Couldn’t make it to the Agent Rise Summit 2025? You’re in luck—this episode brings the fire.
I’m breaking down the most powerful insights from the entire three-day event. You’ll learn how to get out of survival mode, stop spinning your wheels, and build a business that finally feels clear and congruent.
Inside this episode:
– The mindset shift that broke agents out of fear
– A simple strategy to get 30–60 real conversations every week
– The real reason your marketing isn’t working (and how to fix it)
– Why mailing a newsletter still works—and how to make it work for you
– What to focus on daily to get off the commission rollercoaster for good
This isn’t theory. These are proven takeaways that are already helping agents grow their business with clarity and confidence.
Don’t miss it—your breakthrough could be just one takeaway away.
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Welcome risers.
It's that time once againfor the Agent Rise podcast.
I'm your host Neil Mathway, and todaywe're gonna be talking about what all
took place at the Agent Rise Summit 2025.
We just wrapped up an amazingthree day conference, and if
you missed it, you missed it.
I'm sorry about that.
You gotta make sure you join us next year.
Make sure you save the dates.
It's gonna be April 12th tothe 14th next year, 2026.
(00:23):
So get that into your calendarnow so you don't miss it.
We had.
A amazing time.
Not only were the speakers fantastic.
Um, you know, I mean, you know, I, I,I kinda had something to do with that.
But anyways, the, the speakerswere amazing and, uh, and
it was just fantastic.
You know, one of the things thathappens at a conference that you,
you just can't describe is howthe community comes together.
(00:47):
And one of the things that we focus onat the Agent Rise Summit is making sure
that everybody is a VIP and with thatit, it brings the community together.
And so we we're really fortunate.
I'm, I'm, I'm just.
Blessed to be able to seeall of this come together.
I can't bring the community to thepodcast here, but I can give you
some great takeaways, some thingsthat we learned, um, uh, at the
(01:08):
conference that I think would begreat content here for the podcast.
Obviously, you, you don't get itall, you know, I mean, you, you gotta
come to the conference to get it all.
But I've got, I've got some notes here.
I've got about 20 different takeaways.
From the conference that I'm gonnashare with you today, I don't
know if we'll get to all of them,but, uh, let me do my best here.
But, uh, the, the, the beginning of the,the, the whole conference, one of the
(01:29):
things that we talked about is this ideathat you have to do whatever it takes.
And, uh, when we look at like thechase pillar for example, the Chase
pillar is one of those pillarsthat is not very exciting to do.
It.
It makes you get outta your comfort zone.
You have to go out there and get it and.
And with that, we, we, westruggle with that as agents.
(01:50):
Uh, we like the idea of, uh, youknow, just putting some things
in the mail because it's easier.
We, we like the idea of postingon social media because it
attracts people to our business.
But when it comes to the idea of, youknow, maybe door knocking or maybe
doing open houses or, or, or, orchasing online leads, some of that.
(02:10):
Isn't it as exciting?
Right?
And so we struggle to do that.
And one of the things that we talked aboutin this area is that in doing whatever
it takes, one of those things is how manypeople we're talking to every single day.
If you are talking to one to two peoplea day, or five or 10 people a week, your
business is not gonna be moving forward.
(02:33):
You're just not havingenough conversations.
And so with that.
You have to do what it takes andwhat it takes is 10 to 12 engagements
a day, and you use your threepillars to get those engagements.
That's one of the things that isso beautiful about Agent Rise and
the framework is that you, onceyou have built your three pillars,
that is how you are going toget your engagements, right.
(02:55):
So the three pillars,uh, is the lead for this.
And once you have this dialed in,it becomes easier and easier to
get these 10 to 12 engagements.
But if you're not getting them, if you'renot doing what it takes, I. You simply
will not be moving your business forward.
And that's where you're on that commissionrollercoaster that we talk about so often.
And, and our goal here atAgent Rise is to get you off of
(03:18):
that commission rollercoaster.
Now, when we, when we come alive with ourchase pillar, Mindy, Mindy spoke, and,
uh, she's recently come alive, niching,uh, and focusing on working with builders.
And she's got such a greatbackground in design and.
And understands new construction.
She lives in a new build and wentthrough the new build process along
(03:39):
with helping many, many other clients.
And so she has now, uh, gotten reallyexcited about her chase pillar,
and with this it's be, it's becomeeasier to do whatever it takes.
So, uh, you know, this is one of thethings too, is that we, we gotta, we
know we gotta do whatever it takes,but, but if we have a. Chase pillar or
we have a niche or we have somethingthat excites us like, like Mindy is
(04:02):
super excited about the working with newbuilds and working with new construction.
She's excited now and it makes iteasier to do whatever it takes.
The next note that I got writtendown here comes from Stephen Ross.
Uh, the author of DoorsOpen When You Knock.
If you're watching this onYouTube, uh, here is his book.
You've Gotta Get It.
Um, and this, uh, he, he's justamazing and he really, really brought
(04:26):
the thunder, uh, to the summit.
And one of my biggest takeaways fromhim is, is you do not, um, let's see.
What is it?
Um, you do not have to tellpeople you sell real estate.
They'll figure it out.
Your job.
Is to earn their trust first.
That's what it's all about.
You don't need more leads.
You need more trust.
(04:46):
When we got talking aboutmatchmaking, Steven added this note.
Note that it's all about trust first.
Like when you're matchmaking with abuyer, it's all about earning their trust.
The real win isn't more leads,it's deeper relationships.
Right.
