Realtors: These 10 habits will change your life in 2025

all right so look if you're not where you want to be you can change all of that in this video I'm going to share with you 10 habits that if you actually do them virtually guarantee your success in your real estate business this year and so let's jump into habit number one which is to break your addiction to new information all right well what is that actually mean you see your problem is not that you don't have the you don't know what to do the problem is you're simply not doing what you know you should

already be doing I mean let's be honest for a second let me just share some facts I coach thousands of real estate agents every single year and there are two paths that agents go down when they choose to work with me one they just buy the information uh an online course and then the other path is to work with me personally throughout the entire year now I of course like any smart business owner I track the results of my clients and so here's the reality here are the facts you have agent a these are all

the agents that come to me and say you know what I don't need uh the visibility I don't need the accountability I don't need your personal mentorship I just give me the the the how-to the tactical information and I'll go do it on my own and I say okay fine that group of Agents on average makes about $556,000 per year the other the other agents however that actually work with me personally that have high levels of visibility high levels of accountability and work with me under that guidance for an entire year on average make $189,000

a year now I don't know about you but isn't this super fascinating that two agents with the exact same information the exact same tactics the exact same strategies the exact same techniques all have the exact same scripts etc etc have crazy different results well that's because it's not the information that you're lacking it's your lack of consistent execution that is the reason why you are not where you want to be if that is you watching this video you might be I don't know but if you're watching this video and you're not where you want to

be this idea of mental masturbation of addiction to new information this addiction to shiny object syndrome is what's plaguing you to get to where you want to be and so you don't have to get more information you already know what you should be doing it's just you're not doing it let me give you some more facts if you're not there yet if if it was all in the information if you're sitting there to yourself say I don't know Brandon I don't know if I buy it there's got to be some things that I don't know

that other agents know and that's the reason why they're winning and I'm not winning okay well let's look at this for an for an example everybody there's no uh there's no myth there's no secrets on how to get healthy and fit there just isn't any secrets in fact you can make the argument that doctors and Physicians know more about the human body and health and fitness more so than any other human being on the planet yet the people that are operating with the most information doctors are the most unhealthy profession in the world and so

the point is the people who operate with the most intellect the most information they know more about being healthy than anybody on the planet are the most unhealthy people on the planet that proves that gives us the concrete evidence that we need that it's not in the information your success is not hidden in some secret podcast in some secret YouTube channel that you're going to get this little Golden Nugget that otherwise if you didn't have it you're not going to win that's not what's going on here in fact the other nine habits that I'm going

to walk you through is not going to be this Earth shadowing information that you've never heard before for it's going to all be stuff you've heard before that you simply aren't doing and so we have to get out of this idea of more information we don't need we don't need information we need to be reminded to do the things that we already know that we should be doing that's habit number one all right habit number two use cause and effect to set your 12month goal all right so let's go to the iPad and talk about

what this actually means so for the most part when agents make their 12month income goal they come up with some crazy huge number they might be making $30 $40,000 right now and they say okay next year that's going to really be my year and I want to I'm going to make 400,000 500,000 a million dollars and they use what I call the rectal extraction technique in other words they just pull some random numbers right out of their ass they they have no logic to the goal whatsoever and so I'm going to walk you through a

different way maybe you call it goal setting re-engineered on how to actually set a goal based on the idea of cause and effect all right so let me walk you through the concept and then I'll get uh down to the tactics so if somebody's goal all right if somebody's goal was to uh we'll just say lose 20 lb all right that was their goal this this was the this is what you would say is the outcome and all of you watching this would hopefully agree with that now there's two things happening here right so so

if that's the goal we would say okay uh what would cause you because this would be the effect right what would cause you to lose 20 lbs and then you would start to Rattle off okay you would probably say diet you'd say you know exercise you'd say you know those are really the only two things right diet and exercise calorie calorie uh uh deficiency in calories lowering your calories and then exercising moving your body more this would be the the the Cause right this would be the cause and then the effect would be lose 20

