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 ...

A quick question for you brokerage owners and team leaders out there: do you eat your own dog food?

What do I mean? I mean this: that you're using the same systems that you're providing your own agents. So if you're giving them a certain CRM, if you're giving them a certain platform to use, if you're giving them a follow-up program, you're telling them to use social media, you're telling them to do video, you're telling them to have a YouTube channel, etc.

You have all these systems at your office. But are you using the systems that you're providing, and do you know them like the back of your hand? Can you train them on these tools? Are you an expert in it because you're eating your own dog food every single day?

When you do this at a high level, agents respect you because they want to be led by somebody that's at the front. They want to be led by someone else using the same systems.

And number two, you're going to be able to help them grow their own businesses.

The worst thing I'...