Today, Dave is going to talk to us about the Not-So-Sexy side of Real Estate. In all Dave's years of coaching and learning, he's never been in a program for as long as Real Estate B-School. As long as you're part of this community, you'll eventually realize that you're a part of something that's a lot bigger than yourself.
When Dave started coaching with us, he was really good at sales. All he needed was systems and processes to accomplish more in the same amount of time.
Whether it's getting into business with someone, investing in rental properties, or in Real Estate, setting standards for yourself to follow is really important. After moving to Charleston, Dave decided he wasn't a fan of the culture. He left to pursue his own interests - and ended up hitting a ceiling in another company and left it too.
The not-so-sexy part of real estate is knowing how to lead and manage all the little aspects of a real estate team. It's the nitty-gritty. It's knowing how to keep a team effective, and hold them accountable - not through emotions, but through the data. When you show up to a meeting, you want to know how to address someone.
If you're reading this: do you feel confident with your team prospecting new business daily?
Most people don't feel comfortable with that idea.
Something to ask yourself is this: Is my team equipped with the knowledge, attitude, skills, and habits to create new business on a daily basis to serve themselves and their families with a life by design?
That's the most important thing to focus on when it comes to showing up for your team and incurring new business.
You want to fill your pipeline with appointments and nurtures. Those are the two things to focus on - appointments are people who want to do business with you, and nurtures are people who want to do business with you, just not right now. They have motivation and a determined timeframe.
Two of the biggest metrics we measure are the amount of nurtures we get and the amount of clients we sign. There's a long lag in what we do today and what we get out of it in the future - about 90 days or so. If you skip one day today, maybe you don't feel like hitting the phones, you're going to feel it about 90 days from now. If you do that for an entire week, you're really going to feel it - in about 90 days.
The idea is to show up every day with the attitude that you're going to generate new business and have very consistent leads. If you want to crush it in the next year, you have to get serious and intentional TODAY.
