How Tim Burgess averaged $390K a year in less than 40 hours a week with a system

Tim Burgess00:00

Every successful business has a system. I jumped in and my very first month in the business, I listed 17 houses, sold 92 the first year, and I hated every aspect of the business. I did. I had no time. So we created this system, and over the next, what, 15 years, I averaged right at 390 grand a year working less than 40 hours a week.

Loida Velasquez00:24

What’s going on everyone? Welcome back to a brand new episode of Vulcan7 Coaches and Mentors, where we bring you some of the best in the industry to share with you their tips and strategies so that you can implement them in your business immediately. Now, before I get onto introducing today’s guest, if you haven’t caught up on our previous episodes, make sure to watch those on YouTube or listen to them on your favorite streaming platform.

00:47Now, with that being said, today’s guest, check this out, he listed 17 properties his first month, and he closed 97 his first year. And not just that, but they have a $100,000 income guarantee with their mentoring system. So you know what? I’m just gonna go ahead and bring him on. Tim Burgess, welcome.

Tim Burgess01:09

Oh, thank you. It’s a pleasure to be here.

Loida Velasquez01:12

Absolutely. I know that you’ve been a guest on our show before. But in case someone that’s listening has no idea who you are, go ahead and share with everyone a little bit about your background.

Tim Burgess01:22

Oh my gosh, background. Short version. Dad left when I was nine years old.

01:26Quit school in the eighth grade. Met a really, really, really wealthy guy who taught me to get a copy of this book, Think and Grow Rich. So that’s first thing. And he said, “Study a little every day for the rest of your life.” I thought he was nuts. I quit school in the eighth grade, what do I want with one book?

01:39But I did. And three and a half years later, after being mentored by him, mega, mega wealthy individual, I jumped into real estate. And I was lost, didn’t know what I was doing. I know that probably sounds familiar to a lot of real estate agents out there. Jump in lost. Yeah, they taught me how to pass a test, they didn’t teach me how to build a business.

01:58But I jumped in and my very first month in the business, I listed 17 houses, sold 92 the first year, and I hated every aspect of the business. I did. I had no time. You can imagine, 92 deals flying from the seat of your pants.

02:14I mean, let’s be honest, most people can’t figure out how to do 12 deals flying from the seat of their pants.

02:18And we did 92 of them, and I hated it because I had two little girls at home. I had no time. I finally had some money in the bank, but money’s not everything. It’s important, but it’s not everything. ‘Cause if you don’t know who your kids are, man, how important is it? So I was ready to quit, and then I developed a system.

02:36It was like God smacked me in the head with a two-by-four, which is the best way for me to learn anyway. And he said, “You have no system.” I said, “Wait a minute. Every successful business has a system. Every fast food restaurant that’s successful has a system. Every grocery store has a system. The hardware store has a system.

02:56Everything has a system, and I don’t have one.” So we created this system, and over the next, what, 15 years, I averaged 390 grand a year working less than 40 hours a week. So now we’ve got this system all packaged up nice and pretty with all the mentoring that goes with it, and yeah, we absolutely offer any agent $100,000 income guarantee.

03:18That’s how confident we are that this system works.

Loida Velasquez03:21

That’s so awesome. Yeah. Everything that you just mentioned, I’m sure that a lot of the agents that are listening, they’re like, “You know, that’s exactly how I feel. I feel like I’m doing a lot of transactions, but I have no time, no life.

03:33I don’t spend time with my family or my kids.”

03:35So obviously for you, systems is a big thing that a lot of agents lack, right?

03:41So what are you seeing from the agents that you guys are coaching and training, what is the first step that they need to implement in order to start making these changes?

Tim Burgess03:50

Sure. Step number one is we gotta start to go through skill development.

03:55In this business, it’s crazy how many people jump into real estate. They think they’re gonna get to 100 grand, 200 grand, 300 grand, but they have no skills for this business. They don’t go through the skill development, and the number one skill to develop is effective communication. You call a for sale by owner or an expired or circle prospecting or you’re running an ad and the lead’s coming in, it doesn’t matter.

