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Podcast

EPISODE 20– Online Marketing To Close More Real Estate Deals: Season 3 Preview

The Level Up Your Business Podcast


Show Notes for Episode 20: "Online Marketing to Close More Real Estate Deals - Season 3 Preview"

Episode 20 of Season 3

Clickable Show Highlights:

[01:15] Topic of Season 3
[01:27] 3 components of online marketing
[02:17] Why Marketing is the focus for Season 3
[04:03] Preview of some of the subjects on this season
[04:09] Lead attraction episodes
[04:47] Converting leads episodes
[05:35] Nurturing leads episodes
 

Quotes:

  • The only way you can scale your business and income is to create predictability. And, you create predictability by having marketing systems in place that constantly ATTRACT, CONVERT, and NURTURE leads.

Resources:

THE LEVEL UP YOUR BUSINESS BLOG

 ONLINE MARKETING
TO CLOSE MORE REAL ESTATE DEALS:
SEASON 3 PREVIEW


Buckle your seatbelts! I’m going to talk about something that may be one of the most critical factors in the success of your real estate business.  

But before I jump into that, I want to mention that I just finished Season 2 of The Level Up Your Business Podcast, which was about Productivity Hacks for Busy Real Estate Entrepreneurs  

That season featured 12 value-packed episodes that focused on showing you how to get more done, gain more time, and be more efficient.  If you missed any of those episodes, head to leveluprsj.com/season2.  

Now it's time to shift gears for Season 3.

Season 3 is all about one of my favorite topics - which also happens to be the lifeblood of all successful businesses…

... and that's MARKETING!

More specifically, I'm going to focus on three components of online marketing for your real estate investing business:

#1 - How to ATTRACT more prospective buyers and sellers to your business

#2 - Tools and strategies you can use to CONVERT those prospects into actual customers

#3 - Automation tactics to help NURTURE relationships with your leads and customers  

Since I’m a real estate investor, and I help real estate investors with online marketing, a lot of what I'll be speaking about is going to be from the marketing perspective of an investor running his/her business. 

But, you can actually apply the online marketing for real estate concepts I'll be sharing this season in just about any business.

Today on the Level Up Your Business Podcast I preview Season 3 of the podcast, which will focus on: Online Marketing To Close More Real Estate Deals.

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Why is Online Marketing
for Real Estate Investors Important? 

This season I’m focusing on using online marketing in order to attract, convert, and nurture leads. There’s a very important reason that I made this the topic of Season 3.

If we’re being 100% real with each other, most real estate investors are living from deal to deal.

Here’s what I mean… 

(The typical process to get a deal done)

  • You put in work to find a motivated seller.
  • Negotiate to get their home under contract.
  • Find buyers that may be interested in that home, or that would want to take over your contract for an assignment fee.
  • You coordinate closing details and keep all parties in the loop until closing.
  • And you see the deal all the way through to closing.
  • Then you have a good payday.


BUT THEN WHAT?

You have to start the process... ALL…OVER… AGAIN.

In the movie Groundhog day, you’ll remember the character who Bill Murray played was trapped repeating the same exact day over and over again.

That's basically what your real estate business is like if you don’t have effective marketing in place.

When you neglect marketing, instead of having a steady stream of prospective deals in your pipeline, you're constantly hitting the reset button every time you close a deal. That means you’re always starting the process over again to hunt for your next deal.

Is that really how you want to run your business? And, do you think that’s sustainable long term? 

Running your business without consistent marketing in place does the following:

  • Makes your income unpredictable, because you don’t have a consistent pipeline of deals.

  • Makes it challenging to create a budget - both in your business and personal life - since there can be huge fluctuations in deal flow

  • It becomes incredibly difficult for you to take any time off from your business - because if you try to, your income is going to take time off as well. And that’s not good for obvious reasons.

The truth is, just like you, I've dealt with these same frustrations. I've felt like I was on a hamster wheel, where you're only as good as your last closed deal. I don't know about you, but I really didn't like living that way

The bottom line is the only way you can scale your business and income is to create predictability. And, you create predictability by having marketing systems in place that constantly attract, convert and nurture leads.

What To Expect In Season 3

Here's a preview of some of the subjects I'll cover during this season of podcast posts, based on the marketing topics: ATTRACT, CONVERT, NURTURE:

ATTRACT

  • How to using SEO (search engine optimization) to make sure your real estate site is easily found by prospects.

  • How to use social media to build authority and drive leads to your site.

  • And, how paid traffic such as Google Adwords and Facebook ads can drive quality leads to your business. Keep in mind with paid traffic, the people who are clicking on ads are seeking your products and services - instead of you chasing after them (like with direct mail).


CONVERT

  • The key to setting up your website the right way so that it's not just a pretty brochure site that tells people about your business. But instead, it's a site that captures the contact information of people that may be interested in what you have to offer - so you can follow up with them now, or at a later date.

  • I'll break down how to use marketing funnels in your real estate business, and some of my favorite tools and strategies to set them up.
     
  • And I’ll talk about how to set up lead magnets, or “ethical bribes,” so that you can give people that visit your website something of value, in exchange for them providing their contact information. This will also give you an opportunity to follow up with those leads.

NURTURE

  • I’ll discuss how to set up automated email sequences so that you can stay engaged with your buyers and sellers, without the tedious task of writing and sending dozens of emails a day.

  • You’ll discover how to use retargeting to stay on the top of your prospects and customers minds. This will also increase the likelihood of them doing business with you.
     
  • I’ll talk about how to incorporate cool tools like chat bots, sms, and voice broadcasting in your real estate business to create follow-up-funnels that make your customers feel like they're your favorite client.

Not to mention, I'm going to show you how you can use virtual assistants in different areas of the - attract, convert, and nurture sequence.  The will add a personal human touch to your follow-up marketing, while automating some tasks that probably aren't the highest and best use of your time.

By the way, what I just covered is only some of what's in store for you in Season 3. I also have some special guests lined up and a few other surprises!

Next Up In Season 2

Next week I’ll dig into Season 3.  I’ll talk about some of the online traffic sources you can (and should) use in your real estate business in order to level up your marketing, increase the leads coming in your business, and close more deals.


Podcast

EPISODE 19 – Productivity Hacks for Busy Real Estate Entrepreneurs: Season 2 Recap

The Level Up Your Business Podcast

Show Notes for Episode 19: "Productivity Hacks for Busy Real Estate Entrepreneurs - Season 2 Recap"

Episode 18 of Season 2

Clickable Show Highlights:

 
[01:09] Topic of today’s episode
[01:23] Recap: 20 life changing productivity tools to add more hours to your day 
[03:14]  Recap: The secret to working on instead of in your business
[03:54] Recap: Larry Goins – Productivity secrets revealed from a 30 year real estate investing expert
[05:12] Recap: Mastering the art of delegation to 10x your productivit
[06:00] Recap: Using standard operating procedures to make your business productive with predictable results
[06:55] Recap: Brent Simpson – Focusing on your one thing is the key to success
[07:43] Recap: The ultimate productive morning routines of highly successful entrepreneurs
[08:44] Recap: Danny Johnson – Sell more houses by making marketing your big domino
[09:53]  Recap: Whitespace: Your to innovation, clarity, and hitting your goals
 

Quotes:

  • Sometimes it only takes one valuable tip or tool to really give you and your business the productivity boost you need to get more done, gain more time, and be more efficient.

Resources:

THE LEVEL UP YOUR BUSINESS BLOG

 PRODUCTIVITY HACKS FOR BUSY
REAL ESTATE ENTREPRENEURS:
SEASON 2 RECAP


For the past few weeks we’ve been in Season 2 of the Level Up Your Business podcast (as well as the blog), where my focus has been on Productivity Hacks for Busy Real Estate Entrepreneurs. 

The content has focused on showing you how to get more done, gain more time, and be more efficient.  

This blog post marks the end of Season 2, and next week I'll be starting a brand new topic for Season 3! 

So, I think the perfect way to end this season is to recap and highlight some of the most valuable lessons, strategies and tips from Season 2 that you can put into action to level up your business. 

Today on the Level Up Your Business Podcast I recap and highlight some of the most valuable lessons, strategies and tips from Season 2 of the podcast which focused on Productivity Hacks for Busy Real Estate Entrepreneurs.

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EPISODE 8 & 9:
20 Life Changing Productivity Tools 
To Add More Hours To Your Day

Season 2 kicked off with the episode entitled, "20 Life Changing Productivity Tools To Add More Hours To Your Day."

I shared with you 20 of my favorite tools that’ll help you reach new levels of productivity in your business and personal life.

Those tools were broken into four categories: Communication tools, marketing tools, admin tools, and creativity tools.

One of my favorite communication tools I spoke about was Viber, which allows you to communicate via voice, message, video and “walkie talkie.” You can also use it to exchange images, recorded video and send audio messages.

I also spoke about one of my favorite marketing tools - Clickfunnels. This software is a website builder that allows you to create almost anything you need to market your business online, including: lead generation pages, sales funnels, membership sites, landing pages, and e-commerce systems - all with the ease of a drag and drop interface.

One of my go-to admin tools that I shared was Asana . This is the task management tool I use most often in my business, and in my opinion is one of the easiest ways for you and your team to track your work - and get results.

And finally, I spoke about creativity tools that I use for productivity. Workflowy is the tool that I mentioned which I use every week for brainstorming. It helps you break big ideas into manageable pieces, so you can focus on one piece at a time.

Those are just 4 of the 20 tools that I went over. I shared so much value that it took two episodes to cover!

If you want to hear about all the tools, check out leveluprsj.com/8 and leveluprsj.com/9. I guarantee that you'll find at least a few tools that'll help you and your business become more productive.

EPISODE 10:
The Secret To Working
ON Instead Of IN Your Business

The next podcast post was "The Secret To Working On Instead Of In Your Business."

I shared with you what I consider to be the ultimate guide to alleviate some of that business fatigue you may be experiencing, so you can start working ON instead of IN your business - and get back that loving feeling that you may have lost as a result of being consumed with the day-to-day minutia of being a business owner.

Some of the tactics I covered included:

  • The benefits of meditating
  • Planning for tomorrow the day before
  • Focusing on your one thing
  • Using task management tools
  • The importance of delegation

To get all of the actionable strategies from that episode, check out leveluprsj.com/10.

