The one number top listing agents write on the board every month

Ren Jones00:05

It’s that time. Welcome to Roadmap. How to take three listings a week until you’re ready for more. And this is the 2019 prediction show. We are going to give you the predictions. As you can see, waiting the wings is Carley Hathaway, my co-host, in San Diego. Hi, Carley. How’s real estate business?

Carley Hathaway00:29

Hi, Ren. Hi, everybody. Real estate is fabulous, but I’m really, really eager to hear what’s happening for 2019.

Ren Jones00:36

A lot of people want to know what 2019 is all about and right here we have research is in and it’s a lot of good news. It’s a lot of good news.

Carley Hathaway00:47

Good, good.

Ren Jones00:48

So let’s jump right in. I also want to thank everybody who’s watching on Facebook on the simulcast and thank you, Aaron Wittenstein, for airing that. They’ve got 52,000 members. You may want to get involved with them, and we’ll mention how to do that later. Anyway, welcome and let’s go over the first predictions. In, let’s see, first thing I see real estate sales in 2019 will be up by at least 20% next year, up by 20%.

Carley Hathaway01:21

20%. Okay. I love those numbers. I want 20% more. So are those the totals for everybody?

Ren Jones01:27

No, no, no, no, no. Only for Vulcan7 clients.

Carley Hathaway01:31

Oh. Wait, how does that work?

Ren Jones01:33

Well, let me explain. In 2019, Vulcan7 clients, first thing they’re going to do, they’re going to map out a business plan. They’re going to write it all out, and they’re going to look at it every morning. And it’s going to show a 20% increase from the year before. Except, now there are a couple exceptions. The primary exception is if you did less than 25 transactions. If you did 10, 12, 15 transactions, your new number is 25 or more. Because right out of the gate you should be doing 25, right out of the gate. So that is how they’re going to do it. A lot of them are just going to use the process that gets them to that 20%. But there are some rules.

Carley Hathaway02:17

What else do we know about 2019?

Ren Jones02:19

Well, several Vulcan7 users will go beyond 20% and every month they’re going to get stronger and stronger and stronger. Some of them are going to make huge amounts of money. And 20%, to be fair, is a realistic number for an increase year over year. For example, those of you that are watching, that you’re making a million dollars a year in commissions. We don’t count volume. Volume doesn’t spend very well. But making a million of commissions, you’re going to make $200,000 more this year. Think what you can do with $200,000 more.

Carley Hathaway02:53

That’s amazing. That’s a big chunk of change, I’d take it. So what is the cause of all this?

Ren Jones03:00

Well, it’s real simple. 100% of them are starting January 1st with five role play partners, one for every day of the week, Monday, Tuesday, Wednesday, Thursday, Friday. You’ve got Barry on Monday, Terry on Tuesday, Harry on Wednesday, Carry on Thursday, and Larry on Friday. And you role play with them every day. And they have one or two accountability partners. People they meet texts and say, “I’m getting ready to start. I’m going to be making 40 contacts today. I’m going to talk to 40 people about buying or selling.” And they do it five days a week. Five, don’t be a seven-day week wonder. And they’re doing that. And their number one focus is how many listings they take every month. And it’s just not a passing thought. They have the mechanics of this. I should explain them, the mechanics of that to you, Carley.

03:50What that looks like is when they walk in their office every day, they may track several numbers, but there’s one number they, oh, worship. They worship this one number and that’s listings taken. The moment it’s signed, not when it goes in the MLS, but the moment it’s signed, they count it. So it’ll say January, goal, 12 listings. And then underneath number one, Willow Glen Drive; number two, Heath Avenue; number three, Birch Bark Lane. All the way down, they write them out. The moment that it’s signed, not when it goes in the MLS, but when it is signed. When the customer signs the contract becomes a client. That’s when you got to one, two, three, four. And you know what they do on February one?

Carley Hathaway04:35

What?

