Real Estate Coaching Radio

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The #1 Mistake Agents Are Making Now Mar 01, 2024

Show notes

Welcome back to America's #1 Daily Podcast, featuring America's #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris? Visit: https://whylibertas.com/harris or text Tim directly at 512-758-0206

IMPORTANT: Join #1 Real Estate Coaches Tim and Julie Harris's Premier Coaching now for FREE. Included is a DAILY Coaching Session with a HARRIS Certified Coach. Proven and tested lead generation, systems, and scripts designed for this market. Instant FREE Access Now: YES, Enroll Me NOW In Premier Coaching https://premiercoaching.com

HUGE Announcement: You will love this! Looking for the full outline from today's presentation? Our DAILY Newsletter featured lead generation systems, real estate scripts, daily success plans and (YES) the notes or today's show. Best part? The newsletter is free! https://harrisrealestatedaily.com/

Procrastinating: What are you WAITING for? Here are the top 10 Procrastinations that are causing you to lose money every single day, followed by the solution to cure you of your waiting habit.

Ask yourself: What do you LOSE by procrastinating? Are you motivated by the carrot or the stick? Everyone claims they are motivated by their goals, doing more so they can have more, yet most don't get into action until they're about to LOSE something.

1. You're not taking action because you're certain the market will crash soon, creating the opportunity you think isn't here currently. You tell yourself that no one is buying due to higher rates and no one is selling because they’re ‘locked in’ to their low-interest rate mortgage loan.

How do you explain the other 4 to 5 million transactions that will happen while you are waiting? Even in last year's epic low sales environment, 4 million homes traded hands. That's 8 million commissions, not counting most of the new construction closings.

REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, https://alltheleads.com/harris

2. You're waiting for the Inventory Fairy to sprinkle the right new listings into your MLS so you can finally get some of your buyers in contract. This also means you’re waiting on your buyers to see something in the ‘drip’ that they want to buy.

31% of last month’s closings were New Construction. Are you finding that inventory or are you still addicted to using only one tool, your MLS? (Refer to our podcasts and Premier coaching sessions about how to find inventory!)

Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/?aff_code=670699

3. You're waiting for your next deal to materialize from your Center of Influence. You've always lucked out in the past, surely something will happen soon! What happened to all of the 'FOMO' that was out there?

Do you know which people on your database actually HAVE TO move in the next 90 days or less? Do they all know what their home is worth in today’s market? Who just got relocated, had a baby, became an empty nester or just wants to cash out their equity? It's not no one!

“Procrastination is one of the most common and deadliest of diseases and its toll on success and happiness is heavy.”

— Attributed to Wayne Gretzky

4. You're waiting for your videos to get someone to list with you. Just keep on cranking out those TikToks. You must not have enough of them yet.

5. You're waiting for a call back from: your leads / the other agent / the home inspector / the appraiser / the mortgage guy. Waiting, waiting, waiting...

“The trouble is that you think you have time.”

-Buddha

If you still are wandering around in the wilds of real estate, lacking focus and direction, you need Premier Coaching! Go to PremierCoaching.com and sign up today for free. By the way…… don’t WAIT!

REALTOR® Mindset Mastery: Secrets to Unstoppable Success (Part 2) Feb 29, 2024

Show notes

5. They are very proactive in their lead generation, having more conversations with more prospects. They're not reliant on lucking into repeat or referral business, and they're not addicted to buying leads. They are working with multiple sources of business at once, concentrating on the 'most likely to list'. They know that leading with listings will also produce buyers.

They "do what they don't want to do when they don't want to do it at the highest level", and they do that all the time, because they see the results.

6. They are aware that when they're feeling out of control, they'll subconsciously look for things to control. This sometimes manifests in overeating, substance abuse, and wrecking relationships. That gives them the feeling of control, but it's destructive. Powerful agents (and people) are introspective before they make those mistakes.

They recognize their own 'early warning signs' as the trigger to the bad behavior and take a step back before causing more drama to themselves, their prospects, clients, or family. (Refer to our podcast about 'early warning signs'.

7. They are empathetic to the fact that other people don't have the mechanisms to adapt quickly to the forced changes happening in the economy. They forgive easily and quickly because they understand that others are stressed. They offer a positive light backed by facts and thoughtful solutions, rather than jumping in the mosh-pit of negativity or drama. They are 'situationally aware'.

REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, https://alltheleads.com/harris

8. Because they're rooted in a mindset of service, they are genuinely excited and appreciative of the opportunities in the market. They are focused on the many people who genuinely need help and they are there to be of service.

