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'...

Here's the ultimate test to take your business to the next level:

Many agents get stuck in a production band, where they consistently achieve a certain level of sales, like 3 million, 5, million, or even 6 million. But they're trapped within this range dictated by market fluctuations.

How can you break through these plateaus and actually scale your business to new heights?

Well, to break through and move up, you need to systemize your business.

Scaling requires systematic processes. So, the question is: Do you have a process? Do you have one for working with buyers, sellers, and marketing listings?

Because if you're winging it without any systems in place, you can't scale. Eventually, you'll hit a physical capacity and realize you can't handle more because you're just trying to keep up.

To move forward, you need processes. Start by breaking down your business like a loaf of bread and create a process for each aspect:

For buyers, I recommend using the 3D Method pione...

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 don't do the hard things that we know are gonna take 2, 3...

In 1918, a guy named Ivy Lee was approached by Charles Schwab. Now, when we hear the name Charles Schwab, we might think of the Charles Schwab we know today who invested and traded stocks. But this isn't the same Charles Schwab.

Charles Schwab at that time was one of the most wealthy people in the world. He owned Bethlehem Steel and steel was, of course, a huge deal. So he was a hugely successful entrepreneur.

And so what happened with Ivy Lee and Charles Schwab was Ivy was a consultant — like how we have consultants and coaches today.

Anyway, Schwab came to him and said, "Hey, I want to increase my managers' efficiency and productivity as well as my proficiency and productivity. I want you to give me your best idea. What's it going to cost me?"

So Ivy being a smart salesperson, did a couple of things.

First, he said I'm not going to charge you anything. I'm just going to just give you the idea and then you can pay me what it's worth.

What a beautiful idea! How many of...

Have you ever heard of the aggregation of marginal gains? I hadn't either until I read a story about the British cycling teams winning the Tour de France. They never won the Tour de France before 2010. But their new coach, David Brailsford, challenged them to look at everything they're doing — even the smallest things — to see if there was a way to improve it.

They started with the typical things you'd look at like their diets and exercise programs. But then he went a step further — and started looking at the pillows cyclists were using, the exact time they fell asleep and woke up, their daily routines and more to give them insight into their overall training system.

They figured out that even a 1% increase in any area of efficiency would aggregate marginal gains and finally create wins.

You can do the same thing in your real estate career. You have so many different avenues you're managing, but just getting 1% better in each of these areas can create big wins for your career.

Es...