The Strong Production Cycle

And welcome to Mike Ferry TV the week of June 28th and I wrote on the top of my notes for today, if you’re attending the Superstar Retreat, which is July 13 through 16, we want to say thank you. It’s going to be a great retreat. It’s been now, what, 17, 18 months since we’ve done a live event of any substance. So, we’re excited for those that are going to be there. If you’re not going to attend, I want to share with you what you’re going to miss. And maybe you should consider coming to the retreat in July in Las Vegas, Nevada, at the Venetian Palazzo Hotel. And don’t forget, if you are attending, the bonus day is on Monday, the 12th, from 1:00 to 5:00 PM, four great speakers lined up. And the good news is, we’ll have four separate rooms. You can sit in one seat; the speakers will rotate. So, you’re not running around. So, here’s what I’m going to cover. And these are very interesting because these are a little away from what my thought process has been in the past. First, 12 thoughts regarding finding buyers and sellers, not prospecting techniques, because I know that everybody hates to prospect. But I want to give you a couple of examples of the 12, for example, you know, purchasing leads off the Internet and how to make that work more effectively. Example, branding and marketing. If you’re going to spend the money, how do we get the best response? 12 thoughts on finding buyers and sellers number to ten.

You’re going to love this. Ten different ways to actually purchase leads. Everybody’s doing it, whether it be referral fees or referral companies, you know, and or just buying directly off the Internet. Let’s have a conversation about what they are and what kind of results you can expect. I told somebody about this topic and they said, I’m sorry, I thought Mike Ferry was speaking. Well, you know, that old guy is trying to make sure that you are doing everything it takes to be more successful. Number three at the topic is what I’ve learned from and throughout the pandemic. It’s been a very interesting for all of us. And I know everybody thinks that was just them only and difficult, challenging, exciting, productive time. And we know, you and I, that the Real Estate industry led at least the US economy and probably the same in our friends from Canada throughout this pandemic and keeping the economy stimulated. So, I’m going to go over 30 points on this particular topic of what I’ve learned. Example, the highest levels of production during the pandemic came from Agents Database’s. Way back in March of 2020 the first thing I said when our government closed down the country, call your database, call your database, call your database. And of course, March to April to May to June to July of 2020.

I kept saying, keep those conversations going because it is a topic on everybody’s mind. And remember that more people would answer their phone during the pandemic than normally they would because, you know, being home isolated, you wanted somebody to talk to, etc.. So, here’s a couple examples from what I’ve learned. The highest levels of production came from the database period. Another example of what I’ve learned is straightforward conversations become much more important. Straightforward conversations with buyers, sellers, prospect your database versus, you know, all these things about. You’ve got to learn to text. You know, you’ve got to learn to send a video out. You’ve got to send out emails. And let’s be honest, I’m not trying to hold back on you here, but most people probably shouldn’t do videos. Whether it be their presentation or looking the camera in the eye or understanding how to make it work. The next thing I’m going to cover, which is I think vitally important, the 30 most important skills we either have to review, renew or learn to maintain a competitive edge. I think we’ve talked about this several times in the last few weeks, the competitive edge is critically important today and that comes from knowing what to say, how to respond, how to be interactive, how to ask questions, how to learn to listen, respond to the questions your prospects and customers ask. And that competitive edge is more important than ever because the number of each and succeeding at a high level, probably the smallest I’ve seen in the 46 plus years I’ve been doing this.

A couple of examples of skills. The skill of converting leads to appointments faster. The speed and efficiency of getting a lead is of course important, but the speed of conversion is even more important. Or an example, know the skill of defeating some of the many, many, many, many distractions that we’ve all experienced and we’re still having. Whether it be the day-to-day distractions, if you’re going to your office or the day-to-day distractions, we’re trying to work out of your home. And then number five, and probably the most important topic that I will cover the mindset of a top producer and how it affects individual’s productivity. What’s going on here affects what come out of here. It affects the activities, that affects the productivity. It affects everything we do. And this has been one of the toughest times I think this was tougher to deal with during 2021 than even the Great Recession of 2008 09 through 2012, because we really understood the Great Recession. It was an economic problem not only in the US and Canada, but worldwide. Well, this is a whole different kind of problem because this home isolation, which most of us experienced, had in many times a very interesting effect on how we think. So, an example of mindset.

