another contributing factor is agent acquisition cost. Competitors like Compass pay top dollar to sign top producing agents. EXPI pays zero upfront! Not only is zero capex growth good for EXPI, it’s good for the agent. Getting a windfall of money generally leads to what Bono, singer of U2, called “Moving House” EXPI Is Not A Pyramid Scheme or Illegal MLM According to the FTC, a pyramid scheme “compels individuals who wish to join to make a payment.” Yes, eXp compels individuals who wish to join to make a $149 start up fee. Afterwards, eXp compels agents to pay $85/ mont

On the road between Estes Park, Colorado and Jackson Hole, Wyoming, we dive into Sean Idding’s article about why eXp checks all the boxes.   What are the 6 things eXp is doing right with the incentive structure? He explains they meet all the criteria: they are Simple, Significant, Timely, Certain and aimed at Sharing the Wealth.   He says: “EXPI isn’t for everyone. This is a good thing. It is geared toward attracting great realtors. Get them to go all-in and you better watch out.” Reference:  Are you EXP Realty curious?: Check out whylibertas.com/harris Read the full article here:  https://www.thewoodshedd.com/posts/2021-07-09-highconviction/ Schedule A Free Coaching Call Listen on iTunes Listen on Spotify Listen on Stitcher Learn more about your ad choices. Visit megaphone.fm/adchoices

We are on the road in beautiful Estes Park, Colorado. Our thoughts from the road as well as discussion of a fascinating article by entrepreneur and investor Sean Iddings. "EXPI has all of the 6 core attributes that create win-win, additive-sum games.” Other brokers fail horribly. It’s no surprise that those agents are in a dog-eat-dog, zero-sum game. It’s hard to win when everyone is against each other. The great thing with win-wins is that partners go all-in, the relationships are enduring and competitors DO NOT understand it.   "I feel EXPI has that rare combination of great economics, run by high quality, incentivized owner-operators (emphasis on plural), has defensible characteristics, high consistent growth with an absolutely monumental runway for growth. And investors are totally overlooking the opportunity. EXPI is trading for a pittance of where I think it will be in a decade’s time." Reference:  Are you EXP Realty curious?: Check out whylibertas.com/harris Read the full article here:  https://www.the

Mindset thoughts inspired by the New Mexico landscape… You will go in the direction you’re looking! Schedule A Free Coaching Call Listen on iTunes Listen on Spotify Listen on Stitcher Learn more about your ad choices. Visit megaphone.fm/adchoices

(Area 51?) Tim, Julie and Zoë Harris are starting their 20 state, 2 month US tour. Day 1 was loaded with planes, trains and automobiles traveling from San Juan, Puerto Rico to Dallas Fort Worth, arriving at 2am! Day 2 was Zoë's big surprise and Day 3 is on the road in Texas, headed to none other than...area 51, Roswell, New Mexico. That's right, a bit of alien hunting for you. Stay tuned for updates at @TimAndJulieHarris on Instagram. Schedule A Free Coaching Call Listen on iTunes Listen on Spotify Listen on Stitcher Learn more about your ad choices. Visit megaphone.fm/adchoices

Superstar Interview: Daily Success Game Your daily goal is to earn at least 50 points. The accumulation of real work in real estate is what leads to consistent, predictable income. Remember, you have only ‘worked’ when you’ve scored at least 50 points each day. Each item is worth five points. 1. Take a listing – 5 points 2. Sign a buyer to buyer agency – 5 points 3. Sell a listing – 5 points 4. Put a buyer in the contract – 5 points 5. Prequalify a Seller Prospect – 5 points 6. Prequalify a Buyer Prospect – 5 points 7. Set a listing appointment – 5 points 8. Call back 100% of your leads – 5 points 9. Talk to five past clients – 5 points 10. Talk to five people from your COI – 5 points 11. Talk to five Asset Managers – 5 points 12. Get a Short Sale Approval – 5 points 13. Complete five BPOs – 5 points 14. Attend a COI event and add five new COI contacts to your database – 5 points 15. Talk to five expired listings – 5 points 16. Talk to five FSBOs – 5 points 17. Send a referral with signed referral docs – 5

7.  Know how many days you’re working every month. Put Dollar $igns on each workday and ‘x’s on non-work days to keep your focus. 8.  Every day must have the following: Lead Generation, Lead Follow Up, Prequalifying, and ideally going on appointments in the afternoon. Get a transaction coordinator if you are stuck in the weeds managing your deals! 9.  Use the Daily Success Game if you’re a Premier Client. Keep track of your dollar productive activities using the game. 10.  Mornings are for setting new appointments; afternoons are for going on what you’ve set up and maintaining your existing deals. Remember: 80% of your time is to be spent working IN your business, only 20% working ON your business. Most agents have that flip-flopped. Working IN is only: Lead Generation, Lead Follow Up, PreQualifying, Presenting, Negotiating, and Closing. Working ON your business is everything else that’s more fun, more creative, more distracting, but not necessarily profit-producing!   Do what you don't want to do when you do

