All right, so, let's wrap with how do we finish the year strong, so do i have permission to be super directed with you guys where you know i've been kind of saying like aaron like hey, you might want to do this. You might want to do that or you might want to like there's all these different options pick the one that's right for you. What i want to do now is like i want to do you all know the name gary vaynerchuk garyvee is that name ring a bell anybody, so some of you know that name so when gary and i were in miami doing his agent 2021 event, which now Feels like a million years ago, because here we are in 2021, i remember sitting with him we're at dinner at the yarber, my buddy john's restaurant and across from me, is his little sister and he's like look like. I can tell liz what to do from a social standpoint.

Will you work with her? You know get her someone that can like get her doing the right stuff and i'm, like i mean he's like a brother like he's, helped me so much. I've helped him on bike. Of course, liz has now been a client for three years and she's killing it. The same kind of advice, i'm giving to her is the same advice i'm going to give to you, meaning like gary's done a lot for me.

I owe him so i'm not going to tell her sister do a bunch of nonsense. I'm going to be like look if you want to be successful. You got to do this this this and this. So i'm going to be very direct with you guys and i hope you take it not from a but like a hey.

This is what's going to make you money. So listen up. The first thing is you got to decide how you want to finish the year. You got seven months left and i know agents right now that are tired.

Oh my god, i just can't get anything done. I'm exhausted! I'm working with all these buyers that i didn't properly qualify that i didn't walk through a process i haven't lightened them up. I haven't figured out how to work the listing agent, of course, you're exhausted. I got agents like i've taken so many listings, i'm bonkers.

I got to figure out a better process like how do you want to finish? How do you want to finish what is important to you? How do you want to set the tone for not just this year but 2022 fred's going to be more of the same? In 2023, everybody's saying the same thing. We got two more years of what i would call a pretty insane real estate market, low interest rates. Very low inventory massive buyer demand. Oh my goodness, i want to sell my investment property right right away, 1031 exchanges and more plus the migration patterns that we're seeing all over the u.s.

So the first thing i'm going to tell people is this look up here? If you could only focus on one thing, if i could get you just to focus on one thing, just one thing every day, joe all in i love that t-shirt all in joe every day. On one thing, i asked all my clients right. Facebook, you know, did a post hey what would be the one thing that would move the needle with you and your coach make the biggest impact and guess what the answer was. Look down the list guys it's the obvious, highlighted one.

They all said the same thing. If i can just cut out the bs and focus on listing appointments, ready or research phase - and that became my focus instead of i got to get my hair done. Oh i got to pick up my dry cleaning. Oh my god.

Did my son get his. You know classes done for college. You got to do all that stuff, but not first thing in the morning and not throughout the workday. You got to schedule that stuff.

On the other times when you're in the office, i need you working and doing the right stuff. So really, what i'm asking you is this i'm asking you. I don't care if you're one day in the business or 45 years in the business sophie. You know my client maxine gellins maxine will go on well over a hundred listing appointments this year, sophie she's, 83 years old and she's dancing and going to baseball games and having her absolute best year ever in san diego california, because she knows that her job is To go on appointments and meet with people ready or research, and then you know what happens.

Shannon everything else gets pushed to the side. Is she working buyers? Of course she is, does she say, they're a pain in the ass every week on every coaching session? Oh, my god, these buyers - oh my god, oh my god, and then she takes a listing and she goes sold in two seconds. So i told her maxine between now and the end of the year. I need from you a weekly number of listing appointments.

You're gon na generate inbound outbound, i don't care, but what does that mean? Look up here? You need to be tracking it in your office. Justin like looks like you're in the home office, and it looks stunning. I need like a wall board that says 25 more listing appointments between now and the end of the year or five a month, whatever it is, and a countdown ticker tape to track and measure, and that's going to get you off your butt doing the right stuff. So i'm asked you decide to be an appointment.

Setting machine like be a lean, mean appointment, setting machine and the moment you make that shift as a brand new agent as a veteran agent. It's like everything shifts because you realize the only leading indicator to your success is meeting with potential prospects. That's where we make all of our money, it's not in all the other nonsense. So what do we need to do? Next? We got to create a simple action plan: simple, not complicated, tony kaufman easy, so you ready here's.