pounds now my question for you guys is and all of you watching this says yeah Brandon that that makes sense that's not that difficult to understand what what what's really the point the point is what which of these two things are the lever that you actually controlled that got you to the outcome and all of you would say well it would be the thing it would be the cause it would be the cause it would be the thing that I can control that actually determined the outcome if I can if if the diet and the

exercise was up to me to control and these two things led to this outcome well then how can we apply this to our business well let's look at the same thing so let's just use an example that um will just say somebody's goal or we'll just call it the effect was to make $100,000 next year and and that was their goal and that's what they wanted to create fine you see and the reason why most of you get to the end of the year and you don't hit that goal for a lot of you it's

because we haven't clearly defined the cause and so these are things again that you can control right okay so let's just take a look at this so what are the things that you have 100% control over that would lead to the outcome and the only thing we have like you can't control how many people pick up the phone you can't control how many people open your mailers you can't control how many people watch your content etc etc etc etc the only thing that you can control is the time that you spend talking to people this

the only thing you can control is the time now stick with me on this so we have to start like Stephen cvy says with the end in mind so the question is not what is you know uh I want to earn this level of income the question is well how much time will you spend talking to people every single day that's the question that we have to answer in this video right now that will determine the outcome that you have at the end of the year it's not the other way around so here's what I

want you to do and this can't you can't operate from like this this crazy uninformed optimism to say okay well I'm going to prospect eight hours a day it's not realistic you and I both can be honest and say that's just not realistic so the first thing you have to ask yourself is okay how much time will I spend prospecting talking to my ideal client Avatar how much time will you not can you I know you can do a bunch I'm talking about will what will you commit to and so if we look at this

and we say okay we know that there's about 250 working days in a year let's just for the sake of this video say that you can commit to 2 hours a day I think that's pretty reasonable all right two two hours per day and and most of you don't even do that right two hours a day times 250 working days would equal 500 hours of actual prospecting all right now this is what we've talked about already the the only thing that we said that we can control is you putting your butt in the seat picking

up the phone and calling people for two hours a day that's the only thing you can control you can't control how many people pick up the phone or what happens when they pick up the phone we can go off some averages and that's what we're going to do right now that will determine your outcome so if 500 is the input or the cause what does this mean on this side of the equation on the outcome side well let's just look at it 500 hours of prospecting on average you could talk to about seven prospects per

hour would mean that you would actually have 3,500 conversations with people about buying and selling homes okay fine what does that mean well we know that about 10% of those turn into an actual lead so 10% of that means that you would generate 350 leads for the year now we also know just based on the averages that about 20% of those turn into a listing appointment set all right so 350 times2 this is 70 appointments set now we know that all of the appointments that you set don't always come to fruition sometimes people cancel on

you sometimes you cancel on people but we know on average about 50% of the appointments you set actually turn into an appointment met so half of those or 35 will be appointments where you actually meet the person these are appointments met so you've got 35 well we know that agents don't close every single listing that uh appointment that they go on matter of fact it's it's uh Nar has at about 25% conversion one out of four and so I'm seeing this more like one out of three and so if we say uh it's about 33%

so on a close rate on average I know some of you are better 35 * 33% this would be about 12 listings taken now we also know that not every listing that you take sells right I mean let's be honest some expire some cancel some just don't sell but we know on average about 70% of those actually sell all right fine 12 * 7 so that's about eight closed closings all right now here's what we also know is that the average commission is about 10K all right so this agent based on their 2-hour commitment their

two-hour commitment would sell about eight houses and they would make about $80,000 in Topline revenue or GCI you see this is how we use cause an effect to back into the goal so it's like what can you actually commit to based on right and this is why we're going to get talk about this later in the video based on your average conversions will actually determine the outcome not the other way around so it's not like you just magically come up with some number and then somehow some way hopefully you know you you deploy hopium as

the strategy and you hope that at the end of the year you magically make the income it just doesn't work that way and so we actually have to use cause and effect to back into the goal going through exactly what I just went through all right so that's habit number two let's talk about habit number three which is breaking the 12mon goal into what I call 12 we Sprints all right so here's what I mean all right and we'll go back to the iPad for this so This agent who we just kind of mapped out

