Hello, everyone. Welcome. Welcome. If you guys wanna start dropping in the chat where you’re joining from, we wanna keep this super engaged the entire session. My name is Bella. I’m here from the marketing team here at Inside Real Estate. I will kick us off with a few quick intros and housekeeping. Whether you’re familiar with our products or if this is your first look, you’re on the right place. You don’t need to be a Bull Trail user to gain value from today’s session. Just a quick snapshot of Bullet Trail. Bullet Trail is our AI powered productivity platform that helps brokerages, teams, and agents generate more leads, close more deals, and run your business more efficiently, all under one connected system. And then just some quick housekeeping. We are recording today’s session, and we’ll be sure to send it out afterwards. So keep an eye out in your email. If you experience any technical issues throughout the session, drop a note in the chat, and we’ll try to help you where we can. And like I mentioned before, we want today’s session to be super engaging. So if you have questions, comments throughout, please leverage the chat box. We’re here to answer those questions. And lastly, towards the end, we’ll launch a quick poll, and we would really appreciate any feedback. It helps guide what we do next. So thank you. With that, I am thrilled to announce our next guest, cofounder and CEO of Workman Success Systems, author, speaker, successful entrepreneur, and professional storyteller. Verl is the developer of The Workman Way and Predictable Greatness specializing in business and team coaching. As a father, leader, and consultant, Verl’s greatest greatest accomplishments are best measured in the life balance he helps create in the lives of those he leads. If you’re ready to live life at a higher level, earn more, and have greater life balance, then today’s session is absolutely for you. And with that, I’ll kick it off to you. Thanks. Thanks, Bella. Welcome, everybody. Hey. Thanks for, joining. Those of you that have come on and have have have been promoted to panelists, I appreciate that. One of the things that I’ve learned is when you do a webinar, whether and we all do tons of them. If you’re on video and you turn it on, you have a tendency to lean in and to pay attention and to watch what’s going on. So let’s get, let’s get everybody promoted. There’s, like, twenty five of us on the call. I’d love to see all of you on screen. That way, when I ask questions and I can see you raise a hand, we’re gonna get into doing some wild things with our goals today. And I’m gonna share with you how to how to think differently and how we help our clients go from, you know, a hundred thousand to two and three million dollars in income in year over year growth. And it’s very strategic. It’s also predictable, and I’ve got a road map. And I’m also gonna give you, based on your enthusiasm and participation, a custom AI tool that is gonna help you, not just with your goals, but also get crazy enough to set some stupid goals. I’m gonna share with you what stupid goals are. And, Bella, we’ll have some fun with that. So have a little bit of fun with that. So if you’re getting asked to be promoted to panelists, just click okay, turn your cameras on, and we’re gonna get started. I’ll come back and check-in just a moment. I’ve got a couple different screens going. Let me share my screen, and I’m gonna just say let’s rock it. Okay. So first of all, thank you, Boldtrail, for having me and for allowing me to work through some of the thoughts that I wanted to put down into a presentation. I’m getting ready to go to Inman next week, and we’ll be sharing some of these ideas on the main stage at Inman so you get a little bit of a preview of some of the concepts. How many of you have ever taken a trip where you’re going somewhere great and you have the kids in the car and you’re driving around, and you’ve been go you’ve been going for maybe twenty minutes on a three hour drive, and you start hearing, are we there yet? When are we gonna be there? And you realize you got, like, four hours more to go. Does anybody does that has anybody been on that trip where you’ve got that, are we there yet? And the kids are trying they’re already getting unsettled. We haven’t even started yet. Go into chat. Let’s see if we can get a little bit of engagement going here. I’m gonna talk to you about, some specific things. You know the trip I’m talking about. Yeah. You laugh at that. Thank you, Jim. How many of you feel like that’s kinda been the industry for a while? Like, we’ve been in this car not going a million miles an hour, and the industry has just kinda been weird. There’s been all this pressure, all this change, all this disruption, and we’re trying to figure out if we’re done with it yet. And we can just get back to printing money like we did in in and around and after COVID came out. It’s it’s crazy when you think about where we are and asking the question, are we there yet? Are we there yet? Anybody ready to be done and just kinda get back to the easy business? Like, do you do you think it’s gonna happen? Angie says, I’ve been in this business three years. It’s been hard the whole time. Yeah. Are we there yet, Angie? It’s exactly the right question. And so I want you to think about what pressure is. And so is anybody feeling any financial pressure? The pressure to perform more, the pressure to do better, the pressure to take care of your family, the pressure to change the way we vacation, camping in the backyard, maybe we wanna move that to an actual campground, doing something different. When I think about what causes pressure, I want you to think about, all of the things that the buyers and sellers are feeling right now. The consumers are feeling that you know, you hear about the class action lawsuit, the affordability crisis, the inability to have young kids get into houses today, the AI disruption, the lack of profitability, the new business models that are coming out, everything looks better on the other side. All of these things are happening of interest rates, and it creates pressure. So is pressure a good thing, or is pressure a bad thing? What do you think? Is pressure something that is a good thing, or is it a bad thing? I think of pressure kinda like I think about opposition. What is is when you when you have opposition, is that a good thing, or is it a bad thing? Jim says it could be good. Yeah. It could be good. I think of, I think of pressure as how we define where we really are. And without it, we can’t grow. So when you think of a diamond, how are diamonds created? Anybody like diamonds? Bella, I know you do. You gotta like diamonds. A little bit of bling. Diamonds are the, result of hundreds of thousands of years of pressure. And without the pressure, they aren’t created. Like, you don’t even have them. You take this ugly piece of coal, and over time and constant pressure, it creates this beautiful thing that we put on our fingers to demonstrate how much we love someone or to celebrate our successes. And when I think about this, I think about why pressure can be good. I think pressure is a catalyst for change. It’s a call to action that invites us to grow and to