Tom Ferry: How many agents today do you work with? What’s your coaching schedule look like?
Debbie Holloway: I coach 20 people and travel during the week to do speaking events for the Tom Ferry Company.
Tom Ferry: How many homes a year do your coaching clients sell on average?
Debbie Holloway: They average 126 homes a year.
Tom Ferry: Okay. That’s A LOT of real estate, 20 people averaging 126 transactions a year. I thought it would be fun for us to talk today about moving to the next level.
In our conversations, you had mentioned that there was 3 disciplines that you were working on specifically with your clients. These disciplines were allowing them to move beyond the minutiae and really take it to the next level.
So, share with us what are those 3 disciplines.
Debbie Holloway: First of all, I would say that it doesn’t matter if you’re selling 25 homes or 125 homes. The disciplines are the same. It’s just at a larger level.
1. Sticking to your schedule and delegating less important work out. It really matters what you do in the morning, from the time you get up until noon each day. It’s the most important part of your day and it’s easy for us to fall off track. We all have the same 1440 minutes in a day and it matters how we spend it, which brings us to delegation. If you’re not able to delegate, whether it is someone on your team, or a vendor that you use then you’re doing the administrative work yourself. And as you’ve always said to me, “That makes you a very highly-paid administrator.” And that’s not what we want.
For example, I had lunch today with one of my clients who has a big team. And the hardest thing for her right now is letting go. She’s so used to having her buyer’s agents call her and say, “I have a question about this contract I’m writing.”And that’s no longer her job. Her job is strictly to focus on the listings. It’s hard to let go, but when you let go, you grow.
For me, the last couple years of my real estate practice, I was only doing things that made me money and everything else I delegated out. I only worked 4 days a week and that’s what all agents should strive for.