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Summary:
In this final installment of the "Finding Your Joy" series, host Knolly Williams introduces the "Life Abundance Wheel," a strategic framework designed to help real estate agents achieve balance across all areas of their lives. Moving beyond mere production metrics, Williams guides listeners through a self-audit of eight critical life categories—including spiritual, career, health, and family—to identify areas of misalignment. Agents will learn how to set holistic goals that prevent burnout and ensure that their financial success does not come at the expense of personal fulfillment.
do want you to kind of ponder this whole thing. Because remember in
Ronnie Ware's book, the five regrets of the dying, remember what
the number two regret is the, well, by the way, let's talk about
the number one regret. The number one regret is a people on
their deathbed, you know, they're 85, 90 years old, they're
leaving this realm. Their number one regret is that they wish
they'd had the courage to live a life that was true. Here, I
wish I would have had the courage to live a life that was true
to myself, not the life others wanted of me. By the way, this
starts very young and age. You know, we have parents that have
expectations of us, and they kind of push us to a certain, maybe
they pushed us to a certain school, maybe they pushed us to a
certain career. And so some people just have not really
lived the life of themselves. They've lived it for others. So
that's the number one regret on people's deathbed. Welcome to
the success with listings podcast, where we help you get
success in the real estate game, the easy way. Now you can get
off the roller coaster of feast and famine and out of the rat
race of competing with every other agent in town. Hi, I'm
Knowledge Williams. I took over a thousand listings during my first
10 years in the real estate game. And in this podcast, I show
you how to have success with listings. Let's go.
All right, here we go. So exciting for another week. Thank
you all for being here. Last week, interestingly, we did not
have a class. We ended up I kind of pivoted and had my boys do
their content to closing class. And that was fire. That was
really, really good content. Those of you that were able to
make that. We do have the replay. I don't know that we posted
it out there yet. But that was a really, really good. I mean,
you're talking, you're talking to people that have over a hundred
thousand followers, right, between those three guys. And they
were kind of spilling the beans on some of their best secrets
that to help us get off the fence and start putting out
content, you know, and the content is actually creating
closing. So it was really, really, really good, really cool. That
was really fun. So I ended up, I have a dear friend of ours
that that was a neighbor in Puerto Rico that we just found out
passed away, unfortunately, from leukemia. And so he had been
diagnosed about a year ago. We spent a lot of time with him.
But it only took like eight days for it to go from he wasn't
doing great to gone. And so my wife and I flew out last
minute last week. We spent about three or four days with his
wife. And you know, she, you know, how she's a new widow. So we
got to do that. And while we were gone, we launched a book.
While we were out of town, we launched a new book. Thank you guys
for making it. This new book is is number one success for life.
It's a collaboration. A bunch of us entrepreneurs of our
Christ centered guys. We got together and we decided we want to
share some of the best secrets that have helped us become
successful in this business. And so that's what we did. We
put out this book here. And thank you all for your support. It
was a short tight window on the book launch. But we ended up
number one number uno in three different categories. So all three
categories that the book entered in, we ended, we hit the number
one spot, thanks to you. And we actually dominated eight
different categories. And we were number one in Canada and then
also number one in the United States of America. So for
entrepreneurship, business leadership, and several other
categories. So I'm so excited about that. That was thank you.
Thank you for the Jackie for that. We did it. So so exciting.
All right, so thank you all for that. And that you know, it's
powerful to give back and this was probably the easiest book
that I've done because I just had to write one chapter. You
know, it wasn't like I had to write the whole thing. So it was
really good. And and collaborative works are always good
because you get different perspectives. I know Jackie just got
hers in yesterday or the day before I think it was. So that's
exciting. So that was really, really big. While I was in
we were in a nice little Florida. My wife was like, look, your
mom lives like less than two hours away. Let's just go see her.
So we went to go see my mom got a bit like five in the
morning, did the two hour drive saw her for several hours, drove
back for two hours, and then had the book launch that afternoon.
So that's just how it goes. And it was so much fun. So what
other announcements? So don't forget, or I should say remember,
next level Tuesdays are back. Okay, we've been missing them, but
they are back. And this is where we get to learn from folks
that are that are doing it every single that are that are out
there doing it. They're making it happen. So for next level
Tuesdays, make sure that you that you attend because it is
that's where you're really going to learn the good stuff. What's
working right now? Let me change. Okay, here we go. So, so
today, what are we going to talk about today? Let's get right
into it. Today, we are finishing up our four part series, we're
in part number four. And this is something that as entrepreneurs,
we don't really love, but I'm so happy for those of you that
showed up today. I applaud you because this is really the good
stuff. Sometimes we're like, man, when we're going to get to
the good stuff, this is it. Okay, finding your joy, if when
you're running your operation, you're running your business,
and you're doing it in a way that is joyful to you, that is
going to create success, ultimate success, because you know,
you really define what is success after all. So when we look at
this, we talked about how do you hone your superpower? We looked
at how do you get absolutely everything that you want in life?
Then we looked at how to set your goals. You know, there's a
very specific way to set your goals, write them down, and I
gave you an exercise on how to do that. And by the way, when you
go back into the, into the Academy, you'll notice that I put
homework after each of our classes. So those of you that want
to go a little bit more down the rabbit hole, there's, it's
not long homework, but a little bit of homework, some research
and stuff that you can go back and do. Today, specifically,
we're looking at the 16 areas of life. Your life has 16
areas. And we're going to look at how, how is that looking for
you in each of those different areas? Now, this is a graphic
that actually we had this graphic done, right Paul? Well, how
do we come about this graphic? I, I, did you do it or we had
it? I had somebody do it. You did it. No, we had it like we
had it. Okay, we use fiber, we use fiber. Okay, automation,
y'all, you guys know, by the way, delegation is automation.