do something different. Without pressure, I don’t believe we can have growth. I think pressure isn’t a good thing. It’s a necessary thing for us to grow. Without pressure, we just stay the same, and you never know if you’re making any progress. And so I wanna talk a little bit about, SMART goals and what SMART goals are. How many of you have, at some point in your career, done a business plan or been taught, we’re gonna do SMART goals. How many of you are familiar with SMART goals? You can give me a thumbs up. You can do whatever. Just like, how many of you are familiar with SMART goals? Have you seen SMART goals? And what what do they really mean? What is a SMART goal? So many times, Angela says. Yep. Ruth says, yeah. I’ve been on I’ve been on I’ve done SMART goals too. Alright. So let me let me just share with you what a SMART goal is, and then I’m gonna put it in perspective for you. A SMART goal is specific. I agree with that one. It’s measurable. We know whether or not we’re making progress, and this is where I get out of alignment. Attainable. I want you to think about that. It has to be attainable, and it has to be realistic, and it has to be timely. I’m gonna ask you a question. Who do you know that’s ever done anything amazing by setting a realistic and attainable goal? If it’s realistic and attainable, why is that a stretch? How can we ever do anything that’s amazing if we set only goals that we know we’re gonna hit? I think SMART goals are actually designed by people who don’t ever wanna be held accountable for last quarter’s performance, and they wanna make sure they hit their next level. I think I think SMART goals are designed by sandbaggers. They’re actually for people who don’t like to feel like they’re losing even when they’re not progressing. So SMART goals SMART goals, all they are is just a way to make you feel like you’re gonna be okay. I wanna define something new for you. I’m gonna give you a new program, a new concept called stupid goals. Now stupid goals doesn’t mean dumb goals, Angie. It doesn’t mean we’re gonna do stupid things. It means we’re not gonna be it’s not it means we’re gonna set goals that aren’t attainable, and they’re not realistic. And then we’re gonna reverse engineer and figure out how to get them anyway. I call it failing up. It’s the ability to set a goal so big that when you fail, it’s way better than your smart goal. That makes sense? And so here’s what a stupid goal is. Stupid goals force innovation. They there’s no way we can get there by doing what we’ve always done. They force us to think much bigger and much different. And so here’s what it looks like. Now I love Michael Phelps as a great example. I had this on the screen the other day. My wife says, you should set the stupid goal of getting Michael Phelps abs. I thought that would be a good goal. That’s a good stupid goal for me. I don’t have those. A stupid goal is strategic. It means that there’s a strategy behind it. It’s transformational. It means it changes the outcome forever. It’s unrealistic. Meaning that when you say it out loud, you’re almost embarrassed to say it out loud because you’re because of how people are gonna respond to it. I want you to think about that. It means that it’s purpose driven. You have to have a real core motivating why. And it needs and in order to get there, you have to innovate and be creative. And then dynamic means it changes all the time. Well, when Michael Phelps set this goal, he set a goal to win eight gold medals in a single Olympics. Do you know how do you know that you’re more likely to be struck by lightning than you are to get one Olympic gold? To get two in the same Olympics is groundbreaking. To get seven, no one’s ever done it in the world except Mark Spitz. To get eight, it’s never occurred. And we’ve been doing the Olympics for a lot of years. But Michael Phelps didn’t care. He said, I’m gonna figure out, and I’m gonna reverse engineer what people are doing and work backwards to figure out what I need to be doing when I make the Olympic team. And he figured that if he just beat his personal best by one one hundredths of a second each time he got into a competition, he would be winning a gold medal in the Olympics. I want you to think about how unlikely it is. Like like, is it really realistic to get eight gold medals? Like, is that a is that a smart goal? I just don’t think so. Like, you’re more likely to score a hundred points a game in every NBA game for the entire season than to win eight gold medals. You’re more likely to schedule or, score a hat trick at eight consecutive World Cup finals. That means three goals in a World Cup final eight consecutive years eight consecutive times, and they only happen every four years. So over thirty two years to be at that level is how likely it is to to to to win that many gold medals. He retired with twenty seven medals, twenty three of them gold, and eight of them in one Olympics. He did it because he didn’t listen to what everybody else was saying. He set goals that were ambitious and impossible, and then he had the right combination of talent and hard work and reverse engineering and coaching that helped him set the stage for that. One of my favorite stupid goal guys is Elon Musk. He sets more stupid goals in our current world than anybody I know. His first soup his first stupid goal was to force the world to abandon combustion engines by proving that electric cars would be better, not just cleaner. Think about that. I’m gonna eliminate the engine. Smart goal? I don’t think so. Matter of fact, in this post, this was funny. Elon Musk found himself at lunch with a guy named Charlie Munger, and Charlie was the legendary vice chairman of Berkshire Hathaway that invest millions and millions and millions of dollar. And Munger said to him, he said, not only do I think you’re gonna do it, here’s all the ways you’re gonna fail, and he laid them out for Elon Musk at this lunch. And he says, after he got done with that, I agreed with him, and I said, you’re right. And I’ll probably die in the process, but I’m gonna try anyway. Think about that. You have this person you respect that’s made millions of dollars for people telling you your goals aren’t gonna work, but you’re gonna go ahead and give it a shot. His goal wasn’t to build an EV, and it wasn’t to sell cars. It was to change the global transportation stack. And then when he got done with that, he thought he’d set another one. Hey. We should colonize Mars. Let’s set another stupid goal. Whether he does it or not, I don’t care. It’s that the goals are so outrageous that we think that they’re not possible, but yet then somebody does it. Some people look at this piece of dirt and they say, you know what? We need to build housing. We need to do something different. It’s a desert. It’s a it’s a it’s a vast wasteland. But Walt Disney looked at it and said, I wanna make a place where we can build a playground where adults and children can step into their imagination. Do you think Walt Disney, when he looked at this piece of dirt and told everybody what he was gonna build, was met with any opposition, Angie? Do you think people pushed back? Three hundred and two funding rejections from brokers who are