How Kari Kohler front loads the year by calling hard in November and December

Ren Jones00:05

It’s that time. Welcome to Roadmap. How to take three listings a week until you’re ready for more. Each week we interview a great agent who’s consistently taking 2, 3, 4 listings a week, and we have an exciting guest today. We encourage you to take notes and apply as much of their knowledge as quickly as you can, and then use the copycat principle. Well, if you’re watching on Vulcan 7 or the Lead Gen Facebook group, we welcome you and want to remind everybody, we simulcast the show on the Lead Gen Facebook group and they have 52,000 members. We have a large audience there today as well, and we will be pausing for a commercial message during the show as a thank you to the Lead Gen folks.

00:53So let’s welcome our guest today. She was on an airplane until just now, just landing in San Diego, we caught Kari right there in the airport, and actually she’s going to be doing a little lead generation while she’s there too. Is that true, Kari?

Kari Kohler01:10

I sure am. I left Chicago to come to San Diego to prospect. I wanted to be in a place where I was motivated by the sun and the water.

Ren Jones01:17

I like that. So you’re just going to be dialing for dollars on Saturday, huh?

Kari Kohler01:21

Dialing for dollars, dialing for dinner, probably.

Ren Jones01:24

Dialing for dinner. Well, you’ll have some fun. I’m excited for you. See, Kari can do that, she’s built up this huge business. What’s your goal for this year, Kari?

Kari Kohler01:36

900,000. 112 transactions.

Ren Jones01:39

112 transactions, so that’s like 10 a month almost, or nine and a half a month or something like that. And 900k, just thought, what’s wrong with a million? Come on.

Kari Kohler01:48

I know, I’m reaching for it.

Ren Jones01:51

All right. This, it’s great. So I was wondering if you would take a moment, because there are people watching on here, and we’re at a very important time of the year, January, February, March is very important because we built up a momentum, we front load the year, because when we hit April, May, June, things, a lot of times, agents get so busy and they get a little buried. Can you comment on a little forward momentum for the year?

Kari Kohler02:18

Okay, Ren. So what I did is I started in November because I’ve been burned in the past, and I worked really hard in November and December making loads and loads of calls. So my January is starting off strong and in terms, I’m just not going to stop. With 112 transactions that I need to do in St. Charles, I cannot stop. So while I do plan on front loading to get strength, I won’t be stopping in May, June or July either.

Ren Jones02:47

I know. Well, we’re going to check back with you in May, June, July, because even more important is when all the other agents watching this all of a sudden stop looking for business and they say, “I can’t handle what I have,” and we’re going to ask you for good advice about how to handle what they’ve got.

Kari Kohler03:02

Yeah, I’ll handle it for them.

Ren Jones03:04

I know you will. Every aspect of it with ease.

Kari Kohler03:11

Thank you.

Ren Jones03:12

How many listings did you take last month?

Kari Kohler03:14

I took 10 last month. Well, in January I took 10. Yes.

Ren Jones03:18

Okay. You took 10 in January. Good. Fantastic. So your mindset’s pretty darn good, and you have a big accountability piece. Can you share with people about the accountability piece, what you do that helps you do it on the days you don’t feel like it?

Kari Kohler03:37

Yes. Well, every day I am lucky enough to be on a Google Hangout with some awesome other agents that are just animals on the phone. And when I say animals, they’re very, very dedicated to it. They’re incredibly professional and I just get to listen to them prospect, so it’s almost like we’re in the same room. So we do that every day, then I have a mastermind call with similar agents, similar quality agents, on Tuesdays, and then of course I have my coaching call on Wednesdays. So I cannot rest because I’ve got people riding me constantly.

Ren Jones04:09

But you live a pretty balanced life. In other words, you make a lot of money and you have the time to enjoy it because you’re on the listing side of the business. Would that be a fair statement?

Kari Kohler04:20

That is. That’s a very accurate statement. My boys are really important to me, they’re 17 and 19, so they are doing their own thing. But as they were growing up, I was definitely able to be with them at their games and everything else because I was a listing agent and could control my time.

Ren Jones04:39

And the letter Y is coming off their first name too now they’re 17 and 19, right?

Kari Kohler04:45

Yeah, that’s right.

Ren Jones04:46

It was-

Kari Kohler04:46

Sammy and Tommy.

Ren Jones04:49

If I remember it’s Tommy and…

Kari Kohler04:52

Sam. And Sammy.

Ren Jones04:53

Sammy and Tommy. Sammy and Tommy is no longer Sammy and Tommy, huh?

Kari Kohler04:56

I still slip in Tommy. He’s the younger one.

Ren Jones05:01

Oh, you’re still slipping Tommy. Okay, good. Yeah. Well, that’s great. So folks, if you’re listing property, you can enjoy a great life. You can do what she’s doing. Go to San Diego and enjoy Coronado, the Dell, Pacific Coast Grill, all the fun stuff to go on there. The sunshine when you have a polar vortex at home. And you’re going to set appointments and then you’re going to go back and put signs in their yard, is that right?

