The Level Up Your Business Podcast

Show Notes

Episode 11 of Season 2

Clickable Show Highlights

[00:41] Larry Goins introduction
[2:03]  How Larry is able to be productive and spin multiple plates successfully
[4:45]  The impact that having an assistant has had on his real estate business and productivity
[05:27]  How to use EOS (Entrepreneurial Operating System) to make your business more efficient
[7:22]  Using VTO (Vision Traction Organizer) for goal setting in your business
[8:28]  Why every business needs an INTEGRATOR and a VISIONARY
[12:51]  Larry’s advice for people who are struggling with being busy vs. being productive
[14:07]  The 3 most important things in real estate

Quotes:

"Do not confuse activity with productivity."


Resources:

  • E Myth Mastery  by: Michael Gerber - This is the book that will show you the difference between being an entrepreneur versus doing a job - and how to work on instead of in your business.
  • HUD Homes Half Off! by Larry Goins  - Learn a simple to follow system for buying HUD homes for 50% of list price or less. 
  • Traction  by: Gino Wickman - - Discover simple yet powerful ways to run your company that will give you and your leadership team more focus, more growth, and more enjoyment. 
  •  Rocket Fuel  by: Gino Wickman  - This book details the integral roles of the Visionary and Integrator and explains how an effective relationship between the two can help your business thrive. 
  • EOSworldwide.com - The Entrepreneurial Operating System (EOS) helps owners and leadership teams create healthier, stronger businesses and achieve powerful results.

THE LEVEL UP YOUR BUSINESS BLOG

 LARRY GOINS 
PRODUCTIVITY SECRETS
REVEALED FROM A 30 YEAR 
REAL ESTATE INVESTING EXPERT


Larry Goins, Owner & CEO of The Goins Group

On today's show I interview Larry Goins. Larry has been investing in real estate for over 30 years. He's a best selling author, a speaker, a radio host and he travels across the country educating real estate investors. 

This season of the podcast is about productivity hacks for busy real estate entrepreneurs. That’s why Larry is the perfect person to provide advice, since he's been running several extremely productive real estate businesses for years.  

Larry will reveal his secrets to productivity from his decades of experience, so you can get more done in less time - while taking your business to the next level.   

Today on the Level Up Your Business Podcast I interview Larry Goins. Larry is a national speaker and has been a real estate investor for over 30 years. He's going to reveal his top productivity secrets for real estate investors to get more done in less time.

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My Interview With Larry Goins


“You’re a radio show host, an author of several books, you travel to educate investors around the country, and you have your own real estate business to manage - not to mention a family who I’m sure loves your attention. How are you able spin all of those plates and do it effectively?”


Larry says...

I have an education business and we have a pretty good size wholesaling and seller financing business here in the Carolinas. I’m a firm believer in systems, processes and procedures. 

One of the first books I read was from Michael Gerber, E Myth Mastery. That book helped me realize that if you have a business that can’t run without you - then you actually don’t have a business, you’ve got a job. 

When most people first get into real estate they already have a job. Then, when they start learning about investing in real estate they’re taught how to do everything themselves. They usually end up doing real estate on nights and weekends. The irony is, they didn’t want their first job, but now they have TWO!

However, you have to be careful because sometimes you can spend so much time setting up systems and processes to work on your business, that you forget about the people in your business.

Then you start to lose touch with your customers, vendors, buyers and sellers. So, no matter what kind of technology or automation you use - there has to be a balance between working in the business and working on the business.


“You have a personal assistant named Kandas who you call your 'lead integrator' and your right hand. For people that are solopreneurs and feel like right now they’re wearing all the hats needed to get things done, can you talk about the impact that having an assistant has on your business and productivity?”


Larry says...

My assistant Kandas is what we call our integrator. If you don’t know what an integrator is, you need to read the books Traction and Rocket Fuel by Gino Wickman. 

Those two books talk about a business process system called EOS, which stands for Entrepreneurial Operating System. It's a way to run your business where you have an accountability chart, and everybody in your organization is accountable for something.  

