Business Bros

In this episode we cover the 14 things every old entrepreneur wished they’d done differently. The things they would have done to increase their profits, save more time and become top producers in their industries. Everyone wishes they had a time machine to do things different but when confronted with the opportunity to actually make a change, few ever do. You can be better in the changing market. You can learn the skills you need to make a difference in how you lead generate, follow-up, present, negotiate and close. You can get coaching to become that top producer you say you want to be, just go to www.SiasFirst.com and click on the FREE COACHING CALL button at the top of the website if you are in Real Estate select Harris Certified Real Estate Coach all other businesses select Money Coaching Club. Your new life starts today, if you choose to make that change. Join the conversation on Facebook @SiasFirst or on Twitter @BusinessBrosPod. Music by www.bensound.com Courtesy of Tim and Julie Harris Real Estate Coaching. 1 That the fastest path is NOT to reinvent the wheel; it’s to follow in the path of others who have already won. 2 That they should have ‘kept their powder dry’ and invested in more, earlier, during the times of greatest opportunity. 3 That they should have forced themselves to do what they didn’t want to do when they didn’t want to do it, AND that they should have learned how to do it at a high level earlier. 4 That they should have paid themselves instead of last, or when there was something left. Warren Buffett: “Do not save what is left after spending, but spend what is left after saving.” 5 That everything takes at least 5 times as long as they wanted / thought it would. 6 That they should have created multiple sources of income as early as possible. 7 That they should not have allowed their egos to be seduced into non-profit driven decisions. 8 That they should have dumped the losers faster and doubled down on the winners regarding many things. Staff, rental property, etc. 9 That booms and busts in their own personal economies are optional. 10 That they spent too much time worrying about silly stuff that didn’t lead to profit, like team culture and branding. 11 That they didn’t have to spend so much on their kid’s education. 12 That they should have become a powerful listing agent sooner. 13 That they should have nurtured their database and created a higher level of repeat and referral business, which costs less than buying business and creating so many new transactions all the time. 14 That ‘some money is better than no money’ on certain deals; flexibility creates profit more than inflexibility.

In this episode we cover the 14 things every old entrepreneur wished they'd done differently. The things they would have done to increase their profits, save more time and become top producers in their industries. Everyone wishes they had a time machine to do things different but when confronted with the opportunity to actually make a change, few ever do. You can be better in the changing market. You can learn the skills you need to make a difference in how you lead generate, follow-up, present, negotiate and close. You can get coaching to become that top producer you say you want to be, just go to www.SiasFirst.com and click on the FREE COACHING CALL button at the top of the website if you are in Real Estate select Harris Certified Real Estate Coach all other businesses select Money Coaching Club. Your new life starts today, if you choose to make that change. Join the conversation on Facebook @SiasFirst or on Twitter @BusinessBrosPod. Music by www.bensound.com Courtesy of Tim and Julie Harris Real Estate Coaching. 1 That the fastest path is NOT to reinvent the wheel; it’s to follow in the path of others who have already won. 2 That they should have ‘kept their powder dry’ and invested in more, earlier, during the times of greatest opportunity. 3 That they should have forced themselves to do what they didn’t want to do when they didn’t want to do it, AND that they should have learned how to do it at a high level earlier. 4 That they should have paid themselves instead of last, or when there was something left. Warren Buffett: “Do not save what is left after spending, but spend what is left after saving.” 5 That everything takes at least 5 times as long as they wanted / thought it would. 6 That they should have created multiple sources of income as early as possible. 7 That they should not have allowed their egos to be seduced into non-profit driven decisions. 8 That they should have dumped the losers faster and doubled down on the winners regarding many things. Staff, rental property, etc. 9 That booms and busts in their own personal economies are optional. 10 That they spent too much time worrying about silly stuff that didn’t lead to profit, like team culture and branding. 11 That they didn’t have to spend so much on their kid’s education. 12 That they should have become a powerful listing agent sooner. 13 That they should have nurtured their database and created a higher level of repeat and referral business, which costs less than buying business and creating so many new transactions all the time. 14 That ‘some money is better than no money’ on certain deals; flexibility creates profit more than inflexibility.