unwilling to fund it. He had to he was forced to leverage his personal life, his, his his insurance. He had to do everything he had to secure the capital. Burbank City Council, they rejected the original original proposal. The initial skepticism by his family, his brother, and everybody was so massive that it would have been easy to shut it down. The public mockery, people making fun of him to even do it, and the media criticism made it really easy to just say no. But instead, he continued to build until he created what we know now as Disneyland and Disney World in a place where look, like, my adult married kids, I think, have more fun at Disneyland than my grandkids. They are so into the experience, and his goal actually happened. Did he set did he accomplish that by setting SMART goals? I don’t think so. How many of you are familiar with Sarah Blakely, the late the the founder and creator of Spanx? I think she is awesome. Now I’m not wearing Spanx today, but I’ve heard they work great. But her idea was that she wanted to create a category defining product with no experience and no and no capital being raised and no safety net. She didn’t have a fashion background. She lived it. She wanted to do it in a male dominated fashion industry, and she had five thousand dollars. And the outcome, she became the the youngest female self made billionaire without giving up control of her company. I love stupid goals. I love it when people set goals that are unrealistic and outrageous and not even possible. I thought I think of that didn’t transition correctly. Oh, let’s see. Let me see if that’s the right one. Let me see. I love this quote off Sarah’s Instagram. I was looking at it the other night. She says, if you keep waiting around until you feel ready to do something, you’ll never do it. Feel the fear, the uncertainty, and the doubt, and then go do it anyway. I love that quote. Jeff Bezos’ stupid goal was to build the everything store. I wanna build a store. Right? How many of you have bought something on Amazon in the last week? Right? He completely changed the way we shop. Bookstores were already dominating in the marketplace. Investors laughed at him, and he had all these ten years of losses. And every decision he make was strategic. He was willingness to look dumb for a decade, optimizing the future, and then figuring out the infrastructure he needed before he actually had the demand. He wasn’t trying to win retail. He was trying to win and own the whole distribution channel of the future, and he accomplished it. What a stupid goal. Most people think when I tell these stories and I talk about stupid goals that, they’re about having some kind of unbelievable talent or timing or luck, and they’re they’re not. They’re about someone who is declaring their future out loud. They’re, like, shooting it out there and letting the world know they’re they’re gonna do it. And in order to accomplish it, it makes their their their version of their future self absolutely obsolete. They have to then upgrade their skills, relationships, and standards to actually survive the process of accomplishing the stupid goal. That’s what the stupid goal is. The stupid goal is changing who you are so you can become and have something different. I don’t think any of these people are better or smarter or more talented or have different gifts than we do. They just have bigger dreams, and then they figure out how to how to backwards engineer them. How many of you have heard of Roger Bannister? You ever heard of this guy? He’s the first guy to break the four minute mile. He was told by his coaches and by the whole running industry that the human body was not designed to run under four minutes. And then the year he did it, within two years, sixteen more people broke the one the four minute mile. Once you do something, it changes what’s possible for everybody else. How many of you watched the the movie about the William sisters and their dad and his vision? You know that before they were born, Richard Williams decided his daughters would be crowned world champions in tennis? They he didn’t have any tennis background. He didn’t have any money. He didn’t actually know how to coach it. Instead of setting a smart goal, like, let’s hope that they get into comp tennis or I want them to get to college. He said, I’m gonna go ahead and make my daughters world champions. And then he wrote a seventy eight page plan before they were even born, and then he coached him themselves in Compton, California against all the odds. They didn’t just make it. They dominated the sport for two decades. Think about the stupid goal behind it. So why do we set goals the way we set them? I want you to think about this. It’s because the experiences we’ve had in our lives right now form our beliefs in what’s possible, and our beliefs control our actions. So we we actually set goals based on what we believe is possible based on what experiences we’ve had. Have you ever had someone told you that, you aren’t valuable or that you can’t do something great? I was told by my high school DECA club teacher when I came back from seeing a motivational rally that there was no career path for a motivational speaker, and you should probably have more realistic goals. That was an experience that formed a belief that told me it wasn’t possible. I had seen Zig Ziglar and Tom Hopkins and doctor Schuler and the great speakers of all times, and I was told that that wasn’t a realistic goal. In two thousand in in in in two thousand, I spoke four times with the great Zig Ziglar, in twenty twenty one with Tom Hopkins, and shared the stage with some of the greatest speakers in the world. And and the goal, even though someone told me it wasn’t possible, they gave me an experience that changed the belief, became possible through dedication and hard work and making the effort. It doesn’t happen because because you wish it. It happens because you put in the effort. Our goals are based on what we believe. And let me ask you all a question, and I want you to give me an honest answer. This is where I really want you to come into the chat and share with me. Is it possible that you’re capable of achieving more in your life than you currently have until this point? Is there another level that you could be performing at? Angie says, yeah. Angie, I’m so glad you’re here today. Thanks for being on video and getting in the chat. Bella, you too, man. I just appreciate the engagement. Thank you. Like like, if you’re listening to the webinar, I want you to ask yourself this question. Am do I really believe that there’s another level that I could be performing at? Is there anybody here that would actually like to go there? Because if you believe there’s another level, but you don’t know what actions you have to take to get that result, I can help you get there. And we’ll do it on this call. We’ll do it on the call. Angie, I want you to think about your goals because we’re gonna have a little bit of fun. Since you’re on video, you get a beam I’m gonna build for you a business plan today while we’re on this call using my stupid goals AI, we’re gonna create a whole program for you different than you’ve ever done before. Are you open to it? You wanna have