Welcome to another episode of Coaching Moments With Ryan D’Aprile from D’Aprile Properties!
In this episode, Ryan discusses his custom made software that projects an agent’s future production. He goes through the data modelling in detail to show how an agent can finish 2020 strong. He also discusses how Facebook and Instagram are ideal research tools to deepen connections with your sphere of influence. Last, Ryan points out how important it is to take care of your physical being to make sure you have the energy needed to hit your business goals.
If you’d prefer to watch this interview, click here to view on YouTube!
Ryan D’Aprile can be reached at 312.590.6416 and ryan@daprileproperties.com.
Transcript
D.J. Paris 0:00
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Hey, welcome to another episode of Keeping it real, the largest podcast made by real estate agents and for real estate agents. My name is DJ Paris. I am your guide and host through the show and today is our monthly series called coaching moments with Ryan Day, April. Now, let me tell you a little bit about Ryan if you’re unfamiliar or new to the show, Ryan de April is a progressive thought leader focused on providing for his agents and staff. His strengths are his motivational skills, his coaching style and his dedication to training. Ryan has 14 offices depot properties throughout Chicagoland, also Wisconsin, Indiana and Michigan and has hundreds and hundreds of brokers that he coaches and trains depot properties is a coaching company with eight strategic coaches who work week in and week out with every agent individually focusing on business planning, coaching and accountability. Now if you’d like to take your career to the next level, or if you’re just not getting the attention you need from your firm, check out D APR properties, visit the APR properties and that’s da p r i l e properties.com. Once again, Ryan Welcome to the show from Lake Geneva.
Ryan D’Aprile 2:02
Thanks, DJ. Yeah and beautiful Lake Geneva love and life right now. It’s great to be up here.
D.J. Paris 2:06
I just got back for the ones for everyone listening you won’t be able to see Ryan is very tan. I am very pale. I just got back from Tampa, Florida. So I’ve been in Savannah, Georgia and Tampa in the last month. Both places where I should have gotten a tan. I do not tan Ryan Ryan is very tan so I’m very jealous.
Ryan D’Aprile 2:25
We’re lucky we my family lives here in the summertime. So I usually work Monday through Thursday in Chicagoland area. And that Thursday nights, I zip up here and work out of this office. It’s there isn’t a better place in the world to be in my opinion. That’s just it’s you get up forever.
D.J. Paris 2:42
I don’t you know, I’ve driven through. I’ve never actually spent time there. So I need to I need to make a reminder of it.
Ryan D’Aprile 2:48
Yeah, I’ll take Yeah, I’ll take you and your girlfriend, the boat. And I’ll show you guys around.
D.J. Paris 2:52
Yeah, so you don’t want to make that offer. Because we will literally take you up on it and be up there. And I would love to do it. Yeah. That would be fun. We’ll do it. Yeah.
Ryan D’Aprile 3:02
All right. So are you ready to jump into something a little more comfortable with the Facebook Live thing? I think the past three sessions is freaking out. So now I’m like, okay, nerves. Last thing. Okay
D.J. Paris 3:09
about this. I think I’ve done now. 50 episodes now, total, where I’m on video, and I’m not still comfortable with it. So because I take drinks of water a lot. And I always think does that is that is that insulting to the guests? Do they, you know better? But I don’t maybe there’s not a right way to do it. But yeah, so So what do you what do we want to talk about today in our coaching session?
Ryan D’Aprile 3:28
Yeah. So here we are, we’re coming into July, the second half of the year, I put together I think I told the listeners and yourself, I’d put a couple of slides together to give you guys some visuals on how to look at your business. So this is our dashboard as a company how we use it. And then I just figured let’s take some real life agent data. And I think we could all relate to it. And let’s look at you know, the importance of having a CRM, right. We call ours in EOS an entrepreneur operating system, and how you get to use this. And it’s really it’s a combination of of technology, and accountability. A lot of people what I don’t like about CRMs is that people think it will do it for them. It’s just a it’s a tool. I mean, really, coaching is a critical element behind this and how to use it. And so I figured why don’t I use some visuals and it coach to a couple of our agents snapshot, get an overview where their business is, you know, here on June 25, or six, whatever the date is, and say hey, how are we going to look at the next half of the year? What do we need to look for? And now start kind of start think about what’s 2021 gonna look like so I’m gonna share my screen.
D.J. Paris 4:41
Great and we’ve noticed as well and I’m sure your agents have is that you know, here in Chicago in the Chicagoland area and I don’t know about Wisconsin, Indiana, Michigan, although I imagine it’s similar as things are back real estate is back and it’s our agents are as busy as ever.