4  SCHEDULE: Take control from the moment your alarm goes off. Don’t hit the slacker button (snooze). 5  Have a consistent start time and end time daily. Hint: Download and COMPLETE your Real Estate Treasure Map. ….best part? The Real Estate Treasure Map is FREE. Text 2021 to 47372. When you do we will text you the link to download your Treasure Map. Question: Did you know that there are really only 90-120 WORK days left this year…? There are 180 calender days left this year, but at least 60 of those days are holidays etc. 90-120 WORK DAYS to accomplish your goals. You have time, but not time to waste.  6  YOU take control; if you’re not controlling your time, someone or someone else IS. Consider how we teach you to close: ‘I have Tuesday at 4 pm or Saturday at 10 am available…which is best for YOU?’… why is that? #1, so you’re not ‘asking’ for the appointment, you’re ‘telling them’ their choices, and #2, because ideally, you have specific appointment times available, versus ‘when should we meet?’. Sched

1  Mindset. You have to get your head straight before you work on anything else. Have you actually DECIDED that this will be your best year ever? Define what that actually means.    Hint: Download and COMPLETE your Real Estate Treasure Map. ....best part? The Real Estate Treasure Map is FREE. Text 2011 to 47372. When you do we will text you the link to download your Treasure Map. Question: Did you know that there are really only 12 WORK days left this year...? There are 180 calender days left this year, but at least 60 of those days are holidays etc. 120 WORK DAYS to accomplish your goals. You have time, but not time to waste.  Before you create your Ideal Daily Schedule, consider this question: What was your Best DAY ever in real estate? How did that happen? How can you recreate that result? Study your own success. Were you following a schedule? Working out? Following a specific nutrition plan? Keeping a journal? Using calendar reminders? Being held accountable by outside forces? RULES: 2  White Boards updat

10. You overdid the pre-qualifying and talked yourself out of the listing appointment.  11. You weren’t prepared for any or all of the common objections:  - "I’ve never heard of your brokerage / I’m considering bigger name companies". - "I’m going to probably list with the: “neighborhood expert / specialist / etc.”  - "I’m considering listing with my friend."  - "I’m also interviewing the agent who sold me the house." - "I’m not sure I can move since there’s nothing for me to buy." - "Why do I have comps that you don’t have?" Secret: ALWAYS research your competition. Who sold them the house? Who markets their neighborhood? Whom did they say they were interviewing when you used your pre-qualification script?  Secret: ALWAYS know the stats on those agents. What’s their expired rate? How long have they been in the business? How many listings do they sell versus buyer sides? Do they have any suspensions to their license?  Of course, the biggest mistake of all is not having enough lead generation in place to

7. You showed up late. This is a huge mistake. Arriving late shows disrespect and will mean that you are already on bad footing before you even open your mouth. Secret: It’s not just analytical types that look to see if you’re on time. Show up early and don’t park in their driveway. Call first to confirm! Be the professional if you expect to be paid like one.  8. You didn’t use a pre-listing package. Without a great, proven Pre-Listing Package, you're signing yourself up to hear objections at the end of your presentation, instead of closing at the end of your presentation. Handle all objections before you get there so all you have to do is talk about pricing, answer questions, your light presentation and close.  9. You didn’t close at all. If you find yourself walking out the door saying, “okay, I’ll follow up in a few days…” You’re not closing.  Schedule A Free Coaching Call Listen on iTunes Listen on Spotify Listen on Stitcher Learn more about your ad choices. Visit megaphone.fm/adchoices

4. You don’t know the competition or the neighborhood well enough to speak with authority. Secret: Preview the competition! Know the average Days on Market not just for the town or city, but for the actual neighborhood. Know the list to sell price ratio for the latest comparables. Know if that’s going up or down or remaining stable.   5. You were rigid with your commission and/or pricing. In addition, you didn’t create a game plan so the seller still feels like they're winning. “No. Any other questions?” is not an effective script, especially if the seller is doing multiple transactions, a repeat client, a referring client, or someone who’s tight on funds to make the move, etc. Secret: Learn how to use the Unique Selling Propositions our coaches teach so the commission objection won’t even come up.   6. You used a canned presentation instead of asking what the seller needs and presenting that. Secret: It’s easier and more effective to present based on what the seller actually values, rather than assuming you

Today you will learn the next 3 common mistakes agents make that result in losing the listing. You Didn’t Get the Listing - WHY NOT? Listen now… Schedule A Free Coaching Call Listen on iTunes Listen on Spotify Listen on Stitcher Learn more about your ad choices. Visit megaphone.fm/adchoices

