Marketing is important for marketing properties and the owners care about that. But when it comes to getting business for me it's, I'll give like almost all credit to prospecting. Is that right? Jordan? Did I understand you correctly? Yeah, I mean, we're a prospect based team and we have been for a long time. I've, you know, I believe in marketing. I, it's something I will, I like to look good and something I like to do.
Ultimately earning business, every transaction that we get, it's because we could go out and we get it. I would say that we're prospecting based, marketing enhanced and that's been the key to success for years.
Many think, as long as I'm really good at marketing, I'm going to have all the business that I want. And what I hear you saying is that could be a fallacy depending upon your business type and model. But if you want to get business quickly now, today and actually improve your 2019, you're going to have to go hand to hand combat. You're gonna have to go talk to people.
I believe when I first got into real estate, I wanted to spend a bunch of money, you know, and you know, radio and marketing and flyers and postcards and every, and database mailings and you're sitting there and you're waiting for it.
Earlier in my career I had gotten connected with Mike Ferry and I really enjoyed Mike. I was very involved with him and I liked the idea with Mike was that instead of spending money in waiting for business to come to me, I go out and get it. The marketing can be really great. It's great to have them in Luxury Home Magazine. It's a way of getting in the door. It's part of an elite, a pre-listing package to get us in the door and earn that business. But at the end of the day, we win that business because we’re great at scripts. We know what to say and how to say it and we've called hundreds and thousands of people.
I don't see anybody having a solid career based on marketing. It really, it really needs to be, you need to have earned that database and earn that. Even if your work a database, if you're not calling expireds and cancels, you still need to prospect your database. I know brokers that are doing 50 to 100 million dollars of real estate and some you've had on your show probably and they're calling, they're still calling. They're calling every day. They're calling now. It might be, hey, how's your kids birthday? Or how was your wife's anniversary? Or whatever. They're calling and having those relationships, but they're consistently staying in front of those.
It's a schedule, right? It's following that schedule. Look, if you want to have more business, you're going to have to talk to human beings, right? At end of the day, if you want the real estate business, they're going to want to actually have a conversation with somebody. And the more of those conversations that you can be in on a daily basis, naturally with the right scripts and the right offering, you're going to be getting more real estate transactions.
Let's talk about failing to schedule. Jordan, I know that's one of the key value propositions to your team, right? Last year you close 112 transactions, you've got 13 people on your team, all of them are newly licensed minus you, right? I've got a couple of staff and the rest are new agents. We just hired somebody who got licensed in May and her first 90 days she did six transactions. She'll do 12, 15 million next year--no problem.
So what you're saying is that the differentiator, is you actually have and hold them to a schedule, right? And in the middle of that schedule is contacting people.
I tend to lean towards expires and cancels cause it's my bread and butter. But despite that my business has become more database. We’re now almost at 30 to 40%. The goal this year is to get 50% of our business from the database.
Again, people want to spend a bunch of money on marketing and they want to spend the money and hope that they don't have to do the work. And the thing is, even if you spend five, 10, $20,000 a month on leads, you have to call those people and you get to call them for years.
But again, the gold is in the schedule. Everyone is here at 8 am. Everyone does three hours of log Mojo time, which means that they have to be dialing for 3 hours, not just sitting in front of a phone. They click pause, it stops. We follow that religiously. We have script training every morning. We have team meetings, we have huddle ups. It's like getting a master's degree in real estate so that we can get our agents into production very quickly.
Their number one thing is getting them into a 200 person database as quickly as possible--reaching out to those people. We also do quarterly events, like OMSI, the zoo or Christmas trees or whatever, and inviting people to that. We then follow up with the 20,000 people that we have leads paid for leads hundreds of thousands of dollars with the leads that you have to call 30, 40, 50, 60 times.
Right? So that marketing can be great, but it's, it's like dot. Even that's like the, that's the first base. You know, you have to, you have to do all the time. And, and it's a contact sport, which reaching out to people, talking to people and having that communication. And that's critical. I love it, man. So your agents appreciate that. That's why they come to your team is that they realize, you know, I've tried to do this on my own and I tend to shy away from a schedule, right?
A challenge that real estate agents face is--I'm self employed, I'm free, but oh crap, where's my next paycheck coming from?
What we say is join our team and we're going to hold you to a schedule which is also holding you to receiving income. Am I understanding correctly that that's like you just happen to know what's good for them. If you're on the team this is what we expect, but keep in mind that we're doing this for your own good because if we just give you all the freedom in the world and you don't actually contact people, you're going to be disappointed with the results.
And the key to remember is that don't really have to babysit them. I mean they, the first week or two, they're trying to get into the flow. I mean, again, there are a lot of them are newly licensed where they've been doing it some way. They're trying to do it a different way. I don't really hold them accountable. The team holds everyone accountable. It's a very positive peer culture and they're all cheering each other on. There's so much business out there. There's no fighting over leads or anything like that. It's a lot of opportunity. And so they all kind of hold each other accountable and it's a very positive peer culture.
It’s coming in, making calls, going on appointments. That's what my success has been, is listening to coaches like you and national coaches in real estate and they just tell me what to do. And I do it. The top five jobs of a realtor is prospecting, lead, follow up, going on appointments, negotiating contracts and mastering your skills and dialogues. So our brokers focus on those. If they're not working on flyers or during a blog or a website or messing around with the Facebook page. They're going out and getting business.They're taking it back right there hunting and bringing it back.
It’s not easy, but it's simple. It's super simple. And I love how you guys have made things super simple.
Give us one take-away for everybody listening here today. If they could actually go move the ...
