3 Simple Rules for Highly Effective Role Plays

I know you’re busy.

I know you have a million things on your plate.

I also know you want to be the best salesperson you can be.

That’s why, no matter how busy you are, it’s so critical to schedule practice time into your calendar. Role playing should be part of your morning routine, day in and day out.

And it’s also why, when my team wanted me to create a big list of “Role Play Rules” when we recently launched our first-of-its-kind Video Role Play feature in The HUB, I boiled it down to just three essentials.

When you’re role playing, the fewer distractions you have, the better.

My fellow golfers out there know if you try to think about a million swing tips while you’re playing, you get overwhelmed and nothing works. But if you focus on just a few key fundamentals, your results can improve dramatically.

That’s what I want to provide for you today… 3 essential rules to always keep in mind whether you’re role playing face-to-face, on the phone, in The HUB or elsewhere.

Let’s go!


Role Play Rule No. 1: We Perform at the Level We Practice

Just because it’s not the “real thing” doesn’t mean you can slack off. You still need to give it your all.

I’m a firm believer that the harder we practice, the more intensely we practice, the more situations we prepare ourselves for…

…The BETTER we perform in the real moment.

Subject yourself to those “pressure cooker” moments. Ask your partner to present you with some unrealistic or outrageous situations so you’re prepared when those “out of left field” questions come from an actual client or prospect.

Finally, because we perform at the level we practice, it’s mandatory that you bring energy and enthusiasm to the process and follow the scripts!


Role Play Rule No. 2: It’s More Than the Words You Use

One of the misconceptions about role playing is that it’s just a matter of memorizing scripts. In reality, that’s just one small part of the process.

Remember, 55 percent of communication is expressed through your body language. So while role playing, keep in mind how you’re moving your body and how those movements are perceived by others.

Also remember, 38 percent of communication is expressed through your tonality. So while role playing, keep in mind how you’re actually delivering the words and how that delivery is perceived by others.

That means just seven percent(!) of your message is the actual words you use. So to me, role playing is all about getting the words out of the way, doing it over and over and over again to internalize the script and allowing your own unique personality to shine through while delivering a convincing message.

Only when you’ve reached that point will you be able to focus on your customer and make the necessary connection to help them make the best decisions for their future.


Role Play Rule No. 3: Be a Great Role Play Partner

Successful role plays are a two-way street with engaged participants on both ends of the conversation.

When you’re not the one presenting, it’s important to be authentic, give good feedback, note what worked well and what didn’t work as well, and provide suggestions on what could be done better next time. Be honest. Be direct. Be helpful.

Never forget the reason you’re doing this is to improve your skills, not to just go through the motions.


I Gotta Give Some Kudos…

BTW, I want to publicly acknowledge my development team for executing our vision so successfully in creating the revolutionary, on-demand Video Role Play functionality we’ve added in The HUB. It’s been a huge hit with our coaching members and HUB Pro members!

I’m so proud of the great feedback we’ve received in the short time since we launched:

“Video Role Play is the BOMB!”

–Michael Ungoco

“Video Role Plays have been an AMAZING addition to coaching… This is innovation at its finest. My team is constantly logging on and practicing. They are sending me pics of them staying late, raving about it in team meetings, and pushing everyone on the team to get on MORE. It has been contagious.”

–DJ DellaSala

“If you haven’t been on the Role Play part of The HUB, you gotta go on TODAY!”

–Howard Harel Brodsly

“Loving The HUB Video roleplaying.”

–Thomas Howe


One Last Thought… Humor Me Here

Earlier I used a golf analogy. Now I’m going to employ a tennis analogy…

If you’ve ever played tennis, you know “practice” means one of two things: Whacking the ball against a wall endlessly, which does little to improve your skills, OR… Tracking down a practice partner AND reserving a tennis court, ALL WHILE coordinating your busy schedules to go practice. It’s a huge pain that’s not all that different from role playing… WHO will you practice with? WHERE will you do it? HOW will you do it? WHEN will you do it?

On-demand Video Role Plays in The HUB solves these problems once and for all!

I like to think I’d be a lot better tennis player if such a simple solution existed for that! 😊


Critical Sales Lessons from the Military Elite – #TomFerryShow

Happy Veterans Day to all those who served!

To honor your service and sacrifice, I’m devoting this episode of the #TomFerryShow to all veterans.

And I’ve got the perfect guest to do so…

Bill Hart is the author of a fantastic book called “White Collar Warrior: Lessons for Sales Professionals from America’s Military Elite.”

To create this book, Bill interviewed members of the military and applied their disciplines and lessons to the business world. And the result is something every salesperson should read.

