July 7, 2025 • 17 mins
Prospecting doesn’t have to feel forced, and staying consistent doesn’t have to drain you.
In this episode, Neil shares how to fall in love with your Chase Pillar, do whatever it takes to get off the commission rollercoaster, and finally spark real momentum in your real estate business.
Learn why the Chase Pillar is your rocket booster, hear real stories, and discover how to pick a strategy that plays to your strengths.
Ready for a plan that works for you? Book a free strategy session at AgentRiseCoaching.com
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Transcript
Episode Transcript
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(00:00):
Are you stuck on thecommission roller coaster?
Maybe you're struggling withyour chase pillar, or worse,
you're not doing it at all.
Well, you're not alone because theChase pillar is the hardest one
for agents to fall in love with.
but it might be just the thing that'sgonna get your business back on track.
Today we're diving into thisidea of doing whatever it takes.
(00:23):
And how to fall in love withthe actual part of your business
that you've been avoiding.
If you miss this episode, youmight keep spinning your wheels,
But if you listen in, you mightdiscover that this one small change
might make all the difference.
Let's get started now.
Welcome to the Agent Rise podcast,where we celebrate that you are unique
(00:46):
and one of a kind, instead of askingyou to do things that make you cringe.
We help you create a clear,personalized plan that aligns with you.
No more overthinking or wasting time.
Just a straightforward path to buildinga real estate business you love.
Welcome risers.
(01:06):
It's that time once againfor the Agent Rise podcast.
I'm your host Neil Wig, and today we'retalking about the Chase pillar and
this idea of doing whatever it takes.
All right.
Now, the Chase pillar, ifyou're not familiar with it,
it is one of three pillars.
We've got our sphere, our chase,and our attraction, and the
chase pillar is the pillar thatI see most agents struggle with.
(01:29):
It's the pillar that's gonna makeyou get outside of your comfort zone.
It's gonna make you do things thatyou don't necessarily love doing.
And with that, it's.
The least favorite pillar, likelet's just be honest about it, right?
And because of it being the leastfavorite, it's also the one that we
are the most inconsistent with, butit's also the most important pillar
(01:50):
or one of the most important pillars,especially if you're stuck or you're
on a commission rollercoaster.
And the reason is because the chasepillar is meant to get you out there.
It's meant to get yououtta your comfort zone.
It's meant to be thespark to your business.
I sometimes explain it as it's therocket booster to your business.
(02:10):
Like if you, if you think about, uh, your,uh, a rocket ship that takes off, it's
got that fuel tank on the side of it.
And as that rocket takes off andeventually that fuel, uh, runs
out, they drop that tank, right?
And the chase pillar is.
The same way.
It's one of these, uh, it's a pillarthat you can use to launch your
business, but once you get to thebusiness where you want it to be,
(02:32):
and your sphere is up and running andyour attraction is up and running, you
can eventually drop the chase pillar.
And it's one of these things thatyou can even throttle, uh, you
know, in my career, 2002 to 2005.
Uh, I used my chase pillar.
I, I did open houses every single Sunday.
Uh.
Every single weekend.
I mean, it was nonstop.
It was my commitment to the business.
(02:53):
Um, and it was, do whatever it takeskind of moment for me, uh, was those
open houses, but then my sphere kickedin, in, in 2005, my attraction kicked
in and I had more than enough businessthat I could then drop my chase pillar.
But then the recession came,right, 2000 7, 0 8, 0 9, uh, where
sales really, really dropped.
(03:14):
Um, and my, my sphere wasn't,wasn't influencing anymore and my
attraction was really slowed down.
Um, so I needed to goout there and get it.
So I fired open houses up again and Ialso made working with short sales and
res, another one of my chase pillars.
I added more to my business duringthe recession, and so that's what
(03:35):
helped me get through the recession.
And then eventually my sphere pickedup and my attraction picked back
up like in 2012 and 13, And thenI dropped my Chase pillar again.
And then I had to pick it upagain in 2017, 18 when I stepped
down from the CEO role at RealtyExecutives to launch Agent Rise.
