REal Success is all about how successful real estate agents made it in this tough business. This video series is hosted by Bill Pipes, speaker,trainer and coach for Tom Ferry – Your Coach, https://www.tomferry.com.
In this episode, Bill interviews rockstar agent Tim Smith of Orange County, CA on his fundamental system and routine that got him to the top!
“Success is the natural consequence of consistently and routinely applying basic fundamentals” Click here to tweet it out: http://ctt.ec/n0e26
Bill Pipes: Tim, you have been through ups and downs, highs and lows, but in the end skyrocketed to the top! People look at you and they go, “Oh, he must have some kind of secret.” And they are right, it comes down to a few key things. So Tim, share with us your journey to this point in your career.
Tim Smith: I’ve always been an above average salesperson, but when I decided to really make a career of out my real estate business, I had some breakdown moments. This lead me to Tom in 2008 when I started coaching and this was when my career really took off. Ever since we started working together, we focused on how to get to a certain level of production by precise design, execution and a little bit of the enabling power of the universe. And that’s a big process, drawing a lot from the book ‘Think and Grow Rich’ by Napoleon Hill–highly recommend you read this book every year to pull inspiration and get back to the basics.
And over the last seven or eight years, as you start growing, adding team members, understanding where you’re trying to go and understanding your numbers–it’s just the fundamentals of appointments, contracts and getting back to the basics. For example: if I want to make million this year, I need to know how much to produce in volume, listing appointments, buyer appointments, and what my team needs to look like to get me there. It’s really that simple.
BP: Was it a natural move for you to build a team for the production you wanted to make? What is your structure like? What does it mean to be on The Smith Group? And what are some of those expectations and standards that you have for them?
TS: Yes, building a team was a natural step for me. At first, I took anybody that wanted to be a part of my team. But now, as we continue to grow, I’ve become more selective, hiring people right for the job and right for the company dynamic. I don’t expect my agents to do anything that I’m not doing. And it’s not just about the production, it’s also the daily routine–the building blocks that create results. I feel very lucky to have a team in which we have a culture, where people want to be together, mixed in with some healthy competitive tension.
BP: I love that statement you just said: “I can’t create an expectation for anyone on my team that I’m not doing myself.” I notice that there are two types of leaders in the world, leaders that sit back and say, “go do this” and leaders that are working alongside everyone that pulls the team forward. That is such a great perspective to have. Walk us through how do you create that?
TS: Life has a way of breaking us down. And what I found for me, and what I’m starting to find that’s consistent among all great agents, is committing to your daily routine. The great thing is that anyone can do it. I like to think of doing my daily routine as “putting my armor on.” And this is how it goes, every night, I plan what I need to do the follow day. It takes 15 to 30 minutes to write my list. I go through my CRM and plan how I’m going to get my appointments and contracts for the day. This serves as my fundamental building block and has proven more important and useful this year than any years past. This year has been much more of a grind than last year. Last year was such a good year. We were making money so easily, and it was one of those things I wasn’t used to. It was just an incredible thing. Well, this year, it’s back to a grind… over inspections, deals falling out of escrow and we’re really grinding to get to our numbers. Our goal was 400 million and we are going to push with new affirmations, new daily routine, new planning and pressing forward. It’s not easy, but what I know is if I do my part, I can expect the results.