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1:19

Today's episode is brought to you by

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the show. welcome.

2:56

Welcome to another episode of Keeping It

2:58

Real, the largest podcast made by

3:00

real estate agents and for real estate

3:02

agents. My name is DJ Paris.

3:04

I am your guide and host through

3:06

this show. And in just a

3:08

moment, we're going to have you witness

3:11

in real time a coaching session.

3:13

Now you might think, well, why would

3:15

I want to listen to a

3:17

coaching session? Because number one, you're going

3:19

to hear from an agent who

3:21

is right now. going through the process

3:23

of going from dual career, having

3:25

a regular nine to five into single

3:27

career, but also you're going to be

3:29

able to gain some understanding within

3:31

your own business, whether your single career

3:33

or dual career about how you

3:35

could move forward in the next 90

3:38

days, because this is an interactive

3:40

session. There is a link in the

3:42

show notes to what is called

3:44

the agent wheel. We encourage you to

3:46

print that out or at least download

3:48

it, have access to it so you can

3:50

complete it. Along the way because what's

3:52

going to happen is Brent Scott from

3:54

the locker room. He is a coach a

3:56

real estate coach. He's amazing He's gonna

3:59

be walking Kiki Palmer through this

4:01

process of evaluating every part of

4:03

her business. This was a session we

4:05

did live with our audience last

4:07

month. We want to bring it

4:09

to you here on the show

4:11

in case you missed it and it

4:13

was a lot of fun. Kiki

4:16

was great and she really gave

4:18

some insight into where she needed to

4:20

go to get to that next

4:22

level and Brent provided her with

4:24

the right questions to ask and they're

4:26

the same questions you should be

4:28

asking yourself. So Download that agent

4:30

wheel, listen to this interview, follow along,

4:32

answer the questions just like Kiki

4:34

and you will have a 90

4:37

day plan moving forward to help

4:39

grow your business. And let's just get

4:41

right to it guys. My, or

4:43

actually not my conversation. This is

4:45

it for me. The conversation

4:47

between Brent Scott and Kiki

4:49

Palmer. Enjoy. Just

5:04

before we get started today, I

5:06

wanted to give you special announcement.

5:08

We are once again doing a

5:10

webinar at the end of April,

5:12

April 29th from 12 p .m.

5:14

to 3 p .m. Central Standard Time

5:16

completely free for our Keeping It

5:18

Real audience. And this is an

5:20

opportunity for us to connect together,

5:23

chat along the way, and also

5:25

get to learn from some unbelievable

5:27

speakers. We have Amy Duan Kim,

5:29

one of the top agents here

5:31

in Chicago, going to talk about

5:33

finding listings in a low inventory

5:35

environment, which we're all dealing with.

5:37

We also have Mary. Dingman from

5:39

the locker room is going to

5:41

talk to you about secrets of

5:43

how to crush open houses so

5:45

that you actually generate leads. And

5:47

we have Kim Ritberg, our resident

5:49

video expert, talking specifically about chat

5:51

GPT and other ways that you

5:53

can use video right now to

5:55

get leads. Guys, head over to

5:57

keepingitrealwebinar .com. Again, keepingitrealwebinar .com. Use the

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promo code podcast. It'll reduce the

6:01

price to zero. Thanks to our

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sponsors. So again, keeping it real

6:05

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6:07

podcast and it's going to be the

6:09

29th, which is a Tuesday from 12

6:11

to 3pm central standard time. Please be

6:13

there. We have limited seats and we

6:15

just love doing this with you and

6:18

it's fun to connect. All right. Enjoy

6:20

the episode. Welcome

6:36

back. We are

6:38

going to get started with

6:40

our second presentation or second

6:43

presenter of the day. Thanks

6:45

to Kerry again for that.

6:47

amazing first session. And this is a really

6:49

exciting session because I think it's probably

6:51

the first time it's been done on, well,

6:53

certainly on a podcast for real estate

6:55

agents. I don't think it's been done before.

6:57

So this is really cool. So what

6:59

we're going to do is I'm going to

7:02

bring on Coach Brent Scott. I'm to

7:04

introduce him in just a moment. He's going

7:06

to be doing a live coaching session

7:08

with a fantastic agent and he's going to

7:10

help her get to that next level

7:12

and figure out what she can focus on

7:14

in the next 90 days to to,

7:16

you know, improve and meet some of her

7:18

goals. At the same time, we're going

7:20

to ask you to follow along. Now, this

7:22

is something where you get to actively

7:24

participate. I have a poll or I think

7:26

it's called a poll that I'm going

7:28

to set up here and we're going to

7:30

be able to do this along. So

7:32

as we're, as Brent is, you know, coaching

7:34

Kiki, who I'm going to introduce as

7:36

well in a moment, I want you to

7:38

start answering some of these questions, put

7:40

them in the chat or rather you could

7:42

either put them in the chat or

7:44

better put them in the poll. So

7:46

I'm going to pull that up here

7:48

in just a moment so that we can

7:50

follow along and you don't fill it

7:52

out yet, but you should have just now

7:54

hopefully everybody saw I just launched a, I

7:57

just launched the poll so you should

7:59

be able to see it. So We're going

8:01

to do these one by one and

8:03

we're going to just wait. So don't fill

8:05

it out yet, but you'll fill it

8:07

out along the way. And then it'll give

8:09

you kind of a cool little process

8:11

that Brent is going to teach Kiki that

8:13

you can do as well. And then

8:15

Brent's going to give you an opportunity to

8:17

actually do this with him as well.

8:19

So first let's introduce our guest. So.

8:24

Sorry, one second. There is Brent.

8:26

Okay. So coach Brent Scott

8:28

made a bold career shift in

8:30

2003, leaving behind a senior retail

8:33

management position to venture into the

8:35

world of real estate. And like

8:37

many aspiring agents, he faced initial

8:39

challenges, shocking, but an extended the

8:41

industry within two years. We know

8:43

a lot of people do this,

8:45

right? But undeterred, Brent relocated to

8:47

Florida in 2005 and made a

8:49

triumphant return to real estate, obtaining

8:51

his broker's license. Despite navigating the

8:53

turbulent market, we know what happened

8:55

in in 2007, 2008, the market

8:57

crashed, but he's persevered and took

8:59

a leap of faith by establishing

9:01

his own brokerage in 2009. Although

9:03

the venture encountered setbacks and ultimately

9:05

failed in 2010, Brent refused to

9:07

be discouraged. He regrouped, honed his

9:09

leadership abilities and embraced a mindset

9:11

of learning from failure. In 2017,

9:14

Brent, I'm sorry, I'm still sharing

9:16

my screen. Let me stop doing

9:18

that. All right. There we go.

9:20

Sorry about that, guys. You don't

9:22

need to see that. And 2017,

9:24

Brent dedicated himself to coaching real

9:26

estate agents full time, launching a

9:28

highly acclaimed coaching program in Northwest

9:30

Florida. Notably, this is amazing. 80 %

9:32

of his clients were fresh faces

9:34

in the industry. And under his

9:37

guidance, they collectively earned over one

9:39

million in gross commission income in

9:41

2019. Presently, Brent holds

9:43

the esteem position of national

9:45

coach and trainer at the

9:47

locker room real estate coaching

9:49

company. He shares his expertise

9:51

through engaging continuing education workshops.

9:53

and provides personalized coaching to

9:55

offices and agents. nationwide. Additionally,

9:57

Brent collaborates with approximately a

9:59

dozen real estate brokerages, owners

10:01

and team leaders, leveraging his

10:03

insights to help them amplify

10:05

the growth of their organizations.