In this episode we discuss the 18 relentless lead follow up rules provided by the Harris Certified Real Estate Coaching program. We go through the points making them not only relevant to Real Estate agents but also to Insurance agents. Follow-up is where the money is made in any sales job and Real Estate is no different. Making these changing in your practice and implementing will dramatically change the way you do business, will allow you to be of service to more people and as a result you will make more money. Join the conversation of Facebook @SiasFirst or on Twitter @BusinessBrosPod, we would love to hear from you. You can also schedule your free coaching call on our website www.SiasFirst.com. Music by www.bensound.com 18 Relentless Lead Follow Up Rules Memorize, Internalize and practice daily and you will Almost instantly be making more money, more consistently. Rule: You must follow up daily on ALL leads of all types, until they either: List or buy with you (or tell you they’re listing or buying with someone else) OR - They file a restraining order because you’re following up so well and so consistently!   1.Relentless Lead Follow Up means that the goal is to feel like you might be ‘over communicating’ with prospects.  In reality, it is impossible to over-communicate with prospects or even existing clients. The #1 complaint listed in a recent NAR survey of hundreds of recently closed real estate clients was, “lack of communication and follow up by my real estate agent.” BE the One Who Follows Up. Many agents make the initial call or contact. Almost no one follows up.Can you guess who makes more money? For example, when a home expires, everyone calls. However, if they don’t get the appointment on the initial try, 99% of real estate agents give up, lose the lead or convince themselves that the customer isn’t motivated. Schedule your Relentless Lead Follow Up DAILY. No excuses! You must end each day knowing that you have communicated with ALL of your leads. By the way, email doesn’t count. It is so important that you should no longer say that you ‘worked’ any day that you skipped your Lead Follow Up. 4.Keep all of your leads in one place, using one system. For example, we recommend either a super-simple 3 x 5 card system, or Top Producer (which almost all of you have but don’t use). Top Producer has some excellent training systems that don’t take long to help you utilize their service. Enter ALL of your new leads into your dedicated system daily. Keep your system updated and you’ll be more likely to actually practice Relentless Lead Follow Up. This of course means that you’ll make more money faster. Leads are labeled either “A, B, or C Quality.” A lead is someone who will buy or sell with you in the next 45 days or less. These people are to be called DAILY, concentrating on setting your next appointment. B Leads are 45 to 90 day leads that have logical conditions. This can be something like a pending relocation contract with their employer, an apartment lease ending, their financing needs approval, or getting back from their honeymoon. The condition must MAKES SENSE and each condition has some sort of time frame associated with it. Call these leads WEEKLY to stay in touch and help them fix the condition if possible. This will ensure that YOU will be the agent they use when the time is right. C Leads are any of the following: You’ve spoken with them before but they stopped responding. Their plans are way too far out in the future. Something is flakey about them, like maybe they’re working with someone else or aren’t pursuing financing.  Since C leads have a lot of questions and uncertainty surrounding them, you must also call them DAILY until you upgrade them to an A or B lead or cut them loose after determining they are flakey. Three calls should do the trick. Secret: Always leave the door open on your last call so if they become un-flakey, they’ll call you instead of someo

In this episode we discuss the 18 relentless lead follow up rules provided by the Harris Certified Real Estate Coaching program. We go through the points making them not only relevant to Real Estate agents but also to Insurance agents. Follow-up is where the money is made in any sales job and Real Estate is no different. Making these changing in your practice and implementing will dramatically change the way you do business, will allow you to be of service to more people and as a result you will make more money. Join the conversation of Facebook @SiasFirst or on Twitter @BusinessBrosPod, we would love to hear from you. You can also schedule your free coaching call on our website www.SiasFirst.com. Music by www.bensound.com 18 Relentless Lead Follow Up Rules Memorize, Internalize and practice daily and you will Almost instantly be making more money, more consistently. Rule: You must follow up daily on ALL leads of all types, until they either: List or buy with you (or tell you they’re listing or buying with someone else) OR - They file a restraining order because you’re following up so well and so consistently!   