11 THINGS TOP AGENTS DO

1. DESIRE TO SUCCEED AT A HIGH LEVEL

• Have a big WHY to drive you or a series of smaller WHY’s
• Want to be the best – Recognition to be #1 – Be Extraordinary – Never have financial
issues again
• Don’t just do the best that they can do, they strive to do the best that can be done.
• Create a vision and clearly articulate it to the team.
• Always evaluating and figuring out how to get better, willing to be honest with self.
• Motivated
o Desire cannot be taught, you either have it or you don’t
o Desire shows up as passion / highest energy
o If I had __________
o I would __________

2. WILLING TO DO WHATEVER IT TAKES TO GET THERE­­­­

• Willing to stretch – get uncomfortable Fail Average Succeed

• Implement and improve ideas, models, systems FASTER THAN MOST AGENTS
• Stay committed to the PROCESS.
• Do things with urgency from idea to implementation

3. NOT FALL VICTIM TO THE MARKET

• Shift and adjust
• The market doesn’t dictate our success, it only tells us how we are going to succeed.

 4. DISCIPLINED ENOUGH TO FOLLOW A TIME-BLOCKING SCHEDULE

• Time for Lead Generation / Lead Follow-Up
• Block out vacations, time off, planning, meetings with staff, standups daily Uncomfortable – Don’t Like To Do
• Time to study the market, know the market, DOM, LP:SP – use as a closing tool
• Learn numbers using ratios – commit to memory
• 5 jobs of the REALTOR®
• Lead Generate
• Lead Follow Up
• Go on Appts
• Negotiate Contracts
• Script & Roleplay
• Discipline leads to another discipline – Success Habits
• Tie all actions to the weekly goal setting and if undone ---> Move to next week

5. WILLING TO FAIL AT A REALLY HIGH LEVEL

• View failure as a learning experience – Fail 7 – 10X more than the average person
• Calculated Risk – Take them regularly – Red light / Greenlight
• Babe Ruth is the king of Home Runs and also the leader in strikeouts. Swing for the fences!
• ­­­­­Abe Lincoln – Lost every election until the presidency
• Fail >> Adjust >> Move on quickly Listing Presentation/Conversion/Improvement
• Rocket to Moon – 3% on track / 97% off ­­­

6. FOCUS ON 2 – 4 LEAD GENERATION SYSTEMS/SOURCES

• Database – expand on, work current clients, have a Client Experience Campaign
• Source leads and closings – what % of business comes from each source?
• Open Houses – Breakthrough Open House as the standard
• Farms = Hold events, door knock, pop-bys
• Expires/FSBOs
• Circle Prospecting
• Social Media & Networking
• Write out TLR ROI Plan for each source of business (see TLR Agent Action Plan)

7. DEVELOP AND USE A STRONG, QUESTION-BASED LISTING PRESENTATION

• Total Focus on getting listings
• Master Listing Presentation & Objection Handling
• Improve conversion rate – get into the 75-95% range
• Improve to shorten presentation – get into 30–45-minute range
• Know market better than anyone else, cite statistics
• Set up price reductions and expectations
• Questions help control the outcome
• Telling is not selling – take a consultative approach
• Service before appointment shortens presentation – consider using Pre-Listing Packet
• Do a thorough CMA and be strong on pricing strategies

8. ARE WILLING TO HIRE STAFF TO HELP AND TO LET GO

• Get help early enough in business (Part-time or virtual)
• Have job descriptions, 100 Days, etc - Share and ask other agents for their 100 Days -
• Don’t have to reinvent the wheel
• Take courses on how to identify talent, hire talent, and retain talent in an organization
• Know the goals of each staff member and show how you’ve created a world so big that theirs fits inside of it
• Be sure every team member is clear on your goals and vision (Unique Value Proposition)
• Visuals to keep everyone focused on goals – create a Scoreboard
• Help them develop their skills to get to goals
• Get Team Buy-In, set plans with their involvement

9. NETWORK WITH OTHER TOP AGENTS

• Attend real estate conventions and events
• Top Agent Interviews – coffee/lunch appointments
• Go with an agenda, questions you want to be answered, be willing to share as well
• Share books or audiobooks that have impacted you
• Who you hang out with is who you become – stretch your mind
• Start your own real estate agent community for high-minded masterminds

10. WATCH THEIR MONEY

• Monthly P&L (Bi-Weekly or Weekly) – someone to review with (CPA, others)
• Have a great Financial Advisor, use money wisely
• Pay taxes quarterly, don’t get caught owing taxes (IRS)
• Know budget model and economic model – stick to it
• Run it like a business
• Red Light / Green Light on expenses – track ROI
• Cut 10% in expenses every year to avoid the “creep”
• 3-6 Month backup/reserves

11. WORK FROM A WRITTEN BUSINESS PLAN

• Work from a plan – detailed, spend time planning
• Work numbers, breakdown numbers Yr/Qtr/Month/Week/Day
• Visit Goals & Plan often and boil down to 1 page = TLR ROI Plan
• Adjust as needed – goals vs. reality