Ryan D’Aprile 4:56
Yeah, it’s it’s we’re back and we’re in action. In fact, there is not enough inventory out there. Yeah, that’s that’s our issue. And that’s across the board. Things are flying off the market. And so we need some inventory out there. And so you really need to be working with your prospective sellers and explaining to them and educating them if you’re selling now is the time because the supply is low and demand is really high. When supply is low, and demand high price goes up. So now’s a really good time to position yourself to market your home.
D.J. Paris 5:26
Lots of multiple offers
Ryan D’Aprile 5:29
a DJ, um, it says, sharing disabled I think you need allowed me to share my screen when I was disabled. Attendee screen sharing. Yeah. Should be good now. All right. All right. Okay, cool. And I’m gonna go to my desktop, share this. And then I’m gonna need my picture out of the way. So let’s, let’s let’s Yes, and for all
D.J. Paris 5:50
of our listeners who aren’t watching this, I’m going to be describing as well, to make sure you have a good idea of what what we’re looking at here in a moment.
Ryan D’Aprile 5:57
Yeah, and I blacked out our agents name and whatnot to protect the innocent hair. Um, and loosen us up. Okay, so we’re looking at a snapshot here. This is a an agent at a couple of different agencies, some different examples and perspectives on this. So here’s what we need to start looking at, you know, do you are you do you have an understanding where your business is going and where you’re going to end up, we have something over here called their current year forecasts, this comes in and this is for the agents that use this tool, okay, that are active and engaged. This forecast usually is pretty spot on within $1 million, and $1 million in volume is very low. You know, it’s not low, but it’s not that the delta is not that big there. So this agents goal you could see is $15 million.
D.J. Paris 6:46
So the annual sales goal is 15 million, their forecast, according to the tool is about 15 million.
Ryan D’Aprile 6:54
That’s exactly right. This agent has closed 8.67 5 million year to date with another basically $3 million pending under contract. So you know, approaching $12 million. And then I’ll show you if we come over to here we have some pie charts representing these other two. So this agent has $965,000 in active clients and 2.6 million and prospects. Now, this
D.J. Paris 7:19
two points, could you explain Can I Can we back up just so what is what is active so you have 965,000, inactive prospects, and then are active clients rather. So those are deals that are pending, that haven’t yet closed?
Ryan D’Aprile 7:32
No $2.8 million is pending, that’s undergone attract, okay? This person has $965,000 in either people in a car with thumb or listing that is active. If you can go down to prosper, Lutz’s prospects. The next slide show, we show you the we break up on how the active are, then we have your prospects at your pipeline. These are people that are not yet listed or not yet in the car with you. This dollar amount only goes in here if you rate them and we tell everybody you need to be 90% Certain they’re going to transact this year. Because if you are then they go to here because so you’re gonna see we have warm closing this calendar year. Cold that’s they’re gonna hire me. Cold closing next calendar year. What I like and enjoy about this is this particular agent can tell they already have $5.5 million booked for next year. Yeah, it has nothing to do with what you’re seeing up here. Now this agent’s goals $50 million. And it’s it’s not even July yet. And they’ve already sold or have under contract $12 million, I’m pretty certain this agent might hit a $70 million year here, the delta is $2.6 million of prospects and how well this actives if the homes are priced properly. So exactly. And so I’ll move off the slideshow. But these are things that you This is a slide but we could actually click on this. And we could click on that. And we say how well are you in tune with these individuals these certain that you’re not certain that they’re going to hire you? That’s about a million and a half dollars of business? You know, so we could click on it, we can really get granule is that the right word? With this particular agent and ask what are you doing? What’s the marketing collateral is getting in the hands, so they know you’d really like to really trust you? Are you in tune with them? And what’s your compat competition? And then what’s the lead source? Because the lead source really indicates the probability of them converting or not so
D.J. Paris 9:20
so just to let to let our listeners know what we’re specifically talking about right now is Ryan’s got a chart that lists all the prospective all the prospects in a pie chart, basically buy warm, warm, cold, there’s a couple different versions of cold, basically warm and cold. And so the idea here is that you can see on this individual’s chart that there’s about 11 some percent of his prospects for next year’s pipeline, that we’re not sure which way they’re gonna go. We’re not certain. They’ve been identified as uncertain. So it’s about 11% of their, their their pipeline.
