KW MAPS Podcast Growth Edition

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Morgan Neill: Scripts & Affirmations: Playing All In & Being “People Smart”

To become a successful agent, we have to be intentional about cultivating positivity and confidence— but this doesn’t always come easily. What can we do to overcome our negative self-talk and replace it with the right way of talking to ourselves? Why do we struggle with scripts in the beginning, and how can we make them feel like second nature? How did our guest change her life by playing all-in? On this episode, Morgan Neill, a real estate agent in Amarillo, TX, shares the lessons she’s learned and how to engage with personal development to make sure it sticks.

 

Focus on who you surround yourself with and being and giving your best everyday. -Morgan Neill

 

Three Things We Learned From This Episode

 

  • How to make scripts feel more natural
    In the beginning, a script won’t sound like “you” because it hasn’t had time to become “you” yet. It needs time to sink in. Once you practice a script and start to see success with it, it will feel much more natural.

  • What Morgan does to stay positive and confident
    In our industry, it’s really easy to go down a path of negativity because you have to deal with so much rejection. Morgan keeps reminders of Dianna’s BOLD Laws when she wants to focus at any given time. She takes them everywhere. She puts sticky notes on her mirrors and desks, reminders on her phone screensaver, and she says them over and over.

  • How to grow from challenges and mistakes
    When Morgan has appointments that she feels she could have done better on, she works on it immediately. She learns from the recent experience while it’s fresh and uses that to get better.  

 

Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.


It’s not easy to navigate all the challenges that come with building and running a business. The success starts in our minds, with what we say to ourselves and the actions we take from there. We must believe that our clients need us and that we are the best person for them. Once we have that conviction, we become unstoppable. The first 3 years of business are the hardest, but we just have to grind and put the work in. After that, we get the chance to have a business and personal life that most people can only dream about.  

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Jen Davis: Time Blocking: Running Her Business From “Blood & Guts” to “Ease & Elegance”

Getting 223 closings as a buyer’s agent with two showing assistants is an amazing feat, and it takes a lot of hard work to get there. How did our guest go from “stressed-out and spread thin”, to leveraged and in-control? Why is she so driven to help other people succeed? Why does she believe in Dianna’s BOLD and the models she’s used to get where she is? On this episode, Jen Davis, a real estate agent in Springfield, MO, talks about how she’s transformed as a business owner and shares the tools she used to get where she is.

 

It’s understanding where other people come from and how they win and making your organization big enough for everyone’s goals. -Jen Davis

 

Three Things We Learned From This Episode

 

  • The model that helped Jen the most in the beginning

The business plan helped her know her numbers, and it gave her daily accountability. By sending her calendar to her coach every week, Jen got her schedule under control. It helped her shine a light on inefficiencies and come up with a plan to improve them. Jen said it finally felt like she had control of her business instead of the business controlling her.

 

  • How to win through others

We all have a drive to win, but the real magic happens when we focus on helping other people win. Jen learned that by focusing on helping other people achieve their goals, her success happens organically.

 

  • Why Jen keeps going to Dianna’s BOLD

Different shifts in your business hit you at different times in your journey. Each time Jen takes Dianna’s BOLD she sees, hears, and learns things differently. She always finds something relevant to what she’s going through at that time.  

 

Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.

 

There’s always going to be a glass ceiling in our business, but there’s also a way to break through it. It could be through a model, a system, coaching, or talking to people who have walked that path before. It’s about plugging into what we need in order to push through the challenges. The models that Jen invested in changed how she shows up everyday and how she handles new challenges. She’s become a true business owner, shifting from being overwhelmed to being intentional— and this is something we can all achieve.

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David McEachern: Leverage: The Power of Coaching & Collaborative Thinking

When it comes to investing in our education, the attitude we carry makes all the difference. What is the right mindset to have towards coaching? How do we break through the fear and overcome the things that hold us back? How do we dial-in our finances during a market shift? On this episode, David McEachern, a real estate agent in Atlanta, GA, talks about coming into the industry during a shift, how he utilized his community, and the tools that helped him grow his business.

 

The CGI Pipeline is a great mental tool to keep me accountable to where I need the business to be. -David McEachern

 

Three Things We Learned From This Episode

 

  • How to run your business during a shift

During a market shift, you have to go back to your financials. David keeps an eye on the recurring charges and subscriptions that add up. He believes it’s important to periodically check all those services and clear out what you don’t need anymore.