Watch the full video above and read the blog below for some key takeaways!


Your Training is the Foundation for Everything

When military personnel are potentially facing life-or-death situations every day, there can be no shortcuts.

I’ve told you about the special ops trainer I sat next to on a flight who shared the story of practicing 170 times for an important mission.

That’s what we’re talking about it here… doing everything possible to prepare yourself to ensure when you’re in that moment of truth, you deliver your best performance.

Bill’s book goes on to explain how if you don’t train properly, you end up suffering from “call reluctance” or “call aversion,” which derails your entire business.

So always remember: You perform at the level that you practice, so make sure you practice.

Click here to discover how we’ve recently practicing your scripts easier than ever.



Your Discipline Will Determine Your Success

Many people think of discipline as the opposite of freedom: Sticking to a checklist and a schedule just doesn’t jive with being able to do what you want.

That is, until a Navy SEAL named Jocko teaches you otherwise.

In the book, Bill describes how a veteran by the name of Jocko Willink taught him that actually, discipline equals freedom.

How, exactly? Like this…

“Because I’m disciplined with my workouts, I have the freedom to do some of the things physically I might not be able to do if I wasn’t in good shape. Because I’m disciplined financially, I have the freedom to be able to make decisions and choices that I might not be able to otherwise.”

Game-changer perspective, huh? Do you view discipline as restrictive or freeing? Your answer might just determine what you’ll achieve in life and business.


Your Fear Must Become Your Friend

Are you familiar with the word “eustress”?

Bill explained it’s the positive form of stress.

When facing a stressful situation, the butterflies in your stomach can do two things: They can fly around in a million different directions, putting you in a state of paralysis, or they can align themselves and fly in formation like the Blue Angels. When the latter happens, that’s you using your fear to your advantage. It’s using it as motivation to stand up and kick ass. That’s eustress.

Bill says once you actually tackle your fears head-on, they don’t look so big in hindsight. So the lesson here is that the sooner you face your fears, the more they can work for you instead of against you.


Your Growth Depends on Your Team

The key to explosive growth, Bill says, is surrounding yourself with a team.

But it has to be the right team. Building the wrong team can do more harm than good.

Both in the military and in business, a good team achieves these three goals:

  • Maximizes strengths of its members
  • Minimizes weaknesses of its members
  • Multiplies impact

To start building your team, Bill advises to track all your activities and categorize them into high-payoff activities, medium-payoff activities and low-payoff activities. The more low-payoff activities you can delegate to an assistant or a team member, the more high-payoff activities you can focus on.


What did you learn from America’s military elite that you can implement in your business? Let me know your thoughts in the comments below!


A Must-Read Resource for Any Video Marketer!

Have you put an additional emphasis on video in 2018… Or are you still struggling to step in front of the camera?

No matter where you’re at with video marketing, there’s always more to learn.

And there are few better educational resources than the Real Estate Video Influencers Guide recently released by BombBomb. I’m so proud to be involved with this project for the second year in a row!


I Have Two Objectives for This Blog

One… To encourage you to download this 76-page resource that’s packed full of valuable information. (It’s actually MORE than 76 pages because there are videos from many of the winners with tons more content!) It’s free and there’s no reason not to download it.

And two… To highlight a few of my own personal top takeaways to give you a taste of just how much fantastic advice is jammed into those interactive pages.

Here’s the thing:

All of the information in this guide is directly from the mouths of people actually doing it and succeeding in a big way. This isn’t theory. It’s agents who practice these techniques day in and day out and are willing to share their secrets with you.

So please… take advantage of it and take your videos to the next level!


Congrats to These Rockstars

Before I get to my takeaways, I want to take a minute to congratulate 24 members of our coaching programs who were recognized as Video Influencers… INCLUDING No. 1 All-Around winner Christophe Choo!

  • Christophe Choo
  • Kyle Whissel
  • Steve Amaya
  • Gia Silva
  • Kevin Gueco
  • Amber Anderson
  • Brian Ladd
  • Tim Smith
  • Dan Forsman
  • Sergio Gonzalez
  • Wendy Cheung
  • Craig Barton-Hill
  • Tom Toole
  • Rachel Parker
  • Dustin Parker
  • Brandon Porter
  • Jason Farris
  • Meredith Tomlinson
  • Joshua Frappier
  • Judy Weiniger
  • Jay Glazer
  • Chris Kwon
  • Bryon Lazine
  • Phillip Provost

I’m extremely proud of all of you for getting out of your comfort zone and blazing new trails in video marketing!