Ryan D’Aprile 9:55
Right? Correct. And for those that are listening to the podcast, you know, I’ll encourage you to Go to the keeping it real Facebook page. So you could see these visuals here, because it would really help you out. And I really like to coach, you know, with the whiteboards and the visuals and storytime because it helps individuals learn. And, you know, incorporate this data better. So I really encourage you to go and and look at this. By the way, we
D.J. Paris 10:17
will also put links to these slides for Brian, if you can make them available, as long as all the appropriate information is removed, but we’ll we’ll make those available for as well the notes,
Ryan D’Aprile 10:27
thank you. Yeah, we have all the intellectual property, protected analysts stuff as well. This is our good beta, beta right here. Alright, so let me move on to the next one. Okay. So let’s put so this is how you could forecast and look at your business, okay, and get an understanding, this is how real estate agents and we have this for mortgage lending as well. This is how you have to run your business. So many people drive blind, and it’s the thing that I dislike about this business the most, it’s why I built this is I cannot see how we could just go into this business and just see where what happens, you know, just where’s it going to come I don’t like being that, you know, paper cop in a parking lot, going whichever way the wind blows, you know, I’d like to set you know a goal, right. And then I’d like to know what actions I need to take to get there and then like the monitor, and then here I am in July coming into July, what’s my next year shaping up to be, and that’s not these coordinates that they’re gonna hire me these are, these are this and I could scroll down and we could look at the prospects lead sources. This is a snapshot, the next snapshot will give me a better version of this to show you guys. So let me get out of here. And let me open up another one here. So this is another agent within the organization on here. This agent does a little bit higher volume, this agent goal was 35 million and behind this year, and is forecasted to do about $39 million in volume, you see that the agents close their two and a half million year to date, and has another basically 9 million or $8 million $8.3 million pending, so year to date, this agents that $22 million dollars, but what I was able to do is I was able to take a tighter snapshot to come down and use some coaching things here. So all of this is drawn up to help really Roadmap process map for our listeners and our viewers here. How you look at sales is not an art. It’s a process. Yeah, um, you know, and it’s, you know, there’s little bit art, but it’s majority of process. And I look at it as a manufacturing process. So let’s look at a couple of things here. So, so the agents goal is to do 35, our forecast has this agent at $39 million. Now, what are the what are the X factors out there? Yeah, well, this agent has $10.7 million in active clients, I mean, buyers and sellers. So you see, I have a question here. What’s your client next, buy versus sell. So it comes down to here. And you see that this agent has 79.4% of the business is listings, these are active listings. So pricing is important for an accurate forecast. So when I work with this particular agent, we’ll look at that we’ll click on that pie chart, the listings will come up, hey, where are you? How long have you been market? How price are there? What’s the dialogue you have in your with your seller? What’s the sellers? Why you got to know the why. So you can help guide them to where they want to go. But so if you take that out, right? I mean, not all buyers buy, not all at the listing sell. So that’s where you know, this particular agents at 20 million as your date. That’s fantastic. But we have about $17 million of what apps you follow, I’m saying, but if we could work on this on a weekly basis and be aware and see what’s going on, we’re better able to manage our day to day activities to ensure that $17 million of business that this particular person has booked. Right. Right. Well, close. Not to mention, we have six more months a year left. So I mean, there’s a really good chance that this particular agent does hit the $40 million mark. Not bad for the fifth year in real estate, right? Wow, that’s
D.J. Paris 14:10
really not bad.
Ryan D’Aprile 14:11
Yeah, this this is not a team. These are individuals by the way. So let’s look at a couple of things. So again, I come over here and so I said, Alright, let’s look at it accept what your client next buy versus sell. Well, we know that this person has $7 million in active buyers just by looking at this and $3 million, excuse me listings and $3 million a buyer so when I worked with this agent, I’m gonna say let’s look at your pricing. Let’s make sure that the seven and a half million dollars a business is going to sell How are you priced? What’s your strategy? Where’s your Case Shiller where’s your broker metrics? How are you informing and educating your client? What is the conversation going? Are they just asked me about your marketing? Are you bringing to the slide plying demand? Are you talking about national pricing? Are you talking about national supply and demand? Are you talking about the regional Chicagoland or the Southwest Milwaukee or Wisconsin or In the northeast Indiana pricing, and then supply demand, and then your local, you know pricing and supply demand, there’s so many factors that you have to bring in and let your sellers be a part of the conversation. That’s how we’ll be able to ship and look at this. So that’s why it’s not just the technology. Okay? That’s why we say we’re a coaching company. It’s really getting granular with this and, and understanding what’s going on with these individuals business. Right. So
D.J. Paris 15:22
right, you’re, I’m sorry to interrupt, but you’re making a really important point, I think, which is to say that we have this, this x factor of a lot of a lot of money at play here, the vast majority of this particular agents, current deals that may or may not close our listings. And so this now, yeah, this now begs the question, How are we doing with each one of the pricing on those listings? And what are we bringing? What do we bring when we do need to adjust a price? And when we do need to adjust expectations to the seller? What data and facts do we have to actually backup the claim so we can actually get this property sold? That’s really, really an important point. I’m glad you brought that up. Yeah.
