Now that we've introduced and covered the four models high real estate sales achievement is built upon, let's take a close look at them from the Millionaire Real Estate Agent's point of view. Let's now study the issues and numbers of becoming a millionaire in real estate sales.
One of our discoveries while working with and interviewing Millionaire Real Estate Agents was that the transition between Earn a
Million and Net a Million was quite seamless. The same models are effective throughout. Netting a million in annual income is more a reflection of mastering your models than of pursuing a different path. In this section, we'll present to you the details that will take you all the way to netting a million and possibly beyond. In the subsequent chapter, Net a Million, we'll outline the primary issues you are most likely to encounter on the way from earning to netting a million.
As we cover these models, you must still remember to maintain your focus on the core issues that will drive your real estate sales business— the Three L's. The point is to put these models in place quickly and efficiently. If you follow them systematically and leverage their implementation through a few key hires, you should be able to maintain them with minimal distraction from your primary areas of focus—Leads, Listings, and Leverage.
Above all you'll be focused on generating leads. I like to say lead generation comes "first, last, and always." The difference between the Millionaire Real Estate Agent and an average real estate agent is that the millionaire never drops the ball on lead generation. It doesn't matter whether his computer crashed or his assistant quit, he systematically pursues leads and, when finished, then turns his attention to the problems of the day. He knows that if he allows himself to be distracted from his core job, he'll always be lagging behind and exposing himself to the vagaries of shifting markets. If lead generation doesn't get done, everything else could become unnecessary. The truth is that the opportunities you have to build your business begin or end with the number of leads you have. After lead generation, you'll focus on listings. From listings come inventory, market presence, and opportunity. And if you work them properly, they will also become a reliable source for buyer leads, usually on a one-to-one basis. Lastly, you'll be focused on gaining leverage through hiring, training, and consulting with the talented people you'll need to keep your leads and listings focus going strong. The right people will document and refine systems and add the proper tools as needed. So while these four models will provide clarity about the numbers behind how a Millionaire Real Estate Agent runs his business, don't forget that the Three L's are at the core of all these models and will be responsible for the vast majority of your millionaire results.
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