So, so by earning trust, we'reforming deeper relationships.
And when we have deeperrelationships, we get more referrals.
(05:08):
We ha we have more engagements,we talk to more people, right?
And our businesses move forward.
So it's a trust first business later.
Type approach.
And you know, Steven's, Steven's,uh, if you, you gotta go grab
this book and Steven's story,he's knocked on 125,000 doors.
Uh, it's just amazing to me.
Right?
And, and his book isn'tabout door knocking.
(05:30):
His book is about building relationships.
Um, and so it's, it's a way to findopportunities and build freedom.
And, uh, Steven is, is.
One of a kind.
You gotta go check this book out.
Um, and this was amazing, uh,to have him at the summit.
Um, and the next note that I have downhere comes from, comes from Mindy.
And Mindy gave a powerful talk about,uh, and, and one of my takeaways here
(05:52):
is that fear is a signal, not a stopsign, and that most of us are not stuck.
We're just scared.
And if you think about it, if you'restuck in your business, you're just
afraid of doing some of the thingsthat you need to do, and the fear
isn't a stop sign, it is not meantto, to prevent you from doing it.
(06:14):
It's a signal for you to do whatever ittakes for you to step into, uh, whatever
it is that you know you need to do.
You know what you need to do.
And, and Mindy told some storiesabout, uh, you know, talking with
her son and, and she said, you.
Know, there was a, a moment wherehe just didn't know the answer to
something and she said, you know,if I, if I had a gun to your head,
(06:35):
would you tell me the answer?
Would you know?
And immediately he knew the answer.
So he knew, he knew it deep inside.
He knew the answer, but, but hewas letting fear stand in the
way he was letting, uh, you know,misbeliefs and misunderstandings and
things like this stand in the way.
And that preventing him fromactually saying what he wanted to
say or doing what he wanted to do.
(06:55):
And I think a lot of us are in that sameboat where we're, we're, we're not stuck.
Or scared.
And so to get past that fear, getinto community, get surrounded
by others that are doing it.
And this is the powerfulthing that happened at the
summit is we are in community.
We spend three whole days together.
We go to lunch together, we havebreakfast together, we have coffee, we
(07:16):
have, uh, we, we go to dinners together.
and You are connecting and learningfrom everybody and learning what their
struggles are and how they overcome them.
And I'm telling you, getting intoa community helps remove that fear.
And that's exactly what we saw atthe Agent Rice Summit this year.
And, and so, uh, I, I'm trying torelay this to you on the podcast.
Obviously it's much better if you'rethere in person, but, uh, I'm hoping that
(07:39):
you're hearing this and understandingthat you, you, you are not stuck.
You're just afraid.
And so let's, let's break throughthat fear and let's get you
going in the right direction.
The next note that I have down hereis about getting the engagements, the
30 to 60 engagements a, uh, a week.
This is, this is a measurement that Ihave seen, uh, from agent after agent.
(08:00):
If they're getting 30 to 60engagements a week, they're usually
off that commission rollercoaster.
Their business is usually.
For flourishing.
They're talking to enough people,they've got enough in the pipeline.
Uh, and then how do you getto those 30 to 60 engagements?
That's really what we tackled at thesummit, was helping agents develop their
clear plan and put it into a funnelso that you can see that your, uh,
(08:24):
your three pillars live up at the top.
Your sphere, your chase and yourattraction are gonna generate leads
and then you're gonna match, make withthose leads, and then you're gonna
service those leads and those people.
And with that, you're gonna.
Aim for 30 to 60 engagements a week, andonce you get it built, it gets easier and
easier to do it now, to go along with thisand to keep your business moving forward.
(08:47):
Another thing that we talked aboutis day blocking and day blocking.
Uh, once you have your three pillarplan built, you can put it into
a day block where instead of timeblocking, you do one thing a day,
uh, to move the business forward.
So.
For me, my, my dayblocker looked like this.
On Mondays I called all hot leads OnTuesdays, I called all of my clients
(09:10):
and I did client update calls.
On Wednesday.
I worked on my sphere of influence.
So for me it was mailingnewsletters and client events.
So those were the days that Iworked on the newsletters and
worked on the client events.
On Thursdays, it was my chase pillarday for me that was open houses, so
I was out setting up signs, gettingthe listings ready to go for the
open houses of the coming weekend.
And then my Fridays were allset for the attraction pillar.
(09:33):
So for me it was social media andYouTube and doing those on every Friday.
So this helps, you know, bring clarity.
The, the goal at the Agent Rise Summitis to help agents bring clarity, to
help them see their three pillar plan,to hear all of the options to be in
their room with a bunch of other agentsthat are doing the different options
so that they can see it firsthand and,and, and, you know, go have lunch with
(09:56):
them and connect with them over their.
They're, they're the pillarsthat they're working on.
So, um, the idea here is again,you build your three pillar plan.
You work this to get your, your 30 to60 engagements a week, and then you
day block to stay consistent with it.
I also did a deep dive at thesummit about newsletters, uh, for
those that are new to Agent Rise.
(10:17):
You may not know this,uh, but I'm a huge fan of.
Mailing newsletters.
Yes.
You, you heard that right?
I love to mail newsletters and thereason I'm a big fan of mail over
email is that our mailboxes are emptyand our inboxes are far from empty.
They're, they're very, very noisy.
I mean, I think I have 128,000unopened emails, and if you go to my
(10:40):
mailbox, I'm gonna maybe have one ortwo pieces of mail in there today.
Right.
So, so not a lot of mail coming to me.