Ryan D’Aprile 16:02
And this is how serious we take this business. Again, this is an agent five years in the business, this is almost a million dollar income earner, okay. And it’s like, hey, partner with somebody really work closely in this business. And, and boy, that’s, that’s a lot of money to make. But it’s also a lot of money not to make, once you get there, you got to maintain it. Right. And you could take it from various levels, the other particular agent that I was, and, you know, that’s a 300 plus $1,000 income earner, right? We work on this on a daily basis, we know where our business is, you know, and there are individuals that will log into their dashboard, or what we call ours in our dashboard, that’s where the name is it. And, you know, once every four weeks and there’s there every day, every day, and it’s it’s really, you know, your, your attention is where your intention goes, right. It’s what are you focused on? And, and this is why these this technology is incredibly important to have. But it’s, it’s it’s a two way street, man, it takes two to make a single Right, right. So it’s not just the technologies to human beings driving it behind there and, and tell everybody you want to get in your car and drive blindfold, why are you running your business plan? Right. So let’s, let’s move on. Let’s look at some other parts of this. Okay. My cursor moving around? Yes. Okay, great. So now, I want to look at this prospects $6.5 million prospects, right? Yes. Which only the warm are going up here, right? I highlighted the 6.5. To show you we don’t take cold next year and put it up in here. That’s why the forecast is accurate. But what’s the lead source on this right now and on this prospect, right? I know that seven half million hours of active listings, are active clients are listing. So we just talked about how do we help you there with the pricing. But now we have 6.5 million hours of prospects that you’re seeing are warm, I’m going to close this year. What’s your lead source? lead source is going to tell you everything? Yes, your number one lead source is your network. So you can see she’s got 25% of leads, or his leads are from a network of 57% referrals, correct networks stronger than referral network? Yeah, girl networks stronger than Open House Open House listing leads are probably pretty equal, you know, purchase web leads are probably the least, you know, effective. But regardless, now we can have a conversation on the strength of this warm pool. And what are the activities that you’re doing with that? 57% That’s referral network. I hope you’re not just sending them listings from the MLS. I hope they’re getting marketing collateral in the mail. I hope they’re meeting you with them with a cup of coffee. I hope you’re engaged with them. There’s a lot of money at stake here. And now we’re able to have a dialogue about what’s going on with your business. And then we come over here to prospect status. But
D.J. Paris 18:50
any questions? I have a quick question. Yeah, sure.
D.J. Paris 18:53
Question for you. So we’re looking at this is a very successful $35 million goal. You know, broker, they’re obviously they’re probably on pace to do 40 million or so. And I’m we’re looking at their prospective lead sources. And so at the chart we’re looking at, it’s about 15% is coming from their existing sphere of influence, otherwise known as their network, and about 57% is coming from referrals from their network or from their previous from previous clients or network. My question is, what is a for you’ve seen obviously, this is a very successful agent. Is that a pretty typical breakdown? About 15% of the prospective future business is going to come from your existing network and then about almost 60% coming from referral, or does it normally look different than that?
Ryan D’Aprile 19:41
It looks different. It depends on the activities of the agent. Got it? It really truly depends on the act, you know? Yeah. I mean, you know, I’ve met agents who 90% of businesses come from Facebook, see me from Zillow, right? Yes, it’s your best lead source. Two years later, after coaching 80% of business come from their network, right, you know, And then it starts, and then all of a sudden they’re fit the fit the network and referral network. So it depends on the point of your career, how well you are with your network. This particular agent is got so much from referral network, this because this particular agent does such a good job with their network Yeah, that they get a ton of referrals from it. It’s so there’s no like, it just really depends on the makeup of the activity of the particular agent.
D.J. Paris 20:25
But it’s a good point for all of our listeners to think, do I have a system in place that is actively tracking where my clients come from, you know, what am I projected to do this year? How warm are the leads and clients I currently have? And how do we actually use that data to then improve our efficiency and effectiveness. And most Most brokers probably, maybe they have a tool, most firms are going to provide some version of a CRM, but certainly not a lot of analytical predictive tools, like like we’re looking at. But I suspect many of our listeners are thinking, you know, boy, I really love to have a predictive modeling tool like this.
