<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=1613612528878905&amp;ev=PageView&amp;noscript=1">

Our NEW Business Foundations program is here! Click to learn more and sign up TODAY.

The Business Freedom PodcastEpisode
267

The Not-So-Sexy Side of Real Estate - Part 2

By Lars Hedenborg

.

The Not-So-Sexy Side of Real Estate - Part 2

Lars Hedenborg    August 26, 2020

GET THE LATEST EPISODES

pod-phone2.png

We're going to continue on with Dave Friedman's talk from our 2018 Fall Intensive. This time, we're going to focus in on weekly cadence and Dave's goals and milestones - and what they could look like in your team.

Dave's team has figured it out when it comes to team cadence. When someone joins his organization, a lot of times leaders feel like a victim when people don't follow through. When someone joins a high performance team, the team thinks about the needs of the agent. The main difference is expectation setting. 

Dave's approach to team building is unique - what seems like a normal probationary period for new hires is actually structured more like a monthly commitment plan. For the first 30 days, a certain set of requirements is to be met. The next 30 days after that, like a lease, comes with a new set of requirements. Finally, the last 30 days, another set of requirements is set. Only after that is when the permanence of the team member can be considered. 

As a realtor, if you can't produce any business for yourself, how are you going to be successful? The last thing you want to do when you bring someone into real estate is to let them loose when they've never learned the most important component of the business: generating leads for themselves.

When people start as ISAs and meet the requirements set forth in the initial probationary period, that's when we know they've learned the crucial part of the business, and the habits and the attitude of how to face challenges like that. 

Once new agents 'graduate' from the initial challenges of joining a team, they can shift their focus and start to generate business in other ways. The farther you move down your career track, the more different ways you can generate new business. 

Something that Dave and his team do differently is something they call "go for no". Dave's team receives the word "no" differently than others. That's one of the toughest things about being on the phone - the rejection that you get. 

What if you looked at No differently? What if instead of the end of a road, it was just an incremental advancement towards getting a yes?

Celebrating "no" sounds silly- but it's just one step closer that you take yourself to a "yes". 

Some people beat themselves up if after a long day of prospecting they have no new appointments set. What is more important than that is to focus on the little wins throughout the day. There might be a small advancement you made with someone you followed up with. That's a celebration!

Just because you didn't get to an appointment, or a "yes", doesn't mean you're a failure. No, to Dave, means "not right now". 

Much Love & Respect,

Lars' signature

Lars Hedenborg

Founder of Real Estate B-School

P.S. If you are struggling right now wondering what your next step is, here are a few ways I can help you right now:

  1. Schedule a Business Growth Strategy Session.
    If you want to crush the current market and thrive while others fail to even survive, schedule a call with a business coach so we can arm you with a clear plan to profitably and predictably scale your business. No gimmicks or hype! Just the stuff that works!
  2. Sign up for our NEW Business Foundations Program
    Ready to get started on your journey to growing your real estate business? As a member of our all NEW Business Foundations program, you’ll get exclusive access to the tools you need to transform from an overworked real estate agent or team leader to a profitable real estate business owner!
  3. Get a Plan for Predictable Success despite the Current Realities of the Market.
    This short 15-minute training will show you that predictable real estate success is possible even during these crazy times! Find out how to implement the systems and strategies to scale your business despite the current market shift!
  4. Get Instant Access to our Masterclass Training Series.
    Learn how to apply the same tools, systems, and strategies I used over the last 12+ years to go from a struggling solo agent making roughly $20 per hour in 2008-2009 to building a sustainable, profitable real estate team where I now earn over $500 per hour.
  5. Subscribe to The Business Freedom Podcast.
    Join me on The Business Freedom Podcast where I talk about the good, bad and ugly of building a highly profitable, systems driven real estate team.
thumb
Schedule Session
thumb
Enroll
thumb
Grow my business
thumb
Join the community
STRATEGY SESSION MAY 2020
BOOK NOW
PREDICTABLE SUCCESS MAY 2020
GET THE PLAN
SHIFT TOOLKIT MAY 2020
GET ACCESS