YT YouTube2Text

YouTube2Text → Transcripts → From Inconsistent to Unstoppable: Live Strategy Session for Realtors Ready to Close 2-4 Deals/ Month

From Inconsistent to Unstoppable: Live Strategy Session for Realtors Ready to Close 2-4 Deals/ Month — Transcript

by Stefanie Lugo - Real Estate Business Coach · 11,323 words · 1,618 segments · language en · Watch on YouTube

Open in transcriber Summarize with AI Download SRT/VTT

Full transcript

0:04Okay, I see everyone hopping in and
0:06getting comfortable. Welcome to the live
0:08session here today. Hope you guys are
0:10having a great day. You are in the right
0:13place if you are here for the live
0:17brainstorm. We are talking about how to
0:20build a real estate business that closes
0:23consistently and doesn't run your life.
0:26If you are into that, you are in the
0:28right place. Uh let's go ahead and get
0:31things started. Um my name is Stephanie
0:33Lugo if we haven't met yet. Um and just
0:36to kind of kick us off, you should be
0:38able to hear my voice and see my face.
0:41Head on over to the chat. Give me a yes
0:44if we are good to go. I just want to
0:46make sure that um all systems are
0:48working here. Um and we've got about 45
0:51minutes of time together. So, if you
0:52have not yet, what you should be doing
0:55at this point is closing that office
0:56door. My kids are um home on early
0:59release today, so there's like a 50%
1:01chance one of them are going to bust
1:03through, but we should be good to go.
1:05Um, and turn off the notifications on
1:08your phone to give yourself a little bit
1:10of time to make sure that uh you can
1:13really focus on what we're doing here
1:15today. Thank you for taking a little bit
1:16of time to invest in your business um
1:19and really set yourself up for success
1:21as we really enter the second half of
1:24the year today. So, head on over to the
1:25chat, give me a yes if you can hear me,
1:27if we are all good. Um and and also
1:30while you're there, drop a yes in the
1:33chat if you have had a year where your
1:36income has felt completely unpredictable
1:39even though you are working constantly.
1:42We are all friends here. So, go ahead
1:44and drop it in. I want to make sure that
1:47um that's also going to tell me that you
1:48are sat, that you are ready to go. So,
1:51drop a yes in the chat if that sounds
1:53familiar. I've got Nancy, Brenda, Lydia,
1:55Allison. Okay, great. Uh Maria, yep,
1:59that's exactly why we are here today.
2:01And I promise by the time that we wrap
2:02up in about 45 minutes, you are going to
2:05know exactly what's causing that and
2:07what to build um so that you can fix
2:10this first, right? So, for those just
2:12joining, I'm Stephanie Luggo and I have
2:15been selling real estate in the Phoenix
2:16and Scottsdale area for 12 years and I'm
2:19still actively selling real estate right
2:21now alongside my husband Bryce. I also
2:24run the Market Authority Academy where I
2:26have uh coached over 800 agents across
2:29the US and Canada. So, everything that
2:32I'm going to share with you today is not
2:33stuff that's coming from a talking head
2:35person who's just here to like like sell
2:37coaching ideas. I'm here to actually
2:39show you what's working in my business
2:41and for the other agents who I'm working
2:43with across North America so that you
2:45can know that what we're going to be
2:46talking about is not just theory. This
2:48is stuff that's being actively tested in
2:50markets just like yours everywhere. So,
2:53and and quick thing just on that before
2:54we get into it. I had a YouTube video
2:56come across today with some really
2:58strong numbers from this week and it was
3:00called How I Make $400,000
3:04a year in real estate with these three
3:06systems. and it really popped off. And
3:09what struck me about that video wasn't
3:12like that it was getting a lot of views.
3:14I had so many agents direct messaging me
3:16and leaving comments and they were
3:18saying all the same thing like I need
3:20this this nobody ever showed me what
3:22these systems were and how they actually
3:24need to work. Um and and that's exactly
3:26why I'm here today and what I want to
3:28help you figure out as well. I'm not
3:29here to just give you more information.
3:31I want to give you the map. So, I have a
3:33couple of exercises prepared to walk us
3:36through those things together. Um, and
3:38I'm going to share my screen in just a
3:40minute. While I get set up, drop in the
3:43chat where you are selling real estate
3:45and how long you have been in the
3:47business. I want to know who's in the
3:49room. So, where you are and how long
3:51you've been selling. Go ahead and drop
3:53that in.
3:57And we're going to kick things off here.
3:58I see a few of you coming in and getting
4:00comfortable. So, you should have
4:02something prepared to write with
4:05taking notes. All right. Uh, let's see.
4:08Oh, here you all are. Jennifer, Southern
4:10New Hampshire, 13 plus years. All right.
4:12Allison, 13 years. Tri Cities,
4:13Washington. Right on. Nancy, California,
4:1619 years. Okay. Lydia, Vancouver, BC,
4:19and 8 years. Britney Custard, hello. Uh,
4:22California and Vegas, eight years.
4:24Jessica, South Atlanta in my fifth year.
4:26Uh, Brenda, Georgia, eight years. Maria,
4:29South Texas, four years. Um, and TJ
4:32South Carolina a year and a half, Chad
4:35Toronto, nine years. What's really
4:36sticking out to me is we have some
4:39seasoned agents in this room, which I
4:42love to see. You guys are absolutely in
4:44the right place. Um, and for those who
4:47are hopping on right now, I want to make
4:49sure that this feels um feels different
4:51from anything that you've sat in before.
4:53So, can you um drop in the chat if this
4:56is the first of my trainings that you've
4:58been to or have you been to others that
5:00I've hosted? Um say first or returning,
5:04I guess, whatever makes sense. Okay,
5:05Lydia the first. Awesome. Okay, I I just
5:08want to make sure. Okay, second for
5:10Maria, returning TJ. Awesome. Good to
5:12see you guys. Allison first. Okay. Yeah,
5:14I'm seeing some new names and faces here
5:16for sure. Okay, great. Returning. You're
5:19the best. Oh, hi Britney Vic AC too
5:21long. Good to see your face, my friend.
5:23Same. Welcome. First first session.
5:25Awesome. Chad first. Love your YouTube
5:27content while walking the dog though.
5:29Right on. Okay, great. Yeah, I just want
5:31to make sure that this feels a little
5:32different from anything else that you've
5:33sat through. Um I'm not here to talk at
5:36you for 45 minutes. We're really here to
5:38work work through a couple of things
5:40together. And I want it to be useful for
5:42your specific situation, not just not
5:44just feel interesting and then not be
5:46able to do anything with it. So, what
5:49I'm going to show you what we do is
5:50exactly what we do with agents in the
5:52Market Authority Academy, which is the
5:53coaching program that I've been running
5:54for almost seven years and have had
5:57hundreds of agents across North America
5:59go through. And what we do in one
6:00sentence is we help producing agents who
6:03a agents who are already selling um get
6:05to the point of closing two to four
6:07deals a month from people that they
6:09already know by working 25 to 30 hours a
6:13week or less without cold outreach. So,
6:15like no cold calling, no door
6:16knockocking over here and without
6:18starting over every single month. That's
6:20that's the goal. So, today I want to
6:22show you exactly what's in the way of
6:24that for most agents. Um, so as I share
6:26my screen now, we're going to get into
6:28it. As I do that, share in the chat
6:31where does most of your business come
6:32from right now? Is it referrals? Is it
6:35open houses, team leads, social media,
6:38something else? Let me know in the chat
6:41so that I know that we're all in the
6:42right place.
6:45And I'm just sharing my screen here so
6:46that we can get started. And you guys
6:47are popping into the chat already.