And when, when mail doescome to me, I like it.
Right?
Like, people enjoy getting mailbecause we get so little of it.
I don't get.
Bills and all of that in the mail anymore.
That's, that's all automated.
But, uh, what I, what I do get is, uh,usually like, thank you cards and, uh,
gifts and fun things in the mail, right?
(11:00):
And I like this and I send that so that alot of times it comes back to me, right?
And so, um, I'm a big believer in mailand I'm a fan of a company called Fast
Newsletters, and that's letters witha. Plural at the end, the s at the end,
uh, fast newsletters.com and uh, whatwe, what we encourage agents to do is
use this as a framework and, uh, getthe subscription to Fast Newsletters,
(11:23):
and then, uh, it's like 12 to 14bucks a month, something like that.
And you get the newsletter everymonth, and then you make it your own.
You gotta make it your own.
This is the big thing that we talked aboutat the summit, is that if you are just.
Taking the newsletter for what itis, um, and not changing a thing,
your clients are gonna see it.
Um, and so you've got to makesure you rewrite the newsletter,
make it your own, add your ownarticles, add your own things.
(11:45):
We talked about the things that mustbe in newsletters, and for me that is
it cannot be all about real estate.
It has to have some good call toactions in it instead of just call me.
If you're thinking aboutbuying and selling, it has
to have a. Thank you section.
This is the biggest thinghere, a thank you section.
This is where you are thankingothers who recently referred you.
(12:07):
And you have to remember this,that your clients may know you,
they may trust you, they may knowyou're a real estate agent, all that
good stuff, but do they trust you?
With their real estate.
You have to remember, they knowother real estate agents as well.
So do they trust youwith your real estate?
And if they see that others aretrusting you, by you adding a thank
you section and putting those thatrecently referred you into that thank
(12:30):
you section, it's going to signify tothem that, hey, this is, uh, others are
referring Neil, so I wanna refer Neil.
I, Neil seems to be the go-to look at allthese other people that are referring him.
So, and if you start.
Thinking and looking for referrals,you will start finding them and
you'll be able to start putting,putting them in your newsletter.
So with this, um, we talked about, youknow, that this is another component.
(12:53):
You've gotta have a thank yousection in your newsletter.
And then the fourth and final thing is,is you gotta have a good trivia section.
The trivia is what creates engagement.
And uh, we use Robert Birch,uh, from Fayetteville, Georgia.
We used him as an example, and Robert isgetting 10 to 15 people a week or a month.
Playing his trivia, that,that's just amazing.
And all of that is engagement rackand forth, back and forth, right?
(13:16):
Uh, so, and you just give away asimple gift card, a $5, $10 coffee
gift card, something like that,and, and you have fun with people.
That's the, that's the point of it all.
Um, some other things that you can do inthe newsletters is you can add evidence
of success, uh, where you put your, yourrecent listings and your recent solds.
That evidence of success is really good.
You could put some case studies in thereabout how you listed and sold a property.
(13:38):
Um, you know, how many,you know, when it was.
Listed how many showings you got, howmany offers you got, how what, what the
open house did, all that good stuff.
You could do what is called like a casestudy on, on a listing, and that goes
in the newsletters very well as well.
All right, so, so we talked a lotabout newsletters and really helped
agents dive into their newslettersand, um, there's obviously a lot
more notes where that came from.
(13:58):
So if you've got anyquestions, I'm here for you.
Uh, we also, uh, talked a lotabout events, uh, and events
are something that I, uh.
I really, really love.
Uh, obviously we were at an event, right?
So the A GRI summit is an eventfor my company and, uh, and it's
amazing to, to get everybodytogether and what an event does.
(14:20):
I mean, um, there was, uh, you know,we had about 70, I think it was 78.
People in the room.
Uh, and we had, I don't know, probably,I probably had over 200 conversations,
maybe 300 conversations in the last monthwith agents a about coming to the summit,
uh, or you know, all of the speakersand, and everybody that was there.
I mean, it's amazing how manyengagements or conversations
(14:43):
I have to put on the summit.
Same thing goes for anyevent that you put on.
If it, if it might be a, a clientevent appreciation event, or it
might be a public facing eventlike a, a seminar or something
for, maybe for probate or seniors.
Maybe it's for first time home buyers.
Um, investor meetups are very popular.
And then it could go even further.
(15:04):
And I, I saw it.
Uh, about how Tyler and Michael out inDenver are doing a bruise and business
meetup where they're just getting peopletogether, uh, for beer and for connecting.
It's a new way to network is the waythat they're, uh, promoting it, and
I think it's absolutely fantastic.
Um, and then you could even do, uh.
You know, the investor meetups that,uh, Josh Boyd, uh, is doing in Atlanta,
(15:27):
uh, where he is getting investorstogether and bringing different speakers
to help investors with investing.
And of course, with all of this, he'smeeting, uh, these investors and, and,
and also working with them, right?
So, uh, he's doing a, a great joband we could even go, uh, beyond that
and do realtor to realtor meetups.
So TJ's doing an excellent jobwith this and Christian and Ashley
(15:49):
down here in southwest Florida,I'm seeing them do this as well.
And I. Seeing this all across thecountry, just getting agents together.
It doesn't matter whatbrokerage you're at.
I, I love the way TJ says this is,is that I I respect that you love
your brokerage as much as I love mybrokerage, and that's, that's awesome.
Right?
And so it's not about brokerages.
It's not about what brokerage you're at.
It's all about.
Getting agents together and helping themflourish, um, and doing it together.
