So when I look at a top producer when I look at a brand new agent top producer I said to him it's very simple. What plays do you run that generate listings like in professional sports. One of the things that really separates a you know a mediocre team is the number of times they run plays that work and the repetition. the practice, the rehearse the drill of running effective plays.

So when I look at a top producer when I look at a brand new agent to producer I said to. It's very simple. What plays do you run that generate listings like what do you do like you know you hike the ball, that's you know we do the marketing piece. we run the Facebook ad, we follow up on the lead and we convert at this percentage.

That's a play that you run that works. So when I start asking people top producers, new agents and you know everybody in between to really begin to articulate and write out and and and you know list out all the things you do in your business that work. it's really powerful, but I find that most people struggle with it. Then I ask him this.

what place do you run that you know don't work like what do you know that you do that doesn't work like I know running online ads and not following up on a lead in under five minutes. or better yet, like calling the customer while they're still on the website. Like waiting an hour and a half doesn't work. Um, having salese on your team where you're spending money and you're giving them leads and they're not burning.

but you didn't take the time to train them that doesn't work? What? If you wrote down all the things in your business that you know work and all the things you know in your business that don't work? Focus on the ones that don't work. Eliminate them. Focus on the ones that are working. Do more of them and you know what? Maybe just maybe you'll be like a five-time Super Bowl Champion.

Maybe just maybe you'll take more listings, make more sales, enjoy your life, make the kind of money you deserve. Or maybe just maybe you'll stop being frustrated because you keep doing stupid stuff. Does that make sense?.