Mapping the Road to 100: How to Quadruple Your Production in One Year

Apr 23, 2018 5:27:16 PM

Jesse Youmans in the Denver Southeast market center is on pace to close 100 units by the end of the year. This is remarkable considering he ended 2017 with far fewer transactions – just 26.

Youmans was licensed in 2014, but only sold two houses that year. With a young family and another baby on the way, a difficult few years followed. Youmans had a poor attitude, an empty wallet, and was so broke and full of negative self-talk that someone anonymously sponsored a spot for him in BOLD.

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Mile Marker 1: Have the right mindset

In the first few weeks of that first BOLD class, Youmans confesses he couldn’t shake that old negative self-talk or the subconscious roadblocks that were holding him back. He and his wife were working with their 3-year-old son, who woke in tears from nightmares several times a night. Youmans decided to test some of the mindset principles with him. “I thought I’d try out some of the affirming language on my son. I figured if it could work for him, it’d work for me,” Youmans chuckles. He developed a short affirmation to use right before he tucked his boy into bed. They repeated it together three times each night: “My bed is warm and safe, and I sleep in it all night.” Within a week, his son was sleeping through the night.

That’s the moment when everything shifted. “I had the realization about the power of my mindset and the power of thinking positive. The Bible says that the tongue has the power of life and death. That whole time I was getting started in real estate, I kept speaking death over my situation and my business. I was able to step back and tell myself that I can win, I can succeed, and I can close.”

Action Step: Speak words of affirmation.

Mile Marker 2: List, list, list

It’s a common saying and it’s true: “You have to list to last in this biz.” More listings bring more buyers AND more listings. KWConnect offers a variety of resources that can help you secure more listings!

Action Steps: Tap into your sphere,  hold an open house,  door-knock, get online.

Mile Marker 3: Leverage

Like the many agents at Keller Williams, Youmans tapped into the power of leverage. In 2017, he brought on an administrative assistant and a buyer’s agent. “It really freed me up. I no longer spend time on non-income producing activities, and I go on more listing appointments in a week than I used to do in a month.”

Action Step: Explore Keller Williams’ proven path to leverage. 

Mile Marker 4: Stay consistent

Youmans is consistent with his daily schedule and lead generation efforts, which has yielded a significant return. 55 percent of his business is from cold calls. A typical day is as follows:

  • 5:15 a.m. - Hop on mindset call
  • 5:30 a.m. - Bible and personal development books
  • 8:00 a.m. - In the office for prep work
  • 8:30-11:30 a.m. - Phone prospecting for new business

Action Step: Practice your scripts.

Mile Marker 5: Look for opportunity along the route

Youmans has taken Ignite, participated in the market center’s productivity coaching program, has been in BOLD several times, and has a KW MAPS Coach to help guide his growth.

Action Step: Tune in to a POWER HOUR of inspiration from KW MAPS Coaching. 

Mile Marker 6: Know your numbers

With a database of 1,500 people, the Pipeline report – a free tool in the Career Growth Initiative suite – synthesizes exactly what he needs to do. “I use the report to get hyper-focused and determine who needs my time this week, today, and this hour.”

Monthly, he uses the Trend report to track past history. “I look at closed units all the way down to total GCI. I analyze my growth and production to discover what needs to be fixed, changed or improved.”

Action Step: Dig into the CGI – a FREE suite of tools for KW agents. 

Mile Marker 7: Stay passionate

When he started four years ago, he and his wife were $130,000 in debt. “I’m happy to say that because of real estate, we’ll be debt-free within 60 days.” He is fueled by a quote from Gary Keller that has been taped to his office window for years: In the real estate business, success is possible for all, but only probable for those who take action.

 “I’m passionate about real estate because it changed my life,” Youmans concludes. “If I can do this, anyone can do this.”

Action Step: Study how industry leaders do it.

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