Ryan D’Aprile 21:04
So we saw I pulled up that referral network, it comes out the $4.3 million of the $6.5 million. Remember, this particular agent says, Hey, I’m 90%, certain this business is going to close this year. That’s why the forecast has 39 million, right? This particular agents close $22 million a year to date has another $10 million in active, let’s put it 32 million hours, let’s figure out how pricing is we make that sure that’s a real 32 mil. And then if $70 million, that not yet signed listing agreement, they’re not yet in the car with me. But I’m 90% certain of that $4.3 million of that is a referral from your network. That’s not your network. That’s a referral for network. So they’re one step away from being a stranger to you. So a little thing, how engaged are they? Do they know you? They trust you? Do they like you? What actions are you taking to increase your percentages of the conversion? And so we’ve looked, so
D.J. Paris 21:49
I want to pause just for another second. So Ryan just said something really, really important. So he said, Hey, look, we’re looking at this agent 57% of their prospective business, is referrals from their existing network. These are, as Ryan said, you know, they’re sort of second tier from best best are your existing network. These are referrals. So they are at risk. So then Ryan saying, How engaged are you with each one of these clients now that we see 60% of your your future income is going to come from this referral network? Are you doing enough to stay engaged? Do they trust you? Do they like you? What are you doing to really deepen that relationship?
Ryan D’Aprile 22:25
Absolute? Absolutely. And then we’re gonna look at the statuses, right, right. So we’re looking at a stat now remember, we are in prospects, okay? We have statuses for active, we have statuses for pending. So I’m just giving you a snapshot of the prospect stuff here, right. So you know, schedule listing consultation on hold needs to sell a home before buying, listening presentation, there’s so much we could dive into this stuff. So there’s times you’re going to work in your business, there’s times that you gotta work on your business, there’s times you got to just stop and pause and analyze your business. And where are you and where are your actions. And that’s why we call it an entrepreneur operating system over CRM. Okay, so this is our ELS, this is our dashboard. So, anyways, so I just went over through this with you, and I’m going to skip it here. And then I’ll show you another element here. Oh, closely, sources come down to close. Okay. So this particular agent here, and I just highlighted a couple of things right now I’m gonna close pie chart. This particular agent is close $7.3 million from their network directly this year. And I can highlight, you know, tell me, what, how much came from the referral from the network? How much came from listing leads, how much came from open house, right. And it does a couple of things. It makes the agent aware, but it also programs agents, subconscious mind of how important this network is to your business. So we have a saying, Your network is your net worth. Right. So what is your what’s your marketing campaign? what’s your what’s your own personal campaign, to being engaged with your network? What are your activities? And how conscious are you? And how many hours a day are you spending on this? You know, we do we are not the cold call approach in our company. In fact, we don’t even make calls you know, it is pure, personal, it’s pure relationship based. You know, our businesses life consulting, it’s not selling homes. That’s why I don’t think the disruptors really have a chance and after 20 years, they’re still losing hundreds of millions if not billions of dollars trying to cut the real estate age out. That’s like, Look, you guys this is this is a high emotional transaction. We are having really in depth conversations. There are tears being shed, there’s hands being held. Damnit, I love this business, you know, and how much involved we get in with it, but it’s because of the emotional experience people are going through when they’re moving themselves or their family and they’re, they’re taking these huge shifts. Well, you know, they’re going to hire the people that they know that they like and they trust. So if you want to build your Business, you better have a network and I don’t care if you don’t have one, you’re getting into business and you say, I don’t have a network. So what we’ll build one over two years.
D.J. Paris 25:08
Also, I want to make make a point on this slide too. That’s a small point. But an important one, that according to this, this agent, they have about 10% of their future predictive business is coming from open houses. So you know, just a quick reminder that if you’re not doing open houses, boy, you’re missing out. And I imagine Ryan,
Ryan D’Aprile 25:28
when 4 million that’s $4 million, by the way, and just open houses.
D.J. Paris 25:32
Amazing. Yeah. So I’m sorry. And then No, no, no, I just wanted to make the point that then the question becomes, okay, how do we then increase the relationship with that lead, and now they now they move from, you know, from a open house lead to, to a warmer lead or? Yeah,
Ryan D’Aprile 25:49
correct. Yeah. And you know, what an open house lead is to it’s your open house lead is your future network? Yeah. Which will then refer you people, so network referral. So that $4 million, could turn into $60 million, over the next two years and referrals. It’s a great business, if you are driving blindfold, right. So you need to know your business, you need to look at it. And it’s something to be taken serious, right? It’s something that it’s going to take work, it’s going to take your time, it’s going to take your attention, you know, get the right neck technology, we are actually in next year going to be you know, we’re offering this to other companies and other real estate agents. So starting in January, February, people can actually purchase this technology and start using it. But you know, if you don’t get something, it’s out there, you need to track your business. And you really should work on this thing. It should be open, every, you know, five days a week, for one hour, you should be somewhat in silence, looking through it. And then Gosh, get somebody else to look at it for you, they’re going to see things that you don’t see, that’s where the coalition comes into play. And
D.J. Paris 26:59
that’s to, again, just the art of writing it all down. And having a system where you can look at your active prospects, you can look at their wise, you know, you can look at where they’re at, in the sales process, and then start to figure out okay, they’re here, how do I get them to the next level? Is it Do I need to engage them more on a personal level? Do I need to pay more attention to what they’re doing? As Ryan says, use social media as research and development? Find out what they’re into? So you can have those conversations? Yeah, yeah. Your research and development you like you remember? I do like that. Yeah, it makes it makes perfect sense is Facebook is not just a place to necessarily promote your listings, although you can certainly do that. But you can also use it to deepen relationships and the but one of the best ways to do it, is see what your, your, I mean, it’s funny I was, I was just on vacation for a few different times on the last month, we’re very lucky to be able to do that. And, and whenever somebody would post a response to one of my dopey Instagram, you know, photos of me and my girlfriend, you know, it just makes you feel like they’re noticing and paying attention. And this is something you’ve been teaching Britain to do it an authentic way, of course, not just to write write comments to write comments, but to say, wow, you know, many people did that. And it does. There’s a psychological satisfaction of having somebody acknowledge what you’re doing on a personal level, and sort of celebrate that with you. And, and that’s one of the ways just one of the many ways you can use to deepen relationships.