(16:13):
And so this has become anothergreat way to do events.
So a lot of talk around events and,um, if this is something that you're
considering, um, talk with me.
There's, there's so many differentways to set this up, uh, and to, to
use this to grow your business becauseyou could use the events in, in one
of your ecosystems, you could useit as a, uh, an attraction pillar.
(16:34):
There's so many differentways to blend events.
Into your plan, and that ofcourse is something we talked
a lot about at the summit.
Another great takeaway came fromSue Pinky Benson, who brought
the fire like she always does.
Uh, but one of the things that shewas really, really talking a lot about
was don't worry about the algorithm.
Uh, don't produce videos for views.
(16:55):
And, um, some of these videos thatwe're seeing from agents in our
industry just kind of make us.
Cringe as professionals becausethey're doing crazy things and
awkward things and just, I don'tknow, just some, just, just not right.
I don't know how else to say it.
Uh, um, but, but they're just,they're just not being professionals,
but they're doing it for views.
(17:16):
And, and, and we cannotbe doing videos for views.
We have to be doing videosto connect with people.
Uh, that's one of the things thatI absolutely love about YouTube is
that when you are producing contentand somebody is learning from you,
and they see you as their guide,they become one of the best clients.
They already know youbefore they call you.
(17:38):
We're always a little weirded outwhen we get a phone call from somebody
that's been watching our videos.
But, but why?
Because the, it's justbecause we haven't met them.
Right, but they know us.
They've seen our videos,they've gotten to know us.
And so that's one of the best thingsabout, about videos, about YouTube,
about TikTok, about Instagram, isthat it creates this connection.
Right?
And so don't do videos for views,because a lot of these agents that
(18:02):
are doing videos for views, if yougo look up, um, go to homes.com
and look up their production.
They haven't sold hardly any houses.
So, so they're, they're brand new.
They're just.
Doing this because they know theycan get attention and uh, and, and,
and for some reason they're not,they don't have a broker that cares.
I don't, I don't really know.
Um, but they're, they're not doing,uh, they're not doing business.
(18:22):
They're not growing.
They're not, they'renot building a business.
So stop doing it for views.
And obviously Pinky saysthis way better than I do.
, But it's, it's really,really, really true.
And, um, this one resonated with me here.
I. Another thing that we talkedabout was, uh, A-C-M-A-A day.
I'm a big fan of this in the differentways to do CMAs and one of my, uh,
(18:43):
things that I've picked up on thatI'm, you know, hearing other agents
talk, uh, hearing what's workingis the process to do CMAA day.
Uh, a lot of us werejust putting out CMAs.
You know, in writing to our people.
Uh, and, you know, here's aCMA unsolicited, here you go.
Uh, and, and the, the, the areathat I'm learning more about
(19:03):
this and seeing it work better isto do a 30,000 foot view first.
Do, you know, start out nationwide, um,and say, you know, there's some parts of
the country that inventory's climbing.
Uh, and there's other partswhere it hasn't affected at all.
We still have low inventory, right.
Uh, so there's, uh, other, you know,kind of give them a national, like if we
were, if we were given the weather right.
Give 'em a national overview, then getinto the region, get into the area,
(19:27):
maybe into the state, into the city,uh, and start talking about what's
going on in the local market, and thengo a step further and talk about what's
happening right in their neighborhood.
Right?
How many souls there were in theirneighborhood and the statistics right.
On their neighborhood.
And then, and then with that,they now have a good idea
of houses that match theirs.
Right?
So you went, you went.
(19:47):
You went nationwide, you went regional,you went neighborhood, and then
now you're talking about, Hey, thisis another ranch just like yours.
This is one that has a threecar garage, just like whatever.
You know, you're, you're comparinghouses to theirs, but you haven't given
them the full value at this point.
At this point.
You've just given them information.
So now is a great call to action to say,Hey, if you want me to do a full report
(20:08):
on your house, I'd be happy to do that.
I can either do it from my desk, orbetter yet, I could come out to your
house and now you're using this.
To set up an appointment.
And, uh, so we talked a lot about thisand how to set this up and how to use
this to stay in touch with your sphere,your, your clients that have bought houses
with you in the past and your peoplethat are in your sphere of influence.
(20:29):
It's also great to do with anyleads that, uh, you, you, you might
receive a, you know, somebody that's.
Thinking about selling, maybe you're,you're doing an open house and you
get a nosy neighbor that comes over.
You know, this might be a good followup, uh, strategy with them, uh, to
say, Hey, I'd love to just do a marketoverview for you, just to give you
a snapshot on where the market is.
I understand that you're not gonna beselling for another year or two, uh, but
(20:50):
this would be great information for you.
And again, I can, I then I can.
Update you when you getcloser and closer, right?
So this becomes a good lead in here, um,to a strategy, but it also is something
great, uh, if you're looking forengagements with your sphere of influence.
All right?
And so our goal for the entireconference was to bring clarity, and
that's our goal here at Agent Rise.
We always want to help agents developa clear three pillar plan, help them
(21:14):
find one that is congruent to them, onethat feels right to them, and then help.
Them, stay consistent.
And if you need help with yourthree pillar plan, I suggest that
you dive into Agent Rise Academy.
You can check all of thatout@agentrisecoaching.com slash
academy and get started today.
I hope that today's episode bringsyou some ideas, the things that you
(21:36):
can implement into your business.
And of course, I, there's somuch that I left out here.
There's, uh, there's somany notes from the summit.