And because of launching Agent Riseand the money wasn't quite there
(03:58):
yet, I had to sell real estate again.
So I got back out there and soldreal estate, built another team,
and, and I did that all throughmy Chase pillar in open houses.
Obviously my sphere was hummingagain and my attraction was humming.
But my, my chase is what really,really helped me get going.
So the chase pillar is a very, veryimportant pillar, but it's one of these
pillars that we don't love, right?
(04:19):
So it's not exciting and we're all aboutbuilding a business that we love, right?
That's our, our true mission here atAgent Rise is we want three pillars
that are congruent to us so that we canbuild a business that we love, right?
And so, uh, it's really important to loveeverything about your business, but that
chase pillar is kind of that love hate.
It's, it's hard to fall in love with it.
(04:39):
But, but there are ways for you tofall in love with your chase pillar.
And that's what I'm gonna talkabout today along with this
idea of doing whatever it takes.
This is something that I shared atthe summit and it's just this thought
of, you know, sometimes there's somework that we don't love to do, but
we just have to do whatever it takes.
And if we do that, the rest ofeverything else becomes easier.
(05:02):
Uh, we had Stephen Ross at thesummit and Stephen wrote the book.
Doors open when they knock, and Stevenhas knocked on over 125,000 doors.
Just crazy to me.
But he did all of this.
If we asked him the question like,what, what did you, what were you
thinking when you started, right?
Like when you started and how did you.
Keep going.
And how have you knocked on125,000 doors over all these years?
(05:26):
How do you keep going?
And he's, he's, he's got a lot ofanswers to this, uh, and you should
go read his book to, and, and, andreally understand all of his answers.
But, um, what one of the ones thatreally stood out at me was that he
decided that for, for the health ofhis business, which is then the health
of his financial state for his family,and also to be able to give him.
(05:48):
More time with his family.
He realized that if he knocked ondoors for three hours a day on Tuesday,
Wednesday, and Thursday, that hewould always be fulfilling his goals.
And he would not only have the, the,the amount of business that he is
looking for, but he is also gonna havethe freedom that he, he's looking for.
(06:08):
And so he just.
Needs to work Tuesday, Wednesday,and Thursday, uh, and commit to
those times for three hours a day.
Uh, commit to that doorknocking and he would always
be moving his business forward.
And I look at it the, the same way whenI was doing open houses, I knew that if
I did an open house every single Sundaythat I was building my business and that
I was gonna be moving my business forward.
(06:31):
Now, how do you make this easier, right?
Or as we're talking about doing whateverit takes, but how do you make this.
Easier.
That's the question I thinkthat a lot of us have, right?
We're always looking, uh, for ways to makeour businesses easier, and my answer to
that is to be passionate about what you'redoing to, to, to, to fall in love with
it and for it to be easy for you, right?
(06:53):
Like open houses for me was super easy.
It was, it was fun for me.
I, I loved.
The chase of it.
I loved, I loved meeting somebody andjust getting a little bit of their
criteria and their contact information,and then matchmaking with them and then
helping them find their dream home.
I loved meeting the neighborsthat were, you know, pretending
like they weren't thinking aboutselling, but you knew that they were.
(07:15):
And I loved, I loved that littlebit of a chase and I loved learning
more about their home and thenconnecting a buyer that I met at an
open house, connecting them with.
Uh, this, this potential seller, and Ijust, I love that I got excited about it.
And so that made the chasepillar much easier for me.
Now, there was some parts ofopen houses that I don't like.
I mean, obviously I worked every Sunday.
(07:37):
I didn't like that.
Um, there was times where, you know,I went out with the boys the night
before and I wasn't really excitedto be sitting in an open house.
Um, but, but you know, that, that,uh, idea that I had of, I need
to do whatever it takes is what?
Led to my success.
And so when it comes to theChase pillar, we've got a lot
of different Chase pillars.
(07:57):
We got, we got open houses, we got onlineleads, we've got fizbos and expires,
we've got circle prospecting, we've gotdoor knocking, uh, we've got geo-farming,
and then we get into all of the niches,working with seniors, working with first
time home buyers, working with investors.