All right, I just got to say that delegation is automation.
All right, so let me go over here and I want to pull that up. The
life areas. And then I'm going to share my screen so that you
got you can see it here. And I'm just going to go through this.
And this is an exercise that we'll spend a lot of time today on
this. But I do want you to kind of ponder this whole thing
because remember in Ronnie Ware's book, the five regrets of
the dying. Remember what the number two regret is the, well,
by the way, let's talk about the number one regret. The number
one regret is a people on their deathbed, you know, they're
85, 90 years old, they're, they're leaving this realm. Their
number one regret is that they wish they'd had the courage to
live a life that was true. That here, I wish I would have had
the courage to live a life that was true to myself, not the
life others wanted of me. By the way, this starts very young
age. You know, we have parents that have expectations of us.
And they kind of push us to a certain, maybe they pushed us to a
certain school, maybe they pushed us to a certain career. And so
some people just have not really lived the life of themselves.
They've lived it for others. So that's the number one regret on
people's deathbed. What's the number two regret? Anybody
remember? I wish I hadn't worked so hard. And that can hardly
be a regret today, can it? Because we love, I mean, I know
we're entrepreneurs, we love to work. But that really is the
number two regret of people on their deathbed, I wish I hadn't
worked so hard. So we talk about this concept, this idea of
living a balanced life. And so the, it's almost like, okay,
what does that even mean? And so that's what I want to look
at right now, while we look at this, this chart, let's look
and see. So this is, this is the life abundance wheel, okay, the
life abundance wheel that you're looking at. And what you're
going to do, if you are, if you have the book three hours a day,
then you can go in and you can do the exercise in the book. If
you don't have the book, and you don't want the book, okay, I'm
going to, we're going to get you a copy of this. But this is
on page 57, okay, but this book is not for everybody. It's for
entrepreneurs that are really ready to take it to the next
level. And without having to work so much, some of you need to
be working. I'm just going to say it lovingly, some of you need
to be working more, all right, that's okay, you don't need this
book if that's you. But if you're at the point where you're like
overwhelmed, you're working too much, you know, you should not
be working as much as you are, this book is going to help you
three hours a day. It's going to help you. So on page 57, we
have the life abundance wheel. You can see it right here. And it
starts off with spirituality, okay. And by the way, I'm just
going to show you how this works. I'm going to, I'm going to
show you how to do this because most people, when they see it,
it doesn't quite make sense to them completely. So what you're
going to do is you're going to take a careful look at the life
abundance wheel and consider each of the areas listed based on
your satisfaction with each area. And that's very important
for you to understand this, based on your satisfaction with
each area, circle the appropriate number, rating it from one
to five. So remember, it's just like, just like Google, right,
one to five, right? It's number one is I hate it, number five is
I love it. So it's a five scale, right? One, one is actually
I love it. Two is I don't like it, okay? All right, three is I
like it. Four is I really like it. And five is I love it. And
the goal is to have each area as a four or five for you. Okay,
now as a reminder, you're rating the current level of
satisfaction in each area, not your level of commitment to each
area. That's very important. I'm going to explain that in a
minute. It's an it's an important distinction. For example,
let's take spirituality. If you if you don't have much of a
spiritual life and spiritual spirituality is not important to
you. Okay, that's probably nobody on this call. But if that was
you, then you feel you then it's not important. You could rank
that level, your level of satisfaction as high, even though
you're not a spiritual person. That makes sense. Okay, because
that's that's not interesting to you. And you're happy with
where you are. It's a four or five for you. Then that's fine. Okay,
so there's really no judgment in this. This is a personal
exercise that you do for yourself. If you if you would like more
spirituality and you feel like you're lower, then you rank it
wherever it is, according to your level of satisfaction. Now,
what I do on page two here is I break down. By the way, I like
how you did that link, Paul. I don't even know how you did
that. You threw a link in there without having to throw the
whole the whole long URL. That's pretty cool. Is it is it letting
you throw links in there now into the chat or what how do you
do that? That's that's different. Anyway, I digress, but I like
how you did that. You have to show us, you know, anytime I can
find a shortcut or an easy way to do something, I love it. I'm
a systems guy. So these are the four, let's let's look at the
chart again. These are all the areas. There's spirituality,
physical environment, adventure and fun. And you're going to go
clockwise. Okay, you're going to go from left to right, career
and business, lifestyle, friends and relationships, finances,
giving back, personal development, family, travel
indications, health and wellness, happiness, marriage and
intimacy. So if you're the person that's like, I'm never getting
married again, I didn't didn't like being married. I'm happily
divorced. And you're happy with where you are, your marriage
and intimacy level could be very high because you're happy
being single, if that makes sense, health and wellness. Okay,
maybe you have some things that are left to be desired and
you're like, you know, I really could be doing a lot better in
this area. You know, I really don't like where I'm at, then
that might be a two or three for you. Okay. And interestingly
enough, a three is that you like it. You know, it's interesting
that when we like a lot of times, my wife and I will see a
restaurant and it ranks as a three. And a three is really not
that bad guys. Three means I like it's it. Hey, you like that
place? Yeah, I like that. I like, I like that place. That's a
three. In order to be a four, you got to really like it. Like
man, I really like that place. And then a five is like, look,
I love it. I just I'm in love with this place. Okay. So you're
gonna. So what you're you're going to do, by the way, if you
need a little bit of sort of memory jogging for each area,
you'll find that in the in the the download that Paul Paul
cleverly shared, you'll find that there. And on page two, it'll
kind of break down what what we mean. Because sometimes people
don't understand like, I'll give you one example, physical
environment, like, what does that mean? I mean, you guys
understand it, but this is really where you live your home or
your apartment, your physical environment contributes to your
overall, overall wellbeing. A lot of people don't understand
that that the reason why they're not creative, they're not
successful, they're not hitting their goals. It's not the only
reason. But one of one of the big reasons is because they have
not created a space that is conducive to success.