Um, so let me know in the comments,what was your favorite part, what was
your takeaway from the conference?
And if you're not following usover on YouTube, make sure you
jump over on YouTube where you can.
Put your comment in the comment below ifyou're listening to us on the podcast.
(21:57):
Thank you so much and thank you againfor listening to the Agent Rise podcast.
Have a great day and like always rememberto be the reason somebody smiles today.
Welcome risers.
It's that time once againfor the Agent Rise podcast.
I'm your host Neil Mathway, and todaywe're gonna be talking about what all
took place at the Agent Rise Summit 2025.
We just wrapped up an amazingthree day conference, and if
you missed it, you missed it.
I'm sorry about that.
You gotta make sure you join us next year.
Make sure you save the dates.
It's gonna be April 12th tothe 14th next year, 2026.
(00:23):
So get that into your calendarnow so you don't miss it.
We had.
A amazing time.
Not only were the speakers fantastic.
Um, you know, I mean, you know, I, I,I kinda had something to do with that.
But anyways, the, the speakerswere amazing and, uh, and
it was just fantastic.
You know, one of the things thathappens at a conference that you,
you just can't describe is howthe community comes together.
(00:47):
And one of the things that we focus onat the Agent Rise Summit is making sure
that everybody is a VIP and with thatit, it brings the community together.
And so we we're really fortunate.
I'm, I'm, I'm just.
Blessed to be able to seeall of this come together.
I can't bring the community to thepodcast here, but I can give you
some great takeaways, some thingsthat we learned, um, uh, at the
(01:08):
conference that I think would begreat content here for the podcast.
Obviously, you, you don't get itall, you know, I mean, you, you gotta
come to the conference to get it all.
But I've got, I've got some notes here.
I've got about 20 different takeaways.
From the conference that I'm gonnashare with you today, I don't
know if we'll get to all of them,but, uh, let me do my best here.
But, uh, the, the, the beginning of the,the, the whole conference, one of the
(01:29):
things that we talked about is this ideathat you have to do whatever it takes.
And, uh, when we look at like thechase pillar for example, the Chase
pillar is one of those pillarsthat is not very exciting to do.
It.
It makes you get outta your comfort zone.
You have to go out there and get it and.
And with that, we, we, westruggle with that as agents.
(01:50):
Uh, we like the idea of, uh, youknow, just putting some things
in the mail because it's easier.
We, we like the idea of postingon social media because it
attracts people to our business.
But when it comes to the idea of, youknow, maybe door knocking or maybe
doing open houses or, or, or, orchasing online leads, some of that.
(02:10):
Isn't it as exciting?
Right?
And so we struggle to do that.
And one of the things that we talked aboutin this area is that in doing whatever
it takes, one of those things is how manypeople we're talking to every single day.
If you are talking to one to two peoplea day, or five or 10 people a week, your
business is not gonna be moving forward.
(02:33):
You're just not havingenough conversations.
And so with that.
You have to do what it takes andwhat it takes is 10 to 12 engagements
a day, and you use your threepillars to get those engagements.
That's one of the things that isso beautiful about Agent Rise and
the framework is that you, onceyou have built your three pillars,
that is how you are going toget your engagements, right.
(02:55):
So the three pillars,uh, is the lead for this.
And once you have this dialed in,it becomes easier and easier to
get these 10 to 12 engagements.
But if you're not getting them, if you'renot doing what it takes, I. You simply
will not be moving your business forward.
And that's where you're on that commissionrollercoaster that we talk about so often.
And, and our goal here atAgent Rise is to get you off of
(03:18):
that commission rollercoaster.
Now, when we, when we come alive with ourchase pillar, Mindy, Mindy spoke, and,
uh, she's recently come alive, niching,uh, and focusing on working with builders.
And she's got such a greatbackground in design and.
And understands new construction.
She lives in a new build and wentthrough the new build process along
(03:39):
with helping many, many other clients.
And so she has now, uh, gotten reallyexcited about her chase pillar,
and with this it's be, it's becomeeasier to do whatever it takes.
So, uh, you know, this is one of thethings too, is that we, we gotta, we
know we gotta do whatever it takes,but, but if we have a. Chase pillar or
we have a niche or we have somethingthat excites us like, like Mindy is
(04:02):
super excited about the working with newbuilds and working with new construction.
She's excited now and it makes iteasier to do whatever it takes.
The next note that I got writtendown here comes from Stephen Ross.
Uh, the author of DoorsOpen When You Knock.
If you're watching this onYouTube, uh, here is his book.
You've Gotta Get It.
Um, and this, uh, he, he's justamazing and he really, really brought
(04:26):
the thunder, uh, to the summit.
And one of my biggest takeaways fromhim is, is you do not, um, let's see.
What is it?
Um, you do not have to tellpeople you sell real estate.
They'll figure it out.
Your job.
Is to earn their trust first.
That's what it's all about.
You don't need more leads.
You need more trust.
(04:46):
When we got talking aboutmatchmaking, Steven added this note.
Note that it's all about trust first.
Like when you're matchmaking with abuyer, it's all about earning their trust.
The real win isn't more leads,it's deeper relationships.
Right.
So, so by earning trust, we'reforming deeper relationships.
And when we have deeperrelationships, we get more referrals.
(05:08):
We ha we have more engagements,we talk to more people, right?
And our businesses move forward.
So it's a trust first business later.
Type approach.
And you know, Steven's, Steven's,uh, if you, you gotta go grab
this book and Steven's story,he's knocked on 125,000 doors.