a little bit of fun today? Okay. We’re gonna get there. Give me just a second. Now I want you to think about this. Now I will help you accomplish unbelievable things in your business, in your life, but I won’t do it at the expense of the things that matter most. And that is our family or our faith or our friends or our fun or our fitness. Oftentimes, we chase finances at the expense of the things that matter most. And I believe you can have it all. I believe that you can make a great living. I believe you can have a business that throws off and prints cash that you’d be crazy to wanna that you’d be crazy to wanna sell. I believe that you can have good balance with your faith. Whatever that means to you, whatever it is that you believe in let me turn my phone on silent. There we go. Now that won’t do that again. And then we can have all of those we can have all of those things. One of the things that I’ve learned about setting stupid goals is, so back in the day, in my early twenties, my first business was I sold satellite dishes and hot tubs. How do you think about that? I’m that guy. I I would go to the state fair, and I’d set up a booth, and I would have hot tubs set up and satellite dishes, and nobody came to the fair to buy either, but we would sell a ton of them. And the very first fair I went to, I set a goal. My goal was I wanna sell ten hot I made about a thousand dollars a hot tub. If I can make ten grand, that would be a good fair. Does that sound like a reasonable deal? I set the goal. I went out there, worked my butt off. I rented an inflatable gorilla that had a sign that said sale. And so I figured that would attract people, and it did. And on the very last day I sold my tenth hot tub, I felt like a winner. I knew that I had accomplished something great. And I went over and I bought my frozen lemonade, and I turned around. The guy in line behind me had a really cool shirt on. It said Cal Spas. I’m like, nice shirt. How you guys doing over there at Cal Spas? And he looked at me, and he says, oh, that’s good. We did we’ve been doing pretty good, kid. Like, I’m a kid. I was. I was twenty one. And I said, yeah. Well, what’s that look like for you? And he says, tell me. How’d you do? I said, well, I got my goal. And he goes, yeah. What was your goal? I said, I’ll tell you you I’ll tell you mine if you tell me yours. He goes, okay. I said, we sold, I don’t wanna be cocky here, ten. And he said, nice. I was like, what? Well, how many did you sell? He said, we sold ten this afternoon. I said, well, how many did you sell? He said, we sold a hundred. And I just had this moment that made me feel like what the crap is going on. How do two people at the same fair with competing products have such different experiences? And my conclusion was that he believed he could because he had been to other fairs and had different experiences. And then he had a system that was actually designed to create that kind of a result. So I went over and I looked at their actions. I looked at their systems. I looked how they greeted people. I sent my brothers and sisters in to shop their booth, and I created a a a work plan for the next fair. And the next year, we sold seventy hot tubs. What I did is I found someone who was getting a result that was way beyond what I even believed was possible, and then I copied them and reverse engineered the result. Stupid goals often smart goals are based on attainable, realistic experiences. But that but they cap our potential. I believe that we’re all sons and daughters of God. Whatever that means to you, whatever you believe in, I just believe that that that our potential is unlimited. And if our potential is unlimited, then what are we doing with this time here to maximize our potential, to really live at a level that’s way beyond what a lot of people think. Okay. I’m gonna I’m gonna have a little bit of fun here. For the do you have a if now I’m gonna give you this, but I’m gonna actually go into it, and I’m gonna show you, uh-oh, my my stupid goals framework. My link is broken. So give me one second. I’m gonna open it in another screen. And so when I created stupid goals, go ahead and come off mute for me. I’m gonna share my screen back with you. I’m gonna give you a QR code. You’ll be able to download this. I don’t want you to download it right now. I want you to just watch what I’m doing and be present for a second. Okay, Bella. We’re gonna do some stupid goals. So I’m literally going into and created a stupid goals, custom GPT. And so I’m gonna give you a link. You’ll be able to download this. And I’ve I’ve created a framework, a scoring system, and a challenging that challenges any goal you put in there and scores on whether or not it’s a stupid goal. So, Angie, when you’re thinking about twenty twenty six to make twenty twenty six your best year ever, what would you put in there as a goal? I my brain isn’t working. I I can’t so many things. Money, mostly, I guess. Okay. Alright. What would be a what would be a great year for you? And and and just give me your number. It doesn’t even matter. No judgment. I’m just gonna help you blow it away. A hundred and eighteen thousand is my goal. Okay. A month? A year. I mean, yeah, a month. Sure. Okay. So when I said that, you just took this pause, but but why not? I mean Why not? There are there people what market do you sell houses in? Tampa Bay. Tampa Bay. Florida. Okay. I know the answer to the question, but are there people in your market that are making a hundred thousand a month? Maybe. I don’t know them first. A hundred percent guarantee it. Okay. K? But let’s just say, I’m gonna have some fun. So I’m a realtor in Tampa Bay. What’s the average amount of money you make when you sell a house? Don’t give me commission percentage or that. Just like if you is it average ten grand, fifteen grand? What is the average you make? My average is about four grand so far. I’m new I’m a little new, and I do a lot of rentals. Now I’m just gonna put it in there, and it’s gonna score my goal. And it’s gonna tell me right now, I’m gonna stop you before you accidentally waste your time and a whole year of your life. I want you to a hundred year in income. That’s not a stupid goal. It’s a math problem where ambition, wearing ambitious ambitious clothing. So let’s be brutally clear. Your first qualification is your average four thousand dollars to sell. It’s only twenty five deals. That’s two to three deals a month. That goal can be achieved by trying harder, by being slightly more consistent, and by mildly improving your follow-up. The same version of you could achieve it. That automatically disqualifies it as a stupid goal. We accept this goal. If we accept this goal, you don’t grow. You just get tired. Is that what it feels like sometimes? Yes. The stupid goal score is thirty two out of a hundred, and we’re gonna change it. I’m gonna help you upgrade it. And so now it says, now we’re gonna upgrade the goal. Let’s change it. So, you have a unit economics and positioning problem. We wanna scale volume instead of engineering leverage, differentiate deal quality. At four thousand dollars of traction, your business will always be be fragile. One bad quarter, you panic. At one vacation, your