Business Bros

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Business Bros – Episode 50 – 15 Truths We Forget Too Often (HCCA) Part 1 Sep 25, 2018

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The 4th quarter is right around the corner. Don't fall prey to the laziness that often clouds the holiday season. If you do, you will pay for it in the 1st quarter. If you are not working today, there is no immediate real effect in your cash. 90 day later however, the lead you should have generated will never have been followed up on, never got into contract, never had the chance to close and as such you will not be paid. These 15 Truths you need to focus on because they will help keep you on track so that you don't have to worry about your cash falling short 90 days down the line. Join the conversation on Facebook @SiasFirst or on Twitter @BusinessBrosPod or register to get your free coaching call on our website www.SiasFirst.com and get your 6 free books including the Real Estate Treasure Map. Music by www.bensound.com Courtesy of Tim and Julie Harris Real Estate Coaching It’s naturally a little slower during the holiday time of year, and it’s also pretty natural for the short, dark days & cold weather to take a toll on your positive, optimistic mindset. While this slowing down is natural, it’s not a good way to keep your business on-track for those big end of year goals, is it? Maybe you feel a little trapped between fewer easy opportunities this time of year, difficulties in the weather, and even distracted from work by the holiday spirit. So for all those tired, cold agents thinking of holiday cheer during office hours, here are 15 key reminders of crazy-obvious truths that it’s easy to forget in the holiday rush: You have the power to control your own destiny. Your choices are a reflection of your character. Choose who you want to be and live your daily life according to that choice. You only have so long to live the life of your dreams. We all have an expiration date. What if you knew what your date actually IS? How would you live your life differently today? What would you be taking action on if you knew that waiting wasn’t an option anymore? Being busy is not the same as being productive. In real estate, productivity comes from generating leads, following up, prequalifying, presenting, negotiating, and closing. If it’s not on that list, you shouldn’t be doing it. Being purposeful is more powerful than being busy. What was the worst “NO” that you got this week? Success is unlikely without failure. It’s okay to make mistakes. It’s not okay to not learn from them. Learn the lesson from the mistake the first time, integrate that lesson into your upgraded self and move forward. The difference between a master and a beginner is that the master has simply failed more times. The master only achieves higher levels of success because he or she hasn’t given up. Avoiding failure keeps you stagnant. Embracing it allows you to move forward mentally, emotionally, spiritually, and financially. Ignorance = Fear; Knowledge = Confidence. Acquire the knowledge you need to live the life you desire. Delaying your education is the same as putting off making your best life possible. “Uncertainty and fear are relieved by authority. Training is authority.” ~ Ryan Holiday (Author of Ego is the Enemy) Get away from judgment and criticism and into curiosity. Open your mind to new thoughts and integrate those thoughts into inspired action. “We should hunt out the helpful pieces of teaching and the spirited and noble- minded sayings which are capable of immediate practical application – not far far- fetched or archaic expressions or extravagant metaphors and figures of speech – and learn them so well that words become works.” ~ Lucius Annaeus Seneca (Roman Stoic philosopher and later advisor to the emperor Nero) Versatility is the key to emotional, mental, and financial success. The ability to effectively communicate, be of ser --- Support this podcast: https://anchor.fm/businessbrospod/support

Business Bros – Episode 49 – White Board & Visual Accountability (HCCA) Part 2 Sep 24, 2018