Okay, and that's very, very important. All right, we can hear
you in the background. So mute yourself. Yeah, here you go. So,
so as you go through, you don't have to do this now, but as you
go through, you're going to look at every area. This is the
area, this like career and business, this area is your career
path and your business and or chosen profession. How happy are
you with that? How satisfied, I should say, are you in that?
You really like it? Do you love it? You know, um, friends and
relationships. So interestingly enough, I'm one of those
people that, you know, I don't have a lot of close friends,
okay? And I really like it that way. I don't know. I don't
know. I feel like I probably should have more like close friends,
but that's just not my thing. You know, I love people. I love
hanging out with you all. You know, we're doing it by zoom.
When you catch me in person, I love being around you.
You know, Bradford came and him and Mary spent a week in our
house. We loved having them there. But just on an ongoing
basis, like, okay, I'm going to get together with this friend of
that friend. That's just not me. And I'm, I'm happy that way.
So I would probably rank that a four. But I think I should
improve a little bit. I think I'm probably a little too
reclusive, okay? So in order for it to be a five, I probably
need to bring in a few more friends in my life, okay?
Giving back, okay? How happy are you with your level of how
much you're giving back? Right? Do you really like? Are you, are
you in love with the way that you're, you know, sewing
back? Remember, scripture teaches us that with the same
measure that you give, it will be given to you. Let me say it
again, let me repeat it with the exact same measure. In other
words. And by the way, when, when, when that was written, when
Christ said that, the, the word that he's using for measure is
like a weight. Okay? So if I give you, if, if, if, if, if, you
know, someone comes to me, Paul comes to me and says, Hey,
could I have a pound of that? And I give him one pound, that's
sort of, I weigh out how much I'm giving him, okay? So
scripture says with this, in the same measure that you weigh
out to others, that's what's going to be weighed back to you.
People ask me all the time, and one of the big things I always
ask myself is, how can I give myself a raise? I used to ask
that when I was a W2, you know, how can I get a raise today? You
know, what's, I want the boss to give me a raise? Well, now
guess who the boss is? How can I give myself a raise? Well,
one of the biggest raise rate ways you can get a raise based on
scripture is to give more. Because if you give, if you're
stingy, that's what God's, you know, it's, it's not God doing
it, okay? These are universal laws. Oh, God, God didn't do, no,
you, you saw the rule, it's with whatever measure you give,
that's what you get, okay? If I'm living in abundance, that's
because I live, I give abundantly, and I do, okay? And I can
always give more, all right? Family, health and wellness, and
so on, all right? So this is all the different areas, and
let me see, let me look here. Well, I keep saying 16 areas,
but there's 14, okay? I'm adding two more areas here. There's
14 life areas. Let's not complicate this. There's 14 life
areas, and your mission this week, okay, here's a big one,
your mission this week is going to be to really do this
exercise, okay? And I'm going to show you one of my students
that did it. I'm going to show you what it looks like. Here's
an interesting one. See how I broke finances out from career
and business, because you can really love what you do, but you
don't really love where you are financially. I hope that makes
sense. So finances is your income, wealth, investments,
retirement, cash flow, savings, and debt level. Some people say,
hey, man, I don't really want to have a lot of investments. I
don't, I don't, I'm good. As long as I got my, okay, if that's
you, then maybe you're four or five there, because you don't,
my dad grew up in the island of Trinidad, okay, and he was
basically lived in squalor. When he was 18 years old, he moved
to the United States of America. He got his, he went to the
military, okay, he went into the Air Force, they paid for him
to get a degree. He got a went to school for four years, got a
college degree, and, but he just, he liked living low. Okay, I'm
gonna say it that way. And I don't mean any, I'm not judging
here. I'm just saying, some people like to live low, and they
love it. Okay, he lived, you know, how they say paycheck to
paycheck, he lived dollar to dollar. And he, from, from what I
could see, now some people are, are really good at faking the
front, right? So they, they looked like they love it, but they
don't really, but I think he genuinely loved, sort of like
living hand them out. Okay, it's what he was used to, he was
raised that way. Here in the nice, in the United States, he was
like, man, this is so much better than how I had it growing up. So
he was good. He, he loved his life at that, at that level. Me,
I got to have, I like to have a nice house. There's something
about it, I just love it. Okay, I like to have areas in my
house that are dedicated a certain way. And I like to have my
finances right. And, and they haven't always been. Okay, I'm
not even going to get into the stories of how my finances were
when Josie and I met. Okay, and then you get into it. So your
job this week is going to be to do this exercise. Now, let me
