Summary

6 Shifts To Make To Grow Your Business & Income In 2023 & Beyond

1. Get tougher. Toughen up your commitment. The story inside your head must get tougher, to a point where you can handle rejection & failure. Be 100% determined to win at all costs.
2. Train with a coach. Find somebody that can guide and help you with systems, strategies, skills, and mindset to help you grow your business. No one ever succeeds alone.
3. Tighten up your schedule. Use your time in a more productive way.
4. Track your numbers. Track your total number of…
   1. Conversations (How many conversations are you having in a day?)
   2. Connections (How many new relationships are you creating?)
   3. Commitments (How many appointments are you setting?)
   4. Contracts
   5. Closings
   6. Cash
5. Talk to more people. Spend at least 90 minutes a day getting into conversations with people (whether it’s prospecting or talking to people you already know).Focus on building relationships the ff people (they will help FIX your business):F- FSBOsI- InvestorsX- Expireds  
6. Take only YES for an answer. Don’t give up too easily when people first tell you NO. Be friendly, not aggressive.

If you want to win as things change in the market (because this market shift is unlike anything we’ve ever seen before), you want to get trained by a coach that can give you what you need to grow your business. So, come and join me for my next 3-day live event called Agent Mastery Live. Check it out HERE. Remember… no one succeeds alone!

Full Transcript

The shift is here. And when the market shifts, you, my friend, must shift with it.

I know. Nobody likes to shift. Nobody likes to change. When what we’re doing is working, we want to keep doing what we’re doing. But when things change, you must change yourself if you want to win going forward. 

So I’m going to talk in this video about how to stage yourself and your business for victory in 2023 and beyond as this market goes through a shift that it is going to go through. 

Where it’s going to go, we don’t know, but there are six things I’m going to share with you on this video today that will help you set yourself up for victory. And this is just things like, “What do I gotta do right now?” This is tactical, this is hardcore. These are the shifts that you must make if you want to continue to grow your business and grow your income when things get tough.

6 Shifts to Make to Win in 2023 (and Beyond) 

1.So number one is you’ve got to toughen up yourself. And what you’ve got to toughen up primarily is you’ve got to toughen up your commitment. So number one is, toughen up your commitment. You have to get tougher. Your mind has to get tougher. Your story has got to be tougher. You’ve got to get to a point where you can handle rejection, you can handle failure. You’ve got to get tougher and toughen up the commitment if you are going to succeed in real estate going forward.

Real simple, 100% commitment. The people that succeed in business, the people that succeed in real estate are the people who are 100% determined to win at all costs. Victory at all costs. 

Now, one of the things that I’m going to encourage you to do is if you are not competitive, like super hardcore competitive, I want you to seriously ask yourself, “Is real estate for me?” Because we are in a world where competitors are the ones who are driven. The more competition there is, the more challenged there is, the more they just get determined like, “I’m going to win. I don’t care what happens. Bring it on. Bring on the interest rates, bring on market slowdowns, bring on sellers and buyers. I don’t care. I am going to win.” You’ve got to have, my friend, that die-hard absolute 100% determination, determined commitment that you are going to win in real estate.

2.Number two is train. Train and train yourself with a coach. The difference between pros and amateurs is pros have coaches, amateurs don’t. And right now in this market, you want to train yourself. Train yourself by role playing, practicing scripts and all of that kind of stuff. But I’m telling you, you need to have somebody that is coaching you where you show up, you shut up, and you listen to what they say and you go do exactly what they say.

Whether it’s me or Mike Ferry or Tom Ferry or Brian Buffini or Craig Proctor or any one of the other 10,000 real estate coaches that are out there, is you got to find somebody that can help guide you, give you a third party perspective, bring resources, and help you with both systems and strategies and skills and mindset and all of that to help you grow your business. No one ever succeeds alone.