5 Takeaways to Learn From

Judy Weiniger: Use Instagram Stories to Get Your Feet Wet

Judy is a true Rockstar from Warren, New Jersey whose YouTube channel you should definitely check out. Her in-depth video within the RE Video Influencers Guide is a can’t miss, too.

One of the best pieces of advice she shares is for those people who are still a little apprehensive to start doing video. Judy advises to use Instagram Stories as a “trial run” of sorts because they’re easy to do and they disappear within 24 hours, so there’s not that same feeling of permanence associated with a YouTube video. After you get comfortable doing Instagram Stories, step it up and start using video everywhere. It’s like a minor league training ground to develop your video skills!


Chris Kwon: Balance Entertainment with Education

I’ve watched Chris Kwon’s growth in video over the past few years – after all, he’s practically right in my backyard. One thing I’ve been so impressed with is his ability to deliver massive value while also keeping his videos entertaining and engaging from start to finish. He says when you blend personality with professionalism, you’re bound to win, and from what I’ve seen, few do it better than Chris.


Jason Farris: Don’t Be Afraid to Be Raw

While Chris takes pride in editing his videos to perfection, Fresno Rockstar Jason Farris offers another perspective. He says you shouldn’t feel the need to edit and polish every video to the nth degree. He says what more and more people expect and want is natural video that represents real life. So for those who might feel intimidated by all the bells and whistles of video editing, Jason says just be yourself and don’t be afraid to be raw.


Gia Silva: Go Live While Doorknocking

Long Beach, CA Rockstar Gia Silva discovered a way to achieve two objectives at once: Doorknocking her farm while providing a market update live on Facebook. Her raw, spontaneous videos convey her great personality and establish her as the go-to resource in the neighborhoods she serves. Another aspect that sets Gia apart is she focuses mostly on Facebook and Instagram for her videos rather than YouTube.


Christophe Choo: Blend High-Production Listing Videos with Simple-Production “Virtual Showings”

Beverly Hills luxury agent Christophe Choo captured the No. 1 spot in the “All Around” category, and his two-pronged approach to listing videos proves his versatility. He says he loves creating highly produced home tours where he can tell the story of a property, but consumers also love his simple production “virtual showings” he shoots on his cell phone while walking through the home.


What will you implement as a result of this blog? Let me know what you’re committed to in the comments below!


3 Killer Takeaways from One of the Brightest Minds I Know – #TomFerryShow

Matthew Ferrara is such an engaging speaker and interesting thinker, I hope you’ll watch the video above.

I felt very fortunate to have him speak at this year’s Summit, and now I’m very happy to be able to share him with you here on the #TomFerryShow.

In the blog below, I’m going to do my best to break down the three essential lessons he shares to get you thinking differently… and to stand out from the competition.

Let’s get started…


Takeaway No. 1A: Controlling Your Story

Listen to what Matthew says…

These people you’re working with on a daily basis aren’t just “moving” or a “buyer” or a “seller.”

They’re tearing up their lives and replanting it somewhere else.

Think they want someone who they feel comfortable with during that process?

Of course they do! That’s why it’s so important to control your story and TELL your story.

Matthew says the easiest way to think about it is like this…

When someone refers you to a friend, they’ll say something like, “I want you to work with [YOUR NAME] because ________________________________.” What’s that blank for you? It’s not going to be your sales figures. It’s going to be a trait that resonates emotionally with people.

When telling your story, don’t be vanilla. Don’t brag. Just be true to yourself and connect with others.

Also, Matthew says many agents are failing to capitalize on their testimonials. He says rather than publishing them verbatim, the key is to look at what people are saying about you and develop your message around that story that people want to be part of.



Takeaway No. 1B: Controlling the Story in Another Way

The media only reports sudden and shocking things, Matthew says. And there’s a lot of fear being thrown around in the media today about a slowdown in real estate.

To Matthew, the problem isn’t just that consumers will believe it. It’s that you – the brokers and agents in the marketplace – will believe it yourself.

Even if there is a slowdown, it doesn’t necessarily mean anything is wrong.

It’s just a natural part of any cyclical market.

If you don’t control the story in your mind, you can create a self-fulfilling prophecy that there are no buyers, no sellers, etc.

Tell the real story and give the consumer a fuller picture of today’s market conditions.

Remember, your identity alters your beliefs, and your beliefs influence your behaviors.

So don’t let yourself be manipulated by the media – who are trying to sell ads – rather than trust what you see and experience yourself as someone who’s in the trenches every day.


Takeaway No. 2: Give Yourself Permission to Try New Things

Are you taking enough chances in your business? In your marketing? In your messaging?

Or are you coming across as if you’re actively trying to blend in with every other agent in the marketplace?

