Justin Stoddart 0:01
So the big question is this. How do we those of us in the real estate industry with crazy amounts of ambition? How do we think bigger than the building of our own empires? How do we simultaneously see success and significance, income and impact? My name is Justin Stoddart. And this is the Think bigger real estate show. What’s up everybody Justin Stoddart, here excited to be with you, very excited to be with you, actually, today’s topic is going to be fantastic. I’m absolutely thrilled about it. It’s the seven habits. Let me say that, again, Seven Habits of Highly Effective real estate agents. For those of you that know me know that I’ve been in this industry for over 20 years. And in the process, also launched a podcast five years ago. And I’ve interviewed going on 300, and close to 350 different professionals that are extremely successful, many of whom, right are leaders in our industry. And from that there have been some absolute themes that have shown up as to what makes a successful agent and what does not. And today, I’m very, very excited to be with you all and have the ability to go through and really distill down for you some of the things that you need to be doing, if you’re ever going to create not just some success, but lots of success. So if you are watching this live, I would just encourage you to put in the comments live, what that will do is it will trigger it to where more people will be notified to watch it. If you’re listening to the podcast afterwards, I would encourage you to join us inside of the successful real estate agents Facebook group, inside that group, we not only give you live stream trainings like this, but we also give you many of the resources many of the one page documents that allow you to walk away from an experience like this, a training like this and have a punch list of exactly what you need to be doing what you can be doing to grow your self. So again, if you’re not yet a member of that group, join us if you aren’t in the group, let us know that you’re here. And I look forward to interacting with you as we move forward. actively watching that right now to make sure that we are showing up live in that group. So excited to be with you all. For those of you that don’t know my story. I am a builder. I was a land developer, home builder from 2001 proximately to one 2002 until 2009. And in that process, I learned a lot about building. And today, this is a theme that we are going to talk about, which is how to build how to build successful habits and which habits you should be building. So I’m just going to let everybody know here really quickly that we are live Okay, very good guys. Hey, can the white What’s up my friend Great to see you. Thanks for the birthday wishes by the way, not just from Kendall but from everybody gave me warm wishes yesterday, it was a special day, I turned the corner on another great year of life woke up fired up yesterday. And today even more. So with all of your love and support, encouraging me in the work that I’m doing. So thank you for all the wonderful partnerships and friendships that I have built. So with that being the case, let’s go ahead and dive in. I’m going to do this I’m going to share with you my iPad screen, you should be able to see this here shortly. And this is going to allow me to really draw out in front of you these seven habits these seven habits. So let’s get right in. I know your time is valuable as is mine. So let’s get to it. Okay, now I apologize in advance. Although I don’t have a doctorate degree, although I’m not a physician, one might think that I am when you look at my handwriting, at least that’s what my lovely wife tells me. She’s very good at telling me the truth. And my handwriting isn’t always the best. So I’m gonna do my very best today to give you something very legible that you can read. Okay, so I’m gonna jump right in here. Habit number one that I see in the most successful real estate agents in the country. Okay, and I’m gonna put these as if I’m talking to you specifically, but these are the attributes that I’ve seen. Habit number one, build yourself

Justin Stoddart 4:18
okay. There nobody is great for long if they’re not in constant growth mode. The world is changing at way too fast of a pace for you, nor I to ever think that we have it figured out. In fact, I remember my the president of my university the first college I attended. He was speaking to the business students some of you may recognize the name his name is David Bednar. He spoke some words that actually didn’t resonate with me until later in life. He said these words he said, by the time you leave this institution go into the workforce, much of the world will have changed. And so I don’t want you to focus so much on what you’re learning. But I want you to focus on these two things. Number one, I want you to focus on learning how to learn. And I want you to focus on learning, to love to learn, because if you love to learn, and you know how to learn, nothing can stop you. Okay? So when it comes to building yourself, you must always be growing, you must always be moving yourself forward. If you’ve ever noticed, some agents are like a one hit wonder, they figure out one thing, they’re super good at it and they stop learning, they stop growing. And as a result, they end up not continuing to progress in their career. Now, there’s two areas that I believe that you need to be building yourself. Number one, and number two. Okay, the first one is personal growth. The other one is professional growth. Okay, what’s the difference you ask? Personal growth is really centered on growing your mindset. Growing the belief that you can help people the confidence, I shared this with a friend of mine earlier today, I said people are buying your confidence to solve their problems. And if you’re not confident that you can solve their problems, then guess what, they’re probably not going to be in business with you. And the only way to grow your confidence is to grow yourself. What I mean by this is regularly reading. And I recommend as much as 10 pages per day. Now maybe you’re an audible person you prefer to listen, you need to be in a good book every day. I’m not talking about Harry Potter. I’m not talking about books that actually grow you