1.Relentless Lead Follow Up means that the goal is to feel like you might be ‘over communicating’ with prospects.  In reality, it is impossible to over-communicate with prospects or even existing clients. The #1 complaint listed in a recent NAR survey of hundreds of recently closed real estate clients was, “lack of communication and follow up by my real estate agent.” BE the One Who Follows Up. Many agents make the initial call or contact. Almost no one follows up.Can you guess who makes more money? For example, when a home expires, everyone calls. However, if they don’t get the appointment on the initial try, 99% of real estate agents give up, lose the lead or convince themselves that the customer isn’t motivated. Schedule your Relentless Lead Follow Up DAILY. No excuses! You must end each day knowing that you have communicated with ALL of your leads. By the way, email doesn’t count. It is so important that you should no longer say that you ‘worked’ any day that you skipped your Lead Follow Up. 4.Keep all of your leads in one place, using one system. For example, we recommend either a super-simple 3 x 5 card system, or Top Producer (which almost all of you have but don’t use). Top Producer has some excellent training systems that don’t take long to help you utilize their service. Enter ALL of your new leads into your dedicated system daily. Keep your system updated and you’ll be more likely to actually practice Relentless Lead Follow Up. This of course means that you’ll make more money faster. Leads are labeled either “A, B, or C Quality.” A lead is someone who will buy or sell with you in the next 45 days or less. These people are to be called DAILY, concentrating on setting your next appointment. B Leads are 45 to 90 day leads that have logical conditions. This can be something like a pending relocation contract with their employer, an apartment lease ending, their financing needs approval, or getting back from their honeymoon. The condition must MAKES SENSE and each condition has some sort of time frame associated with it. Call these leads WEEKLY to stay in touch and help them fix the condition if possible. This will ensure that YOU will be the agent they use when the time is right. C Leads are any of the following: You’ve spoken with them before but they stopped responding. Their plans are way too far out in the future. Something is flakey about them, like maybe they’re working with someone else or aren’t pursuing financing.  Since C leads have a lot of questions and uncertainty surrounding them, you must also call them DAILY until you upgrade them to an A or B lead or cut them loose after determining they are flakey. Three calls should do the trick. Secret: Always leave the door open on your last call so if they become un-flakey, they’ll call you instead of someo

In this episode we discuss why it is important to look at your Real Estate business from a Cash Flow perspective and take the necessary steps to develop a system to become a dominating listing agent. If you are tired of going through feast and famine, cash spurt real estate cycle, then this process and becoming a listing agent is the way to cure your financial dilemma. We invite you to broaden your skills and do what it takes to take your Real Estate business to the next level. Join the conversation on Facebook @SiasFirst. As a Harris Certified Real Estate Coach, I encourage you to schedule your free coaching call on our website www.SiasFirst.com. Music by www.bensound.com 7 Step Listing Process  (Harris Certified Real Estate Coaching Presentation) You must list to last in the Real Estate game Any new agent can be a listing agent No need to “pay your dues” Listings are mental labor, Working with buyers is physical labor Showings, inspections You can handle more listing business than buyer business How many listings can you handle at once? With a process, alone maybe 10 listings How many buyers can you handle alone? With a process maybe 3 tops. Just not enough time in the day to show more than 3 Being a listing agent requires education, skill, polish, motivation and perseverance than a buyer's agent. Listing agents make more money, more consistently with less stress. Listing agents know how to consistently generate listing