EPISODE 11 & 12:
Larry Goins - Productivity Secrets Revealed From

A 30 Year Real Estate Investing Expert

Next up I had a two part interview with 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.

He dropped a ton of productivity secrets on us based on his decades of experience. One of his key takeaways was about the role of visionaries and integrators in your business.

He said every successful business has a visionary and an integrator. The examples he gave were Disney and Apple. Walt Disney was a visionary and his brother was the integrator. Also, 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.

Larry also made some great book recommendations. One of the books he advised was Traction, by Gino Wickman, which I started reading shortly after that interview. If you're looking to make your business more focused and growth oriented - you need to grab that book!

Go to leveluprsj.com/11 and leveluprsj.com/12 to catch the full interview with Larry Goins.

EPISODE 13:
Mastering The Art Of Delegation To 10X Your Productivity

Learning how to delegate has been one of the things responsible for the greatest growth in my business. That’s why I did an entire podcast post on mastering the art of delegation to 10x your productivity.

Some of the subjects I covered were:

  • Why delegating is so hard and why so many business owners tend to avoid it
  • Why you absolutely need to delegate if you want to have long term success
  • The keys to effective delegation that you can immediately put into action

Here’s the bottom line: The ability to delegate is one of the biggest differences between real estate entrepreneurs who have successful businesses that produce CONSISTENT income which don’t require their CONSISTENT daily involvement…

​…versus people who struggle, living from deal to deal, and who feel like they’re business owns them instead of the other way around.

You can check out the strategies I laid out for you to become an effective delegator and run a more productive business at leveluprsj.com/13.

EPISODE 14:
Using Standard Operating Procedures To Make Your
Business Productive With Predictable Results

If you’re looking to run a more productive business with predictable results, then you need to check out my podcast post on using standard operating procedures (SOPs).

SOPs are the documented processes that a company has in place to ensure services and products are delivered consistently every time.

They're the secret sauce that’ll reduce your time spent training the people that work for you; help you maintain a consistent quality of work; allow you to be more efficient when you’re working; and allow you to scale your business.

Not only did I cover the advantages of SOPs and how to use them in your real estate business, but I also covered when and how you should create them - and the tools you can use to easily build them in your business

Check out leveluprsj.com/14 for all the golden nuggets from that episode. On that page you can even grab a free cheat sheet I made for you entitled, “How To Create SOPs,” that digs into the steps I mentioned in this podcast in much more detail so you can create your own SOPs.

EPISODE 15:
Brent Simpson - Focusing On Your One Thing Is The Key To Success

I interviewed Brent Simpson, the owner of Bold Vision Enterprise for the next podcast post. Brent’s company focuses on providing strategies to solve the problems of corporations and small businesses.

One of the biggest gems Brent shared in that show was that “being busy doesn't actually equate to being profitable.

He also talked about the value of making a list of all the activities you’re doing on a daily or weekly basis and then ranking them - not based on importance to you - but instead based on profitability to your company.

Ranking your activities this way will help you when you're trying to focus on your "one thing," or your big domino, that will make everything else in your business easier or unnecessary.

Check out Brent's interview at leveluprsj.com/15.

EPISODE 16:
The Ultimate Productive Morning Routines

Of Highly Successful Entrepreneurs

A structured morning routine has been responsible for one of the greatest shifts in my life and my productivity. That’s why I did a podcast post about the ultimate productive morning routines of highly successful entrepreneurs.

Some of the key points I shared were:

  •  What life was like for me before a morning routine
  • The benefits of planning the night before and waking up earlier
  • Why waking up with an attitude of gratitude is a game changer
  • How the the combination of water, a morning workout, and a high protein breakfast can provide the fuel you need for your da
  • Why morning meditation and affirmation are the perfect way to get your mind right so you can face whatever your day brings

If you start doing a morning routine I think you'll find that it will be some of the most important time you'll spend in your entire day - hands down!

Check out this episode at leveluprsj.com/16.

EPISODE 17:
Danny Johnson- Sell More Houses By

Making Marketing Your “Big Domino”

Next on deck was my interview with Danny Johnson of Flipping Junkie.

In a previous show/post I discussed how important it is to focus on your one thing - your big domino in your business - which if you topple it, everything else becomes easier.

So, in this show Danny Johnson shared his insights and tips on how your real estate business can be more successful, and you can sell more homes, by making marketing your big domino.

One of the greatest insights Danny mentioned is: as real estate entrepreneurs, we're now at the point that you MUST do digital marketing in some capacity just to be found by your customers.

If you don't have some type of digital marketing strategy in place with your website, or you’re not working on building your online presence, then you're basically handing your prospective clients over to your competition who ARE online.

He also shared how digital marketing tactics like Adwords and Facebook Ads can provide some of the lowest costs per lead and costs per deal in your marketing. Not to mention it's much easier to measure your ROI with these marketing tactics versus direct mail.

To discover the rest of Danny's marketing gems, go to leveluprsj.com/17.

EPISODE 18:
Whitespace - Your Key To Innovation, Clarity, & Hitting Your Goals

I wrapped up Season 2 with a show called “Whitespace: Your Key To Innovation, Clarity, & Hitting Your Goals.”

Whitespace is the gaps that you purposely create in your calendar between meetings, or other activities. It's the time that you consciously allot in your schedule to think, distraction-free.

I went into detail about why whitespace is important, how I handle whitespace, and how you can create whitespace in your business.

Those few hours that you set aside for whitespace in your business will make a world of difference - because without whitespace, your personal growth is limited.

So, if you're looking to level-up your business - or, even if you're just trying to get out of a rut - adding whitespace to your schedule is key.

You’ll learn all my strategies to create whitespace in your business by going to leveluprsj.com/18.

It’s Time To Take Action!

As you can see from my recap of Season 2, I covered a ton of valuable content. The truth is, sometimes it only takes one valuable strategy, tip, or tool to really give you and your business the productivity boost you need to get more done, gain more time, and be more efficient.

But, the only way to know if any of the tactics that I shared will work for you is to put them into action. Choose at least one or two of the many tools and strategies I shared over the course of Season 2 and apply it to your business. Then once you see it’s working for you, try another. 

The goal is to always be moving forward and implementing things that help you and your business get the productive edge you’re looking for.  

Next Up In Season 3

Next week we start a whole new season of the Level Up Your Business Podcast and blog posts!

I won’t give away the topic just yet, but I promise it will not disappoint - especially if you're looking to grow a profitable real estate business with CONSISTENT leads and HAPPY customers.

Podcast

EPISODE 18 –Whitespace: Your Key To Innovation, Clarity, And Hitting Your Goals

The Level Up Your Business Podcast

Show Notes

Episode 18 of Season 2

Clickable Show Highlights:

[00:57] Topic of today’s episode
[01:48] Why white space is important 
[02:27]  Three reasons why creating white space in your day is important
[04:07] Ryan’s struggles with white space
[04:45] Four ways on how to create white space
[04:51] #1: Be purposeful about your whitespace
[05:30] #2: Schedule your white space during the peak of your productivity cycle
[05:55] #3: Try using that time to do something completely out of routine
[06:14] #4: Start saying “no” more than you say “yes
[06:43]  Action steps
 

Quotes:

  • "High-quality work requires long stretches of high-quality thinking."
  • "If EVERYTHING is important, then NOTHING is important." 
  • "Your power to innovate is the whitespace you create."

Resources:

THE LEVEL UP YOUR BUSINESS BLOG

 WHITESPACE: 
YOUR KEY TO INNOVATION, 
CLARITY AND HITTING YOUR GOALS


In today's post I'm going to talk about something that we often take for granted in our businesses and our lives… 

...WHITESPACE. 

I'm not talking about the space in the margins of your website, or the blank space on the edges your business cards.

I'm referring to gaps that you purposely create in your calendar between meetings, or other activities. It's the time that you consciously allot in your schedule to think, distraction-free.

If you feel like you've hit a plateau in your business or you're stuck in a rut professionally, financially, or even personally - adding more white space to your life might actually be your answer. 

I know it sounds counter-intuitive that making time in your day to do less will help you be more successful. But, by the end of this post you'll understand why.  

Today on the Level Up Your Business Podcast you’ll learn how creating more WHITESPACE in your business is the key to greater innovation, clarity, and hitting your goals.

Click to Tweet

Why is whitespace Important?

So, why the heck is whitespace important? Shouldn’t we be trying to fill our schedules with important things to do?  

Well, It’s been revealed by some of the most successful business owners that actually taking time to be alone and creating whitespace is necessary if you're looking to be more creative or innovative. 

Don't make the mistake of thinking whitespace is only for "artsy" people. It's also critical if you're a leader or entrepreneur, because it helps you become more focused and clear about your goals. 

It's so easy to get inundated with the day to day of our businesses, that we get stuck in a routine of just "getting things done." .

But, having whitespace helps you recenter to ensure that you're not just getting things done - but instead you're getting the right things done that are aligned with your goals.

Here's three reasons why creating whitespace in your day is important: 

  1. White space allows you to get away from the chaos of your daily grind in order to reflect and redirect your efforts towards your initiatives that will yield the greatest impact.

  2. The more time you give yourself to stop and take a breath, instead of scheduling something for yourself every minute of your day, the more focused and clear you'll be when you have to be "on" in meetings - or when you’re dealing with critical projects that require your greatest focus.

    You have to remember that your brain is a muscle. And just like you'd have to give your biceps a rest after an intense arm workout, your brain works the same way. That’s why you have to give it time to recharge. Otherwise, you'll get burned out and it’ll take a toll on your business.

  3. The alone time you create from whitespace boosts your meta-cognition. Scientist state that this is one of the most powerful abilities that the human brain has. Not to mention, meta-cognition is prevalent in geniuses and visionaries. So, if you're looking to move toward genius or visionary status, then increase your whitespace!

The bottom line is high-quality work requires long stretches of high-quality thinking. Whitespace is needed in order to have fresh, creative thinking. You need some time where you have nothing scheduled so you can empty your mind, and refill it with new thought.

How I Handle Whitespace

I'm not going to pretend like I’m a pro at creating whitespace in my schedule. Just like many Type-A personalities, I'm a get-it-done entrepreneur - so, I also struggle sometimes with making time for whitespace.  

However, one of the things I've done is set aside certain days of the week where my assistant knows not to schedule any meetings for me. And, on those days I avoid having any major projects that I need to get done.   