6:49Referrals, socials, so social media
6:52referrals and open houses. Okay, great.
6:54SOI
6:55referrals, repeats, open houses. Okay.
6:58Inconsistent referrals for Britney. Got
7:00it. All right. You are all in the right
7:02place. Here's here's something that I
7:04want to name just from what I'm seeing
7:07here and especially since we have so
7:09many seasoned agents here today. Here's
7:11something that I want to name before we
7:12really get into the work. I talk to
7:14agents every single week across the US
7:17and Canada and I keep hearing these two
7:19things. The first one is a fear that
7:23what used to work does not work anymore.
7:26So like the market shifted. A lot of
7:28agents built their whole pipeline around
7:30things that only worked in a specific
7:32kind of market and now they feel like
7:34they're starting over. They're starting
7:36from scratch. They're realizing they
7:37have so many holes in their strategy or
7:39their skill set.
7:41The second thing that I keep hearing,
7:43and this is the one that really gets me,
7:44is how agents are doing all the things,
7:47right? Like I So many agents right now
7:48are working so much harder than they
7:50need to. They're working hard, they're
7:53staying busy, and they still feel like
7:54they're failing. And it's not because
7:57they aren't producing because a lot of
7:59these agents are selling homes, but it's
8:01because they're just measuring the wrong
8:02things. And so that because of that,
8:04they're doing the wrong things and then
8:06they're wondering why the results are
8:08not there. All right? So, if that sounds
8:10familiar to you guys, like drop a yes in
8:13the chat if that's hitting home for any
8:14of you. Um, because that feeling, that
8:19low level of dread, um, that sense that
8:22like nothing is really building or
8:23growing no matter how hard you push,
8:26that is not a talent problem. That
8:28doesn't mean that you're bad at real
8:29estate. Um, it's also not a market
8:32problem. It doesn't mean we're just in a
8:33down market. We need to wait it out.
8:35That is a structure problem. Okay? Okay.
8:37And I'm getting it. I'm getting a yes
8:39from Nancy, a way harder from Lydia.
8:41Yep. Yep. I get it. It's It's structure
8:45that is needed in your business. And
8:47what's cool is that's like super
8:48fixible. So, we're going to work on that
8:49today. So, you see, I'm sharing my
8:51screen now. I've got exercise number
8:53one. We got two exercises to go through.
8:55And I like this exercise a lot because
8:57um I feel like number one, this does a
8:59really good job of walking you guys
9:00through what we do in Market Authority
9:03um in in the program that I run. And it
9:06also does a really good job on helping
9:08us understand like where we need to be
9:09focusing on to get to the next level or
9:12to get out from where we need um or to
9:14get get on the path to having more
9:16structure. So I call it the three
9:18futures. Write something to grab with if
9:20you have not yet.
9:22What what I want us to look at is future
9:24number one. That's this green box. Okay?
9:26So like if we're looking at this green
9:28box here, this is where we want to be.
9:30and and take a minute cuz sometimes we
9:32don't get really clear on this, but
9:34picture your real estate career exactly
9:36the way that you want it to look. Maybe
9:38this happens in a year, maybe this
9:40happens in 3 years, maybe it happens in
9:42five, but ultimately we get there,
9:44right? So, and and this is not like the
9:46vague idea of success. I want you to be
9:48really really specific here because a
9:50lot of times we don't do that in real
9:51estate. So, tell me in the chat what
9:54this looks like. Are you closing three
9:56to four deals a month consistently?
9:58Maybe you're working 25 to 30 hours a
10:00week. Your pipeline doesn't disappear
10:03the second you stop pushing it. You're
10:06you can take a vacation and your
10:07business doesn't fall apart. Right? Like
10:10tell me what that looks like. How many
10:11deals are you closing a month and how
10:13many hours are you working a week? Okay.
10:17So, Allison, yes to everything you just
10:18said. That's perfect. And most agents
10:21say that this is like the magic number
10:23for them is they want to close two to
10:25four or five or six somewhere in there
10:27consistent deals per month working 30 to
10:3040 hours a week. So you can also just
10:32put a yes in the chat if that would be
10:33great.
10:38Something about the last thing I said in
10:39that 3 to five a month for Jennifer.
10:41Okay. Everyone else says yeah this all
10:43sounds great.
10:45What's cool about having that absolute
10:48predictability and working hours that
10:50make sense for a busy life, if I can
10:53tell you something personally about that
10:55last one, I'm a mom to two young kids. I
10:58have a six and a three-year-old at home.
11:00Okay? Um, we just got back from 5 weeks
11:04in Europe this summer with our kids. We
11:06traveled through Spain. We traveled
11:08through Ireland. We had these like slow
11:11mornings, these long dinners. And during
11:13those five weeks, we had multiple
11:15closings. We took a new listing active.
11:18We got a referral that turned into two
11:20transactions before we even landed back
11:22home. Like, we had stuff ready to go the
11:24moment we landed. Literally 3 days after
11:27we got here, we had a listing
11:29appointment and then got it listed and
11:30under contract within a week and a half,
11:32right? Like, these things didn't happen
11:34because we got lucky. It happened
11:36because we built something underneath
11:38our production years ago that doesn't
11:40require us to be physically present to
11:42keep running. So that's how we get to
11:44that point of being able to close that
11:45two to four deals a month or five to six
11:47deals a month working 30 hours a week.
11:50That's future number one. So like write
11:53this down, whatever that looks like for
11:54you if it's a little bit different. I'm
11:56going to keep this here because this
11:57just seems like this is working right
11:58now for us.
12:00But let's look at future number two. So,
12:03picture what your career looks like 12
12:05months from now if nothing changes,
12:07right? We have the same activities, the
12:09same consistency, the same feeling on
12:11Monday that you're just not quite sure
12:14where your next deal is coming from or
12:16what you need to be focusing on. You're
12:17just like surviving, right? Things are
12:19fine. Nothing is building. What does
12:22that feel like a year from now? Does
12:24that mean you have inconsistent closings
12:25and you're working 60 hours a week? Is
12:28that what's happening right now? like
12:30drop some of that in the chat so I can
12:32see where we're at, what that means for
12:33you right now.
12:46So, we'll call it inconsistent closings,
12:49burning out,
12:51but like we're selling homes, so a
12:53paycheck is coming in maybe just not as
12:55consistently. Is that fair to say?
13:04And these are always better when this is
13:06a two-way conversation. So, I really
13:07want to invite you to like dig into the
13:09chat, like get those fingers warmed up.
13:11Hearing a yes from Nancy, hearing a yes
13:13from Allison. Okay.
13:16Right. Uh, four one month, maybe zero
13:19next month, two the next month from
13:20Millie. Yeah, that's like classic,
13:22right? That's definitely something that
13:23we want to avoid because even when we're
13:25having those really high months, we
13:27can't even enjoy it because it's like,
13:28"Oh my gosh, where how am I going to do
13:30that again, right?
13:33No more fight orflight mode and
13:34dependent on my rental income to float
13:36hard times." Yeah.
13:38Zero this month to the next month. So
13:40that that inconsistent closings, burning
13:42out. Um how about like that just like
13:45we're getting paid but it's painful.
13:49Is that is that good?
13:52Okay, we're getting paid, but it's
13:54painful. Sure. All right. I don't want
13:57to spend too much time on that because
13:59like that's the that's the path if we
14:01don't change anything. That's why we're
14:02here to change that. Future number three
14:04though is this little red one. Okay. So,
14:06this little red one here, like things
14:09don't just stay the same, right? They
14:11quietly get worse.