04:16You still have to talk to them. You still have to be able to read their body language and read their tonality, and what are they really saying? Not the words, but what are they really saying? And that’s a skill that we do. That’s why we get together six times a week in our mentoring series.

04:30We have four role plays each week and two opportunities to join us, and we go through the teachings of Think and Grow Rich and tie it back to the individual playbooks. We have 12 playbooks for the system. I mean, these… And these things are absolutely… It’s like going into a fast food restaurant.

04:50There’s a playbook for the hamburger, there’s a playbook for the french fries, a playbook for the chocolate shake. There’s a playbook for everything. So we just did the same thing.

Loida Velasquez04:57

Yeah. The playbook, it’s such an important tool for agents to have, and anybody in general, no matter what profession you’re in.

05:04Absolutely. Because sometimes, especially newer agents, they wanna make the six figures. They think they’re gonna do it their first month, and then they quickly realize this is much tougher. And many times they’re doing it by themselves. They don’t have the right coaching or training.

05:18Yeah. So for some, maybe there’s a newer agent or an agent that’s already having some momentum. What would you tell them to encourage them to get into coaching and a program just like yours if they really wanna take their business to the next level?

Tim Burgess05:34

What I would tell is it’s scary, and we know they’re afraid.

05:38We know fear is probably ruling the decisions that are being made. It does that for all people. It’s not just people who are in real estate. But you’ve gotta get past that and stop thinking about, “Oh my gosh, I can’t spend money on a coaching program. I can’t spend money on a…” We have a mentoring system.

05:53It’s a whole lot different than a coaching program. And yet you have to really get into the ins and outs of the system to realize it. But you’re investing in yourself, and that’s something most people aren’t used to doing. They’ll pull that credit card out and go, 27% to go out to dinner.

06:11But when it comes to investing in themselves and investing in their own business, “Ah, no, we can’t do that.” And even when we put a guarantee out there, you still… I mean, from a logical perspective, in our system, they’re guaranteed. On average, over 12 months, they’re guaranteed $7,335 a month profit. Why would they not do it?

06:33Because they’re afraid. They’re not skeptical of the system. They know it works. I mean, shoot, we had a 27-year veteran double his income working less hours.

06:46That’s not even logical. How do you double your income working less hours? Well, you systemize and you stop being active, and you’re learning to be productive with the time that you’re dedicating to the business.

06:58So that’s what agents have to do. They’ve gotta go through the skill development and put a system in. We have three phases. Mindset, skill development, and systems. And if you think about it, every successful business on the planet has those three things.

07:16And then we talk to real estate agents and they go, “Well, what the heck happened here?”

07:20The great people in real estate, they didn’t get into real estate… Think about it. Did they get into real estate because they go, “Oh my gosh, I can’t wait to fail. I can’t wait to get up in the morning and not know what the heck I’m gonna do. I can’t wait to not know what to say. I’m not gonna follow up with people ’cause I don’t know what to say.

07:36I feel so…” And they didn’t get into real estate for that, did they?

Loida Velasquez07:40

No. No. They didn’t, but many of them are running their business like that.

Tim Burgess07:46

But we wanna do… What happened to the dream that you had when you got into this business of time freedom and money freedom? Where did that go? Oh, I know.

07:57You’re looking at the majority of the agents in the cubicles or the offices, and you’re listening to the stuff on social media, and it’s, “Oh my gosh, how are you guys making it? I gotta get a job.”

08:06It doesn’t have to be that way.

Loida Velasquez08:08

Yeah. And what I see many times is also agents getting distracted by a shiny object, and they’ll spend thousands of dollars

08:17hoping that they’re gonna get a magic bullet instead of investing in coaching and mentorship

08:22that will take them in the right direction over time.