 

  • How David uses the Pipeline Tool

Looking at the CGI Pipeline every 48 hours helps David track what's moving through it— and whether he’s on track to meet the unit number objective. It helps him stay clear on what he needs to do if he’s not meeting the target.

 

  • Why we shouldn’t get too focused on “getting it right” all the time

When you’re building your real estate practice, you have to think of it as layering “pebbles” of experience. You will have failures, but you have to build on your success and know you can do it again and again.

 

Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.

 

When it comes to education, many people are passive about learning and coaching.The most powerful thing we can do is actively succumb to it and open our hearts and minds to absorb it fully. The number of doors that will open up for us are unlimited. If we put in the effort and refrain from spending so much time worrying about the small stuff, we will reach our goals and surpass them.

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Jake Dreyfuss: Leverage: Building an Interdependent Organization, Engineering Adversity & Growing as a Leader

Good leadership is knowing that emotion is just as important as logic. What is the connection between confidence, competence and vulnerability? How do we make sure our organization actually gets better from mistakes? Why is engineering adversity into our lives so powerful? On this episode, Jake Dreyfuss, a real estate agent & CEO in Philadelphia, PA explains how he went from 225 to 568 units in two years, and shares his leadership secrets that keep his team moving and working together.

 

 

In order to become the leader people will want to follow, I need to work on personal growth. -Jake Dreyfuss

 

Three Things We Learned From This Episode

  • Don’t gloss over mistakes and setbacks

A lot of us make mistakes in our business, but we don’t give ourselves the time to reflect. This makes it much harder to actually learn anything. The key is putting breaks in our schedules to realize when a mistake has been made so we don’t gloss over it.

 

  • No team member left behind

If there’s someone who isn’t hitting the team’s transaction standard, Jake wants the senior members of the team or the people who are performing well to be fully aware of those who are not reaching their goals. The high-performers should want to help those people succeed. It means there will always be a culture of reaching back to help the next person.

 

  • Emotion and logic go hand in hand if we want to achieve our goals

In order to really get people invested in the goal, it can’t just be about the numbers. There has to be an emotional driver behind it for someone to push through the challenges that will arise. For Jake’s team, one of their drivers is a dedication to helping homeless people in their local market. This results in a tangible benefit with emotional value, and serves as one of the motivators for the team to achieve their goals.

 

Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.

 

When it comes to building our organizations and setting up our goals, one huge mistake agents often make is looking at things through an aspirational lens and not the actual truth. Is your team really interdependent, or is that more of what you want in the future? This distinction is important because it affects how we recruit and the values we instill. It’s also important to co-create goals with our people because it will make them more likely to buy into them. Finally, when we make mistakes, we will get the true value out of them by taking a moment to pause and evaluate, instead of rushing to get things back to the norm immediately.

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Sheri Pettus: Lead Generation: From $3M to Almost $10M Without Working Nights and Weekends

Many of us have what today's guest calls a “drunk monkey”— that voice in our head that holds us back from trying and pushing through obstacles, especially when it comes to lead generating. What mindset models can help us ignore this voice? What models and systems did our guest use to catapult her real estate business forward? How did having a coach help her through a challenging time? On this episode, Sheri Pettus, a real estate agent in Atlanta, GA, joins us to share her inspirational story of growth, faith, and prioritizing lead generation.

 

 

Three Things We Learned From This Episode

 

  • The epiphany that led Sheri to get into coaching 

Before coaching, Sheri thought she’d never be willing to pay someone $1,000 to talk to for 30 minutes once a week. Then she looked around and saw that the people who were selling more homes and making more money were the people getting coaching.

 

  • The power of putting lead generation into your daily life

Sheri’s policy is that she lead generates outside of the office by starting conversations intentionally and finding a way to connect to people. On one occasion, she decided to push through all her doubts and went up to a couple to talk with them. That couple ended up closing on a house— cash— in 3 weeks!

 

  • The opportunities Sheri sees ahead

Sheri’s aunt was the one who inspired her to get into real estate. When the market crashed, her aunt went back into teaching. She was worried about how Sheri would be able to survive, but Sheri explained to her aunt that Keller Williams is a company that offers so many opportunities beyond selling houses. She can be a team leader, an ALC, and even a coach. The possibilities are endless.

 

 

Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.

 

Sheri's story is really about how she grew her self-confidence and strength as she continues to develop as an entrepreneur. The journey hasn’t always been easy. After years of wanting out of her marriage, it was only after coaching and progress in her business that she had the mental strength and financial stability to separate. It was a harrowing time, and having a coach was powerful in helping her get through it. It’s a strong reminder that having the right support structures around us can help us get through hard times, and set ourselves up for a successful future.

