Who is the most sought after MAPS Coach? Tony DiCello! A rare treat, Tony offered a one-hour coaching call with KW Young Professional members discussing how to be coachable. Not surprising, Tony focused on having the right mindset. Setting goals and working hard each day is important. Seems cliché, right? Put it into Tony’s words: “Everyday, you go to work like you are unemployed. You have to have the mindset that your job is to get hired.”
Goals = Actions
Goals are action oriented, they should designate and determine action. Put this into real estate terms, what are the action-oriented goals for a successful business? Is it the number of contacts made or appointments set? Goals must be set by action!
Lead Generation
Tony explained that to succeed in real estate you must have enough client leads to meet or achieve your goal. This doesn’t stop with real estate! Whether you are
a doctor, a lawyer, or other professional, your job is to lead generation. When you go to work each day, get leads first and then follow-up on them to get business.
What do top agents do?
Top agents have a big why! Eventually, all top agents face the question of how great or big they can be. They realize that if they build a big business, they can help more people. By building a big business, they can help others succeed at a high level. Tony referenced Gary Keller’s famous mantra from The Millionaire Real Estate Agent: “Think a million, earn a million, net a million, save a million.” Gary says the next step is to “Give a million.” That’s a big why!
Top agents are willing to do whatever it takes to succeed. Tony discussed the diagram in Gary and Jay Papasan’s bestselling book SHIFT depicting the difference between success and failure. To succeed, one must do what is uncomfortable. Tony challenged participants to do what is uncomfortable with a high sense of urgency.
Top agents are disciplined to build a time-blocking schedule. Build your skills and recognize signs to reassess. Using a 411 is key to watching for slippage and being accountable to slippage. For example, if you get behind on your lead follow-up, stop lead generating. Build your skills. As Tony says, “Efficiency has no hard costs.” He noted that young professionals are not just coming into the business but driving the business, raising the skill level. Commit to mastery and get better. He also highlighted the importance of blocking time for vacation. Remember, disciplines turn into habits!
Top agents fail at a very high level. #FailForward Gary unabashedly admits that he “fails” all the time. That’s why he is where he is today. Don’t spend time agonizing over failure: learn, make adjustments, and move on – hence Gary’s trademark signature, “Onward!”
Top agents focus on lead generation systems. They have 2,000 to 5,000 in their database and they build a fortress around that database. Using a “touch” system, top agents control their clients’ minds. “When they think of real estate, make them think of you,” Tony advises. Take care of the client starting on Day 1. Start talking to them immediately! Call them before texting or emailing. That is the key to building a wall around them. The important part of a database is growing it and getting referrals. Make your clients clients for life!
After graciously answering many questions, Tony closed the session on a note of inspiration, “The world is sitting in front of you – build a business and a life!”
Tags: Big Why, Keller Williams, KW Young Professionals, lead generation, MAPS Coaching, Tony DiCello, Top Real Estate Agents