They 'take what the market has to give', versus complaining about what's wrong with the market. (Interest rates, number of sales, lack of inventory).

9. They know that knowledge = confidence and ignorance = fear. Thus they are constantly increasing their skills so they can increase their confidence. They're seeking out new ways to be able to help more people in a variety of circumstances. An example of this is knowing how to explain different types of mortgage loan programs that get the interest rates down and make the payment more attractive.

Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/?aff_code=670699

10. The most successful agents use a variety of methods to find inventory that matches their buyers wants and needs. They're not solely reliant on the MLS. Instead, they are 'matchmakers', knowing what each client wants and going out to find it.

11. They're involved in Premier or Elite Coaching and they actively get overwhelming value from the daily, semi-private coaching sessions!

REALTOR® Mindset Mastery: Secrets to Unstoppable Success Feb 28, 2024

Show notes

1. The most successful agents have control of their attitude, approach and expectations regarding the most important things in real estate and in life.

Attitude: How you feel about what you're about to do or try to do.

Approach: The preparation you take when endeavoring on an action.

Expectations: What you believe the outcome will be. The results you intend to gain.

Example: Successful agents embrace the attitude that listings are the most important part of their business, that it's imperative to have listings at all times. They use their 7-step listing process, and anticipate every appointment culminating in a signed agreement, whether they are competing or not.

Example: Successful agents have a positive attitude about working with buyers, the approach that it's up to them to find the right house and negotiate with unwavering confidence. As a result, they deliver on what they promised the client, versus feeling like they're just rolling the dice and will 'see how it goes'.

In both examples, successful agents own the process and are proactive. Their attitude, approach and expectations are in alignment with the goals of their clients. This results in a more predictable, less stressful business. By serving more clients at the highest level, the agent achieves their OWN goals as a result.

REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, https://alltheleads.com/harris

2. Successful agents have a great mastery of ROI (Return on Investment). The strongest agents are constantly analyzing their Return on Investment regarding how they're spending both their time and their money. They know how to create and analyze profit and loss statements and review monthly or at least quarterly. They do more of what works and prune what doesn't work, hasn't worked yet or hasn't worked well.

If they're not getting MORE than they're spending in return, the expenditure isn't worth it. 'Breaking Even' doesn't count, because of the time lost and effort expended to get the results. Results mean trackable, profitable, closed business. Not just leads, impressions, or likes.

Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/?aff_code=670699

3. They are actively and aggressively isolating themselves from the media, both online and off. They are making their world smaller regarding who is influencing them. Following a media-free morning or media-free life is a good start. Eliminating negative feeds from social media is another good strategy to 'build a moat' around your mindset! Their media is curated for success, not passively being fed to them.

Their mantra is 'If it's meant to be, it's up to me!'

Millionaire Real Estate Agents Daily Schedule (Part 2) Feb 27, 2024

Show notes

PART TWO.

6. Set a new, prequalified appointment before noon every work day, ideally with sellers. When you're doing #4 (Furiously Fast Lead Follow-Up), this will be much easier to achieve. If you don't have enough leads to set appointments regularly, go back to #3 on this plan, and get help from your Premier Coaching sessions.

7. Doorknock or call at least one Unrepresented Seller (FSBO) each day. You sell real estate for a living. They have a home to sell. Their phone number is on their sign!

Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/?aff_code=670699

8. Doorknock or call at least one Expired seller listing per day with your pre-listing package. The best Expireds relist right away and almost always sell right away with a fresh approach, repositioning of price, and upgraded staging or correction of negative feedback. Refer to our many podcasts about Expired listings and if you're a Premier Coaching member, find your Expired script and get to work!

9. Speak with all pending clients with transaction updates every other day or as necessary based on your deadlines. Don't be 'out of sight, out of mind'. If you have a transaction coordinator, be sure they are on top of all your pending files. Even with a TC, you should be speaking with your pending clients at least once per week.

REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, https://alltheleads.com/harris

10. Spend at least 1 hour working out, going on a walk, or taking a class at a fitness center. Group exercise is better for your business, expanding your Center of Influence. Try Orange Theory, Crossfit, Zumba, Pickleball, or a hiking club.

11. Meet 3 new people on purpose and talk about real estate. Use MeetUp.com to find new organizations and meetings to join. Focus on 3 different areas:

-Hobbies and interests

-Business networking

-Charitable organizations

Secret: This will be much easier when you've done your Real Estate Treasure Map! A great addition to your Success Schedule is to attend the Premier Coaching daily sessions, so you can get the support you need, have your real estate questions answered, and be amongst other motivated agents and coaches.