Tim Burgess08:25

That’s crazy. And off to the next shiny trinket. The next shiny trinket. “Hey, can somebody figure out how to get me a whole bunch of deals where I don’t have to do anything?”

08:34Well, I don’t know of a way that that ever is going to work.

08:39It’s not going to.

08:41So we’ve gotta get rid of that mentality. Now we’re going back to the mentality phase of this whole thing. Because if we don’t get the proper mindset,

08:48we’re never going to make it where we wanna go.

08:50For example, for three and a half years before I got into real estate, I was hanging out with mega millionaires. I mean, this guy was worth over $150 million in total net worth. He earned over a million dollars a month, and he had me under his wing, and I was kind of being mentored by him. But I wasn’t earning hardly anything.

09:08What was the difference? Same opportunity, same everything. What was the difference? It was me. It wasn’t the opportunity or anything like that. And then I get into real estate, and the first few months was not good because it was part-time, and I was cold calling and offering free stuff, and I was calling the wrong people, doing the wrong things.

09:27And then it clicked one day and we started calling for sale by owners and expireds. And man, it blew up. But it was all about making that jump and that leap of faith and doing what I was afraid to do.

09:41Most people are scared to death of this thing. Why? I have never had anybody reach through the phone and grab me by my esophagus.

09:47Have you?

Loida Velasquez09:48

Yes.

Tim Burgess09:50

It’s not happening. It could happen. It’s not gonna happen. But this thing ends up weighing 5,000, 6,000 pounds.

09:56And what people have to understand is the weight of regret is awfully heavy. It really is. Let’s not go through this game regretting five years from now that we didn’t develop the skills now that’ll allow us to build a business that we wanna build for ourselves and for our families.

10:16I mean, it’s not that hard really. It’s just a matter of doing what we’re not comfortable doing.

Loida Velasquez10:21

Absolutely. I know that for me when I got into the business, this felt like 5,000 pounds. And I’m dialing, I’m like, “Hopefully they don’t answer.” But at the same time we wanna get paid, so it’s

10:35it’s like pushing outside of your comfort zone. So I wanna ask you, it’s gonna be two different questions. So you mentioned the example of the 27-year veteran that’s a part of your program. Obviously they’re spending a lot less time and doing great. So what was that transition like for them?

10:53Because maybe there’s a veteran agent on here, maybe

10:56they’re just spinning their wheels. How can they start to delegate? Is it the systems? What was the process for that person?

Tim Burgess11:04

The biggest thing, his name’s Gary, and the biggest thing Gary did was started to operate from a daily method of operation.

11:13Instead of just flying from the seat of his pants in his day. And then he really started studying the for sale by owner script that we have and got really, really good at it, and he focused his time. So instead of trying, you take a block of time of an hour, and instead of trying to do three or four things or something like that, he did one thing and one thing only.

11:31That’s it.

11:33And then he took a break. A break every hour. Huh? A break every hour? A break every hour. And his income, I got testimonials from this guy, I mean, his income is no longer a problem. Money’s no longer a problem. He’s doing fantastic. And the beautiful thing is we’ve had new agents.

11:54A new agent named John. He got four or five listing appointments in his first two weeks.

12:04Why? He practiced his brains out. So when he called the for sale by owners and expireds, he didn’t sound like a scripted idiot. And let’s just be honest, some people sound like a scripted idiot.

12:16We’ve all answered the phone and we get the scripted idiot on the other end. We’ve all experienced it, right? Please don’t be that person.

12:24And the only way to avoid being that person is to practice. That’s why we role play four days a week. We’re on the phone with a group of people role playing four days a week.

12:33Not once a week. That’s right, four days a week. And we encourage people even to role play more than just with us.

12:42You’ve gotta practice if you wanna be good at anything.

12:45We’re working with a young lady right now. She’s former WNBA. She just retired. And think about it. She’s going from WNBA basketball player into real estate in home sales.