personal development books, right. In fact, this is a great time for me to probably share the story of one of my greatest mentors of all time, the late Stephen R Covey, whose work the seven habits of highly effective people inspired today’s episode, right, my hat goes off to Dr. Covey, who is in a better place right now. But Dr. Covey developed the seven habits. And he, he, his first book, The Seven Habits of Highly Effective People, was the first book that I really fell in love with. It was the first book where I really started to listen to it all the time, I really started to invest in myself because of that book. So again, if you’re not personally developing yourself, your mindset, getting sharper, getting better, getting brighter, then you if you’re having success, that it’s going to be short lived, if you’re not having success, it’s going to be a mirage, and you’re never going to reach it. Okay? The second error is professional development, building yourself professionally, that means gaining a skill set, getting better at what you do for a living, it could be be better at operations, it could be better at sales and marketing. It could be better at the accounting side, it could be better at leadership, it could be better and really leverage and scale. But you need to always be getting better the fact that you’re here listening to this, whether you’re just listening to the audio, or whether you’re here participating in the live stream, tells me something about you that you’re interested in growing yourself, and you’re growing yourself both personally and professionally. Okay, let’s move on to step number two.

Justin Stoddart 8:31
Now, let me back up really quickly. Because we’re talking about habits. Each of these, we should be spending some time on every single day. So if you were to look at your calendar, right, part of the promise of this broadcast, was that you do more of these and less of everything else, more of these things less of everything else, and your life and your business will get more and more simple and more and more powerful, more and more productive and better. Okay. So you ought to have a habit every day of building yourself. I recommend before you get heavy into email, is you get in and you read and you study. Maybe you do that while you’re exercising. Maybe you do that, while you’re like first thing when you get in the office. But building yourself on a daily regular basis is going to be critical for you. Okay, so that’s the first habit. The second habit is to build others. Now what I mean by this specifically isn’t just adding value to them. It’s actually it’s, well it is but it’s hard to build value and other people when you’re not in conversation with them. Okay. So this is the principle that I want you to take from this is that conversion happens in conversation. Okay. So what I mean by that is if you aren’t regularly having conversations with other people, then you are missing out. Because the ability for you to actually convert other people to using you as a provider will not happen unless you get to a conversation. I believe that there is a place for branding, there is a place for giving away value similar to what I’m doing here. But whatever it is that you’re doing on a regular basis, it needs to be driving conversations. Okay? People have a hard time doing business with someone who they’ve never had a conversation with. And so everything that you need, that that you’re doing in your business to grow, your business really needs to be focused on how do I get into more and more conversations with other people? Okay, so that’s an in those conversations, you’re looking to say, How can I build this person? How can I add value to them? How can I bring information to them that they need? How do I not just guess at what they need? But how do I ask them questions about what they’re looking for? And then deliver on that? Okay, so you’re gonna build yourself number one. The second one is build others be in conversation with them. So how do you do that? What’s the habit attached to that? It’s, some people will call it lead generation now I call it building others and being in conversation. Because sometimes lead generation, we tend to be like, ooh, yuck. I don’t want to do that. That’s hard. Right? Who are that’s, that’s slimy. That’s salesy, right. If you think of it, like I’m building other people, by being in conversation with them, it takes all the stickiness out of it. And by the way, if that’s not what you’re doing in conversations, and it’s no wonder that you maybe you don’t like it, because you as a genuine human, you have a hard time over a sustainable period of time, or any time at all, of not adding value to people of not walking out of relationships and interactions that were positive. Okay? So building other people, in other words, be in conversation with them, adding value to them, giving information to them leading them, okay. So, the next one, now, now, if you were to look at your day, building your self audit comm first thing, the very next thing after you’ve built after you’ve built it after you built yourself, right, the very next thing ought to be building others. In other words, be getting into conversation with other people. By the way, if you’re finding value in this put value. We’d love to just get some feedback. And again, share this with people. If you’re listening to the podcast afterwards. I strongly encourage you to DM me. That’s what my mentor said, your feedback is my oxygen. I don’t know if that’s true. I actually have oxygen that isn’t just from an audience. But I will say it does matter when I know in fact, I just had a wonderful individual Lolly I believe is a professor named just said some really kind words She’s new to this group. This is successful real estate agents group just said some super kind things. It fueled me it gave me energy, it made me want to do even more. So anyway, building other people, let’s continue on step number three, habit number three. Okay, is to build systems. Keep in mind, I’m a builder we’re building today, folks, we’re building great habits. Okay, building systems. Now, there’s some key areas in which I want you to be building systems. Okay. Number one is going to be around. Let’s make this a little bit prettier here.