If you're a solopreneur, or if you're just getting started, your name is going to be in every one of those boxes in the chart. That’s okay initially. But, your goal is to eventually get your name out of every box with the exception of one. 

Every department has a scorecard. On the scorecard you’ll have key performance indicators (KPIs).

Some examples of KPIs are: 

  • the number of HUD offers you made this week
  • the number of MLS offers you made
  • the number of buyer and seller leads that came in this week 

You can get the scorecard at EOSworldwide.com. 


“Can you say more about the role of an integrator and how they help your company?”

Larry says...

In the book Traction, you learn that you need to have two key roles in every business - the integrator and the visionary.

Visionaries are usually the business owners. They're the ones who say where the business is going. The integrator is the person who focuses on the here and now activities - what needs to get done today, this week, and this month  

The visionary plots the path of where you’re going, and the integrator’s focus is on what steps are needed to get there. 

Visionaries usually have ADD - so they can be going in one direction and then do a 180 and go back another direction.

The integrator helps keep everybody on track, and aids in determining what KPIs need to be focused on daily, weekly and monthly in order to reach the goal set by the visionary. 

EVERY SUCCESSFUL BUSINESS HAS A VISIONARY AND AN INTEGRATOR.

Walt Disney was a visionary and his brother was the integrator. Steve jobs was the visionary for Apple, while Wozniak was the integrator. You have to have a vision along with goals to aim for - but, you also have to have someone that can break goals down into an actionable step-by-step plan and help  see things through. 

"Sometimes people can confuse being productive with being busy. For example, If someone only has a few hours a day to work on his real estate business and he’s using that time to design business cards instead of talking to sellers - then he’s obviously being busy, instead of being productive. 

What  advice do you have for helping people that may be struggling with being busy vs. being productive? "

Larry says...

It’s important not to confuse activity with productivity. There are critical tasks that you need to do which will generate sells, and there’s non critical tasks that I call “arts and crafts.”  

You need to focus on doing something that's bringing in money - everything else is arts and crafts. Logos, business cards, hats, and t shirts -  all that stuff - doesn't bring in money.

So forget about it!

There are so many people that get on the internet, look at properties, and they may even pick up the phone and have a good conversation with a seller. Then, the end of the conversation goes something like this… “well let me check on some things and run comps, and put some things together, and I’ll get back in touch with you… ok bye."  

They never make an offer. Then they wonder… 

“Why aren’t I getting any deals?” 
“Why am I not making any money?” 

The very first thing I ask people is, “how many offers did you make last month?” 

It’s simple. The three most important things in real estate are: make offers, make offers, make offers 

I guarantee you the number of houses you buy are in direct proportion to the number of offers you make. It doesn’t matter what your ratio of acceptance is - if you want to buy more houses, just make more offers. That's all there is to it. 

Next Up In Season 2


Next up I’ll finish up the second half of my interview with Larry Goings. Larry is going to dish out even more actionable golden nuggets, as he covers topics that include:

  • How to stop chasing shiny pennies so that you’re no longer derailing your productivity
  • The process Larry uses for when to say no and when to say yes to opportunities
  • How to get over being fearful and indecisive so that you’re always taking action
  • And, one of the absolute best and easiest secrets to shortcutting your success in real estate

And that’s just to name a few! So, make sure you catch the second half of this value-packed interview next week.

Resources Mentioned In The Podcast:



  • The E-Myth Mastery by: Michael Gerber- This is the book that will show you the difference between being an entrepreneur versus doing a job - and how to work on instead of in your business. 
  • Traction by: Gino Wickman - Discover simple yet powerful ways to run your company that will give you and your leadership team more focus, more growth, and more enjoyment. 
  • Rocket Fuel by: Gino Wickman - This book details the integral roles of the Visionary and Integrator and explains how an effective relationship between the two can help your business thrive.
  •  EOSworldwide.com  - The Entrepreneurial Operating System (EOS) helps owners and leadership teams create healthier, stronger businesses and achieve powerful results.