income drops. One market shift, it’s chaos. Stupid thinkers don’t ask how do I close more deals. They ask what must be true for each deal to be worth two to five times more or prod produce future deals automatically? Those are great questions, aren’t they? They are. So this framework is now saying within twenty four months, I wanna rebuild my real estate business so that a hundred thousand dollars a year is my floor, not my goal, by repositioning myself into a higher value niche, by doubling my commission per transaction, building one repeatable acquisition channel that produces clients without my constant effort. That feel like a little more strategic goal? Let’s make your hundred thousand. I think that’s way better. It’s still not really big, but it gets way better. And then it tells us how to do it. It breaks it down. It forces the questions, and it helps you actually reposition it. I’m gonna say, you’re right. I wanna make a hundred thousand a month. I’m done playing. Angie, I know people that aren’t as sharp as you, that don’t care as much as you, that don’t wanna give back to the community as much as you, that earn a ton more money than you, and it’s not because they’re better. It’s that they focus on different activities. And so what you and I need to do together is figure out what are the activities that you need to focus on that will give you this kind of result. And if you can if you can be committed, and I mean really be committed, to doing the work and putting in the effort, the results become predictable. What if we failed only hit half of a hundred thousand a month? Would that suck? No. I want you to wake up every day failing up and celebrate it like you won the lottery. And so now it says, okay. Now we got a goal. Now I wanna operate my real estate business, generate a hundred thousand dollars a month of predictable income, not by chasing more deals, but by repositioning. And so it gives us a goal. Now here’s the reverse engineering of what it looks like. It’s only one point two million dollars a year in gross commission income. And so we have to we have a volume problem. It’s rejected at four deals at twenty five would get you know, twenty five deals at four thousand dollars a month, it’s impossible without burnout. And so we’re gonna change it. We’re gonna focus on a higher price point. Are you okay selling more expensive homes? I am. Okay. We’re gonna stop work. A lot of times when you figure out in your reverse engineering and you’re working stupid goals, it’s not about figuring out what to do. It’s about figuring out what never to do again. What are the things that you have to stop doing in order to get here? Think about that. So we have to figure out the reverse economics. Three personal bills at twenty five thousand will net you seventy five thousand. Five team referral deals, about that, that you don’t even have to participate in where you make five thousand will net you twenty five thousand. So you could get there doing just a little bit different type of business. You’re not closing twenty deals. You’re not grinding. You’re creating deal quality. And your current average is four thousand, which means we have to increase your commission. There’s not there’s not a workaround for this. We just have to focus on a different neighborhood. And so, you to earn a hundred dollars, you have to stop being a helpful realtor. You gotta stop being available for everyone, and you gotta stop being grateful for the for the table scraps that you get, like leases. You have to have a niche authority, a deal filter. You have to be a business operator, and you have to and you have to have, your capital allocators, your time, and it’s where you spend your time. Most agents never cross that three hundred thousand dollars a year because they don’t they they refuse to identify the things that kill their growth. And that that those are the those are the things where I’m available to everyone for everything, and you show up and you do your own assistant work. It’s when you don’t follow-up and use systems. You know, I think it’s funny that we’re doing this with Boldtrail. You know, just by implementing and executing your CRM, the tools and the resources, the marketing that are in your BoldTrail platform, it reduces a lot of the things you do manually into things that happen automatically so you can focus on doing dollar productive activities. Like, just that concept is creating leverage by automating things that we do manually changes it. And so I’m gonna do a deal engine. It’s gonna break down what we need to do monthly. It’s gonna break down what twelve to thirty six like, and we’re gonna say it out loud that I’m gonna give up being liked by everyone. I’m gonna give up talking to every lead. I’m gonna get I’m gonna give up short term income dips, and I’m gonna give up identity as a solo hustler. I want you to be the CEO of a multimillion dollar business, and I want you to stop being a realtor because realtors are broke. Now I don’t mean to be this bold. I was thinking about that this morning. What Bella, do you know how much how much is the average income of a realtor? Do you know how many deals they do a year? I have no idea, to be honest. Does anybody know the data on that from NER? Put it in the chat for me. I think it’s, like, seven deals a year. They they do seven deals a year, and they make somewhere between fifty and sixty grand. Like, that’s like like, I don’t know how you live. Right? And so if if if we don’t make that much money yeah. So and you put in I think it averages around fifty grand. Okay. The way so have you been to any of these, this is convention season. So I was doing their big national conventions, they’re giving out their awards. Do you know that there’s brands that give away awards for poverty? They call it the hundred percent club or they call it the goal maker club because you hit seven transactions in a year, and you absolutely just got into poverty, and they give you an award for that. They celebrate being a loser and not actually working in the business. I don’t mean to be, like, bold, but I am. I want you to think about that. If if the way we celebrate success as realtors is close is GCI and closed transactions, and we only do seven a year out of three hundred and sixty five days, three hundred and fifty seven of them, three hundred and fifty seven out of three hundred and sixty five days, we wake up losing. Angie, I want you to wake up every single day winning because we’re not gonna focus on closings and GCI to determine whether or not we won. We’re gonna focus on the activities that will create this result. Does that make sense? I want to redesign. I wanna figure out what I have to do to go on two listing appointments a week for the rest of the year. Now this is this is the output around the structure. It’s not a hustle schedule. It’s the goal card. And so now it gives us a nine out of a ten on this vision. That means that we’re headed in the right direction. It means that we’re gonna eliminate buyers from our car because they’re time sucking animals. We’re gonna focus on listings because every time you get a listing, you close one point five buy side transactions. And so listings give us the ability