Uh, the list goes on and on and on.
There is a lot of different chasepillars, and so the idea behind this
(08:19):
is to pick a chase pillar that playsto your strengths, because if it
plays to your strengths, you're morelikely to stay consistent with it.
And truthfully, it's just easier, right?
So you pick a chase pillarthat plays to your strengths.
Then you come up with the commitment,and this is the hard part.
You come up with the commitment tobe able to fulfill your obligation
(08:42):
of that chase pillar and like, youknow, like Steven Ross, it was to
do Tuesday, Wednesday, and Thursday,three hours a day and go door knock.
For me, it was every singleweekend I need to do an open house.
Later it became, I neededto do as many open houses in
the week as I possibly could.
Uh, sometimes I would do up tofour open houses in one weekend.
I would do them on Saturday.
And Sundays, I would do them from 11 toone and then another one from two to four.
(09:07):
And then I would do thatsame exact thing on Sunday.
So I would get four open housesand in one weekend, and I did all
of this because I kept it simple.
See, a lot of us.
We don't keep it simple whenit comes to open houses.
Um, we overcomplicate it,we do 'em for too long.
We set up way too many signs.
Um, and we, we just exhaustourselves before the open house.
(09:28):
I didn't do any of that.
I kept it really, really simple andI, I set up five signs, a big flag.
I, I was there with clipboards andI wasn't looking for that magical
moment where I would, uh, meetsomebody and become their best friend.
That's like a unicorn moment.
It does happen, but Iwasn't looking for that.
What I was looking for was search.
Information, what they were, what theircriteria was, what they were looking
(09:50):
for, and their contact information sothat I could call them once I find it.
And I kept it that simpleand I called it matchmaking.
And that allowed me to sit inas many open houses as I could,
have them fill out a, a, a a.
Form so that I can understand what they'relooking for and understand where they're
at, uh, and use it to start conversation.
And most importantly, use it toget their contact information.
(10:11):
Or you could use an iPad,whatever, whatever works for you.
Um, but you wanna get their contactinformation and then you just simply
ask them what they're, what they'relooking for, and how, how their search
is going and what they thought aboutthe house that you're standing in.
And all of that combinedgave me their criteria.
And once I had their criteriaand their contact information, I
could match make with them, uh,forever, it was great, right?
(10:33):
And so this became my jam.
This became really, really easy for me.
When you talk to, with StevenRoss about door knocking.
He's got all kinds of strategies andall kinds of things that he's used, um,
all because he's learned what works.
And when you knock on 125,000 doors, youusually figure out what works, right?
And so.
The bottom line to all of this, and I,I could just keep going and going and
(10:55):
going, but I wanna make this messagereally short and sweet today, is that
when it comes to your chase pillar, youneed to align with one that excites you.
Because if you're not excited aboutit, you, you won't keep going.
And then bottom line, youneed to do whatever it takes.
It's like Gary Keller with the one thing.
Uh, like what he says is, what'sthe one thing you can do such
(11:19):
that by doing it, everything elsewill be easier or unnecessary.
Right.
Like if, if you are doing the onething, and if you are focusing on your
chase pillar and doing the difficultand doing, doing whatever it takes
the rest is easier and the rest youcan almost kind of call unnecessary.
(11:40):
Right?
Like I, I know Steven Ross doesn'tdo anything on social media.
He's not on social media at all.
, Because that's a distraction.
His one thing.
Door knocking has fulfilled his business.
It, it's given him plenty of business.
He doesn't need to do other things.
And, and so I'm not a, I'm not a totalfan of, of removing all of that because
(12:02):
I know that there's opportunitiesthere and I'm a big believer in
finding all of the opportunities.
Um, but you've gotta protect your focus.
Right, and that's the idea behind thisis when you have something that's so
clear and you make it your one thingand you dial it in, the rest of it
becomes unnecessary and begins to goaway the other thing that I've mentioned
throughout this podcast is this ideathat you know of doing whatever it takes,
(12:27):
but actually loving what you're doing.
And I. I have seen it time and time again.