show you. One that was completed, an example. So this is one of
my students. And what you'll notice, as you go through, is
you'll see that there's as she did this, this is Angie, as she
went through and did this for me as a one on one coaching
exercise. You can see that there's some vibes. She's got, you
know, quite a few fours here. There's a three here. So, so
guess what we're not going to do? We're not going to mess with
the threes fours or fives. Okay, we're going to lean into
those and make those better. But what we're going to do is we're
going to look at the ones, the twos and the threes, and we're
going to do them in order. So, essentially, first, we're going
to take all the ones. So, travel and vacation, finances,
friends and relationships. She sort of hates that part of
her life. We use that word. It's a strong word, but that's
kind of where she's rated that. So, what are the first things
she's going to work on? These three areas. Okay, I say work
on. Yeah, she's going to work on those three. And then after
she sort of gets those into the at least a three. Okay, she's
going to work on the ones that are twos. And then she's going
so she has spirituality and lifestyle as a two for her. Okay, again,
if you ever get confused about what these mean, what is lifestyle
mean? I don't know what lifestyle is. Okay, well, then you just
go back to the chart. And you look, this area has to do with the
way you live out your life, your lifestyle, that's your eating
habits, your home location, your dress, your activities, your
values, et cetera. Okay, and when we talk about some of these
overlaps a little bit, but like when we talk about your, let's
go back to your physical environment, this is where you live,
like your home and apartment, but it's really the environment
of where you live. Okay, whereas I would say lifestyle is more
like this neighborhood, where that area of town, if that makes
sense. Okay. So, that's how you do this exercise. It is an
exercise that very few people do in their lifetime. And guess
what happens? They end up with regret on their deathbed,
because they don't, Oh, Jackie said that's 100% you. I think
when I was raving about the friends thing, yeah, probably,
I'm sure, yeah, we're essays, you know, essays are good,
just give me a spreadsheet, a good book, or a project, give me
a project, I'm good. You know, I don't need to go to the mom
good. Okay. But however, we, you know, we, we, we live in an
environment where we're around other people and out of love,
right? We basically, you know, we integrate, I'll just put it
that way, we integrate. Okay, does anyone, now what we're going
to do, if you have any questions about what we just covered,
just give me, you know, an unmute and whatever. And then we're
going to roll into just AKA, we're going to talk about your
business, coaching, I'm going to coach you, whatever you need.
So if you have any questions about this particular exercise,
let me know, or any a haz, any, um, revelations or thoughts.
I'll say something now. Sure. Hey, yeah. Hey, what's up? No, I
think this is fantastic. It kind of actually is thinking of
him as to my wife and also my daughters. I have like four
granddaughters and even their husbands say, take a look at
this and do a self evaluation to see what she could do. You
know, so it goes beyond just myself and maybe pass us to
others. Yeah, my. It's been said that the, the unexamined
life is, is not worth living. The unexamined life is not
worth living. So I like that idea, Jim, make it a family
exercise. Make it fun, right? Don't say, oh, no, let me
evaluate myself. I said, my kids, when they were young, I
said, Hey, where you're, where you're longer term goals, you
know, they, they get all dead. Don't still don't do it. Yeah.
Now, I'll pass it on to my, I think it'd be really great
resource for them to really thank you. Hey, forward, pay
forward. Yes, I appreciate it. I'm going to have to go because I
have to go to my full time job right now. So yeah,
transitioning off. Yeah, I did put in the chat that I may be
this week kind of transitioning into real safe full time
because the other job started to dry up. And you know, when
God drives up in the area in our lives, he's moving
is somewhere else. Amen, brother. Amen. Just just follow, follow
that invisible hand as it moves and guide you, you know,
so yeah, I love you, brother. Thank you. Okay. And so yeah, you
bet. Yeah, I like, I like Jim's idea about sharing that with
family and having them do, you know, and by the way, I just want
to throw this last piece out there. If anyone else wants to
comment, that's fine. But this last piece is that this is,
there's no judgment in this, okay? So this is not a condemnation
exercise where you go like, Oh, man, I suck. I'm a one and it's
not a competition. Okay, where I'm going to show you mine and
you show me yours. You know, who sucks the most in life? You
know, no, no, no, that's not it. This is all about what is it
that you want, clarifying it, what it is that you want. And
then you're declaring to God Almighty and all those that are
witnesses that this is the life that I really desire. Okay. And
then you begin living the life that you truly want that you
were meant to live. It's, it's really all about living life by
design. And the only way to do that is to, as Jim said, to take
a self evaluation. That's the way to do it. All right, well,
that concludes our lesson for today, boys and girls.