Matthew says you’ll be surprised how creative you can become if you give yourself permission to try new things. To speak your mind. To take some chances.

In general, he feels homes are being over-staged and many people are basically sucking the life out of their home photos and descriptions by trying to come across so ultra-“professional.”

He advises to try something different and make it look different than other homes on the market… maybe the first photo is black and white just to differentiate it on all the online listing portals.

If you’re not getting a little bit nervous and second-guessing yourself before you hit that “Send” or “Post” button, you’re probably not taking enough chances. And if you take a listing and immediately go into “production mode” without giving it any thought, you’re likely not getting creative enough with how you’re marketing the property.

Great agents give themselves permission to take those chances.


Takeaway No. 3: Slow Down to Speed Up

If you let it, this business can keep you busy every waking moment of the day.

And some agents take pride in that grind, putting themselves in a constant state of GO, GO, GO!

Matthew suggests a different approach…

…at least for anyone who wants to maximize their own productivity.

Sometimes you need to slow down to speed up

Which means giving yourself time to reflect or take a pause purposefully… in your schedule!

Growth does not come from non-stop work.

Give yourself time to pause and recharge your batteries now and then in order to become your most effective version of yourself.


What’s your biggest takeaway from this episode? I hope you enjoyed Matthew as much as I did. Let me know your thoughts below!


The Critical Difference Between ‘Knowing’ and ‘Doing’

Consider this blog a quick coaching session from me to you.

And fair warning: The message might sting just a bit. But believe me, it’s delivered with good intentions. (And if it does sting, that means you needed to hear this.)

Just a few weeks ago, I published a blog of book recommendations.

You can almost consider this blog an important addendum to that message.

But it applies to much more than just books.

In addition to recommending books to read, I often talk about the importance of getting out of the office and attending events, whether they’re mine or someone else’s.

Books, events, online training, learning from your broker, learning from your peers… all of these things are so important to fuel your mind and fill you with ideas and knowledge for your business.

You agree, yes?


I’m Getting to the Point

Okay, here comes today’s important lesson…

While we all agree it’s absolutely essential to continually learn and grow…

All the knowledge in the world means NOTHING if you don’t act on it.

If you’re not turning these lessons you learn into actions, the lessons are worthless.

Finishing a book or attending an event makes you feel good inside. You feel a sense of accomplishment.

But don’t fool yourself.

Really, you’ve only taken the first step. And it’s the easier of the two steps I’m talking about.

“Knowing” is one thing. “Doing” is what makes things happen.

Doing is what puts knowledge into motion.

Doing is what makes your goals a reality.

Doing is what allows you to live a fulfilling life.

My main message today is this:

Never confuse “knowing” for “doing.”

You must implement what you’ve learned to make it valuable.


How Will You Get Into Action?

If this message hits home and you’re beginning to recognize your struggle to implement all the ideas in your head, accountability is your answer. I love checklists to help identify action items and hold you accountable.

Earlier this year, coaching member Jennifer Thompson of Ottawa, ON shared a great, simple strategy she used to take notes while attending one of our events. I thought I’d pass it along here because it’s a very effective way to put what you’ve learned into immediate action. Although this was from an event, the same could be done when reading a book.

Here’s what she wrote in our private Facebook Group:

“I had two separate coursebooks going. In one book I wrote notes and all of the inspiration Tom shared with us. In my other notebook, I had an ongoing ‘good idea’ list. Because I split this into two separate areas, I was able to come home with a clear to-do list and I’ve gotten started already. I’ve taken this to-do list and organized it into five categories. This has been ideal for me to get cracking.”

Her categories were:

  • Quick & Easy
  • Important and Easy to Implement
  • Important and Time Consuming
  • Things to Research or Buy
  • Books to Read


I hope you found this message helpful. If you know you struggle to implement and checklists and self-accountability methods haven’t worked, you might want to consider a Free Coaching Consultation. And if you have a great method you use to turn ideas into actions, let me know in the comments below!


Why Content and Data Mean Everything to Growing Your Business – #TomFerryShow

Anytime I can expose people to great ideas makes me so happy.

So I was practically giddy to share special guest speaker Mark Roberge at our recent Team+ Retreat in Boston, a private event exclusively for our Team+ coaching members.

Mark is the former Chief Revenue Officer at HubSpot and author of the fantastic book, “The Sales Acceleration Formula.” He’s a content marketing genius and one of the brightest minds I know.

I’m extremely happy to present him to you on this episode of the #TomFerryShow.

Watch the show above for the full story, while here in the blog I’ll break down five great tips gleaned from our conversation.


Tip #1: Use the Data!

