By Lee Davenport
This is part two in an ongoing series featuring top producers. Read part one featuring Jen Du Plessis.
What does it take to be a top producer? There is no magic, work-free formula, but there are habits and principles of top producers that you can “borrow” for your own playbook.
Today’s post features the determined and inspiring Rod Williams. What makes Rod a top producer? Yes, Rod is ranked number two overall in his brokerage firm, Solid Source Real Estate Companies, out of approximately 1,700 agents (his third consecutive year in the top three). Yes, Rod is in the top 5 percent for the entire metro Atlanta REALTORS® Association (where real estate is booming). But more importantly, he helps his clients live the American dream of homeownership and real estate wealth-building.
I was able to do a one-on-one Q&A with Rod to ask him about his success. Learn with he had to say and gain some take-aways with my commentary in “Lee’s Coaching Playbook” following each of his answers.
Photo from @rodwilliams_
Q. What does a week in your business look like (i.e. How do you generate leads/how do you nurture/convert them)?
A. A week in my business usually begins with an hour of preparation on Sunday. Although I like to reserve my weekends for family, I still carve out time to glance at my calendar of appointments for the upcoming week. During the work week, my day usually starts at 7:30 a.m. in my home office making calls and sending or responding to emails. I’ve found lead generating to be most productive from 8 a.m. to 9 a.m. A large percentage of my business comes from my sphere of influence and referrals from current and past clients. With that in mind, my lead generation consists of daily communication with 20 to 30 contacts in my database.
Lee’s Coaching Playbook: Whenever I connect with either new or struggling agents, their number of contacts barely reaches 20 to 30 contacts a week, or worse yet, a month. Rod is doing that each day. He is truly a star by making this a daily workday habit. But don’t feel work shamed. Know that you can and should start building your communication with contacts today. That’s the great thing about each new day you are blessed with in life, you care given the chance to start anew. Start by considering what time(s) of day works for you to connect and reconnect with 20 to 30 contacts. Rod obviously is a morning person but you may not be and that’s okay. The biggest lesson from Rod’s schedule is his consistency. Create a schedule that allows you to be consistent.
Q. What motivates you each day?
A. My number one motivation is knowing my son is watching my every move. I’m also motivated by helping my clients achieve their real estate goals.
Lee’s Coaching Playbook: Rod did not hesitate to share his “why” and neither should you ! Why are you in the real estate industry? What motivates you to keep going when things get crazy, hectic, and frustrating? I have asked various real estate professionals this at different stages in their careers and some don’t know. Some of those people soon realize this really is not the career for them. Others have realized that their “why” is more important than momentarily hurdles so they double-down and become stronger in business.Let your “why” anchor and propel you in times of disappointment.
Q. What advice do you have for a real estate pro who is struggling?
A. First, determine what’s the root cause of the struggle. My advice is to get a mentor or coach who’s proven in the industry. It’s also equally important to have good relationships with other agents. Focus on daily lead generating, attending as much training as possible to present yourself as a knowledgeable agent.
Lee’s Coaching Playbook: In light of these great points from Rod, now it’s time to be real with yourself. Seriously ask yourself:
- What was your production over the last 12 months?
- Did you reach your goal? Why or why not?
- What should you have done weekly to improve (i.e. more calls, go to office sales meetings, etc.)? Be realistic based on the other demands on your schedule (e.g. health, family, etc.).
- What did you do weekly that worked? Keep doing this!
- What did you do sporadically that would have worked with more consistency? Find time in your schedule to do this more!
- What do you need to giveaway/outsource or collaborate on (i.e. marketing, social media, open houses, mailing, transaction management, etc.)?
- What do you need to learn and from whom?
Q. What are your favorite biz tools/resources/apps?
A. Believe it or not, my favorite apps are the free iPhone apps most people overlook. The iPhone Calendar, Reminders, and Notes apps are my most frequently used apps. Those basic three apps keep me organized and efficient while managing multiple clients simultaneously.
Lee’s Coaching Playbook: Technology can be our friend when we use it and it works. Whether you use the latest and greatest CRM (customer relationship management) app or the included apps on your phone like Rod, the key is use them. As Rod mentioned earlier, he spends time at the start of each workweek and each workday organizing his tasks. What is the best time for you to plan your next work week or work day? For some it is in the evening, others it’s midday, and others it’s the morning. Do you!
I want to challenge you to not be in “track suit” mode in your business where you spend your time reacting to transactions and referrals by throwing on something quickly. Think about the times when you have planned to wear a tailored suit. Have you noticed that the extra planning had people more readily open doors for you? You may also find that when you plan ahead, you’re not giving as much time to things that don’t benefit your goals. When you suit-up in business with a proactive plan and schedule, then you’re not held hostage to transactions or people. Rod, like you, is busy, but he has learned to give his time (we all have the same 24 hours) to the people and things most important to him and his future.
I would love to hear from you. Give me a shout on Facebook, Instagram, YouTube, and Google+, or by visiting LearnWithLee.Realtor. Want more of the best practices from our nation’s top producers? Grab your copy of the short read, Profit with Your Personality. And, be sure to tell the real estate agents you know to get a copy of the 5-star rated workbook, Plan to Win!, to transform their real estate sales game plan. Here’s to your success.
Dr. Lee Davenport is an Atlanta-based real estate coach who trains agents, teams, brokerages, and other business organizations on how to use today’s technology to work smarter. Join Lee’s free RE Tech Insider’s Club by visiting www.LearnWithLee.REALTOR.