13:00That’s a little bit of a transition. And she’s been around the block about two years I think, a year and a half in the business, and just struggling. You know what I mean? A deal here, a deal there. Just struggling. But she’s never gone through the process of skill development like she had to go through to be a professional basketball player.

13:19So talking to Stephanie, she’s going through this process and now she’s got listings, she’s got for sale by owner listings, she’s going to closings. It’s starting to get more consistency. She’s building momentum. And as she builds momentum and she continues to develop the skill, the confidence from within, she’ll have even more listings and go to more closings.

Loida Velasquez13:41

I love that. That’s awesome. I love that example of Stephanie because many times, especially newer agents or agents that are kind of similar like her, we all wanna get paid, but there’s no systems or process or knowing, “Hey, there’s levels to it.”

13:57You’re not just gonna be awesome right off the bat on the phone. And it’s like a learning curve.

Tim Burgess14:03

Absolutely. And like when we get on the phone and we talk to them, they say, “Well, but you did it.” I say, “Yeah, but you didn’t see the three and a half years before I got into real estate.”

14:14You didn’t see that piece of the puzzle, and we’re getting you through that stuff not in three and a half years, three and a half months, three and a half weeks for some people. A young lady just joined us, Jen just joined us, and she’s experienced. She’s been around for 10 years. She’s had some success.

14:28She just needs an adjustment, that’s all. An adjustment. And just by making the adjustment mindset-wise and then starting to put the systems in place and start to develop clarity as to what she’s building, she’s already scheduled two appointments. And she just started with us Friday?

14:49Try to, yeah.

14:50And that’s why we talk so much about how important mindset is. People skip right past this one. And I’ve been through nine other real estate coaching programs, so I’m not just talking about something I have no clue about. I went through nine of them, and I could name them all out if you want me to, but let’s not take the time to do that.

15:08Sure. You would know the names. You probably know all nine of them. And that’s what I’ve been through. But the majority of all of them across the board, they’re missing this piece.

15:20And the majority of them haven’t done it. That career of real estate was first, and then helping people get their mindset right, get their systems in place, know what to say, know how to say it, and actively listen.

15:35Then that, I’ve done it first and now we’re teaching it.

15:40Which is really cool because I get a joy. Like, Stephanie gets that listing appointment, man, again, and then goes on the listing appointment and she’s like, “Gosh, Tim, all I did was I actually asked them to sign a contract and they did it.”

15:50Oh, really? Imagine that.

15:54Ask for it and it might happen? Wow.

15:57Yeah. Well, so.

Loida Velasquez15:58

So let’s talk about the agent that has a lot of momentum, but maybe they’re just a solo agent. Maybe they have an assistant. But they’re the type that likes to do everything. They want to be in control.

16:09‘Cause I think there’s a lot of those in that position. I know I was, where I’m like, “I’m the best at doing this and that,” and, “I don’t wanna delegate it ’cause what if it’s not done right?” What advice do you have for them or how do you get them started in your mentorship?

Tim Burgess16:24

Well, with ours, if they’re an experienced agent like Gary, we didn’t just completely rearrange everything Gary did. It was tweaks. Tweaks, tweaks, tweaks. And we gotta tweak this, tweak that. So if they’re, I call ’em a control freak.

16:39But all that control freak’s now taking all their time.

16:43Now we have a mindset adjustment that has to occur. Otherwise, we just keep doing the same thing over and over again. It’s called a habit. And once we get into a habit, see, the habit takes control. The habit makes decisions. We don’t make conscious decisions about it anymore, the habit does.

17:01Now we’re back into the mindset stuff. And that’s why with agents, we’re trying to help them develop the habit of practice, the habit of prospecting, the habit of following up, so when they don’t do it, it feels weird. “I’m missing something in my day. What am I missing?”

17:18Or when people go to the gym all the time, they’re missing something.