14:14Not dramatically. Like nothing dramatic
14:16changes. There's just like a slow drift
14:17in the wrong d direction. We have a few
14:19less deals, a little more stress. We're
14:22still starting over after every month.
14:23We're not sure if this is actually
14:24working. Where does that leave you in 12
14:26months? Not going to ask you to say it
14:28out loud. I just want you to sit with it
14:29for a second.
14:31So, here's what I want you to notice.
14:33This line where we're at. This is where
14:36we are today. And I think most agents
14:40are way too busy thinking about how to
14:43stay
14:45in between the really bad outcome that
14:47we're trying to avoid and stay on track
14:50to where we're already on the path to
14:52hitting, right? We spend way too much
14:54time in this zone. But what we do in
14:57market authority is we make sure that we
14:59are constantly on the path to getting to
15:02that ideal future. And there are small
15:04things that we can be doing today to get
15:08us on the trajectory that will
15:10ultimately take us to where we want to
15:12be. But if we're not paying attention
15:14and we're not taking those small actions
15:16to build the structure and build the
15:17habits that take us there, then we're
15:19always going to be stuck somewhere in
15:21this realm. And a lot of times that's
15:23why we can be a very seasoned agent, but
15:25we feel like we've run the same business
15:27for the last 5 years. And ultimately,
15:30that's not going to be very gratifying
15:31for you at some point. One day you're
15:33going to wake up and realize like why
15:34have I done the exact same thing for the
15:36last 5 years without seeing a lot of
15:37growth. We want to see a lot of growth,
15:40even if that means like more time back,
15:41more money and savings, more
15:43consistency, something something real to
15:46stand on, right? And and I just think
15:48it's important that that we talk about
15:50this because what I want you to notice
15:52again is when we're spending our mental
15:53energy living between future two and
15:56future three over here, we're not
15:59actively building towards future one
16:01because we don't have a clear picture of
16:02what it requires or what that system
16:05underneath needs to look like to make it
16:07possible. So that's what we're here to
16:08change today. So any questions on this
16:12before we get into the how. Does this
16:14make sense? Does that kind of give you a
16:15little bit of sense of clarity on like
16:17like okay why we need to be changing
16:19this?
16:21Okay. Yeah. Okay. And Allison says, "I
16:25had a lot of life recently and I let
16:27business drift down." I think that's the
16:29whole thing cuz life is going to happen
16:31no matter what, right? Like things are
16:32never going to be perfectly um one step
16:36after the next. There's going to be
16:37stuff that happens that's unforeseen.
16:40And our structure is what allows us to
16:43weather those life events so that it
16:46doesn't completely force us to crumble
16:48and then have to start over once we
16:50finally get our head above water. So for
16:53me that experience was this is going to
16:55sound bad but my experience for that was
16:57having my second baby. And I don't know
16:59if anyone else here are parents but like
17:01for me going from one baby to two may as
17:03well have been going from 1 to 10. Like
17:05I was not prepared for how exponenti I
17:08thought I was busy before, but getting
17:10to that second child and having a
17:13toddler. I it took me like a year and a
17:15half to even be able to like look around
17:18and understand what I was trying to do
17:19for my life. I know, right? Okay,
17:21Britney's got me. Okay, great. And so it
17:23really taught me like like thank God we
17:26had the right structure and the right
17:27systems because the dip was so much more
17:30shallow, right? Like our our life
17:32changed and we pulled back. Absolutely.
17:35so that I could have like a postpartum
17:37leave like I could have like what do you
17:39call it like a maternity leave and and
17:40actually have a slow year to be home
17:42with both kids. Um but the difference
17:44was it it wasn't like we turned off the
17:46faucet. There was a small pull back and
17:49then our push forward was even stronger
17:51because we had a foundation and we were
17:53so much more confident in that. So
17:57yeah, exactly. And Allison says, "I'm
17:59caring for my elderly mom. She's like a
18:012-year-old." Absolutely. like it doesn't
18:03even have to just be a parent thing. Um
18:05but sometimes in life we are we are
18:07dealt responsibilities that are going to
18:09shake us up. So how do we build a
18:12business that allows us to sustain in
18:14both right in both domains? Um and and
18:17that's what I want to talk to you. So so
18:19what I want to do is is start our next
18:21exercise which is the triangle exercise.
18:24So this is the map that really
18:26illustrates the system in in a strong
18:28way I think. Um, and we we've taken that
18:31future and I already have it here ready
18:32for us. This is the ideal future of like
18:35where we want to be. So, no matter what
18:37life is throwing at us, we want that
18:39sense of control. We want that sense of
18:41consistency of knowing that things are
18:42growing. We're closing two to four deals
18:44a month or more, working um 30 hours a
18:47week or less. That's the ideal outcome.
18:50no matter what's going on because that's
18:52going to allow us the mental bandwidth
18:54we need to deal with the life stuff
18:57knowing that business is taken care of
18:59too. We can do both if we have the right
19:01structure. So this is the framework that
19:03we use inside market authority. Um and
19:05and I like this exercise again because
19:07it just illustrates why these are the
19:09three systems that every single real
19:11estate business needs if you're going to
19:13have that consistency, control, and
19:15predictability. Um, and it's the most
19:17useful thing that I've been able to help
19:19build for for helping real estate agents
19:21understand what they need to work on and
19:23why. So, the center of the triangle here
19:26is your outcome.
19:28And we don't again want to just be
19:31closing a lot of deals. We're closing
19:32consistency or consistently. We're
19:35closing from relationships, from
19:37referrals, and we're not grinding
19:39ourselves into the ground to do it.
19:41Okay, we've agreed on this. Around that
19:43outcome, we have three sides of the
19:45triangle. And what I want to do is go
19:47through each of the three and help you
19:49understand where your gaps are because
19:51every agent I've ever worked with has
19:53gaps in at least two of the sides. So,
19:55we're going to do one at a time. I don't
19:56want you jumping ahead. We're doing one
19:58at a time. And as we go through, I'm
20:01going to ask yourself to rate them. So,
20:03be ready, pay attention with me, and
20:04take down notes if you want to follow
20:06along or dig in deeper on any of these
20:08areas. But, I'm going to be asking you
20:10to rate yourself green if it's running
20:12well and producing consistent results.
20:15yellow if it's hit or miss or red if
20:17it's basically not happening right now.
20:19Okay, so I'll tell you when to drop that
20:21into the chat. You guys ready?
20:24We're gonna start with the first side of
20:25the triangle.
20:29Hopefully I can do this. Yep. Okay.
20:33So, the first side is zero effort sales.
20:37So, this system is going to solve that
20:39problem of I don't know what to say or
20:42who to reach out to without feeling
20:44salesy. So, I just don't drop a yes in
20:46the chat if you have felt that this
20:48year.
20:50SMARK is weird, right? Like some people
20:53are having fun, some people are not. It
20:55can kind of throw us for a loop. And I'm
20:57seeing a lot of yeses and a y in the
21:00chat. So, it sounds like we're all on
21:02the same page. So, so the honest truth
21:05about most agents marketing is that
21:07they're either doing too much of the
21:08wrong things or nothing at all because
21:10it feels overwhelming or salesy.
21:13All right? Both are totally killing your
21:15pipeline. I talk to agents every single
21:18week who tell me that they know they
21:19should be reaching out to their past
21:21clients, for example, but they don't
21:22know what to say, so they just don't.
21:24And then months go by or a year goes by
21:27and someone they closed with three years
21:29ago refers their neighbor to another
21:30agent or they list with another agent
21:33and it's not because that they didn't
21:34like their realtor, they didn't like
21:36you. It's just because they they forgot
21:38about you, right? Or they didn't know
21:39how to refer you confidently.