Justin Stoddart 13:32
Building the first system is on how you get the business. Okay. What are your systems for getting? The business? The next one doing the business? What is your system? For doing the business operations? What does it look like when you get a new listing? What does it look like when you you know, when you when you get a new client? What does it look like? When you when you go under contract? Like what is the system for doing the business? Do you have checklists in place? Because here’s the principle if all of this resides in your brain number one, you’re never going to be able to turn it off. And number two, it’s going to be inconsistent. Because even the best of us forget things, even the best of us, you are limiting your capacity and your potential, your potential to live give and serve abundantly. Which by the way is my definition for thinking bigger, living giving and serve abundantly, you’re limiting your potential you’re limiting your ability to reach that potential rather by not having systems in place. So a system around getting the business a system around doing the business, a system around accounting for the business. Let me share with you a system that I Have around accounting for the business. Whenever income hits my account, I know as a direct, an automatic percentage, a certain amount immediate, it goes into My Tax Account, and an amount immediately goes into my profit account. And amount immediately goes into my owners compensation accounts. And an amount immediately goes into my operating expense account, I don’t have to question. And as a result, I know how much revenue I need to be producing based on what my current budget expenses are. Now is Did that come naturally to me know, that stuff that I had to create, because I wasn’t great at it. But now that that system is in place, it happens automatically. And it happens consistently, and I don’t have to think about it stress about it. It’s a system that’s in place. Okay. So a great habits is to always be evaluating your systems. Now, I’m gonna do a little plug here for the wonderful teammates with whom I have the ability to work. Part of what we do when you partner with us as a part of Think bigger real estate, as part of one of our partner clients and coaching plus, is that you get us working together with you. To get these systems in place, you don’t have to come up with them. Think of yourself, you you partner. By the way, this is kind of a segue into another one of my my key habits. But if you aren’t great at that you need to get a system in place. If you’re not great at putting systems in place that you need a partner with and find somebody who is period. Because if you are limited by your you will be limited by your systems, if you’re 70, if your systems are bad, then you will eventually be bad. You’re only as strong as your weakest system. Keep that in mind. So building systems around this also building systems around as your business progresses even further, beyond the basic necessities of the business, you want to have a system around leading the business and you want to have a system around exiting the business. These five things that I’ve just described here, by the way, are the five pillars of freedom that I teach, I help our clients to live leading the business exiting the business. When I say exit, I don’t mean necessarily sell the business it could be exit exit for the evening. It could be exit the business for the weekend. It could be exiting the business for a midweek day off. And or it could be exiting the business as you move on to other ventures. Okay, but actually having systems in place that help these things to come about. Okay, that is Habit number three is build systems. Alright, let’s move on to number four. Hopefully you’re taking notes getting value out of this. If you are put the comments. Value, we’d love to hear it. Ready. And thanks for your comment morning routine. Yes. Love it, Kendall, thanks for being here. Now again, if you’re watching this live, let us know. We’d love to get your feedback. Always excited. Okay. Number four, I want you to think about building brand.

