Lean Into the Storm: Uncertainty is your Growth Window - Ep. 92

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Yo, y'all, welcome back to another episode of the High Value Agent Podcast,
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where we inspire people to create a better life through real estate.
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The next six months, the next six months,
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there is going to be a level of uncertainty that is going to cause or create
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or produce two kinds of agents.
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The agent who actually shrinks due to the uncertainty and the one agent or agents
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who separate themselves from the pack.
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Two kinds of agents.
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The ones that become victim to the uncertainty in the market and the ones who
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become victorious. Yes.
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The next six months are going to determine who you really are.
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And it's not going to be about marking conditions. It's going to be about who
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you really are and who you decide to be.
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When things get tough, do you pull back or do you embrace it and lean in? Answer that question.
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When it gets harder, do you run away, put your head under your pillow and hope that it goes away?
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Do you pull back or do you lean in and run towards the storm so you can run
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through the storm and come out better?
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Now, what I want to do in today's message, I want to actually give you key focuses
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that you can implement, that you can,
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commit to be coming and or doing, right? Because you do to become.
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These key focuses will be, will help you become the agent that you need to be
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to separate yourself from the pack, okay?
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So I want you guys to take notes. This is going to be a good one.
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First thing, you need to be bold.
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You need to be bold. You need to be bold in your reach out attempts.
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You need to be bold when you ask for the signature.
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You need to be bold in your conversations, the ones that agents normally try to avoid.
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You've got to be bold. You've got to tell a story, right? You've got to be able to actually...
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Help people under, like, the energy that you're going to show up with in your
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business, you got to make sure that it is a bold type of energy.
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Now, I want to share an example, okay? So, back, this is now six years ago when COVID happened, right?
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Majority of the world was stuck.
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Stuck. They didn't know what to do. Now, if you were in real estate,
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right, when we don't, if we don't go out there and hunt and go make things happen,
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we don't, we don't get paid, right? We're not able to feed our families.
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I mean, there was so much, so much craziness happening in the world.
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And as a real estate agent, I mean, you didn't even know if you're going to
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make it the next month without being able to work, right?
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And I remember we were a small team at the time.
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And I remember as soon as the whole COVID thing happened and they did the shutdown,
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I hopped on a Zoom with my team and I said, we should be excited.
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Not the fact that people are getting sick and all this new, you know,
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the chaos, but we should get excited about the opportunity that is in front of us.
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This is one of the most opportune times for us to really show who we are, right?
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For us to be the lighthouse for our community.
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And if we do the right thing, we will come out of this even better.
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I remember telling the team that via Zoom. And when most agents just completely
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stopped doing, well, number one, most agents were already doing their prospecting,
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doing their follow-up, doing their marketing.
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They weren't doing that to begin with. So when the COVID stuff happened,
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they definitely weren't doing anything.
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Meanwhile, we've already built the habits and doing the proper activities to build.
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But we were going to change the
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message and the approach to become a lighthouse in time of need, right?
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And so every single day, we will still get together via Zoom and we would do
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our prospecting and we would do our follow-up.
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But we would change the message. Why? Because we made a bold move.
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We were going to reach out to the community and see how we can serve them.
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And we did that for three months, three months, three months.
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Like we didn't even bring up real estate It was every conversation was about
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How are you doing How can I help you,
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Do I need to bring groceries by Do I need to bring toilet paper Like whatever
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it was Okay The bold move Now I'm here to probably say 2020.
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Was a historical year for our team In production In production Because when
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When all the pent-up demand in the market, finally things opened up and that
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pent-up demand was able to be unleashed,
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guess whose phones were ringing?
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Our teams. Our teams.
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Uncertainty will reward whoever's willing to go first.
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Uncertainty rewards whoever's willing to go first.
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Be bold. By us being bold back then actually set us up for the next six years.
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And the growth has now stopped. Okay. It's number one, point one. Be bold. Point two.
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You have to keep the hunger.
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Do not get complacent. Don't get comfortable.
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That comfort and that complacency, that's the real threat to your production right now.
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Like that hunger and what it looks like day to day, that's making the extra
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call. That's showing up despite your feelings, right?
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That's knocking that extra door. That's making the extra follow-up call.
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That's making the extra post on Facebook.
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That's making the extra attempt to make sure your budgeting for the month is dialed in.
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That's the extra day that you decide to show up to the office when typically
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you don't show up on that Saturday or that Sunday, But you show up to get another hour of work in.
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The agents who stay hungry when it's hard are the ones who actually build something worth having.
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Well, you got to stay hungry. You got to keep the hunger. You got to stay committed.