21:42That is not a motivation problem on
21:44anyone's part. This is a system problem.
21:46So the agents who are getting consistent
21:48referrals without feeling salesy have
21:50three things running. What we do first
21:52is we do the cut. So the cut is looking
21:55at like, okay, what are we doing that we
21:57need to stop that's actually harming our
21:59pipeline. Okay, the first thing that I
22:02like to do with agents when I'm working
22:04with them is is we pull your numbers and
22:06we look at exactly what is producing and
22:08what is not. Most agents think they know
22:11where their best deals are coming from,
22:13but when they actually look at the data,
22:15they're always they're almost always
22:16surprised because something they've been
22:18spending time on is not paying them. And
22:20something they've been ignoring is their
22:22best lead source. I know this because it
22:25happened to me. And when I fixed this, I
22:27was able to 4x my income within 12
22:30months. This happened back in 2019. And
22:32I was shocked at how quickly we saw a
22:36complete pivot in our business. So the
22:388020 cut gives you immediate clarity on
22:42where to focus and what to stop doing
22:44immediately and it gives you that
22:45permission to stop doing things that
22:47just like are not working well. So that
22:49is a really helpful place to start and
22:51imagine like what would you be able to
22:53do with that time if you got to stop 80%
22:56of the stuff that was not actually
22:58paying you. It would feel really
22:59freeing, right? You'd be like, "Okay,
23:00great. Now now that I know I can just
23:02focus on this stuff, I'm going to do it
23:04and I'm going to do it really well."
23:05Right? So that leads us to the second
23:08part which is ideal clients. Once we
23:11know what's working, then you need to
23:14know exactly who you're talking to.
23:16Okay? So when you know which clients and
23:19which lead sources to focus on,
23:22you need to know who you're talking to,
23:23like who that client actually is,
23:26what you need to say, and how often you
23:29need to say it.
23:31Because like how many people have gotten
23:32that like, oh, call your spear. Call
23:34your sphere advice. But then you're
23:36like, okay, how do I call them? Is
23:38texting okay? What should I say? I
23:40haven't talked to this person in 3
23:41years. Does this person count? Actually,
23:44this feels really overwhelming. I'm just
23:46going to doom scroll. Okay, we can't do
23:48that. That's not a plan. [laughter]
23:50Okay, we need to know exactly who you're
23:54talking to, what you're saying, and
23:56when. And if you're reaching out to
23:58everyone and hoping someone is ready,
24:01you're going to feel like you're
24:02chasing.
24:03And we can't do that. That's that's not
24:05going to work in this market. We need to
24:07get really specific on who your ideal
24:09client actually is so that your outreach
24:12feels natural and your conversation goes
24:14somewhere. And that's where we get
24:16confidence and momentum. [snorts] Cuz
24:19how many of you feel like if I just had
24:20the motivation, if I just felt like in
24:22the right mood, I would be unstoppable.
24:26but instead we we go with Britney to
24:28Starbucks, right? What we need to do is
24:31have that confidence. And this is a a
24:34key part of that zero effort sales
24:35because when we have confidence and we
24:38know what to say and we know it's going
24:39to work, that is going to feel like no
24:42effort, right? It's not like we're not
24:44working, but it's going to feel
24:46effortless, which means you can stay way
24:48more consistent with it. So, that leads
24:51us to the last part. We know what to do.
24:53We know who we're speaking to. we know
24:55what to say. That knowing what to say
24:57piece is really important. So that
24:59brings us to magnetic messaging, right?
25:02So once you know who you're talking to,
25:05we need to build a simple marketing
25:07approach that speaks directly to that
25:09person and activates them so that your
25:12warmest clients are staying top of mind
25:14and they reach out to you as soon as
25:16they're ready to make a move. Instead of
25:19you chasing people who aren't ready, the
25:21right people start coming to you. Okay.
25:23Now, if I had to guess in this room,
25:25we're doing a lot of chasing in 2026.
25:28Yes.
25:30Yes. Everything feels really hard.
25:33Everything feels like we got to push. We
25:34got a lot of clients waiting in the
25:36wings. We got a lot of clients waiting
25:37on the fence.
25:40Your messaging in 2026 needs to be
25:44activating people. If you are not
25:47activating people, you are leaving them
25:49in a place of overwhelm. If you are
25:52leaving them in a place of overwhelm,
25:54they are never going to take the next
25:56step with you because they don't have
25:58confidence in their own moves because
26:00you don't have confidence in how to get
26:02direct them in their moves. Okay.
26:05Yeah. The chat is telling me I've struck
26:08a nerve. Okay. So, this is really
26:11important. Zero effort sales has to have
26:13these three things. We need to know what
26:1520% is giving us the 80% of the results.
26:19We need to know who our ideal clients
26:21are. meaning who's actually moving in
26:23this market. There's only a specific
26:25subsect of people who are having a lot
26:27of fun in this market right now.
26:29Everyone else is feeling very like icky.
26:31Okay? And we have to know what to say to
26:35to activate them. Now, one of our
26:37members recently sent an email to her
26:40soi after months of not touching them,
26:42and she got a referral back within the
26:45same week that led to three subsequent
26:47deals within 30 days. Okay? Okay. And
26:50it's not because she did anything
26:52complicated. It's because she showed up
26:54for the people who already knew her.
26:55That's the whole system. It's just when
26:57you know what to say, you actually do it
26:58and you actually follow it. So these
27:01three things together are what create
27:02those referrals that come in without you
27:04having to chase them. So we have no cold
27:05outreach. We don't feel salesy and it
27:08doesn't fall apart the second you stop
27:09pushing. So with all that, I want you to
27:12rate yourself. Red, green, yellow. Green
27:16meaning it's mostly in place. It's all
27:18good. Yellow hit or miss. Red like break
27:22glass in case of emergency. Throw it
27:24into the chat. Let me know who we got.
27:27All right, we got yellow for Maria.
27:30A little bit of all of it. Okay,
27:32Jessica, red, yellow, orange. Okay.
27:38All right. So, we're there's there's
27:41room for improvement, let's say. Okay.
27:43Always room for improvement. I want you
27:45to write that down. So, zero effort
27:48sales and then you're you're waiting for
27:50it. Let's go on to the next.
27:53Amber is a color of Ingrid's energy. Got
27:56it. Okay.
27:58Forgive me. I had to do it. So, the
28:00second system that we're going to look
28:02at is the million-doll client journey.
28:05Okay. This is this comes next.
28:08So, this is going to solve that problem
28:10of every transaction feels like I'm
28:12starting from scratch and it's taking up
28:15the time that I need to find the next
28:16client.
28:18How many of you like, tell me if this
28:20sounds familiar. You get a deal and
28:22you're like [laughter]
28:24like don't drop it. You don't want to
28:25drop it. And so, you ignore all of your
28:27other marketing. And that is what leads
28:29to the two closings in one month, zero
28:32for two months, two closings for one
28:35month, zero for two months. It's
28:36exhausting. And this is the the biggest
28:39thing that leads to burnout. Okay, let
28:41me know if like give me a yes in the
28:42chat if this sounds familiar. This is
28:45the side of the triangle, too, that
28:47produces the most immediate results when
28:49you fix it because you already have
28:53clients. You just need to activate
28:54what's already sitting in those
28:56relationships. So, when we put this into
28:58place, this is where we see like an
29:00immediate turnaround. So
29:03again,
29:04we have three parts of this system.
29:07What we want to make sure that we're
29:09doing is is fixing this.
29:13When you're super focused on keeping the
29:15deal together, you're not thinking about
29:17what comes next. I'm trying to explain
29:19like why this happens. You're focused on
29:21the deal. You're not focused on what
29:23comes next. The closing happens. You're
29:26relieved. You cash in a check.