Uh, it's just amazing to me.
Right?
And, and his book isn'tabout door knocking.
(05:30):
His book is about building relationships.
Um, and so it's, it's a way to findopportunities and build freedom.
And, uh, Steven is, is.
One of a kind.
You gotta go check this book out.
Um, and this was amazing, uh,to have him at the summit.
Um, and the next note that I have downhere comes from, comes from Mindy.
And Mindy gave a powerful talk about,uh, and, and one of my takeaways here
(05:52):
is that fear is a signal, not a stopsign, and that most of us are not stuck.
We're just scared.
And if you think about it, if you'restuck in your business, you're just
afraid of doing some of the thingsthat you need to do, and the fear
isn't a stop sign, it is not meantto, to prevent you from doing it.
(06:14):
It's a signal for you to do whatever ittakes for you to step into, uh, whatever
it is that you know you need to do.
You know what you need to do.
And, and Mindy told some storiesabout, uh, you know, talking with
her son and, and she said, you.
Know, there was a, a moment wherehe just didn't know the answer to
something and she said, you know,if I, if I had a gun to your head,
(06:35):
would you tell me the answer?
Would you know?
And immediately he knew the answer.
So he knew, he knew it deep inside.
He knew the answer, but, but hewas letting fear stand in the
way he was letting, uh, you know,misbeliefs and misunderstandings and
things like this stand in the way.
And that preventing him fromactually saying what he wanted to
say or doing what he wanted to do.
(06:55):
And I think a lot of us are in that sameboat where we're, we're, we're not stuck.
Or scared.
And so to get past that fear, getinto community, get surrounded
by others that are doing it.
And this is the powerfulthing that happened at the
summit is we are in community.
We spend three whole days together.
We go to lunch together, we havebreakfast together, we have coffee, we
(07:16):
have, uh, we, we go to dinners together.
and You are connecting and learningfrom everybody and learning what their
struggles are and how they overcome them.
And I'm telling you, getting intoa community helps remove that fear.
And that's exactly what we saw atthe Agent Rice Summit this year.
And, and so, uh, I, I'm trying torelay this to you on the podcast.
Obviously it's much better if you'rethere in person, but, uh, I'm hoping that
(07:39):
you're hearing this and understandingthat you, you, you are not stuck.
You're just afraid.
And so let's, let's break throughthat fear and let's get you
going in the right direction.
The next note that I have down hereis about getting the engagements, the
30 to 60 engagements a, uh, a week.
This is, this is a measurement that Ihave seen, uh, from agent after agent.
(08:00):
If they're getting 30 to 60engagements a week, they're usually
off that commission rollercoaster.
Their business is usually.
For flourishing.
They're talking to enough people,they've got enough in the pipeline.
Uh, and then how do you getto those 30 to 60 engagements?
That's really what we tackled at thesummit, was helping agents develop their
clear plan and put it into a funnelso that you can see that your, uh,
(08:24):
your three pillars live up at the top.
Your sphere, your chase and yourattraction are gonna generate leads
and then you're gonna match, make withthose leads, and then you're gonna
service those leads and those people.
And with that, you're gonna.
Aim for 30 to 60 engagements a week, andonce you get it built, it gets easier and
easier to do it now, to go along with thisand to keep your business moving forward.
(08:47):
Another thing that we talked aboutis day blocking and day blocking.
Uh, once you have your three pillarplan built, you can put it into
a day block where instead of timeblocking, you do one thing a day,
uh, to move the business forward.
So.
For me, my, my dayblocker looked like this.
On Mondays I called all hot leads OnTuesdays, I called all of my clients
(09:10):
and I did client update calls.
On Wednesday.
I worked on my sphere of influence.
So for me it was mailingnewsletters and client events.
So those were the days that Iworked on the newsletters and
worked on the client events.
On Thursdays, it was my chase pillarday for me that was open houses, so
I was out setting up signs, gettingthe listings ready to go for the
open houses of the coming weekend.
And then my Fridays were allset for the attraction pillar.
(09:33):
So for me it was social media andYouTube and doing those on every Friday.
So this helps, you know, bring clarity.
The, the goal at the Agent Rise Summitis to help agents bring clarity, to
help them see their three pillar plan,to hear all of the options to be in
their room with a bunch of other agentsthat are doing the different options
so that they can see it firsthand and,and, and, you know, go have lunch with
(09:56):
them and connect with them over their.
They're, they're the pillarsthat they're working on.
So, um, the idea here is again,you build your three pillar plan.
You work this to get your, your 30 to60 engagements a week, and then you
day block to stay consistent with it.
I also did a deep dive at thesummit about newsletters, uh, for
those that are new to Agent Rise.
(10:17):
You may not know this,uh, but I'm a huge fan of.
Mailing newsletters.
Yes.
You, you heard that right?
I love to mail newsletters and thereason I'm a big fan of mail over
email is that our mailboxes are emptyand our inboxes are far from empty.
They're, they're very, very noisy.
I mean, I think I have 128,000unopened emails, and if you go to my
(10:40):
mailbox, I'm gonna maybe have one ortwo pieces of mail in there today.
Right.
So, so not a lot of mail coming to me.
And when, when mail doescome to me, I like it.
Right?
Like, people enjoy getting mailbecause we get so little of it.
I don't get.
Bills and all of that in the mail anymore.
That's, that's all automated.
But, uh, what I, what I do get is, uh,usually like, thank you cards and, uh,
gifts and fun things in the mail, right?
(11:00):
And I like this and I send that so that alot of times it comes back to me, right?