When an agent falls in lovewith their chase pillar, they
truly become unstoppable.
And what I have seen, uh, you know,I I, I think about like Mindy Keek
right now in Madison, Wisconsin.
Uh, Mindy is, uh, super fired up aboutworking with builders and she is gonna
(12:50):
focus on new construction and she has, uh,what a lot of builders needs, uh, need.
She has.
Design background andmarketing background.
And a lot of builders areall doing this on their own.
And, and so not only is she gonnabecome their agent that's gonna sell
their homes, but she's also gonnabe their marketing and their design
wing of their business, which a lotof these small builders do not have.
(13:13):
Right.
So, um, and so she's really, reallypassionate about this and really
fired up to be able to go, just likeI was passionate about working with.
Uh, with o doing open houses.
And then I think of like Bobby outin Oregon, uh, uh, Bobby Bryan.
She is passionate aboutworking with seniors.
And a year prior, uh, when I was coachingher, she was not working with seniors.
(13:35):
She was floundering.
She really didn't know what she wantedto do, if she even wanted to keep going.
And once I mentioned niching andworking with seniors, she just lit up.
So the, the point that I reallywant to get across here is that,
you've gotta do whatever it takes,but it becomes easier when you're
in love with your Chase pillar.
So the idea behind all of this is togo through all of the Chase pillar
(13:58):
options and find one that resonateswith you, one that excites you, and
then come up with this agreement foryourself to do whatever it takes.
And I promise.
You will see your business move forward.
It's, it's, it's, it's a no brainer.
And so this also allows you toremove the clutter, and that's what
we're all about here at Agent Rise.
We want a clear three pillar plan thatoperates according to a day block.
(14:23):
So every single day, you know what?
To do.
And, and when you do that, it just, it,it becomes clearer, it becomes simpler.
You can now kind of use that as a filter.
I think a lot of us, you know, we, we,we hear of these ideas out here and
we're like, oh, that's a great idea.
But if you've got a plan, a clear plan inplace, you can look through your plan as a
(14:44):
filter and say, that's a great idea, but.
Not a part of my plan.
Right?
So you can, you can get rid of thatclutter much easier and keep growing.
Also, when you have a plan, youwill start looking for things
that will help your plan, right?
Like your, the plan is the filter, andnow you're, now you're, when you go to
a conference or you listen to a podcast,you're like, will this help my plan?
(15:07):
Then yeah, I want, I wantmore information on it.
Or is this totally gonna veer meoff somewhere else, then no, I
don't, I don't, I don't want this.
Right.
And so this again, helps withthe clarity, uh, of, of always
moving your business forward.
So, uh, bottom line here is youwanna make sure that you have a clear
plan that's congruent to you andone that you stay consistent with.
(15:27):
When it comes to the chase pillar,it can be difficult, so you have
to do whatever it takes, but.
To also help with that, find a chasepillar that you're passionate about,
one that you're excited about.
Also, you should know that the chasepillar can be throttled, right?
Uh, so it's one of thesethings that you can do forever.
You can do open houses forever.
(15:47):
You can door knock forever.
You can do geo farming forever.
I mean, it is one of these things thatyou can do forever, or it's one of
those things that you could throttle.
Kinda like what I did during, uh,during my career where there was times
where I really needed open housesand I get out there and do 'em, and
there was, there was times when Iwould throttle it back, but you've
gotta be careful when you throttle it.
You gotta know when to and when not to.
So all of that is, is,is important as well.
(16:10):
So I, again, I want this messagehere today to help you go out
there and do whatever it takes.
Pick that chase pillar thataligns with you and your
strengths, and then go get it.
Go get it.
That's what it's all about.
And if there's anything that Ican do to help you, I would love
to have a conversation with you.
You can always book a strategysession with me by going to agent rise
(16:31):
coaching.com, or if you would liketo join us for one of our small group
calls, uh, we have a small group of.
Four to six agents in a group.
Uh, and if you're interested in joiningone of those groups, again, go to agent
rise coaching.com, book a strategysession with me, and let's get you
going in the right direction and let'sget your three pillars dialed in, get
(16:52):
clarity for your business, and thenwe'll hold you accountable to that.