Ren Jones04:36

They take out their cell phone. They take a picture of January, the listings that says January, goal, 12, and they took 14. They take a picture of that. They erase January. Put February, goal, 15 listings, and then one, two, three, four, five, six, and every day, that’s all they think about. Can you imagine if every day all you thought about was, “How am I going to take two listings this week?” Or whatever it is for you. “How am I going to take one listing this week? How am I going to take three listings?” If that’s all you focused on.

Carley Hathaway05:08

Yeah. That is so powerful. I could see that if you’re thinking listings only, listings focus 24/7, you definitely be taking more listings in 2019.

Ren Jones05:18

Yeah. And I’m going to skip around a little bit because there’s something fundamental that gets in the way that kills that process. They do that, and they do that, and then all of a sudden it blows up in their face.

Carley Hathaway05:34

What’s that?

Ren Jones05:35

How do it blows up in their face?

Carley Hathaway05:37

How does that happen?

Ren Jones05:38

Okay. They take all those listings in January, take all those listings in February, somewhere around the third week of March, they all go under contract like dominoes. Then every solution creates a problem. Correct?

Carley Hathaway05:52

Correct.

Ren Jones05:52

What’s the problem?

Carley Hathaway05:54

They’re going to lose focus on focusing on listings only, start doing the busy work.

Ren Jones05:59

They could. Well, they could. No, they’ve got good head, and they’re hiring well.

Carley Hathaway06:02

Okay. Okay.

Ren Jones06:03

They’re going to hire and hire and hire, and they’re going to have people handle the transaction. But it’s the buyers.

Carley Hathaway06:12

Oh.

Ren Jones06:12

It’s buyers that are going to get them.

Carley Hathaway06:13

Okay. Yeah. So what’s the best solution to handle the buyers when you’re having all these listings closing?

Ren Jones06:20

Yeah. They have to have one or two people in their office that they know and respect and work out a deal ahead of time, and say, “I’m going to send you all my buyers, and you pay me 50%, or you pay me, I’m not sure, maybe only 25%.” If it’s a really nice, nice, nice one, they may owe you 75%. You’re making most of the money because that’s where people get in trouble. They go, “Well, I sold their $400,000 house and they’re going to buy a $900,000 house. I’m not going to pay somebody that much commission.” Well, you don’t have to. Just pay them $5,000. There are only six houses to show them anyway. They’re going to pick out one. You don’t have to pay them 13, $14,000. Just pay them small fraction. Work that out ahead because that’s where they break their stride. If they take that buyer around and then they don’t take five more listings.

Carley Hathaway07:16

Mm-hmm. And then would you recommend for those agents that did hand them off to the buyer’s agent to check in with the client still once in a while, or are they handing them off all the way?

Ren Jones07:25

Yeah. No, I’d say you got to talk to them every week. Part of your unofficial team just say up, “Larry’s going to be taking you around and showing you property. I’ll be checking with you each week to make sure Larry and everybody on our team is taking good care of you.”

Carley Hathaway07:40

Mm-hmm. Good plan. I like it.

Ren Jones07:43

And then of course… Yeah.

Carley Hathaway07:44

I think that’s a great way to stay on track and stay focused with focusing on getting listings.

Ren Jones07:48

Right. You can’t all of a sudden take a whole bunch and then stop and work with your homeless people. Yeah. Got to have that handle-

Carley Hathaway07:57

Yeah. Agreed.

Ren Jones07:58

… if you’re going to be a listing agent. Buyers take time, listings take skill. Good. So I hopped ahead a little bit there, but that’s the thought. Now you’re probably wondering what else they should do.

Carley Hathaway08:13

Yeah. What else can we do to-

Ren Jones08:14

To get that 20%, they’re going to… Remember the old Vulcan7 challenge, remember?

Carley Hathaway08:17

Yes. I love the Vulcan7 challenge.

Ren Jones08:20

Once a month, shadow a great agent in another market that’s taking two, three, four listings a week average. They’re doing it themselves. They haven’t subbed it up. They do it themselves. Either drive three or four hours to another market or even better get on an airplane, go there, get there the evening before, have dinner with them if they’re available. Shadow them all morning until noon, go to lunch with them, and then head back to your market. Do it every month. At the end of a year, you’ll have 12 great friends who are doing amazing business, have amazing mindsets, and are doing amazing business and you will be one of them. Remember that?