the goals using that little exercise of cause and effect so we have the numbers up here to pull from and so if we just divided all of those right we just divided let's do this if we just said all right let's just divide all those numbers by four right there's four quarters in a year so that would be your 12-week Sprint all right because we know that a year is a long time yeah and so these goals kind of get lost a little bit and so if we chunk these down into these mini little Sprints

and we just divide the goal all right and in this case this agent's at 80,000 divided by four their income goal for the 12we Sprint would be 20K $220,000 okay now that's a lot more manageable it's like I'm trying to generate $220,000 in the next four months right if we divide that by four that's that's only about $5,000 per month and we did that for all of their categories right so they need eight closings divided by four so they only need so closings they need four uh we say listings so 12 ID 4 so listings

they only need three etc etc etc etc if you chunk everything down into 12 week Sprints your oneyear goal becomes a lot more obtainable and maybe your goal is bigger than 80,000 maybe it's 100 ,000 maybe it's 400,000 I don't know what the goal is but if you break it down into 12we Sprints and then put your actionable items the things remember the cause and effect you put your actionable items into a 12 week Sprint versus this huge idea of this 12 year or 12month goal I think what you're going to find is that everything

becomes a lot more manageable which brings us into habit number four which is what I call the monthly business audit all right so here's how this works so we have the 12month goal because we talked about how to use cause and effect to back into the goal based on what you can control and so you took you said okay how much time can I commit to actually doing my job which my job is to talk to people who want to buy and sell houses so I take the amount of time based on the averages to

come up with okay here's what I think is a is is uh here's what I think I can accomplish over the course of a full 12 Monon period Then I broken that goal up into 12 week Sprints to make that goal much more manageable now the monthly business habit habit number four is a mechanism that I do all the time with agents that I coach to make sure that you're pacing for or you're on track for the 12we Sprint and so here's what we're looking at all right so so again if I share my screen

and we said okay we know that I have to have four closings in this Sprint so every month I need at least a closing and so if you look at the actions all right so if we just said this is the monthly business audit here's what we're doing okay every month is I say okay I I I I know that I need 3500 conversations I need 500 hours of prospecting divide that by four I know that and I divide that by uh so if I go 500 ID by 12 I know that I need hours

prospected I know that I need like this need 41 I know that every month that goes by I need 41 hours of prospecting this is what I can control and as result of that if I multiply that by seven I need about 290 contacts Okay so we've got hours we've got contacts and I know as a result of that 10% of that turns into leads so I know that I need about 30 leads per month to stay on track and then I know also based on that divided by two that I need if I look

at the appointment set to stay on track I need about six per month and I know only about half of those are going to come to fruition so in order to stay on track I know I need at least about three now at the end of every single month what you're going to do is you're going to say okay this is what I need to make sure that I'm on Pace to hit my 12 week Sprint to hit my 12 month goal and so you're going to audit this at the end of every month and

you're going to say okay I know what I needed what did I actually do this is what we call stepping on the scale naked and so what did I actually do and so you're going to go through all of your numbers at the end of every month you say to yourself okay I know I needed 41 hours of prospecting how many hours did I actually do and you're going to plug that in maybe it's 37 I know I need 290 contacts and this month man I only had 182 so this is a huge huge area

of opportunity you have to really look and say man my business plan tells me I need 290 I am way off track if I continue to do this every month I'm going to be I'm going to be way way way off track and as a result of only having 182 contacts man I only generated 18 leads so I'm really really really falling off pace and as a result of that I only set two appointments and I and I know and I actually didn't go on any and so this gives you the visibility like if I

was coaching you this is what we'd be doing and say okay where are the holes in the business because at the end of this audit we're going to do this exercise that I call start stop continue and so we're going to look at this every month to say okay dude what are you what do you need to start doing that you're not doing right now to make sure that you get back on track we're going to list those things out maybe there's three or four things that you have to do what do you have to

