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I got this random message from a stranger on Facebook. After looking at her profile, I discovered she was a fellow real estate professional from another area. Her message was a request for me to answer a few questions for which I proceeded to do. I am used to getting a question here and then there yet the questions she asked me were deeper then the common question. I thought it may be interesting for you to read my response.
Q. WHAT IS A TYPICAL DAY FOR YOU? (FROM WAKING UP UNTIL GOING TO BED.)
A. My typical ritual (not schedule)
- I wake up at 5am
- In the gym from 5:30 -6:30
- I drop the kids to school at 7:40
- In the office at 8am
- I prospect for new business from 8am – 10am
- I coach my agents from 10am to 11am
- I meet with my personal assistant to delegate tasks for the afternoon
- Lunch between 11:30 – 1
- I have appointments and meetings between 1-3pm
- I often play tennis from 3-5 if I do not have a kids function to go to.
- If there is a kids function it usually runs from 5-7
- I eat dinner with family around 7
- I am typically in bed by 9pm every night.
Q. HOW MANY DAYS PER WEEK IS THIS YOUR ROUTINE?
A. This is my schedule almost every day Monday through Thursday. I typically work half-days on Fridays and I do not work on Saturday or Sunday.
Q. DOES IT VARY? IF SO, HOW?
A. There is rarely a variance in the morning. That is the most critical time, as you can see, I only prospect for personal business as well as coach my agents to help increase their personal production. Every morning is dedicated to generating
Q. ON AVERAGE, HOW MANY HOURS PER WEEK DO YOU WORK YOUR BUSINESS?
A. 35 hours is a typical week. The number of hours is not as important has one’s level of efficiency and ability to delegate effectively. I probably get more accomplished by 11 am than most producers do all day. I also believe we have to have balance in our lives or else the business will suffer.
Q. WHAT CHALLENGES HAVE YOU HAD TO FACE TO GET WHERE YOU ARE TODAY?
A. I went through a stage where my desire to be number one was threatening a lot of my competitors. I was making my move and competing against a lot of other agents in town. My company became very successful because of our work ethic and determination. As a result, the other companies and agents resented me and my agents for the success we had. Of course, some of this resentment was also a result of us beating them out of a lot of business. We did it with skill and determination which was hard for others to understand. The challenge that I faced was that to be at top often comes at risk of being a target for others to throw darts. I had a stretch of about 5 years where I wasn’t liked to much by other realtors.
Q. HOW DID YOU OVERCOME THEM?
A. I made a decision to allow more people to learn about me. I spoke to a few of my major competitors and asked them what they thought of me. They were kind enough to tell me the truth. They said that my problem wasn’t that people disliked me, the problem was that no one knew who I was. I was this person named Greg that was doing very well yet no one knew if I really existed. Who is Greg, how does he do it? They said that it was easy to dislike someone they didn’t know. They told me that I needed to get out more and that would likely change people’s perception.
So, I started to take some of my training articles and distribute them throughout the entire realtor MLS. Yes, I actually started training my competition. This gave each agent in my market more insight of who I was and how I think. I continue to do this now and the feedback is overwhelming. So many agents at other companies email, like you have, and ask me questions for which I answer every one of them. Instead of being the villain, I am now viewed as an advocate for our industry. This has totally transformed my relationship with the local agents. My consistent Facebook posts about business or personal inspiration is just one thing that I have done to help people understand who I really am.
Q. WHAT ARE YOU MOST PROUD OF IN YOUR BUSINESS?
A. The thing that I am most proud of is that my company is number one for the highest per agent production in our market as well as one of the top in this category amongst all companies in the United States. I focus on helping my agents succeed first and this award is a way to measure how well I am doing. I am proud of what my agents
have accomplished. It’s not about me, it’s about them.
Another proud moment occurred this week where Gary Keller, founder of Keller Williams, asked me to join him on stage and talk about building a big business to 6000 agents in the audience. I did this in Austin, Texas on Tuesday. I have spoken to agent groups many times yet this was the largest crowd I had ever spoke in front of.
Q. WHAT ARE THE THREE MOST IMPORTANT THINGS YOU DO TO CONTINUE YOUR MOMENTUM AND LEVEL OF SUCCESS?
A. 1. I have had a business coach each year for the last 15 years. We speak each week and discuss my goals, challenges and opportunities. He keeps me accountable to my business plan and all of the commitments that I have made.
2. I have committed to be a lifetime student to my trade. I understand that I must continue to learn if I am to stay on top of my game. I have to keep my ego in check and remember that there is always something to learn. I attend at least 5 real estate or personal transformation seminars each year.
3. I schedule my life first and work around it. This is so important…My work is NOT my identity. I have goals in areas besides my profession. Family, relationships, financials, health, spiritual and work.
Q. IF YOU COULD TELL ME THE ONE MOST IMPORTANT THING THAT I SHOULD DO IF I WANT TO REALLY GROW MY BUSINESS EXPONENTIALLY OVER THE NEXT YEAR, WHAT WOULD IT BE?
A. Identify the ‘why’. Each one of us are seeking to accomplish. You must identify that reason (why) and instead of waiting until you reach that goal, go-ahead and BE that person now.
The normal producer says, “If I work harder, I will have more money and then I will BE_________.” (fulfilled, happy, at peace, full of joy, etc.) The extraordinary producer knows that the key is, “Be fulfilled now and you will attract everything you need to do whatever you want.”
Normal formula is Do, Have, Be. Extraordinary formula is Be, Have, Do.
This may be a concept that is hard to grasp from my brief response to the question yet it is probably the single most important concept that I have learned. This is how the Law of attraction actually works.
Thank you for allowing me to share my perspective. Your questions gave me the opportunity to reflect on my business and reconnect with a lot of important moments in my career.
I hope you found a gold nugget in the above words. Each of us already have the talents necessary to be extraordinary. All we have to do is ACT on those talents.