10:07

Brent is also a fractional

10:09

CEO of a prominent real

10:11

estate brokerage here in Chicago. I

10:13

have had the pleasure of working with

10:15

Brent now for a number of years

10:17

now. And boy, he is incredible.

10:20

You're going to see him in action in just

10:22

a moment. And I want everybody to check

10:24

out the locker room, which is T I'll

10:27

put that in the chat. It is

10:29

a really cool and a very different coaching

10:31

company than you might expect. There's a

10:33

lot of coaching companies out there, but locker

10:36

room has a really fun. a fun

10:38

atmosphere and they know their stuff and they

10:40

really, really deliver results. And a lot

10:42

of coaching companies claim to do that, but

10:44

they actually do it and which is

10:46

why they're so successful. And so if you

10:48

haven't checked them out, TLRNation .com is the

10:50

place to go. We'll also be sending

10:52

that out to you after the presentation. But

10:54

Brent, welcome to the show again. Well,

10:57

thank you so much

10:59

for the amazing introduction.

11:02

I am on the road just south of

11:04

Richmond and my internet is not being friendly

11:06

to me. So we're going to plow through

11:08

this. If I have to turn off my

11:10

computer to save some bandwidth, we're going to

11:12

make this happen. So thrilled to be here. Yeah,

11:15

thanks, Brent. And Brent is on the road

11:17

and we appreciate it. It's not easy to do

11:20

that when you're on the road. So thank

11:22

you for making time for us. I am also

11:24

going to introduce the person that we are

11:26

going to be coaching today who is also a

11:29

I don't want to call her up and

11:31

coming because she's already arrived, but she is

11:33

still growing her business. And she

11:35

is somebody who takes this business very

11:37

seriously and really is going between

11:39

two careers. She's making that transition. That's

11:41

not an easy thing to do.

11:43

So we're going to talk to her

11:45

today, but let's tell you more

11:47

about Kiki Parmer, who's going to be

11:49

coached by Brent today. And remember,

11:51

you're going to get coached along the

11:53

way. Go to that poll section.

11:55

Don't answer anything yet, but we'll be

11:57

doing that one by one here.

11:59

Um, but we're gonna, let's talk about

12:01

Kiki Palmer, your real estate Chicago

12:03

expert. Now. Kiki Palmer has been a

12:05

licensed real estate agent for nearly

12:07

two years. And within that short time,

12:09

she has successfully transitioned from a

12:12

dual career focusing solely on real estate.

12:14

Now we have so many people

12:16

that want to do that. That is

12:18

a scary thing, right? So she's

12:20

in the middle of getting that done.

12:22

She's basically got it done, but

12:24

she can talk about that as well.

12:26

But she holds two master's degrees

12:28

related to her previous role as director

12:30

of operations. She had a great

12:32

career in another industry. She combines strategic

12:34

thinking with a deep understanding of

12:36

the market. Originally from India, she comes

12:38

from a family of entrepreneurs, her

12:40

grandfather, founded one of the largest and

12:42

most successful sewing machine manufacturing and

12:44

retail businesses in India. Now Kiki always

12:46

knew she wasn't meant for the

12:48

traditional nine to five. As soon as

12:50

her visa allowed her, she pursued

12:52

her passion and obtained her Illinois real

12:54

estate license. Her sharp negotiation skills

12:56

and commitment to her clients have already

12:58

resulted in 2 .3 million in closed

13:00

sales and under contract sales volume

13:02

this year alone. Kiki thrives on helping

13:04

clients achieve their real estate dreams

13:06

and would be thrilled to share her

13:08

insights on making the transition from

13:10

dual career to successful full -time real

13:12

estate business. So I want you

13:14

also to follow Kiki on Instagram.

13:16

You can find her at Chicago realtor

13:18

Kiki. I'll post that in the

13:21

show, sorry, in the chat here. So

13:23

please let's welcome Kiki as well.

13:25

Kiki, welcome. Thank

13:28

you, DJ. That was

13:30

a very generous introduction. Well,

13:33

we're just excited you're here. I also

13:35

have one more piece that I'm going to

13:37

be sharing with everyone. So I am

13:39

in the process of uploading that. You'll see

13:41

that in the chat and it is

13:44

called the agent wheel. And this is the

13:46

process that coach Brent is going to

13:48

be utilizing. So I am putting that in

13:50

there right now. I hope everyone can

13:52

see it. I just. sent it. So hopefully

13:54

it's there. Click on it, but we're

13:56

going to be answering these questions as well

13:58

in the polls and quizzes. And this

14:00

will give Brent and all of us an

14:02

idea of where we're all struggling because

14:04

we're all struggling somewhere. So I'm going to

14:06

let you guys take it from here

14:09

and I will meet myself and coach Brett,

14:11

it's up to you. It's all you

14:13

and you can present as well. Thanks,

14:16

DJ. I appreciate it. Kiki, it's nice to

14:18

meet you today. Thank you so much, Brett.

14:20

Nice to meet you too. I've heard some

14:22

amazing things about you. Well, likewise,

14:24

before we dive in, amazing

14:26

story, what

14:28

motivated you in your real

14:30

estate journey? What's gotten you this

14:32

far in your quest? Yeah,

14:35

so a little bit about what DJ shared already.

14:38

I don't think I was always meant

14:41

to do a nine to five. I

14:43

grew up in a business family back

14:45

home, looking at my grandfather, my dad,

14:47

my uncles, my brother, everyone working in

14:49

business. They worked countless hours, so hard

14:51

around the clock just to make sure

14:53

that, you know, the manufacturing business is

14:55

going well, we're keeping our sales goals

14:58

high. And so looked at team meetings,

15:00

look at it like lead gen. So

15:02

everything related to sales is something that

15:04

I saw as I was growing up

15:06

as a kid. So

15:08

that was just deeply rooted in me.

15:10

My role as director of operations

15:12

involved a lot of negotiations, strategic

15:15

thinking and client management, which really helps

15:17

me with my role as state business

15:19

now as of, you know, kind of

15:21

made the transition to it. That's

15:23

amazing. That's amazing. And so what do

15:25

you want to make sure you get out

15:27

of this conversation today? I want to

15:29

bring you value. Yeah,

15:31

I think since we have been

15:34

speaking a lot about lead generation, if

15:36

we can maybe focus on listings, that

15:39

would be great. When

15:41

I'm working my SOI, I have a

15:43

lot of friends and family who are

15:45

around my age. They're more in the

15:47

first time home buying phase. So

15:49

if there's a lead gen strategy you

15:51

can focus on specifically for listings, that

15:53

would be great. All right. So

15:56

lead generation for listings. And

15:58

we're going to start by Zooming

16:00

out. Okay, so lead generation is

16:02

obviously a significant component of the

16:04

real estate business And at the

16:06

same time sometimes we need to

16:08

take a take a moment to

16:10

zoom out at that 30 ,000

16:12

foot view and really take an

16:14

opportunity to what I call interrogate

16:16

reality Figure out exactly where your

16:18

business is today And then that

16:21

will give you the absolute clarity

16:23

on what you need to focus

16:25

on in the next 90 days

16:27

and it's only a 90 -day commitment

16:30

And the reason for that is because

16:32

we can radically change the trajectory of

16:34

our business if we put a lot

16:36

of focus and intention on one key

16:38

area of our business for just 90

16:40

days. And then zoom

16:42

out and reevaluate, reinterrogate. And

16:44

so that's what I'm gonna take you

16:46

through the process today is we're gonna

16:48

zoom out, we're gonna interrogate reality for

16:51

your entire real estate business. And

16:53

then we can zoom in and figure out

16:55

a little bit more about which component is

16:57

most impactful, okay? And

16:59

so have you seen my agent wheel before?