29:29They move on.
29:32And the client who just had the best
29:33real estate experience with you never
29:35hears from that agent again.
29:39Six months later, someone asks that
29:41client if they know a good agent and
29:42they think, "Oh, what was her name
29:44again?" [sighs and snorts]
29:46Or they they just don't know if you're
29:47still in the business cuz it's been 6
29:49months and they haven't heard anything
29:50from you. Right? So that referral
29:52doesn't come from the transaction. It
29:54comes from the experience around the
29:56transaction. And most agents have never
29:59designed this experience on purpose. So
30:01the million-dollar client journey is
30:02what fixes that. So we have to start
30:05with our no fail follow-up system. This
30:06is first.
30:08Our no fail follow-up system means that
30:11every touch point from the first
30:13conversation is designed to keep your
30:16clients moving forward with confidence
30:18so that your warmest leads are not
30:20sitting on the fence and your pipeline
30:21stays full even when the market gets
30:23slow.
30:25So, what we do with your no fail
30:26follow-up system is we give you the
30:28actual words so that you're never
30:29staring at a blank screen wondering what
30:31to say next. One or two follow-up saying
30:34just checking in, were you ready to move
30:36forward? Is not going to do it in 2026.
30:39You have to have a very specific
30:41follow-up approach that's going to keep
30:43people moving rather than stall out and
30:45staying on the fence after their first
30:47contact from you. All right.
30:51Then we need to get them to the actual
30:52transaction phase and we need to close
30:54them. Okay, you are probably amazing at
30:58the transaction phase, right? Like how
31:00many of you feel like I've got it? Like
31:02once I'm in the transaction, like you
31:05know, we we got to go and I'm amazing at
31:07the actual transaction. I can do this
31:09like the back of my hand, right?
31:11Especially since we have so many
31:12seasoned agents on the call. This is not
31:13the problem. The problem happens when we
31:16close and we ghost them, right? So, we
31:19maybe even give them an amazing closing
31:21gift. Maybe we have the uh maybe we have
31:24the guts to ask for a review and then we
31:28don't really have a solid follow-up
31:29approach there. There is a specific
31:31moment in every closing where the
31:34referral ask is natural, warm, and
31:36almost always gets a yes. But most
31:39agents just never find it because
31:41they're not looking for it. So, what we
31:43do is we give you a plan for staying in
31:45touch after the closing so that the
31:47referrals actually come without you
31:49having to awkwardly ask for business.
31:51Like, who do you know who's making a
31:52move? Remember me for your referrals? We
31:55don't want to do that. Like, if we feel
31:57that way, we're not going to do it. And
31:58it's not going to stay consistent. It
32:00has to feel organic. It has to feel
32:02natural. It has to feel serviceminded,
32:04right?
32:06So, what we do is is we give you that
32:07plan so that we can get you to our goal,
32:10which is two to five referrals within
32:12two years of every closing from clients
32:14who already love you.
32:17How would your business change if you
32:18were getting two to five referrals
32:19within two years of every closing of
32:22people who are actually making moves?
32:26You'd never have another lead problem.
32:29You'd be consistent in any market. We
32:32could go on vacation
32:34because we know we're going to get paid
32:35at the end, right?
32:37And people are going to honor your
32:39boundaries.
32:42So, we want to get those two to five
32:43referrals within two years of every
32:45closing from clients who already love
32:47you. Okay? And that's going to tie back
32:49into the first side, which was zero
32:51effort sales. And those things work in
32:54harmony because they are in alignment
32:56with each other.
32:59The last part of this is our no stress
33:01text stack.
33:03Because when we're following up
33:05consistently, we're increasing our lead
33:07our our client volume because we're
33:09getting more referrals and we're staying
33:10in touch after the sale. We need a
33:13simple CRM and tool setup that runs your
33:17client journey without you holding it
33:19all together in your head.
33:21That way, your business doesn't depend
33:23on your memory. Okay? So, like one of
33:25our members just finished her entire
33:27client journey from the first showing
33:29all the way through post the postc close
33:31follow-up. And she said that for the
33:33first time she actually knows what's
33:34happening at every stage, not because
33:36it's part of muscle memory because she's
33:38actually put it intentionally into a
33:40process that she can follow, right? She
33:44always knows what she's doing next.
33:45She's not spending time trying to figure
33:46out where she left off and what she
33:48needs to do next. And she knows what's
33:51coming after the closing. That clarity
33:53alone is going is going to change how
33:55you show up for your clients, right? So,
33:58all three of these pieces need to be in
34:00place. I want you to rate yourself on
34:02this. Green meaning you've got it dialed
34:04in. Yellow meaning it's hit or miss. Red
34:08meaning it's [clears throat] totally
34:10missing. We need to fix that.
34:14Lots of yellows. We got an orange. Okay.
34:19Can we see how this is causing you a
34:21problem in 2026?
34:25Greenish more than yellow for Wanda.
34:29Okay.
34:32And can we see if we had this super
34:34dialed in? This already helps like 50%
34:36of your issues.
34:40Yeah.
34:42So, there's still one more side to the
34:44triangle
34:45cuz once we know what to do each day to
34:47bring in clients with absolute with
34:49absolute confidence, we know exactly
34:52what to do each day. Those clients are
34:53coming in and we're closing those
34:57clients and getting more referrals from
34:58those clients and we have the right tech
35:00in place to fulfill the promise that we
35:03made them.
35:05Now, we just have to build that into
35:07your time management, which is knowing
35:09what to do each day.
35:12Now, this comes last. Most agents think
35:15that their problem is time management.
35:17And they think, "If I just had a
35:19schedule, if I just had a better
35:20routine, I'd get all the stuff done."
35:23But again, that's not quite as simple as
35:24that because you're already spending
35:26time on 80% of things that you should
35:29not be doing. And if you try to schedule
35:32those in, you're still wasting time on
35:34the wrong stuff. If you're trying to
35:37automate and if you're trying to start
35:38over after every sale and things are
35:40just falling through the cracks, it
35:41doesn't matter how dialed in your
35:43routines are going to be, you're still
35:45going to have a lot of inconsistencies
35:46there. So, we have to take care of the
35:48first two systems first and then tie
35:50everything to together with the third.
35:53Okay?
35:55So, the problem that this solves is I
35:57don't know what to focus on each day and
35:58by Friday I can't tell you what actually
36:00moved my pipeline forward.
36:02This is what we have to fix. This is
36:04time management. Okay. So, the way that
36:06we do things and
36:09I see this pattern constantly, right?
36:11Like Monday morning, phone comes off the
36:13charger, you're checking your messages,
36:15you check Instagram, an hour goes by,
36:18now it's 10:00 a.m. and the day is
36:19already just reacting to other people's
36:21problems, maybe you get some admin done,
36:24maybe you have a showing, some content
36:26hopefully gets posted, and then there's
36:29just like nothing is really getting done
36:31to grow the business by the end of the
36:33week, right? It's not necessarily a
36:35discipline problem. It's It's definitely
36:38structure. This is definitely a
36:39structure problem. And I've got you guys
36:41in the chat saying, "Yes, 100%.
36:43Exactly." Okay, we're all on the same
36:44page there. And here's what makes it
36:46worse. Being a real estate agent is
36:49actually kind of hard because most
36:51agents feel like everything is urgent. I
36:53think that's one of the hardest parts of
36:54real estate. Everything feels urgent.
36:57Everything feels important. So agents
36:59will do whatever feels the most urgent
37:01or like obvious right at that moment.