One of Mark’s biggest messages is that we need to be more data-driven in everything we do in sales. That includes hiring, training, managing, etc. The good news is sales is one of the most highly quantifiable pursuits out there, so it makes it easy to use data to evaluate our effectiveness.

Mark says if you want to sleep better at night and bring more predictability to your business, it’s essential that you track and measure your numbers. Doing so will give you more control and give you insight into whether or not you’re on track to hit your goals.



Tip #2: Recognize the Internet Changed Sales Forever

The sales process has changed significantly since the advent of the Internet.

Perhaps nowhere is this truer than in real estate.

Where people once were forced to speak with a salesperson to find out about a house, now all that information is online. That means your role needs to go beyond telling people about “the product.”

Mark says you need to “step up and connect” instead of just pushing your product. Even when you’re talking about a house, you need to deliver your message in a way that a website cannot.


Tip #3: Split Your Content 1/3 vs. 2/3

When it comes to your content marketing, Mark says many agents are missing a huge opportunity.

In fact, he called it “One of the biggest opportunities I don’t see real estate agents going after.”

It’s not enough to simply create your own content. That stuff should comprise one-third of your total content output, Mark says.

The other two-thirds should be promoting the content of prominent local thought leaders, industry experts and the like.

Mark advises to make a list of 10, 20, 50 people in your area who have a strong following – whether it’s the mayor of your town or a local journalist – and promote their stuff.

This achieves two important objectives:

  1. If you do this consistently, over time you’ll establish yourself as a source of local information… as someone people follow to stay abreast of everything going on in your local market.
  2. It creates favors from people with influence. These people with big followings are likely to promote your content when you have valuable information to share.


Tip #4: Strive to Fulfill Mark’s 5 Traits of Great Salespeople

In Mark’s book, he identifies 5 traits of great salespeople. How many of these do you possess?

  1. Coachability
  2. Curiosity
  3. Prior Success
  4. Intelligence
  5. Work Ethic

He defines coachability as having an “openness to coaching and the ability to apply it,” saying some have one or the other, but the ideal is both.

How coachable are you?

Tip #5: Get Out of Your Own Way!

Your ability to grow your business is limited by how much you need to be involved, Mark says.

“Whatever your business is dependent on you is your blocker to scale,” he says.

To test how much your business relies on you, play out various scenarios if you were out of the picture. What would break without your direct involvement… in one day? Three days? A week?

The more you can automate and delegate, the greater your ability to scale your business!

Tell me your biggest takeaway in the comments below!


3 Things the Market Is Practically Begging You to Do

Let me ask you a question:

When you think about the things you do every day, are your actions dictated primarily by intuition or by data?

Data-driven action steps are good things in today’s economy.

Pay attention to the data, listen to the market, and serve accordingly.

That’s what I’ve got for you today.

When I read this year’s Zillow Consumer Housing Trends Report, three statistics stood out among all the rest. And better yet, these stats are highly actionable!

Let’s get to it:


Stat No. 1: 53 Percent of Sellers are Selling a Home for the First Time

You help people sell homes 365 days a year.

Those people you’re helping, though? They go through this process maybe a few times throughout their entire lifetime. And they’re putting their biggest asset on the line…

Zillow’s research shows more than half of all sellers have NEVER been through that process before.

Put yourself in their shoes…

Think they’re scared? Think they’re apprehensive? Think they wish they knew more than they do?

Yes, yes and yes!

So let’s look at what that means to you…

I believe this statistic is practically begging you to proactively help educate these people – and thereby attract more business in the process!

Are you doing enough:

  • White papers/special reports?
  • Informative direct mail postcard series?
  • Educational seminars/webinars?
  • Videos to walk people through the process?
  • Seller tips on social media?

With your experience, you could whip up a report titled “19 Ways to Reap Every Last Cent from Your Home Sale” or “10 Essential Secrets Every First-Time Home Seller Must Know” and offer them on your website. Promote them by running Facebook ads to homeowners in your community with a video talking about how you love educating sellers and walking your clients through the entire process.

People will love that type of content and you’ll become a trusted resource in the process. Which brings us to this next actionable statistic…


Stat No. 2: Trustworthiness is the Top Quality Sellers Consider when Selecting an Agent

Eighty-six percent of consumers say trustworthiness is “extremely” or “very” important when choosing an agent.

That’s totally understandable. When your biggest asset is at stake, you want to trust the person guiding your transaction.

So let’s think about what makes someone trustworthy…

Or better yet, let’s examine who we don’t necessarily consider trustworthy…

  • Complete strangers
  • Salespeople who only show up when there’s something in it for them

At Marketing Edge, Jason Pantana examines a phenomenon known as the “mere exposure effect.”