17:02

I have not. I'm looking at it

17:04

now, though. Excellent. So the

17:06

agent wheel is broken up

17:08

into four different quadrants. The

17:11

four different quadrants are productivity,

17:13

growth systems, and profitability. And

17:16

then within each one of

17:18

these quadrants, there are three components

17:20

that most directly impact that

17:22

particular quadrant. So what we're

17:24

going to do is we're going to go

17:26

through each 12 of these major areas of

17:28

your business and we're going to score it

17:30

on a scale from 1 to 10. Now

17:33

one means you need

17:35

major improvement. 10

17:37

means that you have mastered that area and

17:39

I have. I've always been able to challenge

17:42

people to give me 10s, but I really

17:44

like when I hear a 10 because that

17:46

gives me an opportunity to learn more about

17:48

what they're doing to be a 10. And

17:50

there are no zeros because at least you

17:52

know the words and everything that we're going

17:54

to talk about. Okay. And

17:57

so I'm going to ask you for a little

17:59

bit of vulnerability, a little bit of candor, a

18:01

little bit of transparency as we go through this

18:03

process. Fair enough. Let's

18:05

dive in. So in the productivity quadrant,

18:07

the first component is lead generation. And

18:09

for each one of these, I want

18:11

you to think of it as a

18:13

system within your business. So

18:15

when we think about lead generation, we think

18:17

about how many leads do you consistently

18:20

generate per week or month? We

18:22

think about, are you relying on a single

18:24

lead source, or do you have multiple lead pipelines?

18:27

We think about the structured follow

18:29

-up system for those new leads,

18:31

where percentage of your leads

18:34

actually convert into transactions. And

18:36

then finally, what is your

18:38

most effectively generation strategy and how

18:40

can you scale it? So

18:42

scale from one to 10. How would

18:44

you rate your lead generation? I

18:47

think six. Six. Describe

18:50

a six for me and lead generation.

18:53

Yeah. So. I

18:55

think I was focusing a lot on one

18:57

source of Legion, which is my SOI

18:59

and referrals. I have

19:01

recently started, you know, speaking with

19:03

a little pay at closing

19:05

companies, but I'm not, I'm not

19:07

the biggest fan of like picking up

19:09

the phone and cold calling. So I do

19:12

have a virtual assistant that does that

19:14

for me, but I just started doing that.

19:16

So, you know, in two years, most

19:18

of my business has come from, you know,

19:20

friends and family that I know and

19:22

referrals that I've gotten. Okay,

19:24

so I'm hearing that we've started to

19:27

introduce some leverage through a virtual assistant

19:29

to make those outbound calls that you

19:31

really don't like, right? And you've got

19:33

a pretty strong SOI presence, but other

19:35

cold lead gen levers, we need to

19:37

develop those a little bit. Am I

19:39

picking that? Is that right? Yeah,

19:42

that's right. All right, perfect. Let's

19:44

talk about time management. So

19:46

when we talk about time management,

19:48

do you have a structured daily

19:50

or weekly schedule or do you

19:53

work reactively? How much

19:55

time? Well, I'm going to ask you a lot of

19:57

questions, okay? So take all these

19:59

into consideration. Okay. All

20:01

right. How much time do

20:03

you dedicate daily to income

20:05

generating activities versus administrative tasks? Think

20:08

about are you following or using

20:10

time blocking techniques to make sure that

20:12

you've got consistency and and

20:15

lead generation and follow up. What

20:17

are the distractions that are

20:19

negatively impacting your productivity? And finally,

20:22

do you attract those daily

20:24

activities so that you can make

20:26

sure that you're measuring efficiency

20:28

and identifying areas for improvement? Scale

20:31

from one to 10, how would you rate your

20:33

time management? Seven. Seven.

20:37

Describe for me seven in time

20:39

management. So I have

20:41

my calendar time blocked and this

20:43

came in very handy because I

20:45

was working another full -time job,

20:47

so I really had to stick

20:49

to my calendar. Now, the

20:52

reason why three points less is

20:54

because sometimes I'm not able to

20:56

stick to it if I'm pulled

20:59

into last -minute meetings from another

21:01

job or if I have last -minute

21:03

showing requests where my time was

21:05

initially blocked for follow -ups or

21:07

just making calls to past clients. And

21:11

so what would need to happen to

21:13

take it from a six to an eight?

21:18

You mean seven to seven to eight? I'm

21:20

sorry. Yeah, seven to an eight. I

21:23

think if I can at

21:25

least 90 % of the time

21:27

focus on doing activities that I

21:29

have actually blocked my time

21:31

for, then that would take it

21:33

from a seven to eight.

21:35

All right. So competing priorities are

21:37

a little overwhelming right now. And

21:39

if we can streamline those

21:41

competing priorities so that not 100

21:43

% of your weekly calendar is

21:45

followed, but 90%, you're 90 %

21:47

there, then that would make a

21:49

difference. How would that impact

21:52

your business? Oh,

21:54

I think significantly. More

21:56

specifically, how specifically would that impact your

21:58

business? You know, I think of the

22:00

story where I lost a lead, but

22:02

just not. picking up the phone and

22:04

calling them, which I had scheduled our

22:06

time block time for. So

22:08

it's definitely associated with either

22:10

it's either jeopardizing my

22:12

relationship, my reputation or, you

22:14

know, my client. So

22:17

when you didn't follow your

22:19

time block that resulted in

22:21

a lost business opportunity specifically.

22:25

Okay. All right. Anybody who's listening, that's

22:27

a lesson. Okay, let's jump to

22:29

referrals. So when I talk

22:32

about referrals, I talk about, you

22:34

know, what percentage of your business come

22:36

from referrals? Do you have a

22:38

system in place for asking for referrals

22:40

from past clients and contacts? How

22:42

do you show appreciation for

22:44

the referrals that you receive so

22:46

that That encourages repeat referrals. How

22:50

do you engage with past

22:52

clients to stay top of mind?

22:54

And are you levering social

22:56

media, events, email campaigns, all of

22:58

the ways to generate more

23:00

referrals? Scale from one to 10, how would

23:02

you rate your referrals? Five.

23:06

All right. Describe a five for

23:08

me. I

23:11

think my SOI trust me enough

23:13

that they send me referrals, but I

23:15

don't have a system in place

23:17

for consistently asking for referrals or maybe

23:19

thanking folks. I mean, I do

23:21

thank them as soon as I get

23:23

the referral and I start working

23:25

with them, but I don't have a

23:27

system in place for like following

23:29

up and, you know, consistently being on

23:31

top of mind. Okay.

23:34

All right. All right. So

23:36

that gives us a productivity quadrant score

23:38

of 18. Let's move

23:40

into the growth score. And

23:42

so the growth score is that database. And

23:45

so when we talk about database,

23:47

a couple of things that I want

23:50

you to think about how many

23:52

contacts in your database, how often do

23:54

you communicate with them? How segmented

23:56

is your database based upon the relationship

23:58

level? Do you have an automated

24:00

CRM system that tracks your interactions and

24:02

follow up? What percentage of your

24:04

business comes from your database? We've talked

24:07

about that, of course. And how

24:09

can you improve engagement with your database

24:11

to increase those repeat and referral

24:13

business opportunities? Scale from one to ten,

24:15

how would you rate your database? That's

24:19

a four. A four?