Justin Stoddart 18:14
Actually had a podcast episode this week with one of the best brand builders in the business. His name is Josh Pitts surfaces, the lending industry at a very high level. Some of their very good friends of mine from brand face, they’ve helped me to realize a couple of things is that number one, if you’re not building, if you’re not intentional about building your brand, you’re building somebody else’s brand. Now, some of you have email domains, you have big corporate companies that you work for, and you’re carrying their banner. And I say, Great, as long as you’re completely aligned, but just know that at some point you might not be I strongly encourage you to build a brand. That is your personal brand. That that brand that will always be yours, right that you can adapt and pivot potentially to a new company, potentially to a new email domain, especially to a new location to the country. Okay, it behooves you to build a personal brand. One of my mentors was talking about how he worked for a very long time to build a business that was worth $100 million. Like it took him like a decade and a half. And he said I watched people who had already built a big personal brand like Conor McGregor, like Dwayne The Rock Johnson, and immediately they entered into a very similar industry. And within a matter of months, they had built multi center millionaire and all they said that right 100 million dollar plus companies and even billion dollar companies because they built their brand first, when you have a focus on building personal brand, not highlighting just a house, not highlighting just a neighborhood but highlighting In your experience, your knowledge about that particular area about that particular thing and you become the expert. What happens is that brand becomes powerful people buy into you, and they want to be led by you. It’s way more powerful to be led by a person, right? A personal brand, person, no brand, then it has to be led by some company. Okay, people attached to other humans. That’s how we’re wired. So building personal brand, okay. Now again, if you were to go back and look at the habits, just reviewing here, build yourself to come first thing in the morning. very next thing I’d be building others are having conversations are generating new business opportunities by building other people. Okay, very quickly, you need to be building systems that allow you as you’re building new conversations and new business, very quickly, you will tap out unless you’re building systems. Okay. And I would recommend, again, I’m going backwards here a little bit. But as you’re building, you ought to have a time marked on the calendar weekly, if not, at least monthly, where you’re reviewing what held me back this month? What were the breakdowns? This is something that our partner clients get, they get monthly interaction to say, what was the biggest obstacle that kept you What’s your biggest goal? What’s the biggest challenge you’re facing this month? How can we help you, right? So we have that built into our system, to where we’re helping you unlock these obstacles. But just know that building these systems is is a critical thing that you need to be doing on it, if not weekly, at least monthly basis. And then again, at the at the 90 day planning sessions, which we highly recommend as well. building brand ought to be done daily, right? You ought to be on a very daily, regular basis. Not just putting out social media content, but you ought to be building personal brand building authority, not for your ego sake, but so that you have the ability to help more people. Okay, building brand, okay. People, the most successful people in the world have a habit of building personal brand. Number five, is to build partnerships. Okay, now, we’ve spoken a little bit about what it looks like to partner with Think bigger real estate. That is one form of partnership. Okay. So it could be coaching, slash consulting. Partnerships. It could also be key vendors, right. We talked about building systems, this kind of parlays in with that. But finding key outsourced partners.