Millionaire Real Estate Agents Daily Schedule Feb 26, 2024

Show notes

What do all successful Realtors have in common? They don't just HAVE a schedule, they actually follow it, but it's not what you think. It's not a matter of scheduling every minute with a task or grinding out relentless cold calls.

The daily success schedule of top-producing agents is all about having daily minimum standards related directly to profit and being relentless about them. In this two-part podcast series, we'll show you what they do, so you can follow the same plan and find success faster!

PART ONE.

1. Use and update your Visual Accountability White Boards every day. You should be tracking all of the following, based on your goals: (Use the Real Estate Treasure Map).

-Leads. -Active Listings. -Buyers. -Pending closings. -Closed transactions.

2. Review your finances every day. Use Mint.com as your 'dashboard' of Key Performance Indicators or KPIs. Your savings, checking, credit cards, investment accounts, investment properties, and everything else financial are visible using Mint.com. This includes your credit scores as well as your upcoming bills and actual budget.

REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, https://alltheleads.com/harris

3. Make contact (a conversation with a decision-making adult about real estate) with at least the same number of people as transactions you must do this year. If you must close 20 transactions to meet or exceed your goals this year, you must make 20 actual contacts daily to meet that goal.

Adjust accordingly as your skills increase. Focus on people who are most likely to sell. Example: Existing listing leads you just need to close for an appointment, expireds, for sale by owners, probate, relocation, past clients, and referrals. Just-listed and Just-Sold calls don't count unless they are directly around your own listings or sales.

Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/?aff_code=670699

4. Furiously fast lead follow-up on 100% of your leads, 100% of the time, with no exceptions or excuses. If you're a Premier Coaching member, review 18 Relentless Lead Follow-Up Rules.

5. Show gratitude overtly to those you care about. Start your day out right saying I love you and giving hugs and kisses. Then write and send at least 3 thank you or congratulations cards to past clients or people in your sphere of influence. Use social media for ideas about who got a promotion or had a kid get married or graduate.

2024 Home Value Prediction: Real Estate Crash Coming? Feb 23, 2024

Show notes

Pricing is our hot topic today. We'll take a look at the factors causing price reductions, what to do from a listing agent's perspective as well as when you're representing a buyer. We'll dive into some price reduction scripts and give you the confidence you need to navigate this changing market.

Let's take a look at what's happening to prices right now. (And NO, the market is not crashing, it's just normalizing!)

Facts:

Nationwide, 1 in every 15 listings had a price reduction in the last 30 days. That's about 6.5% of active listings in the country, however, some markets have seen 50% of active listings get a price reduction in the past 30 days.

The five metro areas with the highest percentage of listings with price cuts were Wenatchee-East Wenatchee, Washington (53%); Idaho Falls, Idaho (52%); Carson City, Nevada (52%); Austin-Round Rock-San Marcos, Texas (52%); and Waco, Texas (51%).

This is all happening at the same time that prices are still up by at least 4% this year, and are expected to end up averaging about 5% by year's end. This figure shows you that we are normalizing, not crashing. We are still suffering from a lack of supply.

REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, https://alltheleads.com/harris

In a 'balanced', or more 'normal' market, 30% of listings have at least one price reduction prior to selling.

Remember this: At $52 Trillion, The total value of homes in the US is up 49% since before the pandemic. 49%! So these price adjustments won't be catastrophic to most sellers. We're a very long way away from short sales, so don't go thinking the sky is falling.

What should you do when you're the listing agent? You can price it to sit, or you can price it to sell. The average mortgage payment on a $400,000 home is now over $3000/month with taxes and insurance. That's nearly double what it was a year ago. Any buyer still looking is serious, motivated, qualified, and scarce!

Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/?aff_code=670699

Pricing your listings accurately in the first place will save you from having to have price reduction conversations later. (Though we'll give you price reduction scripts later this week and tons of them in Premier Coaching).

First, It's important to STOP doing any (or all) of the following:

-Stop: Taking the last best comparable, adding 5 to 10%, and expecting to sell that listing quickly and for even more than the asking price. There are random examples of this but they are becoming few and far between. Stop rolling the dice and hoping for a bidding war.

Is Your Database (CRM) A Dumpster Fire or ATM Machine? Feb 22, 2024

Show notes

Study after study has shown that nurturing your database should yield at least a 10% return. (That’s according to our own experience, thousands of coaching clients as well as Housing Wire Media and Real Trends.

This means that when you have 100 people in your database, and they’re hearing from you regularly with something of value, at least 10 of those contacts should either transact with you or refer someone they know who will work with you buying or selling real estate.