24:21

Yeah. Tell me about a

24:23

four. Um, so... do

24:25

have at least about 2 ,500 contacts

24:27

in my database that are complete,

24:29

so I have their phone number

24:31

and email. Now, I've

24:34

recognized this and I've already

24:36

spoken to my virtual assistant about

24:38

helping me out with segregating

24:40

the leads based on sellers,

24:42

buyers, tenants, just personal contacts,

24:44

other agents that are in my

24:46

database, so that I can set

24:49

up drip campaigns for each of these. So

24:51

this is on my top priority for this

24:53

year, and I've already started working on it.

24:55

That's why it's a four was the area

24:57

of concern for me. And that's why I've

24:59

decided to kind of combat it in Q1

25:01

of this year itself. Excellent.

25:03

Okay, so you are making

25:06

active you're putting intention right now

25:08

towards improving that database Okay,

25:10

all right Vendor partners when we

25:12

talk about vendor partners I

25:14

am not talking about your preferred

25:16

vendors or the list of

25:18

three people that you give when

25:20

somebody asks you for a

25:22

home inspector I am

25:24

talking about those

25:26

strong referral partner relationships.

25:29

Like do you have 10 to

25:31

15 of them and they actively

25:33

sending you business? When you

25:35

think about your vendor partners, are you

25:38

communicating with them and meeting with them

25:40

just to strengthen the relationship? Is

25:42

the partnership mutually beneficial or

25:44

are you just providing them with

25:47

a lot of business opportunity? Do

25:50

you collaborate on joint ventures

25:52

or marketing efforts or client

25:54

appreciation events? And

25:56

how can you expand your vendor

25:58

network to include more referral opportunities?

26:00

Scale from one to 10, how

26:02

would you rate your vendor partner? Yeah,

26:05

so that one's going to be a

26:07

four to one. It's interesting you asked

26:09

this question because I was thinking about

26:11

this last night where I have on

26:13

tractors. mortgage lenders

26:16

that I'm the one sending referrals to

26:18

them, but I have gotten zero referrals

26:20

back from any of them. I've at

26:22

least given each of them four to

26:24

five clients that I've converted because these

26:26

have been friends, families, people that of

26:28

course like know and trust me and

26:30

take my opinion seriously. So

26:32

yes, that's another area have to focus on

26:35

this year. Okay. All

26:37

right. And

26:39

then finally, personal growth. So

26:42

sometimes we need to spend

26:44

some work improving the six inches

26:46

between our ears, right? And

26:48

so thinking about personal growth, what

26:50

is your personal development plan

26:52

for improving your skills and knowledge?

26:55

How much time do you dedicate each

26:57

month to training or coaching or education? Are

27:00

you part of mastermind groups or

27:02

a mentorship program or a coaching

27:04

network? What books or

27:06

courses or training programs have

27:08

you read that it

27:10

significantly impacted your business. Scale

27:12

from one to 10, how would you rate

27:15

personal growth as a system? I

27:17

think seven. Okay. Describe

27:21

a seven in personal growth.

27:24

So I dedicate 30 minutes every

27:26

single day before bedtime to

27:28

read a personal growth book. A

27:31

couple of ones that I've read

27:33

is Ninja Selling, 5 AM Club,

27:35

how to talk to anybody. And then my current

27:37

one that I'm reading is think and grow

27:39

rich. Other than

27:42

that, I'm a big fan of

27:44

also like personal development. So I

27:46

love taking, you know, I love

27:48

listening to motivational speakers. So I

27:50

went to Tony Robbins event

27:52

towards end of last year. I'm

27:54

going to go to two more of his

27:56

events this year. But yes,

27:58

that's what I've been doing. Other

28:00

than that, I also spend about

28:03

15 minutes every morning looking at

28:05

scripts. because I personally

28:07

feel I'm not the best on the phone. Like

28:09

if you get me in front of a

28:11

client, I definitely have a very high conversion rate,

28:13

but I'm working on my scripting. I

28:16

like it. I like it. Okay.

28:19

So that gives us a growth quadrant

28:21

of 15, a growth quadrant square

28:23

of 15. Let's move into the systems

28:25

quadrant. And so

28:28

the first component of the systems quadrant

28:30

is that transaction management. This is

28:32

the timeframe between contract to close, right?

28:35

And so when you think about

28:37

transaction management as a system, first

28:39

off, is it consistent? Is

28:41

it repeatable? How often do

28:43

deals get delayed or fall through

28:46

the cracks because of missing paperwork or

28:48

bad communication? Do

28:50

you have checklists or automated systems?

28:52

Do you have a transaction coordinator

28:54

or are you doing everything yourself? And

28:57

finally, are the things that

28:59

you can do to improve the

29:01

efficiency in handling contracts, inspections,

29:03

closing procedures? Scale from 1

29:05

to 10 rate that transaction management system

29:07

for me. That's going to

29:09

be a 7. 7. Talk to

29:11

me about transaction management. Yeah,

29:14

so this is something I realized

29:16

earlier this year when business started

29:18

taking off a lot. I don't

29:20

know if you saw still on

29:22

the call, but she connected me

29:24

with an amazing transaction coordinator. She's

29:27

also a full -time role as

29:29

a broker, but she does documentation

29:31

management on the side. So I've

29:33

been collaborating with her very consistently. I've

29:36

also started recruiting for my team,

29:38

and I already have one team

29:40

member recruited as of last week.

29:42

We'll be joining Kail soon, but

29:44

another team member is specifically going

29:46

to be responsible for transaction management.

29:50

Awesome. So I'm here in high leverage, right?

29:53

And I'm sure that

29:55

your operational management experience plays

29:57

into the understanding how

29:59

important leveraging off some of

30:01

that administrative stuff is,

30:03

right? Yes, absolutely. Okay.

30:05

All right. Is there anything you

30:07

regret about hiring a transaction coordinator? Sorry,

30:10

did you say regret? Yeah. Not

30:14

at the moment. Maybe

30:16

when I hire someone new and

30:18

might have to teach them our new

30:20

system that we also just recently

30:23

started using, that might take some

30:25

time for me, but no regrets right now.

30:28

Awesome. All right.

30:30

Let's talk about client care. When

30:33

we talk about client care, we

30:35

talk about how would your clients describe

30:37

their experience in working with you? How

30:40

do you have a structured process

30:42

for keeping clients informed during the

30:44

buying and selling process? How

30:46

often do you provide those personal

30:48

touches, those handwritten notes or gifts to

30:51

your clients? Are you

30:53

gathering feedback from them so that

30:55

you can improve your own processes

30:57

and systems? And

30:59

what do you need to

31:01

implement to really create that

31:03

five -star client experience? Scale

31:05

from one to ten, how would you rate your

31:07

client care? Nine. 9

31:10

Talk to me about client care.

31:12

What does a level 9 client care

31:15

look like? Yeah, so basically everything

31:17

you said apart from collecting feedback from

31:19

them when I'm working either with

31:21

buyers or sellers I try to reduce

31:23

any kind of ambiguity because that's

31:25

where anxiousness comes from So I have

31:27

a detailed process that I review

31:29

with buyers during a buyer consultation And

31:31

with sellers as well when I'm

31:33

you know going for a pre listing

31:36

appointment with listing appointment I walk

31:38

them through different steps that even come

31:40

into play while working with a

31:42

multiple offer situation. So we're not

31:44

kind of in a fix when we're

31:46

dealing with it. So I try to give

31:48

them multiple possible scenarios even before we're

31:50

kind of in the middle of it. So

31:53

I think that's what gives them a

31:55

lot of confidence when they're working with

31:57

me. And that's what turns into high

31:59

recommendations and referrals. I don't

32:01

have a system in place for gathering feedback from

32:03

them. So that's something I can work on. Hang

32:13

tight with us guys. Coach Brent

32:16

is coming back. He is on the

32:18

road and his a little spotty.