to market. When you get more signs in yards, it attracts more business. Does that make sense? And so we’re gonna focus on the part of the business that generates more revenue. So here’s the math. If we go on two listing appointments a week, then you end up with ten to twelve meaningful conversations every week. That’s really good. That means we need thirty to forty outbound contacts, and we need to spread that across controlled channels. Here’s why most agents fail. They do little of everything instead of enough of one thing. This is the one thing we have to do. We need thirty to forty contacts a week in order to get two appointments. Can we do that inside of Bold Trail? I think so. No. No. You can. It’s not a thing. You a hundred percent can. K? And our daily night our daily nonnegotiables are you have a power block every day where you’re focused on doing this. We open up our CRM. We don’t get in their email. We don’t browse the MLS. We don’t do admin work. We block it for one purpose, and that’s having conversations with people. Past clients fear, expired, canceled, farming, investors, probate, people. I don’t even care. We’ll build four pillars around this, but it’s eight to ten real conversations, not dials, conversations. You missed the conversation goal, then you failed for the day. The rest is just pretending to be busy without accomplishing anything to get you to your goal. So the way that we measure success every day is did we have eight to ten conversations? Angie, does that sound like unrealistic can’t do it? It sounds like a lot, if I’m honest. Well, let me be honest with you. You’re not that busy. So stop doing all the other crap that’s not making you money and do this instead. Okay. Can I be honest back? Yep. Okay. Absolutely. I can take it. Like, all the stuff that you’re doing that occupies all of your day is not making you enough money. And we gotta make more money, so we’re gonna do the things that actually will, and that is to have conversations about real estate. And if you’ll allow me to push you and make you uncomfortable, you will have an amazing rest of your year. Deal. Is anybody else uncomfortable for Angie? Like, if you’re not, then, it’s okay. But I wonder if she’s alone in this conversation or if there’s other people that are feeling the same way. Okay. So one one valuable listing touch daily is all that it is, and we’ve broken it down now to what we’re gonna do every day, Monday, Tuesday, Wednesday, Thursday, Friday. We’ve created a scoreboard for it. And now we have the the trade offs, what you have to say no to in order to be able to accomplish it. As you go through and you reverse engineer your goals, it doesn’t matter what your goal is. You can accomplish great things. My daughter is starting college, and I was playing with Cardi. I said, Cardi, what would be a stupid goal for you to have in college? She wants to be an occupational or a child therapist. Coming out of COVID, she had all of these issues that, were related to COVID and no social stuff. And she had a therapist that was so helpful in helping her with anxiety and reset her expectations and become functional because COVID messed up a lot of our kids. And she wants to make that impact on other children. And so she goes to college. She has to go through social work and then psychology and then all this. And her goal is by the time she graduates, to have all the knowledge, experience, and and and information to start her own business. And it came back to her and said, okay. In order for you to do that, here’s the reverse engineering. And this is why it scores as a stupid goal, and she loved it because it allows her to think differently. Okay. We’ll get back to your stuff. Okay. Let me go back to my screen share with you real quick. If you didn’t get your stupid goals GPT, I want all of you to get them. And so make sure you grab this little QR code and do a scan, and I’m gonna give you stupid goals, framework. You can literally take in your stupid goals and upload your business plan to it and say, help me reframe my business plan with the stupid goal framework, and it’ll help you redesign the entire thing. You can say rewrite my ninety day plan to a three year plan. You can say, challenge my thinking on this. Am I thinking too small? And it’ll answer it for you. It’ll say, create an original post explaining why I’m gonna pronounce this goal to the world. And, Angie, let’s go for it. Angie, a hundred thousand a month is in your future if you’re willing to put in the effort Okay. And eliminate eliminate the fake work and the things that, don’t get you to your goal. I wanna introduce you to Christy. I met Christy in two thousand and twelve, and I was speaking at a conference in Houston, Texas. And Christy came up, and she said, oh my gosh. I love what you’re talking about. I want you to be my coach. And I’m like, I’m not taking on any clients right now. And Christy says, I don’t think you’re understanding me. You’re gonna be my coach. Bit of a bulldog. And I said, okay. Why? And she says, well, because I see people that are making two fifty, and I know I’m better than them. And I’m stuck at the same number year after year after year, and I can’t grow. And I’m like, that’s not good enough for me. Go back and think about it. Come tell me your real why. You know what she said? She came back and she said, I’m a single mom with two boys, and I never wanna rely on a man again to take care of my sons. Now I know who she’s playing for. And so I said, okay. What’s your crazy goal? This is her actual evaluation. She says, I wanna make at least five hundred thousand dollars. My financial situation is stable. I’ve always averaged two thirty to three hundred. I’m not sure. I asked her if she lived within her means or beyond them. She said yes. I said, how much of a priority is making more money? She says, it’s really hard. It’s really high. I said, what holds you back financially? She says, the fear of spending more in order to make more. Does this resonate with anybody? Like, we know we need to go somewhere, but I’m afraid because I have limited resources. So how do I move forward? And then this is why I took her on as a client. I asked her, do you have time for your family? And she said, no. I feel like I never have time to stop working and be a mom. I feel like if I’m not working, we might not make ends meet, so I work thirteen hours a day. Would you like to see where Christy is today? This is her transaction tracker showing her monthly income over the last twelve months. One thirty six, one eighty six, three twenty nine, two twenty three, three seventy six, three twenty five, four twenty five, two zero two, three twenty eight, two fifty five, and three twenty five a month, Angie. And she’s in a little suburb of Houston, Texas called Pearland out in Friendswood in the Clear Lake area. Christy no longer thinks like a realtor. She thinks like the CEO of a multimillion dollar company. She’s bought investment properties and a ranch. She now runs a team called Infinity Real Estate. And after changing brokerages and going out on her own, she says, I now believe, and I wanna create endless opportunities for the people that I serve, which is now her team. Don’t you