stop doing that you're doing right now that is resulting in you falling short in these categories what do you have to stop doing what do you have to eliminate next month that will free up Time free up heads space What distractions can you burn so that you could stay focused we list them out and then lastly what do you have to continue doing what's working for you this month what worked for you last month rather that we're going to continue moving forward this month that's helping you to move your business forward and you can have

visibility around this every single month which then leads us into habit number five which is what I call the Sunday reflection all right so where are we at so far we've got all these habits that we're putting in place all right this is the fifth one talked about how to get to our annual goal we talked about how to break that up into quarterly goals quarterly Focus rather uh we talked about the the monthly audit uh we talked about doing that now we're talking about the Sunday reflection so every Sunday I've been doing this for

years and years and years and years so the habit is to every Sunday night is to look back over the week and reflect on the week just say okay if I know where I need to be monthly then I can break that into what I need to do every five days what are the things inside of my control and I'm going to reflect on that every Sunday night I'm going to say okay what went well where where did I really fall off the rails where did I really lose focus what are the things that are

distracting me from doing what I know I need to be doing to make sure I stay on track with the goals what do I have to do this week you see most people just they go in like Captain America they they go in to work on Monday and they're just putting out one fight after the next they're just reacting to everything there is no proactive plan whatsoever but not you so this year moving forward you're going to say okay every Sunday night I'm going to put together an action plan I'm gonna actually look at my

business I'm gonna take control of my life and say what are the things that I know I need to get done this week in order to be on Pace for my goal and I'm going to reflect on that every Sunday night which then brings us into habit number six which is winning the day checklist so now we're breaking it down even more and so one of the things I recommend to every single agent that I've have ever worked with is to create what I call a winning the day checklist in other words think about it

like this what are the what are the two three maybe four things that if you did them every day that you couldn't that you couldn't not hit your goal that it would be un reasonable to think that if you did these things every day for 250 days in a row that it would be unimaginable that you wouldn't achieve your annual goal that's what goes on this winning the day checklist and this is a fresh checklist that you start off every single day and you make sure there's not a this is not a to-do list this

is not a task list these are the actions these are the causes that directly lead to the effect that you want what are the two or three things maybe it's okay I'm going to wake up at this time I'm going to work out I'm going to roleplay I'm going to prospect for two hours a day these are all things inside of your control that you know that if you do every day you don't got to think about it you don't have to wake up and say okay what do I got to do today you just

follow the checklist every single day and execute just like we talked about at the beginning of this video don't get caught up in all the shiny objects what can I add to this list you don't need to add anything to the list matter of fact the the the the smaller the list the better and so what do you have to execute on every single day that if you did it would be absolutely unimaginable that you couldn't achieve your goal that's what goes on this winning the day checklist now the other tactic here is that we

stole from Jerry Seinfeld is to get a large calendar from like a a a local CVS or drugstore or like an office supplies like the large you know like the large white counters that you could put on the wall or on your desk and what you want to do is get a big red Sharpie and every day that you execute everything on the winning the day checklist this is another habit you're going to give yourself a huge Red X and what will happen over time is you'll have this game where you won't want to break

the chain you'll have so many red X's put together that it's more painful not to do the things on your winning the day checklist than it is to do the things on the checklist and so as you get a new checklist out every day you execute on that give yourself a huge Red X you start to stack these wins up every single day stacking wins and following through in your commitments is the only way to build self-confidence all right now let's talk about habit number seven which is to talk to 20 new prospects every single

day now this one is by far everyone's biggest problem and so when I look at a real estate agent's business and we look at okay let's just rip away all the BS all the stuff that you think is the reason as to why you're not winning it really comes down to you're just simply not talking to enough people on a daily basis period end of story and so habit number seven part of that winning the day checklist is to hopefully on there have speak with either over the phone in person over text at a networking

event uh email uh direct messages you have to have conversations with at least 20 new people this is not lead followup this is not past clients this isn't centers of influence this is 20 new human beings that you've never talked to before every single day why well because here's what we know after tracking this for I don't know 15 16 17 years maybe I know with absolute certainty that on average on average the number of people that you talk to daily equals the number of homes you sell annually this is what I know to be