32:20

So just hang tight for a second.

32:22

We will get him back while

32:24

we're waiting. Kiki, tell me about the

32:26

journey from dual career to single

32:28

career. How has that been going and

32:30

how did you start to make

32:32

that transition? Yeah, so

32:34

when I got into real estate, I

32:36

never got into it thinking that I'm

32:38

going to do it as a side

32:41

hustle. I always knew it. The goal

32:43

is to transition full time. I'm

32:46

a very numbers driven person

32:48

because I used to work in

32:50

operations. I'm super number driven.

32:52

So when I got to a

32:54

point financially, And

32:56

I started getting my sales volume

32:58

goals. That's when I realized that now

33:00

it is time to give back

33:03

to my clients, work with them more,

33:05

spend more time doing what I'm

33:07

truly passionate about. And just

33:09

jumping out the bed feeling excited to

33:11

do what I want, rather than

33:13

just provide four or five hours a

33:15

day for something I would want

33:17

to do, maybe 10, 12 hours a

33:19

day. Yeah. I

33:21

want to ask about this 2 ,500 contact

33:23

list, uh, in your, your sphere of

33:26

influence list in your contacts. Um, how did

33:28

you develop that? And, and by the

33:30

way, guys, if there's a great statistic, if

33:32

you look this up on chat, you

33:34

don't have to take my word for it.

33:36

It is estimated that 10 to 15 %

33:38

of your. database is going

33:40

to transact in real estate over

33:43

the next 12 months. That is just

33:45

like a statistic that apparently is

33:47

true. So she has a pretty big

33:49

database. So her ability to find

33:51

clients is all in that database. So

33:54

we're Brent's back, so we're going to bring him

33:56

back on. But can you just

33:58

share with us, how did you build that database, that

34:00

sphere of influence? Yeah. Some

34:03

of that came from, you know, folks

34:05

reaching out to be on Instagram, Facebook.

34:08

My husband also works in sales, so

34:11

he works in manufacturing. So his

34:13

company is, you know, kind of a

34:15

tight knit company. They have 30

34:17

employees. So them, they're spouses. their

34:19

children if they're older enough to,

34:21

you know, transaction real estate. I've

34:24

been here for eight years and I'm a

34:26

very, very social person. You

34:28

know, my house is always known as a party

34:30

house. I always have friends

34:32

or friends always get more friends. So

34:35

I think that's kind of the reason

34:37

how the database has grown so much.

34:39

I think I love hosting people. I

34:41

love hosting events. So that's how I get to

34:43

know a lot of people. Awesome.

34:45

So remember that everyone, 10 to 15 % of everyone

34:47

in your database is going to need a realtor

34:49

in the next 12 months. Now, are they going to

34:52

choose you? Well, you should have a good communication

34:54

strategy to make sure that you're reaching out to them

34:56

every month in some capacity. But we're

34:58

going to turn this back over to Brent. He is back. Thank

35:01

you so much. Those, all those internet

35:03

gremlins are messing with me right now.

35:05

So we're going to continue to power

35:07

through. I appreciate that. The

35:09

last thing that I heard

35:11

in the client care situation

35:13

was systematizing that feedback process.

35:15

Is that right? Yes,

35:17

that is right. Excellent. All

35:20

right. Let's jump to the follow

35:22

-up process. The follow -up

35:24

is that timeframe in between when somebody

35:26

raises their hand and says, I

35:28

might be interested in needing help with

35:31

real estate and the point where

35:33

they decide to work with you. Okay

35:35

and so when you think about

35:37

your follow -up ask yourself things like

35:39

how long does it take for you

35:41

to follow up with a new

35:43

lead? Do you have a structured follow

35:45

-up plan? Do you use

35:47

emails and text message and

35:49

calls a sequence of different follow

35:52

-up methods and how frequently do

35:54

you follow up with past

35:56

clients other after the closing? And

35:58

then finally, do you have a

36:00

re -engagement plan so that those

36:02

cold leads that didn't initially convert,

36:04

you can go back and re -engage

36:06

and convert them? Scale from one

36:08

to 10, how would you rate

36:11

your follow -up? Nine. Nine.

36:13

Talk to me about follow -up. I

36:17

am very thorough about, you know,

36:19

getting a new lead in my CRM

36:21

and putting their information, texting

36:24

them, emailing them, calling

36:26

them at frequent intervals. Not

36:28

so much that it gets annoying. I know some

36:30

of these legion companies, as soon as you get a

36:33

lead, call them like nine times in four days,

36:35

they answer your call. I don't do that. I want

36:37

to give them time to breathe. I know everyone

36:39

has things that they're doing in life other than real

36:41

estate. So I have a

36:43

specific timeframe that I follow up with

36:45

leads. I've actually never had

36:47

a lead tell me that please don't

36:49

call me or text me or email me

36:51

over again, which I think is quite

36:53

nice in our business because your agents get

36:55

that pretty often. So

36:57

other than converting cold leads, and putting

37:00

them onto a drip campaign or a

37:02

strategy that might make them into a

37:04

warm or hot lead. I think I

37:06

do make all of the other touch

37:08

points. Excellent.

37:11

All right. That gives us

37:13

a systems quadrant score

37:15

of 25. Highest quadrant so

37:17

far makes sense. Operations

37:19

management background type of situation,

37:21

right? Okay.

37:23

All right. Let's dive into

37:25

the profitability quadrant. And so the

37:28

first component of profitability is

37:30

net worth. And when I talk

37:32

about net worth, I'm not asking, do you

37:34

have all the money that you want to

37:36

have? Okay. Think about net worth as

37:38

a system. So do you know what your

37:40

current net worth is? How often do you track

37:42

it? Are you building long

37:44

term wealth through savings or

37:46

investments or real estate? How

37:49

much of your income are

37:51

you reinvesting into your business versus

37:53

personal savings? Do

37:55

you have financial goals beyond just

37:57

earning commissions like retirement or

37:59

investing? And finally, do

38:01

you have specific strategies that you're

38:03

employing in order to increase your

38:05

net worth over time? Scale

38:07

from one to 10, how would you rate your net

38:09

worth? This is a nine. Nine.

38:13

Okay. Tell me a little bit about your

38:15

net worth system. Yeah, so

38:17

as you might have guessed, I

38:19

obviously love Excel a lot. I'm a

38:21

numbers gal. So I wake up

38:23

looking at Excel and I sleep before

38:26

I sleep and I look at

38:28

Excel too. So I know exactly what

38:30

leads I'm talking to what you

38:32

know, what they prefer buying or selling

38:34

ranges, what their conversion

38:36

rate or what my prediction is

38:38

that they convert and how far out.

38:41

So I make all of those predictions to

38:43

understand if I'm on track to meet my

38:45

goals for that month. And then

38:47

yes, I do have a financial advisor

38:49

who also invests on my behalf to

38:51

maintain a portfolio because I do have

38:54

a net worth goal eventually and then

38:56

also before the end of this year.

38:58

So yes, I think that is, that's

39:00

how it gets to a nine. You

39:03

know, I want to key in on

39:05

something that you just said, I have

39:07

a net worth goal. That

39:09

is very different than an income

39:12

goal. or even a

39:14

profitability goal, that is

39:16

the third level of financial

39:18

awareness is to have a net

39:20

income goal. So

39:22

if you're taking notes, the success

39:24

leaves clues. Well, let's dive into

39:26

budget. So questions with regards

39:28

to budget number one, do you

39:30

have one? Do you have a monthly

39:32

and annual budget for your business

39:34

expenses? Do you know what

39:36

percentage of your revenue is allocated

39:38

for taxes and marketing and operational

39:40

costs? Are there expenses

39:42

that could be reduced or

39:44

eliminated? Do you separate your

39:47

business and personal finances so

39:49

that you can maintain that financial

39:51

clarity? And then finally, how

39:53

often do you review your budget to

39:55

make sure you're staying on track towards

39:57

your budget profit and growth goals? Scale

39:59

from one to ten, how would you

40:01

rate the budget? Nine.