The first thing you have to know you got ta, know and act on what i refer to as your daily number, your daily number. So let me explain your daily number. Is you take your transaction goal and you times it by 50 conversations. Take your transaction goal in sandra.

I'm looking at sandra harvey here. Take your transaction goal. I'm going to do 20! More deals times it by 50. That's a thousand right.

That means you have to have a thousand conversations based upon the math of this business to guarantee your success. Now you don't do a thousand all at once. You space it out over ten months, but that means that's a hundred conversations in here on my formula that says: 120, it's a higher number and then you got ta, have six conversations a day. Now look up here, my friends.

How many of you know someone that during covid lost a job right, we're a little displaced by the entire experience? I know multiple people right, that their businesses were in hard pla. They were a restaurant owner, they shut down. We saw a lot of people in the last 14 15 months and like prayers to all of them right that went through a very difficult situation. Our industry, on the other hand, took off like a rocket ship and it excelled beyond belief, and yet i know, agents right now that won't call six people a day because they're too busy.

I want you to think about that. I know agents that say they're too busy and they don't have the kind of savings that they want. They've got too much debt right, they're, not spending enough time with their family, but they're too busy to call three people in their database and three people outside of their database. They're too busy they'll complain all day long, that there is no inventory to sell and they can't get their buyer a home, but they won't call their own database and say have you guys had any thoughts of selling? Do you get where i'm at with this? Like you can single-handedly solve the inventory crisis in your market, for your clients by just knowing and acting on your daily number, by just picking up the phone getting over your story and calling the people shannon that know you like you and trust you bob call the Ones that know you like you and trust you and then what i say is then there's all those other people that i want to get to know and create like and trust with.

Does that make sense everybody? Okay. Do me a favor um like if you're by yourself or you're in an office and you're with some friends. Could you please just turn to somebody and say he is so talking to you right now, even if you're talking to yourself it at your screen, because i am talking to you right now - stop being a candy ass, no more complaining solve the problem. Do the work? That's how you win, you solve the problem, you do the work all right! That's my little rant.

I apologize. Let's keep going the next one is you've got to design your day around doing the things that matter. So look at. Look at this gal's schedule.

Hike. Dentist presentation homework morning, swim face time with mom team presentation, cardio training. Well at least one of the four things she does every day has some impact on her business. You know what i found a lot of agents did during the pandemic.

They they got down to working like when they, when we were all stuck at home, maybe an hour a day drinking for five working for one. Do you all know what i'm talking about i'm saying now, my friends, i literally have said to a thousand of my friends in this business right now we need to be working our faces off. We need to be doing the right stuff with a little more discipline and a lot more organization, and it starts rebecca with. If it's not in your schedule, it doesn't exist and never gets done like.

If i made you all right now, grab your phone open up. Your calendar and go like this, i would hope today it says from this time to this time tom ferry blueprint, but then i'd say flip for the next three days and show me what it looks like flip for the next week and show me what it looks Like so i'm saying design your day around a morning routine, that makes you feel good. Is that walking the dog is that doing yoga? Is that going to the gym? Is it wim hof breathing? Is it jumping in some ice water? Is it just waking up and having coffee with your spouse? Is it making your kids breakfast? What makes your heart sing and fills you up so when it's time to go deliver you got the energy, then i say you need a business morning routine. That puts you at the top of your game and the things i know that make that happen.

Looking at the daily hot sheets, studying the mls understanding the trends looking very quickly, what's the you know, what's the you know, interest rate out today? What's the 10 year at right, what's going on in the stock market, if that impacts your business, i want to know all those things that's called business intelligence. I want to role play a little bit by myself or with somebody else. I want to do my calls. Five to my database, five, the new four lead follow-up and i want to shoot two videos, mary beth.

If you just did one and two for 200 days, you would make so much money. You wouldn't you'd walk in the bank and they'd start clapping like it's cool, to get a trophy from your company like it's awesome right like they're. Like oh look, mary beth, you know number one in the office. You know what's awesome when you walk into your bank and they say there she is and they invite you to private client services because you're killing it that's the kind of recognition i want you all to have, and that means you've got to organize your time in Your schedule don't complicate it, manage your daily tasks, checking in on transactions right checking out pendings, launching listings executing your marketing plan and going on appointments like stop complicating it.