We'll do whatever it takes, right?
That's what we've gotta do tobe able to grow your business.
Thanks so much for listening to the AgentRise podcast and like always remember
to the reason somebody smiles today.
Are you stuck on thecommission roller coaster?
Maybe you're struggling withyour chase pillar, or worse,
you're not doing it at all.
Well, you're not alone because theChase pillar is the hardest one
for agents to fall in love with.
but it might be just the thing that'sgonna get your business back on track.
Today we're diving into thisidea of doing whatever it takes.
(00:23):
And how to fall in love withthe actual part of your business
that you've been avoiding.
If you miss this episode, youmight keep spinning your wheels,
But if you listen in, you mightdiscover that this one small change
might make all the difference.
Let's get started now.
Welcome to the Agent Rise podcast,where we celebrate that you are unique
(00:46):
and one of a kind, instead of askingyou to do things that make you cringe.
We help you create a clear,personalized plan that aligns with you.
No more overthinking or wasting time.
Just a straightforward path to buildinga real estate business you love.
Welcome risers.
(01:06):
It's that time once againfor the Agent Rise podcast.
I'm your host Neil Wig, and today we'retalking about the Chase pillar and
this idea of doing whatever it takes.
All right.
Now, the Chase pillar, ifyou're not familiar with it,
it is one of three pillars.
We've got our sphere, our chase,and our attraction, and the
chase pillar is the pillar thatI see most agents struggle with.
(01:29):
It's the pillar that's gonna makeyou get outside of your comfort zone.
It's gonna make you do things thatyou don't necessarily love doing.
And with that, it's.
The least favorite pillar, likelet's just be honest about it, right?
And because of it being the leastfavorite, it's also the one that we
are the most inconsistent with, butit's also the most important pillar
(01:50):
or one of the most important pillars,especially if you're stuck or you're
on a commission rollercoaster.
And the reason is because the chasepillar is meant to get you out there.
It's meant to get yououtta your comfort zone.
It's meant to be thespark to your business.
I sometimes explain it as it's therocket booster to your business.
(02:10):
Like if you, if you think about, uh, your,uh, a rocket ship that takes off, it's
got that fuel tank on the side of it.
And as that rocket takes off andeventually that fuel, uh, runs
out, they drop that tank, right?
And the chase pillar is.
The same way.
It's one of these, uh, it's a pillarthat you can use to launch your
business, but once you get to thebusiness where you want it to be,
(02:32):
and your sphere is up and running andyour attraction is up and running, you
can eventually drop the chase pillar.
And it's one of these things thatyou can even throttle, uh, you
know, in my career, 2002 to 2005.
Uh, I used my chase pillar.
I, I did open houses every single Sunday.
Uh.
Every single weekend.
I mean, it was nonstop.
It was my commitment to the business.
(02:53):
Um, and it was, do whatever it takeskind of moment for me, uh, was those
open houses, but then my sphere kickedin, in, in 2005, my attraction kicked
in and I had more than enough businessthat I could then drop my chase pillar.
But then the recession came,right, 2000 7, 0 8, 0 9, uh, where
sales really, really dropped.
(03:14):
Um, and my, my sphere wasn't,wasn't influencing anymore and my
attraction was really slowed down.
Um, so I needed to goout there and get it.
So I fired open houses up again and Ialso made working with short sales and
res, another one of my chase pillars.
I added more to my business duringthe recession, and so that's what
(03:35):
helped me get through the recession.
And then eventually my sphere pickedup and my attraction picked back
up like in 2012 and 13, And thenI dropped my Chase pillar again.
And then I had to pick it upagain in 2017, 18 when I stepped
down from the CEO role at RealtyExecutives to launch Agent Rise.
And because of launching Agent Riseand the money wasn't quite there
(03:58):
yet, I had to sell real estate again.
So I got back out there and soldreal estate, built another team,
and, and I did that all throughmy Chase pillar in open houses.
Obviously my sphere was hummingagain and my attraction was humming.