leads, follow-up, prequalify them, present in a way that they take the listing, negotiate in a way that they sell the listing and close the deal. They do this in a way that the seller trusts them and refers them. Listing agents work with more than repeat business. They successfully help “colder” leads due to their high level of skill and confidence FACT: Many agents do the same amount of business every year because they are dependent on what comes in naturally ie The Easy Button. To go to the next level you must learn to not just work with people you know but with people you don’t know. Seven P’s of a Listing Agent Profit comes from Previewing, prequalifying, preparing, PLP and a polished professional presentation. (prayer doesn’t hurt either)   Step 1: Generate the lead   Remember the spokes on the wheel. Lead generation isn’t achieve by one, magic silver bullet. You should implement at least 5 spokes of lead generation. Perfect, purify and pursue until you are the BEST at each spoke Do what you don’t want to do, when you don’t want to do it, at the highest level Usually it means doing MORE prospecting, marketing, lead follow-up than you THINK you should be doing If you struggle with lead generation get help!! Real Estate doesn’t have to be feast or famine, no more roller coaster income. Commit to ending cash ‘SPURTS’ and get into cash ‘FLOW’ It starts with Lead Generation   Step 2: Follow up with Urgency   Follow our 18 Lead Follow Up Rules, starting with understanding URGENCY! Never end the day without following up on 100% of your leads. Doesn’t matter if they came in via email, voicemail, text or online. FOLLOW-UP Buyer leads are listing leads in buyer’s clothing. Don’t blow off your buyers just because “you have to many buyers”. Use scripts like “which home in the area do you plan on selling?”   Step 3: Pre-Qualify for motivation and time frame   Prequalify 100% of your leads, both buyer and sell, 100% of the time, using buyer and seller pre-qualification scripts, 100% of the time. Don’t use different rules for different types of leads. Always know the following prior to listing appointment Seller’s time frame Sellers motivation Are they buying as well? Are they speaking wi

In this episode we discuss why it is important to look at your Real Estate business from a Cash Flow perspective and take the necessary steps to develop a system to become a dominating listing agent. If you are tired of going through feast and famine, cash spurt real estate cycle, then this process and becoming a listing agent is the way to cure your financial dilemma. We invite you to broaden your skills and do what it takes to take your Real Estate business to the next level. Join the conversation on Facebook @SiasFirst. As a Harris Certified Real Estate Coach, I encourage you to schedule your free coaching call on our website www.SiasFirst.com. Music by www.bensound.com 7 Step Listing Process  (Harris Certified Real Estate Coaching Presentation) You must list to last in the Real Estate game Listings are mental labor, Working with buyers is physical labor You can handle more listing business than buyer business Being  a listing agent requires education, skill, polish, motivation and perseverance than a buyer's agent. Listing agents make more money, more consistently with less stress. Listing agents know how to consistently generate listing leads, follow-up, prequalify them, present in a way that they take the listing, negotiate in a way that they sell the listing and close the deal. They do this in a way that the seller trusts them and refers them. Listingagents work with more than repeat business. They successfully help “colder” leads due to their high level of skill and confidence FACT: Many agents do the same amount of business every year because they are dependent on what comes in naturally ie The Easy Button. To go to the next level you must learn to not just work with people you know but with people you don’t know. Seven P’s of a Listing Agent Profit comes from Previewing, prequalifying, preparing, PLP and a polished professional presentation. (prayer doesn’t hurt either)   Step 1: Generate the lead   Remember the spokes on the wheel. Lead generation isn’t achieve by one, magic silver bullet. You should implement at least 5 spokes of lead generation. Do what you don’t want to do, when you don’t want to do it, at the highest level If you struggle with lead generation get help!! Real Estate doesn’t have to be feast or famine, no more roller coaster income. Commit to ending cash ‘SPURTS’ and get into cash ‘FLOW’ It starts with Lead Generation   Step 2: Follow up with Urgency   Follow our 18 Lead Follow Up Rules, starting with understanding URGENCY! Never end the day without following up on 100% of your leads. Doesn’t matter if they came in via email, voicemail, text or online. FOLLOW-UP Buyer leads are listing leads in buyer’s clothing. Don’t blow off your buyers just because “you have to many buyers”. Use scripts like “which home in the area do you plan on selling?”   