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One of the main reasons why you do not pay your self first, reach your financial goals or ever put money away for a rainy day is because you have no external accountability. Being held accountable is why you pay any of your bills at all. There is a negative result if you fail to pay your bills and avoiding that pain is why you make is happen month in and month out. In today's podcast we go over an example of the 5 white boards that all Top Producing Real Estate agents use to hold themselves accountable to the dollar productive activities on a daily basis. To get more info and you free coaching call go to our website www.SiasFirst.com and click on the Free Coaching Call tab. You will get your 6 free books and be well on your way to improving your Real Estate business and becoming a Top Producer yourself. Join the conversation on Facebook @SiasFirst or on Twitter @BusinessBrosPod. Music by www.bensound.com Courtesy of Tim & Julie Harris Real Estate Coaching We have never met, interviewed or coached a single top producing agent that does not use some sort of visual accountability system. What you will need, 5 individual white boards 18x24 or 1 dedicated whiteboard wall, Not too thick whiteboard markers (colorful), Whiteboard cleaner. Why it works: External Accountability. Have you ever noticed, virtually every month you are able to cover your monthly basic overhead one way or another? Sure sometimes your late on a bill or two but by and large you figure out how to make enough money in Real Estate to cover your bases. You receive an email alert, paper bill in the mail, you are reminded that you are accountable for these items. Rent or mortgage payment, car, credit card, cell phone… If you don’t pay these obligations in time there is an immediate negative effect. Don’t pay your cell phone, no service. Don’t pay credit card, no credit. Don’t pay your car payment, repossession. SECRET: Most agents know exactly how much they need to “get by” and strangely, that’s almost EXACTLY how much they are earning. Exercise: Figure out your required overhead. How much do you have to make to avoid some sort of pain? What is that dollar amount? In California on average its about $6500 per month Average home in CA sells for around $500,000 at 3% with a 65% agent split that is about $9,750 per closing That means in CA you need 8 closings per year to pay the bills and surprise surprise, according to the National Association of Realtors, most agents sell less than 12 properties per year. So why is it then, that it’s so hard to accomplish the financial goals that you set each and every year? Pay off consumer debt like credit cards or high interest loans. Save money on reserves. Pay cash for things like cars and clothes. Take the vacation you plan but never take because you don’t want to charge it on a credit card. Put the kids in private school after taking them out during the last recession. Be able to afford the luxuries you deserve as a result of your hard work. SECRET: It’s hard because no one is BILLING YOU FOR THESE THINGS! What would you do if you have a bill that came in every month for $1000 that was called “Mandatory Savings, please remit immediately”. Chances are you would take it more seriously and figure out a way to pay that bill too just like you pay all the other bills that have accountability attached. What does this have to do with whiteboards. SECRET: Your financial goals in life are related directly to the consistent flow of leads, listings and closings you can create on almost a DAILY basis. Lack of external accountability works against you. What if you don’t take a new listing this week? Nothing happens immediately but 60 days from now, when you don’t have a closing, you’re feeling it and wondering what happen. What if you don’t reduce that overpriced listing of yours? Ah, it’ll sell eventually. Unless it doesn’t, because you weren’t focused on getting it sold with urgency. Wh --- Support this podcast: https://anchor.fm/businessbrospod/support

Business Bros – Episode 48 – White Board & Visual Accountability (HCCA) Part 1 Sep 21, 2018

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Business Bros – Episode 47 – Mental Tricks Rich People Use to Get Rich and Stay Rich (HCCA) Part 2 Sep 20, 2018

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In this episode we discuss the habits, mindsets and of course the mental tricks that "Rich People" use to get rich and stay rich. What the rich do is no secret. Most of what they do is very well documented across history. The mental habits that they possess tends to be elusive for most people and that is why becoming rich has become a difficult task for many individuals. Even great athletes have coaches to help them become better masters of their trades and we welcome you to fine tune your skills through our coaching program. Go to our website www.SiasFirst.com and click on the Free Coaching call tab to get your free coaching call and the promised 6 free books. Join the conversation on Facebook @SiasFirst or on Twitter @BusinessBrosPod. Music by www.bensound.com Courtesy of Tim & Julie Harris Real Estate Coaching When we think about being rich, it’s often only about the material opportunities that being rich provides. But what about the mental traits and habits that help rich people attain and keep that wealth? You’ll be surprised how many of these mental habits are critical to being wealthy in real estate. They set their expectations and goals higher than ‘normal’ people do. They set what most would consider to be ‘unreasonably high’ goals! When you’re aiming at the target, down field, as an archer, do you aim at, below or above your target if you wish to hit it? RULE: It’s ok to fall a little short of a big goal…it’s not ok to not have the goal at all! They are comfortable being uncomfortable. They don’t wait to perfect their skills. They understand earning while they learn… Make the commitment today to stop “getting ready to get started, to someday feel like implementing, if the mood strikes and it’s not raining” Use the affirmation; “I’m a do-er, I get things done, I do things now!” They have a mindset of abundance not of fear and scarcity. Because of this, they are ‘ok with making, having and creating wealth’. They’re not ‘weird’ about making money! They understand that money is the result of being of service to others, and don’t apologize for their success. They remain in curiosity and out of ego. They never say things like, “yea, I already know that… “ Warren Buffet is a great example of someone always actively learning, actively assimilating new studies into his outlook, his speeches, his expertise. Napoleon Hill said, “The way of success is the way of continuous pursuit of knowledge.” They are consciously seeking new and improved exposure to success. Art auctions, museum events, charity functions, things they’re curious about. Don’t just focus on people successful in real estate. Think more like Napoleon Hill did Study’ success. Get out of your natural comfort zone. Preview homes that are 2 or 3 times your average sale price! They don’t give up or give in easily. They don’t stop at the first ‘no’, they don’t call it quits when they don’t get immediate gratification. ‘Success consists of going from failure to failure without loss of enthusiasm.’ Winston Churchill. The ‘close’ of a sales transaction typically happens after asking 5 to 8 times!! How fast do YOU give up? They don’t measure their success by others, instead they measure it based on their individual yardstick are they meeting or exceeding THEIR OWN goals . They’re not in the ego-hamster-wheel of always having to best their competition. Refer to your Real Estate Treasure Map! How many listings do you need at all times to meet or exceed your goals. They concentrate more on their own news than on what’s on the news. They are media-free. They are not dependent on market conditions, someone or something else determining their trajectory. “If it’s meant to be, it’s up to me!” Absolutely zero tolerance for the victim mentality! They show their intentions through actions more than through words and wishes. “Suck it up, buttercup.”or as Colin Powell said, “There are no secrets to success. It is the result --- Support this podcast: https://anchor.fm/businessbrospod/support