Sometimes I'll use the time I reserve for whitespace to read, brainstorm, or just sit and be still.

But, some weeks my efforts to create whitespace fall short. I think instead of us beating yourself up about how you’ve fallen short, it's better to focus on practical solutions that’ll help you create the whitespace you need to level-up your businesses and your life.   

How To Create Whitespace

Here's four ways you can go about creating whitespace, and how to get the most out of that time:

1. Be purposeful about scheduling your whitespace. Decide in advance how much time you want to invest in whitespace each week, then make sure it happens.

The fact is there never seems to be enough time in the day to get everything done that we need to do. That's even more reason why it's imperative to schedule white space.

If you consistently take a look at your calendar on a weekly basis, you can pinpoint those days and time frames that are close together- which will allow you to make better scheduling decisions.

You can’t always control your white space, but you can NEVER control it if you aren’t being purposeful about scheduling your calendar so that you have control of your day.

2. Schedule your whitespace during what you consider the peak of your productivity cycle. In other words, you want to schedule whitespace during the time of the day you feel most energized and creative - whether that be in the morning or night. 

Giving whitespace the best part of your day, rather than giving it to your leftovers, is going to allow your thoughts to be much fresher, inspiring and innovative. 

3. When scheduling whitespace, try using that time to do something completely out of routine. Doing this allows you to shake up your otherwise predictable schedule and sets the stage for creativity. So, if you're use to being in front of a computer all day, try scheduling your white space outside at a park.

4. Start saying "no" more than you say "yes." Obviously if you have a significant other, this rule doesn't apply - unless you want to be single. But in business, saying "yes" to everything is a surefire way to make you lose focus on the activities that have the greatest impact on your business.   

Remember, whitespace doesn't just happen - you have to create and schedule it. But, that's not possible when you fill your schedule with a lot of "yes" obligations.

It’s Time To Take Action


Here's my challenge to you: schedule at least three hours of whitespace in your calendar in the next week. It doesn't have to be three straight hours, but at the very least give yourself 30 minute sessions of whitespace.


Those few hours that you set aside will make a world of difference - because without whitespace, your personal growth is limited. So, if you're looking to level-up your business - or, even if you're just trying to get out of a rut - you have to be wise about how you use your time.


Which also means letting go of the feeling that you have to get EVERYTHING done right now. If EVERYTHING is important, then NOTHING is important.


Remember this: Your power to innovate is in the whitespace you create!









Next Up In Season 2

We're coming close to the end of Season 2 of the Level Up Your Business Podcast, which has focused on productivity hacks for busy real estate entrepreneurs. 

So, I think the perfect way to end this season is to recap and highlight some of the most valuable lessons, strategies and tips from Season 2 that you can put into action to level up your business. 

Look out for the podcast and blog post next week!

Podcast

EPISODE 17 – Danny Johnson: Sell More Houses By Making Marketing Your “Big Domino”

The Level Up Your Business Podcast

Show Notes

Episode 17 of Season 2

Clickable Show Highlights

[02:17] Danny’s background and his business
[04:10]  How marketing has really made an impact on his business
[08:36]  What digital marketing really is
[10:47]  How much does he focus on digital marketing vs offline marketing
[11:49]  Tips on how to make time in order to make sure that marketing still gets done
[16:43] Systems and processes that he haven’t place right now that have the biggest impact on his productivity or marketing efforts
[18:08] His advice to a new real estate investor for the path of least resistance to get their marketing up and going to generate leads
[21:00]  Advantages of bandit signs
[22:17]  What are the trends in digital marketing for real estate right

Quotes:

"If you’re not marketing your business, then you don’t have a business ... or, you won't have one in the long run."


Resources:

THE LEVEL UP YOUR BUSINESS BLOG

 Danny Johnson - Sell More Houses
By Making Marketing Your
"Big Domino"


Danny Johnson of Flipping Junkie

If you’re not marketing your business, then you don’t have a business. 

...Or, you won’t have one in the long run. 

Whether you have a real estate business, an Amazon business, or a lemonade stand - consistent marketing is the lifeblood of your company.  

As real estate entrepreneurs, consistent marketing is what ensures we have a steady stream of prospective customers finding our services, and the properties we have for sell.  

When you neglect marketing it’s inevitable that you’ll suffer from an inconsistent deal flow. And you’ll feel like you’re working from deal to deal - which makes you uncertain about your income and the stability of your business.

I did a previous post on how important it is to focus on one thing (or your big domino in your business), which if you topple it, everything else becomes easier. So in this post I interviewed Danny Johnson, the host of Flipping Junkie.

Danny shared his insights and tips on how your real estate business can be more successful, and you can sell more homes, by making marketing your Big Domino.

Today on the Level Up Your Business Podcast I interview Danny Johnson of Flipping Junkie. Danny shares his insights and tips on how your real estate business can be more successful, and you can sell more homes, by increasing your focus on your marketing.

Click to Tweet

My Interview With danny johnson


“Tell us a bit more about you and your business.” 



danny says...

My wife and I have been flipping houses for about 15 years in San Antonio, Texas. I became interested in real estate investing from watching my dad, who was a contractor at the time, partner up with another investor to flip houses. I saw what my dad was doing and I decided that it looked much better than what I had going on - being cooped up in an office all day long. 

So, I came across a Carlton Sheets course on VHS tape that I found in my garage. He was teaching cold calling as well as a lot of weird deal structuring. It completely turned me off of the business. I said “I can’t do that, that’s not me… I’m not that kind of person.” I was really shy and introverted, so it was hard imagining that's how you’re supposed to get deals. 

I didn’t know any better. So, I put real estate on the back burner for bit. But, later that year I went out and got my first property. And then we started flipping houses and doing marketing with direct mail, driving for dollars, and bandits signs. We chased MLS deals at first, but eventually found that motivated seller marketing was really better for us. 


“How has marketing really made an impact on your business?”


 danny says...

I think figuring out marketing and lead generation - so that you always have deals coming in - is probably the most important thing you can know, besides learning the basics of flipping. Because if you can’t generate enough leads to have consistent deals, you’re spinning your wheels all the time. 

Once you have marketing figured out you can scale up, and do so much better in your business. You can be in a position to actually quit your day job, and have that freedom that you want. So, figuring out that marketing piece is super important. 

The toughest part is getting that first deal, right? People I’ve talked to, have often taken at least 6 months to find and complete their first deal. But then it takes two weeks, or less than a month, before they line up their next deal. 

So why is it so much faster to find the second deal?  I think people have to deal with their doubts of whether there’s really deals out there. When many people first start looking for deals, they’re making offers in the MLS and competing with other investors. That makes doubt set in, because they’re not very confident with their numbers, and they’re probably more conservative at first. 

But once you have faith that the deals are out there, then it becomes so much easier because then it's just a matter of putting your marketing out there more often, and making more offers on deals - and it changes everything for you! 

If you’re spending all your time trying to make every single lead that comes across your desk work, you’re gonna get frustrated and burned out. You’ll start wondering, “how many leads does it take before I get a deal?” I think a lot of people don’t really know what their numbers should look like. 

That’s one of the things a lot of people say that they enjoyed about my book, Flipping Houses Exposed. In that book I showed 34 weeks of my house flipping business; how many leads I was getting in; what and why people were selling; and how I analyzed those deals. But the biggest impact was that people told me it opened their eyes to how many leads they need to look at before getting a deal. This was good because it meant they wouldn’t lose steam so soon, since they saw the reality is it can take a ton of leads to get a deal. 

Once you know that, then you can stop trying to force everything that comes across your desk to be a deal somehow. 

I don’t do subject-to, lease options, or that other stuff. I keep it simple. I just want to buy cheap as possible so I have a lot of options. It makes it easy because I’m either going to buy a home at a low price that makes sense to fix-and-flip, or wholesale - or I’m not. And If I don’t buy, I’m going to follow up. 

I just had the mentality of “next... next…” If this one isn’t a deal, then I go to the next lead.    


“You obviously believe in the importance of marketing, especially digital marketing in your business. Can you shed some light on what exactly is digital marketing, for people that may be a little less familiar with the term? 


danny says...

Digital marketing is awesome!  

Basically, digital marketing is anything where you’re leveraging online resources to get leads. The type of leads I’m mainly referring to are motivated sellers who are looking for us. So basically digital marketing is inbound marketing, whereas direct mail is more outbound marketing. 

With direct mail you’re throwing a bunch of mail out hoping that some of the people that might need your message will receive it and call you. But the majority of people will likely not need your message, and they’ll throw your mail in the trash. 

With inbound (digital marketing), the difference is they’re looking for us most of the time.They’re going to Google and searching, “how do I sell my house fast,” or “my house needs a ton of repairs, can I sell it?” 

They’re looking for solutions to their problems - so you already move pass the first stage where you’re trying to convince them that they have a situation and you can help them. They already know they have a problem and they came looking for you - which makes all the difference in the world.   

“In your business are you putting more focus on digital marketing than offline marketing, or is there a balance?”  

danny says...

At one point direct mail was about 25% of my business, and 75% was digital marketing. We’ve since changed that where we basically stopped doing direct mail this year.  

The only direct mail we’re doing is to probates, but that’s a very small list. Everything else that we’re doing is digital marketing. It provides the lowest cost per lead, and cost per deal of all our marketing. And it’s been the most consistent, so we know what works.

It’s also easier to track. We know if the Adwords and Facebook ads are working, and how much it’s costing per lead and per deal. Organic search is still our best lead generator.   

“For that person that says they’re too busy to fit marketing in, do you have any tips or strategies on how they can make time to make sure it still gets done?”


danny says...

Yes, that’s super important because marketing does get dropped a lot of times if there isn’t a plan in place.

If you’re doing direct mail, you need to have a calendar. You also need a list size that you can handle mailing to at least six or more times. The key with direct mail is that you’re hitting people multiple times over a span of nine months to a year.

This is important because time has a way of motivating people. For example you could be sending me a postcard to buy my house, but I’m not interested in selling right now because my rental has great cash flow and no problems - so I throw your mailer away.

But, you continue to mail to me to me every six weeks or so. Then four months go by and I get a call from the neighbor of my rental property who is complaining about noise, multiple dogs, and the condition of the home. On top of that, my tenant becomes unruly.

Now that dream rental becomes a nightmare. All of a sudden, I’m considering the possibility of selling, and that postcard reminds me to give you a call to see what you’d offer. So, it’s more of a timing thing.