This basically says the more familiar people are with you, the more they naturally trust you.

So if 86 percent of consumers are telling you that you MUST be trustworthy to even be considered, what’s that mean to you?

It means you need to be putting yourself in front of them over and over and over again to create that familiarity that breeds trustworthiness.

  • Do you have your own brand?
  • Are you visible and involved in the communities you serve?
  • Are you farming/marketing to the same neighborhoods consistently or jumping around to wherever you take your next listing?
  • Does your website or your marketing give any insight into who YOU are as a person, or do you come across like a real estate robot?

All of these questions lead to huge opportunities to build trust with homeowners NOW so when they decide to sell, you’re already in that “extremely important” category of being trustworthy.


Stat No. 3: The Largest Share of Home Buyers are Millennials

Millennials – the racially and ethnically diverse generation between the ages of 24 and 38 – account for 42 percent of all home buyers and 61 percent of all first-time buyers, says Zillow’s report.

Those are big percentages, and they’re likely to get even bigger.

The media loves to report about avocado toast and other meaningless Millennial trends, but here’s what we know for sure:

These people were raised on the Internet.

As a result, they’re accustomed to Amazon-level service and ease of use.

You know that experience: Where you order something late Friday night and somehow it shows up on your doorstep on a Sunday morning! (How do they do that?)

That’s the standard you’re up against when you work with 42 percent of buyers.

So here’s the big question:

Are your services and systems up to that standard?

If your answer is no, it’s time to adapt how you do things.

Strive to make working with you as easy as ordering from Amazon.

Where can you streamline? What can you eliminate? What more can you do prior to meeting with a buyer to make the process smoother? What “extras” can you provide to make your service more beautiful?

You need to be asking yourself these questions and refining your systems on a regular basis, because that standard isn’t reversing course anytime soon. It’s only going to get higher and higher.


Let’s Recap… Next Steps

So what are the three big takeaways from the Zillow Consumer Housing Trends Report 2018?

  • Sellers are begging to be educated on the process
  • The more familiar you make yourself to people, the more likely they are to trust you… and hire you
  • Millennials dominate the buyer market, meaning your servicing systems likely need improvement to meet the standards they’re accustomed to

Let me know what data-driven actions you’re going to take in the comments below!


Success Secrets from 3 of the Most Successful Women in Real Estate – #TomFerryShow

When three dynamic team leaders responsible for more than 900 annual transactions get together to share their secrets, it’s a good idea to listen to what they have to say.

I recently had the good fortune to convince Treasure Davis of Colorado Springs, Mary Maloney of San Diego and Jill Biggs of Hoboken, NJ to join me to discuss their businesses, share their thoughts for the future and more!

Watch the full episode above while here in the blog I’m going to break down their various answers to my three primary questions.


What’s one thing your team does that allows you to do so much business?

Treasure Davis role plays scripts together with her team every day and then they all make their prospecting calls together. If they don’t book an appointment, they add another hour. That daily discipline ensures their success!

Mary Maloney attributes her success to an increased focus on “getting belly to belly with the community” whether that means doorknocking, more open houses, networking or some other method. She says consumers want to have those “How’s the market?” conversations.

Jill Biggs’ market has lots of vertical living, which makes it possible to conduct 30-40 open houses every weekend! That means every weekend they walk away with a “massive list of leads” that is way cheaper than internet leads… “and they convert,” Jill says!



What are one or two things you’re thinking about when planning 2019?

Jill has noticed a change in the market and is preparing to go after more Expireds. She and her team are already role playing their Expired scripts!

Treasure has done her homework and identified the exact average value of her clients, and it’s lower than the average cost of a new lead. So her focus heading into 2019 is on doing everything possible to retain and maximize her current clients and to create more raving fans. She plans to double down her efforts to extract more referrals from her existing clientele.

Treasure also is planning quarterly client parties with segmented audiences based on demographics – with kids, without kids, military, etc., to ensure she can create an experience that’s right for everyone.

Mary’s emphasis in the new year will be looking for opportunities in a changing marketplace. She wants to target more Expireds, specifically from those listed with a discount brokerage. She also wants to tap into underserved markets, which she considers anywhere that doesn’t have one dominant “local expert” agent.


What hacks do you use to juggle work/kids/family/relationships/etc.?

Treasure says she hired her first assistant before she thought she could afford to do so, and quickly learned that having a good assistant can double your business. She also makes sure everything is in her calendar… even a lunch with her daughter is an appointment on her calendar. Finally, she includes her family in her “why” so they understand the reason she works as hard as she does is to provide the quality of life she and her family desire.