Justin Stoddart 22:48
internal partners, incredible people that are on your team that are helping you achieve at a high level, can and lastly, one of my favorites is upstream partners. In other words, key professionals for other industries who have the ability to send you a lot of business frequently recurringly clients that you love working with, okay, we specialize in helping you to grow and scale your warm market business doing that, but always looking to say, Who can I partner with? I’m not saying give up ownership or equity in your business necessarily, right? At some point, that might make sense. But what I am talking about is being willing to really partner with other people. Okay. Number six, we’re getting there guys. Number six, is to build in momentum. I had a basketball coach in middle school in high school who would yell at us. If we were not actively playing defense. He would say when we play great defense, we great we get momentum. And he said momentum is the sixth the sixth man on the field. The sixth man on the court got the wrong sport. When you get big mo that’s what he call it. When you get big mo on your team. You can’t be stopped. Big Mo is the MS momentum. And this is the principle that I want you to think about is that money loves speed. I was having a conversation today with a with a great agent. Her goals so the first year in business are a million dollars gross commission income. And I totally think she can pull it off. He’s like, wait, what do you mean? I thought it’s good. Like if you close like six deals in your first year. It couldn’t be just depends on how fast you want to go. It just depends on how fast you want to go. I have other agents who will talk with they’re like you know what, I don’t know if we’re quite ready to commit to go that fast. I don’t know if I can partner now. That is not a an audio editing error that you’re hearing there, that is me imitating the sloth, from the movie Zootopia. Under the sloth that worked at the DMV, and he goes so slow. Sometimes we don’t know it, but we’re going so slow, we’re so careful not to make a mistake, that we don’t actually ever create any value, we don’t go fast enough. We need to actually just get in and get moving. The best kind of experience, the best kind of confidence comes by just getting some experience under our belt. Whether you’re brand new in the business, what do you the business for 20 years, and you’re doing something new, like starting to build personal brand, just get going get moving money loves speed, speed, guys speed, do it, do more of it, do it faster. And you will find yourself progressing at a faster rate build momentum is Habit number six. Habit number seven is this build value. Now we hear this over and over. But I want to break this down and make this a little more tangible for you. Number one, I want you to think of building value in your offers. I’m not necessarily talking about when you’re helping buyers make an offer on a home, it could be what I’m talking about is how do people know like what guarantee do people have, that you’re going to be great that you’re a great investment. I’ll give you an example. Just today, we approved internally, for all of our new coaching clients, if you don’t double your money, in the six months that you’re working with us, I will personally refund you double your money. Right. That’s a powerful offer. Now, why am I doing that? Because I have such confidence that will get you results that if you do what we tell you to do that’s an important characteristic for this to work. If you do we tell you to do you follow our coaching? That I will personally refund you twice what you paid? Just for for taking your time. If you don’t double your results in the period of time, you’re working with us, okay. Now, do I have to do that? No. Am I confident that people get results? Yes.

Justin Stoddart 27:22
And so I want people to know that. So I’m making a powerful offer, because I feel completely confident that if you do everything we tell you to do, you’re going to get results. So my question to you is what are you doing to make your offer more powerful to build value through the offer that you’re creating? That’s one way to build value. The other way is actually building assets. Okay, what are you doing to build assets? Now, I’m not talking about outside of your real estate business and actually talking about inside your real estate business. What are you doing to build assets, could be digital assets, right could be a portfolio could be marketing pieces, but like build something to where the end of the day you have enterprise value. You actually have something to show for it. At the end of the day. You have something people say, Tell me about your business. They’re not just looking at you as a personal brand and ISCO very closely together. But you’re actually building assets in your business and enterprise values, actually, you have profit in your business, you charge enough that you actually have some profit at the end of the day, you actually can can have something at the end of the day actually building enterprise value. agents that have a habit of doing that are the most successful agents out there. Because I’m grateful that you’ve been here and listen to the seven habits, I appreciate you in review. For those again that are listening and not able to see my screen number one, build yourself number two, build others. Number three, build systems. Number four, build brand. Number five, build partnerships. Number six, build momentum. And number seven, build value, both in other people and inside your business. grateful to have you all here. Just know that again, if you’re not inside of the successful real estate agents Facebook group, come join us you’re going to miss out on tomorrow which is going to be a key summary sheet that is gonna be wildly helpful for you to implement these things. And if by chance you’re interested in taking me up on the offer to join our client Partnership Program, which we have some amazing guarantees in which we partner with you. We don’t just tell you what to do like you hear me now we do it with you. If you’re interested in that please reach out we’d love to have a conversation with you to see if you’re the right fit for what we’re doing. Grateful for everybody my final request of everyone listening here today you know what it is? These three simple words they are go think bigger. Thank you guys. We will talk very soon appreciate you all. Have an amazing rest of your day. If you enjoy this episode that I have a very special invitation for you. I have created a private Facebook community called successful real estate agents, where the focus is going beyond success having both a successful business and a significant life. If you’re not yet a member, go sign up now.