Simplify, simplify your calendar. Add the things in that matter. Most and you're going to win. Add the things that matter most and you're going to win now i was going to show you this, but i really want to focus on sean sean.

If you look at his top skills, i would say his greatest asset as a coach beyond 30 years of experience is the ability to get you out of your head to do the stuff. You don't want to do how many of you be honest right now. You know you should make your phone calls and you usually will lay down until that thought goes away. You all know what i'm saying like you know.

You should do it, but you don't see sean like many of our other coaches. We've taught them a bunch of different therapeutic methodologies to get into your head. No, you know they're not going to be like okay, scott tell me about when you were four and you wanted a puppy and your parents wouldn't give it to you. But if we have to, we will, if that's what's stopping you from making your phone calls because you're in your head, we'll do whatever it takes and that's what someone like sean as an extraordinary coach of ours is a master of.

So if you know that's you, you need to call my office and say hey. I want sean. I want that guy because i'm sick and tired of being in my head and i got to get into action. Who is the same way? But differently is coach, denise, but denise's secret sauce is what i would call loving carefrontation.

You would call it rebecca accountability, but i would call it more like knowing denise in her heart is that she cares enough to not listen to your bs. She cares enough to say mary beth really. Can you get a news story like i'm tired of hearing that song? Can we write yourself in as the the hero this time and not the victim right? She cares enough to confront her clients, not in a nasty way in a way that is only happens philip when you have rapport when you know the person has your back, like you guys know i'll, say whatever it takes to get you off your butt to do Something i just can't coach you, ten thousand people, so you got ta find someone. That's gon na support you in your greatness, and i hope it's us so take a look at the following.

You ready. Arguably, one of my, i would argue greatest gifts to real estate was the people that struggle with time management the people that are always challenged by. Oh, i just forget to put things in my calendar and then i say: okay, let me ask you a question when you go away on vacation, do you make up a list and everybody goes yeah make up a list? I'm like what's on your list, so like clothes, this that toiletries make sure to bring my passport and i'm like. Why do you do that? Well, i need the list to remind me of the things i know i need to do and here's my response.

What if you then created a daily action checklist where you also get get this the dopamine rush of? I did it, i did it, i did it, i did it shannon. You know what happens to the human brain and your body. When you start saying, i said i was going to do it and i did it. I said i was going to do it and i did it.

I said i was gon na, do it and i did it and i did it and i did it and i did it and all of a sudden your body is like. I want that feeling, and in this case the feeling is a powerful morning routine. Doing your market intelligence similar to the way we laid out the schedule, but in this case it's in the form of a checklist, so i want you to play a game you ready. I want to see it in the notes.

If all of you did everything on that list, five days a week for the rest of the year, minus some holidays and time off with your family, but five days a week, you did this. What do you think would happen to your business? I want to see it in the comments i want to know like what do you think what would happen to you? If you did it tony kaufman, you right you todd with the rocking beard. By the way i love the gray. I got the same thing going on.

You would kill it. Of course, you'd be more systemized trinette. You would absolutely five actually probably do more than that it'd probably be like 10 times phillip. This is what i want for you like when i said to you.

Every time you take a listing, you need a, i got a listing checklist and it's not just enter the mls sell and get the offers. It's i first i'm going to market it. I'm going to tell the world about it. I'm going to go, stand in front of the house and go live on facebook and announce that i got it and let people know that this is going to sell in 14 seconds and i'm going to have more buyers than i have like it's having it.

In a checklist look up here, my friends, every one of you knows whether it's a schedule or checklist. You need something to control the add brain of yours, so here's your daily, but what, if you had a weekly checklist? What if every week you also said? Okay, i need to film two pieces of content. Every week every week me in front of a camera, i need to study the competition every week. What are they doing, who's winning the listings? How am i going to get better? I need to review all my numbers and make sure i'm super clear on what's happening.

I've got to book xmr appointments. I got to execute my marketing plan. What we're trying to do my friends is: remove the thinking follow the checklist run. The business like a business fill up, i love it, you run it like a business and all of a sudden, you wake up a couple weeks later and you're, like i'm more organized.