Step 3: Pre-Qualify for motivation and time frame   Prequalify 100% of your leads, both buyer and sell, 100% of the time, using buyer and seller pre-qualification scripts, 100% of the time. Don't use different rules for different types of leads. Always know the following prior to listing appointment: Seller’s time frame Sellers motivation Are they buying as well? Are they speaking with other agents, if so how many, who and how did they decide? Price they have in mind and why   Step 4: Send the Pre Listing Package   Always send your powerful, proven pre-listing package before every listing appointment, no exceptions. Fedex, drop off any way but do it. Warning: Just because no one in your office does this, doesn’t make it right. It makes it more important and obvious why you’ll stand out and take more listings! Take your time to make your PLP shine! It’s one of the mo

In this episode we discuss what an Insurance Agent needs to close on a daily basis to cover all the necessary overhead. More importantly, we discuss the process how you can figure out your magic number to not only survive but to thrive in your sales job. The numbers are the life blood of your business and you must know what your goals are in order to develop an action plan to get there. Show notes below in case you want to calculate your own Magic Number. Join the conversation on our website or schedule your free coaching call www.SiasFirst.com you can also find us on Facebook @SiasFirst. Music by www.bensound.com Magic Number Required Monthly Income (RMI) What is your monthly overhead? Add up all bills, rents, personal and business Multiply by 1.35 for taxes $4000 x 1.35 = $5400 (RMI) Calculate Required Monthly Premium (RMP) Take RMI and divide  by your contracted rate $5400/.70 = $7714.29 Multiply RMI by 10(or by average commission rate from carrier) $7714.29 x 10 = $77,142.90 (RMP) Average annual premium for your clients Management system can help you determine this Home and auto will be less than commercial For example $2000 premium per policy (PPP) You Magic Number Take your RPM divide it by PPP $77,142.90/$2000 = 38.5 Magic Number If you focus on commercial your PPP will be larger and you Magic Number will be smaller This should be your goal per month Means you need to write 2 policies per day to meet your goal of 40 ish policies per month Means you need to talk to 6 people per day about insurance to close 2 for each of the 20 working days in the month. If you double your efforts and talk to 12 people per day Close 4 per day You could earn $15k per month This doesn't even include renewals or broker fees Balls in your court

In this episode we continue our discussion on the money making activities that you should be focusing your attention on. You spend a lot of time in your business doing the busy work and convince yourself that you are in fact working. Truth is, just because you are busy does not mean you are productive of making money. Focus your efforts on the things we discuss on this podcast episode and you will see your bottom line increase. As always, join the conversation on Facebook @SiasFirst or go to our website to get your free coaching call www.SiasFirst.com. Music by www.bensound.com. Show notes Money-making activities PC Kruizers Failure: Customer follow-up We didn’t adapt to the changing tech landscape We didn’t follow up with existing customers Satisfaction Surveys Referrals Money-making activities (per Tim & Julie Harris): Lead generation Meet 5 new people daily Networking events Meetup Charity Educational Speaking engagements (you present) Figure out how to reach your potential clients (without buying leads) Real Estate FSBO/Expired Listings Door-knocking MCC tell us about your business Grocery shopping Social events Church Happy hour Birthday parties Neighbors Gym Don’t eat lunch alone Talk to them about your business FORD Family Occupation Recreation Dreams Make 5 phone contacts daily Circle of Influence Existing/Previous clients Fanatical Prospecting by Jeb Blount Always prospecting Keeping the pipe full Keep records of your list 90 day rule Stop selling in December hurts in February ABC - Always Be Closing Follow-up This is where businesses often fail 85% of the business is earned after the 5th follow-up Newest listing after 4 calls and 3 text messages and 