40:03

Nine. Talk to me about your

40:05

budget. So, of

40:07

course, I have At the beginning

40:10

of the year, I set aside a budget for the

40:12

whole year. Now, I am

40:14

experimenting with a couple of companies

40:16

when I'm doing lead gen, but

40:18

I have what I read

40:20

in this book. It's called Redlight

40:22

Greenlight. So I will

40:24

go, I will put three months of

40:26

my expected expenses in it. And

40:28

if I don't see ROI, I will

40:30

stop. I also try not

40:32

to invest in multiple lead sources at one

40:35

time, which gives me a financial constraint. And

40:38

then other than that, I do leave

40:40

a little bit extra room for budget if

40:42

I do want to spend either on

40:44

social media marketing, which is one of my

40:46

top goals for this year. And

40:49

so it sounds like you

40:51

are budgeted for growth, not

40:53

only sustainability. I

40:57

like it. I like it. And

40:59

then finally PNL. So a budget

41:01

is looking forward. PNL is looking

41:03

backwards. And so do you

41:05

regularly review your profit and loss

41:07

statement? Do you know what your profit

41:09

margins are and how it's changed

41:12

over the last year or two? Are

41:14

you generating enough revenue to

41:16

cover your expenses? Do you

41:18

track your return on investments for marketing

41:20

and lead gen? We've talked about that.

41:23

And then finally, what can

41:25

you do to increase revenue? while

41:27

reducing unnecessary business expenses. Scale

41:29

from 1 to 10, how would

41:31

you rate that P &L? 8.

41:34

8. Talk to me about

41:36

P &L. So, of

41:39

course, I track my profits and

41:41

my expenses and net income, but

41:43

I do need to spend a

41:45

little more time looking at Phoebus

41:47

and historical data and how much

41:49

it's improving. I know it's improving,

41:51

but I do need to continually track how

41:53

much. I also want to

41:55

start tracking where my highest ROI

41:57

is and which lead source it's from.

41:59

I have a general idea on

42:01

numbers, but I would love to get

42:03

the exact numbers in front of

42:05

me. Excellent.

42:08

Excellent. So Kiki, if

42:10

we look at the

42:13

agent wheel as a visual

42:15

representation of your business,

42:17

does this look like your

42:19

business as it sits

42:21

today? Yes. What

42:23

stands out to you? I'm

42:27

actually surprised that the system

42:29

scored 25 because I know my

42:31

CRM needs a little bit

42:33

of work, but I think

42:35

that probably falls into growth. Oh

42:38

yeah, CRM need a little bit of work over here

42:40

in that database. What

42:42

else stands out to you? I

42:45

think productivity is shockingly low because

42:47

I consider myself to be an

42:49

efficient person. I think that's one

42:51

of the biggest reasons that I

42:53

have been able to transition from

42:55

a dual career to full -time

42:57

real estate. So I

42:59

know time management is pretty decent

43:02

among that, but lead gen refers

43:04

to something that I need to

43:06

work on. Okay. All

43:08

right. So if

43:10

there was one of these

43:13

12 quadrants that you felt

43:15

needed the most attention in

43:17

the next 90 days, that

43:19

would have the biggest ripple

43:21

effect. So you increase that,

43:23

it increases numbers around it.

43:26

There is one area that you would

43:28

want to focus on in the

43:30

next 90 days, what would that area

43:32

be? You know,

43:35

I would have said database, but

43:37

I've already I'm already taking

43:39

steps towards it So maybe I'm

43:41

gonna go to the next

43:43

part and say lead gen lead

43:45

generation. Okay, so You scored

43:47

lead generation a six Talk to

43:49

me about what you need

43:51

to keep doing When it comes

43:54

to lead generation, what are

43:56

the things that are really working

43:58

well? Yeah, so

44:01

I get a lot of

44:03

questions or inquiries on

44:05

Facebook, often on Facebook

44:08

Marketplace and sometimes on Facebook

44:10

Messenger. Um, I do

44:12

continually follow up with them, but you

44:14

know, I'm sure you've looked at messenger.

44:16

It's not the most, you know, um,

44:19

updated software, if I would say it's, you cannot

44:21

date filter it. Um, there's, you know, there's

44:23

no like, you know, how Gmail sends your reminder.

44:25

Oh, it's been four days. You haven't followed

44:27

up with someone. It doesn't give you any of

44:29

those AI prompts. I think if that, if

44:31

there was a way I could work on that,

44:33

then I would, I would convert a lot

44:35

of leads. Okay. So

44:38

keep doing as you

44:40

need to keep. generating

44:42

the engagement, the interactions,

44:44

the questions on Facebook.

44:47

Yeah. Something that you need

44:49

to be more intentional

44:51

about doing is systematizing or

44:53

automating the follow -up process.

44:56

Is that what I'm

44:58

understanding? Okay.

45:02

What else do you need to keep doing as

45:04

it relates to your lead generation? What's working well? I

45:08

think I do post pretty

45:10

consistently on Instagram, which seems

45:12

to be working well. I

45:14

do get a fair amount

45:16

of comments and DMs asking

45:18

questions. I've also, within

45:21

the last two years, I've started to

45:23

understand when my friends are just,

45:25

I'm just curious about something to convert

45:27

them into like, okay, I think

45:29

they might be right to make a

45:31

decision about something. So just

45:33

working those people in my

45:35

database or on my Instagram.

45:38

So I'm hearing the content posting

45:40

you've got a good rhythm it

45:42

creates engagement it creates followers

45:44

and I'm hearing that your work

45:47

in the pipeline and The long -term

45:49

pipeline is starting to catch up

45:51

because now those people that

45:53

a couple of years ago You're

45:55

just introducing yourself. Oh, maybe someday

45:57

now that someday starting to come

45:59

up, right? Right exactly.

46:02

Okay. All right, so pro

46:04

tip the consistency in

46:06

the long play It

46:08

actually works, right? Yeah. Okay.

46:11

All right. Anything else you need

46:13

to be more intentional about doing with

46:15

regards to your lead generation? Nothing

46:18

I can think of at the moment. Yeah,

46:22

I think the ones that we discussed

46:24

are my top priorities. Okay.

46:26

Is there anything that you need to

46:28

stop doing as it relates to lead

46:30

generation? I don't think

46:33

so because I haven't, nobody stole me

46:35

like stop annoying me or don't bother me.

46:37

So I'm going to take that as

46:39

a positive sign. Okay. All

46:41

right. And is there anything

46:43

that you're not doing at all that

46:45

you know you need to start doing?

46:48

Like now I know I need to get

46:50

drip campaigns. My, my database is in

46:52

a mess. So I need to sort it

46:54

and have drip campaigns for each of

46:56

my beats. Okay. All right,

46:58

so what I have just walked you

47:00

through Kiki is the kiss process What

47:03

do you need to keep doing? What

47:05

do you need to be more intentional

47:07

about doing when you need to stop

47:09

doing? Oh,

47:13

I know he froze again That's

47:15

all right. We will wait to get

47:17

Brent back on he'll be back in

47:19

just a moment And

47:22

I wanted to ask you Kiki too.

47:24

So you're going to work on your

47:26

database and get your database with respect

47:28

to the sort of communication policy, right?