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Dennis Jones: Leverage: Building Relationships and Improving Lead Generation

Sometimes the gap between where we are and where we want to be comes down to accountability. What business struggles did our guest have before investing in coaching? What systems did he use to solve the issues in his business? How has he grown as a person through this process? On this episode, Dennis Jones, a real estate agent in Lafayette, LA, shares how he went from working by chance to working by systems, leverage, and intention.
 
 
 

I realized that I could only do so much with my natural ability before I hit a ceiling. I needed someone to help me take it to the next level through accountability. -Dennis Jones

 

Three Things We Learned From This Episode

  • A strong business isn’t just strong in one area

    Before coaching, all Dennis had going in his business was lead generation. He lacked systems, and everything else in his business happened by chance. This meant he hit a ceiling quickly.

     

  • The big mindset shift Dennis experienced

    When Dennis first considered coaching he asked himself “Why would anyone pay a coach a $1,000 a month?” After seeing the benefits of coaching and the return on investment, that question shifted to, “Why would anyone not pay a coach $1,000 a month?”

     

  • The transformation brought about by systems

    Being able to leverage has been the most powerful shift in Dennis’s business. It has allowed him to work “on” his business and not just “in” his business. He has already closed 13 more deals than last year, and he has even managed to travel more than he’s ever been able to before.

 

Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.

 

The biggest change we can make in our lives is our mindset. When we have limiting beliefs, like Dennis did about coaching, it’s hard for the systems and tools to really take hold and work. Considering that every successful person has invested in systems, models and coaching, it’s clear how powerful they can be in taking us to the next level. A successful business isn’t just about leads; it’s about leverage and systems.

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Kacie Kinney: 36 Touch: How Growing Her Vision Increased Her Business by More than 50% Year After Year

Growing our vision is a big part of what allows us to grow our business. How did coaching expand the vision of our guest? What are the systems she implemented in her business? What can she do now that she couldn’t do before? On this episode Kacie Kinney, a real estate agent in Oklahoma City, OK, talks about her mission, her journey, and how her vision and goal went from an iPad to a Range Rover!

 

 

My mission is to be the connector between where people are and where they want to be.
-
Kacie Kinney

 

Three Things We Learned From This Episode

 

  • How Kacie got over the fear of the financial investment of coaching
    Kacie saved up the money for the first couple of months of coaching. By the time the first two months were up, she added so much improvement in her business and its trajectory that she had the income to continue committing to coaching.

 

  • The most powerful system Kacie implemented in her business
    85% of Kacie’s business comes from her database, and she developed a system to nurture this database more effectively. She was able to devise a 36-touch that was systematic, easy to implement, and helped service the clients in the database. Now with unique client appreciation events, and even a food blog that services the community, her business from her database has grown even more.

 

  • What brought Kacie back to coaching after she left
    When Kacie had her son, she decided to step away from coaching. She found that the absence of that support and accountability affected her mindset and leadership of her team. She believes if she had stayed out of coaching longer, that her business would not be what it is today.

 

Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.

 

Without the right structures and accountability in place, it’s easy to find ourselves in rabbit holes that don’t bring us closer to our goals. In order for us to stay on the right path, even when things don’t go well, our mindset is the most important thing. Ultimately, mindset affects who we are as business owners and leaders, which affects our results. Real estate is a vehicle that can take us where we want to go. The systems are the fuel, and coaches help keep our hands on the steering wheel so that we're driving in the right direction.

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Brandon Scott: 2-10-40 Model: How Moving from E to P and Leveraging Time Grew His Business by 75%

When we seem to have hit a ceiling of achievement, we have to look for a community that helps us get to the next level. Why is it so important to find a place where we can learn, grow, and share? What systems and models led to a massive growth in business for our guest? What can he do now that he couldn’t before? On this episode Brandon Scott, a Realtor in Katy, TX, explains how he went from worrying about money to living in abundance, and shares what helped him get there. 
 

  
It may not happen every day or every week, but getting out there and doing the work will bring the results. -Brandon Scott 
 

Three Things We Learned From This Episode

  • How the CGI calculator helped Brandon meet his goals

    CGI calculator is a very simple tool that allows Brandon to figure out how many appointments he needs to set to meet his goals. It’s a way for him to reverse engineer what he needs to get done in his business, and it has been very effective for his team. This year, he met his goals early and CGI allowed him to go back and adjust goals.