Are 200 people in your database hearing from you all the time? That’s at least 20 transactions this year. 20 times the average commission of nearly $10,000 equals $200,000. In other words, if you’re running the dumpster fire version, that’s the minimum potential income you’re missing out on.

Take this easy test to determine which type of database you may be running. Your answers will help you determine the action steps to take next.

Is Your Database A Dumpster Fire or Lead Generation Machine?

Do you have a database?

-Don’t stay stuck on ‘what’s the best database?’

-Don’t over-spend on one you’ll never figure out.

-Commit to using ONE and stick to it.

2. Do you know how to use your database?

-Do the tutorial, and take the training.

3. Do you update your database at least once per week?

-Add new contacts, including adopted clients and professional sphere

-Remove duplicate entries

-Add adopted clients

-Add contacts you make after joining new groups and clubs

-Delete bad contacts and partial contacts

-Add social media handles

-Add details like kids and pets names, birthdays, anniversaries

-Curate specific lists

4. Do you regularly update passwords for security?

5. Are you utilizing your database to communicate regularly?

Just ‘having’ the database is meaningless. You have to use it.

Examples:

-Phone conversations (add notes to your contact entries)

-Digital newsletter campaigns

-Pop-by list for ‘top 30’ contacts, most influential / referral givers, etc.

-5 Thank you or Congratulations cards daily

-Free Comparable Market Analysis delivered/discussed

-Market Updates

-‘Wanted’ outreach for buyers you’re working with

Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/?aff_code=670699

6. Do you follow a systematic calendar of communication?

-Daily calls, ex: 5 contacts daily x 5 days / week = 25 contacts per week

-Weekly pop-bys for top contacts

-Monthly newsletter

Bottom line? To generate at least a 10% return from your database, it must be regularly updated, cleaned for accuracy, used to communicate at a high level, and continue to grow. Done correctly, your database is a highly valuable asset.

REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, https://alltheleads.com/harris

6 Easily Avoided Career Killing Mistakes Feb 21, 2024

Show notes

Does it seem like everything is harder right now? Correct these easy-to-remedy common mistakes and unlock your momentum. There are deals everywhere, but you have to be more disciplined, more skilled, and more savvy to find them now that the market has shifted away from FOMO.

The good news is that once you correct the course, you can easily get back into your groove.

Top 6 MISTAKES (and how to fix them ASAP!)

#1. Playing the waiting game. Waiting for the market to crash, waiting for interest rates to come down, waiting for inventory. Waiting doesn't get transactions into your pipeline, nor does it help your clients and prospects achieve their goals.

You must take control of your day, week, month, quarter, and year to defeat the waiting game! Say this at least 10 times! : "If it's meant to be, it's up to me!"

Action Steps:

-Accept the fact that there are zero indicators that the market is going to crash. Zero. While there are some price ranges in some markets, this year is set to close with between 5 and 9% increase in home values. Low inventory, stable demand, lots of new construction, and rising prices are not indicators of a housing crash. If any of this changes, we'll let you know.

-Interest rates will eventually get lower, but are not likely to go below 5.5% to 6.5% maybe even for the rest of your career. Stop wishing for the old market and embrace the new market.

Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/?aff_code=670699

-Learn about several ways to achieve a lower rate and lower payment. Refer to last week's podcast about 3 ways to achieve lower mortgage interest rates. Learn about what the builders are doing; many new home loans are closing in the mid-5 % range right now. Take action to find out where in your market this is happening!

#2: Expecting your buyers to send you what they want to look at versus finding the right homes for them yourself!

Action Steps:

REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, https://alltheleads.com/harris

-Get and use the Buyer Presentation, which drills down on specifically what your buyer clients desire in their next home. What's a deal maker and what's a deal killer? Are both people on the same page if you're working with a couple? Can you handle objections like: 'I want to wait for rates to come down, or prices, or both?'

-Once you know what they need, that they are motivated and qualified, it's YOUR JOB to find them the right home. Think out of the box! Refer to our podcast series about how to find inventory. Consider changing the type of property, and the price range (sometimes going down- market can find alternatives), expanding the geographic search, or looking at new construction.

5 Step System To WIN Buyer Business Feb 20, 2024

Show notes

It's a fact. Buyer-side commissions are no longer a guarantee, no longer an entitlement. You can't just assume you'll be receiving X% on every transaction. Though this seems like a whole new stress-inducing worry for many of you, the fact is that commissions have never been a set amount, just an expectation or a tradition in many markets.