Ryan D’Aprile 28:22
That’s correct. Absolutely. And it’s not about you, it’s about them, it’s by your network. And the number one. Gosh, I can’t remember the name, but its significance that the, the psychiatrist who came up with it, I can’t, I can’t remember,
D.J. Paris 28:39
maybe, Abraham Maslow, maybe he had a size lock you have
Ryan D’Aprile 28:43
your brilliant hierarchy of needs. Number one is significance, you were looking for significance to be significant, make him feel significant. And Facebook, as in Instagram, are amazing tools to research your network, and then develop relationships with them by giving them significance.
D.J. Paris 29:01
I guess the point of this entire conversation is, is about you know, having having a modeling system, having something that that you can look at that isn’t overwhelming, but at the same point gives guides you with the help of coaching, or someone else that can help you but basically looking at what what’s the future look like? Where are your clients coming from? Where are they at currently? And then what are the drivers to actually increase that that production? And where are the deficits? You know, oh, gosh, I realize I’m maybe that agent goes I’m only getting 10% of my business from open houses, I need to do more open houses, or maybe they say, That’s exactly where I want to be. The point is, they know, because it’s there, they can make that decision of what that number means to them. But if you don’t know you don’t know and and if that agent goes, you know, I really didn’t do that many open houses this year. I’d like to I’d like to double that because I’m gonna that’s going to increase the number of people that enter my network. And you know that again, whatever decisions they want to Make based on the data that at least they’d have the data to be able to then figure out where they want to go from there.
Ryan D’Aprile 30:06
Yeah, well, we have other, we have other elements of the of this. And we, you know, one is what we call our network tab. And we categorize them all differently. But the Network tab is, you know, this now moves into what activities are you doing to drive stuff for that snapshot? And then we then we get to the coaching and then we can the analytics on? How well are you getting significance to these people’s life? How involved are you? How well do you know them? How well do you know them, read about them knowing he was about you knowing them, which is counter to what we must think, you know, there’s the marketing is the marketing should be simple, set it, forget it. And it’s more about consistency. And, and, and then then it’s your, the, the base, the base of your concoction should be your relationship building activities. And you get that right, just like you saw the lead person, you’ll be doing anywhere from 15 to $40 million. Again, these aren’t teams, these are individual agents, five years ago, weren’t in the business. Incredible, following the system being coachable. That’s the most important thing. You know, some people just aren’t coachable. But if you can be coachable, and follow lead, you’re gonna get, you’re gonna get these results. I was not seen or met anybody that hasn’t achieved these types of results I have who haven’t followed it, and I’m sure freestyled and that’s fine. But if you follow, you know, this GPS system, it’ll get you to where you want to go.
D.J. Paris 31:42
One part of it too, I was at an event not that long ago, and somebody raised their hand and they said, Oh, you know, my friend decided to go with a different realtor. And it really bummed me out. And it was probably her first experience. And of course, that that happens to all realtors. It certainly can happen to anybody. And I wish I would have said to her at the time, I didn’t think of it until afterwards was, well, okay, let’s let’s just, you know, look, things happen, and you’re not going to win every deal. And sometimes your friends are gonna go with someone else. But you know, what were you doing along the way other than just assuming your friend is going to work with you? Were you did you know, their their birthday? Did you call them on their birthday? Did you find out what their work anniversary is? You know where they work? Are you checking the news to see if anything’s going on at their workplace? So you can reach out and say, Hey, I just saw this is happening. How you doing? Or, you know, what were you doing to deepen those? And that’s what your CRM allows people to do?