If you’re mailing to people once and not getting responses, it’s less likely likely that you need to change your letter, and more likely it’s just timing.

For digital marketing, Google and Facebook allow us to do retargeting, which is basically when ads follow you around on different sites based on other ads that you’ve clicked, or pages you’ve viewed.

The approach you can take is to target the people that come to your site through those platforms. But, you don’t want to do it an an annoying way where they’re seeing you EVERYWHERE constantly.

Instead have it so they’re seeing you randomly, like a postcard, maybe once a week. That way they still remember you, but you’re not annoying.

Retargeting ads can be be credibility builders in the form of video testimonials, text testimonials, or pictures of a house that you bought. The ads just remind people that you exist. Those ads can help send people back to your website so they can give you their information to call, and become new leads - and eventually deals.
 

“Do you have any other systems or process that you have in place right now that you feel have had the biggest impact on your productivity and your marketing efforts? 


danny says...

The biggest thing was stop doing everything myself. That’s obviously a big problem a lot of us entrepreneurs have. We learn how to do things, and then we do them, and then keep doing them because we feel like nobody could do it as well as we do it - or we don’t want to take the time to train somebody.

Once I finally got to the point where I was willing to hand over the reigns of a lot of the online stuff in my business, my life got a lot better. We got focused on more important things, like working on the business, instead of me having to always keep everything going.

I handed those responsibilities off to somebody in my office, and they have been doing it for me and also for other investors. It frees me up to not have to worry about lead generation at all - other than giving more ideas on how to do it better, and tweaking our systems.

“If a complete beginner came to you and said they’d like to know the path of least resistance to get their marketing up and going to generate real estate leads, what would you tell him?” 


danny says...

Honestly, the easiest thing if someone is just getting started is probably some of the less complicated, and less technological strategies. 

I sell websites and services for investors, and I would say that’s the easiest thing. But I think there’s some knowledge that needs to be learned first. If you’re trying to get things ramped up I feel like driving for dollars is one of the absolute best things an investor could do when they are starting out. 

The reason is, you basically get to know every part of your target city very well. I’ve lived in San Antonio all my life, but I probably was only familiar with about 30% of the city. When I started to drive for dollars, I got to know all other areas.

I was really shocked about the areas I discovered which were great working class neighborhoods with a lot of rehab activity going on. It's also good for meeting contractors, investors, and finding properties that are run down - so you can send letters to owners. 

Since the homes are vacant and run down, you already know that there’s some sort of motivation there. Whereas if you’re just buying a list and sending mail, you don’t know the situation for those houses. So, driving for dollars is good because it doesn’t cost as much, and you get to find out more about different areas of your city. 

The other thing I recommend (although you need to check with your county since it’s prohibited in some areas) is bandit signs. They just work - especially if you put them in the right places, like busy intersections. 

The beautiful thing about bandit signs is most of the time people aren’t seeing your competitors’ marketing, so they’re going to contact you. That means you’re likely not dealing with a lot of competition, and you’re not worried about what other people are offering - which would typically force you to up your offer. Instead, it’s just you and the seller, working out something that makes sense for both of you. 

If you’re looking to generate some quick leads and talk to sellers, those are two ways. Then once you get a deal and some experience (as well as some money to spend on marketing), Adwords is a good option. 

“Are you seeing any trends in digital marketing for real estate that you think people should be aware of?”  


danny says...

I overhead a couple talking as I was a leaving a building a few months ago. The woman said “I looked online and I couldn’t find their company website. And, I checked on Facebook and didn’t see them either.” Then she said, “Well, I guess we need to find somebody else.

That really made me think. More and more people, regardless of age, are looking up your business online. Before someone decides to work with you, they want to find out more about you. It’s so easy nowadays for everybody to find out anything about anybody.

So now, instead of just getting a postcard in the mail, a seller will be curious and go online to look up:

  • Is this business online?
  • Who is this that wants to buy my house?
  • How does this work?

Even if your website isn’t listed on the postcard, they’re probably going to Google your business’ name and phone number.   

In the past, a lot of the top investors were just using direct mail, and sticking with that. But now, its not a matter anymore of “should I do online marketing? 

It’s to the point that you need to do digital marketing  just to be found. All your other marketing efforts actually might be driving people online to look for you. And if you’re not there, they’re finding your competition.

There’s two benefits of being online. Not only do people find out more about you when they look online after they get your postcard; but also you get the benefit of being found by sellers when your competition is sending out postcards, but maybe they aren’t online. So sellers find you instead of them.

Next Up In Season 2

Next up in our productivity series I’m going to talk about something that is critical to leveling up your business and being more creative. It’s also something that I’m personally working to master. That thing is WHITE SPACE. I’m not talking about margins in your website and your business cards. I’m referring to the time that you purposely reserve when you’re not working IN your business. 

It’s the time you set aside for creative thought, brainstorming, and sometimes just to do nothing. Adding white space could be the tweak you need to take your business from good to great. So make sure you catch me next post!  

Resources Mentioned In The Podcast



Podcast

EPISODE 16 –The Ultimate Productive Morning Routines Of Highly Successful Entrepreneurs

The Level Up Your Business Podcast

Show Notes

Episode 16 of Season 2

Clickable Show Highlights:

[00:58] The topic of today’s episode
[01:30] Ryan’s story before he had a morning routine
[03:13] Ryan’s days after he developed his morning routine
[03:41] Planning the night before
[04:38] Waking up earlier
[05:07] Expressing gratitude
[05:40] Drinking water
[06:18] Working out
[06:44] Breakfast
[07:07] Meditation and devotion
[08:06] Affirmations
[08:24] Start of business
[09:05] How kids fit into the morning routine

Quotes:

  •  "Starting your day with an attitude of gratitude sets you up for success."
  • "The more you consistently mediate, the quieter your thoughts will get. And honestly that is priceless - because it's the space between our thoughts where we're most creative and connected to our source."

Resources:

THE LEVEL UP YOUR BUSINESS BLOG

 THE ULTIMATE PRODUCTIVE MORNING ROUTINES OF HIGHLY
 SUCCESSFUL ENTREPRENEURS


How you start your morning will heavily influence how your entire day goes.

A good morning routine can literally be the difference between you having a focused day, where you can face challenges unscathed and end the day feeling accomplished..

VS...  

...feeling like you’re day is a rickety roller coaster, where you have very little control of it. And at the end of the day feeling like you didn’t get anything significant done.

I'm going to talk about my morning routine and share with you certain things you can do every morning that will lead to you achieving significantly better results in your business, and your life.

After reading this, if you don't already have a morning routine I think you'll reconsider. 

Today on the Level Up Your Business Podcast I'm going to talk about my morning routine and share with you certain things you can do every morning that will lead to significantly better results in your business, and your life.

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Life Before a Morning Routine

I didn't always have a morning routine. I can remember just how hectic things were before I had one. A few years back, my real estate company not only did rehab projects and sold properties to investors, but we also did property management - so, we were a full service operation.  

For the people that operate property management companies that are reading this - God bless you! Property management IS NOT for the faint of heart, since you're dealing with both tenant and owner issues.

And people usually are only contacting you when something is wrong, not to give you a pat on the back. I’ll digress from my property management rant. 🙂

So again, back when my company was doing property management I didn't have a morning routine. Instead, here's how my morning typically went:

I'd wake up sometime between 7 and 8am and the first thing I'd do is look at my phone.

When I grabbed my phone I'd start checking emails and texts.

Then I was immediately in “fire fighter mode,” sending emails or making calls to address whatever issues were at the top of my inbox.

All this happened before I even got out of bed!

Then I'd try to fit in a workout if I could. But, that really depended on what my inbox looked like. If my inbox was spilling over, and I had to put out fires - then no workout that day.

I'm a Christian, and I believe in taking time out for devotion and spending time with God in the morning. But even with that, I was finding that it was hard to stay focused. Instead of keeping my mind centered on my devotion, my thoughts were still on what I had to take care of in my inbox.

Basically, my mornings were haphazard. And if I had a crazy morning, I found that it often played a role in how my day went.

Life After  a Morning Routine

A couple years ago I decided to switch things up. I wanted my days to start out great, and I wanted to have more control of my day. So, I developed a morning routine.  

I'm going to share my routine with you below. Just note - I didn't start out doing everything I'm about to tell you. Instead, over time I adapted different elements to my routine to further improve it.    

Also, you should know that there's not one morning routine that works well for everyone. But, there are some key elements that make a morning routine more effective. The evidence of this is the number of productivity experts that do some of the same things that I'm going to share with you.   

Plan The Night Before 


First off, your A.M. morning routine should start in the P.M. In other words, the night before you should plan out your next day. More specifically, determine the 3 things that you want to accomplish the following day.

It's also important to make sure those tasks will in some way drive your business forward. So, grooming your dog wouldn't be something you'd include on this list. But, reaching out to another real estate investor for a possible JV deal would be.

Planning the evening before is important because we have a limited amount of willpower and decision-making ability every day. If you have too many decisions to make in the morning it will slow you down and drain your brain for the rest of the day.

As much as possible, try to eliminate decision-making from your mornings by doing some planning the night before so you'll have more time and energy for a highly productive day. 

Wake Up Earlier 

The next thing I recommend is to wake up earlier. I'm typically up around 6 a.m. That doesn't necessarily work for everybody, especially if you stay up late. Therefore, if you're not an early riser, I recommend to start out by just waking up 30-45 minutes earlier than you do now.  

That's enough time to get in a decent morning routine that will start your day out right. You'll thank yourself at the end of the day, if you sacrifice a few more z's in order to have a more productive day. 

Have An Attitude of Gratitude

The first thing I do when I open my eyes in the morning is express gratitude. I literally sit in bed and audibly go down a list of everyone and everything I'm thankful for, as well as my gratitude for the day ahead.

I think that starting your day with an attitude of gratitude sets you up for success because you're going to vibrate on a much higher energy than if you start your day out in panic mode. Also, the energy you put out is the energy you're going to get back from clients, vendors, family, and anyone else you interact with.

Start Your Day With Water

After I've gone through my gratitude list, I drink 24 oz of water.

I have a water bottle that I keep by my bed which I fill up the night before.

So, before I take my first step out of bed I chug down the entire bottle of water. 

