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Transform Your Real Estate Business & Generate More Leads with the “Go-Giver” Mindset


How's your real estate business going?

When I ask some people this question, they seem to lack enthusiasm about where they're at with their business. Unfortunately, this is not uncommon as we've entered what I like to call the Real Estate Hunger Games, and here's what that means:

This year, we're projected to close about four and a half million transactions in real estate with around 1.6 million REALTORS. When we rewind the clock back to 2012, just about a million REALTORS were in business and we were still closing about the same number of transactions. With 60% more REALTORS doing the same volume of transactions, it's no wonder why it's more competitive than it's ever been in our industry.

So, the question is, how do you make sure that you're not market driven but strategy driven?

I'm going to share with you a simple strategy that's going to be so simple you might think it won't work, but it absolutely will work with your business in the next 30 days to completely turn it around. It's going to take some work, but it's worth it. Here's what you're going to do:

I want you to focus on aspirational goals, not yours. Think of every person in your database that's helped you over the last two years to get done what you've got done; those who've helped you take more listings, make more sales, and have referred you frequently. They're your advocates. Start setting meetings with them with the goal of setting three to five networking meetings over the next four weeks. During these meetings, focus on one thing - their aspirational goals for the next 12 months.

Your goal is to find out what they're passionate about over the next six months to a year. Ask a simple question like, "What's on your agenda for the next year or so? What do you guys want to get done?"

Find different ways to get to that question or answer during the course of lunch or dinner. Once you find out what their aspirations are, even if they're small, take note of it, put it in your CRM, and then find a way to add value to that conversation.

The way you can add value is to come back to them and give them something that they can use relative to what they're trying to do. For example, if someone says they want to go to Hawaii, you might say, "Hey, my wife and I went to Hawaii a couple of years ago, and we had this amazing experience at a restaurant. Here's a quick link if you want to check it out." This is a great value add to the conversation, and it's not about you - it's all about them.

Another example is if someone says they want to open a bakery this year, you could say, "You know what? I found a great book at Barnes and Noble that's all about a person opening a bakery and their experiences. I actually bought it for you, and you'll get it in the next couple of days. Check it out and see if it helps."

By finding ways to add value to people's lives, you're leading with their need, and this is a super powerful approach. It's going to turn your business around, and you'll employ a strategy that's going to take you places you've never been before.

I've discovered an incredible thought process from the book "The Go-Giver." By focusing on giving more to others and leading with their needs, the law of reciprocity kicks in and people naturally start to help you. Not only that, but you elevate relationships from acquaintances to friendships, which leads to more referrals.

To put this into action, I recommend attending three to five networking meetings every week for the next four weeks. Focus on the aspirational goals of your clients and then add value to their lives. You'll be amazed at how quickly your business transforms without spending a lot of money.

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