However, I have been so excited about everything that's going
on in the real state world. I hope you are as well. I know a
lot of people, I think there was a stat that I read this week,
that 70 some percent of agents didn't sell a single house last
year. And the mentorship master's group has been doing well,
we had a little bit of a low last last month, but, but, you
know, we've been selling houses. Okay, we've been taking
listings. And, and, you know, the market is different. The
market is unlike anything we've seen in probably in our
career. However, things are still selling. And one of the
things that I like to remind myself of, and I look on the MLS
every single day, and I look, I try to look weekly at what has
sold. Okay, and I have, I use land voice, and I can look at all
the actives coming in on the market, I look in the MLS for
that as well. And I can see all the ones that have sold, and I
can see that, wait a minute, people are selling houses right
now, at least in my market. Okay, so if you're ever in that sort
of that mood where you're like, nothing's happening, nothing,
and movement is very slow, we know that. We've got to double
down in inventory. We need more inventory in order to make the
same numbers. Okay, remember, I showed you guys that in an
exercise, the three minute business plan that I did, you can
go back and grab that. But it's essentially, if you have, if
you needed three listings in inventory to hit your numbers
before, and now you might need nine listings to hit the same
numbers. Okay, so it is one of those things where you've got to
stack them a little bit, you've got to get out of your
comfort zone. You know, I had a gal ask me, say, Nali, can you
list my, my, my retail center? And I said, no, I can't do
that for you, because I do residential. And so she kept bugging
me about it, because she doesn't trust a lot of people. She
really trust me. And I was like, well, home on God, what are
you trying to say here? Okay, I had already referred her to
another person that just really kind of gave her the blind
if you will, it just kind of went dark on her. And who's a,
who's a commercial guy? And so I went to chat GPT, I was like, okay,
I'm, I'm, I'm afraid to do this. I've never done one like this.
It's commercial, you know, I need your help. Come on, buddy, help
me. I said, is this something that I should be attempting to
do? Because I want, I always want to be in a fiduciary
position where I'm doing the best for my client. And after it
looked at all the data that it asked me for, it was like, dude,
totally, you can do this. It's like, this is like I know
brainer. And by the way, guys, I got to tell you, it was so
much easier than I thought, it's just math, right? This
particular retail center makes 31,500 a month in rent. And when
a, when an appraiser appraises it, they appraise it based on
the rental income, not based on the value of the buildings
and all the stuff that she's got. She's got two acres with
like nine buildings. So we had a professional appraiser. She
agreed with me to do that. They cost her $2,600 to have a
professional commercial appraiser go in and appraise the
property. And that's the biggest thing, right? When we're going
into uncharted territory, something that we've not done
before. And we're kind of afraid to do. It's like, okay, I don't
want to price it wrong. Well, guess what? I hired one of the
best commercial appraisers in town. And they charged a good
amount of money. But they came back and they said, this
properties worth $3,150,000. So we listed it for $3,200. No, it
was $3,300,000, $3.3, I think is what it came in at. And we
listed it for $3.2. And we already have two solid offers on
it. And we should have it under contract this week. God willing,
okay, I'm getting 4% commission guys, okay, 4% commission on a
three point, the offer in hand that we're probably going to move
on is $3.2 million. And I was going to let it go. Okay, because I
don't do that, right? But with every step of the way, GPT has
been helping me learn the business. It's like, you know, what's a
cap rate? What is net operating expense? What's net operating
income? And I've learned all this stuff over the last couple
weeks. I bought this book. Okay, commercial real estate for
beginners. And my client totally knows that, you know, I have
not done this before. Okay, it's like, Hey, have you ever sold a
commercial retail center? No, but I know how? Yeah, between this
and GPT, this is God's honest truth. I every single step of
the way. And we probably have more offers coming in on that
property too. So don't, you know, this is one of those times
where you got to get creative. She's willing to do owner
financing. Okay, and this is another thing that I'm talking to a
lot of my clients about. Oh, you've got equity. Okay, and you
don't need to, you want to rent the house? Oh, you think it
about renting it into the market gets better? Why don't you just
do a wrap around? Why don't you just do a subject to? Oh, you
don't know what that is? Guess what? I've got a great attorney
in town. His name is Wally. And he's done thousands of them. Let's
sit down with Wally. Let's talk about what that would look like
because if you're willing to rent the house, maybe a subject
to would be better. Okay? And those are the kind of conversations
that I'm having. And like, for example, I took a listing and she
has quite a bit of equity. We got somebody that wants to put
70% down and they want the seller to float the other 30%
where she could easily do it. She's got about almost 50%
about 40% equity. Okay? And she told me that if if it doesn't
sell in three months, let's rent it. Okay, well, if you're
willing to rent, then you should be willing to do a subject
to a wrap around. Okay? Which is an owner financing type of
product. So there's a lot of things that that you want to do in
this market and just instead of saying, Hey, I can't help you.
You got to get creative. I got another client that we're
supposed to close on this Friday. I think it might push to
next Friday. But he bought this property for $395,000. Okay,
$395,000. Now, another agent had it listed. They walked away.