Now, if you want to work with me, one of the best opportunities coming up is to join me from an next three-day event called Agent Mastery Live. You can go to yesmasters.com and check it out there, or you can go to agentmasterylive.com and check it out there. But if you’re going to win, you want to get trained, especially as things change in the market because most of you’ve never been here before. So if you haven’t been in real estate for 10 plus years, you’ve never been in this kind of a market shift before. And this one is different from the last one.

So number one, toughen up your commitment. Number two, train and train with a coach. 

3.Number three, now we get really, really tactical. Number three is…tighten up your schedule. You’ve got to tighten up your schedule. How are you spending your day? And if you are going to succeed in real estate, you’re not going to succeed by working 70, 80 hours a week. 

Now you can work 70, 80 hours a week, but what I’m going to suggest is you want to tighten up your schedule, because look, we all want freedom, right? We don’t want to work more hours. We want to work less hours. But the only way you get that freedom is you tighten up your schedule.

So when you are on the job, when you are in productive mode, you better be productive with your time. And so instead of working 70 unproductive hours that are all over the place, like sometimes I’m working and sometimes I’m just kind of hanging out, you want to tighten up your schedule so that every single day. 

If you’re working 40 hours a week or 50 hours a week, and nobody should be working more than 50 hours a week, if you got your business going and you’re working more than 50 hours a week, I guarantee you, you are spending a lot of your time unproductively. 

So when you tighten up your schedule, it’s like, “What can I eliminate that is not productive for me?” And you go from 50 hours a week. And once you get really dialed in and start making some money, then you want to move quickly to 40 hours a week so that you have time control and have a life.

But here’s the deal, people get into real estate because they want freedom, right? “I just want to be able to set my own schedule and I want to be able to have time control.” Look, time control for a business owner, time control for a real estate agent means you get control, which is 40 to 50 hours a week you’re going to work. 

It doesn’t mean that when you work, it’s like, “Yeah, I don’t have to follow my schedule if I don’t want to because I’m in control.” That is a perfect recipe for going broke. So number three is tighten your schedule. You’ve got to really tighten up your time, efficiency and effectiveness so you get more done in less time so you can still have a life.

4.Okay, number four, track your numbers. You got to know exactly what you’re doing and what the results are that it’s getting you. You’ve got to track your numbers. Now, there’s six main metrics that I want you to track. 

Now, before that is your schedule, is time. You want to know how much time you are working in your lead generation, lead conversion and all of that. 

But with that, there are six metrics that you need to be tracking. 

Number one, number of conversations you’re having, how many connections are you making on a daily basis? So number one is connections, conversations. 

Number two is how many new relationships are you creating? Which is connections. So conversations is, “How many people I’m talking to?” Connections is, “How many new relationships am I making?” 

Number three is commitments. Commitments is, “How many appointments am I setting?” Listing appointments or qualified motivated buyer consultations. 

Number four is contracts. “How many contracts am I putting into play?” Contracts means a listing signed or a contract negotiated, a deal put into escrow, whether you’re working with the buyer or the seller is now contracts.”How many contract signatures am I getting?”

Number five is how many closings? Closings count. That’s when we cross the finish line because that’s when you get paid. 

And that leads to number six, which is cash. Your conversations, your connections, your commitments. Commitment is, “Yes, I will meet with you.” A contract, “Yes, I will list with you. Yes, I will buy it with you.” 

And then when we actually get those, find the house or sell the house, get them on a contract, next is closings. “How many deals are actually closing? And how much cash am I actually bringing into my bank account?” If you don’t know your numbers, then you don’t know what’s working, what’s not working. 

Or if you’re in business, there’s too many agents that are just like, “I don’t know what I’m doing. I don’t know my numbers, but I’m just running hard.” Well, do you want to run hard or do you want to win big?

If winning big, which means running hard, then you just show up and work, work, work, work, work. And whatever you’re doing is going to work. It doesn’t work that way. So you want to make sure what you are doing is actually putting points on the scoreboard and dollars in your bank account, or you need to adjust it. So track your numbers.