Business Bros – Episode 46 – Mental Tricks Rich People Use to Get Rich and Stay Rich (HCCA) Part 1 Sep 19, 2018

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Episode 45 – What Every Old Entrepreneur Wishes They’d Done Differently Part 2 Sep 18, 2018

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In this episode we cover the 14 things every old entrepreneur wished they’d done differently. The things they would have done to increase their profits, save more time and become top producers in their industries. Everyone wishes they had a time machine to do things different but when confronted with the opportunity to actually make a change, few ever do. You can be better in the changing market. You can learn the skills you need to make a difference in how you lead generate, follow-up, present, negotiate and close. You can get coaching to become that top producer you say you want to be, just go to www.SiasFirst.com and click on the FREE COACHING CALL button at the top of the website if you are in Real Estate select Harris Certified Real Estate Coach all other businesses select Money Coaching Club. Your new life starts today, if you choose to make that change. Join the conversation on Facebook @SiasFirst or on Twitter @BusinessBrosPod. Music by www.bensound.com Courtesy of Tim and Julie Harris Real Estate Coaching. 1 That the fastest path is NOT to reinvent the wheel; it’s to follow in the path of others who have already won. 2 That they should have ‘kept their powder dry’ and invested in more, earlier, during the times of greatest opportunity. 3 That they should have forced themselves to do what they didn’t want to do when they didn’t want to do it, AND that they should have learned how to do it at a high level earlier. 4 That they should have paid themselves instead of last, or when there was something left. Warren Buffett: “Do not save what is left after spending, but spend what is left after saving.” 5 That everything takes at least 5 times as long as they wanted / thought it would. 6 That they should have created multiple sources of income as early as possible. 7 That they should not have allowed their egos to be seduced into non-profit driven decisions. 8 That they should have dumped the losers faster and doubled down on the winners regarding many things. Staff, rental property, etc. 9 That booms and busts in their own personal economies are optional. 10 That they spent too much time worrying about silly stuff that didn’t lead to profit, like team culture and branding. 11 That they didn’t have to spend so much on their kid’s education. 12 That they should have become a powerful listing agent sooner. 13 That they should have nurtured their database and created a higher level of repeat and referral business, which costs less than buying business and creating so many new transactions all the time. 14 That ‘some money is better than no money’ on certain deals; flexibility creates profit more than inflexibility. --- Support this podcast: https://anchor.fm/businessbrospod/support

Episode 44 – What Every Old Entrepreneur Wishes They’d Done Differently Part 1 Sep 17, 2018