37:05And because everything feels urgent,
37:08nothing is actually moving forward. And
37:11you end the week exhausted, not quite
37:13sure what you actually accomplished,
37:15right? So that's what we need to fix
37:17here.
37:19When your week has a shape to it before
37:21it even begins, and when you know what
37:24this week is for, what this month is
37:26building towards, and what the quarter
37:28of the year is supposed to look like,
37:30everything changes. You're back in the
37:32driver's seat of of the car of the
37:34business because you're doing the right
37:36things at the right time, and nothing's
37:37going to sneak up on you. So, we've got
37:38the three things that make this work.
37:41The first one is no hustle power hour.
37:45We have to start our day with one
37:48focused hour a day on the single most
37:50important activity. This is just one
37:52hour. And I ask my agents, I say, "Can
37:55you give me one hour a day to move your
37:58business forward?" And I would ask you
38:00that, "Can you give one hour a day, four
38:02or five days a week?"
38:04And you're getting the stuff done before
38:06anything reactive gets a chance to eat
38:08into your morning. The agents who do
38:11this consistently are the ones who look
38:13back in 90 days and cannot believe how
38:16much has built up. I was just talking to
38:18an agent on our coaching call this week
38:21and he was like, "I have surpassed last
38:25year was my best year ever and I have
38:26surpassed what I did last year by this
38:30summer." Like he's already ahead of his
38:32goal. And he's like, "I don't know what
38:34I did." And I was like, "What do you
38:36mean you don't know what you did? You've
38:38been focusing [laughter]
38:39on your prospecting and your power hour
38:42and we made it so simple that it feels
38:44effortless. It feels easy and it feels
38:46super obvious what to do each day. And
38:49so you've been really consistent with it
38:50and you're bringing in the right clients
38:52who are actually making moves in this
38:53market.
38:55That has to be in place. And that alone
38:57is going to help you feel so much better
38:59knowing like what needs to get done and
39:02how you know when you're finished
39:04because that's the biggest thing. What
39:05are we measuring? What are we getting
39:06finished?
39:08But it's not that simple every day. And
39:10I will be the first one to admit that
39:12because there are some days that abs
39:14absolutely blow up in your face and some
39:17days where we've got nothing but time.
39:18So we call those floor and ceiling days.
39:20That's the second part of this. There's
39:22two types of days with two different
39:24purposes. Okay? And you have to have a
39:26schedule ready for each. Your floor day
39:29is going to protect your pipeline
39:30minimum. These are like the
39:32non-negotiables that keep things moving
39:35no matter what.
39:37Ceiling days are for growth, the bigger
39:39activities that build momentum over
39:40time. Okay? You have to know which one
39:43today is before you open your laptop. So
39:46your floor day is when the kids are sick
39:48home from school, surprise, everyone
39:50wakes up with a fever. This is a very
39:52personal experience of mine. And you
39:55have to make sure that even if you only
39:57have like 15 or 20 minutes to get the
39:59right stuff done that day, you know what
40:01you need to get done. So, you get that
40:03that one chunk of time done and the rest
40:05of your time you're taking care of
40:07business, what's happening at home.
40:08Okay.
40:10The ceiling day is one of those days
40:12where you've got nothing but time.
40:14[clears throat] Have you ever had one of
40:15those days where you're like, "Oh my
40:16gosh, a free day. I have so much time."
40:19And then you're like, "Oh my god, but I
40:21have so much time." And then you spend 3
40:23hours trying to figure out what to do
40:26and it goes nowhere, right? Like, we do
40:29not want to be in that position. We want
40:30to know how to make the most of a day so
40:33that we can end it feeling like we did
40:36the right thing. Okay,
40:38[snorts] so that's our floor and ceiling
40:40days.
40:42And finally, we have the actual business
40:44rhythm.
40:46And this is a separate thing. The
40:48business rhythm is a separate thing.
40:50This is your weekly, monthly, and
40:51quarterly planning routine.
40:54So power hours are what are happening in
40:57the beginning of the day. Floor and
40:59ceiling days are the type of day. So
41:01like how we're going to fit in the power
41:02hours. Your business rhythm is what's
41:04happening on a monthly and a quarterly
41:07basis. This is what actually gives you
41:10your business back.
41:13So we have a Friday routine for example
41:15that closes out your week so that Monday
41:18never feels like you're starting from
41:20scratch.
41:21We do monthly planning together on our
41:23coaching calls and market authority
41:24academy so that you always know what the
41:27next month is building towards.
41:29And every quarter we do a full business
41:31planning session so nothing is sneaking
41:33up on you and you can actually see
41:35whether you're moving towards the goals
41:37you set.
41:39So one of our one of our market
41:40authority members just said something
41:42recently that I keep thinking about.
41:43She's in the middle of her busiest
41:45season ever. LA this was another
41:47situation where last year was the best
41:49year ever. this year she's going to
41:50surpass that. Um, and in her busiest
41:54season ever, she's way exceeding her
41:56goals that she set for herself for this
41:58year. And she said that all of the work
42:00that she did on her processes and
42:02routines is paying off because she has
42:04no time to think anymore. She just needs
42:07to get it done. And she feels like it's
42:09a relief because she doesn't have to
42:11think. She doesn't have to obsess about
42:14whether or not she's doing the right
42:15things at the right time. She's just
42:17following the process she's already put
42:19in place. The thinking has already
42:21happened. Now we're just running the
42:23business in the right rhythm. Right?
42:24[clears throat] That's the goal.
42:27So rate yourself here. Red, yellow,
42:29green on system number three of knowing
42:31what to do each day.
42:35Got a red from Lydia, yellow from
42:36Jessica,
42:38red from Allison. Okay. [clears throat]
42:45Lots of yellows.
42:47And I want you guys to look around,
42:49right? Like a lot of you are in the same
42:51boat here.
42:53At least I can admit it. That's kind of
42:55my point, right? Like we're we're a lot
42:57of us are in the same boat here in the
42:58chat. And you may have been feeling
43:01really down on yourself before coming to
43:03this or before registering to this
43:05training. But I want you to look around
43:07and realize that there's a lot of other
43:08agents who are doing really good things
43:10this year, but who are still feeling the
43:12same way and are feeling a lot of the
43:14same challenges. All right. And it's
43:16truly because like nobody has shown you
43:18this path, this map, because if you had
43:21these pieces, would you feel different
43:24in your business? Would you have more
43:25confidence in your ratings? Would more
43:27of these be green? And what we're doing
43:29in market authority is consistently
43:31moving these up to green each one
43:33[clears throat] at a time. So like I
43:35would ask you this now, looking at your
43:36three ratings, and hopefully you wrote
43:38these down,
43:40green, yellow, red, whatever across all
43:42three sides. Tell me in the chat right
43:44now, what is the one thing that if you
43:46fixed it, it would change how your week
43:48feels almost immediately. Like what's
43:50the one thing here? Not the most urgent,
43:52but the one that would give you the most
43:54relief.
43:56Just curious.
44:01Just systems across the board for Chad.
44:03[laughter] Okay.
44:05All right.
44:06Is there one side of the triangle
44:08specifically that you're like, I need
44:09the zero effort sales or I need the time
44:12management or I need the million-dollar
44:14client journey. Okay, Peter's got the
44:16million dollar client journey. Allison,
44:18power hour. Brenda, the follow-up
44:20system. Right on. Okay, Jessica, zero
44:22effort sales.
44:24I'm like, how does that translate into
44:26into
44:27a return in your business? Does that
44:30mean you're getting three more deals a
44:32year for maybe you're getting 8K in
44:34commission for each one? Is that like
44:36$24,000 that you could be increasing
44:38next year or more? Like we have to think
44:41about it. We we do have to think about
44:42that in terms of what we're leaving on
44:44the table, right? Because not having
44:46that is costing you right now, which is
44:48why I like sharing this because it's one
44:50thing to share like the path. It's the
44:52other it's the other for you to
44:54understand like how this actually
44:55applies to your outcome right now.