5.Number five. Number five is, talk to more people. Guys, this is really simple. For you to make more money right now, the number one thing that will move the needle fastest is you’ve got to double down on your conversations. You simply have to get into conversation with more people every single day. All the time, talk to people, talk to people, talk to people. 

You want to be spending at least 90 minutes a day. And if you’re new or you don’t have enough production right now, you probably want to spend three or four hours a day actually in conversations talking to people, whether that’s prospecting on the phone or there’s door knocking or whether it’s getting out and having conversations with people that you know, or taking people to lunch or whatever. You’ve got to be in productive conversations with people every single day.

Now, here’s the two best places that you should be doing this. 

One is with the people you already know, what I call your personal circle, and especially with your A teamers. Now, you should have right now A teamers. These are your best past clients. These are your raving fans. These are the people that are most loyal to you. And you want to have at least 25 of those right now, 25 to 100, where you’ve got a dream team of a dream 25 or a dream 100 of people that you can talk to consistently and ask them for business. You want to be talking to them every month. Okay? So 25 to 100 of those.

And then second is people that you don’t know. But I’m going to give you three categories for what I call turbo leads. These are the people that you want to be talking to if they’re people you don’t know, that increase your probabilities of getting business right away. 

So it’s FIX. This will fix your lead generation problems. FIX. 

F– For Sale By Owners. Getting in conversations with For Sale By Owners. 

I– Investors. Investors who are either buying, buying and holding, selling, flipping, whatever. The more relationships you have with those people, because they are people that are in the game and there’s a whole lot of different ways, they will help your business grow. 

X– Expireds. And number three, our X is Expireds. And that is, expired and canceled listings, is getting into conversations with those people because they are the ones who are most likely to list with another agent in the next 30 days from the time that their house went off the market.

Now, another place you can actually talk to more people is having or doing quality open house events. Again, I’m just giving you ideas here, but the key is every single day, talk to more people, talk to more people, talk to more people.

6. Okay. And then number six, the sixth thing to stage yourself for victory in 2023 and beyond is not just how many people you’re talking to, but number six is take only yes for an answer. Take only yes for an answer. Most real estate agents give up way too easily. They get somebody, they talk to them and they’re like, “Nah, I’m not interested” and they go, “Okay, well…” And then they end the conversation.

And here’s something I learned. I think it was Mike Ferry that taught me this. He said, “Never take no for an answer when a yes is still possible.” So if somebody says, do not ever call me again, don’t ever talk to me again.” They just tell you to take a fly and leap or whatever other colorful words they may use, if they just absolutely are rude and ruthless and say, “Do not call me again. Do not ever contact me again,” okay, cool. I’ll take no for an answer. But other than that, I’m not going to take no for an answer.

Now, I’m not going to be doing it by being aggressive or abrasive. I’m just going to be friendly, okay? In fact, I’m going to do another video that I’ll put out next week. I’m going to do a second video following up on this, and that is how do you never take no for an answer. And I’m going to go deep into this conversation right here of, take yes for an answer. 

But it starts with this. Always expect yes. Just go in expecting the yes. Okay? Just go in expecting the yes and take yes as an answer. That’s the answer I’m looking for. That’s the answer I expect. That’s the answer you’re going to get.

So my friend, there you have it. Six shifts that you can make right now in your business. Right now, immediately. This doesn’t cost you money. This is simply shifting in your mind and shifting in your daily behaviors that will help you put more points on the scoreboard and more dollars into your bank account starting right now. 

What else am I missing here? What would you add to this list of things that you could shift or are shifting right now in your business? Put those in the comments. If you like the video, give it a thumbs up. If it’s your first time here, make sure you subscribe to the channel. And if you want more training and want to train with me, go to yesmasters.com and look at our training options here of how I can help you and how we can help you elevate your business and accelerate your success.