I look at like my friend sophie who i've known for you, know a decade plus and sophie just i'm just curious with it with a thumbs up or a thumbs down. Do you have more systems today running your business in your marketing, everything else or less, since we've gotten to know each other right and sophie you and i both know in santa barbara, there is so much opportunity she wants like she wants. She has an amazing relationship. She wants to travel or get back to it and some normalcy she wants to be out with her friends.

She wants to be social and she wants to do a tremendous amount of business. My argument is it's hard to do that by memory it's hard to do that by memory. My argument, for you is whether it's these checklists or another. You got ta pick something so here's a monthly version right, hey! I got ta save x amount of from my closings for taxes.

I wan na review my budget to make sure i'm saving money and paying off debt financial accountability. My friends is a game changer for people the moment we start saying how much money you saving how many investment properties you're going to buy right, how much debt are you going to pay off any time? You add that in the accountability mix, everything changes so just the last few, you ready um how many of you by raise of hands, have a kid or you ever played any sporting event ever raise your hands right. It's like my buddy todd up in ottawa. I guarantee todd or somebody knows, played hockey right.

I played basketball, my son's a tennis player. My other son played football in high school. You know what i loved about the nba football hockey. All these kind of sports is that they got the scoreboard up zero to zero one to three whatever it is with that ticker clock in the middle.

That tells me how much time i have left - and everyone knows what i'm talking about when it's the last two minutes of the game and the score is tied. How much more intense the fans are. The crazy moms are the crazy dads are because you've got two minutes left, let's go justin, let's make it happen and you're screaming and having fun, and when that thing, ticker tapes down and you win or lose it's always the last two minutes, the last five minutes. Where everybody's anxiety and energy is at its highest and then i ask people all the time, do you do the same thing in your business right? Do you say i've got a monthly goal and i've got 31 days or 30 days or 28 days or 29 days to get it? Why not use the same psychology of a scoreboard to visually, stimulate yourself and put your booty on the line? Now, i'm going to show you something that is old, it's like five years old, but it's still one of my all-time favorites, because all of us watching right now we're all visual.

We all have five senses. Some of you have six, but we all have five and aaron. One of them is we're visual right. We're visual in our language, we're a visual on how we describe things.

We read. We study, we absorb content visually. So watch this. Why not, after this conference after this day, why not put up on your wall a big white board that says 25 more listings between now and the end of the year or 50, more listing appointments or 13 more whatever it is whatever your number is, but you Got to have a deadline on it, you got to have a how much of what you want by when and i promise you look up here, google, my business page, get more reviews.

Add the hundred photos start getting video reviews start doing your email marketing start doing more direct mail start calling your database start doing all the listing tracks. You start doing all this stuff. Look at me if you just put your butt on the line. You say to your children: if i get 25 listings between now and the end of the year, we're going to disneyland first class orlando and you can bring a buddy trust me, your 7 to 17 to 27 year old is going to be in your year going.

How you doing what's going on hey, let's get the numbers up, come on, mom get to work, come on dad, get off your ass and just like that, you've created accountability. My client jason ferris, who is now a very successful coach of ours by the way, only works with really large teams. He put this up in his office where everybody could see it in his environment. People walking into the office would look across the bullpen and see this and the first time it went up.

Guess what chrissy someone's like made. You go to a tom ferry seminar. You know get all motivated right. You know, there's going to be that person.

You know. I always remind myself massive success is the best revenge. Massive success is the best revenge i'm not going to attack them. I'm just going to do the work, i'm going to do the work that most people aren't willing to do and that's why i'm going win and it's the same thing.

So you can see he epically failed. He had a goal of 225 appointments. He only got 205 17, basically cancelled 188. He went on and listed 143 houses and he would tell you it was the most successful transformational year of his life because he put it up in visual and everybody in the office saw it.

Everybody saw it, he knew it, he looked at it every day and you go a couple days without booking an appointment, and you know you're in trouble and you get off your ass. Does that make sense? Does that make sense? Everybody, okay, schedule, checklist, track and measure? Your results, you.