But my, my chase is what really,really helped me get going.
So the chase pillar is a very, veryimportant pillar, but it's one of these
pillars that we don't love, right?
(04:19):
So it's not exciting and we're all aboutbuilding a business that we love, right?
That's our, our true mission here atAgent Rise is we want three pillars
that are congruent to us so that we canbuild a business that we love, right?
And so, uh, it's really important to loveeverything about your business, but that
chase pillar is kind of that love hate.
It's, it's hard to fall in love with it.
(04:39):
But, but there are ways for you tofall in love with your chase pillar.
And that's what I'm gonna talkabout today along with this
idea of doing whatever it takes.
This is something that I shared atthe summit and it's just this thought
of, you know, sometimes there's somework that we don't love to do, but
we just have to do whatever it takes.
And if we do that, the rest ofeverything else becomes easier.
(05:02):
Uh, we had Stephen Ross at thesummit and Stephen wrote the book.
Doors open when they knock, and Stevenhas knocked on over 125,000 doors.
Just crazy to me.
But he did all of this.
If we asked him the question like,what, what did you, what were you
thinking when you started, right?
Like when you started and how did you.
Keep going.
And how have you knocked on125,000 doors over all these years?
(05:26):
How do you keep going?
And he's, he's, he's got a lot ofanswers to this, uh, and you should
go read his book to, and, and, andreally understand all of his answers.
But, um, what one of the ones thatreally stood out at me was that he
decided that for, for the health ofhis business, which is then the health
of his financial state for his family,and also to be able to give him.
(05:48):
More time with his family.
He realized that if he knocked ondoors for three hours a day on Tuesday,
Wednesday, and Thursday, that hewould always be fulfilling his goals.
And he would not only have the, the,the amount of business that he is
looking for, but he is also gonna havethe freedom that he, he's looking for.
(06:08):
And so he just.
Needs to work Tuesday, Wednesday,and Thursday, uh, and commit to
those times for three hours a day.
Uh, commit to that doorknocking and he would always
be moving his business forward.
And I look at it the, the same way whenI was doing open houses, I knew that if
I did an open house every single Sundaythat I was building my business and that
I was gonna be moving my business forward.
(06:31):
Now, how do you make this easier, right?
Or as we're talking about doing whateverit takes, but how do you make this.
Easier.
That's the question I thinkthat a lot of us have, right?
We're always looking, uh, for ways to makeour businesses easier, and my answer to
that is to be passionate about what you'redoing to, to, to, to fall in love with
it and for it to be easy for you, right?
(06:53):
Like open houses for me was super easy.
It was, it was fun for me.
I, I loved.
The chase of it.
I loved, I loved meeting somebody andjust getting a little bit of their
criteria and their contact information,and then matchmaking with them and then
helping them find their dream home.
I loved meeting the neighborsthat were, you know, pretending
like they weren't thinking aboutselling, but you knew that they were.
(07:15):
And I loved, I loved that littlebit of a chase and I loved learning
more about their home and thenconnecting a buyer that I met at an
open house, connecting them with.
Uh, this, this potential seller, and Ijust, I love that I got excited about it.
And so that made the chasepillar much easier for me.
Now, there was some parts ofopen houses that I don't like.
I mean, obviously I worked every Sunday.
(07:37):
I didn't like that.
Um, there was times where, you know,I went out with the boys the night
before and I wasn't really excitedto be sitting in an open house.
Um, but, but you know, that, that,uh, idea that I had of, I need
to do whatever it takes is what?
Led to my success.
And so when it comes to theChase pillar, we've got a lot
of different Chase pillars.
(07:57):
We got, we got open houses, we got onlineleads, we've got fizbos and expires,
we've got circle prospecting, we've gotdoor knocking, uh, we've got geo-farming,
and then we get into all of the niches,working with seniors, working with first
time home buyers, working with investors.
Uh, the list goes on and on and on.
There is a lot of different chasepillars, and so the idea behind this
(08:19):
is to pick a chase pillar that playsto your strengths, because if it
plays to your strengths, you're morelikely to stay consistent with it.