You Didn’t Get the Listing - WHY NOT? Fact: Of all activities in real estate, listings require the highest skill level.  Myth: It's okay and you can expect to list only 50% of what you go on, in terms of listing appointments versus listings taken. You wouldn't accept a grade of 50% from your kids, so why do you think it's acceptable for you? Let's take a look at the top ten reasons agents don’t walk away with signed paperwork on a listing appointment.  Fact: Listing agents make more money and have more solid businesses and more free time than buyer’s agents. The more listings you have, the more security you'll have mentally, emotionally, and financially. Fact: Becoming a successful listing agent is the most challenging, most skill-based, highest-paid part of your job. Not becoming great at this is a liability to your career. Make the commitment to learn the most important part of your job as a real estate professional.  The Top Ten Reasons Agents Don’t Walk Away With Signed Paperwork  1. You assumed it

Coaching clients and listeners have been asking for help deciphering difficult situations; negotiating, dealing with potential conflict or perceived conflict. What to do when you're feeling really out of sorts with the situation? The OODA Loop is a four-step process for making effective decisions in high-stakes situations. It involves collecting relevant information, recognizing potential biases, deciding, and acting, then repeating the process with new information. One such military mental model is the OODA Loop. Developed by strategist and U.S. Air Force Colonel John Boyd, the OODA Loop is a practical concept designed to function as the foundation of rational thinking in confusing or chaotic situations. “OODA” stands for “Observe, Orient, Decide, and Act.” “What is strategy? A mental tapestry of changing intentions for harmonizing and focusing our efforts as a basis for realizing some aim or purpose in an unfolding and often unforeseen world of many bewildering events and many contending interests.” —John B

Are you working pro-actively or passively? Are you spending 80% of your day generating new business or 80% of your day doing 'work theatre'? How do you know?What would happen if you took the 5 day work challenge? -Work 5 days in a row, spending 80% of your time doing only pro-active, lead generating activities. Graph: Make 2 columns, Left hand side of the page and right hand side of the page. Left side: Pro-actively working towards my goals. -Lead Generation. -Lead Follow Up. -PreQualifying. -Presenting -Negotiating. -Closing Right side: Work theatre. Things I can delegate or things that look like work but are unproductive. Passive, 'waiting on', etc. -Anything starting with the words: waiting, tweeking, analyzing. -Anything you're waiting on someone else to do. -Lead generation easy buttons you've paid for and are hoping work. -Social media that isn't directly related to supporting your listing or buyer sides. I asked our Premier Coaching members to be honest, how much of your time are you ACTUALLY spending

On today's Real Estate Coaching Radio, you will learn how you truly can change your physiology (and health) by understanding epigenetics. Simple changes to your lifestyle can literally make it so can 'turn off' whatever genetic characteristics you may have. Remember, that goes both ways. You can activate harmful genetic traits through unhealthy decisions but you can also inactivate beneficial genetic traits through inaction or overexposure to things that adversely affect your health. That means you can choose to make yourself healthy or unhealthy regardless of your 'genes'. Accepting that, you can then realize that how you think, what you think about, what you allow yourself to be exposed to mentally also triggers beneficial or harmful results.  How you think is who you are.  What if you were to change your thinking about yourself, about life, about your potential? by changing the choices you are making. The media you consume, the people you allow to influence you? What if you can not only choose (to a gre

Today's podcast is part 2: Be Honest, What Limiting Beliefs Do You Have About Yourself? Chances are that you are ready to be a Premier Coaching Client and master the art and science of being a listing agent? Text the word SUCCESS to 47372 and we will text you back a link to join Premier Coaching today. All the suffering that goes on inside our minds is not reality, says Byron Katie. It's just a story we torture ourselves with. She has a simple, completely replicable system for freeing ourselves of the thoughts that make us suffer. "All war begins on paper," she explains. You write down your stressful thoughts, and then ask yourself the following four questions: Question 1: Is it true? This question can change your life. Be still and ask yourself if the thought you wrote down is true. Question 2: Can you absolutely know it's true? This is another opportunity to open your mind and to go deeper into the unknown, to find the answers that live beneath what you think you already know. Question 3: How do you react

All the suffering that goes on inside our minds is not reality, says Byron Katie. It's just a story we torture ourselves with. She has a simple, completely replicable system for freeing ourselves of the thoughts that make us suffer. "All war begins on paper," she explains. You write down your stressful thoughts, and then ask yourself the following four questions: Question 1: Is it true? This question can change your life. Be still and ask yourself if the thought you wrote down is true. Question 2: Can you absolutely know it's true? This is another opportunity to open your mind and to go deeper into the unknown, to find the answers that live beneath what you think you already know. Question 3: How do you react—what happens to your mindset, to your actions—when you believe that thought? With this question, you begin to notice internal cause and effect. You can see that when you believe the thought, there is a disturbance that can range from mild discomfort to fear, panic or complacency. What do you feel? How