Mary says one of her biggest revelations was letting go of this concept known as work-life balance. “There is no such thing as balance,” she says. Work time, family time, play time… It’s all just life. Like Treasure, she also involves her family in her goals so they understand the sacrifices necessary to achieve those goals.

Jill says she, too, lives by her schedule and her team members are all very good at covering for each other to ensure they get quality time with their families. However, she also says she works all the time and when she gets burned out, she goes away for five days and has her phone calls transferred to a member of her team. These getaways are all the rejuvenation she needs to get back and in the swing of things!

What did you learn from these three amazing women? What ideas will you implement in your business in 2019? Let me know in the comments below.


How to Ensure A Better Quality of Life in 2019

If you give yourself two weeks to complete a project, how long does it take? (Two weeks, right?)

If you give yourself two days to finish it, how long does it take? (Two days, right?)

It’s been said that “Work expands to fill the time we allow for its completion.”

And it’s true!

So let’s stop and think about what that really means…

You know you’re capable of getting more done in less time.

But what prevents you from doing so are two main culprits:

  • Lack of structure in your schedule
  • Lack of discipline in your work


Here’s Why I Bring it Up…

Here in Q4, we’re closing in on the time of year to build your 2019 business plan.

Before you do, it’s important to establish how much time you’re giving yourself to work.

I want to make sure you achieve the quality of life you desire in 2019.

That means you need to…

Schedule your life BEFORE your business.

So let’s do that together in this blog!

Let’s get excited for the fun you’re going to have in 2019!

What I want to help you create is a framework that identifies when you’ll work – and more importantly, when you won’t work – in 2019.

If you’re not quite ready, bookmark this blog and schedule time in your calendar right now…  and then come back to it when you’re ready to start planning 2019.


Ready? Let’s Go!

To start, take out your 2019 calendar, go through the entire year and reserve time for all of these things:

  • Your regular day(s) off – When is your “sacred” time each week?
  • Your vacations – Where and when will you go in 2019? (Even if you don’t have the specifics yet, reserve the time now. Otherwise, you know what will happen.)
  • Holidays & Family time – How much time off do you want around the holidays?
  • “Me” time – Do you give yourself enough personal time to decompress, brainstorm, reflect or just recharge your batteries?
  • Training events you plan to attend – You should attend a minimum of at least one event per quarter in 2019. Be sure to include sufficient travel time.
  • Regimented “training” time – Build your gym schedule, masterminds and other personal development time into your calendar.

You’ve already cut 365 days down to probably around 250 or so… Feeling that extra urgency yet?

Clearly, not everything can be planned ahead of time. Add important, must-attend events like your kid’s soccer games and school functions as schedules get released, etc.


Take the Next Steps

This can’t be an empty exercise… You need to take action to ensure it leads to your desired outcome.

Here are two ways to ensure your success:

  1. Put some skin in the game – Don’t just make plans. Book your trips and buy your plane tickets. Taking those steps now will make it “real” and lock you in to your schedule.
  2. Hold yourself accountable – Whether it’s your spouse, your kids, your coach, your broker, a peer… Make a deal with someone who will hold you accountable to the schedule you’re creating for yourself. This doesn’t mean you can’t be flexible every once in a while, but more often than not, you need to build in a painful consequence if you fail to honor your schedule. (Example: You give each of your kids $50 anytime you end up working on a designated “day off.”)


Ask Yourself These Questions

If any of this seems difficult – or worse yet, unimaginable – to you, it’s time to look inward and ask yourself some questions:

  • Do you need to start your day earlier… What time will you get up in 2019?
  • Is your health preventing you from being more effective? The better you feel, the better you perform. Maybe it’s time to add more gym sessions to your 2019 calendar.
  • Do you need to prioritize (and delegate) your tasks better so you’re not spending time doing $15/hr. work when you should be doing $500/hr. work?
  • What currently prevents you from sticking to your schedule… Do you need more accountability in your life? If yes, click here.


Making 2019 Your Best Year Ever Starts Now!

Without structure, this business will spread into every minute of every day. That’s why I believe this type of planning exercise is so important.

I hope you found it helpful. I hope even more that you put it to good use by committing to your schedule and honoring it throughout 2019.

Let me know your thoughts in the comments below. Thanks!


How Doug Edrington Grew from 100 to 490+ Transactions a Year – #TomFerryShow

Imagine being stuck selling “only” 100 homes a year for three straight years…


Not bad, right?

For Chattanooga, TN’s Doug Edrington, it wasn’t bad. But he knew he and his team were capable of so much more.

So they went out and proved it.

After three straight years of closing 100 transactions, they did the work and produced big results…

227 the next year.

385 the year after that.