love that? Like, the changing of going from being a realtor, but it doesn’t have happen, it doesn’t happen accidentally. It happens by being strategic. This is what we call a project backlog. It’s called an agile. So what we do is we take your big goals, and then we take your highest priorities, then we help you strategically think about how do we reverse engineer so it actually happens. This is an example of what that looks like. Her big things were making sure I have enough buyer’s agents. Her your goal was to get sixty listings. Your goal is to get two appointments. Hers was to get sixty appointments a month. It’s just a number. And then how do you do it? Well, you reverse engineer. First, we take the highest priority, hires agents. We wanna do sixty listing appointments a month. Here’s what we do to get them. Here’s what we do to get it. We reverse engineer it, and then we execute. I need to hire six agents. I got brokers who have been broker owners fifteen years and haven’t hired six agents. You know why? They don’t focus on it. They don’t actually build the plan and then execute it. You see when Christy does an agile and we create a sprint with all the things that she needs to do, you notice that she she gets crap done. Hundred percent done. Hundred percent done. Hundred percent done. She executes against the priorities, and you can too. I’m gonna give this to everybody. I want you all to have a few numbers that really are important in understanding your business. Number one, here’s some key business things you need to know. For every listing you generate, you should close one point five buy side transactions. This is math. It’s predictable. We know it. For every active listing you get, when you put and you turn on the marketing engine, when you turn on the things that Boldtro will teach you to do in their systems, it’ll generate an average of six to eight leads every single month, including open house marketing, marketing around the listing, and all of those activities. Once you do that and you know you’re not working buyers, the formula is every twenty five leads we generate, we add a buyer’s agent. And so there’s a a methodology and a process that creates a predictable outcome. What that looks like for you, if you focus on the listing side of the business and you change it from from two to three and all you do is three appointments a week, this is what happens. It you’ll you’ll generate six hundred thousand dollars of your own income, Angie. It’s life changing. And then your buyer’s agents will generate another four hundred thousand dollars if you put them on the right comp plans, putting a putting one million dollars in your pocket. I’m talking about one agent, one assistant, three buyer’s agents following a proven system. And I challenge any of you on this call to challenge me on this. You can challenge me on the math. You can challenge me on the process. You can challenge me on the results. And ask me or tell me why it won’t work for you because your experiences are different than mine. I believe that greatness is predictable just like I believe average is predictable. And if we track the activities you focus on every day, I can tell you the result that you’re getting because I know what you’re focused on. And if we do the right things, it changes it. One of the things I challenge people to do is instead of having one pillar of income, we do four pillars of income. And instead of so here’s the this example would be Christie wanting to make five hundred thousand dollars. What I told Christie is great. I need four pillars, and you need to show me how each pillar is gonna generate a hundred percent of your goal. And so I changed her goal without her knowing it from a five hundred thousand dollar goal to a two million dollar goal. Because she built four pillars of income and then reverse engineered to get them to the five hundred thousand out of each pillar. And guess what? They didn’t all hit. She went from two fifty to five seventy five, and then she went to one point one, and then she went to two point one, and then she went to three point four. Now she averages between three and four million a year, and our goal is one million net profit every year. That’s the goal. And it just changes when you have new experiences. It changes what you believe is possible. And so and so the way we create new experiences is by copying people who are getting the results that we want, just like I did at the fair. For example, I know that if you focus on daily success habits and you work on getting sixty one points a day doing dollar productive activities, if you do that every single day, you’ll figure out how many calls it has to have a conversation, how many conversations to make an appointment, how many appointments to get a closing. And when you work backwards into that, you end up with predictable outcomes. And so now it becomes a numbers game. Angie, if you knew you need to make three hundred calls a day in order to get your ten conversations and you could get them done by noon with your auto dialer, is there any reason you wouldn’t do it? No. Yeah. You just do it, and it just becomes disciplined. Just do it every day. And every time someone tells you no or don’t ever call me call me back, you psycho, you just take them off your list and make the next call. It’s not a personal thing. It’s just a numbers game. It’s just part of the process, and we just make the dials. And I’m gonna give you another thing. I want you to think about what to say when you call people, and I want you to turn the threats and the pressure in the marketplace into opportunities to serve them. I’m gonna give you the greatest gift I can give to everybody, and that is this. Stop selling and start serving. Angie, I don’t want you to call anybody with the attitude you’re trying to sell them something. I want you to call them and ask them where they are and what’s going on and how can I help? And if there’s a way I can help you, great. And if there’s a way I can’t, that’s okay. I’m just gonna I’m just here to serve. So when I talk to people that say, I really can’t find, any any inventory. Well, there’s lots of inventory. It’s just that the builders have it. When you think about how do you negotiate with builders and how do I actually get my buyers in there and get paid, we created a shift module that uses emotional intelligence and artificial intelligence to message to threats that are in the marketplace. And so we teach how to do it. We give you a script and a tool, and I made that available on your download. Here’s another one. This is a system that says, I can’t afford the rates that are here right now. I’m not able able to buy a home because rates are too high and housing’s gone up too much. And so we have a system. We call it the stop, drop, and save system. It’s how do you get an interest rate reduction? How do we make it cost effective? How do we get the seller to contribute to points buy down so you can qualify at today’s rate? And then when when they actually drop, refinance it. And there’s all kinds of things you can do, but it’s a system designed using emotional and artificial intelligence with a tool, a resource, and a script so you can call to serve instead