47:30

Like you're going to be sending out

47:33

messages. How many times a year do

47:35

you want each of those 2 ,500

47:37

contacts to hear from you? At

47:39

least twice a month. And

47:41

how are you going to do it? Is it

47:43

all email? Is it going to be SMS? Is it

47:45

going to be phone calls? What's

47:48

the best strategy for you? I think

47:50

it's going to be one either email or

47:52

text once a month and the other

47:54

would be some kind of mail or whether

47:56

it's a gift or it's a card,

47:58

whatever that might be. Okay,

48:00

let's figure out exactly what you're going

48:02

to do for the first month. So

48:04

what is that text going to say? You

48:09

know, I think it's probably going to be an email because I'm

48:11

going to set up a drip campaign. So

48:13

it's definitely going to be an email.

48:15

A text would be to my very, very

48:17

like top close friends, probably. Okay.

48:20

So what do you want to put

48:22

in that email? What ideas

48:24

do you think might be of

48:26

value to your clients? Yeah.

48:28

So I think it just depends on, you know,

48:30

what month it is. Like, for example, we're

48:33

in March now, a lot of

48:35

folks have either filed or are filing taxes. I

48:38

know sending my sellers some of those

48:40

files or my buy or some of

48:42

the files that we closed recently would

48:44

be helpful. Giving some

48:46

key, you know, tax tips

48:48

would be helpful. Connecting them

48:50

to tax pros would be

48:52

helpful. So just depending on time

48:54

of the month. So that

48:57

was that. So maybe

48:59

not even a real estate related

49:01

tip. Just, hey, taxes are due.

49:03

We all have challenges around taxes.

49:05

And if you don't have a

49:07

professional, here's somebody to work with

49:09

and here's some maybe ideas for

49:11

deductions or, or whatever. I love

49:14

that. And now when you do

49:16

send text messages to your, your

49:18

list, not your close friends, do

49:20

you now, do you send literally

49:22

just texts or do you do

49:24

videos or what are you sending

49:26

out to people? Yeah,

49:28

I generally just send texts and,

49:30

you know, it's, it's more so

49:32

like, hi, you know,

49:34

XYZ. I hope you are doing well. Just want to

49:37

check in and see how you're doing. Maybe

49:39

if it's a good time, let's try to

49:41

catch up for, you know, coffee sometime soon.

49:43

So I at least can get a meeting

49:45

out of a text. And

49:47

you're not asking for business. You're not saying,

49:49

Hey, are you looking to buy yourself? Hey,

49:51

who do you know who's buying your selling?

49:53

Cause yeah, nobody wants those texts either. Um,

49:55

coach Brent is back, but that's really helpful.

49:57

So you know that ever, you know that

49:59

each one of the people in your database,

50:01

uh, once you segment them out and the

50:03

people that you were talking about right now,

50:06

maybe it's not all 2 ,500, but the ones

50:08

you want to hear from you are going

50:10

to hear from you 24 times at a

50:12

minimum over the next 12 months. What do

50:14

you think that's going to do to your

50:17

I don't know what the right word is, your

50:19

capture ratio, I guess that would be the right

50:21

word of those people when they need business. I

50:23

mean, I imagine it's going to decrease. Yeah,

50:26

I think that combined with my

50:28

social media strategy that is the

50:30

focus of this year, I

50:33

think all things real estate is what? you

50:35

know, I want them to think. So, you

50:37

know, an example that Carrie gave, I have

50:39

a client, a buyer lead that recently closed,

50:41

but he has, he still has questions about

50:43

a tenant that's living in the condo that

50:45

he, you know, that he purchased, but he's

50:47

not going to move in. So he keeps

50:49

sending me some questions about it. And he's

50:51

like, you know, I'm so thankful that you're

50:53

still, you know, engaged with me, although we

50:55

close a transaction. So, you know, I think

50:57

folks have, or, you know, our clients have

50:59

such low expectations that, you know, the real

51:01

tours are going to vanish as soon as

51:03

they get a mission. So I

51:05

did let them know that, you know, I'm sure

51:07

for anything I can help you with, even if

51:09

it's not real estate related. So I'm happy

51:11

to be a resource for you if I'm able to.

51:15

That's a great suggestion. I am going to

51:17

turn it back over to Coach Brent real

51:19

quickly, though, just to piggyback. May I offer

51:21

a suggestion about those questions that you get

51:23

from clients after the sale? I would turn

51:25

that into social media content, short form content.

51:27

Hey, I just had a client that asked

51:29

me what they should do about a tenant

51:31

that's still in a property that, you know,

51:34

blah, blah. That's a 30 second video. And,

51:36

you know, maybe it doesn't apply to everybody

51:38

who's going to see the video, but they're

51:40

going to go, wow, she knows things. And

51:42

so you can turn any client question into

51:44

social media content. Just turn that phone around,

51:46

ask the question and answer it. All right.

51:48

Back over to coach Brett. Thank

51:51

you. I sure do appreciate the

51:53

consideration and I'm sorry that these

51:55

commit connection gremlins are still creeping

51:57

up on us, but we're going

51:59

to power through this. We

52:01

went through the KISS process. We identified the

52:03

things that you need to keep doing, being

52:05

more intentional about doing, stop doing, and start

52:07

doing, right? And one of the things

52:09

that I heard was the drip campaign is

52:11

something that you need to start doing on

52:13

a more consistent basis. Is that right?

52:16

Yes, that's right. How could you tie that

52:18

into finding more listings? because

52:24

I need to have cell or

52:26

focus drip campaigns. I have templates that

52:28

I've already created or started creating. I

52:31

just need to sort and clean the

52:33

database and then start putting those templates within

52:35

it. I have some who's agreed to

52:37

help me with it. Just as of

52:39

yesterday, so I'm going to start working on that.

52:41

Right after this, I have a call with my

52:43

assistant. What

52:45

would be the next step

52:47

or what else could you

52:50

do in order to improve

52:52

the lead generation? focused

52:54

specifically on listings? I

52:58

think that that was my

53:00

question to you. But other than

53:02

that, I also send market

53:04

reports to homeowners once a month.

53:07

So it's just, you know, it's just

53:09

like, oh, this is what has

53:11

sold in your area for X amount

53:13

of dollars within Y days. So

53:15

it's not, you know, even like, nearly

53:17

suggesting that you should sell your

53:19

home, it's just giving you information of

53:21

activity that's happening around your area.

53:23

Okay. Have you had conversations or how

53:26

frequently do you have conversations with

53:28

your people that you're sending those market

53:30

reports to? Not

53:32

very often. Okay.

53:35

And so if there was information in

53:37

that market report that might have gotten

53:39

missed in the email, what might

53:41

a conversation help you accomplish? I

53:45

think they might have, you know, they can

53:47

ask me live questions about something that they

53:49

might not have understood from the report. or

53:52

some pressing concern that or question

53:54

that might have come up recently

53:56

for them. Okay. What else

53:58

could you do during that conversation?

54:04

Provide a complimentary market analysis.

54:07

Okay. What else could you

54:09

do? Brand,

54:12

I've exhausted all my

54:14

options now. All

54:16

right. May I offer you a recommendation? Yes,

54:19

please. All right. I

54:22

think that one of the best

54:24

ways to engage in your database

54:26

is do what I call need

54:28

generating, not lead generating, need generating.