Builders don't all pay the same buyer-side commissions, in fact, some don't pay ANY buyer-side commission. For Sale By Owners are the same. It's time to get better at proving your worth on the buyer side, because soon you may have to ask your buyers to pay all or some of your fee.

This brings us to your burning question: How do you provide overwhelming VALUE to your buyer clients? How can you become more comfortable asking for an exclusive buyer agreement and along with it an expectation to be paid for your hard work?

Top 5 Ways to Provide Overwhelming Value to Buyer Clients

Fact: If you're not doing anything for them that they can't do on their own, why would they hire you in the first place, much less pay your fee?

Goal: Provide such overwhelming value that you're all they're talking about to their friends! Repeat, referral, lather, rinse and repeat.

REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, https://alltheleads.com/harris

1. PRESENT to your buyer clients in the same professional manner that you do a listing client. Use our Buyer Presentation where you outline exactly what the buying process is, what your role is, what the buyer's role is, and how you'll be working together to accomplish their goals. More and more, you'll start to compete for buyer business in a similar way you do for listings now!

2. FIND them their dream home. One of the top concerns for buyers as well as agents right now is the historic lack of inventory. It's YOUR job, not theirs to find the right home for their needs. Stop waiting for them to send you a link to the house they want to see next. Drill down on their needs and get out there and find it!

Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/?aff_code=670699

-Be more creative in your MLS searches. Change the search area, change the TYPE of home, or find an equally great school district to look in that has more inventory. Remove square footage as a requirement, look for a 3 bedroom with a loft instead of only 4 bedrooms, for example.

-Refer to our podcast series about how to find inventory that is NOT in your MLS.

3. KNOW and PRESENT solutions to get a better-than-average mortgage interest rate. You don't have to know as much as your competent mortgage lender does, but you should be able to competently discuss: 2-1 Buy Downs, Adjustable Rates, and how to pay points to lock in a lower rate on a 30-year fixed mortgage.

Need Money NOW? FREE Leads System (NO Referral Fee) Feb 16, 2024

Show notes

Real estate agents and brokers... if you could choose where your next listing would come from, wouldn't you always answer, "a repeat or referral client"? Of course, you would. Why?

They're easier to work with, they already trust you, you're probably not going to compete for their business and they are less likely to throw objections at you! Also, they don't ask you to cut your commission or shoot them a kickback.

Welcome back to America's #1 Daily Podcast, featuring America's #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris? https://whylibertas.com/harris or text Tim directly 512-758-0206

Today, we discuss how to create a steady flow of leads from this critical source of business?

Many surveys have shown that when someone is making a decision about who they will hire to provide a service, they first ask: Whom do I already know? (87% of the time), if they don't know anyone, they then ask a trusted friend or advisor who THEY know (6% of the time), and only after those two questions are exhausted do they turn to an advertisement or marketing piece.

FREE Meet-Up In Your Area : Please RSVP now for the Tim and Julie Live Meetup near you – a FREE, fun, and casual event to kickstart your 2024 with motivation and focus! Gain invaluable insights, connect with industry leaders, and make 2024 YOUR BEST YEAR EVER. Secure your spot at https://app.getriver.io/tim-and-julie. Don't miss out on inspiration, expertise, and networking opportunities. Let's do this!

Your job is to be the answer 93% of the time so you don't have to waste money trying to be the answer 6% of the time!

This means perfecting three things immediately:

1. Have an organized database with names, numbers, email addresses, LinkedIn, Facebook, Instagram and other support information on each person. You don't need a fancy CRM, use KV Core for example. CALL each person to update the rest of their profile. It's a great excuse to make that first (or next) contact! Use your F-O-R-D conversation outline to make these calls fruitful. (Family/Occupation/Recreation/Dreams)

REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, https://alltheleads.com/harris

2. Speak with all of your contacts regularly. That means face-to-face, voice-to-voice, 'real' contacts. A contact is a conversation with a decision-making adult about real estate. Refer to our coaching and podcasts about the 'FORD' script. For example, if you have 200 people in your database and you speak with 10 per day on work days, you can actually speak to 100% of your list every single month. What would THAT do to your repeat and referral business? If 10 is too many, even making 5 contacts per day will have you speaking with 100% of your list every sixty days.

3. EXPAND your Center of Influence systematically. 10% of the number of people in your database will do business with you or refer business to you every year, assuming you communicate with them. If your database is 100 people strong, you'll have 10 transactions yearly from them. 200 equals 20 transactions, and so forth.

Remember that in order for this to be a predictable, duplicatable source of business, you must make MORE contact, more frequently to achieve that flow of leads. Refer to our 12-Month Center of Influence Plan in Premier Coaching to further systematize.

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