And truthfully, it's just easier, right?
So you pick a chase pillarthat plays to your strengths.
Then you come up with the commitment,and this is the hard part.
You come up with the commitment tobe able to fulfill your obligation
(08:42):
of that chase pillar and like, youknow, like Steven Ross, it was to
do Tuesday, Wednesday, and Thursday,three hours a day and go door knock.
For me, it was every singleweekend I need to do an open house.
Later it became, I neededto do as many open houses in
the week as I possibly could.
Uh, sometimes I would do up tofour open houses in one weekend.
I would do them on Saturday.
And Sundays, I would do them from 11 toone and then another one from two to four.
(09:07):
And then I would do thatsame exact thing on Sunday.
So I would get four open housesand in one weekend, and I did all
of this because I kept it simple.
See, a lot of us.
We don't keep it simple whenit comes to open houses.
Um, we overcomplicate it,we do 'em for too long.
We set up way too many signs.
Um, and we, we just exhaustourselves before the open house.
(09:28):
I didn't do any of that.
I kept it really, really simple andI, I set up five signs, a big flag.
I, I was there with clipboards andI wasn't looking for that magical
moment where I would, uh, meetsomebody and become their best friend.
That's like a unicorn moment.
It does happen, but Iwasn't looking for that.
What I was looking for was search.
Information, what they were, what theircriteria was, what they were looking
(09:50):
for, and their contact information sothat I could call them once I find it.
And I kept it that simpleand I called it matchmaking.
And that allowed me to sit inas many open houses as I could,
have them fill out a, a, a a.
Form so that I can understand what they'relooking for and understand where they're
at, uh, and use it to start conversation.
And most importantly, use it toget their contact information.
(10:11):
Or you could use an iPad,whatever, whatever works for you.
Um, but you wanna get their contactinformation and then you just simply
ask them what they're, what they'relooking for, and how, how their search
is going and what they thought aboutthe house that you're standing in.
And all of that combinedgave me their criteria.
And once I had their criteriaand their contact information, I
could match make with them, uh,forever, it was great, right?
(10:33):
And so this became my jam.
This became really, really easy for me.
When you talk to, with StevenRoss about door knocking.
He's got all kinds of strategies andall kinds of things that he's used, um,
all because he's learned what works.
And when you knock on 125,000 doors, youusually figure out what works, right?
And so.
The bottom line to all of this, and I,I could just keep going and going and
(10:55):
going, but I wanna make this messagereally short and sweet today, is that
when it comes to your chase pillar, youneed to align with one that excites you.
Because if you're not excited aboutit, you, you won't keep going.
And then bottom line, youneed to do whatever it takes.
It's like Gary Keller with the one thing.
Uh, like what he says is, what'sthe one thing you can do such
(11:19):
that by doing it, everything elsewill be easier or unnecessary.
Right.
Like if, if you are doing the onething, and if you are focusing on your
chase pillar and doing the difficultand doing, doing whatever it takes
the rest is easier and the rest youcan almost kind of call unnecessary.
(11:40):
Right?
Like I, I know Steven Ross doesn'tdo anything on social media.
He's not on social media at all.
, Because that's a distraction.
His one thing.
Door knocking has fulfilled his business.
It, it's given him plenty of business.
He doesn't need to do other things.
And, and so I'm not a, I'm not a totalfan of, of removing all of that because
(12:02):
I know that there's opportunitiesthere and I'm a big believer in
finding all of the opportunities.
Um, but you've gotta protect your focus.
Right, and that's the idea behind thisis when you have something that's so
clear and you make it your one thingand you dial it in, the rest of it
becomes unnecessary and begins to goaway the other thing that I've mentioned
throughout this podcast is this ideathat you know of doing whatever it takes,
(12:27):
but actually loving what you're doing.
And I. I have seen it time and time again.
When an agent falls in lovewith their chase pillar, they
truly become unstoppable.
And what I have seen, uh, you know,I I, I think about like Mindy Keek
right now in Madison, Wisconsin.
Uh, Mindy is, uh, super fired up aboutworking with builders and she is gonna
(12:50):
focus on new construction and she has, uh,what a lot of builders needs, uh, need.