44:59Most of you are yellow or red across all
45:01three.
45:05Most of you are yellow or red across all
45:07three. And I want to name something
45:09about that.
45:11Nobody handed you this exact map when
45:13you got your license.
45:15And some of you have gone a decade like
45:17this repeating the same year, right?
45:20Nobody handed it to you at year three or
45:23year five or at year 10 either. You were
45:26told to go figure it out and you did cuz
45:29you're still here. But it's just without
45:32anything holding it together underneath
45:34it all. Right? And that's why it still
45:36feels like you're pushing everything
45:37manually every single day. So that's
45:39what we're here to change. Okay? So, I
45:43want to talk to you about what it
45:44actually looks like to build this
45:46because understanding this triangle is
45:48one thing.
45:51And having someone walk alongside you
45:53while you build it is something
45:54completely different because you might
45:55be looking at this and you're like,
45:56"Yeah, this makes perfect sense. Don't
45:58know where I'd start. [laughter] Don't
46:00know how to begin." That's what I do
46:03every single day with agents. I have a
46:05program called the Market Authority
46:07Academy.
46:08And I want to be really clear about what
46:10it is and what it isn't. Because
46:11sometimes I'd talk to agents and they're
46:13like, "I have no idea what you're talk
46:14what you really do. I see your YouTube
46:15videos. I've been to your trainings, but
46:17like I don't know what it is that you
46:18actually do." So, in Market Authority,
46:21it is not one of those courses where you
46:23watch it alone. You're going through the
46:24modules and then you forget about it.
46:26It's also not a portal full of videos
46:28that feel overwhelming before you even
46:30start. It is a hands-on coaching program
46:33where we're building these three systems
46:34together with your specific situation,
46:37your specific market, and your specific
46:40database over 6 months.
46:43So, here's what that looks like in
46:44practice. Twice a week, I'm showing up
46:47live and we're working together. So,
46:48Tuesday, we focus a lot on
46:50implementation. And this is what makes
46:51it so different from other programs. We
46:53are actually building things together,
46:55not just talking about them. So, if you
46:58need to set up your CRM, we set it up.
47:01If you need to write your follow-up
47:02sequence, we're going to write it
47:03together there on the call. If you need
47:05to map out your database marketing plan,
47:07we're doing it together.
47:09Thursday is open coaching. You bring
47:11whatever you're stuck on, whatever isn't
47:13working, whatever you're overthinking,
47:15and we work through it in real time.
47:18Every tool, template, and script in the
47:21program is ready to implement
47:22plug-and-play. all of this. I've already
47:25figured out the best way to do this.
47:27I've already figured out the best no
47:29fail follow-up system. I've already
47:30figured out the best way to leverage a
47:31CRM for that. I've already dialed in all
47:34the different types of routines that you
47:36might have in your business. Whether
47:37you're a part-time agent, whether you're
47:39full-time, whether you got nothing but
47:41time, or whether you have no time at
47:43all, I've already figured out the best
47:44way to do it. And so what I do is like
47:49nothing I tell you, nothing we do is
47:52stuff where I'm telling you to go do it
47:53and then figure it out on your own. I'm
47:54giving you the exact process and
47:57resource that you need to get it done.
48:00That's what makes this different from
48:01every other program that just gives you
48:03great information and then leaves you
48:04alone to figure it out. We don't do
48:05things that way. We give you a full
48:07business to full business in a box. And
48:10here's what I want you to know about the
48:12results. The agents right now who are in
48:15market authority academy are not like
48:17outliers.
48:19We have that one who sent an email to
48:21our database after months of silence and
48:23had multiple transactions from one
48:25referral within one week. Okay, that's
48:27the kind of stuff that we see all the
48:29time in market authority. We had another
48:31who got her entire client journey built
48:33out for the first time and it changes
48:35everything about the way that she shows
48:37up for clients. And these are
48:38experienced agents who know their way
48:40around the business, but have never
48:42taken the time to get it out of their
48:44head and into a place where they can
48:46actually figure out the best way to do
48:47things. We have another who's in her
48:50busiest season ever, right? Who said the
48:53systems are so dialed in, she doesn't
48:54have to think. She just follows the
48:56process. We have another agent um out
48:59who was who is part-time for years. He
49:02joined us working part-time with the
49:04goal to go full-time. He closed 20 deals
49:06in 6 months, went full-time by month
49:09four, and then recently just got his
49:11broker's license. Like, he's on the path
49:12to doing even more great things. These
49:15are not unicorns. These are agents who
49:17just finally had the structure
49:18underneath them that made everything
49:19else work. So, this is a really good
49:23time to get started with us. we have the
49:25rest of the year um the second half of
49:27the year just starting now especially
49:29after all the summer hubbub like this is
49:31the time we need to be dialing things in
49:33so that we have clients who are still
49:34closing even in November and December we
49:37have clients lined up ready to go in
49:39January February right
49:42so what I want you to do right now if
49:44this is interesting to you and you've
49:47been thinking about getting on a call
49:48with us I want you to stop thinking
49:50about it and I want you to get in So,
49:54you can either do one of two things. You
49:57can drop call in the chat if you're
49:59interested and uh my assistant Pauline
50:03is going to reach out to you directly in
50:05the chat to get your phone number or you
50:07can go to this link that I'm putting in
50:08the chat right now and you can book a
50:10call with us right away.
50:12Um, so what I want to take just a second
50:15and we have time for Q&A. So, if you
50:17have any questions, please put that in
50:19the chat. Um, but here's what I want you
50:22to know about the call because I think a
50:23lot of people skip it because they're
50:25not sure what they're walking into. Um,
50:27you're going to book 30 minutes with me
50:29and my team. You're going to show up.
50:31We're going to look at your numbers.
50:32We're going to look at your database.
50:34We're going to look at your lead
50:35sources. And we're going to tell you
50:36what's not working for you and why that
50:38is.
50:40So then we're going to tell you honestly
50:42what we'd be focusing on if we were in
50:43your shoes.
50:45Don't be scared, Alison. We're all
50:46friends here. and you leave with a clear
50:48next step whether you join market
50:50authority or not. So at the very least
50:52you're going to have absolute clarity on
50:54what needs to be fixed.
50:58At that point if you're like yeah this
51:00makes total sense and you want to talk
51:02about how that works with market
51:03authority. What we're going to do is
51:05walk you through the next steps to join
51:08so that you can decide at that time
51:09whether it's the right fit for you or
51:11not. It's just a real answer in what's
51:13actually going on for your business. And
51:15the agents who get the most out of the
51:16call are the ones who are like actively
51:19producing, who know something needs to
51:22change and who are tired of waiting
51:24things for things to shift on their own.
51:28So, if you've had enough of that this
51:29year and you're ready to get on a
51:31different path, then you need to be
51:32booking a call with us.
51:35Okay, I've got some people in the in the
51:36chat. Please look at your chat because
51:39Pauline is going to be messaging you
51:41personally in the chat right there.
51:43There's a little tab that's going to
51:44open up and she needs your phone number.
51:46And then I'm going to be reaching out to
51:47you today to get you on the calendar or
51:48hit the link and get on the calendar
51:50there.
51:52And if you're not quite there yet or if
51:54you have questions, then go ahead and
51:56email us here at [email protected].