54:31

And so what I find is

54:33

exceptionally important is to identify

54:35

and really get creative on how

54:37

many different types of questions

54:39

you can develop that will help

54:42

you identify a need. And

54:44

it's not a need related to

54:46

real estate specifically. If

54:48

you can identify people's needs,

54:50

then that gives you the opportunity

54:52

to fill those needs. And

54:55

whether those needs are more understanding

54:57

about the market in your local

54:59

area, or that need is somebody

55:01

to help you renovate that bathroom,

55:03

or that need is somebody to

55:05

grind phytos nails. Whatever that

55:07

need is, if you are the person

55:10

that helps them fill the needs in their

55:12

life, you will definitely be the person

55:14

that helps them fill the needs in their

55:16

real estate business, in their real estate

55:18

life. And so what

55:20

I would encourage you to do

55:22

is identify those needs and

55:24

specifically as it relates to selling.

55:27

So what are some questions

55:29

that you could ask that

55:31

might help you identify a

55:33

motivation that somebody might have

55:36

to sell? Specifically,

55:40

I know for folks that have, you

55:42

know, a longer travel distance, I try to

55:44

ask them that, you know, how's your

55:46

commute? How do you commute every day? Are

55:48

you happy with the amount of time you're

55:51

spending commuting? Is there

55:53

anything would you would you ever

55:55

consider living in another neighborhood? If

55:57

there's an ideal neighborhood in your mind, what

55:59

would that be if you got everything that you

56:01

wanted on your list and what that list

56:03

looks like? I love that. So

56:05

that one year, two year mark is

56:07

a real good time to have

56:10

those conversations because they're kind of settling

56:12

in to be in there, right?

56:14

Yeah. What's something that you could ask

56:16

somebody that's been in their home

56:18

for maybe seven to 11 years? I'm

56:22

not sure if they know if

56:25

they have kids and if they've

56:27

moved out, if they would consider either

56:29

downsizing or if they want a

56:31

bigger house for themselves. I

56:34

know sometimes it really helps a Jordan conversation

56:36

that I think this place is too big for

56:38

me. I think I want to now move

56:40

closer city now that kids have moved out. So

56:42

I think those kind of conversations also help

56:44

me understand if they're looking for something. You

56:47

know, one of the ways to get

56:49

people to do business with you is

56:51

to become their dream maker. And

56:54

in order to become somebody's dream maker,

56:56

you have to know what their dreams are.

56:58

Yeah. And so a great question that you

57:01

could ask somebody would be It's amazing

57:03

that you like living in your house now.

57:05

What's it going to be like in

57:07

three to five years? You're

57:09

already starting to feel that return

57:11

of that consistency of having those conversations

57:13

a year or two ago, right? Continue

57:16

to plant that seed, continue to

57:19

identify those people that you can

57:21

segment in your database as two

57:23

to three year sellers, one

57:25

to two year sellers, six month

57:27

sellers. And then every 90 days,

57:29

follow back up with them and

57:31

see what you can do to

57:33

help them accomplish their dream. What's

57:35

the next step? Even if it's

57:38

three years away, maybe we need

57:40

to start talking about renovating that

57:42

kitchen or updating that bathroom. So

57:44

if you can help identify

57:47

what people's dreams are and

57:49

give them tools, resources, people

57:51

to help them accomplish those

57:53

dreams, especially as it relates

57:55

to moving forward in their

57:57

life, then that will certainly

57:59

help you identify listing opportunities

58:01

for today and for years

58:03

to come. Wow,

58:06

I love that advice. Thank

58:08

you, Brent. And it doesn't cost

58:10

a thing to do any

58:12

of that, does it? No. Perfect.

58:15

Is that an idea or is

58:18

that something that you could implement

58:20

to move forward to help you

58:22

focus and get more listing opportunities? Yes,

58:25

100%. Excellent. Kiki, is

58:27

there anything else that I can help you with or

58:29

anything else that I can do to bring value to

58:31

you today? Don't think so.

58:33

I am so appreciative of, you

58:35

know, you driving and multitasking with

58:37

your internet situation and still, you

58:39

know, completing this activity and providing

58:41

so much value to all of

58:43

us. Well, thank you

58:45

for your grace. I appreciate that.

58:48

And for everybody that's participating, I

58:50

want to share that we

58:52

have the opportunity for you

58:54

if you didn't get the

58:57

chance to work through the

58:59

Agent Wheel process live. We

59:01

have the opportunity for you

59:03

to work through that Agent

59:06

Wheel process as well as

59:08

view a couple of our

59:10

other locker room university courses.

59:13

So Kiki, if you would be interested

59:15

in a follow -up conversation, I

59:17

would love to get some time on

59:19

your calendar, maybe 30 or 60 days

59:21

to catch up and find out. what

59:23

progress you've made on that lead generation.

59:26

And if any of you

59:28

listeners out there are

59:30

participating, if you have completed

59:32

your agent wheel, then I would invite

59:34

you to email me your completed

59:36

agent wheel, and I will find an

59:39

opportunity for you to have some

59:41

time with either myself or one of

59:43

the other locker room coaches to

59:45

find out what your 90 day game

59:47

plan might look like. So. Kiki,

59:49

I appreciate you. Thank you very much.

59:51

It's been a pleasure chatting with

59:53

you. DJ, what else can I do

59:55

to bring you value? Nothing.

59:58

Let's all go. Let's all thank

1:00:00

Brent for his time and Kiki

1:00:02

for her vulnerability and courage to

1:00:05

expose her entire business to everyone

1:00:07

here. Thousands and thousands of

1:00:09

people are going to hear this and she

1:00:11

very courageously stepped forward and said, I

1:00:13

want to participate and thank you Brent for

1:00:15

doing that. I will say too that

1:00:17

everybody needs a coach. I was just had

1:00:20

somebody on the podcast a few episodes

1:00:22

back. You can find it who was a

1:00:24

professional ex -game snowboarder and She had an

1:00:26

injury that ended her career, but she

1:00:28

was the real deal, one of the top

1:00:30

in the world. And she said, when

1:00:32

she got into real estate, she had to

1:00:35

figure out something else to do. By

1:00:37

the way, her career ended at like 24.

1:00:40

She grew up on the slopes. She said, I'm

1:00:42

going to go into real estate." And she

1:00:44

said, the most important thing she did was get

1:00:47

a coach. She said, I've had a coach

1:00:49

my whole life in snowboarding. Every professional athlete I

1:00:51

know has a coach. Coaches tell me exactly

1:00:53

what to do and I'm a good student and

1:00:55

I just do what they tell me and

1:00:57

I get results. So if you don't have a

1:00:59

real estate coach, you owe it to yourself.

1:01:01

You can't do it all yourself. You just can't.

1:01:03

I wish we all could, but we can't.

1:01:06

We need somebody to help us out. Reach

1:01:08

out to coach Brett and see it and

1:01:10

the locker room, you know, the links there.

1:01:13

check out their stuff. Guys, they are the

1:01:15

real deal. I've heard every

1:01:17

coaching company pitch us to be on

1:01:19

our podcast. This is the only one

1:01:21

we support because we know they get

1:01:23

results and they're good people. So

1:01:25

and they're not gonna, you know, they

1:01:27

don't have that slimy upsell thing that

1:01:29

a lot of the coaching companies do.

1:01:31

They're just good, honest, awesome coaches. So

1:01:33

please check them out. TLRNation .com. There's

1:01:35

a link as well in the participant

1:01:38

chat here and try some other free

1:01:40

stuff. They got great stuff and send

1:01:42

that agent wheel over to Brent so

1:01:44

he or one of his team members

1:01:46

can assist you. All right, guys, let's

1:01:48

take a quick break. We will come

1:01:50

back with Kim Rittberg. Thank you, Brent.

1:01:52

Thank you, Kiki. Thank

1:01:54

you, DJ. Thank you, Kiki. Thank you.