She has.
Design background andmarketing background.
And a lot of builders areall doing this on their own.
And, and so not only is she gonnabecome their agent that's gonna sell
their homes, but she's also gonnabe their marketing and their design
wing of their business, which a lotof these small builders do not have.
(13:13):
Right.
So, um, and so she's really, reallypassionate about this and really
fired up to be able to go, just likeI was passionate about working with.
Uh, with o doing open houses.
And then I think of like Bobby outin Oregon, uh, uh, Bobby Bryan.
She is passionate aboutworking with seniors.
And a year prior, uh, when I was coachingher, she was not working with seniors.
(13:35):
She was floundering.
She really didn't know what she wantedto do, if she even wanted to keep going.
And once I mentioned niching andworking with seniors, she just lit up.
So the, the point that I reallywant to get across here is that,
you've gotta do whatever it takes,but it becomes easier when you're
in love with your Chase pillar.
So the idea behind all of this is togo through all of the Chase pillar
(13:58):
options and find one that resonateswith you, one that excites you, and
then come up with this agreement foryourself to do whatever it takes.
And I promise.
You will see your business move forward.
It's, it's, it's, it's a no brainer.
And so this also allows you toremove the clutter, and that's what
we're all about here at Agent Rise.
We want a clear three pillar plan thatoperates according to a day block.
(14:23):
So every single day, you know what?
To do.
And, and when you do that, it just, it,it becomes clearer, it becomes simpler.
You can now kind of use that as a filter.
I think a lot of us, you know, we, we,we hear of these ideas out here and
we're like, oh, that's a great idea.
But if you've got a plan, a clear plan inplace, you can look through your plan as a
(14:44):
filter and say, that's a great idea, but.
Not a part of my plan.
Right?
So you can, you can get rid of thatclutter much easier and keep growing.
Also, when you have a plan, youwill start looking for things
that will help your plan, right?
Like your, the plan is the filter, andnow you're, now you're, when you go to
a conference or you listen to a podcast,you're like, will this help my plan?
(15:07):
Then yeah, I want, I wantmore information on it.
Or is this totally gonna veer meoff somewhere else, then no, I
don't, I don't, I don't want this.
Right.
And so this again, helps withthe clarity, uh, of, of always
moving your business forward.
So, uh, bottom line here is youwanna make sure that you have a clear
plan that's congruent to you andone that you stay consistent with.
(15:27):
When it comes to the chase pillar,it can be difficult, so you have
to do whatever it takes, but.
To also help with that, find a chasepillar that you're passionate about,
one that you're excited about.
Also, you should know that the chasepillar can be throttled, right?
Uh, so it's one of thesethings that you can do forever.
You can do open houses forever.
(15:47):
You can door knock forever.
You can do geo farming forever.
I mean, it is one of these things thatyou can do forever, or it's one of
those things that you could throttle.
Kinda like what I did during, uh,during my career where there was times
where I really needed open housesand I get out there and do 'em, and
there was, there was times when Iwould throttle it back, but you've
gotta be careful when you throttle it.
You gotta know when to and when not to.
So all of that is, is,is important as well.
(16:10):
So I, again, I want this messagehere today to help you go out
there and do whatever it takes.
Pick that chase pillar thataligns with you and your
strengths, and then go get it.
Go get it.
That's what it's all about.
And if there's anything that Ican do to help you, I would love
to have a conversation with you.
You can always book a strategysession with me by going to agent rise
(16:31):
coaching.com, or if you would liketo join us for one of our small group
calls, uh, we have a small group of.
Four to six agents in a group.
Uh, and if you're interested in joiningone of those groups, again, go to agent
rise coaching.com, book a strategysession with me, and let's get you
going in the right direction and let'sget your three pillars dialed in, get
(16:52):
clarity for your business, and thenwe'll hold you accountable to that.
We'll do whatever it takes, right?
That's what we've gotta do tobe able to grow your business.
Thanks so much for listening to the AgentRise podcast and like always remember
to the reason somebody smiles today.
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