52:00Send me an email. If you got questions
52:02or if you're like, I I'm I've already
52:04had a call with your team. I'm ready to
52:06go. I just need to know what the next
52:08steps are. Send us an email. We'll get
52:09you going, too. Now is genuinely an
52:11incredible time to join. We're getting
52:13into business planning season in
52:14September. We have some awesome
52:16workshops coming up. We can cover all
52:18those details with you at the call. Now
52:20is when you want to be in though. So you
52:22guys have your next steps. I'm going to
52:24open it up for questions. Anything from
52:26what we covered today, anything about
52:28market authority, anything about your
52:30situation, the floor is yours.
52:33Um let's see. Lydia said, "With the
52:35scaling, if things get to the point
52:36where you need an assistant, do you go
52:37over that too?" Absolutely. Of course,
52:40that's an integral part of it for sure.
52:42So, most of our agents at some point are
52:44like, "Okay, now I'm finally ready to to
52:47bring on an assistant. What do we do?"
52:48We have an entire an entire system for
52:50that specifically. I walk you through
52:52how to hire the assistant, how to decide
52:54on the right candidates, um how to
52:57onboard them, how to train them, and
52:59then they also have access to our
53:00coaching hub where you can use these
53:03systems and everything that I have set
53:05up as their training and onboarding,
53:06too. So, we get you to the point where
53:09you're ready to bring them on and then
53:10we help you hire with confidence for
53:12sure. We also have agents who are coming
53:14in already with assistance or as like a
53:17husband or wife team like my husband and
53:19I or another family team structure. And
53:22so, everyone who comes in gets an extra
53:24seat. So, if you're coming in already
53:26with an assistant and you're like, I
53:27need I know that I need my assistant on
53:29on with this stuff, but I'm so busy with
53:31deals. Bring your assistant in. We'll
53:34get them trained and you will be shocked
53:36at how empowered they are to take over
53:39and own their role when they have the
53:41right clarity on the processes. That's
53:43one of the the biggest the biggest um
53:46pluses to this type of structure of
53:47coaching that we do.
53:50Jennifer says cost. Um I would first I
53:54know I'm going to do the thing. It's
53:55super annoying. I would first do the
53:56thing where I'm like what is it costing
53:58you not to have this? Okay.
54:01What is it costing you not to have
54:03follow-up that's costing you at least a
54:04deal a month? What is it costing you to
54:07be not activating your clients where
54:09people are not moving forward and you've
54:11got seven people waiting in the wings
54:13waiting for some kind of like imaginary
54:15market crash and you have no idea how to
54:17get them out of that? Most of our agents
54:19are seeing a return on their investment
54:20with us within 90 days. And that's not
54:23that's not me like overexaggerating.
54:25That's actually pretty conservative. Um,
54:28most of our agents spend around um 5K
54:30with us um for the six-month program
54:33with everything included, including
54:35working with me in a very intimate
54:37setting. Um, and most most other
54:40programs far out charge that. So, it's
54:43really competitive in terms of what
54:45we're able to provide. Um, but we do
54:48have other payment options that make it
54:50more um accessible for those who want to
54:52have like more flexibility on that, for
54:54sure.
54:57Yeah, for sure.
55:03I have plenty of time for any other
55:05questions regarding market authority.
55:07Anything we covered today, your business
55:09specifically, ideas that you have,
55:11things you're working on, you can drop
55:13them in the chat.
55:16I'd love to hear where your mind is at.
55:28Okay,
55:30sounds like we're good to go. Do you
55:32guys have clarity on your next steps?
55:35Thank you, Vic. Thank you so much. Thank
55:37you, my friend. Keep crushing it.
55:39Likewise.
55:40Likewise. Thank you. Okay, great. You
55:43have the nap the map now. You know which
55:46side of your triangle is most broken.
55:48You know what that future number one
55:50looks like for you. you know what's in
55:51the way.
55:54The only question is what you're going
55:55to do next, right? So, call drop the
55:57call in the chat if you're ready. If
55:58there's anyone last minute who needs to
56:00do that, you can hit call in the chat.
56:01We'll get you on the calendar, too. If
56:03you're not there yet, then I'm glad that
56:04you are here. Either way, we will be
56:06sending the replay out here shortly as
56:08well. So, if you want to look back on it
56:10and review your notes again, we'll be
56:12sending that out here by the end of the
56:13day. This is some of my favorite work,
56:15though. Thank you so much for giving me
56:16your time today. I'm really glad that we
56:18got to hang out. I appreciate it.
56:22Angie said, "I need the systems, but I'm
56:25also not being consistent in
56:26implementation seems to be what's
56:27holding me back." That's why we are an
56:29implementation focused coaching company
56:32because the strategy is one thing, but
56:34if you're getting struggle, if you're
56:35struggle busing on the actual setting it
56:37up and then following it consistently,
56:39those are different skills that we need
56:40to work on and that comes up every week
56:43through the coaching calls. So, you will
56:44be in good in good hands for sure.
56:48Uh Jennifer says, "How many hours of
56:50coaching a month?" Great question. Thank
56:52you for that. Um so we have two hours
56:54plus of coaching per week um with me.
56:57I'm not passing you off to somebody
56:58else. We are actually working together
57:01through um the process on Tuesdays and
57:04Thursdays. Um and it's typically a
57:061-hour call, but I'm there as long as
57:07I'm needed to make sure that everybody
57:08is getting that individualized support.
57:10And then you also have access to me
57:12through email and texting throughout the
57:14week as well. So, if you need me in
57:15between calls, you have email and
57:17texting support too, as well as our
57:19private Facebook group where you can get
57:21um support from the other agents going
57:23through the program actively as well.
57:26And I will say too, Jennifer, like book
57:28your book your call. I think that I saw
57:29that you had um the biggest thing that I
57:32want to say is we are turning away
57:34agents every every month, every week.
57:37Literally, that's why we always have the
57:38call. We don't take agents into the
57:40program if we are not absolutely certain
57:42without a shadow of a doubt. it would be
57:44the right fit for them. That way, when
57:47we bring you in, you're getting the
57:50right support and the right systems for
57:52what you need to be working on, and
57:53you're also in an environment with other
57:55agents who are working on the same
57:57stuff. So, you can see not only how you
57:59want to be implementing it, but you can
58:01see how other agents are implementing
58:02the same kind of stuff, so that you can
58:04get even more context and more
58:06perspective for your systems and
58:07marketing, too.
58:13Yeah, let's chat Jennifer for sure.
58:21Okay, awesome guys. Have a great rest of
58:25your day. Thank you so much for the
58:26time. And if you have any other
58:28questions that pop up, send me an email
58:31or pop up on our calendars. You guys
58:33should have the link.
58:36Have a good week. We'll see you soon.
58:38Bye.

About this transcript

This page contains the full transcript of From Inconsistent to Unstoppable: Live Strategy Session for Realtors Ready to Close 2-4 Deals/ Month by Stefanie Lugo - Real Estate Business Coach, generated from the public captions YouTube serves with the video. The transcript has 11,323 words across 1,618 segments, with the original timestamps preserved so you can click any line to jump to that moment in the embedded player.

What you can do with it

Use the transcript to take notes, quote the speaker, build a study guide, generate a summary with ChatGPT or Claude via the YouTube Summary tool, or export it as a timed subtitle file with YouTube to SRT. You can also re-open it in the transcriber to translate the transcript into 100+ languages.

Free YouTube transcript tool

YouTube2Text is a free YouTube transcript generator — no signup, no daily limit. Paste any YouTube link and get the full transcript instantly, with timestamps, click-to-jump, translation to 100+ languages, AI prompts for ChatGPT, Claude, and Gemini, and exports to TXT, SRT, VTT, or Markdown.