17:20So that person that’s already got a lot of stuff going on, they’ve got this, they’ve got that, they have to learn to delegate. I mean, think about it. What on this planet has ever been done that’s that great when one person did it?

17:35It’s a team of people. It’s always a team of people.

17:38It goes back to the concept and philosophy of client, company, team, self. And when people see that, they think they should put themselves at the… I’m at the bottom, so I’m last. No. You’re at the foundation, that makes you first. Because if you don’t take care of you, how are you gonna take care of anybody else?

18:00Uh-huh. Oh, the people get that one so backwards and messed up. I’m not talking about being stingy. I’m talking about strategic selfishness to take care of ourselves so we have the energy to take care of everything else we wanna take care of.

18:14Yeah. But that person that you just described probably doesn’t do a whole lot of that.

18:19Why? Because they’re in control. They gotta control every little aspect of the day. Oh my gosh, I gotta get everything done.

Loida Velasquez18:23

And they’re probably burned out.

Tim Burgess18:24

Oh, yeah, burnout comes so fast to this business. And by burnout, what is burnout? That’s a mindset.

18:33It all comes back to mindset. It all comes back to mindset.

18:34Most people that get burned out, they’re lacking clarity as to what they’re building in the future. For example, if I ask you to think of my kitchen, you got no image to work with.

18:45But if I ask you to think of your kitchen, an image just popped on the screen of your mind, right?

18:51If I ask you some questions about your kitchen, you can answer those questions.

18:54There’s no confusion, correct?

18:57Okay, cool. But if I ask you questions about my kitchen, now we’ve got confusion, don’t we?

19:03Without question. Okay. So now let me ask you, what does your life look like one year, three years, five years down the road? Do you have clarity or do you have confusion?

19:10And most have confusion, which means they just went to a builder and told the builder to build them a house and they refused to give him a blueprint.

19:19Builder’s gonna look at you like you’re a zoo animal. However the future looks at you and it says, “Come on, keep dragging all the past with you ’cause you have no future plans.

19:29You have no future vision of what you’re building. You have no blueprint about what you’re gonna put together in this game we call life. You’re just haphazardly going through it.”

19:38It’s what most people do.

19:40Yeah. If you don’t get that piece of the puzzle right, you don’t, and people don’t know what they wanna build in real estate, which is playbook number two.

19:46What do you wanna build? Let’s get clarity on it, which comes out of this book and an exercise from this book. And if we don’t get clarity on what we’re gonna build, then we’re going into the future with confusion. You go into the future with confusion, you also have worry, doubt, fear and anxiety right behind it.

20:02How many people are worried about the next commission?

20:04How many people are worried about what are they gonna do tomorrow morning when they get up? What am I gonna do? Who am I gonna call? Who am I gonna talk to? Kind of sleepwalking through life. Because they don’t know what they’re building.

20:16However, they would never do that if they were gonna build a house.

20:20A house can burn down, it’s nothing. You can buy another one. We’re talking about building your life, man. And then building your life around… And then let real estate serve your life instead of your life being a servant to real estate.

20:35It’s a complete flip. And that’s what this system does for people.

Loida Velasquez20:41

It’s really… And I think everything that you just mentioned also answers a question that I hear, and you probably get to hear it as well. When agents say, “How do you stay motivated?” Right?

Tim Burgess20:52

You know how I stay motivated? I was talking about playbook number two, right? At the end of playbook number two, you just write a quick story. What does it look like?

21:00It’s always right next to me.

21:03It’s always next to me. So if I get a call or something discouraging comes in, oh, wait a minute, there’s another one.

21:08There’s three of them right next to me. I keep them next to me. These are all the same thing, but this is what I’m building. This is my blueprint.

21:16Simply begins with I’m happy, I’m healthy, I’m blessed, and I’m grateful. That’s not a Pollyanna line. I mean I’m happy. I’m a happy guy. I’m healthy.