Carley Hathaway08:57

Yes. I absolutely love shadowing agent. And my goal this year in 2019 is definitely to shadow an agent every month.

Ren Jones09:04

And now you’re [inaudible 00:09:05]-

Carley Hathaway09:05

It’s so powerful. Even if you just have the smallest takeaways from these top-notch agents, it changes your daily schedule. Definitely.

Ren Jones09:13

Yeah. Because you have shadowed.

Carley Hathaway09:15

Yes. And I really enjoyed it.

Ren Jones09:17

And dramatic, every time you shadow, it’s a dramatic change in your business. The confidence is there. You can hear it from somebody on stage. You can hear watching video, you can hear it on a conference call. Your coach can tell you what to do. And when you see it, when you watch somebody do it, you drive back home or you fly back home and you’re like, “I could do this.”

Carley Hathaway09:40

Yeah. Yeah. It’s like you’ve said before, it resets you. When you start to go uhhhh in your motivation, it definitely resets you and lifts you back up.

Ren Jones09:50

Right. And you can’t do that through any other means. So seeing it is the piece that’s the most powerful piece. So they’ve got accountability partners or accountable. If you were meeting two people at the gym every morning for several months, how many… Would you show up every time, once in a while? Probably every time.

Carley Hathaway10:11

Yeah. 100% because it’s way too easy to talk yourself out of it. “Oh, I don’t want to go to the gym. I’m going to sleep in and have another cup of coffee and relax.” But for sure, if someone’s meeting you there, you’re going to be there.

Ren Jones10:22

I know. What else should they be doing? You know what they should be doing.

Carley Hathaway10:25

So every person that we’ve interviewed so far in the show seems to have coaches. Is that going to be a part of this in 2019?

Ren Jones10:34

Yes. If they don’t, they will. Most of them have a coach. Many of our clients on here have some sort of a coach. And while we’re not promoting coaching, the observation is, folks, it’s very rare for us to find someone who is making million, million and half, 2 million, $3 million a year or even a half million dollars a year, that’s rare too, without paying someone, writing a check out, paying someone once a month for individual one on one coaching. It just works. It’s just been proven. Is your football team going to win a lot of games without the coach?

Carley Hathaway11:16

Absolutely not, absolutely not. The coaching is so helpful. It’s so powerful.

Ren Jones11:20

So they’ll all have a coach. It’s really exciting is it’s so simple. It’s not easy, but it’s so simple, if somebody has half a level of resolve.

Carley Hathaway11:31

Yeah. Agreed. So Ren-

Ren Jones11:33

Now they’re going to do this. Maybe they only want to make 300,000 a year because-

Carley Hathaway11:36

Only.

Ren Jones11:39

Not yours, but there are markets where $300,000 a year, you’re rich. Here’s exciting news. You’d have to go to med school for eight years and even then you might not be at that number.

Carley Hathaway11:50

You’re not making 300,000 after med school. No way. So Ren, what else is your crystal ball telling us for 2019?

Ren Jones11:58

Well, I see, oh, I think this could be the wrong channel. There’s lady named Annie M looking for Dorothy. Oh, that’s the wrong channel. Hold on, let me turn it. Okay. All right. There we go. Well, they’re all going to have, from what I see is, a morning routine, a powerful morning routine from the time they get up. And we hear this on so many of our shows. They get up at whatever time, 5:30 or whatever. They’re watching videos and reading inspirational things. They’re exercising, going to the gym, having a powerful breakfast, talking to their accountability partner, reading over the business plan. And then they start, they talk to people for about three and a half hours. Return calls, go to lunch. Every day.

Carley Hathaway12:39

Absolutely. Absolutely.

Ren Jones12:41

Five days a week. Five, not six or seven. What’s interesting is there are so many people watching this show that work so much harder than a lot of the clients we interview that are making a lot more money in five days a week than you guys are working seven days a week because you’re never off, you’re just always on, and reacting to things as it comes up. But having that structure, that system does it.