Ryan D’Aprile 32:34
Yes, ELS I’m just teasing you. But yeah, but also, DJ, what’s really important for the psychology of us, as producers, salespeople, right, whatever you want to call us real estate loan officers, is that you have to take the bad with the good. Yes, yeah, you’re not going to get them off. And it’s Sure, okay, it is okay. As long as you’re controlling the controllables, which of your activities, you’re going to get to eat at a time. You have to lose the tail. It’s not a big deal, though. I mean, it hurts, I get it. But the best way to recover from that is realize a look at the abundance of other businesses that business that already have. That stinks, but look at what else I have. And look at the more that’s coming. And that snapshot, right, that diagram will show it to you. It really comes into play in February, when you know, we’re just starting our year, and be like, gosh, I don’t this year is going well. Look your forecast your forecast to do a million dollars. I didn’t think about that. Yeah, what do you click on this tab and look at it, you know, if you are 90% Certain are going to transact and sure you might not have anything going on for the past two weeks there was just getting over the holiday hang overs. And they’re, you know, just get back in the groove. But we have 10 more months of the year. And here’s where you are. So a lot of success in our business and life in general. 80% of it is really your mindset and your attitude. And you really got to take the time to to get yourself in that right mindset use this tools and this technology be like, hey, it’s there. And yeah, you have a real estate agent and their friend use somebody else. It’s okay, it’s going to happen. What else do you have? What activities are you doing? What are you controlling? What controls do you have control over? You don’t have control over that. You have control over your activities, your daily activities and what else you have in the pipeline.
D.J. Paris 34:24
And we all know this, when it happens, what we when we when we lose a deal or or when we you know our business isn’t exactly where we want it to be. We pretty much know where we fell short or where we if we screwed up where we screwed up or but what we what we don’t often think about is how do we look at everything in a snapshot format, like how do I actually see where I’m at? And then I can actually go and figure out what are those daily disciplines to that I can start doing now to actually course correct. And that’s again, this whole idea of actually being able to see your future business in front of you and your current business really tells you the full story and tells you where you need to make adjustments. And if you don’t have that, you’re just reacting to things, one offs as they’re coming in, somebody doesn’t use you and it devastates you, and instead, of course it does. But then you can go back to your snapshot and say, You know what, but I’m closing 80% of the other people that are that are choosing to work with me. So I’m so okay, I’m going to assume a, you know, a 20%, or whatever number that is. But if you don’t know that everything just seems like the biggest deal in the world, because you’re reacting to it in the moment.
Ryan D’Aprile 35:29
Totally, totally. And you know, and then it
Ryan D’Aprile 35:31
comes down to or it’s a numbers game. Sure. I mean, it really is, I mean, 16% of your network will transact every year. So if you have 200 people that you are actually dedicated, and creating relationships with them over the course of a lifetime, or even a career. And if you do it properly, for a good first 12 to 18 months, you’re looking at 32 to 64 transactions every year, just those 200 people, it does not include referrals from them, there’s so much out there, and for the agents out there that are listening to this, and I say, Well, I don’t have a network. What’s because you’re choosing not to write, and we have a plan. Right. And I don’t mean like we as a company, it’s just it’s easy. It’s simple out there, it’s like, it’s, it’s, there’s a plan to have a different lifestyle, it’s why you got in this business, you know, follow? Follow the direction Get, get get somebody to help you out there and create a network. Sure, I’ll take a year to two years.
So what I mean nothing, you know, that comes quick, last
long, I guess, or whatever the expression, you’re right, you know, I mean, it takes it takes work, you know, everybody overestimates what they can achieve in a year. And they underestimate what they can achieve in a decade. And it’s the short sighted that’s foolish. It’s the not looking downfield and thinking long term is thinking, like do this for a year and a half to two years will come in life look like the next 710 20 years out. And there is that compound effect, that if you do this properly for just 12 months, and then continue it every year, every week, every month, every quarter, and every year out. Everything gets easier, life gets easier, you get more time you get more business, and you have more time to family, a lot of good comes from it. But it’s you, it’s you that needs to work, it’s you that needs to change, it’s me, that always has to change. If I want more, I’ve got to become more. And it’s just loving the process, loving the journey of working on yourself and working on your business.
