As I sit here in the last few weeks of the year, and the market slows down for Christmas, thoughts run through my head about all that has happened to me in the last 12 months. Where would I start if you are not following me on YouTube, Instagram, Facebook, or part of my ZTD Real Estate Coaching Network. I started the year coming off of back-to-back $600,000 years as a single agent, and hungry for more. I had been working on a coaching company late last year as I did my first speech in Biloxi, MS a the RE/MAX Tech-N-Touch, and finished my first book, Zero to Diamond: How to Become a Million Dollar Real Estate Agent. From then to now, I never thought I would be sitting where I am now with over $1,000,000 in GCI as, over 100 coaching students in my real estate coaching program, a second book finished (List to Last), married to the love of my life, living in a house we built 5 minutes from the beach and our office, and lots of lessons learned going into 2018. Through all the success I had over the past year, there were plenty of failures and disappointments. It’s not easy to maintain a million dollar real estate business while trying to start an incredible coaching company that spends 50% of your time and loses money. But, I think it’s the tough part that keep me going. If it’s not hard, I don’t like it.
Through all the pain and mental suffering of trying to build a business from scratch and a huge following, I have learned so much and adapted to the situation. I feel so strongly that this is just the beginning of something big. I am passionate and believe 100% in my soul that I can single-handedly effect the failure rate in the real estate industry in a very positive way. The principles I am preaching to agents around the world is to work harder to call more property owners using my low pressure phone scripts designed to sound friendly and establish lifelong relationships. I want agents to value the prospect over the transaction every time. And, to stop doing the things that don’t matter like picking the perfect CRM, or getting your Facebook ads going. Look, nothing matters whatsoever except for talking to as many property owners as you can to see what you can do to help them (buying or selling), and establishing relationships that will last forever. PERIOD.
If you are complaining about not having enough closings, and you are not making phone calls, that is a tough situation. I really don’t know what else I can tell an agent to do that will produce immediate results. Now there is a right way to make phone calls, and a wrong way. The right way of course is to not go after deals, but relationships. The wrong way is just the opposite. I know an agent that made over 250,000 calls this year and didn’t even sell 50 properties. This is because he is going after deals and the prospects see right through it. Therefore, no relationship is established. This is a waste of precious phone calls. Its fine to screw up at first. The first step is to just make calls in order to get over the fear, but the next step is to evolve your script philosophy behind the calls into what produces massive results now and in the future. The goal is to build a huge database full of long-term opportunities, and fill your pipeline up with deals you can close today at the same time. If you can master one script that accomplishes both short and long-term value all in the same conversation, then you really got something. That is what I have created after over 16 years of making calls and figuring out what works and what doesn’t work, as well as what the overall philosophy needs to be. Not deals. Who cares about a deal? Deals come and go, but relationships are forever.
Agents come to me all the time and tell me how bad they want to succeed. They say they will do anything. That’s when I ask, “How many phone calls do you make and who do you call?” Come to find out, they aren’t making any calls, and if they are its just a few FSBOs and/or Expireds. If you want success so bad you can taste it, like I do, then unless you are on a team getting fed leads or have a parent that is in the business willing to spoon feed you deals, you better be on the phone all day/every day until you are so busy you can’t handle it all. You want to be overwhelmed with business. In order to reach your full potential, you must stay right at your breaking point at all times. You breaking point is having almost more than you can handle at all times. I call it keeping your cup full.
Real estate is not hard. The problem is that 90% of agents find excuses not to make calls. PERIOD. End of story. Nothing else. Even if you don’t know what to say, just make calls and screw up over and over until you start figuring out what not to say. I don’t care. Just do it. Otherwise, you are doing things that do not matter.
Here are my four keys to long-term success: Believe, Work Hard, Adapt & Be Patient
If someone is not successful, or as successful as they want to be, I can have a 10 minute conversation with them and tell you which of the four keys to long-term success that they are missing. Be a full package for me. If you are reading this, I want you to succeed probably more than you do. Why do you think I would take a hour out of my night to write this blog to inspire you to take action and be the best you can be.
And, just so you know, I am not going anywhere. I will be right be pumping out blogs, podcasts, videos, episodes, books, speeches, emails, and soon all kinds of forms of content we don’t even know about yet. All to inspire you to be the best you can be, and reach your full potential.
Keep your cup full…
Ricky Carruth, RE/MAX of Orange Beach