I’ve found that this does a couple of things:

  • First, it does an amazing job of helping me wake up and shake off the cobwebs from the night before, while also jump starting my metabolism.   

  • Secondly, our bodies tend to get dehydrated when we sleep, and hydration is incredibly important - especially after you wake up. That means instead of a cup of Starbucks being the first thing that touches your lips in the morning - try drinking a large quantity of water and see how much it helps your energy level, while preparing you for your day ahead.

Morning Workout

Next, I get in a workout. My workouts always involve cardio and weights, because that's what makes me feel good. I typically work out for 45 mins to an hour. But honestly, as long as you're doing something to get your endorphins going - that's what's important.  

Working out in the morning will increase your clarity as you begin your day, and make you feel good. Plus, it's like getting your first win of the day. It’s always good to start the day with a W! 

High Protein Breakfast 

After I workout I eat a high protein breakfast. My breakfast consists of 2 egg whites, a protein shake and an avocado. Sometimes I'll replace the eggs with oatmeal and diced almonds. 

I find that a high protein breakfast that is light, and not too heavy, gives me fuel and helps me concentrate - without giving me the “itis” and making me tired (like you experience from a large starchy breakfast). 
 

Get Your Mind Right with Meditation/Devotion

After breakfast I meditate and do a devotion. This is where I spend quality time with God. During my devotion I'm usually reading my bible, or a spiritual book to help me get centered for the day - while reminding me of my connection with God.  

Then I meditate. Sometimes it's as short as 5 minutes, and other times as long as 20 minutes. The key is to be present. And don't judge yourself if it's hard to stop your mind from racing.

What you'll find is the more you consistently mediate, the quieter your thoughts will get. And honestly that is priceless - because it's the space between our thoughts where we're most creative and connected to our source.

**By the way, you'll notice that I still haven't checked my email yet. If I would have, it would make mediation significantly more challenging because my thoughts would wander on what what I need to do in the future, instead of being present in the moment.

THE POWER OF AFFIRMATIONS

The last thing I do before I jump into my business day is look at my affirmations and recite them. I have a vision board in my office that has both my affirmations and pictures of my goals - so I spend a couple of minutes going through that.

Positive thinking and affirmations can cultivate immense power in your mind, so don't take it for granted.

THE START OF THE BUSINESS DAY

Finally, my business day begins. My virtual assistant, Kay, greets me in the morning and gives me a run down of the appointments I have for that day.

Then I look in Asana to see what my top 3 priorities are for the day, which I had set the night before. I work on the most important thing I have to do - without distraction.

If you're not careful and don't prioritize your most important thing, your day can have a way of running away from you. So, prioritizing will make sure your most important tasks get done and make you feel accomplished with what you completed that day.

WHERE DO KIDS FIT INTO YOUR MORNING ROUTINE?

If you’re reading this and have kids you may be wondering, “how do kids fit into this morning routine?” I have two young sons, so don’t worry - I didn’t forget.

I take care of getting my kids ready and off to school after I finish my gratitude and water routine. Then I go workout. I make sure to have a few moments of quiet time and reflection before waking them up.

Whether you have kids or a significant other, I think it’s imperative to have some quiet time alone, even if brief, before you start you day. That peacefulness can carry over to the first people you interact with in the morning.

Morning Routines Can Make All The Difference

So, that's my morning routine. All together, it takes me about 2 hours.


If you start doing a morning routine, I think you'll find that it will be some of the most important time you'll spend in your entire day. The fact is, your initial actions lay the foundation for mediocre, or EXTRAORDINARY results.


And remember, it's not as important what's in your morning routine - it's more important that you actually have one, and that you're consistent.


Having a morning routine will anchor you and ensure you stay focused on what's most important - while helping you achieve your highest level of productivity!









Next Up In Season 2

Marketing is the lifeblood of your business. When you neglect marketing it’s inevitable that you’ll suffer from an inconsistent deal flow. And you’ll feel like you’re working from deal to deal - which makes you uncertain about your income and the stability of your business.

I did a previous post on how important it is to focus on one thing (or your big domino in your business), which if you topple it, everything else becomes easier. So in this the next post I interview Danny Johnson, the host of Flipping Junkie. Danny will share his insights and tips on how your real estate business can be more successful, and you can sell more homes, by making marketing your Big Domino.

Podcast

EPISODE 15 – Brent Simpson: Focusing On Your One Thing Is The Key To Success

The Level Up Your Business Podcast

Show Notes

Episode 15 of Season 2

Clickable Show Highlights

[00:59] Introduction of guest – Brent Simpson
[02:00]  Who is Bold Vision Enterprise
[02:31]  Brent’s insight on multitasking versus focusing on ONE thing
[03:19]  Why many entrepreneurs feel multitasking is a badge of honor
[04:15]  What is a C.E.E?
[04:21] The biggest pitfalls Brent’s clients encounter
[05:26] Suggestions for solopreneurs to get out of the mindset of holding onto everything
[07:09]  His top three strategies to help entrepreneurs focus on one thing at a time
[08:54]  Productivity hacks to stay more focused
[09:33]  Brent’s “BIG DOMINO”
[10:50]  Brent’s suggestion to people who want to figure out what their “BIG DOMINO”

Quotes:

"Multitasking makes people feel busy... but, being busy doesn't actually equate to being profitable."


Resources:

  • Ryan S. Johnson website - Virtual assistants and sales funnel for your real estate business
  • Bold Vision Enterprise - A company that focuses on providing strategies to solve the problems of corporations and small businesses
  • Asana - Asana is the easiest way for teams to track their work—and get results

THE LEVEL UP YOUR BUSINESS BLOG

 Brent Simpson - Focusing On Your One Thing Is The Key To Success


Brent Simpson, Owner and CEO of Bold Vision Enterprise

In today’s post I interviewed Brent Simpson. Brent is the owner of Bold Vision Enterprise, a company that focuses on providing strategies to solve the problems of corporations and small businesses.

In the Level Up Your Business Podcast, I’m currently in a series that focuses on Productivity Hacks for Busy Real Estate Entrepreneurs. So, in this interview I really wanted to key in on the the importance of “The One Thing. 

I’ve found that we often struggle with productivity because instead of focusing on ONE THING, we try to focus on EVERYTHING - which actually makes us less productive   

This interview will provide some strategies and actionable tips to get awesome results by narrowing your focus. 

Today on the Level Up Your Business Podcast I interview Brent Simpson of Bold Vision Enterprise. He’ll be sharing strategies and actionable tips you can use to narrow your focus and get results by focusing on ONE THING.

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My Interview With brent simpson


"Tell me more about your business and what you do."



brent says...

My company, Bold Vision Enterprise is an international business development company that provides corporate level solutions for small businesses. We do this for companies across the country and the world. We have clients in the US, Europe, Canada, and Africa.


What’s your take on multitasking vs. focusing on one thing at a time? "


 brent says...

My feelings fall in line with a Stanford study I read on multitasking. That study states that multitaskers are actually less efficient. In fact it says multitaskers suffer from diminished memory, and have the inability to concentrate on one single thing after they’ve been multitasking for so many years.   


Why do you think so many entrepreneurs feel that multitasking is a badge of honor, as opposed to appreciating the value of truly giving the task at hand their full attention? "


brent says...

Multitasking makes people feel busy. Often your friends and peers will ask you, “how’s work going?” Then your response will be something like, “it’s super busy… a lot of work!”  The idea of saying you’re very busy and you’ve got a lot of work makes you feel productive.  

But, being busy doesn't actually equate to being profitable. So to answer your question, the reason why people wear multitasking as a badge of honor is because they’re confusing being busy with being profitable.   

What are some of the pitfalls you’ve seen your clients run into when they’re
spinning too many plates? 

brent says...

One of the things that happens is they become the C.E.E. - The Chief Executive of Everything. That’s something you don't want to be. So, I think the biggest pitfall is trying to wear all the hats in your business.  

And sometimes I don't think people realize they’re doing is strictly out of fear. They’re fearful if they give tasks to someone else, that person won’t do it as well as them. I think sometimes there’s also an underlying fear that someone will actually do the task better than them.  

"Solopreneurs often run into the challenge of trying to be “super-preneurs” and taking everything on themselves instead of hiring help and focusing on activities that are the highest and best use of their time, and tasks that drive their businesses. "

"So, how do you suggest solopreneurs get out of the mindset of holding onto everything, and instead delegate tasks that aren’t the highest and best use of their time?"

brent says...

One of the things we suggest at Bold Vision Enterprise is that you have a very strong team. When you have a team, you have people that can hold you accountable. If you work on developing your team and making sure the right people are in place, then they’ll tell you when certain activities don’t make sense and are counterproductive to the growth of your company.

That’s also why sometimes you need advisors. One of the things my company provides are advisory services to look at the activities that our clients are doing, and how those activities fit into the big picture.

I hope that your real estate audience who are currently doing everything themselves (marketing homes, cleaning their own properties, listing properties, writing contracts) are really listening to your advice. Because whether it’s using virtual assistants or some of the other ways you talk about improving their businesses, it can be hugely helpful.
 

"Give me your top 3 strategies to help entrepreneurs focus on ONE thing
at a time vs. trying to do everything."


brent says...

  1. Write everything down. Make a list of all the activities you’re doing and then rank them - not based on importance to you - but instead based on profitability to your company.

  2. Put up a mantra in your office. That mantra may be something you recite whenever you’re drifting into the multitasking realm. That mantra could be as simple as saying “just one thing at a time.”

    When you feel yourself drifting into another task, but you know you’re not finished with your current task, tell yourself “just one thing.” Write it out, put it on the wall, put it on your desk - wherever you need to put it so you can quickly relate back to it if you get off course.

  3. Utilize technology. There’s a thin line between technology being a distraction and actually making us more efficient. I recommend having a task manager that will help you stay organized as much as possible

"Do you have any other productivity hacks or tools you can suggest for entrepreneurs to help them be more focused? "


brent says...

You have to make sure you’re creating processes in your business. One huge life hack is to combine your daily activities with your customer relationship management tool in order to create automated workflows. 

"If you could only focus on one thing to drive your business forward, what would it be?
In other words, what’s your “big domino?” 


brent says...

My big domino is paying people. Although that sounds simple, it’s not as simple as most people think.