D.J. Paris 37:41
Well, it’s the same thing you’ve always said about health, if you want to have the energy to be able to support all of these clients, if you want to get for example, if you’re a $2 million producer, and you want to get to 20 million, and that’s your goal, you better have the energy of a $20 million person, I don’t mean the energy of a showman who is able to I mean the energy to support that many clients. And so it starts with everything counts, right? So if you’re thinking, Okay, I’m at 2 million, but I’m tired all the time. It’s like, okay, maybe it’s now time to evaluate, you know, my diet and exercise routines. Because maybe, maybe there are things I’m doing to sabotage it Not intentionally, we all have challenges, but maybe there are things I’m doing that aren’t supportive of getting to $20 million, maybe I’m not reaching out to my network enough, maybe I’m not deepening those relationships and, and having having a snapshot like that, again, tells the beginning of the story of okay, here’s where I need to go from here, here’s what I need to do.
Ryan D’Aprile 38:35
And remember the snapshots 20% of it, but but you’re going back, I was telling my wife the other day, you know, it’s like, I’m like an athlete, I got to take care of myself, because there’s so much I’m doing there’s so much energy going on. You know, I love that class wine, we just can’t happen five, you know, we want to, you know, it’s there’s just a lot of demand that this business calls from you as an individual. You really got it, you got to take care of yourself.
D.J. Paris 39:07
Yeah, so I think that’s a great place to end up. And I encourage everyone to watch if not, not for our own download count. But I really want people to if you’re listening to this, I really encourage you, as Ryan said, we were going to this will be on YouTube, this will also be on Facebook. And we have the slides in the notes of but I encourage you to watch because as Ryan was talking, he was highlighting things he was showing you with his with his cursor what he was looking at, and it’ll certainly make a lot more sense. And it’s really important to see the visual here, because it’s really neat. And if you find yourself saying I don’t have that, well then either find tools that exist that do that Ryan is going to be releasing his entrepreneur operating system, you know, Nick early next year, or if you’re here in the local Chicago area or Michigan, Indiana, Wisconsin, Ryan’s you know, they have offices and they offer these tools to their agents of course, in addition coupled with the coaching, so it’s one thing to have the tools, it’s another thing to have somebody helping you look at it and go, Okay, here’s some opportunities. Here’s some adjustments to make. And Ryan, if there is, if there are agents out there that are interested in looking to see what your firm offers, should what’s the best way? Obviously, they can visit the website deep real properties.com? What if there’s a contact form on there? Is that really the best
Ryan D’Aprile 40:23
way? There is? Yeah, I mean, we have we have HTG coaches at the company, you could call them my cell phone. I’ll give it out. 312-590-6416, Texas, probably easier. We’ll get you in, we’ll have a conversation with you. You know, talk about a plan the future you know what you want, and then we’ll just create a diagram to help you get there. It’s, it’s simple. And now’s
D.J. Paris 40:49
a great time to think about systems. What are the systems I have? And where can they be improved? And having tools like this and coaching like this is really what helps, again, everyone listening, you don’t have to do this all yourself there are there is everything by yourself? Well, every professional athlete has a coach and probably in the world. You know, maybe there’s
Ryan D’Aprile 41:10
beyond that. It’s like, you know, it’s not even like marketing. You know, let’s just take it over for you. Let’s just take it over. Let’s do it for you. Let’s do that. You get you know, Sharma I love this man. His expression is distraction is the oh my gosh, what is it distraction is the enemy of progress, distractions, the enemy of progress, you know, dial in, you know, dial it in to what adds the most value to your business, quite honestly, that you and your relationships you have the transaction outside of it kind of comes automatic. But then there’s people that coach you on those facts and what you need to do.
D.J. Paris 41:48
Yeah, get the tools, get the coaching and continue to listen to our show, because our show is all about both of those things, coaching and tools by listening to the top producers we interview as well as coaches like Ryan, you know, this is what the show is all about. So as we’re wrapping up, I want to ask the real the the listeners who are mostly realtors to do two quick things for us, one to help support our shows, we continue to bring this great content to you. Please tell a friend think of one other real estate professional that could benefit from hearing or watching this particular episode and shoot them a link, somebody that you know is trying to get to the next level and maybe doesn’t have the tools in place, show them that these tools exist, send them over. And hopefully that will help grow them grow their business and also helps us as well. And then the second thing is to please follow us on Facebook. So we broadcast every episode live as we’re recording it with with video on Facebook. And we of course post an article every single day that we find online specifically written to help you grow your business. So that’s facebook.com forward slash keeping it real pod. Also any agents in the in the Chicagoland area, Indiana, Wisconsin, Michigan as well. If you’re looking for a firm that offers these kinds of tools and coaching D APR properties.com is the place to go. Or you can text Ryan as he gave that number as well. So, Ryan, thank you so much once again, and enjoy Lake Geneva and I’ll hopefully be coming up there soon bothering you for a verb boat ride or something on the ball. Sounds good. Well, CJ.
Ryan D’Aprile 43:21
All right. Thanks,
D.J. Paris 43:22
Ryan. Take care. I’ll see ya
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