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In this episode we cover the 14 things every old entrepreneur wished they'd done differently. The things they would have done to increase their profits, save more time and become top producers in their industries. Everyone wishes they had a time machine to do things different but when confronted with the opportunity to actually make a change, few ever do. You can be better in the changing market. You can learn the skills you need to make a difference in how you lead generate, follow-up, present, negotiate and close. You can get coaching to become that top producer you say you want to be, just go to www.SiasFirst.com and click on the FREE COACHING CALL button at the top of the website if you are in Real Estate select Harris Certified Real Estate Coach all other businesses select Money Coaching Club. Your new life starts today, if you choose to make that change. Join the conversation on Facebook @SiasFirst or on Twitter @BusinessBrosPod. Music by www.bensound.com Courtesy of Tim and Julie Harris Real Estate Coaching. 1 That the fastest path is NOT to reinvent the wheel; it’s to follow in the path of others who have already won. 2 That they should have ‘kept their powder dry’ and invested in more, earlier, during the times of greatest opportunity. 3 That they should have forced themselves to do what they didn’t want to do when they didn’t want to do it, AND that they should have learned how to do it at a high level earlier. 4 That they should have paid themselves instead of last, or when there was something left. Warren Buffett: “Do not save what is left after spending, but spend what is left after saving.” 5 That everything takes at least 5 times as long as they wanted / thought it would. 6 That they should have created multiple sources of income as early as possible. 7 That they should not have allowed their egos to be seduced into non-profit driven decisions. 8 That they should have dumped the losers faster and doubled down on the winners regarding many things. Staff, rental property, etc. 9 That booms and busts in their own personal economies are optional. 10 That they spent too much time worrying about silly stuff that didn’t lead to profit, like team culture and branding. 11 That they didn’t have to spend so much on their kid’s education. 12 That they should have become a powerful listing agent sooner. 13 That they should have nurtured their database and created a higher level of repeat and referral business, which costs less than buying business and creating so many new transactions all the time. 14 That ‘some money is better than no money’ on certain deals; flexibility creates profit more than inflexibility. --- Support this podcast: https://anchor.fm/businessbrospod/support

Business Bros – Episode 43 – 18 Relentless Lead Follow-Up HCC Rules Part 2 Sep 14, 2018

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In this episode we discuss the 18 relentless lead follow up rules provided by the Harris Certified Real Estate Coaching program. We go through the points making them not only relevant to Real Estate agents but also to Insurance agents. Follow-up is where the money is made in any sales job and Real Estate is no different. Making these changing in your practice and implementing will dramatically change the way you do business, will allow you to be of service to more people and as a result you will make more money. Join the conversation of Facebook @SiasFirst or on Twitter @BusinessBrosPod, we would love to hear from you. You can also schedule your free coaching call on our website www.SiasFirst.com. Music by www.bensound.com 18 Relentless Lead Follow Up Rules Memorize, Internalize and practice daily and you will Almost instantly be making more money, more consistently. Rule: You must follow up daily on ALL leads of all types, until they either: List or buy with you (or tell you they’re listing or buying with someone else) OR - They file a restraining order because you’re following up so well and so consistently! 1.Relentless Lead Follow Up means that the goal is to feel like you might be ‘over communicating’ with prospects. In reality, it is impossible to over-communicate with prospects or even existing clients. The #1 complaint listed in a recent NAR survey of hundreds of recently closed real estate clients was, “lack of communication and follow up by my real estate agent.” BE the One Who Follows Up. Many agents make the initial call or contact. Almost no one follows up.Can you guess who makes more money? For example, when a home expires, everyone calls. However, if they don’t get the appointment on the initial try, 99% of real estate agents give up, lose the lead or convince themselves that the customer isn’t motivated. Schedule your Relentless Lead Follow Up DAILY. No excuses! You must end each day knowing that you have communicated with ALL of your leads. By the way, email doesn’t count. It is so important that you should no longer say that you ‘worked’ any day that you skipped your Lead Follow Up. 4.Keep all of your leads in one place, using one system. For example, we recommend either a super-simple 3 x 5 card system, or Top Producer (which almost all of you have but don’t use). Top Producer has some excellent training systems that don’t take long to help you utilize their service. Enter ALL of your new leads into your dedicated system daily. Keep your system updated and you’ll be more likely to actually practice Relentless Lead Follow Up. This of course means that you’ll make more money faster. Leads are labeled either “A, B, or C Quality.” A lead is someone who will buy or sell with you in the next 45 days or less. These people are to be called DAILY, concentrating on setting your next appointment. B Leads are 45 to 90 day leads that have logical conditions. This can be something like a pending relocation contract with their employer, an apartment lease ending, their financing needs approval, or getting back from their honeymoon. The condition must MAKES SENSE and each condition has some sort of time frame associated with it. Call these leads WEEKLY to stay in touch and help them fix the condition if possible. This will ensure that YOU will be the agent they use when the time is right. C Leads are any of the following: You’ve spoken with them before but they stopped responding. Their plans are way too far out in the future. Something is flakey about them, like maybe they’re working with someone else or aren’t pursuing financing. Since C leads have a lot of questions and uncertainty surrounding them, you must also call them DAILY until you upgrade them to an A or B lead or cut them loose after determining they are flakey. Three calls should do the trick. Secret: Always leave the door open on your last call so if they become un-flakey, they’ll call you instead of someo --- Support this podcast: https://anchor.fm/businessbrospod/support