You know what they did? They went and picked up their sign in
lock box and told them to have a nice life. Why? Because the it
just he bought it during COVID, he overpaid for the property. He
paid almost 400,000. And the last appraisal came in at 280. I
still couldn't get it sold guys at 280 couldn't get it done. So
guess what I did? I went to the bank. I said, look, I mean,
obviously we're doing a short sale. I went to the bank. I said,
look, now he had a hardship. He lost his job. And I said, we got
to get this house reappraised. This thing is not selling. It's
not doing you any good. And by the way, we've already postponed
at least five, five, four closures, four closure sales, where
we've actually postponed them from auction, like we pulled
them. And I had GPT write me several strongly worded letters,
just like in the same tone of an attorney, sent them to
Penny Mac. And they rescinded the so they decided not to four
close in this guy. So we got that done. And then I when the when
they agreed to do a new appraisal, because it's a VA and they
have to re appraise it every at least every six months. I put
in the instructions, even though there's a lock box on it, I
said, you got to call Nolly Williams if you want access to
the property. So what do the appraisers do? You call me? And
what did I do? I gave him an earful, because I do not want
another $285 appraisal. I don't want it. Now, I already have
two people in my back pocket that said they would pay $254. So
what do I need the appraiser to do? I need to know praise it
for 250. So I got all my supporting documentation, I sent it
to him. And he was willing to listen. And a lot of times they
won't, but but sometimes they will. And you know, we hit it off,
we found common ground, we talked, we joked around about a few
things, the market, someone and so on. And he came back, guess
what is appraisal came back at? 250. Immediately, we got two
offers, we went with one, and we should be closing this
Friday. This is a market where you got to get creative to make
things happen. There's a lot of people on the fence right now,
one of the big things I'm doing as well, is I'm working, I'm
working notice of defaults, because there's a lot of people
that are not making their mortgage payments right now. Okay,
and you got to start working those. And let's see what comes
of that. But you know, this is a market where you just got to
get creative. Now, when the market goes back, which it will, it
always does. And those of us that have been focusing on the
listings, man, it's going to be like, it's going to be like a
ice cream store, you know what I'm saying, like we had three
flavors, now we got 25, and we just going to be have, it's
going to be a party. Okay, because we've we're honing that
skill of listing and keeping our listings and selling our
listings. Listings are selling. Okay, so go back on your in my
last look at what's sold last week. And you'll see somebody
selling something. So it's just one of those times where we have
to get our unfair share. Alright, with that, we're going to
it unless someone has any questions or anything about your
business, we can wrap up. But if you do, I'm here to coach you
I've got, you know, more time here. So, but if not, if you
guys are good, I'm good. What's up, Brad? Hey, Nolly, how
you doing? Good, buddy? Good. I wanted to challenge you on an
early statement you made. Yeah. So you said that three hours
a day is not for everybody. The book, yeah, it's where you
start with it and where you finish with it. If you try to
jump from step one to seven, you're absolutely right.
Been there, done that. Sure. But so that's that point
number one, because I think everybody should dig into this
for their future self. If not, they're now self. And my
question for ask Nolly anything is so you're back into
production. So obviously, you've made an adjustment to where
you spend your three hours a day. Yes. So I'd like to hear a
little bit, a little bit about that about how you set that up
and you know, how that how that works for you. Yeah. So
basically what I do, I and I'm going to, I'm going to let me
let me tell you what what should be done. And then let me
tell you how I do it. Okay. So what should be done when you're
doing when you're working in production, you should be doing
lead generation. If you're not hitting your goals, you should
be working. I believe three hours just on lead generation.
And you should do that six days a week. So so the person that
is really not hitting their goals can't relax into the three
hours a day yet, right? I mean, you're kind of like working
maybe 10 hours a day. I don't know. But it's sort of that place
where you relax into after you set up everything. So now
after you're hitting your goals, you're able to actually say,
okay, well, hey, wait a minute. I'm actually hitting my numbers,
the numbers that I said that I wanted. So now I can work two
hours a day four days a week. But eventually, right, for you
could actually work, if you're, if you do it, if you're, I
want to use the word smart. And I don't want to say, Hey, you're
smarter than everybody else. But when you're smart about it, you
actually can do three hours. I mean, 90 minutes a day. So that's
what I do. I do 90 minutes a day of lead generation. I do that
three days a week. So that's Tuesday, Wednesday, Thursday. So
Tuesdays, I do S.O.I. And and I actually only have a few
things that I do. Let me see if I can. You see if I can show
you a quick. Let me look. All right, Paul. I need you to
moderate it. Paul shouts them up quick boy. He's on it. All right,
so let me just show you real quick Bradford, how I what I've
got going here. So. All right, so let me. Okay, so here you
could see. So here's, here's what I do. I do 90 minutes a day
three days a week. And so when it comes to S.O.I. know that I can
make this bigger. I don't think it'll let me. There's probably
is a way to do it, but I don't. I'm not that tech savvy. Okay, so
when it comes to my S.O.I. If it's like tomorrow, okay, there's
certain things that I'm doing on that day. And by the way, a lot
of these things I do delegate. So if you see the hashtag, it
just kind of tells you who's doing it. So on my S.O.I. I can do
my mailing to my top 200. That's something that I actually do.
Okay, but I do it every three months. So if I've done it already
this three months, then I wait three months and I do another
and that's a physical mailing. Okay, like a postcard that I mail
out. Then we want to I want to do a call to my top 200 every
three months. That's Maria does that. A monthly newsletter. I'm
actually doing that now with chat GPT because what I do. What
I do with GPT is I every day or every week I go in and I give
it sort of a synopsis of what I did that week. Now, it kind of
knows what I did because I'm communicating with it all the
time. But I'll just sit and talk to it for like three minutes
like, Hey, buddy, this is what I did this week. So then at the end
of the month, I say, Hey, write me a newsletter to my top 200
that just tells them what I'm up to. So it's real personal. It's
like more of a personal, Hey, I'm doing this. I'm doing that. I
did that. I listed three homes, blah, blah, blah. And I'm
sprinkling that in. But that's only to my top 200. So I do a
newsletter. It doesn't really take that long to do, but I do
that once a month. GPT writes it according to how I tell it.
And then once a year, I send a new year card that's annual. And
then I do a there's a property report that I send out to
sellers. And I use list track. Have you had you use that?
Bradford, you're muted. Paul must have muted you. You're in
timeout, buddy.
You got in time out, we had some background noise. You can unmute
yourself.