When you start your business, from a psychological standpoint, you feel like every time you do something yourself, you’re saving money. Psychological that satisfies you in a way that makes you feel good. So when you leave that day, even if you didn’t make money but you felt like you saved money, you feel accomplished

Move away from that logic. Step as far away as you can. Because in reality you end up spending more money in the long run than if you just hired a professional in the beginning to help you the right way.

Here’s a way to know what you need to be delegating: If something comes across your desk that only requires eyes, hands, and a computer - it should go to someone else. For instance - tasks like data input and editing are tasks you shouldn’t be focusing on, because you’re not taking advantage of your true hourly rate potential.  

How do you suggest people figure out what’s their “big domino?”


brent says...

Again I’m going to recommend making a list. Lists really do help because you have to have to be able to have a brain dump.  So, write down what you’re doing and what’s most important. Then from that list you need to circle what you enjoying doing the most and match it to what’s most profitable.

Any closing advice regarding focusing on one thing?


brent says...

For all the multitaskers out there, you should really focus on becoming a mono-tasker. If you have to, take some time to sit down and create a list of the things that you have to do. Then set a timer so that you only focus on that one thing until the timer goes off. Once the timer goes off, give yourself a break.

During your break you can check emails or satisfy your need to text - because it's an addiction - and you may have to satisfy that itch a little bit. So, basically take a Kaisian approach so that you can turn small steps into big results.

Next Up In Season 2

Next up I’m going to talk about MORNING ROUTINES. This is something that has really impacted how I approach my business and my life in a major way. The fact is, how you start your morning can heavily influence how your entire day goes.

And, there are certain things you can do each morning that will lead to you achieving significantly better results in your business. You’ll find out what those things are in my next post! . 

Resources Mentioned In The Podcast


  • Ryan S. Johnson website - Virtual assistants and sales funnel for your real estate business
  • Bold Vision Enterprise - A company that focuses on providing strategies to solve the problems of corporations and small businesses
  • Asana - Asana is the easiest way for teams to track their work—and get results


Podcast

EPISODE 14 – Using Standard Operating Procedures To Make Your Business Productive With Predictable Results

The Level Up Your Business Podcast

Show Notes

 Clickable Show Highlights:

[00:58] Topic of today’s episode
[01:19] What makes the best organization most successful
[03:12] What are Standard Operating Procedures (SOPs)
[03:50] Advantages of using SOPs
[05:24] How and when you should create SOPs
[06:20] 10 easy steps you need to follow to create SOPs
[06:34] Step 1: Determine the format
[06:43] Step 2: Consider your audience
[06:58] Step 3: Determine who should write it
[07:13] Step 4: Keep the purpose of your SOP in mind
[07:27] Step 5: Determine what to include in the SOP
[07:44] Step 6: Thoroughly describe your process
[07:48] Step 7: Be concise
[07:59] Step 8: Test the SOP
[08:11] Step 9: Review the SOP
[08:23] Step 10: Implement the SOP
[08:38] Tools to create SOPs
[10:02] Summary

Quotes:

"If you want to run your company like a business instead of a hobby, SOPs will make all the difference."

THE LEVEL UP YOUR BUSINESS BLOG

 The Free Tool That Makes Your Business More Productive With Predictable Results 


In today's show I'm going to discuss a free tool you can use to get very predictable results in your real estate business. 

But why is that important?

The reason is because predictability allows your business to continuously improve, while reducing cost; it allows you to become more efficient; and it makes your business more effective and productive. 

Today on the Level Up Your Business Podcast you’ll discover the free tool you can use to make your business more productive with predictable results.

Click to Tweet

Using  Standard Operating Procedures (SOPs)
Is The Secret Sauce to Getting The Results You Want In Your Real Estate Business

You know exactly what to expect when you order a burger at your favorite restaurant because they use standard operating procedures for predictable results.


Close your eyes and imagine you’re at your favorite restaurant. Or, maybe you’re not much of a restaurant person - so let’s say your favorite fast food joint

You’ve walked up to the counter…

… been greeted by the cashier...

… taken the time to review the overhead menu behind the counter with the 100’s of selections...

… placed an order for your food...

… been upsold by the cashier, “can I offer you a super size fry and jumbo size drink with your colossal burger?

… and finally you receive your food and head to your seat to indulge in that first bite.

Alas... that first bite is exactly as you expected. The burger doesn’t taste any better or any worse than the last time, it’s exactly the same. Which is fine with you, because that’s EXACTLY what you wanted. 

As a matter of fact, pretty much everything was exactly as you expected. The greeting from the cashier, the menu, the way you placed an order, the fact that you were upsold – all of it was what you expected. 

This isn’t by accident. It’s because your favorite restaurant uses STANDARD OPERATING PROCEDURES (SOPs) to make sure you have a predictable experience every time you come there to eat. ​​​

So Now That You’ve Got Me Stomach Rumbling... What’s This Have To Do Me?


My fast food example was meant to open your eyes to what makes the most successful businesses thrive. 

They don’t operate their businesses by the seat of their pants, hoping that things will go well with every transaction. 

Instead, they use SOPS so that their systems and outcomes are as predictable as possible. If you want to run your company like a business instead of a hobby, SOPs will make all the difference.

What Are SOPs And How Do They Apply to My Real Estate Investing Business?

S·O·P: The documented processes that a company has in place to ensure services and products are delivered consistently every time.

Businesses like McDonald’s are successful because you know what to expect when going there as a customer - and their employees know what to expect because they have systems in place to produce predictable results for you.

As it relates to your real estate business...

"SOPs are the secret sauce that will reduce your time spent training the people that work for you, help you maintain a consistent quality of work, allow you to be more efficient when you’re working, and allow you to scale your business."

I'm going to share with you some of the advantages of using SOPs in your real estate business. I use virtual assistants to take care of many of the activities that drive my business on a daily basis (and I highly encourage you to also consider hiring a virtual assistant to take routine, tedious tasks off your plate).

So, in the examples I'm going to give you, “staff” can refer to either virtual assistants or local staff.

Some the advantages of using Standard Operating Procedures (SOPs) in your real estate business:

  1. Save you significant time training people because you’ll have written processes in place.
  2. Create structure in your business activities so nothing slips through the cracks.
  3. Make it simpler for VAs/staff to do their jobs.
  4. Your VA/staff don't have to guess how you want a task done.
  5. Your VA/staff can enjoy more predictability in their jobs and hone their skills to raise overall performance.
  6. Reduces errors or variation so you and your customers know what to expect.
  7. Make it easier to conduct employee reviews.
  8. Make it straightforward to compare performance of staff doing the same tasks.
  9. Make it painless to replicate processes in order to scale up and expand to other markets.
  10. They force you to think thoughtfully about your business - which can only make you and your business better.

When Should You Create SOPs?

Consider making an SOP for any task you perform more than once in your business. 

Now that you’ve know how important SOPs are to your real estate business, how and when should you create them?

Here’s the key: You should develop an SOP for any task or activity that you or your staff will need to perform more than once (i.e. running comps, putting together offers, loading homes on your site), then you should create an SOP for it. 

This will save you considerable time and headache teaching something over and over again, as well as make you more efficient if you’re doing the tasks yourself.

And don’t let the words “Standard Operating Procedures” freak you out and make you think that it needs to be something overly complicated - because it doesn’t.

SOPs can be in the form of checklists, process charts, or videos. The point is, it needs to be in a format that you can hand off to someone and they’d be able to follow the instructions to get your desired outcome.

Whatever is the path of least resistance to document those steps and make it easy for others to follow – that’s what you do 

How Do You Create SOPs?

Below I’ve provided ten easy steps you can follow to create SOPs.

#1 -  Determine the format - Decide if your SOP should be written in simple steps, a flowchart, or even a video.

#2 - Consider your audience - In other words, do the people using the SOP know the terminology. For instance, would the people using your SOP know what the word "comps" means?

#3 - Determine who should write it - If the person that will be doing the task is more familiar with how to carry out the task than you are, then have that person write out the SOP. That way you'll have the process documented for future reference.

#4 - Keep the purpose of your SOP in mind - Knowing the purpose and what the SOP should emphasize makes it easier to put together your SOP around those points. And, it gives the person reading it a frame of reference.

#5 - Determine what to include in the SOP - Some of the things you should include are: the title of the process; the date it was created of updated; who wrote it; clarify the desired results; and include any references as needed.

#6 - Thoroughly describe your process - Describe the purpose of of the process, roles and responsibilities, inputs and outputs.

#7 - Be concise - Use short sentences. For difficult to articulate steps, use charts, diagrams, pictures, or even video.

#8 - Test the SOP - Preferably have someone with limited knowledge of the process use the SOP, and then you can fill in the gaps as necessary if you see flaws.

#9 - Review the SOP with the user - Ideally you can even have the person using it be involved in the process of creating the SOP, in order to increase their buy-in.

#10 Implement the SOP - Implement the SOP and make sure the desired outputs are achieved and make sure your SOP stays current.

Download My FREE Cheat Sheet

THE STEP-BY-STEP CHECKLIST TO CREATING
STANDARD OPERATING PROCEDURES (SOPS)
IN YOUR REAL ESTATE BUSINESS 

Tools To Create SOPs

In order to be consistent and make creating SOPs effortless, I recommend having your favorite note taking application - like Evernote or a Google Doc - open at all times

If you prefer video, you can use free online tools like Screencast-o-matic or Zoom - and keep them open in the bottom tray on your computer while you’re working.

As you’re doing activities in your business, such as putting together a purchase agreement, you can document the steps you’re doing in your note taking application. Or, simply record your screen using Screencast-o-matic or Zoom. Then, narrate the steps so it's easy for someone else to follow.

Over the course of a couple of weeks, you want it to become second nature for you to document repeatable activities that you think will serve as good SOPs.

There's also a website called Sweetprocess.com where they provide user friendly software specifically for people that want to easily create SOPs for their businesses. It’s worth checking out.


As you become more consistent you’ll eventually have an SOP library that you and your staff can refer to for any of the important frequent processes that occur in your business.


I'm telling you this is a true ASSET!


It’s Time To Take Action

Now it's time to take action. Trust me, using SOPs is the tool that will be the difference between you running a real estate business with the structure in place needed for you to be able to scale your company and have predictable results…

VS...


..running a business that you operate by the seat of your pants, with your head on a swivel because you’re always reactive instead of proactive about getting things done.

Your next step should be to set aside some time to determine which standard operating procedures you need in your business.