21:26I am blessed. I’m very blessed. I have a shirt on my back. I’ve eaten something today. I’m blessed. And I’m grateful for the blessings that I have.

21:33So you start your story off that way, what’s it do? It creates feel good, doesn’t it?

21:37You ever notice when you’re in feel good, more stuff happens that makes you feel good?

21:42And when you’re in feel bad, what happens?

Loida Velasquez21:45

You attract…

Tim Burgess21:46

More stuff happens to make you feel bad.

21:49And, yeah. So that’s how I stay motivated. How do you stay motivated whenever no, no, no, no, no, no, no, na, na, na, na, na, na? I’m building this. I’m building this regardless of what you just said on the phone.

22:03I’m building this regardless of how many people told me no. I’m building this regardless. Period. End of discussion. I’m building this.

Loida Velasquez22:10

Yeah. And then you’re not emotionally attached to that person that said no. You’re moving on. So you have no…

Tim Burgess22:16

That’s great, those are great words.

22:17Emotional attachment is right here.

22:20I’m attached to that. I’m attached to what I’m building. That’s the blueprint of what we’re building. Not just my life, but also the business and how many agents we wanna help, everything. It’s all in there. And so now I’ve got clarity. So when I go say, “Hey, build me a house,” or, “Hey, build me a business,” or, “Hey, build me a life,” there’s the blueprint.

22:40What am I building? And if we don’t have that, I don’t care how good your script is, I don’t care how good your system is, I don’t give a flip how good you are, you won’t live fulfilled. You can’t. You don’t know what you’re building. You’re just haphazardly going through life.

Loida Velasquez22:57

Yes. I feel that any agent that’s watching this right now, they’re probably gonna watch the replay. Watch it a couple times. But if you take anything so far, your homework needs to be write down your blueprint and what that’s gonna look like, ’cause then that’s gonna help you stay motivated.

Tim Burgess23:13

Yeah. And get a hold of us. I’ll send you the blueprint.

23:17I’ll send it to you. I’ll give you playbook number two. Won’t charge you a damn dime. I won’t charge you a dime. I’ll give it to you.

Loida Velasquez23:23

Tell us how agents can reach you. Maybe a little bit more about the mentorship program, how long it is

23:30or all of the details.

Tim Burgess23:31

Sure. Well, the mentorship system has three options. It has, of course, the $100,000 income guarantee. That’s 12 months. If you don’t want the income guarantee but you want the exact same mentoring, it’s $300 a month less. See, if you go with the guaranteed, I’m holding your foot to the fire as if I’m paying you 100 grand.

23:54And if I’m gonna pay you 100 grand, you have to do certain things. It’s just the way it is. You can get a job anywhere and they’re gonna pay you 100 grand guaranteed. You have to do certain things or you get fired. It’s pretty simple, man.

24:07So we have those two options, with the guarantee, without the guarantee.

24:11But for people who, like Gary or like that person you talked about who already has it going on, man, but they just wanna see the system and maybe some short-term mentoring to help ’em make some adjustments, we also do it for 12 weeks. So you don’t have to enroll for a full year, and you still get all of the same mentoring, all of the same playbooks, all of the video tutorials, all of it, but you only get the mentoring now for 12 weeks instead of 12 months.

24:36And it’s drastically reduced in numbers. I mean, we’re far less… And the real cool thing about this, and I don’t mind saying this, for less than $1,000 a month, you get 24 touches a month. Six touches each week. We’re not talking one phone call a week that’s like a therapy session. “How you doing?

24:52Sucks? Sorry about that.” No, it’s not that. It’s six times a week. Six times a week. And at the guaranteed level, you also get a subscription to Vulcan. We cover that. So you’re not only guaranteed the income, you’ll have what you need from a database. That’s all part of it.

25:15And once again, we’re so confident in the system…

25:17Well, this is less than half of what I averaged using the system. So I know if somebody does it, they’re gonna earn 100 grand. They’re gonna change their life financially if they’ve never earned that much money. They’re gonna change their life financially. They’re gonna have money for the kids’ college education fund.