440 a year later.

And last year, 491 transaction sides totaling $93 million in sales!

I strongly encourage you to watch the full show above to get all of Doug’s wisdom, insights, secrets and methods he shares. For the blog below, I’ve highlighted six important lessons you can learn from his example. I’ve also chimed in with “challenge questions” after each point to get you into action.


Highlight #1: How to Get Off the Plateau

Doug made two important points here. First of all was making the decision to get off the plateau and take his business to the next level. After several years of achieving similar results, he challenged himself to do things differently.

The second part of that equation was actively seeking insight and answers that would help him make those necessary changes. In order to grow, you have to be willing to learn and you have to commit to it. You can’t simply hope it happens; you need to make it happen.

Challenge question for you: Is “seeking knowledge” built into your schedule? Are you making a conscious effort to expand your horizons or just taking it as it comes along?



Highlight #2: Doug’s Secret to a Balanced Life

Doug was instilled with a tendency to “grind, grind, grind” from a young age. But he realized along the way that nothing but hard work doesn’t lead to the life he wanted. The secret to living a balanced life for Doug boils down to one word: Structure.

Challenge question: Do you have enough structure in your business to ensure your business is serving your life instead of dominating it?


Highlight #3: The Critical Difference Between Classroom, Practice and Performance

A fantastic concept Doug has stressed with his team and his coaching clients (Doug is also one of our coaches) is understanding the critical difference between classroom, practice and performance.

“Classroom” is when you’re putting yourself in learning mode, whether it’s attending an event, reading a book, watching YouTube videos… whatever.

“Practice” is when you’re taking what you’ve learned and integrating those skills into your personal toolbox. You need to continue practicing until you’ve mastered each skill.

“Performance” is showtime! It’s when you put the skills you’ve mastered into action with the outside “real” world… with clients!

All three are vital to your success.

Here’s the problem, though…

Many agents blur the lines between them.

The more you create a clear delineation between each of these important elements of your business, the more successfully you’ll grow your skills and your business.

Challenge question: Are you guilty of blurring those lines or sometimes skipping the “practice” step? Are you role playing enough?


Highlight #4: Two Fantastic Time Management Tips

Doug shared two great tips when it comes to gaining control of your schedule:

  1. Learn to say no! Recognize that you don’t have to please the world, which means you don’t have to say yes to everything. The more you define your own personal values, the more you will be able to instinctively gauge when to say “no” strategically.
  2. Time Blocking. Doug is a big believer in the concept, “If it’s not on my schedule, it doesn’t exist.” However, he has a twist: His calendar is only available from Monday through Thursday. During those times, he is extremely organized. He keeps Friday to Sunday open to either “play catch-up” or to ensure he’s achieving the quality of life he desires.

Doug’s time blocking results in an approach I’m a big fan of… Massive structure + Flex time, because we all know things are bound to pop up that derail us from our schedule, and the flex time allows you to handle those items without total destruction of your entire week.

Challenge questions: Are you saying “no” enough? Do you have any “untouchable” days on your calendar? (If you’re not answering “yes” to both of those questions, work on those.)


Highlight #5: Growth Hacks to Expand Your Business

Doug has developed a novel approach to marketing on Facebook that’s designed to give his consumers exactly what they’re looking for.

Rather than combining everything into one page, he’s created different pages for different purposes.

  • He has one page that simply delivers available Chattanooga homes to buyers searching for properties.
  • He has one page dedicated solely to getting to know him and his team: Their culture, agent bios, etc.
  • He has one page dedicated to his brokerage.

Challenge question: When is the last time you gave thought to what you can do differently to grow your business?


Highlight #6: Q4 Advice for Two Distinct Types of Agents

Doug has Q4 advice for both high-producing agents and underperformers…

First, the underperformers need to ask themselves a serious question:

“Is this really what I want to be doing?”

If the answer is yes, then envision what it looks like if you begin to succeed on a regular basis.

Know what your business would look like if everything goes perfect, and then get the help you need… put in the work, get a coach or mentor, start building your team, etc.

On the other side of the coin, Doug’s advice to those agents who are really killing it right now is to answer this question:

What do you really want in life?

Once you’ve answered that question, then figure out the steps required to get there.

In the meantime, Doug also advises to stop being the bottleneck in your business. If you’re the deciding factor for everything, you’re impeding your own growth. Instead, delegate as much as possible.

Finally, Doug says to make sure you have tons of structure in your business and prioritize what’s most important to you.

Challenge question: What steps will you commit to in Q4 based on Doug’s advice?


I’d love your feedback on this episode. Tell me what you liked and what action steps you’ll take as a result of this show in the comments below!