of calling to sell. Stop selling. Start serving. Does that feel better? Like, I’ve never made somebody move that doesn’t wanna move. Like like like, we don’t we don’t talk people into moving. We find out where they are, we give them solutions. I want you to I want you to think of yourself as an options dealer. And that when you’re in an interaction with a buyer or seller and you’re trying to decide whether or not we’re gonna get them under contract, the the questions you ask to find out where they really are and meet them there gives you the ability to give them the best option so they can make the right decision for their situation. And one of the decisions is always do nothing. And it doesn’t serve me, but it sometimes is the best decision for them. It might be to rent it or short term rent it. It might be to do seller financing. It might be to do a different kind of wraparound. There’s so many different programs designed to help people and serve. Mark, Mahala is a client of mine, and her market is down forty percent in twenty twenty five. She grew five percent. It doesn’t sound like a big deal, but that means she she outpaced and she outgrew her market by forty five percent and did three hundred transactions. Think about that with just the sixteen agents on her team. She didn’t let the pressure in the market determine the outcome. She changed the behavior and the activities, and she started serving instead of selling. Pressure doesn’t create leaders, Angie. The pressure that you’re feeling doesn’t create greatness. It just reveals it. And so when we feel this financial stress and pressure, we can choose how we show up. The only number that I want you to focus on is your net profit number. How do we stay profitable as we go through this growth? And we’ll help you through that process as you’re navigating this cycle. Profit removes pressure. I don’t do things for the money, but the money removes the pressure. It funds the freedom and the lifestyle. It allows me to focus on the things that I need to focus on because I’m not chasing the dollar. When I’m chasing dollar, it changes my focus. Have have any of you ever taken time and actually written down what your freedom number is? What does it look like for you to never have to answer to anyone again? What does it look like for you to be able to choose whether or not you’re gonna take on a a client because you don’t need the money? What does it look like when you say I’m I’m leaving for two months this year? Do you know what your freedom number is? Put that in your stupid goals, and then work backwards, and let’s figure out how to get you there. When we focus on, short term needs, the fundamentals are what get missed. The daily huddle, the my perfect week, your daily success habits, practicing scripts and dialogues, the basic fundamentals, prospecting as a team together, working your top fifty as a system we teach, proven compensation programs, the a, b’s, c’s of lead follow-up. When we when we struggle with finances, we don’t do the things that matter the most. I’m gonna challenge you to go back in. Grab your GPT. Also, get the, the downloads. I’m gonna give you a couple of those shift modules and some other tools and resource. I want you to have them. AI matters. We’re doing a ton of stuff with AI right now. AI is what powers the work. Coaching is what powers the growth. It’s not one or the other. It’s both. And so make sure that you have both a coach who understands cutting edge technology and knows how to live inside of it and help you do more with less and a coach that understands how to achieve way beyond what you believe is possible. They have to make you uncomfortable. So you can sign up for a coaching consultation. You can download my freebies. You can get the free GPT. It’s all right here. I want you to get there. Somebody had a couple questions for me. Just wanted let me just look at the chat. I wanna make sure I get it. Yeah. We can definitely help you, David, inside of, optimizing your programs. He had a big question. I can’t read it out loud because it’s too much too much to unpack, but we can totally help you. Just sign up for a strategy session, and we’ll get with you. We’ll figure out where you are and where you wanna go. We’ll help you with that. You know, pressure is, I’m gonna wrap this up with just kind of a deep thought, Bella. Is that okay? Absolutely. You know, the first slide that I showed was a volcano. It looked like, no. I didn’t even I didn’t show you the volcano. Pressure is what happens when you think about a volcano getting ready to erupt. There’s all this pressure in the marketplace, and right now, there’s this pent up demand of buyers and sellers that are underneath this volcano. Steam is starting to seep out. We’re starting to see light, but it’s getting ready to explode. And if you will put your technology, your systems, and your business in a position to be able to take advantage of it when it erupts, there is gonna be a tremendous amount of opportunity in the business in the next year and going forward. And so pressure for a lot of people when they feel it, they withdraw and they pull back and they wait and see until things change, and then they reengage. But visionaries look at pressure, and they build beautiful things. Some people see the destruction of a volcano, but leaders see the vision. And the vision is you have to be the you have to decide, you just have to decide what you’re brave enough to build on what’s being created in the marketplace right now. And I think that there is something beautiful in your horizon and everybody else’s as well. I was actually here last week, and I was standing on this golf course in Saint George, Utah called Entrada. And it was a golf course that was made on a lava field that looked like desolation dirt and an ugly place, but somebody had the vision to take that destruction and the devastation and build something beautiful, and now they hold PGA tournaments there. You have the opportunity to choose. You can’t stop the volcano, but you can build something beautiful with it. Let’s let’s build something beautiful together. I want Boldtroll. Hey, Bella. Thank you for having me. I hope this was valuable for everybody. We got some new ways of looking at the world. Yes. Oh my gosh. I know I’m gonna be creating a list of stupid goals after this. Good. So I’m excited. Thank you so much. I learned so much from today’s session. I know everyone else did. So really appreciate it, Angie. Thank you, Candice. Thank you. I’m gonna launch this poll quickly. If you guys wouldn’t mind just answering it, it should only take a few seconds. And, yeah, everything will be sent out over email, so you guys will have all these links accessible to you as well as the recording of the webinar. And if there’s anything we can do to help, obviously, we’re always here. And just, again, we appreciate you so much for also. Thank you. Thanks for having me. Have some fun with this one. This is gonna get replayed over and over and over again because I haven’t really taught this like this before. So have some fun with this and put it out there in the world. Let’s see if we help people get some stupid goals. Yes. Love it. Bye, everybody. Bye. Thank you.