25:35They’re gonna have money to take care of their medical benefits. They’re gonna have money to take care of the kids’ braces. They’re gonna have money to take care of their vacations. They’re gonna have money in the bank, and their taxes are gonna be paid. That’s a rarity for a real estate agent anyway.

25:49But their taxes will be paid. Why? Because they’ll have a consistent flow of closings every month. Every month, man. Like clockwork. When those Golden Arches open their doors, what happens? I need an Egg McMuffin.

26:03Right? It’s automatic. That’s the way this is when you systemize it properly and get the right mindset and the right attitude with the right disciplines.

26:11Without the right disciplines, it can’t happen either.

26:14I’m not talking discipline… As soon as you say that word, did you ever notice people get freaked out? Discipline. I’m not talking about going down to the woodshed and getting your butt beat. I’m talking about the self-discipline that allows you to build what you wanna build

26:26based on the blueprint that you’ve created. It’s not hard. So it’s easy to get a hold of us at maximizingresultsllc.com. We’re all over Facebook as well. We’ve got our business page. You’re welcome to call me directly, 513-484-1247. If you have any questions about what we do, call. It’s not gonna be a sales pitch.

26:47I’m gonna answer your questions and see how we can help you. That’s step one. We have to help people get where they wanna go. We have to help them move in the right direction, and if we can’t do that, I don’t wanna work with them anyway. I’m just being brutally honest.

27:00Yeah.

27:01Just like Vulcan. If they don’t get anything out of Vulcan, why have it?

Loida Velasquez27:05

Mm-hmm.

Tim Burgess27:05

But see, our goal is to make sure that the people who have Vulcan, they know what to do with it. Instead of just having it and going, “Okay, I got all these phone numbers. Well, what am I gonna do?” But you study a script until you know it inside out, you open your mouth and it just falls out.

27:21And then you pick up this phone and you call for sale by owners first. In my opinion, they’re the best because they’re advertising they need your help. Expireds are already aggravated at you ’cause you didn’t sell their house while it was on the market. True or false? True.

27:36Absolutely true. But I’d go for sale by owners first, expireds second, circle prospecting third, and I never had to go any further than that. We earned. I never worked weekends. Nope, I didn’t do open houses. No, no, no, no, no, no, no, no, no. That’s time for my kids. That’s time to be on the soccer field.

27:51It’s time to be on the boat. It’s time to be with my family. Open houses, look at the statistics on them anyway. I mean, if you wanna do ’em, great. I’m not beating up anybody who does open houses. I’m just saying I’m not doing ’em because it’s got a 99% chance of failure. I’m not gonna sell that house.

28:04Why in the world would I do something with a 99% chance of failure? I’m not doing that. See, I started running my business like that, man, and things started clicking. See, I was in control of my business instead of the business being in control of me.

28:19It’s a totally different ballgame when you have a system.

Loida Velasquez28:21

Exactly, yeah. And I love that you’re talking about the expireds and the for sale by owners, and just having accurate information, ’cause many times agents, they want these deals, they want listings, but they’re not taking action to actually go after the leads.

Tim Burgess28:35

And then the number one thing we see ’em doing that’s costing them a fortune is the average real estate agent leaves more money sitting on the table than they earn each year because they don’t know how to follow up.

28:46They don’t know how to stay in touch efficiently and effectively. They don’t know what to say, and so they ramble. And nobody’s got time for rambling in today’s world.

28:54A good stay in touch phone call, 45 to 90 seconds, leaves a punch of value, so when they see your phone number, in here they feel value.

29:06They take the call.

29:07If they don’t feel value when they see your phone number, they’re not taking the call. So this is something that we’ve gotta develop the skill on how to do that. Our stay in touch script is absolutely ironclad. It’ll absolutely have that value created. We got 18 different value adds for you, so you can call somebody the way you should, which is about

29:27four times, five times in the first seven days. Nobody does that.