And so, um, I'm a big believer in mailand I'm a fan of a company called Fast
Newsletters, and that's letters witha. Plural at the end, the s at the end,
uh, fast newsletters.com and uh, whatwe, what we encourage agents to do is
use this as a framework and, uh, getthe subscription to Fast Newsletters,
(11:23):
and then, uh, it's like 12 to 14bucks a month, something like that.
And you get the newsletter everymonth, and then you make it your own.
You gotta make it your own.
This is the big thing that we talked aboutat the summit, is that if you are just.
Taking the newsletter for what itis, um, and not changing a thing,
your clients are gonna see it.
Um, and so you've got to makesure you rewrite the newsletter,
make it your own, add your ownarticles, add your own things.
(11:45):
We talked about the things that mustbe in newsletters, and for me that is
it cannot be all about real estate.
It has to have some good call toactions in it instead of just call me.
If you're thinking aboutbuying and selling, it has
to have a. Thank you section.
This is the biggest thinghere, a thank you section.
This is where you are thankingothers who recently referred you.
(12:07):
And you have to remember this,that your clients may know you,
they may trust you, they may knowyou're a real estate agent, all that
good stuff, but do they trust you?
With their real estate.
You have to remember, they knowother real estate agents as well.
So do they trust youwith your real estate?
And if they see that others aretrusting you, by you adding a thank
you section and putting those thatrecently referred you into that thank
(12:30):
you section, it's going to signify tothem that, hey, this is, uh, others are
referring Neil, so I wanna refer Neil.
I, Neil seems to be the go-to look at allthese other people that are referring him.
So, and if you start.
Thinking and looking for referrals,you will start finding them and
you'll be able to start putting,putting them in your newsletter.
So with this, um, we talked about, youknow, that this is another component.
(12:53):
You've gotta have a thank yousection in your newsletter.
And then the fourth and final thing is,is you gotta have a good trivia section.
The trivia is what creates engagement.
And uh, we use Robert Birch,uh, from Fayetteville, Georgia.
We used him as an example, and Robert isgetting 10 to 15 people a week or a month.
Playing his trivia, that,that's just amazing.
And all of that is engagement rackand forth, back and forth, right?
(13:16):
Uh, so, and you just give away asimple gift card, a $5, $10 coffee
gift card, something like that,and, and you have fun with people.
That's the, that's the point of it all.
Um, some other things that you can do inthe newsletters is you can add evidence
of success, uh, where you put your, yourrecent listings and your recent solds.
That evidence of success is really good.
You could put some case studies in thereabout how you listed and sold a property.
(13:38):
Um, you know, how many,you know, when it was.
Listed how many showings you got, howmany offers you got, how what, what the
open house did, all that good stuff.
You could do what is called like a casestudy on, on a listing, and that goes
in the newsletters very well as well.
All right, so, so we talked a lotabout newsletters and really helped
agents dive into their newslettersand, um, there's obviously a lot
more notes where that came from.
(13:58):
So if you've got anyquestions, I'm here for you.
Uh, we also, uh, talked a lotabout events, uh, and events
are something that I, uh.
I really, really love.
Uh, obviously we were at an event, right?
So the A GRI summit is an eventfor my company and, uh, and it's
amazing to, to get everybodytogether and what an event does.
(14:20):
I mean, um, there was, uh, you know,we had about 70, I think it was 78.
People in the room.
Uh, and we had, I don't know, probably,I probably had over 200 conversations,
maybe 300 conversations in the last monthwith agents a about coming to the summit,
uh, or you know, all of the speakersand, and everybody that was there.
I mean, it's amazing how manyengagements or conversations
(14:43):
I have to put on the summit.
Same thing goes for anyevent that you put on.
If it, if it might be a, a clientevent appreciation event, or it
might be a public facing eventlike a, a seminar or something
for, maybe for probate or seniors.
Maybe it's for first time home buyers.
Um, investor meetups are very popular.
And then it could go even further.
(15:04):
And I, I saw it.
Uh, about how Tyler and Michael out inDenver are doing a bruise and business
meetup where they're just getting peopletogether, uh, for beer and for connecting.
It's a new way to network is the waythat they're, uh, promoting it, and
I think it's absolutely fantastic.
Um, and then you could even do, uh.
You know, the investor meetups that,uh, Josh Boyd, uh, is doing in Atlanta,
(15:27):
uh, where he is getting investorstogether and bringing different speakers
to help investors with investing.
And of course, with all of this, he'smeeting, uh, these investors and, and,
and also working with them, right?
So, uh, he's doing a, a great joband we could even go, uh, beyond that
and do realtor to realtor meetups.
So TJ's doing an excellent jobwith this and Christian and Ashley
(15:49):
down here in southwest Florida,I'm seeing them do this as well.
And I. Seeing this all across thecountry, just getting agents together.
It doesn't matter whatbrokerage you're at.
I, I love the way TJ says this is,is that I I respect that you love
your brokerage as much as I love mybrokerage, and that's, that's awesome.
Right?
And so it's not about brokerages.
It's not about what brokerage you're at.
It's all about.
Getting agents together and helping themflourish, um, and doing it together.
(16:13):
And so this has become anothergreat way to do events.
So a lot of talk around events and,um, if this is something that you're
considering, um, talk with me.
There's, there's so many differentways to set this up, uh, and to, to
use this to grow your business becauseyou could use the events in, in one
of your ecosystems, you could useit as a, uh, an attraction pillar.