Yeah, no, I haven't used that knowledge and I do have some
background noise here. So all just yeah, so list track list
track is so one of the things that I wanted to do, and we won't
go down the rabbit hole on this. But one of the things that I
wanted to do was I wanted to send out a monthly report to
my sellers, so that they would know what's going on with
their listing. Because one of the big things that you're going
to find in a market like this, let me, let me see if I can just
quickly find. Let me, let me see if I can find an example of
this. It's a bit of a loaded question. So, but I do want to be,
I want to give you, you know, but to answer your question, I do
90 minutes on, on lead generation. And then I do, I try to do 90
minutes on having an appointment, but you know, I don't have
an appointment every day. I might have one appointment a week.
So those 90 minutes are spent just doing other things that I
just need to do tidy up around my business. So, so let's look
at, let me show you this. So, so a lot of the things that I'm
doing, even in my lead generation time, Bradford are automated.
So, let me show you real quick what I'm talking about here. So, if
you go, so this is a product that I've started using called
ListTrack. And what it does, like it sends out a report every
Monday to my seller. And it tells them, hey, this is what we got
going on your property, okay? Because one of the things that
happens in a market like this is the seller is like, what's going
on? Nobody's coming to see my house. I'm like, well, guess what,
we got 667 people that have viewed your property online. We've
been on the market for eight days, okay? And, but and we've got
four people that have marked it as a favorite. Yes, I know we
only had two showings. But I've got 667 people that have looked
at your property. And here's where they're looking at it from,
okay? I got a 200 and some from Zillow. I got this many from
Trullia. I got this many from Sonson, Sonson, Sonson, right? So,
you can't tell me that I'm not doing my job. And these are the
top 10 cities where they're where they're viewing your property
and so on. So that's what I that's what I send out to my
sellers every Monday. But it's automated, okay? But it's still
part of my S O I, okay? Thing that I do. But I there's really
nothing to do because I set it up. I have either Paul or Maria
will set that up or usually Maria will set it up. And then it
just happens, right? So with my seller, I'm like, look, you
know, we've got 600 something views. That just tells me people
are looking at it, but they're not sketching an appointment,
right? Because we know before a house is a house is seen four
times before an offer is made, okay? The first time they see it
is when they see it online, okay? And they're like, and that's
those views you're getting. The second time it's seen, they
call their spouse over, hey, honey, come look at this one.
All right, let's look at it, all right? Then the then they they
go in, they start researching it, doing looking at all the
pictures, and they start, they do the virtual tour. That's the
third time it's seen. The fourth time is when they actually show
up at your door. So if they're not actually showing up at your
door, that tells us we're getting eyeballs, but the price is not
right. So I'm glad you called about why we're not getting
showing. Thank you. So that goes out every Monday. And then we
have social posts that go out. So every time we have a just
listed or just so we do a social post on Facebook, Instagram
and other platforms. And then Paul does that for me, right? So
these are the things that I do on Monday, so I on on Tuesday,
it's farming. And by the way, if you look at these, you'll
notice that like I don't do this one, this one or this one,
this is done once a year. Okay, the newsletters done once a
month. Okay, so if I sit down for my 90 minutes, I just tell
GPT to write it up, takes her takes about, you know, two
minutes. And then I format it, whatever, whatever. And I make
sure it goes out, I use I use lofty for my CRM. And then the
calls, I'm not even making those. Now that that, you know, you
should be making your own calls, but you know, I like to
delegate stuff, right? So if you train your people the right
way, the calls can actually be better than if you make them
yourself. That's been proven. And then mailing to the top
200, that only happens every three months. So this is very
easily. And sometimes I'll sit down for 90 minutes and I don't
even have 90 minutes of work. I might have 30 minutes that
day, because I'm doing S O I now when I do farm, I'm do, this is
the one time event that I have set up here, which I'm actually
behind on, but I'm sending a letter to everybody in my
neighborhood. Just so happens that I've moved into a neighborhood
with 2000 houses. Okay, all right. So I haven't finished
that. E D D M postcard that goes out every two months. Okay, and
then the. No, I'm sorry, that these two are the same. Okay, and
then I do a small ad in a community impact. That's our newsletter.
That's automated. Okay, so that just happens every month. I set
it up for to run every month. Okay, so literally when I if I'm
doing farming, I'm either and Paul does a lot of the postcard
design. But even if I sit down and design a postcard, that's
probably not going to take me more than 90 minutes, because we
already have a template. And I only do it every two months, right?
I send it out every two months. So farming doesn't really take
that long. And then the niche is what takes the longest. So I work
expires. I do letters, postcards. You see all this is behind
because I wasn't here last week. But I do those on Thursdays. So
guess what? This Thursday, I'm just going to double up. So I do
my letters, my postcards. And by the way, the postcards are
automated. I use a service that sends out the postcards and I
set them up. I'm going to introduce you guys to that soon. And
then I do my NODs, letters and postcards, and then I do my
thizbos, letters and postcards. But I use land voice for all
this. So it's so easy. I just log in the land voice, I just
act, you know, I get all of my data, I export it. And actually
Paul, I can train Paul on doing that to go in, get the from this
date to this day, export imported. And then I send out, I print
letters using Microsoft Word that are merge letters. And so it's
a little bit of a process, but that day is probably going to be
the longest day. Sometimes I might even work two or three hours
just doing that for that day. Because there might be a couple
hundred expires, you know, but again, this is all the systems that
I've just set up. I've only been in, we're just going on three
months in this house and I've just started all this stuff about
a month ago. And so, but that's, that's how I spend my time.
