I want you to think about how many homes you sold last year that were your listings. So let's assume you sold 10 listings or five listings. What if I told you that you could take that 10 in times by five and have 50 transactions as a result of those 10 listings? Or if you took five listings, you times out by five and you could have 25 transactions. Does it sound impossible? It's not impossible. It's totally doable. You just gotta rethink how you're approaching your listings.

What smart, wise, savvy agents do, superstars do is they say, "Hey, I've got one listing and I can turn this into five transactional sides. Now how can we do that?"

I'm gonna walk you through it right now.

What are the five transactional sides that we create?

1. 1. Sell the listing that we take
2. Obtain a triggered listing
3. Convert a buyer who calls or attends an open house for the listing
4. Find sellers at your open house
5. Turn your seller into a buyer and sell them...

As a coach, I tell my students that if they want to be highly visible on social media, they need to meet a minimum standard of five posts a week, two videos, and two stories.

Visibility is more important than ability because if you're invisible, no one knows to do business with you, no matter how good you are.

But many students struggle with knowing what to post. That's why I recommend two game-changing ideas:

1. Educational marketing: When was the last time you posted something educational on social media? Try to educate your audience about the real estate market. You could talk about interest rates, inspections, appraisals, down payment programs, and much more. People love learning new things, and an educational post will establish you as an expert in your field.

2. Opinion posts: People want to hear your professional opinion, and they trust experts who deliver them. Think about highly paid professionals like doctors and...

About a year ago, my wife and I decided to downsize as we hit our fifties. We have four kids, but three of them had already moved out, leaving us with just one. So, we moved from a bigger house into a smaller one. We realized that there are a ton of people just like us all around the country.

Before we downsized, we used to live in a big house near a golf course, and whenever we received marketing from REALTORS, it was always the same thing: The marketing was all about them getting a listing, and we could read right through it.

They just wanted our commission, and it wasn't very effective.

Over the years, we received door hangers, mailers, and all sorts of stuff, but as a REALTOR myself, I couldn't help but wonder if these methods were effective or not. Sure, anything is better than nothing, but what can you do to be more effective?

The key is to focus on the why of someone considering making a move, instead of what you need.

Why...

Hey guys, do you want to be a little bit more assertive, not aggressive, but assertive in your market? Let me give you a technique, a tip, and I love this idea. It came from one of my coaching students, and that is the idea of a real estate resume.

So, you are interviewing for a job when you're working for a buyer or a seller, and how many times in the real world, when you get a real job, you have to turn in a resume almost a hundred percent of the time. But what if you just become proactive and you create a real estate resume and you give it to everybody in your database? And you say, "Hey, I'm accepting new buyers and new listings for the spring market coming up, and I just thought I'd give you my real estate resume that you can share with your friends and family about my background as a realtor and my qualifications to help them with all their real estate needs. Here's a copy of it. Feel free to share it with your...

People that are doom and gloomers that think the sky's following, everything's going wrong, the market's never gonna come back are dead wrong. For one specific reason. And I'm gonna tell you why:

First of all, interest rates are coming down, demand's coming back. There are all kinds of leading indicators that say our spring and summer markets are gonna be incredible. But let me give you just a piece of information, which was shared with me recently, which I thought was absolutely fantastic and got me excited about the upcoming surge of activity we're gonna see in the next 5-10 years. We're gonna have this incredible run that's gonna be starting very soon. And I want you to be a part of it.

It's all about generational population basics. When we look at the baby boomer generation, which when I started in real estate, everything was about the baby boomers because they were just calming through the pipeline, buying up...

I've got a question for you:

How do you win against Zillow and Realtor.com in your local market?

And the reason I ask this question is because it's kind of crazy when you think about it:

Realtor.com and Zillow come to town, their algorithm takes our listings and uses our listings to get buyers to their websites. Then they take these buyers, they capture the information, then they resell the lead back to us.

It is absolutely bananas and nuts that we allowed this in the industry, but here we are. So how do we win against these behemoths, against these massive algorithms that are running 24/7/365 in our marketplaces?

I'm gonna give you the roadmap right now:

The way you win against an algorithm is you have to win mindshare.

Mindshare, not market share, but mindshare.

What that means is, in your community, when people hear the words real estate, what's the first thing they think about?

Is it Realtor.com? Is it Zillow? Or is it your name...

How can every business owner that you know model McDonald's for building wealth? Well, you might not know this, or maybe you do, but McDonald's makes a lot of money selling hamburgers, but they make more money owning real estate.

Did you know that of the 36,000 McDonald's locations around the world, they own 70% of those locations and the franchisees are paying them rent?

See, they figured out a long time ago that the money is in real estate.

So when you're talking to your business owners that are in your database, friends of yours, family members, people that are your in sphere of influence that own a business, ask them this key question:

"Hey, have you ever thought about buying a piece of real estate and putting your business in that? Or maybe buying the building that you're in? Because one of the best wealth building strategies for retirement eventually for your exit strategy is to sell your business and then rent the building...

What are the six things that you're gonna get done today?

Now, why do I say six?

The reason is studies show that most working adults can only accomplish six big items a day. Most of the things that they want to get done then are gonna come down to your priority setting. And how good you are at setting true priorities, and how committed you are to getting those priorities done.

So if we think that we're only gonna get six things done in a day, we have to say, how do I prioritize to make sure I get those six things done? Well, the first thing is this understanding when you build your to-do list is prioritizing what's truly important.

Some of us—I've been guilty of this too—create a to-do list that's got 30, 40, and even 50 things on it. It's two or three pages long, and we tend to do the easy things first instead of the important things.

We wanna just scratch off items because we like to see those lines.

But we...

Hey guys, as you're preparing for the new year, you should start to think about what you can do differently for 2023 that you have never done before?

A lot of you have a listing presentation. Some of you have a buyer presentation. Some of you have a pre-listing kit and a pre-meeting buyer kit for buyers. And a lot of you don't have those things.

But if you do have those things and you're saying, what's the next thing I could add to my overall mix of marketing materials?

I'm gonna give you an idea right now:

It's called my "success portfolio."

If you were gonna go to an architect, photographer, or even a baker or wedding planner, when you go into those places and you talk to them about doing business, a lot of times they'll bring out their portfolio. And their portfolio is kind of a graphic representation of what they've done. A visual representation of what they've done in the past for other clients.

So the...

If you're looking for a way to quickly ramp up your business—if you're having a little bit of a slow time, or even if you're not—and you want to lead generate in a simple, easy, and organic way, let me give you the 20 messages a day strategy.

The 20 messages a day strategy is very, very simple.

I'm gonna use my social media account. You can pick your one: Instagram, Facebook, wherever. I'm gonna go to my friend's list of my following, my group, my audience, and I'm just gonna pick 20 people. And I'm generally just gonna start at the A's and work my way down. Or start a Z's and work my way up.

But I'm gonna click on each individual profile of those 20 different people. I'm gonna find something interesting, something they've posted that really catches my interest. Maybe they went to a restaurant, they went on vacation, they went to a certain business that you frequent, they bought something super cool,...