true and so it's no surprise that the average real estate agent sells four or five houses a year it only makes sense if you look at what they do every single day they probably only have a handful of conversations every day about real estate and you see the agents that sell a lot of homes 20 30 40 50 60 homes per day it's because they're having 20 30 40 50 conversations per day and so naturally the question that you probably have on your head is like well Brandon who 20 conversations a day dude that seems

like a lot of people well let's just chunk this down okay we can call this contact uh distribution okay all right so let's just simplify this again it's it's all about execution it's not about like coming up with all this sexy you don't need any of that let's just simplify everything so if we need 20 per day we know that's what we need to do all right this puts us in a really good position to win well if that's overwhelming to you if you think about to yourself okay who are the people who are the

demographics of people that buy and sell houses just think about that for a second who are the people in my market that are buying and selling homes every single day why would somebody need to buy or sell a home I made a video about this a couple weeks ago on the channel well you start to think about it's people that are going through life events people that are having babies people that are upsizing people that are downsizing people that are are are uh passing away people that have to move into assisted living people that uh

are moving for jobs etc etc etc this starts to answer this whole question of like well who in the world am I going to call 20 people a day man gosh okay well let's just why don't we make that really easy all right so what if we just said we know that in every Market there are there are low hanging fruit homeowners in your Market that have their hand raised that are telling you you they want to move so let's start with those so number one maybe you just do five contacts a day with new

and old expired listings matter of fact coming up here in a few days on January 1st you're going to have hundreds and hundreds and hundreds and hundreds and hundreds of these so on January 1st on New Year's Day hopefully you're going to be working I know your competition won't be there's going to be hundreds of these so maybe you just break this down and say okay let me just go speak with five of these people just five really manageable I can talk to five humans that had their home on the market that failed to sell

with another agent uh even if you don't get a ton of new ones in your Market there are hundreds of old ones over the last five years of expired listings that haven't re-entered the marketplace we know all the data there's over half of all expired listings don't reenter the market right away so there are hundreds and hundreds and hundreds and hundreds of these in your market so maybe you just do five a day number two maybe you just do five contacts with for sale by owners right just keep it really really really simple these are

people that got the little for sale by for sale by owner sign from Home Depot in their front yard right now and you just go talk to them five a day really simple number three maybe you say okay five contacts with four rent by owners okay for rent by owners again these are all this is all pretty much this data is free okay you not have to pay to even get this data this is all free so people in your Market that have that have rental homes okay they're landlords and they're in the process of

finding a new tenant well a lot of landlords that have one or two homes it is for a lot of them hard to own rental properties so they're in a lot of pain and so you could call off a rent bu owner who's in a lot of pain and talk to them about the the opportunities of selling or if they're not wanting to sell you can talk to them about listing the lease to help them find a great qualified tenant put them into your pipeline or your book or business follow up with them because when

they sell and they all do you get the list so that's simple all right these are easy people to find no problem five expired listings five for sale by owners five for rent bu owners and then and then maybe you just call you know five people in your geographic area that you want to work so five Circle prospecting just five nothing crazy you just pick five people in the area in which you want to sell real estate and you call them right and you can use my brand new scripts there's a link to that in

the description you can download my my brand new script book for free and you can excuse me uh have all the scripts to figure out exactly what to say to all these people to generate leads so now we know the who like don't over complicate this I just showed you so don't try to overthink this which brings us into habit number eight which is to track your progress every day now it is amazing to me amazing to me that the vast majority of people that are real estate entrepreneurs real estate sales professionals you watching this

video Don't track your numbers it has to be one of the only businesses where the business owners don't know their numbers it's super rare to see this in other Industries but in real estate it's very common uh I would challenge you right like throw the comments throw throw a comment in this and let me know do you track your numbers on a consistent basis or is this one area one habit you really have to work on this year and so here's the thing we know about track here's the value of tracking your business all right

two two two really huge valuable Parts actually number one is that your brain needs proof that it's actually making progress to stay consistent and so if you want to improve any Behavior if you want to have any type of behavior that becomes a long long-term habit that that's all your issues is being consistent you need proof that you're actually making progress and so just imagine for a second you actually do track your progress every single day and you can look back month over month over month and say wow look at how far I've come look