It’s never too late to start a strong production cycle. It’s never too late. If you start this week with 90 days, you’re going to be back in the rhythm of listing and selling homes. For example, we have to become mentally stronger regarding our schedule. You know, the number one problem in real estate and for agents like ourselves and this has been going on since I got into the business at age 18 is scheduling. It’s not so much getting a schedule, but it’s following it and making sure that schedule and the activities are highly productive and leads you to the goals you’ve set. And this is the big one that we’re going to cover at the retreat. I’ve asked 25 very successful agents and I’m not talking about teams, people that just have a big mega team. I’m talking about agents that are doing, you know, 50, 75, 100, 200 transactions a year. And yes, some of them have a team on top of that production. And what I’ve asked them to do, and we started this about seven, eight years ago with Valerie Caro and Tony Smith when I asked him to write out five, seven, ten steps they’ve taken to build their career. Then I called it a blueprint, because I think all of us recognize that it’s impossible to build something without having a plan. And that plan in the construction of a business is called a blueprint.

If you ever go to a construction site, there’ll be a stack of papers this wide and this long, and that should say this wide and this long and this steep. And you’ll see the contractor or the builders flipping through, looking at all the steps that lead them to the end result. Well, it’s a blueprint. So, I’ve asked 25 of the really good agents that really understand how to build a business, to describe for me step by step. And not only are we going to have probably six or seven of us on the stage describing their blueprint to you, which is, by the way, this is a priceless, priceless part of the retreat, because we’ll do it probably at least once on Tuesday, twice on Wednesday, twice on Thursday and once on Friday. Have them on the stage going through the steps they take. And then Friday, we’re going to give everybody in attendance the stack copied, stapled of all 25 blueprints. It’s priceless. So, what does it cost to attend the retreat? Well, it depends on where you’re coming from because obviously a lot of our friends in Canada have got some good news over the last five or six days about their opportunities to come across the border and get back without a home isolation. We have some coming, even though they know they have to be isolated because they want the experience. But we probably have 300 to 350 Canadians that are still in our question mark.

And we understand that we lost probably eighty to one hundred of our Italian clients. Because the borders are closed and we understand that, so we know that it’s a challenge, so depending on where you’re coming from, obviously the East Coast is a little more expensive than driving from Southern California, but the premier clients pay a grand total of zero to attend in terms of a ticket cost our one-to-one clients pay $195. Our Elite brokers agents. You know, if your broker is part of our elite program, you pay $195. And I want to make this very clear. The week this week, Monday, Tuesday, Wednesday, Thursday, Friday, Saturday. If you register for the retreat instead of paying $395, MFTV viewers will pay $295 and no we’re not going to give you a refund if you already bought a ticket because things go on sale. And guess what, we’re doing a sale. Register call 1-800-448-0647. You know, it’s an interesting time for all of us because it appears in most of at least the US and I think most of Canada and other parts of the world, this pandemic is now getting further and further away from us, which is great news for the health and mental wellness of everybody.

But it also means we have to get back to work. It also means we have to start doing our job again, which means we have to start to participate. One of the biggest challenges that I faced is trying to convince a lot of the brokers that we coach to get their offices open and to participate and to start having small meetings and inviting people back and getting everybody reengaged in the business, because that’s really what it’s all about. You know, this 10 percent, which is controlling the majority of the business, have been reengage really since probably June of 2020. Let’s get you reengaged. And whether you attend the retreat or not, I would of course like it if you did. But if you don’t attend, get re engaged, get yourself back into the business, get back to doing the job that you can do, knowing that some of the disappointments you’ve experienced are in the past and it’s very difficult to have a great day today or see the future if you’re focusing on the past. Remember, the rear view mirror on your car is very small, but the window in front of it is very big. Keep looking to the future because it’s there for you. I look forward to talking to you next week. Call the office, get registered and we’ll talk to you next Monday. Thanks for today.