Are you a global REALTOR or a local REALTOR now?

Most of us were trained to be a hyper-local REALTOR. We specialize in our market, in our state, which is a good thing, but we might be missing out on as much as 10% of our income by not telling people that we're actually a global REALTOR.

What does that mean?

That means that we can refer people to any other REALTOR in the country, and even in the world, if they're interested in buying in other states, in your state but other areas, or even internationally.

We can earn referral fees, but we're missing that opportunity.

Raise your hand if you missed a referral opportunity in the last 12 months from a friend or family member that told you after the fact that they have purchased a home somewhere else, or they're selling a home somewhere else, and you might have thought, "Well, I guess I just missed that opportunity."

But when you say that, it's really thousands and thousands and thousands of dollars you're missing out on, for no reason...

Hey guys, have you heard of an ISA? An ISA is in the real estate world: an Inside Sales Agent.

Now, why should you care? Well, a lot of top teams hire an ISA to sit in their office or virtually and make calls into the marketplace. They could be calling their spheres of influence. They could be calling FSBOs, expireds, online leads, neighborhoods. Lots and lots of uses for ISAs.

Is it a good investment? It can be. But I want to talk to you about something else, which is related to ISAs in a different way, and that is treating your current sphere of influence as a low-key ISA.

And what I mean by that is you've got this little army around you, these 100, 200, 300, 400, 500 people in your sphere of influence that could be out in the marketplace acting as, kind of, your ISA. But you got to train them to do so.

You got to turn them into your little mini sales army. And what do I mean by that? I mean, you're going to let them know that the best way they can help you is just by watching an...

Hey guys, quick tip on your emails, especially ones that are trying to sell or promote something new.

A study was done that shows, and they studied 10 million emails, that when the email is less than 150 words, you get a 60% bump in the response rate, in the reply rate.

So short. Not long.

Sometimes we see these emails rolling.

You ever do this? You open an email and it's like 4 or 5 paragraphs. You're like, "Oh," and you just scan through it, right? You don't read the whole thing.

But what if it's 150 words, though? Of course you're gonna read it. It takes two seconds.

So make sure your emails are tight, concise, fast, easy to read, and your response and reply rate will go up dramatically.

By as much as 60%!

So guys, you want quick, snappy, easy ideas you're going to implement in your business, things that can really make a difference in your bottom line, then join the Path Performance Coaching and get your first month for only $1.

The Path contains hundreds of lead generatio...

Hey guys, you’ve been out showing homes all day and you get to the end of your last showing, and you know that your clients liked one of the houses more than the others. It always happens, right?

Here's a great tip for you:

You're going to say to them, "Hey, guys, I think you liked Third Street the best, if I'm not mistaken.What I'm going to do is, when I get back to the office, I'm going to shoot you a quick direct message. I'm going to shoot it to you through Facebook, Instagram, whatever you're connected with me on. Make sure you're connected through some system, some social media platform.”

And what you're going to do is, when you're sending that to them, you're going to send it as a link.

So you're going to go grab a link online from your own website of that listing, not the MLS.

You're going to go to your own website or a company website and grab that link for that specific listing that they liked the best. Then you're going to go over to the social media platform you're con...

Hey guys, let’s say you've been talking to an agent in your community and you have a good feeling about the potential to bring them into the office, onto the team.

You've been doing some what I call “No Recruiting” recruiting, building some relationships, really starting to have that great conversation with them.

But they're not quite there, right? They're just not quite going over the fence for you.

I got an idea for you, and it's something maybe you've done, maybe you haven't done. But for those of you that haven't done it, here's some encouragement for you. And that is to do what I call a culture test. And the culture test just means this:

You call that agent, you text that agent, and say:

"Hey John, this morning or this afternoon or next week we're going to have our office meeting. And I just want to invite you to it, just so you can get a vibe and a feel for what it's like to see one of our meetings, to experience a meeting that we do.

We invite people from other companies a...

Hey, have you ever said to yourself, "I wish I was a better time manager"?

Who doesn't, right?

But time management is really a little bit of a misnomer because we can't manage time.

I wish we could. I wish we could add hours to the day, the week, the month, or the year, but we're not able to do that.

All we can do is manage ourselves within the time that we have.

So it's really not time management. It's self-management. And when we look at this, we ask
"How can I manage myself better?"

Because that's what it comes down to: Priorities.

The people who are the most effective "time managers" are not the people who have their schedule dialed in and color-coded. They're not the ones doing every single thing efficiently.

You can see people where it looks like a bomb went off on their desk, but they're still getting a lot done. The reason those people are getting a lot of stuff done is because they've got great priority management.

You need to reset your priorities around what really ...

Hey, brokerage owners & team leaders. Quick question:

What's the number one reason why somebody will join your firm as opposed to all the other firms in the marketplace?

If your first inclination is to say, "It's because we have the best commission plan," you've already lost.

If your whole strategy is based on what you're offering in terms of commissions to agents, you're going to lose because somebody is going to come in right behind you and offer an even lower commission split.

So commission-split warfare is a straight path to going absolutely broke.

This business is not about what agents really want.

If you look at the marketplace landscape in your market right now, I guarantee you the number one offices are not the cheapest offices.

You know who the number one offices are?

It's those offices that are showing agents a path to a higher transaction count (and this is the biggest thing you should focus on).

They're giving them a way to increase the number of transactions they'...

When I got into the real estate business, and I bet you're like me, when you walked into your real estate office in the beginning, there was a leaderboard. Some people call it a brag board in the office, right?

It had the listings and the sales. You'd write your name down when you took a listing and write your name down when you took a sale.

And we liked it, man. We're ego-driven people. As real estate agents, we all want to see our name on the board.

So when you open your company, some of you brokerage owners and team leaders might have done the same thing. You thought, "Well, I'm going to do the same thing. I'm going to have a big brag board, and I'm going to fire people up about getting on that brag board every month."

Is that a good idea, though?

Here's why it may backfire on you:

The reason it may backfire on you is, who are the same people that are going to be on that board every single month, month after month after month? They'll be your top producers.

And you might say,...

Hey guys, what do 44% of agents making over $200,000 a year have in common?

They engage in “circle marketing” around activity.

What does that mean?

That means if they have a showing, an open house, a pending, or a closing, they're doing a little marketing in that neighborhood to let people know that they are doing something there.

But when you talk to agents out there in the marketplace, less than five agents out of 100 do this same thing.

The vast majority of agents, about 95%, aren't doing ANY kind of circle marketing. Some are doing a little bit. But the people who are making the most, the 44% in the country, are doing it all the time.

So what's the proper way to do this?

Well, in my opinion, the proper way is to make it an urgent, authentic conversation. In other words, not cold-calling a neighborhood. Although some people love the cold call, I'm not one of them.

You're warm-contacting people, and this doesn't have to be a call. I know a lot of you are resisting calls, but ...

Hey guys, if you are a brokerage owner, I’m going to challenge you to do something which I think would be very valuable for you, and that would be to create a value map of your company focused on the three T’s:

Training, Technology, and Tools.

If you’re going to take out a white sheet of paper, write down every piece of training you offer as a company, every piece of technology you offer as a company, every tool that you offer as a company. Write it down on one sheet.

Maybe it’ll take a couple of sheets.

Then take that list, put it in Canva, and have it create a nice checklist for you.

Bring it to your next office meeting and say this:

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“Hey guys, I created what I call a value map of the company, just showing off all the tools, technology, and training we’ve got.

“I just wanted to have everybody check it out and see if there’s something maybe you haven’t taken advantage of, that maybe you want to plug into in the next 12 months to help you create more transactions.

In fact, I’...