Kari Kohler05:25

That’s correct. I’ll be back by Monday on listing appointments.

Ren Jones05:30

I love it. What else do you want to share with our folks out there? Because this is a critical time of the year. This is where they can go big or go home.

Kari Kohler05:38

Just don’t stop, be hungry, fail forward. You’re going to get so many nos, but just keep pushing through it. I just read recently that when you fail, it’s an excellent opportunity for you because you get feedback. Use that feedback to move forward and go get the next yes on the call.

Ren Jones05:58

Love it. I love it. I’ll just go right into the next one. Okay, good. Good deal. Tell me a little bit about mindset, like how your morning unfolds, if you’d share a little piece about how that morning unfolds that gives you this amazing positivity that you carry. Is it because you start out watching the news?

Kari Kohler06:19

When I’m getting… No, no, no, no, no. I don’t even have a TV on the first two floors in my home, only on the lower level, so I don’t even listen to the news. I put on motivational speakers when I’m getting dressed in the morning so for the hour that I’m running up and down the stairs, taking care of everybody, getting the family all set, I’m listening to top-notch motivational speakers. Then when I’m in the car on my way to work, I listen to another 15 minutes of it and then I get to the office and I do a role play, and I just do it every single morning. It’s just what happens. Any appointments are late in the afternoon or early evening.

Ren Jones06:58

Well, it seems like life is bliss for you. What are you listening to that causes so much bliss going on?

Kari Kohler07:03

Well, right now I’m listening to Les Brown because he just makes me laugh so much. He motivates me and he makes me laugh. I also listen to Grant Cardone a lot because he’s just so simple. It is just such a simple message, and that’s what I need in the morning is just simplicity to put me on the right track.

Ren Jones07:23

Wonderful. And you were one of our earliest shows, back when we didn’t know what we were doing. It seems like, without exception, most of the people that come on this show who make a lot of money are also involved in some sort of a coaching program. You are too, aren’t you?

Kari Kohler07:45

I am. I’m in the Mike Ferry system and I love it. I have been for 12 years.

Ren Jones07:50

Great. That’s great. And you have a coach with them?

Kari Kohler07:55

I do. I have an awesome coach. Can I say what I want to say, Ren?

Ren Jones08:02

Sure. Say what you want to say.

Kari Kohler08:04

Okay. So I was fortunate enough to get my license right out of the gate. I joined Mike Ferry and you were my first coach, and we coached together for, gosh, about eight years, and it was absolutely awesome. I have your voice in my head every single day.

Ren Jones08:24

And this has been many years ago too, so it’s been a long…

Kari Kohler08:28

But you’re still there.

Ren Jones08:31

Huh?

Kari Kohler08:32

You’re still there?

Ren Jones08:36

Uh-oh. Oh my gosh.

Kari Kohler08:36

When I was on a plane.

Ren Jones08:36

Well, that’s very flattering. It looks like you’re getting ready to have fun. I don’t want to hold you back, there are palm trees there. There is a beautiful blue ocean there. You can tour the midway. That’s a lot of fun in San Diego. You can’t go wrong. I hope you-

Kari Kohler08:52

I have a couple hours of prospecting and it’ll all be good.

Ren Jones08:56

Any last thoughts?

Kari Kohler08:58

I just say just be strong. Be strong. You’re going to get nos. It’s okay. Just push right through them and get the yes. Just be polite, ask for the business, ask for the deal, and all is going to be great.

Ren Jones09:10

Good deal. Thank you, Kari Kohler.

Kari Kohler09:12

Have a great day.

Ren Jones09:14

Have some fun.

Kari Kohler09:16

Thank you.

Ren Jones09:17

Bye-bye.

Kari Kohler09:18

Bye-bye.

Ren Jones09:21

So how exciting that is, to be in San Diego, and to be able to just on the impulse go for the weekend anywhere you want, or four or five days, and have the money and the time to do it. And on the listing side of the business, you can do that.

09:36I want to thank everybody for being here. If you’re watching on Vulcan 7 and you want to get involved with the Lead Gen Facebook group, you can find them at facebook.com/groups/gotobjections. I want to thank Aaron Wittenstein who runs that, he has a program called trajectory now.com. And finally, if you’re watching on Facebook and you’re not yet involved with Vulcan 7, imagine that. Make sure to sign up at vulcan7.com/leadgen for a very special deal.

10:05And here’s Kari Kohler’s secret. All that positivity. You know where that positivity comes from? What happens is right about noon, she does her lead follow up at 11:30 and at noon she goes and gets some delicious Graeter’s Mint Chocolate Chip. This is the one for listings. Listings, folks. The other flavors are for buyers. Buyers take time, listings take skill. So you want the mint chocolate chip, you can find it anywhere in North America, just go to graeters.com. If the listing is slow to sell, dig a hole in the front yard, bury it upside down, and that listing will sell right away. Want to thank everybody for being here. Want to thank Kari for meeting with us on the fly, on the road, with Roadmap. We’ll see you guys next week.

10:05