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It's point two. Point three, you have to be available.
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You got to be available. Speed to, you've heard this before,
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be the lead. Speed to lead.
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How about speed to need, right?
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How about speed to respond?
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How about availability?
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Even when maybe you got other things going on, well, remember the season that
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we're in is we have to be available.
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Availability becomes the differentiator when clients are becoming more anxious, right?
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Now, I want you to really think about this. Let's have some discernment.
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Let's talk about the agent who actually will answer the inbound opportunity
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or will respond to that opportunity or will actually do make the calls,
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make the reach outs versus the agent who just does nothing. Or here, I got a better one.
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How about there's an inbound call that comes in. Most agents don't like to answer their phone.
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The agent who is available, they made the commitment to be available.
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The agent answers the phone call, but the other agent doesn't.
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Who do you think is going to have more opportunities captured?
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The one who's going to be available and answer the call or the one who's going
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to allow the call to go to voicemail?
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Okay. Very simple.
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And what available looks like, like identify that in your daily schedule.
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Right. I'm not saying, oh, I got to work 24-7. No, no. You can put,
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you can have boundaries.
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But when you're available, if your schedule says you're available at that time,
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be available, be available.
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Very practical. Okay. Number three, number four, your future is in your past.
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Your future is in your past.
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Here's the truth. The business that you are going to be able to turn into closings,
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like the opportunities that are right now available to you already in your database,
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past clients, your sphere, old leads,
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that is already there in front of you.
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You just got to make sure that you are connecting with those people.
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And that business is going to feed you for the future. Those opportunities,
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those people sitting in your database untouched They are going to be the ones
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to feed your future But you have to make sure that you connect with them, right?
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The next six months is not going to be all about finding new people It's going
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to be about reconnecting with the people that already know you Period,
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Growth right now isn't about finding new It's about reconnecting with the old,
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and so if you don't have a crm or a database with damn it what are we doing
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you don't have a business like what are we doing.
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You have to get your your shit dialed in you've got to get it dialed in right
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now right now and if you have a database of people reconnect with everyone in
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your database today today,
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and don't even talk about real estate again going back to the the first point,
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Being bold, like, yes, I want you to over,
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I want you to have the mindset that you are going to be bold in everything you do.
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And remember, depending on where you're at in your particular market, right?
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Make sure your message is going to be the one that your market will receive
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positively, positively, and reconnect with everyone at your database,
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right? Human to human, human to human.
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It's your futures in your past it's 0.4 0.5.
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Contribution and volunteerism. Contribution and volunteerism.
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Have the spirit to give, to contribute. Growth isn't just about your personal production.
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It's also about showing up for others.
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And what you give away will come back multiplied, okay? Whether that's your
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team, your community, your clients. What you give, you get back and it's multiplied.
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Applied. If you want to keep what you have, you got to give it away.
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Let me share with you real-life examples. There's plenty of people that I work
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with every single day that have a spirit of contribution, a spirit of volunteerism.
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They are stepping up for the team, they're stepping up for their class,
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they're doing things, they're going the extra mile, not expecting anything in return.
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And I can look at, A, I can look at just their overall mindset and they have
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fulfillment in their life.
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And that translates into their personal relationships too, right?
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I can look at their business and they are in momentum phase.
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They are building even more momentum. I can look at their income,
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their financials, and they're in a place that is higher today income-wise than
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it was the year prior or years prior.
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So they're also having a historical financial year.
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And the common denominator is that they have the spirit of contribution and volunteerism.
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Period. And I can say that for me as well.
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When you show up for others and there's no strings attached.
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The law of reciprocity kicks in. It kicks in.
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Okay? Okay, kicks in. So here's the reality, y'all. It's sacrifice season.
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Now, sacrifice season or seasons build winning seasons. Let me say that one more time.
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Sacrifice seasons build winning seasons. So I'm going to challenge you.
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I want you to pick one of these five points, and I want you to commit to it this week.
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Lock in. Be bold.
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Keep that hunger. Keep that.
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Make sure you're available. Understand your future is in your past.
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And then lead with contribution.
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Okay? And if you do that, the next six months, even though there will be a lot
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of uncertainty in the market,
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because you took advantage of that growth window and you reframed it as a growth
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window, you will come out of that six-month time period a totally different
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person and one that you can respect.
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So all right y'all i'm gonna put a bow on this one appreciate you guys,
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again keep sharing the message we're going to keep sharing the message the real,
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the real as to what we need to do to build our lives by design through real
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estate i'm gonna keep bringing it to you love you guys be strong peace.