Hey all you 4Xer’s out there. So glad that you chose to join us again for another episode of 4X Formula Radio. As you may or may not be aware we are in the middle of a 9 part series…This is #6. IF you haven’t already, I encourage you to go back and listen to the last 5 Episodes so that you are in sync with what we are trying to accomplish. Our goal is to create 4X Agents who are building complete Real Estate businesses. But you know, this stuff actually applies to all types of businesses…#6 on the list of “what is means to be a 4X Agent” is this….A 4X Agent is Consistent…Consistency is the key to enjoying the dream real estate business.
This is one of the 9 keys that I believe that you need to be…not do….and that is to be Consistent. Consistency is so important for all areas of your life. Are you a person that is consistent? Can people count on that? I don’t necessarily mean being a person who has a regimented routine…it can be good but I would admit that, that is really tough in the Real Estate business. This business can take us in many directions sometimes. I get it. I know that.
I think that vitamins are important. The right kind of vitamins. Not store-bought vitamins that are cheap and your body is not able to absorb them. But good quality vitamins that give us the nutrients that we need that we just can’t get from our food now, and that our body can actually absorb. I have this certain type of vitamins that I take that have an “am” pack and a “pm” pack. You think that would be easy…I am pretty good at consistently taking the morning pack. Its funny it comes in a kind of two pack package. They make it so easy for me. The company who sells them has really thought it through to make it a no brainer for people like me. I love it. Its perforated and you rip the am and pm packs apart and then you can have the pm pack for later in the day after lunch or dinner…but I have way more pm packs left because I constantly forget to take that one. I finally got consistent in taking the morning one and kind of got into that routine but man oh man…I have such a hard time getting consistent with the pm pack for some reason. I get busy and I eat totally inconsistently, and at different times of the day, and my days are never the same so I fall down in that area. I am not consistent in that area. So I get it. I guess if I worked a 9-5 job and I was home for dinner every night and I had a consistent routine then I would be able to work it into my routine. So maybe then I would be able to make it work. One day I’ll get there. Because it is important. But I want you to know that I understand. Consistency can be hard sometimes. But that is not what I am talking about.
I am talking about the application of consistency. Applying consistency to your business. Believing in Consistency.
We teach this in the 4X Formula Real Estate Course. There are certain activities that produce great results – right away. There are certain activities that produce results – later. There are certain activities that are hard to measure but over time, produce results. All of those activities must be carried out on a consistent basis on a schedule with proper intention so that you become RELEVANT to your new clientele, past clientele, and the ones that “are getting to know you”.
I am not going to do a deep dive into active marketing right now but this is just one area where you need to be really consistent once you decide on budget, messaging, choose the 4 or 5 ways to project that message. The message has to be great. It has to be relevant and it has to be planned out properly but once the plan is set in motion and you have committed to the activity…DO it. Project ahead and create timelines and also create a way to measure the success. If you aren’t getting any success figure out how to tweek or tinker with it but don’t give up so quickly on the activity unless you are simply doing it wrong or it has no way in creating relevance. More on that in the course.
That is just one example.
Here’s the thing. I see it all the time. People will come up with a plan. They will execute the plan and if they don’t see results immediately then they quit.
Think about this. You are feeling a little pudgy. You decide that you are going to go to the gym and start working out. Do you get results immediately? Do you look in the mirror the next day and say to yourself, “this is not working”? I guess working out doesn’t work.
What if you went to the gym for 2 days straight and worked out 8 hours per day? Would you see results on the 3rd day? You would be really sore for sure. But I know you won’t notice any results.
BUT if you go to the gym….start on the treadmill for 15 minutes intervals 3 days per week. Then after a few weeks you add a little bit of light weight machines for a certain body part at a time. You are putting out some effort now so you being to watch what you eat a bit. A few weeks later, you increase your treadmill to 30 minutes now and start doing 2 body parts a workout and you are consistently going 3 days per week….2 months goes by…will you begin to see results? Yes…after 4 months you will see amazing results….after a year people will barely recognize you. Is it the type of treadmill? Is it the type of weights or the amazing machines that you have used? Is it your genetics? No it comes down to one thing and one thing only – Consistency.
Here is a quote from Robert Collier – “Success is the sum of small efforts, repeated day-in and day-out.”
There is never a “quick get rich” scenario involved. There are a few stories out there where you hear about that but that is 1% of the 1% of the population…The reason you hear about it is because it is so rare and extraordinary.
If you want to do 80 to 100 deals per year…do you believe that if you work really, really, hard you can pull it off in one month? No! That’s silly right? Of course not. But if you have a plan to do that amount of deals and put in the effort and execute the plan and you have taken the time to hone and develop your skills and knowledge, then there is a chance that you can do it over time and over the course of a year. You can. I’ve done it. So there’s all the proof that you need to know…If I can do it. A total screw up. A guy who has lost everything three times. A guy who came from nothing. A guy who seems to always learn all of his lessons the hard way…A guy who does his business in an area where the population is under 90,000 people in a small town that most people haven’t heard of…If I can do it…you can do it.