Business Bros – Episode 42 – 18 Relentless Lead Follow-Up HCC Rules Part 1 Sep 13, 2018

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Business Bros – Episode 41 – 7 Step Listing Process for Real Estate Agents Part 2 Sep 12, 2018

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In this episode we discuss why it is important to look at your Real Estate business from a Cash Flow perspective and take the necessary steps to develop a system to become a dominating listing agent. If you are tired of going through feast and famine, cash spurt real estate cycle, then this process and becoming a listing agent is the way to cure your financial dilemma. We invite you to broaden your skills and do what it takes to take your Real Estate business to the next level. Join the conversation on Facebook @SiasFirst. As a Harris Certified Real Estate Coach, I encourage you to schedule your free coaching call on our website www.SiasFirst.com. Music by www.bensound.com 7 Step Listing Process (Harris Certified Real Estate Coaching Presentation) You must list to last in the Real Estate game Any new agent can be a listing agent No need to “pay your dues” Listings are mental labor, Working with buyers is physical labor Showings, inspections You can handle more listing business than buyer business How many listings can you handle at once? With a process, alone maybe 10 listings How many buyers can you handle alone? With a process maybe 3 tops. Just not enough time in the day to show more than 3 Being a listing agent requires education, skill, polish, motivation and perseverance than a buyer's agent. Listing agents make more money, more consistently with less stress. Listing agents know how to consistently generate listing leads, follow-up, prequalify them, present in a way that they take the listing, negotiate in a way that they sell the listing and close the deal. They do this in a way that the seller trusts them and refers them. Listing agents work with more than repeat business. They successfully help “colder” leads due to their high level of skill and confidence FACT: Many agents do the same amount of business every year because they are dependent on what comes in naturally ie The Easy Button. To go to the next level you must learn to not just work with people you know but with people you don’t know. Seven P’s of a Listing Agent Profit comes from Previewing, prequalifying, preparing, PLP and a polished professional presentation. (prayer doesn’t hurt either) Step 1: Generate the lead Remember the spokes on the wheel. Lead generation isn’t achieve by one, magic silver bullet. You should implement at least 5 spokes of lead generation. Perfect, purify and pursue until you are the BEST at each spoke Do what you don’t want to do, when you don’t want to do it, at the highest level Usually it means doing MORE prospecting, marketing, lead follow-up than you THINK you should be doing If you struggle with lead generation get help!! Real Estate doesn’t have to be feast or famine, no more roller coaster income. Commit to ending cash ‘SPURTS’ and get into cash ‘FLOW’ It starts with Lead Generation Step 2: Follow up with Urgency Follow our 18 Lead Follow Up Rules, starting with understanding URGENCY! Never end the day without following up on 100% of your leads. Doesn’t matter if they came in via email, voicemail, text or online. FOLLOW-UP Buyer leads are listing leads in buyer’s clothing. Don’t blow off your buyers just because “you have to many buyers”. Use scripts like “which home in the area do you plan on selling?” Step 3: Pre-Qualify for motivation and time frame Prequalify 100% of your leads, both buyer and sell, 100% of the time, using buyer and seller pre-qualification scripts, 100% of the time. Don’t use different rules for different types of leads. Always know the following prior to listing appointment Seller’s time frame Sellers motivation Are they buying as well? Are they speaking wi --- Support this podcast: https://anchor.fm/businessbrospod/support

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