at how many hours I've spent prospecting look at how many conversations I've had look at how many leads I put into my pipeline look how many appointments I've gone on etc etc etc that gives you enough to keep going but you wouldn't know that if you weren't tracking if you're not tracking you're operating purely off of motion and if you're operating purely off of motion you probably have shiny object syndrome bouncing from one tactic to the next and then the other huge value ad around tracking your your your your business is that you don't know

what's working and what's not working you don't know in other words if you don't do those monthly business audits that we talked about before how in the world will you know what's working in your business what's not working and thus where you need to spend time on your business you won't know if you don't know what your conversion is from listing appointments set to listing appointment met you won't know that you need to work on a strategy to increase your show rates if you're not tracking your contact to lead you're not going to work on

any skill set that would help to increase that kpi in your business You' be running your business like a complete amateur and amateurs don't get great results and so if you treat this like a profession which I hope you will you start to track your business you start to get professional results which brings us into habit number nine which is to get an accountability partner now they're all really important this one is super super important as well we know that most people left on their own just simply won't do the work we we we just

know that and so it's it's the easiest way to look at this is like and when I talk about accountability I'm talking about accountability and visibility we'll talk about that in just a second so we know that the likelihood for you showing up at the gym every day for yourself is very very low but we know that the likelihood for you to show up for other people is very very high we also know that if you do a push-up when no one's looking versus doing a push-up when someone's watching you the form the execution is

way higher we all can agree on that so why not incorporate that same thing into our business life is to get an account ability partner who is as committed to their goal as you are you write each other a big check you make out a check to your accountability partner's name for me it's a $1,000 check and every time I don't follow through on my winning the day checklist checklist any of those commitments and yes we have to show proof that's where the visibility part comes in it's not you just said you did it it's

showing you pictures showing you videos you did it together Etc whatever day you don't do that you have a contract in place with your accountability partner that they get to cash the check no questions uh asked you see this this is the only way that we could duplicate the behavior that we had when we are a W2 employee working for somebody else you see it's such a sad reality that we when we are W2 employees we showed up and worked for someone else's dreams a lot harder than we do for our own it's super sad

that when we had a W2 job and you were getting that paycheck every other Friday the things you would do for that check you aren't willing to do that for yourself in the real estate business when you have unlimited income potential why it's because the fear of loss you had accountability you were worried that if you didn't show up you were going to lose that paycheck and now you are in your own business where you have unlimited income potential and we can't even get you to prospect two days a week pretty crazy pretty sad so

we're going to fix that by getting an accountability partner which brings us into habit number 10 which is to write a one-year Vision letter to yourself now if you've never done this before this is super super powerful all right so so the idea is this is that right now as you're watching this video that you would write a letter to yourself to open that spoke in a way way that your 12 Monon goals that we just talked about you had already accomplished those goals so it's a letter to yourself speaking such that all of the

things that you want to accomplish over the next 12 months have already come true you've already accomplished all of them and you're writing a letter to your current self from your future self now you're going to use this letter throughout the year as inspiration because let's just be really really honest there's going to be times where you get a case of the you know what's and you just aren't going to feel like doing it we all have them right this is a great time for you to pull out that letter and if your Letter's powerful

enough it might be pretty emotional for you it might pull out maybe even some tears to say okay I've got to get back to why am I doing this it's like V Victor Frankle talks about in man search for meaning like you know if someone's why is strong enough he can bear anyhow that's what you have to do inside of this Vision letter is you have to write to yourself how the feeling that you have accomplishing the things that you sought out to accomplish because of why you wanted to accomplish them and you went deep

on that to say listen now that you've accomplished now that we're making this much money we're able to do X Y and Z for our spouse for our kids for our parents etc etc there has has to be an emotional um why behind the goal such that you're willing to go through the amount of pain and believe me it's going to be painful for you to go through the amount of pain over the next 12 months for you to actually accomplish what it is that you're looking to accomplish