Taking Real Estate from Hustle to Harmony: CHAPTER 3

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Lead Generation, It's a numbers game!

Trust your intuition when it comes to client selection—taking on clients who aren't a good fit will cost you more time, energy, and money than turning them away. The contrast between working with ideal clients versus poor-fit clients will clarify what you truly want in your business.

• Learn the language of sales to effectively communicate with different personality types
• Take a DISC profile assessment to understand your natural communication style
• Create a consistent lead generation strategy that doesn't pause when working with clients
• Avoid the feast-or-famine cycle by maintaining prospecting habits year-round
• Focus on personal development to change your self-image and break limiting patterns
• Get 1% better every day instead of seeking "magic pill" solutions
• Find accountability partners to practice objection handlers regularly
• Consider hiring a coach who has achieved what you want to accomplish
• Use your driving time as a mobile university by listening to educational podcasts

If you're looking to partner with a coach who can help collapse time and get you results faster, reach out to see if we're a good fit. Next week's episode will cover the concept of your databank versus database—an important distinction for relationship-building.

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Episode Transcript

Speaker 1 (00:03):
The generation.
It's a numbers game, and thatis chapter three in my ebook
From Hustle to Harmony.
In the beginning I wasn't goodat all.
I had to learn sales and getcoached on how to sell myself,
the team and why prospectsshould work with me.

(00:26):
You see, there is an entirelanguage of sales course.
That was extremely helpful.
The mirroring and matchingdownswing versus upswing at the
end of a question, the words youuse, the speed at which you
speak, how many words you use.
It's exhausting and just sonecessary.

(00:47):
And once you learn these skills, everything changes.
You see, not everyone is goingto want to work with you, and
that's okay.
You won't want to work witheveryone and you shouldn't.
I ignored my intuition morethan once and I took on clients
I knew weren't for me and everysingle time, without fail, I

(01:14):
regretted it big time.
The time and energy, effort,communication, attention and
focus they consumed cost me timeand money.
You see, I could have partneredwith three to five other
clients that I enjoyed workingwith, while using only a

(01:34):
fraction of the energy andeffort it took to work with a
client who I knew wasn't a fit.
I encourage you to take theDISC profile and study your
results.
Learn how to quickly identifyyour prospect's DISC profile so
you can communicate in a moreeffective way.
You will also know which typesof lead generation activities

(01:58):
match your DISC profile.
So it's a win-win.
See, we are all made up ofenergy.
You need to follow your gut,your intuition.
If that voice inside tellingyou is telling you to walk away,
that prospect is not a fit run.

(02:18):
You'll wish you had andhopefully you learn quicker than
I did and only make thatmistake once, if at all.
You see, I can absolutely findthe good in working with clients
who weren't a good fit.
Knowing how much it cost mehelps me to avoid making the
same error.
You see, it's in the contrast.

(02:41):
You will find what you like,want and what suits you.
The team I was on we had a 90listings in 90 days challenge
and we doubled down on leadgeneration.
See, we were in the office fivemornings a week, running script
practice, cold calling for twohours and following up with

(03:03):
prospects for an additional hour.
We added two hours Tuesday andThursday nights and two hours
Saturday morning.
The challenge went from Octoberto mid-January, taking time off
around the holidays, and we didthis because most agents are
taking their foot off the gasaround the end of the year.

(03:25):
In Minnesota, where I am,people seem to think that homes
don't sell in the winter, whichis not true.
With only four agents and oneteam manager, we successfully
gained 46 listings and asbuyer's agent, I had 13 buyers

(03:46):
as a result of the challenge.
Pretty cool, right?
Well, yes and no, you see, Ihadn't figured out leverage and
calendar blocking yet, andduring this time I put my lead
generation on the back burner.
So in February, march and April,following the challenge, and
most of May, I did very littlelead generation.

(04:09):
I mean, I had to work and takecare of the clients that I
already had.
I didn't worry about gettingmore clients, I had plenty.
I had eight closings in June,my biggest month ever and as a
team of four we had 30 closingsthat June.
In July I had a couple more,august zero.

(04:32):
September one.
You see, my goal was to closefour transactions or more per
month.
I did not hit my goal.
I also didn't have a book ofbusiness waiting in my pipeline.
It was pretty dried up.
On top of that, my family lifewas suffering.
I wasn't taking the best careof myself.

(04:55):
I mean, it was so exhilaratingand exhausting all at once.
Hours would pass by and it feltlike minutes.
I just loved what I was doing.
My issue was I didn't look upand take the blinders off.
I just put my head down and gotto work.
You see, there's always abetter or different way to do

(05:17):
something.
You just have to look for it,and I tell this story often to
agents that I'm coaching tohighlight why it's so important
to show up consistently and workon building your business.
In the end, I saw my kids andhusband very little.
I lost entire weekends workingwith up to eight clients per

(05:38):
weekend.
My health wasn't the best and Iended up losing time with my
family and money.
See, you can find more money.
You can't buy back time, and Ilearned so much from this time
in my business.
If your business isn't where youwant it to be, back up to how

(06:01):
you show up, what are youthinking and expecting to happen
?
Are you taking action in theright energy and from a good
place?
You see, what you put into yourbusiness is what you'll get out
of it, and I know nothingchanges.
If nothing changes, you'll getout of it, and I know nothing

(06:23):
changes if nothing changes.
You need to go inside yourselfand do the work and personal
develop was a game changer forme, and still is.
You see, I remember flyingacross the country and going to
conventions and trainings,conferences mastermind.
I would spend days on endgetting pumped up to go out and
sell, sell, sell.
I was looking for a magic pillto get me the results I desired.