But it takes consistency. Am I perfect? No. I am not. Did I do it my first year? No.
Here is the thing…once you know how to do 2 deals per month…you will know how to do 4 deals per month. Once you do that- you will know how to do 6 deals per month on average….then you will get to 8 or more per month…and beyond as you develop your teams and systems etc.
But the first step is 2 deals per month. By employing the 4X Formula that we teach. The secrets of our systems. The mindsets behind the systems and with consistent effort it can be done. Anyone can do it.
But not Everyone will. That’s the sad fact. But that’s ok. I don’t want just anyone. I want people who:
Are you willing to do the work? Are willing to Learn and Apply to Learn and Apply? Are willing to overcome challenges? Are willing to screw up a little bit once in a while? Are willing to replace some old thought patterns with new ones? Are willing to become a 4X Agent?
Be a Professional – BE Accountable – Be Organized – Be a time Master – Be Intentional and Be Consistent…
We are going to talk about the rest – there are only 3 left….The next three are the keys to success once you have the first 6 engrained in your DNA…
These are non-negotiable for 4X Agents. In order to achieve the Dream Business you must:
Be a Professional – BE Accountable – Be Organized – Be a time Master – Be Intentional and Be Consistent…
Ok…consistency. Accountability comes into play here…If you say that you are going to send out a survey and follow up within 2 weeks and then 30 days after a deal closes then you have to do it…consistently. Then be accountable to that…sometimes you have to make a system and organize yourself so that you are able to do those things…you have to intentionally think it through and put it in your calendar…You see how it works together. None of these things can be done half way. A professional performs and takes his business seriously and understands how crucial that one action is. It is the seeds that get planted for future business. So you see why it is non-negotiable. Do you see how it all weaves together? I can take all of the facets of the real estate business and how to build it successfully and do this exercise for everything that we teach.
That’s why every one of these are so important. If you haven’t listened to the other podcasts in this particular series then please do so that you understand clearly what I am talking about here.
Where do you apply consistency? How do you apply the notion of Consistency?
How about this. How about thinking deeply about your marketing plan. Think about how you want people to know you? What makes you relevant? What is your differentiator? What is your message? What makes you memorable? Where do people see you? Do you match the persona that you present? Always? – Consistently?
If the community that you operate in doesn’t know you exist then you are not an option. You fail to be an option for them to consider. First GOAL! Be #2. Be the other option. Do people know you are working? Do people know when you are doing an open house? Do you do something unique each time you market an open house? Do you stand out? Do your signs match your business cards, do your business cards match your marketing materials? Are the colors consistent? Are you posting on social media and letting people know that you are out there working and are you doing it consistently? Do they know about your life as a REALTOR….not asking for business…you are simply breaking down the wall and letting them in a bit…Does every single person who is in your circle or that comes into contact with you in some way…know that you are a Real Estate professional? Or are you a secret agent? I don’t mean just meeting someone and blurting out – “I’M A REALTOR….what do you do? Wanna buy or sell a house?” They should already know…that’s what I mean. Very rarely will 100% of the population in your area will know you are a REALTOR but are you consistently creating opportunities, meeting new people, planting seeds for more business, using Social Media to your advantage? Are you viewed as a positive person who is consumed with the REAL ESTATE business? If you aren’t working with a minimum of 10 Buyers are you working open houses every single weekend consistently?
If you make a decision to call your listing clients on Friday at 10 every week to give them updates and market reports, then are you doing it? If you decide that you want to make 10 calls into your database once a week on Wednesday at 4:30pm, then are you doing it? Consistently?
If you have a social media plan, then execute the plan. Do it consistently. Not hap-hazardly. If you have a farm area and want to be the specialist for that neighborhood, then you have to be incredibly consistent for 5 years minimum…yes. 5 Years. There is no reason to do it unless you are committed to 5 years. Don’t even start if you are not committed for a minimum of 5 years. IF you do it right – you will literally own that neighborhood. I mean own it.
We teach all of this stuff with executable action steps that anyone can do in the 4X Formula Real Estate Training course.
That is why Consistency is one of the 9 facets that we require of the 4X Agents. There is no reason to even start something unless you plan on executing. Executing doesn’t always mean – try it once and see if it works. You have to execute with a plan and it has to be consistent or there is no point. Don’t even start.
In the last episode I was talking about the Agents that operate like a thermostat….they turn it on when they get into emergency mode and then cool off etc.
If only they understand the power of consistency. They would never have to be in emergency mode. Ever.
It is a habit. I encourage you to create a habit of consistency.
“Motivation is what gets you started. Habit is what keeps you going.” ~Jim Ryun
Motivation can come in so many wrong ways too. Operating out of emergency mode is a motivated state. “AH…yikes…I better get stuff happening” is not the healthiest way to operate. It is highly stressful. Operating out of survival mode is the worst way to operate. If you are in survival mode right now then that is ok. Recognize it. Own it. Now make a plan to get yourself out of survive and get to thrive.
I would love to help you get there. Go to 4X formula dot com to learn more.
That’s all for today….this is Kelly Johnston signing off. Go out there and make a great day!!