Then, take some time over the next couple of weeks while you’re doing those activities to actually document the steps. 

And remember, taking the time to set up SOPs will not only help you become more efficient in your business and ensure your staff understands your expectations - it will also make you a better business owner since you’ll be taking time to think through your business systems and processes. This will make all the difference in your success.

Download My FREE Cheat Sheet

THE STEP-BY-STEP CHECKLIST TO CREATING
STANDARD OPERATING PROCEDURES (SOPS)
IN YOUR REAL ESTATE BUSINESS 

Next Up In Season 2

I’m really excited about next week’s podcast and blog post. It’s all about The Power of the “ONE THING.” Many people struggle with productivity because instead of focusing on ONE THING, they try to focus on EVERYTHING - which actually makes you less productive. You’re going to discover how focusing on one thing can be the difference maker in your business. I’ll give you strategies that you can put into action immediately to get awesome results by narrowing your focus.

Podcast

EPISODE 13 – Mastering The Art Of Delegation To 10X Your Productivity

The Level Up Your Business Podcast

Show Notes

Episode 13  of Season 2

In today's show I'm going to talk about something that has the potential to make an IMMEDIATE impact on your business if you start doing it today. And to be honest, it'll also determine just how successful your business can, and will become.

I'm going to talk about THE ART OF DELEGATION, and just how much of a game changer it can be in your business.

I'll cover...

  1. Why delegating is so hard and why so many business owners tend to avoid it. 
  2. Why you absolutely need to delegate if you want to have long term success
  3. Key tactics of how to effectively delegate that you can immediately put in action

 Clickable Show Highlights:

[01:09] Topic of today’s episode
[01:36] What delegation means
[01:58] What makes delegation so hard and why so many people avoid it
[03:35] The reasons that people talk to themselves out of delegating
[05:22] The top six reasons why you should delegate
[05:26] Reason #1: It allows you to focus on the bigger picture
[05:45] Reason #2: It’s critical for scaling your business
[06:00] Reason #3: It empowers your team
[06:14] Reason #4: It helps you avoid burnout
[06:51] Reason #5: Prevents you from being a bottleneck
[07:20] Reason #6: It’s an investment in your long term success
[08:43] The key action steps that you can take in order to be an effective delegator
[08:50] Figure out what you need to delegate
[09:57] Delegate down
[10:04] Delegate up
[11:00] Provide clear instructions
[11:22] Have patience in the process
[12:27] Control the urge to do it all by yourself and learn to let go
[13:50] Don’t let perfection be the enemy of progress
[14 :51] Empowering your team
[15:52] Provide feedback
[16:41] The difference between people that delegate and those that don’

Quotes:

"The ability to delegate is one of the biggest differences between real estate entrepreneurs who have successful businesses that produce CONSISTENT income which don’t require their CONSISTENT daily involvement…

…versus people who struggle, living from deal to deal, and who feel like they’re business owns them instead of the other way around."

Resources:

Better Your Best Virtual Assistant Services for Real Estate Entrepreneurs - - Our real estate virtual assistant services for savvy entrepreneurs that want to focus on what you do best, and let us handle the rest. 

Level Up Your Business Show Notes

THE LEVEL UP YOUR BUSINESS BLOG

 Mastering The Art Of Delegation To 10X Your Productivity 


In today’s post I’m going to talk about something that has the potential to make an IMMEDIATE impact in your business if you start doing it today. And to be honest, it'll also determine just how successful your business can, and will become 

I'm going to talk about the art of delegation and just how much of a game changer it can be in your business.  

I'll cover...

  • Why delegating is so hard and why so many business owners tend to avoid it 
  • Why you absolutely need to delegate if you want to have long term success 
  • Keys to effective delegation that you can immediately put into action 

Today on the Level Up Your Business Podcast you’ll discover how to master the art of delegation to 10x your productivity, and why learning how to effectively delegate will be responsible for the biggest shift in your business this year.

Click to Tweet

What Makes Delegating difficult and why do we avoid it?

Delegation is the act of empowering others to accomplish a task.

On face value, it seems like that would be easy to do. But, but it's actually one of the most challenging things that entrepreneurs deals with.

First off, as a business owner or a leader, you have to remember that your job is make sure all the work that needs to get done, actually gets done - but, without you personally doing it all yourself.  

As entrepreneurs we're programmed with a “get-it-done” mentality. It's what makes us tick and the reason for many of the successes that we have. That also means we often take on more than we should because we know that the buck stops with us. 

We're problem solvers, and we have good intentions. But, we forget that we only have a limited supply of personal resources, in terms of time and mental energy. 

When you're being a super-preneur and not delegating, your most important decisions and actions get delayed because you’re too busy putting out fires and working on tasks that aren't the best use of your time. 

Another challenge that we face as entrepreneurs is making the transition from being a "doer" to being a "leader." 

It's actually a mental shift that has to occur in order to change your focus from - being consumed with the business of day to day tasks - and instead putting your attention on the most important areas of your business. 

The challenge is that unless you're aware of this shift that needs to occur, you'll never put forth the energy to make it happen. Even when you do make that shift, it's typical for excuses to come in your head that discourage you from delegating. 

Look at these reasons that many people talk themselves out of delegating and see if any of them apply to you: 

  • I don't have the time to train someone 
  • I'm scared I'll lose control 
  • I don't want someone else to get the credit 
  • No one can do it as good as me
  • I don't trust other people to to take care of things as well as I c
  • I was burned last time I tried to assign something, so I'm not doing that again
  • It's just easier to do it myself
  • What I can do in 5 minutes would take me 10 minutes just to explain to someone
  • I’m worried about the cost of bringing someone aboard to delegate tasks to

By the way, for those last two reasons there’s something important that you have to realize. You need to understand the long term benefits of delegation. That 10 minutes you use to explain how to handle a task pays dividends because you'll now save time in every instance that task needs to be done again, since now you've invested the time to train someone to do it.

As far as costs, I use mostly virtual assistants in my business which is an extremely affordable option. Just remember how much of your valuable, revenue-generating time you’ll be freeing up when you delegate.

The fact of the matter is your business can’t grow when you’re only focused on busy work. 

What Are The Benefits Of Delegating?


Why do you even need to delegate?

Do the tangible benefits of delegation outweigh the satisfaction of doing the job yourself, and knowing that it's done the way you want it? 

Here are my top 6 reasons why it’s important to delegate: 


1. Allows you to focus on the bigger picture - Delegation gives you more mental space and time to devote to doing what you do best, which should be visionary thought and guiding the direction of your business. It's impossible to do this if your time is consumed with tedious tasks that keep you busy.

2. Critical for scaling your business - Trying to take care of everything can be harmful to your well-being and your business. With only one person in charge, there’s only so far you can scale. 

3. Empowers your team - By trusting your team and accepting that you can’t do it all yourself, you’ll accomplish much more as a team (even if there’s only two of you), than you could have ever accomplished alone. 

4. Helps you avoid burnout - If you ever feel stressed and overwhelmed or feel like your business has become stagnant, then the lack of delegation could be the cause. Entrepreneur burnout is common. It’s the point where you're so exhausted that you're incapable of doing anything productive because you're making too many decisions all the time. It’s not always easy for highly driven entrepreneurs to give up the reins, but it’s critical to avoid burnout. 

5. Prevents you from being a bottleneck - This piggybacks off what I just said. When you have to make all the decisions in your business and everything has to go through you, then it's not a matter of if, but when, you become the bottleneck to your success. If you become the "decision bottleneck" in your business, it will lead to inaction on many areas of your business, and there will be critical parts of your business that will be neglected and not receive your attention. 

6. It's an investment in your long term success - I'll use my situation as example. From 2003-2007 I had a local staff of 10 people. After the market crashed in late 2007, people stopped buying houses so I couldn't afford my staff and I was forced to become a solopreneur. 

So, for 2 years I was doing everything in my real estate business myself. Then in 2009 I had to make the decision: Do I want to continue to do everything myself, which was time consuming and making me enjoy my business less - or was it worth it to take the time to train, manage and start delegating some of my work to someone else. 

Again, the art of delegation is a long term investment. I knew the time I invested to train my virtual assistant on the front end would pay unlimited dividends in terms of freedom of time, my ability to focus on bigger picture items, and an overall love for my business. 

Bottom line, the more time you invest instructing and giving feedback to the people you hire, the greater results you’ll have in the end. 

Key Action Steps You Can To Take To Be An Effective Delegator

I've covered why delegation is challenging for so many entrepreneurs, and why it's critically important to delegate. Now let's talk about what key action steps you can take to actually be an effective delegator. 

Figure Out What Is It That You Need To DelegateIn order to do this I suggest taking some time to write down everything you can possibly think of that you do in the course of a week - regardless of how big or small the task.



Then assess which of those tasks aren't using your time and skills to their fullest. Those are the tasks that you'll reserve as activities to delegate.

If the thought of delegation makes you break out in hives, then you should start small. Choose a single, low priority task to delegate. Then, as you see the job can be completed successfully without you, you’ll gain confidence in your ability to delegate and you can constantly add additional tasks.

Even if you can’t delegate an entire process, delegate as much of the process as possible.

Delegate Down Or Delegate Up

There's two ways you can delegate. You can delegate down, which means you're assigning more of the routine tasks and busy work that's taking up most of your time.

Or, you can delegate up. This is when you delegate tasks that require a special skill set that's not necessarily one of your core competence

For instance, every business needs a website. But regardless of how many commercials you see for WIX and Godaddy that show you how easy it to make your own business site, if your core business is selling houses then you need to delegate setting up a website to someone who's skilled in that area.

In the end, they'll probably do a much better job since that's their expertise. Also, that time you would have been spending fooling around with setting up a site can be devoted to selling real estate - which will actually affect your bottom line.

Provide Clear Instructions

Once you know what to delegate, it's important to provide clear-cut instructions. The key to successful delegation is being absolutely clear about what you’re expecting for the outcome.

Some people will need a bit more direction than others depending on their level of expertise. So, take into consideration the skill level of the person you're assigning a task to.

Have Patience In The Process 

Teaching and learning is not always a linear process - and it's not something that happens instantly. Sometimes people don't grasp things right off the bat, despite their best efforts. The key is to be patient during that time and don't use it as an excuse to give up on delegating and take back responsibility of the tasks. 