  • Fitness coaches get results for their clients, and the same applies to business

    What inspired Brandon to get a coach was an epiphany he had after seeing the results he got from joining a gym and getting a trainer. That success in his personal life helped him realize that getting a coach for his business would also have a significant impact.

  • Sometimes you just have to find the right mentor

    Brandon has learned that there’s nothing wrong in getting a new coach if the one you have isn’t the best fit for both of you. He still learned a lot from his first coach, and the experience gave him a clearer sense of what he needed for his business.

     

Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.

 

It’s so tempting to try making it alone in business, testing new ideas and just hoping something will work. However, there’s so much power and freedom in plugging into the tools and training of people who have been there before. With the right people and the right models you surpass your growth ceiling, and gain clear purpose in your business.

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Julie Abel: Time Blocking: Taking Ownership of your Schedule to Revolutionize Your Business

Sometimes we don’t realize how much we need help until life throws us a curveball. What made our guest come to the realization that she needed coaching? Why was her schedule such a huge part of how she was able to shift her business? How do we miss opportunities when we don’t track our numbers? On this episode Julie Abel, a Realtor in Estes Park, CO,  shares how coaching helped her to lift her family out of debt, get through her husband’s heart attack, and become a better leader. 
 

We have a course of action now which we didn’t have before. -Julie Abel

 

Three Things We Learned From This Episode

  • If you want different results, you have to do things differently

    With doctor’s bills piling up after her husband’s heart attack, Julie decided to invest in coaching because she knew she had to do something to get a different result for her business and her family.

 

  • Running a business without a schedule at the center invites chaos

    Previously, Julie didn’t keep track of what she was doing throughout the day, and she was at the whim of whatever was urgent at the time. As she put it, “Anything barking got my attention, and I had no accountability.”

     

  • Coaching turns you into a true business owner

    Prior to getting a coach, Julie worked “in” her business and not “on” it like a true business owner. Before, she spent most of her time dealing with the little tasks that kept her busy and made it impossible for her to think about long-term growth. She then embraced the business owner mindset, and start tracking numbers and planning ahead.

 

Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.

 

By taking ownership and responsibility for our time, our schedules can go from being a source of stress to becoming the reason our businesses flourish. It takes away the chaos, gives you accountability and turns you into a real business owner. If we build everything around our schedule, we can plan ahead and see the opportunities for growth because we see the bigger picture. Ultimately, there’s a difference between just moving through our business, versus actually being successful and at peace.

 

Guest Bio

Julie Abel is a Realtor with Keller Williams in Estes Park, CO. For Julie, it’s not about the transaction; it’s about developing relationships with people and serving the community. By listening to her clients and focusing on their needs, The Abel Team consistently provides excellent service and delivers amazing results. Go to https://www.kw.com/kw/agent/julieabel for more information.

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Brad Gilboe: Career Growth Initiative: Achieving Peace of Mind Through Proven Models & Leverage

Focusing on learning all the steps needed to build a successful business can be paralyzing. How can we give ourselves peace of mind and move toward our goals methodically? What were the big “a-ha” moments that led to our guest discovering and following his path to success? How do we achieve clarity? On this episode, Brad Gilboe, a real estate agent in Burbank, CA, shares how he overcame his lack of confidence early on in his real estate journey and talks about the systems he used to solve the problems of his business.
 

  
If you go through BOLD, you will see positive and significant improvements in your life and your business if you play all in. -Brad Gilboe 
 

Three Things We Learned From This Episode

  • When we offer value, selling become unnecessary

    One of the main benefits Brad got out of BOLD was removing the limiting belief that he needed to be salesy. He learned that he just needs to help people, and offer the level of service he didn’t get when he bought his own house.

     

  • Our lack of clarity usually goes back to not tracking our actions

    Brad always felt like the biggest issue he had in his business was a lack of clarity and not knowing which step to take next. He ultimately realized that tracking his numbers was all he needed to do to maintain focus and a clear path.

     

  • Know the best next step

    We don’t always need to know the next 50 steps in our business to know how to succeed. If the tools and models exist, all we need to do is focus on the next step. The system and the work we put into it will do the rest for us.

 

Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.

 

Many business owners spend a lot of time worrying and overthinking about what to do next, where to get the next deal, and how to make enough money to keep going. When you have the right tools and models at your disposal, this gives you peace of mind because you know that everything is handled as long as you follow the system. By having a repeatable and duplicatable process, you can scale up with predictable results.

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