(06:46):
I kept thinking one moretraining, one more book, one
more class, one more speaker whoknew more than me that showed
me the way.
All to feel deflated and lost aweek or two later because

(07:06):
nothing changed.
Everything I had learned, allthe excitement and motivation
would fade away.
My habits were the same, myparadigms were the same, my
self-image was the same, mydiscipline didn't stick.
I didn't change.
Therefore, I continued to showup the same and get the same

(07:26):
results.
So, regardless of how manythousands of dollars I spent,
the time I took away from myfamily and business, all in
pursuing a bigger, betterbusiness, nothing really changed
In the end.
There is no person, guru ormagic pill that will make it

(07:47):
happen.
It's already in you.
Nothing changes if nothingchanges.
Do yourself a favor and trulylevel up.
Level up your self-image bygaining more knowledge about
yourself, and knowledge is onlypowerful when you decide to do
something with it.
So take action.

(08:09):
Get 1% better every day, decidewhere your future clients are
going to come from, are going tocome from, put a plan in place
and get to work.
And, on a side note, january1st is the best time to call
canceled and expired listings.
You see many agents write theircontracts to end on December

(08:31):
31st and back when I used to dothis on the team, on average we
would set five listingappointments on New Year's Day
and that list.
It's also a great list toprospect and revisit throughout
the year, especially thatquarter one.
So take action.
What I want you to do is find anaccountability partner or two

(08:56):
and practice objection handlers.
Practice every day.
And if you're listening to thisand if you need a good coach or
mentor to level up yourbusiness and that is what they
should do you should findsomeone that has done what you
intend to do and learn from them.

(09:16):
Hire them.
Like I said, you can't buy moretime.
In this case, you can findsomeone who's done what you want
to do and you could collapse.
The time that it would take youto learn this.
That is what quantum leaped myresults.
That is what got me out of thatrepetition of being excited one

(09:38):
minute and then the next minutejust sitting there like, oh why
, what do I do?
Or, you know, not feelingmotivated because I didn't
understand what I now understand, and it took me to hire my
first coach to take my blindersoff and a whole new universe was
literally opened up to me.

(10:00):
And that is what a good coachor mentor should do.
It should take you from whereyou are to where you want to be,
hold that energy, hold thatbigger picture of you and get
you there in six months to ayear of what would probably have
taken you five to 10 years,realistically, if you sat there

(10:21):
day after day, week after week,month after month, year after
year, trying to figure this outyourself.
I mean, think about it, if youtruly sat down and thought about
it.
Look at the top one to 3%.
I don't know one person upthere that got there alone.
Think about the top athletes.

(10:41):
Think about the top CEOs at theFortune 500 companies.
Or think about the people yousee in the news.
Do you have access to them?
No one, very rare people, haveaccess to those people.
They didn't get there alone.
They had coaches, they hadmentors.
They didn't get there alone.
They had coaches, they hadmentors.
They have advisory boards, theyhave people that they have

(11:04):
hired or surround themselveswith that fill in the gaps and
the holes of what they don'thave.
So it's in surrounding yourselfwith people and coaches and
mentors that will get you fromwhere you are to where you want
to be, because we all haveblinders on to a degree.
I mean, I know I will alwayshave a coach because I'm always

(11:26):
going to be leveling up and I amgetting 1% better every day.
And in order to do that, you'llwant someone by your side, as I
said, an accountability partneror two.
And if you're an agent or ifyou're listening to this and you
don't have the resources toinvest in yourself, right now we

(11:46):
are in the best day and agebecause you can open YouTube.
If you're watching this onYouTube, you're here.
Google what you're looking for,find a mentor, start listening
to different podcasts, look atthe books you're reading and if
you're driving around, turn theradio off and turn on a podcast.

(12:08):
That can be your university,your car and your windshield
time.
You can, by the end of one year, have learned something.
You could learn a new language.
If you wanted to Figure out thedifferent environments, to get
in Again, podcast, youtubeconversations If you're at eXp

(12:30):
with me, I'm in rooms for freewith the top 30 people at the
company.
I mean, hello, they're here topour into us because it's an
agent-owned company, so thereare people around you that will
help you.
And if there aren't peoplearound you that will help you,
you need to find new people andget around other people that

(12:52):
want to see you grow and want tohelp you.
So, if that's you, feel free toreach out.
I'm partnering with agents allthe time and helping them get
from where they are to wherethey want to be, because I did
it the hard way in the beginningand again, I absolutely love my
experience and I know itdoesn't have to be that hard and
I want to take what took meyears and years and years to

(13:15):
figure out and collapse it downand get it to the agents that
want it.
So, like I said, you show up.
The more you show up and themore you pour in, the more
you'll get out.
And if you're looking topartner with a great coach or
mentor, look me up.
I'm here and happy to help inand talk more and see if it's a
fit.
So next week, next week, wewill be going over your data

(13:38):
bank, not database.
Think about that.
Data bank, not database.
Think about that.
Data bank, not database.
And I'll get into it next weekwith chapter four.
Till next time, have a greatweekend, go sell something.