2 voicemails. Be consistent Follow up monthly, every other month Tell them how you will follow up and do what you say Objective is to set appointments Appointments are scheduled to present and close Prequalify clients to identify their needs Needs vs Wants Spend your time with the needs You are there to be of service, so find out the best way to help Presenting Meeting with clients Have a presentation ready AVOID POWER POINT Find out what their greatest concerns are right off the bat Present to their greatest concerns Negotiating Be of service to others Often you are representing the customer or their needs Insurance agent: best coverage and price Real Estate agent: best price and terms Taxes: best strategies to legally pay minimum tax Negotiate in the best interest of the customer Closing Ask for referrals Within 30 days, follow-up again, show you care Referrals The work we don’t want to do Cold calls (lead generation) Follow-up calls (continued relationship) Ask for what you want (referrals) Do the work! Nothing is handed to you, you have to work Working is NOT listening to podcasts! Work is WORK, the stuff you don’t want to do You are a Salesperson! Productive vs Busy

In this episode we continue our discussion on the money making activities that you should be focusing your attention on. You spend a lot of time in your business doing the busy work and convince yourself that you are in fact working. Truth is, just because you are busy does not mean you are productive of making money. Focus your efforts on the things we discuss on this podcast episode and you will see your bottom line increase. As always, join the conversation on Facebook @SiasFirst or go to our website to get your free coaching call www.SiasFirst.com. Music by www.bensound.com. Show notes Money-making activities PC Kruizers Failure: Customer follow-up We didn’t adapt to the changing tech landscape We didn’t follow up with existing customers Satisfaction Surveys Referrals Money-making activities (per Tim & Julie Harris): Lead generation Meet 5 new people daily Networking events Meetup Charity Educational Speaking engagements (you present) Figure out how to reach your potential clients (without buying leads) Real Estate FSBO/Expired Listings Door-knocking MCC tell us about your business Grocery shopping Social events Church Happy hour Birthday parties Neighbors Gym Don’t eat lunch alone Talk to them about your business FORD Family Occupation Recreation Dreams Make 5 phone contacts daily Circle of Influence Existing/Previous clients Fanatical Prospecting by Jeb Blount Always prospecting Keeping the pipe full Keep records of your list 90 day rule Stop selling in December hurts in February ABC - Always Be Closing   Follow-up   This is where businesses often fail 85% of the business is earned after the 5th follow-up Newest listing after 4 calls and 3 text messages and 2 voicemails. Be consistent Follow up monthly, every other month Tell them how you will follow up and do what you say Objective is to set appointments Appointments are scheduled to present and close Prequalify clients to identify their needs Needs vs Wants Spend your time with the needs You are there to be of service, so find out the best way to help   Presenting   Meeting with clients Have a presentation ready AVOID POWER POINT Find out what their greatest concerns are right off the bat Present to their greatest concerns   Negotiating   Be of service to others Often you are representing the customer or their needs Insurance agent: best coverage and price Real Estate agent: best price and terms Taxes: best strategies to legally pay minimum tax Negotiate in the best interest of the customer   Closing   Ask for referrals Within 30 days, follow-up again, show you care Referrals The work we don’t want to do Cold calls (lead generation) Follow-up calls (continued relationship) Ask for what you want (referrals) Do the work! Nothing is handed to you, you have to work Working is NOT listening to podcasts! Work is WORK, the stuff you don’t want to do You are a Salesperson! Productive vs Busy

In this episode we talk about the first money making activity, lead generation and the importance of keeping your pipeline full. We drill down on the important reason to prospect and discuss some important concepts from Jeb Blount's book Fanatical Prospecting. We give you some great ideas on where to prospect and share a script that you can use to help you generate more leads. If you are interested in hearing more about this topic or you want to schedule your free coaching call go to our website www.SiasFirst.com or join the conversation on Facebook @SiasFirst. Music by www.bensound.com