Instead, if things aren't done exactly as you'd like - use it as a learning tool to recognize where the process went wrong and how it can be made better. That way both of you can learn from the mistake. 

When you first start to delegate, tasks will likely take longer for that person. Keep in mind although you may be an expert now, you had to start somewhere. Just be patient that they’ll get there, and soon they'll also become more competent and efficient. 

My virtual assistants are now much more proficient than I ever was with admin paperwork in my real estate business. But that happened over time with patience and encouragement. 

Control The Urge To Do It All Yourself - Learn to Let Go 

Another key to delegating is controlling the urge to do it all yourself and learning to let go.

I bet you're thinking, "easier said than done," right? 

Here's what you have to do. Channel the time and intensity you would have devoted to those tasks that YOU personally shouldn't be doing, and redirect that time into educating the person who will be taking over those tasks. 

So take a deep breath, count to ten and just let go. Realize that when you delegate something, it’s now out of your hands. 

We have to give people enough room to use their abilities for the best possible outcome, while still staying close enough to ensure that the job is done correctly (without micromanaging). Instead, wait until the task or activity is complete before judging how the delegation is going. 

If you're a control freak or want-all-the-credit-hog, then that means you’re managing from your ego - which is the worst way to lead. Once you’re able to turn the corner mentally and start receiving pleasure in seeing people on your team complete tasks that were once your responsibility - you're not only empowering them, you're also freeing yourself. 

Don’t Let Perfection Be The Enemy Of Progress 

In order to prevent perfection from being the enemy of progress, the first step is acceptance. Accept that, “yes, other people might not do the task as well as I would.” There's likely going to be a difference. But, is ​​​​your goal perfection, or is your goal to maximize your time. 

Even if a task is done 80% as good as you'd do it, and it's still satisfactorily - you now have 100% of that time available that you wouldn't have had if you'd kept that task on your plate. 

Instead of requiring people to do the work exactly how you do it, learn to respect and appreciate the different styles that people on your team use to get to the end result.  Obviously you want to make sure you've covered your basis of the important aspects of the task - but allow room for independent thought. I bet you'll be pleasantly surprised 

Empower Your Team
 
In order for your team members to grow as individuals, they must have opportunities to prove themselves.

If you're worried that empowering your team and expanding their skills may ultimately result in them leaving, I want you to consider this: 

You'll get a lot further if you operate from an abundance mentality as opposed to a scarcity mindset. 

Why would you want people working for you that are complacent and aren't interested in stretching themselves?  When you delegate tasks that push your team members outside of their comfort zone and challenge them to reach new levels, it can only help them and your business. 

Measure your success by the results of your ability to delegate responsibilities. Ultimately, your team's success equals your success as a leader. 

Provide Feedback 

When a task is complete provide honest feedback. Keep in mind if the task wasn't done to your satisfaction - but yet you avoid providing feedback - then you're ultimately working backwards. 

Here's why: Not only are you impeding your team member's ability to learn and figure out how to do things better next time, but you're also creating additional work for yourself since you're likely going to be the one to redo the task. 

On the flip side, if the work is done well make sure you let your team member know. It's so amazing how praise and gratitude can build people’s self confidence, and ​​​​encourage people to take on even more responsibility.



.



Stop Doing It All Yourself

The ability to delegate is one of the biggest differences between real estate entrepreneurs who have successful businesses that produce CONSISTENT income which don’t require their CONSISTENT daily involvement…  

…versus people who struggle, living from deal to deal, and who feel like they’re business owns them instead of the other way around. 

So moving forward, RESIST THE TEMPTATION TO DO IT ALL YOURSELF! 

I promise you if you practice becoming an effective delegator, you’ll see incredible results in your business. 

Next Up In Season 2

In the next podcast and blog post, I'm going to discuss a free tool you can use to get very predictable results in your real estate business.

But why is that important? The reason is because predictability allows your business to...

- Continuously improve while reducing cost
- It allows you to become more efficient
- And it makes your business more effective and productive

​So, if those things are important to you, make sure you check out the next post!

Podcast

EPISODE 12 – Pt. 2: Larry Goins – Productivity Secrets Revealed From A 30 Year Real Estate Investing Expert

The Level Up Your Business Podcast

Show Notes

Episode 12 of Season 2

Clickable Show Highlights

[01:49] One key thing to help people to stay productive
[5:00]  Larry’s process he uses to know when to say “no” vs. when to say “yes” to opportunities
[7:20]  His advice for someone who is stuck in fear/indecisiveness and isn’t taking action
[09:30]  The two most valuable benefits from working with a mentor
[11:06]  The concept behind BRAG – “Be Rich And Generous”

Quotes:

"Make sure you get educated. And, latch yourself onto somebody you know, like and trust who’s where you want to be and doing what you want to do."

"Many people think that real estate is risky. Real estate is not risky, it’s being uneducated that’s risky. Education takes away the risk."


Resources:

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

In last week’s podcast and blog post I interviewed Larry Goins. Larry shared some of his incredible insight on productivity based on 30 years of experience as a real estate investor, speaker, and educator.  

If you missed the 1st part of the interview, you can ​click here to check it out.

In today's show I wrap up the second half of the interview. Larry is going to dish out even more actionable golden nuggets to help you level-up your productivity in your real estate business.  

Today on the Level Up Your Business Podcast I conclude the 2nd half of my interview with Larry Goins. Larry has been a real estate investor for over 30 years. He’s a national speaker that educates investors across the country. Larry will reveal his top productivity secrets for investors to get more done in less time.

Click to Tweet

My Interview With Larry Goins


“In real estate, it’s so easy to fall into the trap of chasing shiny pennies since there’s so many different directions you can go. And, there’s always someone promoting a new twist on the business - whether it’s Airbnb rentals or a new fix-and-flip strategy. "


"What suggestions do you have for people whose productivity is always getting derailed because they lose focus by chasing shiny pennies?”


Larry says...

That is one of my major major things that I also have to overcome every day. My nickname in the office is “Shiny Quarter,” and my assistant, Kandace, is the “Squirrel Wrangler” that keeps me on task. 

Here's one key thing that everybody can do to help stay productive. Everybody has a to-do list. But here’s the thing - take the three most important things you can do today, write them down, and then number them in the order from the most important to least important.  

Then start on number on number 1, and don't do anything else until number 1 is complete.

Once number 1 is done, start on number 2 - and don't do anything else until number 2 is complete.

And then the same thing for number 3.  

This will help you stay productive and stay on task as you’re making money in your business.  

The other thing is, often people have trouble staying motivated - even myself sometimes.  This morning I got up and listened to Rhinoceros Success by Scott Alexander. You can listen to the book in an hour and a half. 

It's all about being a charging rhino - running through the jungle, charging after your goals; instead of being a lazy cow - laying in the pasture.

 I’m telling you, it will motivate you. I try to listen to it at least once a quarter.  


“The other productivity trap we can fall in is not knowing when or how to say NO, vs. when to say YES to different opportunities that come our way. I know you get bombarded with opportunities. "


"Do you have a process you use to know when to say no, and when to say yes?” 


Larry says...

My assistant/integrator, Kandace, helps me out a lot with that. Part of what she does is keep me focused so the things I agree to do are on track with what we’re doing. . 

Another good thing you can do is make sure that you take a look at your goals. You have your rocks (priorities for your company), your goals, and your 1, 3 and 5 year plan.  So, you’re going to go back to the EOS system  that I had previously mentionedand pull out your sheet that has your goals, core values, core focus and your VTO (Vision Traction Organizer). If the opportunity you’re looking at doesn’t help progress you toward those goals, then just forget about it.   


“Part of being productive is taking action and not being paralyzed by fear or indecisiveness -  which not only happens with real estate investors, but actually happens with people in any profession."


What would you say to someone that’s stuck in the rut of being so fearful or indecisive that they don’t take action?”

Larry says...

Most people are afraid to make offers because their biggest fear is what if the seller says “yes?”  Then what will I do? They're afraid of the yes because they don't know what to do next.  Also, many people think that real estate is risky. Real estate is not risky, it’s being uneducated that’s risky. Education takes away the risk.  

So, find somebody you know you can trust and latch on to them. Get as close to that person as you can - even if you have to buy your way in.  I've done that many many times.  I spend over $50,000 a year on my own education, and I’ve been in real estate for 30 years. I’m also in several masterminds that range from $8,000 - $25,000. So, I’m a firm believer in education.  

You have to find somebody you know, like and trust that is where you want to be. There are so many people who are listening to the naysayers, or their broke relatives - but they're not going to give you any encouragement. They will tell you to get a real job. 

I have a high school diploma. I don't have a college degree. If you look it up, most people who have a college degree are working for somebody who doesn't.  That’s a fact. So, don’t be afraid of not having a college degree. 

But, make sure you get educated. And, latch yourself onto somebody you know, like and trust who’s where you want to be and doing what you want to do. 

Dong that will provide two things: 

  1. Clarity -  They’ll help you separate all the junk that comes your way, and let you focus only on the few critical things that you need to do to be successful.  
  2. Shortcut your success - Being educated and latching yourself to someone will allow you to accomplish in 6 to 12 months what might take the average person 3 to 5 years to accomplish 

“I’d love to hear more about what’s behind your program BRAG - Be Rich and Generous” 

BRAG is an acronym for Be Rich And Generous. Every week on my radio show we talk about real estate - whether it's about wholesaling, seller financing, buying HUD houses, or some of the challenges we’ve had. Then, we’ll encourage people to go out and be generous with their resources and blessings 

So, I encourage everybody to go out there and make as much money as you can, be as successful as you can, but be a blessing to others - and do it for the right reason. 

Next Up In Season 2

If I could point to one thing that I learned to do in my real estate business which has had the single biggest impact on my productivity, it’s learning THE ART OF DELEGATION. 

But delegating isn’t as easy as it sounds - especially if you’re (a) too close to your work, (b) don’t trust other people, or (c) feel like the only way things will get done is if YOU do them. In my next episode, I’m going to address this and show you some secrets that have worked for me, and that you can use to master the art of delegation in order to 10x your productivity.

Resources Mentioned In The Podcast:


  • HUD Homes Half Off!- by Larry Goins  - Learn a simple to follow system for buying HUD homes for 50% of list price or less. 


Podcast

EPISODE 11 – Pt. 1: Larry Goins – Productivity Secrets Revealed From A 30 Year Real Estate Investing Expert

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.


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