Carley Hathaway13:07

Okay. Absolutely. What else?

Ren Jones13:10

Yeah. What else?

Carley Hathaway13:10

What else?

Ren Jones13:12

What else? Well, I don’t know. You tell me.

Carley Hathaway13:16

Okay.

Ren Jones13:18

Well, they’re tracking numbers daily obviously. So they’re writing down, they’re tracking… Okay. What would they track? Contacts. How many people you have talked to today? “I talked to 37. My goal is 35. I’m two ahead, 37.” Leads. “I have five leads. I set two listing appointments. I took one listing today. Oh, two of my listings went under contract. Larry has a buyer sale for me. Got that down and there was a closing. Okay.” Yeah. Those are the basic numbers. “And this is how much money I make.” Okay. So there’s your numbers.

Carley Hathaway14:01

I like it. I feel like the number tracking is so helpful because especially with the contacts, for me, if I don’t meet my 27 contacts a day, I know I’m going to have to work Saturday morning and get ahead with my contacts, and I don’t want to do that. I want to work Monday through Friday.

Ren Jones14:14

And your coach, the Velvet Hammer will get you. That’s right. That’s right. So if we surround ourselves with the accountability and we go with a simple system… Because here’s the thing, folks. It’s not easy to follow a schedule all day long, but it’s easy five days a week from the time you wake up until noon to do the exact same thing in such a powerful way honed to where it pumps out for you. You notice how year after year, Carley, if you ask these people, “What’d you make this year? What’d you make this year? What’d you make this year? What’d you make this year?” It may not match up month to month, but if in a one-year spectrum, each month they’re making similar amounts of money. It’s a system. It fits out the end result.

Carley Hathaway14:59

Definitely. And they know those numbers without looking at them. It’s on the top of their brain.

Ren Jones15:06

Well, oh, yeah, to be fair, a lot of our best clients, as you notice, they’ll look over like that and they’ll go, “Well, I’m working 19 days in December. In January, I’m working 21 days. I’m off.” They’ve got it posted because they’re always setting appointments. They have to be aware.

Carley Hathaway15:24

Yeah. Definitely.

Ren Jones15:25

And the biggest thing that I’ll do is they all seem to have a lot of fun because they’re all taking six, eight weeks’ vacation. Buyers take time, listings take skill, folks.

Carley Hathaway15:34

Yes. And I could definitely use more vacations. That’s for sure. I’m sure we all could.

Ren Jones15:38

I know. Well, list more. How many homes can you sell when you’re on vacation?

Carley Hathaway15:44

You can still sell homes on vacation.

Ren Jones15:46

Yes.

Carley Hathaway15:48

Definitely.

Ren Jones15:49

How many buyer-

Carley Hathaway15:49

It’s not hard.

Ren Jones15:50

… sales can you put together while you’re on vacation?

Carley Hathaway15:52

Big zero.

Ren Jones15:54

What’s that?

Carley Hathaway15:54

Big goose egg.

Ren Jones15:57

A big zero. Thank you for the coming in for the 2019 predictions. I know you’re part of these predictions, everybody. And let’s do a word from our sponsor. Oh, thank you, Aaron Wittenstein, for airing this as a simulcast. He has a program called trajectorynow.com. And if you’re interested in what they’re doing, he has 52,000 people in his lead gen Facebook group. Go to facebook.com/groups/gotobjections.

16:29And finally, if you really want to hit your 20% more higher and right after you’ve done your lead follow up at 11:30 and you’re getting ready to go to lunch, go to the freezer and get some delicious Graeter’s mint chocolate chip. It’s the one for listings. They have several other flavors, but those are for buyers. And buyers take time. So this is the one for listings. If the listing is a little slow to sell, dig a hole in the front yard, buried upside down, and the listing will sell. Just like that. See you next year and when we’re back with Roadmap, a continuation of season five and we know what’s going to happen.

Carley Hathaway17:08

Bye, everybody. Bye, Ren. Thank you so much for all the great info. Happy 2019.

Ren Jones17:12

Thank you. Happy 2019.

17:12