Ready to become a top producing real estate agent? Today on the show we have super agent Brian Moses who went from working 100 hours/week, 42 transactions and losing $100,000/year to working 20 hours/week with 142 transactions. We discuss how he achieved this transformation with a mindset change, coaching and implementation of proven practices and became one of Coldwell Banker’s top realtors for 10 years in a row.
From Zero To Success
The first 5 years of Brian’s career were filled with stress, late nights and no money. Despite the fact that he has closing 42 transactions/year, Brian was losing $100,000 and working 100 hours/week due to poor investment decisions and lack of skills. Here’s how he managed to grow to 142 deals exactly one year later:
- Belief System: One common denominator amongst successful people is their strong belief system. Your beliefs determine your potential, actions and results so shake off any limitations and know that anything you want to achieve has already been done by someone no greater than you.
- Clear Goals: Without direction, Brian was going after every lead and opportunity he could get, which ended up tying him up in endless amounts of work. Recognize what you want to achieve in life and make sure the path you are on helps you get there.
- Avoid Shiny Object Syndrome: Even though Brian was grossing over $200,000, he was netting -$100,000 due to some poor decisions- he was purchasing every tool, software and lead generation platform out there, regardless of ROI. Avoid going after shiny objects and take calculated risks by identifying what things will get your results. Ditch the rest.
- Lead Gen Is About Quality: Before taking on a coach, Brian was taking any person on that would give him the time. But lead generation is more about quality than it is quantity. Don’t waste your time with leads that aren’t ready to buy or sell anything within your specified timeframe and make sure all lead channels bring in quality leads for the best ROI.
- Get Mentors: From Chet Holmes, Brian learned that it’s not about doing 4,000 things a few times, but rather a few things 4,000 times. Later, he flew across the country to meet a Remax agent who closed 23 transactions in two days and learned the advantage of having processes and systems. The greatest athletes in the world become great with coaching…and you can too.
- Go After What You Want: Whether it’s lack of skill or plain shyness, most agents never ask for a close or a meeting when it comes to leads. With so much competition and distractions, leads will not call you back so it’s up to you to go for the ask and follow up at least 8-12 times.
- Be Productive: Brian achieves productivity by time blocking his schedule to achieve those activities that are dollar producing first and foremost. Later, he aims to focus on the complementary work; this ensures his time is spent on important tasks that move the needle first and other admin work later. Remember, just because you are busy doesn’t mean you are productive.
- Learn How To Sell: If you are generating enough leads and still not succeeding, most likely it’s because you have not mastered conversion. Make it your mission to master selling and converting buyers and sellers, as well as overcoming objections.
- Establish Best Practices: Just like franchises have set systems and procedures that maximize efficiency and profit, so should your company have best practices in place to convert leads and add value in every area of your business.
Brian’s Internet Tool
Slydial App (slydial.com) lets you automatically leave a voicemail to anyone you call using the app. This comes in helpful when you want to reach a lead or client but don’t have time to spare- just use slydial and leave a quick message with what you want them to know!
Personal Habits
- He has a strong will and desire
- The word “can’t” does not exist in his vocabulary, home and environment- he considers it the most destructive word in the english language
Books For Agents
Think And Grow Rich by Napoleon Hill
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Our Sponsors
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- Necessary Success Tool: Most top agents use radio. If you plan on making your way to the top, you need to make sure to have radio as part of your advertising plan.
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Find A Mentor
We’ve partnered up with Bob Corcoran and his team to get you a free coaching call. E-mail bubba@corcorancoaching.com and let him know you listen to the show!