So what I teach is that your three hours a day really should be
if you have a well oil machine. By the way, let me show you one
other thing. Since you asked that question, I'm going to show
you one other thing. And I've shown you guys this before. But
let me pull it up and then I'm going to share my screen. Let me
see. Oh, I know what I do. Here, let me do it this way.
Oh, I know where it is. I don't know. I get excited and I can't
find anything here. But I know exactly where it is. It's right
here. Okay. So let me show you this. I've shown you, I've shown
you this before. But the goal really Bradford is when you go
into your lead generation bunker to not have to think. Like, if
you're sitting there thinking like, okay, what am I going to do
today? Then you've already lost the game. You see them saying, you
got to just sit down and say, okay, what's to do? Boom. Oh, I got
to do this. This is it's just like a robot. Like, you know, and
it is monotonous, but it's it's the way to really it's the way
to succeed. I got to say what makes it fun for me is the fact
that, you know, every single property that I list is like a
project, right? And it's and they're and it's so creative right
now that there's a lot of things that we can do that are very
different. So I've shown you this before where it's a listing
checklist. And it talk goes into who does what? And so the with
this checklist, it's now like 90 pages, by the way, okay? So
like, if I go to step 13, that's this one right here. And I've
written out exactly for my team how to do it. They're inputting
a listing for me today into MLS. And they're picking it up. I
think it's step 17. So all they have to do is go to step 17 on
the menu. And then it I have a training video. I've got so I
have a so I basically use loom to create training videos where
like if if you click on this video, it's going to walk you
through how to input a property onto the MLS. And this is a one
hour video. So essentially like most of my videos like this are
five, six minutes. Like if I'm going to teach them how to pull
tax record. Like I want to teach you want somebody to know, how
do you pull a tax record of a property? Okay, I've got a video
that walks my team how to through how to do that. One minute and
35 seconds. Okay? And I use loom for that, right? So
it's property tax record info from within MLS. So you're doing
the work anyway, right? So when you're using loom, all you're
doing is recording what you're doing because you're doing it
anyway. And then you're creating a this manual, this is all
stuff I teach right in three hours a day is this operations
manual so that now guess what? You just finished step 17. This
is step 18. How do you upload documents to MLS? They click on
the training video. And in that video, I walked them is two
minutes and 17 seconds. And I showed them how to upload the
docs. So in realizing that there are other videos out there in
YouTube and all that, but you know, I have a certain way that I
want things done to my standards. And what what what happens is you
create sort of this system where the client would prefer to work
with your your team than you. Because my system is so well
document and organized that they know like my people know, if
they really want help, they got to reach out to Paul or the
got to reach Maria. And they know what they're doing because I
train them very well. And I have systems for that, you know, so
that's basically a long sort of a roundabout answer. We might
turn this into a podcast, Paul. This is pretty good. It's a
good question. It's like, but the two things that are income
producing are generate leads, go on appointments, you know,
create leads, you know, you create appointments and then you
go on those appointments, those are the two.
Awesome. You definitely answer that question. Wow, so much
information. But it's definitely, you know, three hours a
day for everybody, just questions, where do they fall in that
process? And I'm trying to get from point A to point Z all one
step. So it's yeah, and we have to realize that there are some
entrepreneurs that will never want to snap into three hours
today because they just love to work. And for them, what I say
is, make your three hours a day, the most important thing. And
then whatever else you want to do is fine, like just because
you you want to do that. But make sure you're doing your three
hours a day in addition to all the busy work. Yeah, I mean, I
love, I love networks. I love meeting new people and learning
what they're all about. I can do that all day long. So that's not
work, but it's keeping focus on those those three hours. And that
could that could honestly be when you read the millionaire master
plan, I mean, he talks about this guy that owned a restaurant, he
was a Italian restaurant. And he would do the bookkeeping, the
accounting, he would do all kinds of stuff. And finally, they
just said, man, all you're going to do is interface with the
customers. And that's all he did was he just, you know, he would
oversee like, okay, let's check the books, but he delegated
everything else, his business grew by like 5x. And all he did was
go out to the dining room, you know, and just talk to people
like, hey, Bradford, welcome back, brother. Oh, who's this
with you? You know, that kind of stuff. Hop knob. And he got rich
doing that, you know, and that's where we talk about hone your
superpower, right? That one thing that you're so good at, maybe
you're good at presenting in front of people. So maybe you
actually hire out, and this is something I don't really teach a
lot, but I've taught it before, where you actually hire people
to do your lead generation for you. And all you do is go on
appointments, like an appointment setter. I've done that and I've
done it poorly. So I need to refine the system so that they're
representing what I need to have out there. Exactly. That's
thank you so much. I've got to jump on to a thing. All right,
love y'all. See you next week. Bye. Hey, this is powerful, right
pa? It was good. It was good. Real world stuff. All right,
y'all, later. Well, thanks so much for tuning into this
episode of the Success with Listings podcast. If you are
serious about taking your real estate career to the highest
heights, making more money and helping more clients while
working less hours and spending more time with your family, be
sure to get your copy of my free book, triple my listing,
absolutely free at successwithlistings.com. Now you want to be
sure that you subscribe to the podcast and check out
successwithlistings.com to get your copy of my free book. Hey,
I'll see you on the next one.
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