29:32No, if somebody tells you they’re gonna be a month, they’ll go call ’em in two weeks. In two weeks they’re listed. They were listed with somebody like me who called ’em four times in the first seven days. Exactly.

29:39‘Cause I know what to say and how to make the emotional connection so they create like and trust, and they’ll let me into their house, and then we create like and trust even more, so when I ask them to sign the contract, they do it.

29:50And that’s a skill, man.

29:53We have to develop that. And my first mentor taught it to me. I’d love to say, “Yeah, me.” No, it’s not me. My first mentor, for three and a half years, he taught me this effective communication thing, and then I put the pieces together in this with a great team of people.

30:07Once again, it’s not just me, right? It’s a great team of people at Maximizing Results. The playbooks have been built, the video recordings are for each playbook. So you not only get the playbook, you get a video tutorial with each playbook. So we have a young lady in South Carolina.

30:24Chelsea, Chelsea, Chelsea. I’ve got three Chelseas right now. I don’t really remember her last name. But anyway, she did 19 deals last year. Never came to any of our mentoring. She just got the system and went to use the video tutorials.

30:39Did 19 deals last year. What’d the average agent do last year?

30:413.7.

30:44She did 19.

30:46That’s pretty good. I mean, it’s not bad. Certainly not bad. She certainly supplemented her income big time.

30:53‘Cause obviously she’s a second income, so it’s fantastic. That’s what you do. She’s committed to her business though. She’s committed to her growth, committed to helping you get the outcome you want.

31:04And with that commitment, it’s not hard at all.

31:07Yeah.

Loida Velasquez31:08

So remind everyone once again the website that they can visit if they wanna learn more.

Tim Burgess31:13

MaximizingResults,

31:19MaximizingResultsLLC.com. And it’s a long one, I know. For that, I apologize. But everything in Max Results was gobbled up long before we started this one. So it’s Maximizing Results, just as it says under my name there, LLC.com. The website’s there. Once again, we’re all over Facebook and social media, and you’re welcome to call me, 513-484-1247.

31:44Call me directly. I’m not one of those people that says, “I don’t know the number. I can’t take it.” No. Answer your phone. You’re a real estate agent. Answer your phone. Answer your phone. I’m not sure. I saw an agent do that once. Said, “You’re kidding, right?” That’s funny. You’re a real estate agent.

31:59That could be somebody from out of town that needs some assistance, but it comes across as potential spam, so you don’t answer it?

32:11There we go.

32:12But yet you’re struggling. You don’t have money in the bank that you need.

32:17Okay. I’m confused at this one.

Loida Velasquez32:20

Awesome. Well, we’ll make sure to put all of your links and your phone number in the description box below.

Tim Burgess32:23

I appreciate that. I appreciate you guys. Vulcan’s awesome, man.

32:26That’s another thing I’d like to say real quick. If you don’t have Vulcan, get it. You have to have a lead source. You don’t look up phone numbers. Looking up phone numbers is worth what? 12 bucks an hour? Most real estate agents work 400 bucks an hour. Don’t do $12 an hour activities then. Get Vulcan7.

Loida Velasquez32:43

Exactly. Awesome. Well, Tim, thank you so much for coming on today. It’s always great to interview you. I know that you

32:49give a lot of tips and advice for agents. We’ll have to have you back again. This might have to be a recurring thing.

Tim Burgess32:56

Man, I just wanna help people, truly.

32:58I wanna help people get the results they’re looking for so they can live the life they wanna live.

33:03Yeah. So that’s why we’re here. That’s why you’re here.

Loida Velasquez33:07

Thank you so much, Tim, once again

33:09for doing this.

Tim Burgess33:10

You are so welcome.

Loida Velasquez33:11

All right. And for everyone else, we’ll see you on the next one.

Tim Burgess33:14

Bye.