(16:34):
There's so many differentways to blend events.
Into your plan, and that ofcourse is something we talked
a lot about at the summit.
Another great takeaway came fromSue Pinky Benson, who brought
the fire like she always does.
Uh, but one of the things that shewas really, really talking a lot about
was don't worry about the algorithm.
Uh, don't produce videos for views.
(16:55):
And, um, some of these videos thatwe're seeing from agents in our
industry just kind of make us.
Cringe as professionals becausethey're doing crazy things and
awkward things and just, I don'tknow, just some, just, just not right.
I don't know how else to say it.
Uh, um, but, but they're just,they're just not being professionals,
but they're doing it for views.
(17:16):
And, and, and we cannotbe doing videos for views.
We have to be doing videosto connect with people.
Uh, that's one of the things thatI absolutely love about YouTube is
that when you are producing contentand somebody is learning from you,
and they see you as their guide,they become one of the best clients.
They already know youbefore they call you.
(17:38):
We're always a little weirded outwhen we get a phone call from somebody
that's been watching our videos.
But, but why?
Because the, it's justbecause we haven't met them.
Right, but they know us.
They've seen our videos,they've gotten to know us.
And so that's one of the best thingsabout, about videos, about YouTube,
about TikTok, about Instagram, isthat it creates this connection.
Right?
And so don't do videos for views,because a lot of these agents that
(18:02):
are doing videos for views, if yougo look up, um, go to homes.com
and look up their production.
They haven't sold hardly any houses.
So, so they're, they're brand new.
They're just.
Doing this because they know theycan get attention and uh, and, and,
and for some reason they're not,they don't have a broker that cares.
I don't, I don't really know.
Um, but they're, they're not doing,uh, they're not doing business.
(18:22):
They're not growing.
They're not, they'renot building a business.
So stop doing it for views.
And obviously Pinky saysthis way better than I do.
, But it's, it's really,really, really true.
And, um, this one resonated with me here.
I. Another thing that we talkedabout was, uh, A-C-M-A-A day.
I'm a big fan of this in the differentways to do CMAs and one of my, uh,
(18:43):
things that I've picked up on thatI'm, you know, hearing other agents
talk, uh, hearing what's workingis the process to do CMAA day.
Uh, a lot of us werejust putting out CMAs.
You know, in writing to our people.
Uh, and, you know, here's aCMA unsolicited, here you go.
Uh, and, and the, the, the areathat I'm learning more about
(19:03):
this and seeing it work better isto do a 30,000 foot view first.
Do, you know, start out nationwide, um,and say, you know, there's some parts of
the country that inventory's climbing.
Uh, and there's other partswhere it hasn't affected at all.
We still have low inventory, right.
Uh, so there's, uh, other, you know,kind of give them a national, like if we
were, if we were given the weather right.
Give 'em a national overview, then getinto the region, get into the area,
(19:27):
maybe into the state, into the city,uh, and start talking about what's
going on in the local market, and thengo a step further and talk about what's
happening right in their neighborhood.
Right?
How many souls there were in theirneighborhood and the statistics right.
On their neighborhood.
And then, and then with that,they now have a good idea
of houses that match theirs.
Right?
So you went, you went.
(19:47):
You went nationwide, you went regional,you went neighborhood, and then
now you're talking about, Hey, thisis another ranch just like yours.
This is one that has a threecar garage, just like whatever.
You know, you're, you're comparinghouses to theirs, but you haven't given
them the full value at this point.
At this point.
You've just given them information.
So now is a great call to action to say,Hey, if you want me to do a full report
(20:08):
on your house, I'd be happy to do that.
I can either do it from my desk, orbetter yet, I could come out to your
house and now you're using this.
To set up an appointment.
And, uh, so we talked a lot about thisand how to set this up and how to use
this to stay in touch with your sphere,your, your clients that have bought houses
with you in the past and your peoplethat are in your sphere of influence.
(20:29):
It's also great to do with anyleads that, uh, you, you, you might
receive a, you know, somebody that's.
Thinking about selling, maybe you're,you're doing an open house and you
get a nosy neighbor that comes over.
You know, this might be a good followup, uh, strategy with them, uh, to
say, Hey, I'd love to just do a marketoverview for you, just to give you
a snapshot on where the market is.
I understand that you're not gonna beselling for another year or two, uh, but
(20:50):
this would be great information for you.
And again, I can, I then I can.
Update you when you getcloser and closer, right?
So this becomes a good lead in here, um,to a strategy, but it also is something
great, uh, if you're looking forengagements with your sphere of influence.
All right?
And so our goal for the entireconference was to bring clarity, and
that's our goal here at Agent Rise.
We always want to help agents developa clear three pillar plan, help them
(21:14):
find one that is congruent to them, onethat feels right to them, and then help.
Them, stay consistent.
And if you need help with yourthree pillar plan, I suggest that
you dive into Agent Rise Academy.
You can check all of thatout@agentrisecoaching.com slash
academy and get started today.
I hope that today's episode bringsyou some ideas, the things that you
(21:36):
can implement into your business.
And of course, I, there's somuch that I left out here.
There's, uh, there's somany notes from the summit.
Um, so let me know in the comments,what was your favorite part, what was
your takeaway from the conference?
And if you're not following usover on YouTube, make sure you
jump over on YouTube where you can.
Put your comment in the comment below ifyou're listening to us on the podcast.
(21:57):
Thank you so much and thank you againfor listening to the Agent Rise podcast.
Have a great day and like always rememberto be the reason somebody smiles today.
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